Carolyn Behrens
the Realtor's Loan Specialist
Create A Client
Profile
Mark Sheer, in his book, Referrals, highly recommends that you develop a
client profile. The purpose is to help you identify: 1) your client base,
2) services you can offer, 3) referral sources, and 4) strategies and time-frames
for contacting prospects. The following sample profile will clarify:
· My clients are people who...
· Have recently retired or are planning to retire
· Are getting a divorce or have recently divorced.
· Are paying too much in taxes and need a shelter
· Recently had a baby or will soon have one (may want a larger home,
first home, need cash, debt consolidation or life insurance.)
· Are planning to get married or just got married
· Received a job promotion or new job; must relocate
· Have children who recently left the nest; may need a smaller home.
Now that your imagination is stimulated, brainstorm a client profile on a
separate piece of paper. Next week I will show you how to use your client
profile when asking for referrals.
I encourage you to put some time into this. I know this strategy will work
for you.
Enthusiastically! |
