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Relationship Management

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Are you interested in establishing great relationships with your clients and/or customers? A very personal way to do this is by watching this slideshow.

Are you interested in establishing great relationships with your clients and/or customers? A very personal way to do this is by watching this slideshow.


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  • 1. Relationship Management
    or
    Make Your Marketing Personal
    Presented by Eric Shultz and Linda Parker
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 2. Relationship Management
    About Us:
    Eric Shultz
    • 28 Year veteran Corporate America
    • 3. Service Marketing
    • 4. Customer Service
    • 5. Training
    • 6. Relationship Management Pundit
    Linda Parker
    • 3 years as Real Estate Associate (Exit Realty, Royal Palm Beach, FL)
    • 7. 25+ years as Executive Assistant/Operations Manager
    • 8. Marketing (creation of Advertising, Brochures, Business Cards, Flyers, etc)
    • 9. 10+ years as Small Business Owner (Plumbing Company and Pet Boutique)
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 10. Relationship Management
    What is it:
    The “business speak” term/ acronym is Customer Relationship Management or CRM.
    Definition:
    • Relationship: (noun); a connection, association, or involvement; connection between persons
    • 11. Management: (verb);the act or manner of managing; handling, direction, or control; skill in managing; to bring about or succeed in accomplishing
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 12. Relationship Management
    What is it:
    These terms are personal in nature and talk about people, human beings, not a generic entity/ thing known as “a” or “the” customer/ client.
    We are talking about people and getting personal
    Maybe the better term is “Personal Relationship Management”
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 13. Relationship Management
    The point is:
    • The most effective marketing tool is word of mouth or referrals from
    those who know you and are satisfied with doing business with you.
    • You know that old adage about everyone knows 10 people and will tell
    those 10 people who in turn will tell 10 people…
    • But beware word of mouth is also the fastest way dissatisfaction is
    shared, so treat them right the first time, all the time.
    • Some businesses simply cannot grow without that REFERRAL or
    proclamation of satisfaction from others.
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 14. Relationship Management
    The point is:
    • Those “others” are people who are actually reacting with some
    sort of emotion or feeling about who they are doing business
    with.
    • This is particularly true of small businesses, Real Estate, Home
    Services, etc.
    • The bottom line is; that it is more the relationships created than
    the product itself that really grows your business and that other
    bottom line…
    • The Financial bottom line.
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 15. Relationship Management
    How to do it:
    • Create and preserve the relationship is through personal
    correspondence not an e-mail but a card or a note in your own
    handwriting.
    • Not a unique concept, Written notes are the second oldest form of
    communication.
    • How do you feel when you get a card in the mail?
    • 16. The only thing better is a card with a check, cash or gift card in it.
    • 17. Those sorts of cards can also be a key ingredient of building that
    relationship with clients or customers, at least the gift card part.
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 18. Relationship Management
    Why not do it?
    The handwritten note sounds like a relatively good and simple plan. So why don’t we do it?
    • Time:
    • 19. Time to find a suitable card or buy printed note cards in bulk
    • 20. Time to actually write the note, put it in the envelope, seal it, stamp it
    and mail it
    • Cost:
    • 21. When you add it all up it could cost you upwards of $5.00 per note
    including your time
    • I can send an e-mail in much less time and it is basically free.
    • 22. Does a personal note really make that big a difference?
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 23. Relationship Management
    Lets Ask Tom Hopkins:
    Referred to as “America’s Foremost Sales Trainer”;
    Tom Hopkins built a very profitable real estate business in three years.
    He reveals his secret…
    developing the Thank You Note Habit.
    Tom says*,
    “Because I understood building relationships is what selling is all about, I began early in my career to send thank you notes to people. I set a goal to send ten thank you notes every day. That goal meant that I had to meet and get the names of at least ten people every day. I sent thank you notes to people I met briefly, people I showed properties to, people I talked with over the phone, and people I actually helped to own new homes. I became a thank you note fool! Guess what happened? By the end of my third year in sales, my business was 100% referrals! The people I had expressed gratitude to were happy to send me new clients as a reward for making them feel appreciated and important.”
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    * www.tomhopkins.com/pdf/ThankYouNotesforRealEstate.pdf
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 24. Relationship Management
    Lets do it:
    This same practice can take about the same time as sending an e-mail but much more personal
    • By designing a card the way you want it to look
    • 25. Writing a note in your own handwriting with your signature
    Sit down at your keyboard and…
    • Design your card (or use any one of the 16,000 stock cards); have it
    printed, stuffed into an envelope and mailed with a real stamp for you
    • Mail it to multiple recipients but with their own name on it (With the
    Contact Manager Feature)
    • All for less than a dollar each
    • 26. Here’s how…. Send Out Cards(www.sendoutcards.com/achieve_ur_dreams)
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 27. Relationship Management
    Lets do it:
    Use it to meet people, promote a special event,direct mail campaign and more
    Send a gift card as well
    You will be thrilled by the return on investment. (FYI; Bulk mailing campaigns historically only give you about a 2-3% return)
    Use it for your own personal card sending needs as well
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009
  • 28. Relationship Management
    Remember this:
    “People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
    Maya Angelou
    Make “Relationship Management” the cornerstone of your business plan.
    Simply put…
    “Make it Personal”!
    Achieve-Ur-Dreams.com
    Optimism is the light of life
    Columbus Real Estate Buying & Investing Meetup Group
    August 27, 2009

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