Building a Client Community

Music from The CD Guys fosters loyal clients and helps build referral business
Music from The CD Guys fosters loyal clients and helps build referral business

We don’t do real estate like everyone else does,’ says Robert Blair, owner of Blairhouse Estate Properties and Financial Services, Inc., servicing California’s West Ventura County. We see the insidious mistakes people make in this business so we chose to work by referral only.?

An advocate of the Buffini & Company Referral System?, Blair has made a commitment to improving his business through delivering better service and developing loyal clients. We want to take good care of our customers to make relationships for the rest of our lives,? he explains.

To help him achieve this goal, Blair enlists the help of The Halford Company?also known as The CD Guys?whose music CDs serve as impressive client gifts that Blair’s customers not only use, but pass on to family and friends. For Blair, the CDs help facilitate his larger business strategy.

Says Blair, ?There are only three things that any customer wants to know: Do you know what you’re doing? Can I trust you? Do you care about me? The CDs are something that I can bring in my hand to customers and say, ?I was thinking about you? and ?Remember me?I can help you with anything real estate related.??

The music CDs from The Halford Company come in a variety of genres?jazz, classical, contemporary, holiday themes and more…and are branded with the real estate professional?s photo and logo on the front cover, back cover, inside front cover, as well as directly on the disc itself.

In real estate for 22 years, Blair follows the Buffini philosophy of building contact, care and community with his clients in order to establish customers for life and ensure a steady stream of referrals.

?You are going to have to deliver a sense of community to your people,? Blair explains. You can?t just close escrow, get the check and run. We call our clients every once in a while and ask them how they’re doing and what we can do to help them.

Using CDs from The Halford Company for the past six years has helped Blair foster this sense of consistent contact and care. So effective is the product in achieving this goal that Buffini & Company recomends incorporating the CDs into its Client Appreciation Program affinity program developed specifically for its ClubNet Coaching members.

?Music is absolutely the language of the world,? Blair explains. I was really taken the first time I sent these CDs out as to the number of comments I got. Clients started asking for more to send to friends or family. I sent out the Celtic Holiday CD and I started getting calls. I literally had three people call me and say, ?I live with that CD?I listen to it all day long.??

Blair sends a CD to all of his clients as a holiday gift and to selected clients at other times of the year. I try to personally deliver it and spend three to four minutes on the porch and remind clients that if there’s anything I can do to give me a call.

In addition to the value of the product itself, Blair appreciates the level of service provided by The Halford Company. We’ve run into ourselves in the mirror,? he says. This is a company that believes in customer service.

Ultimately, says Blair, CDs from The Halford Company provide a valuable way to build your business. When you go back and see what it costs to get a new client as opposed to what it costs to keep a current client, and then what the costs of the CDs are, it would be silly to find something else. Halford gets an A-plus for customer service and the product is first-class quality.?

?Maria Patterson

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