Let’s Increase Your Referrals!

By
Education & Training with Real Estate Base Camp

Add Your Past Clients

According to the 2010 NAR Member Profile, a veteran agent of 16 years generated only 23 % of their business from referrals. That means agents didn't stay in touch with their past clients.  Top agents tell me that when they added their past clients to their database and placed them on an automated e-newsletter or targeted past client drip email campaign, they increased their business 20%.

 Could you use 20% more business?

Man talking on phone holding notebook

Call your past clients and ask permission to send them homeowner tips or market information.  Let them know you'd like to do a better job of staying in touch. For those of you who haven't contacted your past clients in three years or so, this is a more difficult call for you. Here is a script to help you:

"Hi. This is _____. It has been a really long time.  I have been thinking about you..."

(You'll be amazed at the results. Most often, they'll say something like, "We have been thinking of you, too! We just remolded the kitchen, you should come by and take a look."   Do it!)

Then, let them know you'd like to stay in touch and ask for or confirm their email address.

Make the calls! Not only will it help you grow your business, but it will make you feel good about yourself and your business.

What happened when you made the calls?

Comments (4)

Robert Amato
Bob Amato of Empire Home Mortgage Inc - East Meadow, NY

You need to keep in touch with past clients. They already have a relationship with you and trust you. It should be kept alive with an occasional card, letter or email.

Oct 22, 2010 01:15 PM
Claudia Wicks
Real Estate Base Camp - Bellevue, WA

Bob,

Absolutely! They tell you about their dreams, their family, their concerns, etc. They are bereft when we do not stay in touch after a transaction. It is a vital part of business building, but one that often gets forgotten as we move on to the next transaction.

Thanks for you comment.

Oct 22, 2010 02:01 PM
Ted Tyrrell
RE/MAXCamosun (Chatterton) - Victoria, BC
Selling Homes in Beautiful Victoria

Claudia,

As soon as I make a sale, that buyer goes onto my client list to receive a newsletter, annual calendar, etc.

Oct 22, 2010 02:28 PM
Claudia Wicks
Real Estate Base Camp - Bellevue, WA

Good for you, Ted! That is a great way to stay in touch and continue to generate referral busienss.

Oct 23, 2010 06:06 AM