Get your conveyancing firm a present for xmas and secure more clientele in 2007.
AIC Endorsed Marketing Solution

From the desk of Alan West

The following will open your eyes as to new options for your firm… it is a worthwhile read.

It is common knowledge that property buyers transfer properties on average every 7 years.
Yet, marketing and client retention strategies for conveyancing organisations are areas consistently overlooked in the Australian market.

• Is client retention a priority for your firm?
• Could you estimate the amount of clients that are one-off service users which could be working with your firm more often?
• Do you communicate with your clients post settlement enough?
• Do you wish to diversify your clients into other service areas of your practice?
• Do you wish to generate leads in other areas that can be referred to your network to generate reciprocal business relations?

Do you keep in contact with your Clients after their purchase or sale?
On average how often do you communicate with your client? The answer for many is, since settlement, not at all. It's no wonder then that industry attrition rates are very high, over 14%. Not only that, over 80% of clients surveyed cannot remember what their conveyancer's name was and what they looked like 3 months after settlement.

Why should your past Clients come back to you?
Conveyancing is an intangible service, which although highly necessary, is difficult for many clients to differentiate the level of service quality and commit any great level of loyalty to one firm. It is for this reason many would say the market is price driven and highly competitive. So how does a firm differentiate itself to build perceived value into its service offering and even charge more?

Why do you solely rely on others for your Leads?
The generation of leads in conveyancing typically comes from referral relationships with existing clients and industry professionals such as real-estate agents and mortgage brokers. Building referral channels is always a top-of-mind objective for conveyancers.

The Solution → Property Update

Every effort must be made to constantly improve and communicate the visibility and perceived value of the conveyancing service. By putting in place monthly communications sent out to your clients you are able to keep them up to date, boosting brand and conveyancer name recall, and building long term loyalty.

Property Update

This can show you a systematic way to develop cost effective lead channels from existing clients and how to generate interest in other diversified service areas to pass on inquiries to potential referrers, inturn generating reciprocal referral relationships with real estate agents, mortgage brokers etc.

Differentiate yourself — typically there are 7 areas a conveyancing firm should concentrate on:

• Value added communication
• qualified and experienced staff
• best resources available (computers, conveyancing software, telephones, faxes, Internet, etc)
• a workflow system
• collaborative network
• regular communication to the seller, purchaser, estate agent
• regular training of both conveyancing staff and conveyancing attorneys

Value added communication is paramount to the success and growth of conveyancing firms. Loyalty and repeat business comes from this, and in this industry it's about maintaining levels of communication after settlement.

What is Property Update?

Property Update is an AIC (NSW Division initiative) endorsed intelligent eNewsletter solution for the Conveyancing industry.

It allows you to:

• Make soft contact with the clients you haven't spoken with for some time
• Get your brand and client liaisons, face in front of the client month-after-month
• Deliver on a monthly basis news and information written by industry professionals to educate your clients and keep them abreast of current sector news
• Gain leads from existing clients via the patented express interest (in an article) functionality
• Maintain a repository of articles and information for your client to refer to and read anytime

Key benefits:

Here are some Example articles topics:
Topic selection is totally flexible

Testimonials

The response from the first 10 or so people from my database has been an overwhelming and positive response about the newsletter and also about my website. I am extremely pleased and grateful that I made the time to speak with Simon and continue the association, which has only started with yourself.

Keep up the great work. I will be in touch with you on Wednesday 18^th.

Many thanks Dennis. I look forward to a long association with you and your company.

Derek Balogh
Grand Conveyancing & Property Finance

Package

SERIOUSLY, can you handle the increase in business?
BUT, what does it cost?

So, take the bull by the horns and revolutionise your approach to cost effective marketing and client retention strategies and build your business — after all, no one is going to do it for you!