Developing Great Client Relationships

Here's the latest article I had published with Principle Broker Online.

 Developing Great Client Relationships

This past year I took a class from The Nurture Institute on how to cultivate clients more effectively. This is system works well with any client, but particularly well with the affluent. Today, I want to talk to you about this form of marketing in regards to working with your past clients.

The concept is simple really. Don't ask for anything until you've made multiple deposits into your client's emotional bank account. What is a deposit? It could be many things. It is something that adds value to your client's life by providing them with something of value.

Deposit Ideas:

• Information about the tax law changes

   

• A copy of their HUD1 Settlement Statement for last year's purchase

   

• An article on how to increase their home's resale value

   

• Tips on house maintenance

   

• Coupons for discounts from local businesses

   

• Personal notes or cards from you

   

• Client Love Letters telling them why you love them as a client

   

• A copy of the picture you took of them at closing

   

• A gift certificate to a restaurant

   

• And anything else you can think of that your clients might find of value

   

The important thing to remember with these little deposits...

Read the rest at

http://www.principalbrokeronline.com/articles_new.asp?art_id=324&section_id=3