Are You Pushing Past Clients Away Or Helping Them Remember To Refer You?

Real Estate Technology with SendOutCards

Picture This:


A happy, smiling couple - the closing table at long last, you with their promises of numerous referrals still


ringing in your ears as they tell you how they couldn't have done it without you!


You're wonderful! You stop by to give them a great housewarming gift. You're the best! They'll NEVER,


EVER forget you - they'll tell EVERYBODY they know that you didn't quit until you found them the perfect


house (after only seeing 20). They'll be the best town criers you've ever had!!

But then.......a few months later......where did they go? The referrals you expected to start coming in (or at


least ONE) never materialized. You're back to square one, looking for more new clients, spending more



So what just happened?


Did they just get so caught up in their new lives and new home that they forgot all about you?


Yeah, maybe. It happens.


But, then again maybe not.


Maybe they forgot to remember you because you forgot to remember them (now, stay with me here).


91% of Realtors never contact a client again after the house is sold.


You lose 10% of your influence with past clients every month you do not contact them in some way.


10% x 10 months = 100% forgotten.


If you let too much time slide by with out contacting your past clients, they might just forget your last


name. Sure, they might remember your company name and your first name, and how terrific you were to


work with, but not enough to refer you when the opportunity arises.


So, say you really DO try to keep in regular touch with your past clients. Good for you! That's great!


But, Are they referring you? Are their family, friends, co-workers, fellow church members, etc. just not


buying or selling houses in this economy?


OR is something else possibly going on?


Do you really have to contact them EVERY single month of the year to get them to refer you? Of course


not........BUT.......perhaps it's time to take a closer look at what you're sending them.

Pretend you're getting a nice birthday card from your Realtor. Nice to be remembered, right? A warm


fuzzy just for you on your special day. Now consider that 5 business cards tumble into your lap when you


open the card. How do you feel now?

Do you feel remembered by someone who became a friend when they sold you your house, or do you feel


they only want you to spread those cards around for their business? Warm fuzzy defuzzed fast, huh?

Same thing with those lovely disclaimers on the bottom of the holiday postcards your company has.


"Please Disregard if you're already working with a Realtor". HUH? You just told them to have a Happy


Holiday...then told them to disregard the friendly message on the postcard....and you ARE their Realtor!


Those are both scenarios of a "Send To Get" message to your past client that may cause them to view you


in a different light, no matter how wonderful you were when you sold them their house.


Their perception is now that you're only contacting them to get something from them, no


matter how sincere your real intentions may be.


So, what could you change to make them feel that you still care, are still the wonderful, referrable person


they forged such a friendly relationship with? Would it take a lot to turn them back around and make them


remember you enough to refer you to others?


Not really.


It's pretty simple actually.

If you just adopt a "Send To Give" attitude, and send just a birthday card with a nice note, maybe


saying"Your Realtor For Life" after your signature with your phone number, you'll be forging a stronger,


friendlier relationship with them. Remember them on a few unexpected holidays like Valentine's Day or


Thanksgiving just to say hello and say you're thinking about them - with absolutely no thought of getting


anything at all in return.


Then forget all about it and watch what starts to happen!


Just a few thoughts from "The Card Lady" for you to think about today.


Barb Corsa


PS: If you don't currently send cards to your past clients, maybe you should start - at least a few a year.

Because each person knows about 250 people, and that's a lot of potential referrals.



Comments (3)

Sharon Alters
Coldwell Banker Vanguard Realty - 904-673-2308 - Fleming Island, FL
Realtor - Homes for Sale Fleming Island FL

Barb, I have been thinking about joining SendOut Cards for that very reason. Heck, I can't even remember the names of Realtors a few months down the road - how can I expect a consumer to remember!

Mar 30, 2010 04:54 PM
John Bucco
Liberty Realty - Hoboken, NJ

Fantastic Post Barb.  My broker preaches this every single day.  Brian Buffini would be proud.

Mar 30, 2010 04:55 PM
Barb Corsa
SendOutCards - Green, OH
Helping you keep in touch

John: Wow! High praise indeed - thanks. A lot of people are using Buffini for their A list contacts and are also using SendOutCards for B lists because of the convenience.

Sharon: I can get you started anytime you want. Email me your phone number or call mine and I'll be happy to talk to you and let you try it out first. (you too John!).

Mar 31, 2010 09:38 AM