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Annual Client Review

This will be One of the Best TIPS to Increase Your Business in 2017 and Beyond!

If you are a newer agent - think outside the box - if you don't have past clients to try this technique - why not try it with friends and associates.If you can get into the habit  of preparing ACR'S and asking for Referrals - You Will Have Leads and Clients for Life!

Working on the ACRs in January is the perfect fit for your business!  Not only will it give you a feeling of purpose right out of the gate at the new year, the results of completing the ACRs will get your 2017 business started off with a bang when it's most needed!  Please give this a shot with a few clients in the Month of January - you will be happy you did! We will even help you find an economical assistant to get you started.

Found on This Page:
  • The Power of The Annual Client Review
  • Sample Letters and Email Scripts
  • Brian Bufinni Tips and Video 
  • Sphere of Influence Video and Scripts
 
>  The Power of Annual Client Reviews - Mini CMA's  <
 
It’s been many years since I actively sold real estate.  But when I did, there was something I did which was the single most important activity I undertook each year for my clients.
 
No, it wasn’t throwing a party for my clients each year.  And no, it wasn’t holding open houses, doing geographic farming, or asking my clients for referrals.
 
When I actively sold real estate the most important thing I did each year for my clients was their “Annual Client Review”.
 
  • What is the “annual client review” … and why should you complete them for your clients?
 
 
Simply put, the ACR is a snapshot of market activity which might impact your client’s market value.  It is not a traditional comparative market analysis (CMA); instead it provides an overview of sold properties in their area, perhaps even an update on their tax assessed values (easy to get on Land Registry), and if they are interested you can provide them with further information on the actual current market value of their particular home.
 
You can create an ACR at any time of the year.  I have clients that tickle their calendars to do them on the anniversaries of clients’ home purchases.  Or you can do a batch of them each quarter.  When I was actively selling, I liked doing them during the first weeks of January, which were historically slow times in the market.
 
Working on the ACRs in January was the perfect fit for my business!  Not only did it give me a feeling of purpose right out of the gate at the new year, the results I saw as a result of completing the ACRs got my business off with a bang when I needed it most!
 
Why was the ACR so effective?  In part, because I was simply delivering solid data to clients.  There wasn’t a sales message attached to providing the material.  Instead, it was simply another example of my commitment to being an ongoing resource for my clients – and positioning myself as the expert.
 
The other reason I liked using ACRs in my business is this – I did not enjoy phoning past clients to make small talk.  I know that’s an approach that many agents are taught in training classes, but it never felt right to me (and it still doesn’t to this day!).  But having a reason to call a client – to let them know I’m sending information to them about the market – was something I valued.
 
Here’s how my activities around the ACR rolled out:
 
  • Once I had completed the research for the ACRs, I would put the package together.
  • I would snail mail the package to my clients (trust me, this is a lot more impressive than sending a pdf via email)
  • I would place a call to my clients to let them know that I had put some marketing information in the mail to them.
  • I would place a follow-up call a week or two later, asking them to confirm that they’d received the information … and asking them if they had any questions.
 
 
I can hear some of you wondering … what happens if you get voice mail?  Do you still leave a message?
 
You bet!  The point of the initial phone call is not to have a lengthy discussion with a client.  It’s simply to alert them to watch for the information you’re sending, and to build a sense of anticipation.  And the second call gave me yet another reason to reach out and, of course, answer any questions the ACR may have raised.
 
When you complete an ACR for a client you’re letting clients know that they’re important to you, that you’re still connected to them, that you care about them, and that you’re watching the market for them.  When you stake claim that you are their market watchers, you stake claim to them as clients for life.
 
When agents hear about ACRs they’re often excited … but within a few moments they have objections.  They usually go something like this, “This sounds great.  But these ACRs sound like a lot of work!” or, “I have 150 clients!  I can’t possibly do 150 of these each year !”  or “I’m afraid to send out the ACRs because the value of my client’s home has decreased and I don’t want to be the one to share the details with them.”
 
