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Going Beyond a One-Time Sale
Posted By beth On July 19, 2009 @ 1:10 PM In Best Practices,Business Development & Best Practices | Comments Disabled
California agent uses Lowe’s Realtor® Benefits program to offer powerful marketing incentives to clients
RISMEDIA, July 20, 2009-A couple of years ago, when Central Valley, California was positioned as a seller’s market, many local agents, like John Searls, found themselves too busy for marketing. Fast forward to 2009, however, and marketing has never been more important-all the more reason Searls, of Assist2Sell, Modesto Real Estate, is so impressed with the Lowe’s REALTOR® Benefits program, offering powerful marketing incentives to REALTORS® at no cost.
“I was floored when I discovered there is so much to offer clients,” says Searls. “The program is perfect for reconnecting with your past clients and getting back to basics with farming-thanking them for the business they gave you.”
The Lowe’s REALTOR® Benefits Program is free for REALTORS® and offers personal marketing tools from Lowe’s and the National Association of REALTORS®. Whether it’s a Lowe’s gift card offered at a discounted price to REALTORS®, 10% discount coupons to present to clients, or videos, direct mail, and e-mail pieces offering helpful tips to home buyers and sellers, Lowe’s makes it easy for REALTORS® to reach out to clients.
After a visit from Roberta Lock, one of Lowe’s commercial sales specialists, Searls was ready to jump right in and participate with the program.
“I had a showing to go to, so she cut her 20 minute presentation down to 10 minutes and was still very thorough,” he says. “I’m not very computer literate, so she walked me through it all, explaining how to do it. She was very much on the ball-pleasant and knowledgeable to work with.”
One item in particular that stood out to Searls was the 10% discount coupon from Lowe’s, knowing that he immediately wanted to utilize this free opportunity. “I did 15 transactions in May, so I sent every one of those clients coupons,” he says. “Within a day I got a response, they couldn’t believe it. I’m now going to send them to clients I’ve worked with six months to a year ago.
“My father, our broker, taught me to always follow up and let clients know you care-they’re going to give you referral business,” Searls continues. “Everyone’s got to know someone who wants to buy a house, so the coupon is not only a great thank you but also a bonus.”
“I also looked into the gift cards because, back in the day, we used to send flowers or a thank-you card, but today, times are tough, so value behind the discount or the gift card all adds up-people are looking for every advantage.”
As Searls continues to uncover other elements of the program – like the gift cards and Inside Out, a personalized, monthly e-newsletter with information on buying, selling and moving tips – he has realized that the entire program is about letting people know you’re there for them, beyond a one-time sale.
“The coupon is the perfect way to follow up and say here’s a way to add value to your home. Times are tough, so with Lowe’s paying for it all, it’d be ridiculous not to use it,” he says. “They’re doing all the work, so I just upload my contacts, push send, and it’s all done.”
“Lowe’s is helping me go the extra mile-benefiting the client and benefiting me,” says Searls. “I really enjoy the program and feel good using it-the thanks-you‘s alone are like a pat on the back.”
To schedule a presentation about the Lowe’s REALTOR® Benefits program with one of Lowe’s specialists please call 888-913-6060.
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