How Often Do You Need to "Remind" Your Sphere of Influence that You Sell Real Estate?

Education & Training with Sell with Soul

Had an interesting conversation with a friend of mine the other day. I was telling him about my recent Go-Giver Chronicles and interactions with Bob Burg (co-author of The Go-Giver). My friend mentioned that his first real estate agent helped him find a rental house when he moved to the area, free of charge. Just helped him. No compensation, no contracts, no obligation. Just helpful help.newsletter

So, my friend continued, when it came time for him to purchase a home in the area, he called up the agent and hired him to be his buyer agent. His point was that because the agent cheerfully gave of his time in the beginning, he ended up with my friend's business when he had business to give.

I was curious who the agent was; if I knew him or had heard of him, so I asked for the guy's name.

My friend pondered the question. Couldn't come up with a name. John, maybe? He said he'd recognize it if he saw it or heard it, but, darnit, just couldn't remember it right now.

<wheels spin in JA's head>

Obviously, my friend hadn't heard from that agent lately. I asked if he'd ever heard from the agent after the sale and he didn't think he had. That's not surprising... "they" say that the vast majority of agents do a lousy job of staying in touch after a closing and I'm certain that's true.

So, I continued questioning interrogating my friend. I asked if he had heard from the agent, say, two or three times a year for the last five years, would he have been able to recall his name?

He pondered again and said, yes, he would be able to recall the agent's name if he'd heard from him two or three times a year since the sale. But, he said: "Even once a year would have done it.

So, I asked "What if he'd been in touch every month?" My friend groaned... "That would have annoyed me to the point of not wanting to remember him!"

We moved onto a different real estate-related topic that you'll see rambled about here in a few days, but this conversation validated one of my long-held suspicions about our industry... or rather... one of the industries who SELLS to our industry.

I'll continue this soon... but any thoughts on where I'm going with this?



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Re-Blogged 2 times:

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  1. Daniel H. Fisher 09/03/2011 03:10 PM
  2. Daniel H. Fisher 09/03/2011 03:10 PM
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James Baxter Encinitas Realtor
Realty Place - Encinitas, CA

Wow crazy.. seems like lost business.. I always try to do something at least once a year if not quarterly.

Thanks for the great post!

Oct 13, 2010 01:01 PM #80
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

Past clients and referrals are gold mines and should be treated accordingly. For me with my gold mine, in a year are 9 newsletters, 1 anniversary card{handwritten note) and 2 phone calls.


Oct 13, 2010 01:16 PM #81
Christine McDaniel
Coldwell Banker Residential Brokerage Porter Co. - Crown Point, IN
Broker Associate

You're so right!  Everyone seems to be preaching what you've been saying your sphere of influence and you won't need to knock on doors, call expireds or cold call. 

Oct 13, 2010 05:04 PM #82
Tony Lewis
RE/MAX of Valencia (Hall of Fame) 30 year Valencia Resident - Valencia, CA
RE/MAX Valencia, Stevenson Ranch, Santa Clarita

Once a month plus holidays and special occasions.

Oct 13, 2010 05:25 PM #83
Jon Quist
Tucson's BUYERS ONLY Realtor since 1996

Arrgh. I should be reminded daily. It seems so simple and yet it gets put off frequently. I am so guilty. But I am trying to improve, thanks to the frequent nudges from AR posts like this one.

Oct 13, 2010 07:30 PM #84
Jark Krysinski *PREC (Personal Real Estate Corporation)

Jennifer, thanks for the reminder.  At remax we're drilled to maintain contact once a month or so, devising a system and just following it is so important.  With a system in place it's hard to forget these things, whether email or mail campaigns, once the system is in place it's hard to fall off the wagon.  Also, one less thing to think about when you know you're gonna do it consistently.  Cheers for now and good luck with business.  Jark.

Oct 13, 2010 07:56 PM #85
Cindy Marchant
Keller Williams Indy NE 317-290-7775 - Carmel, IN
"Cindy in Indy" , Realtor, Fishers Real Estate

Well 85 comments was a lot to get through, but I just have to add my thoughts.  I am a 33 Touch groupee and from the comments I'm not the norm.  I have a strategic methodology to my program that uses email, gifts, events, popbys (of the Buffini school), and calls.  Social Media helps too.  It probably isn't really 33, but it is way more than 4 or 5 times a year.  This Saturday we are hosting a hayride and bonfire at one of the municipal parks here in Indy.  We have over 60 clients coming; we actually send out a Save the Date postcard in January with all the dates of our events for the coming year.