So let’s talk about those objections:
 
Yes, ACRs require some work on your part.  They’re not as much work as a CMA, but they will require effort on your part.  That’s part of the reason they’re so impressive to clients.  If you want to be an expert, to be a resource, to be the choice when someone needs an agent you’re going to have to put in some elbow grease.
 
There are no hard and fast rules about how many ACRs you choose to do each year, or your criteria for doing them.  If you have too many past sellers in your database to do them all at once, look at doing them on the anniversary month of their purchase.  Still too much to tackle at once?  Start by doing ACRs for just those clients who bought in the last two years … or the clients who bought three to five years ago.  Figure out a system for rotating the clients through the reviews, and stick with it.  Only you will know best what will work for you.
 
And yes.  Sometimes your ACR is going to reflect a market value that isn’t what your client wants to hear.  But it’s far better for you to provide this information to your client than it is for them to get it from a competitor … or to think that their home is worth far more (or far less) than it actually is, and be making life decisions based on that faulty information.  It’s up to you to provide a strong, calm voice for your clients and sharing the reality of their home’s value in today’s market is a big part of that.
 
I wouldn’t be in business today without performing annual client reviews for my valued clients.  And I don’t think you should either!
 

Sample Letters To Use For Your ACR


Sample Letters for ACR


Sample Email Script


Hi Client:,
 
It's been about a month since we finished working together, and I wanted to check in. How are you doing? Any lingering things I can help you with?
 
I really did enjoy working with you and would love to work with more people like you! If you know of anyone who may be in need of services I offer, I'd appreciate it if you would refer me! Is there anyone in your network who comes to mind?
 
It was a pleasure working with you, and I hope to stay in touch.
 
Regards,
Mary Housely
 

I May Have A Buyer Letter


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Watch Video - Buffini & Company


Read Full Article 

The key to asking for referrals is you need more than 1 letter that goes out. 
 
Sending out Letters is Step 1
Step 2 is a follow-up Call -- keeping in Touch - people don't read email as religiously as we think. That is why your monthly enewsletters are so important ... just keeping your name in front of them
Step 3 - make time every quarter to actually drop by in person 
 

How to Ask for Referrals - Bufinni Scripts


Letters
 
 

Referral Requests


Watch Video - Real Estate Scripts


Real Estate Scripts - Getting Referrals from Your Sphere of Influence

This video demonstrates one of the best real estate scripts for calling your Sphere of Influence. I often hear a new real estate agent comment that they don't want to call their Sphere because they don't know enough about real estate. This scripts eliminates that fear!

  • Door Knocking Script. This script takes all the guess work out of door knocking.  It's also an awesome resource for great questions you can ask anywhere, not just at the door!
  • FSBO Script #1.  A script to get you in the door for For Sale By Owners
  • SOI Script. Using your Sphere of Influence is a great way to generate referrals NOW!  Choose from 1 of 4 SOI Scripts based on your current situation.
  • Circle Prospecting Script.  One of the BEST scripts for calling around a Farm Area and generating Seller Leads!
  • Leave a Message Script. Here's a script that will almost guarantee a return phone call!
  • Just SOLD Script.  The perfect script for calling around a neighborhood after you've just sold a listing. 
  • Door Knocking Script. This script takes all the guess work out of door knocking.  It's also an awesome resource for great questions you can ask anywhere, not just at the door!
  • FSBO Script #1.  A script to get you in the door for For Sale By Owners
  • SOI Script. Using your Sphere of Influence is a great way to generate referrals NOW!  Choose from 1 of 4 SOI Scripts based on your current situation.
  • Circle Prospecting Script.  One of the BEST scripts for calling around a Farm Area and generating Seller Leads!
  • Leave a Message Script. Here's a script that will almost guarantee a return phone call!
  • Just SOLD Script.  The perfect script for calling around a neighborhood after you've just sold a listing.