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Staying in touch with past Clients can help you stay in touch with your business

By
Real Estate Agent with HomeSmart Realty West CalBRE #01458572

My owner is a Realtor with Century 21 Award in Mission ValleyFor the last year I've been working exclusively as a buyer's agent, although if someone wanted me to list a property for them, I probably wouldn't turn them down. It's just that I'm not out there actively looking for properties to list. I think buyers are easier to work with.

However, it looks like two previous Clients who bought their homes four years ago are preparing to sell them now that the market seems to be picking up here in San Diego. They've both asked me to list their properties for them as soon as they get some work done on them -- replace appliances, carpet, paint, landscape maintenance, etc. -- things that I advised them to do. How nice that people actually do listen to Realtors!

Jim Frimmer, Realtor, Century 21 Award, Mission ValleyOverall home sales -- existing and new construction, single family and condominiums - have been up month over month for thirteen consecutive months, and the countywide median sales prices has been up or flat for seven consecutive months. When August figures come out next week, I suspect thirteen and seven will magically turn into fourteen and eight.

The moral of this story is to maintain contact with your past Clients because they eventually will need to upsize for a new family member, downsize when a family member goes off to college or gets married, or buy a second investment property for rental retirement income.

Of course, it also helps to make notes in your database about your Clients

  • Jim Frimmer, Realtor, Century 21 Award, Mission Valleyaddress of property (hopefully this one is a duh!)
  • number of children -- names, gender, and ages
  • birthdays -- you don't even have to have the exact day. Just a month will do, because then at the beginning of the month you simply send a little greeting that says, "Hey, Sally. I remember you saying that your birthday was in September, so Happy Birthday! Let me know if I can do anything to help."
  • their occupations and if/how you can refer people to them. 


**********

Jim Frimmer, Realtor
Century 21 Award Mission Valley
California DRE License #01458572
619-729-5701
jimfrimmer@century21award.com

**********

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Show All Comments
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Jim, I believe it's always a good idea to stay in touch with former clients.  They will know they can call if they need you and also refer to when they're so happy with your service.

Sep 12, 2009 12:03 AM
Matt Listro
National Credit Fixers - Matt Listro - Vernon, CT
Your Credit Repair Expert

Hi Jim: Contact is everything!  Staying in touch after the sale is crucial!

:)

Sep 12, 2009 04:55 AM
Irene Tron
Valparaiso, IN

Speaking from experience, you are absolutely right!  We did not use the same agent when sold our home as when we bought it - twice. Mainly because we never heard from them after closing.

Sep 12, 2009 01:50 PM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

These are the best clients ever... they already know how good you are!  It is so important to keep in touch.

Sep 12, 2009 02:29 PM
Susan Neal
RE/MAX Gold, Fair Oaks - Fair Oaks, CA
Fair Oaks CA & Sacramento Area Real Estate Broker

Hi Jim - I have all my past clients, as well as some people who consulted me and decided to wait awhile, on my mailing list for periodic cards, goodies like calendars, my newsletters, and 3-5 year subscriptions to magazines that come with my name and photo on them.  I dare them not to remember me, and from time to time I also send emails with specific news of interest.  I do call once in a very great while, and I have taken a few to lunch just to chat.  I try to build relationships - not just a database.

Sep 12, 2009 05:09 PM
Al & Peggy Cunningham, Brokers
RE/MAX West Realty Inc., Brokerage - Brampton, ON
Our Family Wants To Help Your Family!

Hey Jim, we have a database with our past clients all in them. send them home anniversary cards every year as well as the usual stuff....good idea about the birthday "month", we always fuss if we don't get the exact date right, but like your idea..am going to implement it!  Liked Susan's comments too...and her honesty...."call once in a very great while"......Susan sounds like a great agent!

Good luck with your new upcoming listings, you're right again, it is nice when clients listen and ya, was just thinking Buyers are a whole lot easier!   

Sep 13, 2009 03:31 AM
Jim Frimmer
HomeSmart Realty West - San Diego, CA
Realtor & CDPE, Mission Valley specialist

Hey, Carole, Matt and Joan - Someone who's already experienced one's great service is a great testimonial, and not to stay in touch with them is, well, stupid.

Hey, Irene - I have not used the same Realtor twice either. That does, indeed, say something.

Hey, Susan - Building relationships is something that my marketing guru has taught me, but I do freely admit that it takes time to do it right. But if one is in this for the long term, it's the only thing to do.

Hey, Al and Peggy - I think Buyers are a lot easier most of the time, but in a foreclosure market like this, too much is still dependent on the selling bank. At least if the Buyer gets all his duckies in a row, it makes things easier. Of course, give us a good Seller's market like five years ago, and all best are off - LOL.

Sep 19, 2009 12:47 PM
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