Honestly I'd rather work with a referral from someone I know than a website and giving good service is job one, but having them remember you (your original post) is also important. 

I spend my time on referrals and I also spend time with internet lead conversion, I think you need both.

Cindy in Indy

Oct 14, 2010 01:10 AM #86
Kathleen Koulouris
Re/Max Associates - Sewell, NJ

I have been told that once a month is the thing to do.  I try to send some kind of update in post card form to my SOI that often.

I think by doing that people know in a "soft sell" way that I am still actively in business.

The people also like getting my market updates, I hope.

Oct 14, 2010 03:56 AM #87
Ken Gramley
Cary, NC

Once a month seems a bit much, but once a quarter seemed to few, so right now I've opted for a newletter about every 6 weeks.  I'm also trying hard to call or visit once a year, and I follow that call/visit up with a market update on their neighborhood.

Great post, and I enjoyed reading everyone's thoughts!

Oct 14, 2010 04:17 AM #88
Michael Simcock
Coldwell Banker (Elk Grove, CA) - Elk Grove, CA
Elk Grove, CA Realtor 916 425-1084

I too follow the Buffini method. Monthly mailers to my database and calls are based on the quality of the relationship. The better the relationship, the more often I call to "check in" with them.

Also try to Pop By every quarter with a little something. Talk a little real estate, but try to keep the focus on them. People like to talk about themselves and people appreciate you taking the time to think about them.


Oct 14, 2010 05:45 AM #89
Phil Leng
Retired - Kirkland, WA
Phil Leng - Retired

Hi Jennifer,

A lot of comments!

 So, not too little, not too much

A quarterly postcard, just to keep in touch!


Oct 14, 2010 05:51 PM #90
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

So many great comments... and I'll just say that if something IS working for you and you're happy with your results, PAY NO ATTENTION TO THE (WO)MAN BEHIND THE CURTAIN! In other words, keep up the good work. But if you haven't yet come up with an approach that you're happy with... read my follow-up here:

Oct 15, 2010 12:45 AM #91
Jenny Durling
L.A. Property Solutions - Los Angeles, CA
For Los Angeles real estate help 213-215-4758

I never thought that a quick email monthly would be too much contact with a past client. I guess I should pare that down to quarterly contact?

Oct 15, 2010 08:28 AM #92
Julissa Jumper
Select Properties of Fayetteville, LLC - Fayetteville, NC
Fayetteville, NC Real Estate

I do birthday cards for the clients and their minor children so that in of itself is maybe 3-5 "touches" (Keller Williams talk), I also do holiday cards. For Christmas I do custom handmade cards. I also do "thinking of you" notes. I don't ever mention real estate in these "touches."

I am working on getting some more face-to-face time by having coffee dates.

Over 90% of my business has been referral.

Oct 16, 2010 02:45 PM #93
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

I sincerely hope once a month is not to often because I just started sending out far I have gotten good feedback...

Oct 17, 2010 02:25 PM #94
Patty Luther
RE/MAX Rock-n-Roll Realty - Lewiston, ID
Lewiston ID Real Estate, Idaho-Washington

~ always ~ I talk Real Estate to anyone; I wear name tags, hand out business cards everywhere I go, I keep in contact with my past clients every year with a nice calendar ... maybe a postcard or two through out the year ... I even send Business cards every month with my local monthly bills! they don't have a chance!

Oct 18, 2010 05:45 PM #95
Cookie Hooper
True Blue Realty - Arvada, CO
Real Estate Sales & Property Management


Obviously a hot topic! I think it's important to send something of value rather than constantly soliciting business. The solicitation is where the annoyance comes in, but gifts, surprises, and relevant information are always appreciated.

Oct 24, 2010 12:19 AM #96
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

I'm really bad about keeping in touch. I need to change my behavior.

Oct 27, 2010 06:09 PM #97
Kristi DeFazio
RE/MAX Advantage - Colorado Springs, CO
Colorado Springs Rea lEstate 719-459-5468

EVen my own family (out of state) asks me if I am still selling real estate- sad!

Oct 19, 2011 04:50 AM #98
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Apr 03, 2012 11:58 AM #99
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