Lead generation strategy for '08: Lend a helping hand

Many people in the real estate industry continually stress the notion that great real estate sales careers are all about relationships. Taking this concept to heart, we ask Realtors out there -- have you helped a former client in need lately?

Some 1.4 million homeowners will face foreclosure over the next year, according to a prediction from the U.S. Conference of Mayors. Are any of these folks your clients? If so, what are you doing to help them?

Realizing that it's not a fiduciary duty for Realtors to follow up with clients and offer counseling or advice post-transaction, it still stands to reason that agents should be out there proactively touching these folks who are now in crisis mode. There's a lot to gain from this.

This is good client relations, good lead management, good marketing and PR. Reaching out to lend a hand to clients who risk losing the home agents helped put them in will likely lead them to turn to that agent time and again for any future transactions or referrals to friends and family. It could be as simple as sending along an email outlining options such as the HOPE NOW hotline, telephone numbers for workouts or loan servicing help, the names of good attorneys or strategies to prepare for a short sale.

Lots of smart veterans of the real estate industry are touting a return to the basics in today's market. Reaching out in a time of need is a pretty basic act of relationship-forming that could help your business this year. Feel free to share your success stories here.

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