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Unless your past clients are in the witness protection program, why are you reluctant to contact them?
A top real estate trainer has revealed why being “annoying and insistent” can guarantee you repeat clients and great referrals.
Josh Phegan calls the clients he sells houses to every year on the anniversary of the sale, a tactic he learnt from his father, who learnt it from his father, and it’s something he thinks every agent should utilise.
Mr Phegan says being proactive with your database is necessary because “there is no statistical trend” to when clients are going to want to move again, and it’s the agent who is on the client’s mind that will get that sale.
“Because situations change, … you didn’t even know that you were going to have a child, you didn’t even know all of a sudden that something was going to change significantly in your life, and it’s the people who are there, the ones who are loyal, the ones who are a straight ship regardless of the waves that are crashing against them, [they’re] the ones that win in business,” Mr Phegan said.
According to Mr Phegan it’s the agents who “make the decision to care” about their client as more than just a money-making tool who are more likely to gain referrals and ongoing business.
“People love to gossip,” said Mr Phegan.
“People love to tell other people about other people that are really good at what they do.”
“So the formula [is]: become really good at what you do,” he said.
Rather than cold-calling or doing letterbox drops, Mr Phegan said agents need to focus on the data they already have at their disposal, and ensure their databases are up to date so they can contact clients with relevant information.
“You’ve got to be back in front of them, you’ve got to learn how to be relevant, not in a pushy, weird way, but to be relevant to be there when it actually counts,” he said.
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