I can't imagine why some real estate agents, or other real estate professionals fail to keep in contact with their clients after the deal is done. Is it because these people don't understand the value of follow up?, or is it all about the money for these guys?.

One of the agents in my officerecently came up to me and said that he just had another client list the home that he sold them through another company, this was the second time in two months that this has happened to him. I suggested that he call his client and ask them if he did anything wrong that made them decide not to hire him as their agent to help them sell the home that he helped them purchase.

When he called the client, she honestly told him that the reason why they did not hire him was because he never followed up with them after the closing, and they really didn't think of him when it came time to hire a Realtor to list their house.

Personally, I value the relationships that I establish with my clientsduring and after the sale; and if any of my clients that I helped purchase a home were to list it with another agent, I would be disappointed; not with them, but with myself for not properly maintaining our relationship. To avoid this, I send out a monthly newsletter to my previous clients, friends, family, and acquaintances. Not only does this newsletter provide them with some good information, but it is also a great way to keep my name and face fresh in their minds. I also plan on calling them more often, at least once a quarter.

I had a client that I helped sell their home and purchase another, through my follow-up efforts, I have sold 4 additional homes through referrals from this client. I have also had several previous clients who had lost my business card, look up my number in the newsletter and call me to send me a referral. This gives me the opportunity to work with buyers and sellers that could have used another agent.

I don't really think of myself as being in the sales business, I think my business is a relationship business. The more relationships that I establish with the clients that I work with, the more referrals and repeat business I get from them. It is so much easier to work with a referral than a fresh prospect, they are more comfortable with you because the person that referred them to you trusted you.

It is so important for real estate professionals to have a follow-up systembecause, if you don't follow-up, another agent will catch their attention when they think real estate again. Don't ever think that just because they worked with you before, that they are obligated to working with you again. You must make a constant effort to keep your name and face in front of your past clients, the goal should be for them to think of you every time they think real estate.

So, how do you follow-up with your past clients? How has it helped your business?