The dangerous realm is the discussion of politics. It immediately elicits thoughts of candidates and ideological positions. Red, Blue, Right, Left, and so on. Both emotional and divisive and turns people against each other. Politics has a primal and tribal nature that is at the heart of this subject that needs to be understood and talked about. This is what makes it such a compelling subject.

Where Politics and Referrals intersect is the necessity for trust and confidence. A politician will try to build trust and confidence with their constituency to garner votes, which leads to power and/or influence.

As a real estate professional, competence, ability, trust, and availability are the core of where referrals come from. The mechanisms of both politics and marketing are the same, the details are vastly different. I’ve said many times, “Love your clients through your newsletter, watch what happens!”

I’ve also said what I’m about to say so many times too, and have said it to so many of our LOs and REAs BEFORE they became Exodus Newsletter clients that it’s unfathomable for me to calculate, but suffice it to say, I’ve said it a lot! It’s so glaringly true that I’m surprised more people don’t talk about it.

Every client, no matter who they are, looks to you to get them funded, to sell their house, and/or find their new home. There almost no cases are people unhappy with what you’ve done for them. Whether they say it out loud or not, they are emotionally attached to their situation be it good or bad and lean on YOU through the entire process. Some won’t let on as to how desperate they might be to sell or, how scared they are during the process. Sometimes circumstances are discouraging for them and you are the one that brings them around and when you land that plane safely, be it funding or selling, finding or protecting the purchase, They don’t always know how to express their gratitude but, when the deal is done… You are the hero, EVERY SINGLE TIME!

Whether they tell you or not, they love you for what you’ve done and feel a connection to you even if they lack the humility to say it openly.

So, the politically savvy will recognize this and don’t take it for granted. It’s easy to maintain that relationship and make no mistake, it’s real!
If you neglect to keep that relationship alive, you are doing the past client a disservice, and shooting yourself in the foot by leaving thousands and thousands of dollars on the table.

If you help someone through one of the biggest events of their lives, then NOT remain in their lives, you are unfortunately and innocently forgotten.

The politics in the process of growing your business isn’t about being elected, it’s about being trusted and being present. You can’t be everywhere all the time for everyone but you can easily share yourself, share your knowledge and become family. This is accomplished by way of the personalization of your newsletters. Referrals are the product of the human condition, they’re loyalty and connection to you from their experience in the process of the loan or purchase, sale or refi. The good thing is, you don’t have to be a “politician” you just have to you!

During hard times or good times, whether it’s 3.4% interest rates or 8.2%, people are still buying and selling homes, people are trying to get approved, new home buyers are created every day. Or maybe the NAR ruling has altered one’s perception of success. Some say that the NAR Settlement will reduce the amount of Realtor® certified agents by 40-50%. Well it’s not going to reduce homebuyers by 40-50%, that’s for sure. 

The business of buying, selling, and financing homes continues and will continue. If you’re not maintaining these priceless relationships in a real way, the deals are getting done without you. Don’t let your biggest asset and group of ambassadors for you and your business along with their referrals slip through the cracks because email was the easiest way to do it.

As anyone who’s done or is doing a newsletter to maintain relationships with clients and they’ll all say the same thing. “They work!”
(Read for yourself: Exodus Newsletter Testimonials)

If they’re not sending you referrals, it’s because you’re not part of their lives or family. You were when you worked with them. Think about that. 

The newsletter is more effective at maintaining your relationship than anything else. The newsletter also responsible for email opens than many realize. If you have a newsletter in your client’s home within the first thirty days of the home closing, you remain part of the home-buying experience, no email program including Homebot can do that. They’ll open your emails, and they’ll answer your calls, because you are part of their family. You are their connection to the world of real estate and home finance, make sure you stay there!

If you want to see what our clients experience, schedule a call, and we’ll show you how to turn your past clients into a referral source that lasts a lifetime!

– Keith