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Staying In Touch With Past Clients Leads To Referrals And Future Business

By DDR Realty

Real Estate Broker/Owner with DDR Realty

July 10, 2007 11:14 AM

One thing is almost guaranteed in this business of ours. If you stay in touch with your past clients, referrals and future business is almost sure to follow. In 1992, I sold a house to a client. Over the years I remained in touch with her. Now, 15 years later, I am working with the past client's daughter. This did not just happen by chance. It happened because I stayed in touch. This is just one of many referrals I received from past clients. If I may offer any advice to new agents, it is to stay in touch with your past clients after the closes. Past clients not only will send referrals to you, but many become repeat clients as well.

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Todd and Danielle Millar

Glenn Simon Inc. - Edmonton, AB

Nineteen years of excellence!

Derrick,

That is so true. It is the classic 80/20 rule if you focus on the 20% of your best clients they will bring you 80% of your business. We are too young to get our clients children yet but hopefully if we do everything right we will!

Thank you for your post,

Danielle

Jul 10, 2007 11:18 AM

Michele Connors

The Overton Group, LLC Pitt & Carteret County - Greenville, NC

Your Eastern North Carolina Realtor

I like to write notes at unexpected times to let my past clients I am simply thinking about them.

Jul 10, 2007 11:19 AM

Grant Howell

Alex Lowery Real Estate - Frisco, TX

Broker/Owner 214-234-6901

Thanks for the info. It is nice to read a post that is informative and that adds value to the community

Jul 10, 2007 11:19 AM

Spokane Home Loans Spokane Mortgage

Spokane Mortgage - Spokane, WA

Good Post, i agree 100%

Jul 10, 2007 11:20 AM

Stephen Katz

Katz Mortgage Team, a branch of VanDyk Mortgage Corporation - Atlanta, GA

Branch Manager, CMPS

This is just as true for the mortgage industry...i send out at least 6 contacts a year to each of my past clients. I've had some call me who I did a loan for over a decade ago!

Jul 10, 2007 11:24 AM

Chris Gempeler

Breckenridge Mountain Top Realtors - Breckenridge, CO

Mountain Top Realtors

This is great! I try to stay in contact with my past clients as much as possible.

Jul 10, 2007 11:28 AM

Anonymous

Bruce88

NAR has stats that prove that the average home owner sells a home every 6 years. We train our agents to make mailing lists of everyone who would recognize their face on a business card. The trick is to get to 300 or more names as quickly as possible. Once you have 300 names of friends, associates, people you volunteer with, people visiting your open houses, and past customers, there is a potential 50 DEALS a year just in your list! (300 divided by 6 years). 600 names is a possible 100 deals. Of course, you won't get all of them, but even if you land 1/3 from your list, you will have a great year!

This is how I built my business over the last 13 years, without working for a brand name franchise, (I own an independent, local company). I average 25-35 deals a year, without advertising, expensive websites or paying for leads. I just add everyone I meet socially to my list, and mail to my list every 3 months. I am told by the experts that I should be mailing every 6 weeks for max effectiveness.

People want to do business with people they know and trust. Keep your name in front of them.

Bruce

Jul 10, 2007 11:30 AM

Michele Connors

The Overton Group, LLC Pitt & Carteret County - Greenville, NC

Your Eastern North Carolina Realtor

Bruce- great way to breakdown the odds...I will continue to invest in the sphere of influence...

Jul 10, 2007 12:48 PM

Sybil Holcomb

Ayres Realty - Douglasville, GA

I agree. I try to yearly send out a printout on the activity in their neighborhood. I've gotten lots of response from them. Gives me a chance to talk to them and has gotten some of them interested in moving in the past.

Jul 10, 2007 11:41 PM

Jennifer Fivelsdal

JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY

Mid Hudson Valley real estate connection

Derrick this is sound advice. I had a pleasant surprise the other day, I was the listing agent on a property two years ago, however after the transaction was completed I sent the buyer a little welcome gift, and calendars for the last 2 years, now they needed a larger place and I was the person they wanted to work with. So there is the opportunity to go beyond your past clients.

Jul 12, 2007 10:03 PM

Danielle V. Lewis

DDR Realty - Newburgh, NY

DDR Realty

It is smart to use the ripple effect to your advantage. If you do right by your clients, most will remember and want to do right by you when they have the opportunity.

Jul 31, 2007 12:46 AM

Rosario Lewis

DDR Realty - Newburgh, NY

GRI, SRES - DDR Realty - Orange County, NY

15 years is a long time! Thank you for reminding us to keep lines of communication open indefinitely.

Aug 01, 2007 05:20 AM