Keep in touch! It's something we say all the time...but do we?
I had the most interesting conversation with a client who I ran into at the grocery store. She said to me that she appreciated me calling, mailing and emailing all the time. She said she likes the updates and she felt special. She also said that because of my many reminders, she always mentions my name to people who she knows who are looking for homes. The best part is, she has sent me referrals.
I took a moment to think. What was I doing that was working for her? I specifically checked my notes, I had reached out to her about 4 times in the last year. Was that really enough to warrant her excited reaction? I didn't think that it was SO frequent that she felt we were always in touch, but realized that perhaps the way I was reaching out was working.
I always try to reach out in a variety of ways...here's just a few suggestions:
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Be timely, send an anniversary card each year, the warm sentiment will go a long way.
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Send valuable information, email is great for this. If a home comes on on their street, let them know about it..they will appreciate the heads up and they may have a friend looking to get into the area who they can refer to you!
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Keep your records up to date by mailing out yearly requests in the form of a mail-back card or letter asking for changes in email, phone or cell information.
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Call. You can't underestimate the value of the voice on the other end of the phone. Even a message on an answering machine works. Remind them you are always looking for new clients and would love to work with their family and friends.
Don't send your clients daily emails, you will end up in their spam. But don't let too much time pass between contacts. It's easy to come up with some reason to reach out a few times a year, your best clients will enjoy hearing from you and the referrals they send will pay off.
By Megan O'Connell Albright on September 3, 2010
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