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Turning Prospects into Customers…for the Long-run

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By Nick Caruso

Whether it’s a new lead who she’s trying to break through to, or a current or past customer, Werling uses a variety of information to help facilitate a connection. “We send all our clients new listings or other engaging information about the area—weather, stats, news about a festival or other events going on in the community. We consistently make sure we have something of interest to send them so they don’t forget who we are.”

Clearly, Werling’s strategy is working. She and her team are on track to do more than one-and-a-half times the business they did in 2012. Her advice to fellow real estate professionals is simple yet profound: “The more organized you are, the more successful you will be. Use systems to manage your lead acquisition and to build your referral base. These tools are out there and can be used to streamline your communications and prioritize your activities.”

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