Andrew Soss is back on to the show to talk about the lifetime value of a client.

Check Out Andrews Last Interview:

163: Andrew Soss Shares 12 Questions You HAVE To Ask Yourself When Hiring

Timestamped Show Notes

(click the timestamp to jump directly to that point in the episode.)

• • [spp-timestamp time=”[spp-timestamp time="3:25"]″] Where does your business come from?
    • 1/3 from past clients, 1/3 from Realtors, and 1/3 from online marketing.
  • [spp-timestamp time=”[spp-timestamp time="5:00"]″] What have you done in the past year to improve your business?
    • I’m trying to go back to the basics and grow my Realtor base by 5-10 new referral partners.
  • [spp-timestamp time=”[spp-timestamp time="7:30"]″] The lifetime value of a client’s formula is: How much do you make per deal + how often you sell the product x how many referrals are you getting from that product.
    • For brokers that equation will look like this:  Average Deal + Frequency x Average Deal+ Referrals X Average Deal  = Lifetime Value of a Client
    • How much effort would you put into getting a new client if you knew what you would get from them over the years?
  • [spp-timestamp time=”[spp-timestamp time="12:50"]″] How do you keep track of all this information?
    • All of our new deals get sourced in our CRM.
    • Old data has to be done by using the most recent data.
  • [spp-timestamp time=”[spp-timestamp time="15:30"]″] What is working for you with Facebook Ads?
    • Video is king. If you don’t use video it’s not worth it.
    • The devil is in the details with Facebook ads. I like using a narrow target.
    • Less pressured more personal.
  • [spp-timestamp time=”[spp-timestamp time="17:40"]″] Because I know what a client for life is worth to me. I spend more time making a good customer experience.
    • Everything boils down to how it affects the equation.
  • [spp-timestamp time=”[spp-timestamp time="20:40"]″] How much time do you give to your client experience?
    • It’s everything.
    • My focus is to do the best job possible.
  • [spp-timestamp time=”[spp-timestamp time="23:20"]″] What is something you have done in the last 6 mths to improve your customer experience?
    • I created a new position of ‘Pipeline manager”, their job is to keep everyone up to date on processed deals and makes sure the ‘wheels are greased”. I used to do this myself and by creating the role it freed me up to get more business.
  • [spp-timestamp time=”[spp-timestamp time="29:45"]″] Who do you use to contact your past clients?
    • Client Caller, I just started with them and got 2 deals that I would not have gotten otherwise.

• • • • Host

        • • • • Scott Peckford
                

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