Staying in Touch

Services for Real Estate Pros with United Credit a division of FES


How do you stay in touch with your past clients?  Do you follow up with prospects? Maybe you send hand written notes such as thank you or send a holiday greeting card to clients or prospects. When you do, what is in your card? Do you send hand written notes such as thank you or send a holiday greeting card to clients or prospects? What is in your card?

Staying in touch with past clients is very important to many businesses. It is one way to build a referral base as well as promote repeat business. Another purpose would be to let your prospect know that you are interested in their needs and would like to do business with them. These all seem like very good reasons to send a personal note, right? In some cases the answer would be yes, others don't answer that so quickly. Let's take a look at these to see what our purpose is or maybe should be.

More often as we make contact with someone new they are a prospect. When considering a follow-up system to stay in touch the purpose would be to let him or her know that you want their business. So how do you say that? Are you straight forward or do you use a "soft approach"? I personally like the soft approach. I first say I appreciate the fact that he/she took the time to meet with me - then I add that should they have any further questions or concerns, I'm here to help you, etc. HERE is the big question - Do you enclose a business card?

Let's move on to past clients. I like sending birthday cards, holiday cards, it's time to turn your clock card, and I'm thinking of you cards. For these I use greeting cards which are sent through the post office. For one thing I hate receiving the "e-cards" so I don't like sending them either. I find going to the mailbox to find a personal greeting card has a great impact and more meaningful. Whenever I send these cards I never mention my business and I never ask for a referral. I want to continue the relationship I began building when he/she was an active client of mine. HERE is the big question - Do I enclose a business card?

Looking for the answer to the BIG question? Here it is! I recently read a terrific book, "Appreciation Marketing - How to Achieve Greatness Through Gratitude" by Tommy Wyatt & Curtis Lewsey. It is a must read if you are looking to really build your business by taking it to the next level. Now for the business card. Image someone offering you a beautifully decorated cupcake. You can see a little of the cake which looks like chocolate which is your favorite. As you approach the cupcake you begin to smell a fowl odor - suddenly you realize it is not a 'chocolate" cupcake after all - but "dog poop" that someone has decorated to fool you. Ok so that's not the best joke in the world but it is an illustration used in "Appreciation Marketing" as that is representative of someone receiving a really nice greeting card such as a birthday card but when they open the envelop and remove the card out falls one of your business cards. Yes, I too am guilty of doing that especially with Christmas cards or New Years cards. I've learned my lesson though so no more business cards even in my Thank you cards. When they have done business with me they know what I do and don't need me to always include a business card.

The lesson here is to know when to solicit business and when to appreciate someone for past business. When you add a personal touch and let your clients know that your really "Appreciate" him/her not because you want more business you will be amazed at the "unsolicited" results.

Interested in an automated follow-up program whereby you are sending personalized cards with your writing and signature, sent to their home mailbox yet you never touch the cards?  You are in front of your computer now, give me 10 minutes and I can show you exactly how easy it is. Call me now 703-402-9668


Comments (7)

Elite Home Sales Team
Elite Home Sales Team OC - Corona del Mar, CA
A Tenacious and Skilled Real Estate Team

Let them know you care about them and then they will care about you.

May 29, 2010 06:11 PM
Margo Currie
Exit 1 Stop Realty - Saint Augustine Beach, FL

I keep in touch with most of my past customers through cards and personal notes, and do not include business cards. A great opportunity in Florida is the note reminding new homeowners to apply for their homestead exemption as soon as they receive the deed.  It's useful and thoughtful.

May 29, 2010 06:14 PM
Ruthmarie Hicks
Keller Williams NY Realty - 120 Bloomingdale Road #101, White Plains NY 10605 - White Plains, NY

I send out newsletters and ecards. Newsletters - once a month - ecards on holidays - like Memorial day.  I also call to see how they are doing and drop an occasional email.



May 29, 2010 06:20 PM
Frank Castaldini
Compass - San Francisco, CA
Realtor - Homes for Sale in San Francisco

I use the referral based system created by Brian Buffini.  I really like his approach even though I have not been consistent.  I do send personal notes a lot.  I've been planning on "Just Sold" cards to my database.  Working on it.

May 29, 2010 06:23 PM
Randy Ostrander
Lake and Lodge Realty LLC - Big Rapids, MI
Real Estate Broker, Serving Big Rapids and West Central MI

FaceBook is a great way to stay in touch with those who are on there. Most of my past clients have became friends and we keep in touch that way.

May 29, 2010 07:37 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

You can put many "mailers" out to keep in touch with past clients, but still the best, is to pick up the phone.   Even if you need to leave a message --- your voice is there for them to hear.

May 30, 2010 01:59 AM
Dee Spraker
United Credit a division of FES - Woodbridge, VA
Your Credit Lady

Elite Team: Believe it or not it's really a little more than letting them know you care - take that a step further to appreciation - that's more than caring.

Margo: Are your notes and cards always about real estate? If they are past clients they know you are in real estate. It's okay for one or two times a year - after that drop real estate talk. Watch for my next blog.

Ruthmarie: Calling is great but e-cards come on that is so impersonal and cold. 

Frank: Brian Buffini is great and I like his approach as well - the personal hand-written note is always the best. 

Randy: I'm fan of Facebook and have a couple of my clients as friends but that is not my aim. Facebook like email and e-cards is a little cold and impersonal.

Joan: like I said to Ruthmarie, calls are great, however you still need more than a call.

Watch for my next post:  What Did You Say? 

May 30, 2010 04:14 PM