Real Estate Prospecting

Chapter 10Client Events

Having events for your clients—whether virtual or in person—is a crucial marketing strategy that needs to be in every agent's wheelhouse. They help you build a business quickly and easily. It's a fantastic way to build rapport and renew connections.

Research done by Frederick Reichheld of Bain & Company (the inventor of the net promoter score) shows increasing customer retention rates by 5% increases profits by 25% to 95%. I don't know about you, but I would rather work with more people who already like me, so here are great reasons to have a client event:

Stay Top of Mind

It keeps you top of mind. In this cutthroat industry, repeat and referral business are essential. When previous clients and SOI (sphere of influence) are invited to and participate in client events, staying at the top of mind is more likely. Client events are also a great reason for you to contact their SOI a couple of times a year in a way that is selfless and that comes from a genuine place. You will never have to ask for their business.

It Shows That You Care

Your clients and SOI will be aware of the extra effort you made to show them you care by doing things such as going above and beyond. Focus on building relationships and occasionally remind your SOI that referrals are appreciated. Client events are a great opportunity to do this.

It's a Great Return on Your Investment

According to studies, you can expect a 7:1 return by contacting your past clients and SOI 40 times per ...