The Power of Platinum Clients

If you’ve been through a Wickman program, you learned how to build a 200-person Book Of Business.? What you may have forgotten though is that PLATINUMS are the ultimate goal.?

We taught you to get to 200 in your CRM so that you would find 40 people each year who refer business to you.? So, let’s do a little “check-up from the neck up”.

?

The definition of a Platinum is someone who says “yes” to the question:? “If you happened to run into a person who is thinking of moving, would you be willing to refer me?”? Our clients are asked to track the responses and aim for 3 each week.? Of course, talk is cheap.? It’s easy to say “yes” but it’s tougher to actually give you a name and contact information.

?

The real definition of a Platinum is someone who does refer you.

?

If you got 40 referrals per year, how many of them would result in a transaction?? A lot of them.? You know why?? Because most of the time, you would be the only Realtor they interview.? Because you would come to the appointment already “pre-sold” by their friend or family member.? Because they would trust you more quickly.

?

The reason we encouraged you to build to 200 in your Book Of Business is that we know if you do, you’ll end up with the 40 who give you one or more referrals per year.?

A survey of our R Squared Coaching students showed the average participant was generating .76 referred leads per person, per week.? That’s exactly on track for 40 in a year.

?

So how many referred leads have you gotten so far this year??

Are you on track for 40??

If not, how can you get on track and start earning more money, more easily?

?

Here’s how:?commit to improvement.?

?

Start by taking a look at where your marketing money is going.? Your Platinums should receive a healthy share of it.? Give them small gifts throughout the year. Invite them to an annual Client Event. Create a system of mail and email so they hear from you regularly.?

?

They should get more of your time, too.? Deepen your relationships with them by expressing gratitude.? Write handwritten notes.? Use social media so you know what’s going on in their lives. ?Nurture their referrals and refer business to them if/when you can.?

?

Platinums are more precious than gold!