Blogs

How to turn satisfied customers into advocates
Whether you’re a seasoned agent with years of experience or just getting started in the world of real estate, one thing is certain: You want happy clients. This is an end in and of itself, of course. After all, no one sets out to give customers a terrible experience. But happy clients can also serve your business by becoming advocates for the work you do.

The Comprehensive Housing Market Analysis reported that 39% of sellers who used a real estate agent found that agent through a referral. This isn’t surprising. When buying or selling something as valuable as a home, trust is the currency that matters. So how can you turn happy clients into your biggest advocates?

1. Communicate between transactions

Even if a client you’ve worked with in the past isn’t currently looking to buy or sell, chances are they know someone who is. Regularly find engaging ways to get yourself in front of your audience. Use text, email, social media, and a web presence to make it easy for clients to share your info with others. You don’t want an extended silence leading past clients to wonder if
you are still in the business. Consistent and meaningful communication helps keep you on clients’ radars long after the transaction is done. 

Additionally, consider creative incentives for clients who have referred you to others. Send them a gift card to a coffee shop or thank them with a hand-written note. Little things can go a long way, especially for clients who are already happy with the work you’ve done for them. 

2. Make it easy to write reviews

You’ve just helped a client land that home they desperately wanted, or you positioned your sellers to get a screaming deal on their listing. Now what? Turn that gratitude into something tangible by encouraging clients to write a review or share a testimonial. Google and other platforms make it easy to write reviews, so invite clients to do so shortly after a transaction is completed. Have a testimonials section on your website and make it accessible to people you’ve recently worked with. 

3. Be a partner, not a vendor

Trust is generated when people feel heard—when you genuinely engage with their concerns, needs, and questions. The more you become your clients’ go-to resource for all things housing, the more they will trust you. So, when a buyer client from a few years ago wonders how a kitchen remodel might affect the value of their home, take the call. Or when a client has questions about real estate investing, lend them your ear and expert insights. Likewise, if a seller wants to talk about prospective market trends to make informed decisions about when to list their home, take time to talk it through with them. 

The bottom line: People naturally point others in the direction of those they trust. If you can be a trusted partner, that will go a long way to garnering new clients. 

4. Build a community

People love to feel like they are part of something bigger than themselves. One good way to generate client buy-in is to create meaningful relationships that produce tangible benefits for homeowners. By networking across industries, you will strengthen your credibility and increase your value to both current and prospective clients. 

For example, your client might ask about homeowner’s insurance. Be ready to refer a few trusted agents. Or maybe they want a good financial advisor; introduce them to your connections in that area. Good referrals can go a long way in building trust. Further, those relationships can be a two-way street. As you give referrals, you will likely get them in return. It’s a win-win situation. 

Referrals Fuel Longevity 

If you want to be successful in real estate over the long haul, generating referrals is key. Word of mouth is one of the oldest marketing tactics out there, and for good reason. It works. And with the number of real estate agents at an all-time high, it’s vital to think carefully about gaining new clients through this tried and tested method.