SIOR’s CEO to Step Down<\/a><\/p>\n\n\n\n
\n\n\n\nAnother question, posed to Walter Robinson, president at Robinson Commercial Real Estate, similarly explored the importance of long-lasting client relationships. When asked how he cultivates relationships beyond business transactions, Robinson explained how he takes it to the next level.<\/p>\n\n\n\n
\u201cMy clients are my friends and my friends are my clients,\u201d he said. In one instance, instead of arranging a client lunch, he initiated a family dinner. But, it’s important to note that not all clients want to get to that level. It\u2019s important to treat people how they want to be treated. And ultimately, it\u2019s a win-win.<\/p>\n\n\n\n
\u201cKeeping clients is easier, less expensive and more fun than getting new clients,\u201d Robinson said.<\/p>\n\n\n\n
ChatGPT had interesting thoughts as well, but again, more generic. The AI recommended community involvement, sending a gift or expressing shared interests with clients.<\/p>\n\n\n\n
Maintaining connections outside of new deals<\/h2>\n\n\n\n
Bo Hargrove, principal & vice president at Rich Commercial Realty, is more focused on relationship building than prospecting. A lot of technology for brokerage is centered around finding new clients. But Hargrove was posed a question about how he uses technology to strengthen his existing ones.<\/p>\n\n\n\n
\u201cYou have to have a good CRM,\u201d he said. And what does his CRM do to help him retain clients? A lot.<\/p>\n\n\n\n
Hargrove has a list of contacts\u2019 birthdays harbored in his. And every birthday, they get a message. He explained that, as you get older, less people start wishing you a happy birthday, so it’s always nice to receive one. And the open and respond ratio is about 90 percent.<\/p>\n\n\n\n
\u201cAnother low-hanging fruit that we use is Google alerts,\u201d Hargrove said. Whenever something happens with a client, he wants to be the first to know. That way, he can continue to stay in touch and pick up the phone to give those clients a call about whatever the news may be. But, he pointed out, the key is the phone call. E-mails don\u2019t have the same significance.<\/p>\n\n\n\n
For this question, ChatGPT also had some good ideas: hosting virtual events, electronic signature management, and scheduling software and calendar links to make things easier on both ends. <\/p>\n\n\n\n
Taking steps outside of just the transaction to strengthen client relationships is key. For another question, Patrick Sentner, executive vice president with Colliers, was asked about how he reinforces relationships with existing clients.<\/p>\n\n\n\n
\u201cProving loyalty,\u201d Sentner said.<\/p>\n\n\n\n
Sometimes, this means not pitching for a competitor\u2019s deals, or even turning down business that comes to the door. Other times it’s putting together a great proposal on an existing client relationship to continue to show the value that is being brought to the table to win future business opportunities. Because ultimately, broker-to-client relationships are far more nuanced than a one-time transaction.<\/p>\n\n\n\n
ChatGPT\u2019s answer? More generic, again. This time, the AI recommended providing key insights or sponsoring events for the client. But, as the brokers noted, you can always go deeper than that.<\/p>\n","protected":false},"excerpt":{"rendered":"
Top brokers shared their favorite strategies. ChatGPT was asked to answer, too. Spoiler alert: Brokers knew better.<\/p>\n","protected":false},"author":3006,"featured_media":1004733539,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[21784,21808,21748,1594,23891,21742,21747,51037,15],"tags":[38785,35498],"class_list":["post-1004733537","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-brokerage","category-featured","category-industrial","category-los-angeles","category-national","category-latest","category-office","category-trends","category-west","tag-berger-commercial-realty","tag-colliers"],"acf":[],"yoast_head":"\n
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<\/a>