One of the best ways to increase revenue is to talk to your existing clients. You do not even have to talk to all of them; simply choose five to ten clients and contact them to ask if they’d participate in a phone interview. If you will do the interviews yourself tell them that you need their honest answers and that whatever they say will not affect your relationship or friendship. For the best results, though, consider having someone else do the interviews.
Have the interviewer or yourself call and ask value-based questions such as:
What problems were you trying to solve or what challenges were you facing when you considered using my services?
How important were my services in solving your problems or addressing your challenges?
What did you value most about my work?
What did you feel was the reason you chose me as your agent?
What could I have done better?
What was the most important criteria in choosing an agent?
What was the thing you liked most about my services?
After all the interviews have been conducted, compile the information to discover trends and themes.
Make sure to send a thank-you letter to every client who participated. Explain what you learned from the interviews and exactly what changes you plan on making in your business to serve your clients better.
Be careful how you ask the questions. Don’t fire questions at them; instead, have the interviewer engage in a conversation and gather as much valuable data as you can. Remember, it’s not about how satisfied they are—it’s about how much they valued your service.
You do not have to wait until they become clients. You can also ask these types of questions while they are still prospects. Getting to know what they really want in a real estate agent will help you convert them into an application.
Shared from: Real Estate Marketing by Ameen Kamadia
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