Most real estate agents' main source of income is repeat clients.
It is so important to maintain contact with past customers and there are many ways to do it. Some print companies offer customer follow-up programs where you can order 5 years worth of personalized postcards (with the customer as well as agent's names) and send them every 3 months. These postcards can include any holiday, birthdays, house anniversaries, etc.
- We have used http://www.colorforrealestate.com/ (AGENT-FOR-LIFE) in the past. The only down side to this system is that you have to be organized and have to remember to send the cards before each holiday.
- Top Producer also has a client follow up program where you can send personalized letters.
- Some mortgage companies will use a follow-up system for their real estate agents and send hand written cards periodically on the agent's behalf.
The key is to constantly remind your past real estate customers that you are still around. It's important for them not forget you because you never know when their next move is, and more importantly, they will refer you to their family and friends.
Another important factor to remember is that nothing beats personal service. As great as these automated systems may be, face-to-face contact is always best. Rick and I make a point to know our customers' birthdays and always make a personal phone call on their special day. Who does not like to get a phone call on their birthday?
For Rick and I to keep in touch with most of our customers is easy, we live in the area that we farm, and we see our customers at the grocery store, at the park or walking their dog. Many times our customers become our friends; it's not hard to keep in touch when customers become your close sphere of influence.
If you are a new agent, establish a system from the beginning. If you are an experienced agent you understand the importance of keeping in touch, and your customers really appreciate it.
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