Don’t forget to leave your comments at the bottom after you’re done reading this article…A great way to start the year out with new clients is to make a meaningful contact with all of the people you worked with in the previous year. Here is a simple and very effective way to do that. It’s called the “Tax Helper System” and it goes beyond a simple thank you (which every agent does and your clients already expect). Agent Steve Sofka uses this system to do something unexpected for his clients — saving them time and getting more referrals in the process. Here’s his step-by-step system…
STEP 1:Every time you close an escrow…whether you are representing the buyer OR seller…make 2 copies of the HUD-1 closing statement.
STEP 2:Put them in an envelope along with a copy of a personal letter. If you’d like a ready-to-use letter to send that also programs your clients to send you more referrals… Click here to learn more about our 3-Steps Ultimate™ program where you’ll get 131 proven marketing promotions to personalize and use in your real estate practice. No one else has ready-to-use marketing tools (like this pre-written Tax Helper Letter) that have been tested by thousands of agents from all over North America.
STEP 3:Put the closing statements along with the letter in an envelope, address it to your clients. Make sure you use their NEW address, and put the appropriate postage on the envelope!
STEP 4:Take the envelope and put it in a box and collect them all year long… In January, take your box with all of the addressed and stamped envelopes you’ve accumulated through the year and put them all in the post office.
Side Note: By putting the postage on as you go, it eliminates your having to have one big lump sum for postage – as long as you use the Forever Stamps that work even when postage prices go up.
STEP 5:Wait 2 or 3 days after you mail the packages and then start calling all of the clients you just mailed to. Your conversation should go something like this:
Introduction: “Hi John, A few days ago, I put a package in the mail to you and I was just following up to see if it arrived yet.”
Reinforce why you sent package: “You got it… that’s great! I heard from so many clients about not being able to find that paperwork… so I like to send it to save you some time and as another way to say ‘thanks’ for working with me.”
Transition to question: “It was a pleasure working with you and I find other great clients come from my past clients. Who do you know that who is considering buying a home or selling their home in the next 6 to 12 months?”You will be amazed by the responses (and referrals) you will get for your thoughtfulness! The referrals will come either on the first phone call or later if you continue to follow up with a helpful & valuable real estate newsletter each month. Use this “Tax Helper System” along with the letter and follow-up phone script (very important) in January to start each year strong.