In the latest RISMedia webinar—“How to Win More Business With Stronger Client Relationships”—panelists Chris Gunn, senior director of Solutions Architecture for MoxiWorks; Jackie Louh, COO at Lamacchia Realty; and Emma Baldin, director of Digital Marketing and Technical Solutions at Atlanta Fine Homes Sotheby’s International Realty, discussed strategies for building strong and lasting client relationships that foster trust and loyalty.
The webinar was sponsored by MoxiWorks and moderated by Gretchen Pearson, president and owner of Berkshire Hathaway HomeServices Drysdale Properties.
Key takeaways:
Panelists offered insights into how to elevate client interactions using effective communication techniques and personalized service, exceeding client expectations and making a lasting impression, including:
- Don’t let agents get stuck in the comfort of new business. There is so much missed opportunity in an agent’s CRM with previous clients.
- Offer resources to help agents in their marketing and communication efforts, filling the gaps with content that appeals to the masses and gives them their time back, especially through automation.
- When it comes to content, doubt means don’t. If you are sharing content to your clients that you wouldn’t open yourself, pull it. You don’t have to stick by everything that works for someone else.
Here’s what our esteemed panelists had to say:
- “This has been an age-old issue in the industry that agents do not follow up with clients who have loved them in the past. If you have a flat cold lead that came in, it is going to take 1,600 of those leads to equal into one. Yes, if you look into past clients, it’s going to be a 2:1 ratio. You need to work smarter, not harder.” –Gretchen Pearson, President and Owner, Berkshire Hathaway HomeServices Drysdale Properties
- “Having a strong CRM is huge—it is something that you need. Your database is a living, breathing thing that needs to be nurtured and fed every day. Having a CRM that allows for that to happen is instrumental in your business.” –Jackie Louh, COO, Lamacchia Realty
- “91% of clients don’t hear from their agents after the closing table, which is just crazy to me. What we have found is that this statistic stems from a lack of preparation. We want to help our agents work on things that can be automated and that can be taken off their plate to better help them nurture their clients and continue to touch base with them.”
- “ –Emma Baldin, Director of Digital Marketing and Technical Solutions, Atlanta Fine Homes Sotheby’s International Realty
- “Having the technology, the training and the methodology all lined up for the brokerages that we see are having a lot of success. You can connect Moxi tools with other tools to build an ecosystem that is going to make sense for your brokerage methodology and the way that you have built your process.” –Chris Gunn, Senior Director of Solutions Architecture, MoxiWorks
For more information on how to win more business through stronger client relationships, check out the full webinar here.
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