Wednesday, October 08, 2008

Send Your 2008 Client Thank You Letters Now

Dear Friends,

I want to tell you about a recent conversation that I with a new broker friend of mine...
We had met a few times at a few different functions, and he had attended one of my continuing education class. The conversation started with idol chit-chat and then I ask him the question we all get asked all the time.

I asked him "Hows business going?"

He responded “…it was different market when I started my company 2 years ago”...
”The market has slowed down”…

"People aren't selling"...
"Buyer's cant get loans"...

You have probably have had the same conversation with agents you know also.
The answers/excuses are always the same.

Then my new broker friend asks me ”How’s business with you?”
Anyone who knows me and has asked me this question before knows how I answered him.
Definitely not the same way he answered me. When you know different, you do different.

What does this have to do with Referrals?
95% of my business is referral based
so when the market slows, my business does not. It doesn’t matter if it is a seller’s or a buyer’s market, or if the market is up or down.

How is that possible?

So here is my tip for today HAVE A PLAN!

Don't wait...

Send your 2008 client "Thank You" letters now

Don't wait until the end of the year or until January 2009 to thank your clients.

Do it NOW!

Start your "client appreciation" activities in the fall and make them an ongoing process.

The best place to start is with a "Thank You."

Here's an example.

"I would like to take this opportunity to "Thank You" for your business. I truly
appreciate your confidence, faith and trust in me and the services of our company.

Thanks to clients like yourself, we can continue to enhance the quality services that you have come to expect and deserve.

We are committed to building our business by your referrals and recommendations. This is where I need your help and continued support.

If you know anyone who is considering purchasing a home or selling their existing home, I would appreciate if you would pass my name along to them.

I am dedicated to providing them with the same level of outstanding service I provided to you.

Thank You."

Haven’t Stayed in touch with your pre 2008 clients over the years? Send them a Reconnect / Humble Apology Letter.

This is where you begin to re-build your relationship with past clients. It's easy to feel anxious about what you will say when you call or write them a letter after 12 months or even 2 or 3 years of no contact.

Here’s an example to get you started:

“Dear Mr. Smith

I have to apologize!!!

I had an experience recently that compelled me to write you and APOLOGIZE for not keeping in closer contact with you since we worked together on the sale of your home. This experience made me realize just how important your relationship is to me, so I hope you will forgive me for not being good about keeping in touch.

The realization I'm referring to was due to a recent experience with a client. This
person was such a pleasure to work with, I was reminded of you and how much I
enjoyed working with you.

I've made a decision recently about the way I do business, and from now on, I only want to do business with people like you!!...”

If you speak from your heart it’s easy to reconnect with past clients.

Select and execute a strategy for the next 4 months that expand your appreciation efforts.

By example:

Send every client a Thank you letter (see my Trashed Mail Tip)
Call and say Thank You to everyone who gave you a referral prospect

Invite a Raving Fan Advocate out to coffee, lunch or dinner.
Do two each week.

Gather your referral advocates and best clients for a Client/Advocate Holiday cocktail party at a local restaurant for an hour or two.

Send a Looking Forward to 2009 letter.

Make your Client Appreciation efforts a process and ongoing event.

Make the best use of your time by being in contact with people who know you, like you and trust you.

Do it today.

Remember, people buy what's familiar and enjoy being appreciated.

If you need a sample copy of a reconnect or thank you letters just give me a call or shot me an email.

Thanks for spending 3 minutes with me.....
The best is yet to be!

On Your Team.
Jeffrey Stanton
Your Trusted Advisor For Life

One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to

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