Hi Everyone...

As many Realtors I have spoken to feel the same as I do I thought I might write a little something about it.  One of our biggest problems as Realtors is after we are done the deal with our clients we seem to lose touch with them.  Some of us are really good at staying in contact but a lot of us are not.  One of the biggest problems I have found with myself is I have lost the common ground with the client and no longer have anything to talk about and get extremely nervous about bothering them after the transaction is complete. 

Well have I ever had a wakeup call.  Referrals were the key to my business and in order to get more referrals you need these lovely happy past clients to send them to you.  Are they going to send you referrals if they never hear from you?  Likely not because you are not the first thing to come to there mind anylonger after years pass.  I have been to two big marketing seminars "Chris Leaders - Leading Edge Seminar and Hobbs Herder Power Marketing Seminar".  Can we guess what they said?  Past clients and your center of influence are your to big money makers...  Well I sat there and went Joey you are not very bright, granted you have kept in contact with a few of your past clients you haven't with the majority of them.  So I was trying to come to a solution on how I could get in contact with my past clients without having to make that dreaded phone call.

This is what I have done.  I wrote a letter to each one of them.  Stating that I have been thinking about them and have lost any means of contacting them.  So I wanted to write them this letter so that I could catch up with them and see how they were doing.  I went on to say I would appreciate there contact information and to hear from them soon.  I then wrote a paragraph describing what I have been up to and how my son is doing and so on.  I signed it after I was done.  Then at the bottom I put in "P.S I have included 4 cards for you, please place one on your fridge so we can keep in contact.  The other 3 if you would not mind passing them out to any friends, family members, colleagues or church members I would truly appreciate your referral".  This is just a brief description of the letter.

Well what do you think does it work?  I got a call yesterday from a client I sold a house to 3 1/2 years ago.  She says "Hi Joey, I got your letter today.  Funnyest thing ever perfect timing we are looking to sell, can you come by tomorrow".   It is brilliant and it does work.  Are there going to be any past clients that may not respond to the letter sure there will be.  And we did it to ourselves by not staying in contact with them more.  But the ones that do still respect you and will refind that love for you that they had when you sold them there house.  So my advice to you is this, if you are like I am and hate making that dreaded phonecall write a personal letter to them.  You don't have to write a different one for every client you can stencil it.  But for clients that have kids add in How are the kids doing?  Just shows you care.  And you will be surprised how many of them get back in contact with you.  Then all you need to do is touchbase with them once a month and send them maybe market updates and you will be rocking again with there referral business.  Everyone knows someone buying or selling property.

Hope this helps those like me!