Ninja Selling Podcast How To Add Value Between Sales - NC 005
Jan 15, 2019
Discover the vital importance of maintaining relationships with clients post-sale. The discussion emphasizes how nurturing connections can lead to increased referrals and future business. Learn about tools like the McKay 66 and pre-listing questionnaires that help gather personal client information. The speakers share insights on fostering genuine curiosity to build lasting relationships. Creative strategies, such as personalized follow-ups and hosting events, are highlighted as ways to stay engaged and continue adding value long after the sale.
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Don’t Disappear After Closing
- Most agents stop contacting clients once the sale closes and lose future business and referrals.
- Maintaining contact after the transaction dramatically increases repeat and referral opportunities.
Capture Personal Details Early
- Collect personal details during the transaction like favorite coffee, kids' activities, and travel spots.
- Use those details later to create authentic reasons to reconnect and add value.
Use A Prompt List To Find Gaps
- Use a checklist like the McKay 66 to prompt questions you might otherwise miss.
- Review it before meetings to identify gaps and learn new, memorable facts about clients.
