Consider the following statistic:
88% of recently surveyed buyers and sellers said their realtor did a great job, and that they would absolutely use him/her again in the future. However, only 11% ever do a repeat transaction with that realtor.
How could this be?
You can deliver absolutely amazing service to your clients, but if you do not stay in touch after the fact, those clients will forget your name and not know how to reach you. Out of sight, out of mind. To ensure your past clients do future business with you (and equally as important, send you referrals) you MUST stay in touch!
But why don’t most agents stay in touch?
1: They do not have a CRM/database to stay organized to stay in touch. Read more about what to look for in an effective CRM here.
2: They feel uncomfortable bugging past clients begging for business.
The great news is both of these objections are extremely easy to overcome:
1: Get a CRM/database, and use it. Problem solved!
2: You absolutely do not need to beg for referrals to stay in touch, but you must stay in touch!
But how do you stay in touch without coming across as an annoying sales person? By checking in and always focusing on the human connection. As Dale Carnegie states in his amazing classic business book, “How To Win Friends and Influence People,” the way to build deep connections is by being “interested in others, not trying to be interesting.”
Here are some tips for checking in with past clients:
1: Put past clients in your CRM/database, and send a “Monthly Video Current Market Update” to keep everyone educated on what is happening in the local real estate market.
2: Send out handwritten birthday cards.
3: Send out happy holiday emails.
4: Pick up the phone, and call every 90 days. Don’t make it about you, make it about them. “How is the Family?”... “How is Work going?”.... Etc. Ultimately, the law of reciprocity will kick in and they will ask about you, your family, and your real estate career.
The goal is to stay in touch, and by staying in touch you will stay front of mind, which will absolutely result in referrals! Now, to do the above, again, you need a good CRM/database that will allow you to task yourself, take notes, and allow you to do mass emails.
Your past clients are truly your money tree that is growing in your backyard. Don’t forget to water it!
Thanks for reading!
Joshua Smith, Realtor/Mentor/Entrepreneur
-Voted 30th Top Realtor in America by The Wall Street Journal
-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily