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Building Relocation Business: Move Beyond Referrals and Focus on Key Trends

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By Peg Guinta, CRP

Existing relocation policies need periodic evaluation to confirm they’re effectively meeting transferees’ needs and corporate objectives. For companies that don’t offer guaranteed home buy-outs, homeowner transferees rely on the success of home marketing programs to secure sales, especially in challenged markets. For those unable or unwilling to sell their homes, employers may want to assist by developing vacant or tenancy-managed property programs. Are there local corporate clients who can benefit from strengthened home marketing assistance or property management programs?

Your relocation department may already be relied upon for local market statistics, but other real estate-related subjects are equally important to transferring populations. Employers may need educational brochures or content detailing:

• local short selling/buying practices
• employer-provided marketing assistance advantages
• how correct listing prices can quicken sales

As in-field specialists directly in contact with transferees, your relocation department is ideally positioned to identify service gaps and potential solutions for local corporate mobility programs. Whether your direct relationships are with RMCs or local corporations, your insight and suggestions could provide instrumental support and reinforce your firm’s value as a key resource.

Peg Guinta, CRP, is Projects Director for RIS Consulting Group: peg@rismedia.com.

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