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Stay in front of your past clients!

Staying in front of your past clients is very important to your future business. I know after the sale you tend to move onto the next sale and forget to keep in-touch but you must find the time to stay in-touch.

Past clients have proven to be the best future clients for me and keeping in touch with them over the years has proven to be very important to my business. Always find time in your busy schedule to make calls and keep in touch with those past clients. Make it a point to call or stop by there office and just keep in front of them.

By doing this simple thing you will be amazed at how many referrals you will receive. Just by showing your face in front of them you could earn yourself that much needed referral. Referrals are always easier to work with because you already have there trust. Remember treat them right and you will then earn there referrals.

Just keep in front of them and you will be surprised, make those calls !

Good luck and keep up the good work!

Posted by Richard Perkins on 11/19/2007 10:34 PM

Comments (7)

7 Comments on Stay in front of your past clients!

NOV

2007

I recommend you do an annual review (on the day they closed escrow) for all your past clients back at least five years. This has helped my team do an extra 10-20 loans a year. I also have been able to ask my PC if they know anyone else who would like to have this service and get a warm introduction and glowing recommendation from my client. To your future success!

Yes, it is all about taking care of your past clients. I always meet with them on possession day, call them one day later, one week later, and then one month later, to make sure that everything is good and answer any questions they may have. I then proceed with my others forms of keeping in touch with them monthly, quarterly, yearly, etc. There have been a few times I have actually gotten referrals from leads, and closed the referrals before I even closed the leads themselves. It is all about service, something that seems to be lacking everywhere you go now-a-days.

NOV

2007

Absolutely!

I treat my past clients like gold! One in particular has directly led to 3 closings this past year. Needless to say, I treated he and his wife to a nice evening out.

In the down market and slower times, we have to focus on the basics. Great post!

This is the absolutely best thing anyone can do for their business model! Clients want to know that you think of them year-round. The goal is to form a relationship and this can only be done through constant communication!

It is the easiest way to expand your business with little effort. It is a good idea to make a list of your best clients that have thought of you and make a schedule to call them on a regular basis.

Richard

I think I created a monster with active rain

NOV

2007

Bob - Great reminder, these clients are the source of future business. I call, visit and write to my past clients.

Richard

This is one of the most important concepts that I try to teach my new agents. They have to remember that a good percentage of their future business will come from past clients. That is if they stay in touch. There are many ways to do this, newletter, calendars, holiday cards etc., but never forget the personal touch of actually speaking to that client. Even if it is just to leave a message on their voice mail to let them know you are thinking about them and you hope that they will keep you up to date on any new developments in their lives.

Have a safe and happy Thanksgiving.

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