Corfac News

Yesterday was the quarterly meeting of CORFAC’s Office Specialty Group, and once again, Howard Greenberg led a great session.  The main topic of discussion was how relationships are key to maximizing income, especially in this economy.  If owners don’t understand the service brokers provide, they can see brokerage as a cost, not a value.  Having relationships, and making yourself a value by sharing your knowledge of the market, can quickly turn you into an asset.

Make sure that you have clients (not customers) by pursing ongoing relationships, even after the deal is closed.  This includes employing your soft skills to maintain the relationship.  If you haven’t heard from a client in a while, pick up the phone and ask them to dinner or to join you on the golf course.  Send them an email with an interesting tidbit about your market.  Anything that will keep you (and your knowledge) at the top of their mind.

The better the relationship, they more likely they are to use you for their next deal – or refer your services to a friend. CORFAC Members can view a recording of the session on the Extranet: http://www.corfac.com/cx-pro-dev-webinars-podcasts.cfm?WebinarID=51

What do you do to ensure clients think of you first?