One thing I wish my first broker had taught me - "Hang on to those past clients!"
She didn't, and not because she forgot to say it. She didn't do it herself.
It was as if she thought that once a person purchased or sold a home or land, that was it. They weren't going to do it again. And I don't know if the idea of referrals ever crossed her mind. If so, she never mentioned it.
It took me years to learn that one, and even then I didn't learn it well enough.
When I quit selling real estate, all of my contacts were in a Top Producer program on my computer. The program had been misbehaving and at that point I was fed up with a lot of things, so I simply deleted the entire program.
How dumb was that?
Not only did someone come along later and ask to buy that list, but some of those past clients just might have been good copywriting prospects. I'll never know, because their names and addresses are gone forever.
So - A Best Business Practice that EVERYONE should follow is to keep track of your past clients. Then stay in touch often enough that they can't forget you.
- Send them newsletters and holiday cards
- Call them on the phone occasionally
- Email them with links to articles that relate to their business
- Tear articles from magazines and mail them if you know they will interest a past client
And of course... send an announcement if you change agencies.
Or, as I should have done - send them an announcement if you go into a different line of work.
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