Kim Knapp

The Raving FanExperience

Where do youStart?

• Decide what you

want?

• Create a vision

centered on the

customer

• Assemble your team

• Deliver the Vision

Plus 1

Kim Knapp…………..

I want to build a business with its foundation based on referrals from satisfied customers, friends as well as local business professionals that see me as the go to person for real estate.

By providing a raving fan experience while incorporating referrals seeds along the way I can create this model. Always remembering that the customers do not belong to me, they remain parked out front as long as they perceive value.

Attitude ~ The Difference

Gratitude ~ You see your life and others through different glasses.

Look past the person, and see the need.

CustomersVendorsRealtors

The way you see people is the way you treat them.

Zig Ziglar

Assemble Your Team

Who else might Be on Your Team

What do your Team Members Need to Know

I recently decided to re-evaluate my Business partners and my future refer-ablilty. I realize you work with many real estate professional and I am not asking you to refer me but to reinforce my relationship and my professionalism with my own customers.

If I am top of mind with my customers they will be more likely to refer me to their friends, neighbors and family, which I turn I refer to you. Let me give you an example.

“I am calling to let you know that your appraisal came in and it’s 5,000 over your contract price. I know you must be very pleased with that as we do not see that very often. Agent_____________ is a strong negotiator, and works hard to get her customers the best price. Who do you know that may be considering purchasing a home in the next 6 months?... If you think of anyone make sure you send them _______ way or I would be happy to call them for you.

Don’t just Convert….. Create Value

Always offer something and ask for more Information

• Free Relocation Package

• Reputable Mortgage lender’s Information

• Information for First Time Buyers

• Buying a Short Sale

• 8 Tips to Guide Your Home Search

• Tips to Finding the Right Neighborhood for You

• 10 Questions you should ask a Home Inspector

• Information on Homestead Exemption

• Difference between CDD’s and HOA’s

Would that help you?

Let me share with you how I work. My company is very active in the neighborhood/community/area…... As a matter of fact, regardless of how a seller is selling, whether privately or with another real estate company, we have access to all of these homes. In the real estate industry we work together by sharing information and cooperate selling each others listed homes.

I am sharing this with you because often times buyers do not realize this and they spend their valuable time calling on each individual property, talking to several different people. We can narrow down your search and help you find the home that meets your specific needs and there is not a cost to you. When would be a good time to meet?  I can show you

any house

How many can you date at once? Depends How intimately you are interacting?

Email Drip campaign 100’s -10,000’s

Personal contact annually –less than 50

What does this mean? You have 2 groups

Your Entire Sphere of Influence

You’re A-List.

Dating Your Customer

Database

What elephant,

has George been

drinking?

Lowes Newsletter

Listingbook Invite

Birthdays

Anniversary of Home Closing

Place to set reminders and Keep Notes

(Data-Mining)

30 DAY or 4 5 D A Y A F T E R TH E S A L E C A L L SE Q UE N C E

 Day of Closing - put in Your calendar to Call themOn their 12 month anniversary! 1st Day “Thank you for allowing me to serve”  3rd Day “How did the move go?” 

7th Day “Are you starting to get out of boxes?” “Is there anything you found wrong?” 14th Day “Have you met the neighbors?” “How are the kids doing?”  30th Day “Congratulations! You are on your 30th day in your new home!” 45th Day “Is there anything that I can do?” 

Let’s give them something to talk about

When Someone Says Real Estate your customer thinks…………

Stay in front of the customer and add value!

Raving Fan PlanFollow up MarketingAnnual Calendar

MarketingSocial Networking

Everybody You Know

Business Connections

Prospects

Past Customers

SOI

Write Write Write

Michael Maher

Read the Book!

THE POWER OF THE HAND

WRITTEN NOTE

1. Use unbranded cards with something

represents you, It’s a “personal note”

2. Use Blue Ink. It’s original

3. Words-Use you, avoid I, me, my.

4. Be specific in your praise. acknowledge a

characteristic, or a unique quality you

appreciate in the person you are writing

to.

5. Leverage the Power of Positive. Express

respect for those who posses a quality

(happiness, wealth, balance) you aspire

to improve on

6. Power of the p.s. This is your call to

action. Such as emailing or calling you.

EFFECTIVE NOTES!

A-List 25 Referrals Next Year!• Offer to do an Equity Evaluation for those that may be

interested

• Send them Mailing Labels-take a year to go through your list.

• Send them at least 2 Power Notes

• Follow up each Referral with a Prompt Thank You

• If you list a property, ask fro their help. Social Post, emails,

Give them a Flyer. Let them see how pro-active you are.

• If it’s a Buyer give them a report

• Email them at least 1 times per month

• Preferred Vendor List

• Include coupons and offers from local Business

Re-CapWhat do You want?

What does your Customer Centered Experience look Like?

Assemble Your Team

Deliver the Vision Plus 1

Get Your Database Organized

Power of the 30 day or 45 day Follow up Plan

Give Your Customer Something to Talk About- Stay in Front of Them

• Customer Follow up Marketing Plan• Calendar Based Marketing• Social Networking

Power Notes

A-List Activity Calendar

Kim Knapp

The Raving FanExperience