Stay in front of your past clients!

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!

JP

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.

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

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.