From Dave Huffy...

I wanted to re-post this comment from Dave Huffy from December of last year as I think it speaks volumes about just how important staying connected to your customers really is...



Dave Huffy said...
As we continue to stress the concept of incubating our customers in the 210 Days model and prepare them for their life choice of purchasing a home, we are reminded by success as our evidence of the working 210 Days model.Recently, three of our Lending Tree customers turned from incubating leads to pending deals and if it were not for continuous follow up on the agent’s part and their urgency in keeping the prospect alive, and without their diligent efforts, these customers very well might have slipped through the cracks.All three customers will be enjoying their new homes by the end of the year. These customers were incubated from as long ago as last June (2006) and more recently from this January. Remarkable is that each customer at any given point in time, either was not able to purchase a home due to financial reasons, or had not been actively looking for months at a time. The drive that the agents had for their customers to purchase their homes became an exciting positive experience that was shared by both the buyer and agent. This constant persistence was recognized by the customer and influenced their motivation which made them believed that they could and will buy a home. With this enthusiasm shown by both parties, these customers felt that they could rely on the agent to help them during both the good times and bad times that may and can occur during the home purchasing process.

December 13, 2007 11:41 AM