We thought of a simple memory tool to help connect with your clients: F.O.R.D.
What do you say when you call your past clients and sphere of influence? I get this question a lot, and especially when it’s about people you haven’t spoken to in a while. We first need to understand what your goal is when you’re calling them. You want to stay involved and know what’s going on in their life. It’s also important to listen for any changes that may have happened. I thought of a way to easily remember this, F.O.R.D:
- Family. Always ask about the family. How are the kids doing? How are their mom and dad?
- Occupation. Everybody wants to talk about their work. How are things going, what’s going on, and are they enjoying it?
“You want to stay involved and know what’s going on in their life.”
- Recreation. Do they enjoy going out on the lake, the mountains, or a hike? What do they do for fun? What team, especially local school teams, do they like?
- Dreams. What do they want to do in their life? Do they want to retire to the beach, the mountains? What do they want to accomplish over the next several years?
If you remember and apply that memory peg, F.O.R.D, you’ll be able to have the type of conversations with your clients that best friends have, and that’ll keep you involved in their life. If you have questions about how else I handle these conversations or any other real estate topic I can help you with, feel free to give me a call. I look forward to hearing from you.
