Your relationships with clients are your most important business asset. Whether you’re a new agent or have been in the game for decades, it’s never too late to start building and maintaining meaningful connections. In this post, we’ll talk about a method that has stood the test of time…the Personal Acknowledgment Note (PAN).
Some may think this is too “old school”, but as you’re about to find out, it’s what has led to multi-millions of dollars in sales for agent Terry Moerler, and thousands of other By Referral Only members.
What is a PAN?
It’s NOT a simple or ordinary notecard. It’s more personal and specific. It’s meant to deeply connect with someone, enhancing and nurturing the relationship, and therefore increasing the likelihood of getting a referral.
In today’s world, people crave real connections. Receiving a personalized card or note is VERY memorable in this digital age. And today, memorable is the name of the game. Competition is higher than ever, so it’s the agents and lenders that go the extra mile who stand out and rise to the top.
42-year industry veteran, Terry Moerler has perfected the art of the PAN note. It’s one of the foundations of her business.
Click the image to watch the clip.
Watch the entire training here. (also get free access to the step-by-step process Terry uses. Details in the training.)
Keys To Success When Implementing The PAN Strategy
As Terry explains in the following video, the key is collecting the recognizable moments.
If you collect your clients’ information and preferences from the start it’s easy to access birthdays, anniversaries, info on their family members, business, and more. By Referral only makes it easy by providing members with a form they can use to collect this information from the beginning. It feeds directly into the My Clients BRO database and is easily accessible at any time.
You can also collect life event information from social media. Terry goes into detail in the video below, but taking the time to review your top clients’ social media pages (Facebook) you can then send a PAN to recognize babies being born, new drivers, new pets, passing of pets, and exciting announcements of all kinds. Recognizing these moments outside of social media by sending a physical card will speak volumes to your thoughtfulness and certainly keep you top of mind with that connection.
This is how you ensure they refer to you and NO ONE else.
Click the image to watch the clip.
Watch the entire training here (also get free access to the step-by-step process Terry uses. Details in the training.)
Tips And Cautions
- Remember: A PAN is not a thank you note.
- Schedule time each week (or even each day if you have a database like Terry) to write your PANs.
- Write PANs to family members and friends: You’ll get a chance to develop your writing skills and they’ll appreciate your attention and kindness.
- It’s important to mail your PAN close to the time you notice the behavior because that’s when the experience will be fresh in the recipient’s mind.
- Keep a list of names and addresses and a stack of notecards with you (in your briefcase or car) and write a PAN during waiting times (between appointments, at the dentist’s office, etc.).
- Don’t include a business card in the envelope with your PAN, or use your PAN to ask for referrals.
When you make someone feel really good about themselves, they’ll feel encouraged to think about why they enjoy your relationship.
Interested In What By Referral Only Can Do For Your Business?
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By Referral Only puts your marketing on auto-pilot so you can focus on connecting and opening conversations, just like we have shown you with this PAN strategy. When you tap into our expert team, vibrant referral community, and done-for-you lead and follow-up marketing tools and CRM you start to build true systems and a business that gives you the freedom and lifestyle you truly desire.
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