Will I Refer My Real Estate Agent: Part Two

Real Estate Technology with IXACT Contact Real Estate CRM


A CRM for Realtors is key to getting real estate referrals and repeat businessIn our last blog post, I shared a chart with you and explained that while 89% of buyers and 85% of sellers say they would recommend their agent or use their services again, a very small percentage actually do.

I promised that I'd share my thoughts with you on today’s blog post about why we think this is.

Here’s the bottom line: many real estate agents simply fail to keep in touch with past clients after the transaction ends. These agents likely aren’t using a CRM for REALTORS®.

The close of your first transaction with a buyer or seller shouldn’t be the end of the relationship with them. It should be the beginning.

You’ve likely done a whole lot of work to get the client in the first place. Maybe you’ve paid for ads, a website, lead generation services, made cold calls, and given a presentation or two.

And once you’re hired, you do even more work to service the client and make sure they’re happy.

If you fail to keep in touch after the initial transaction, you miss out on “easy business” in the form of referrals and repeat transactions.

You’ve done the hard work of getting the client and taking care of them. The easy work is keeping in touch. Remember, studies have shown that it takes a lot less time, money, and energy to retain an existing client then to acquire a new one.

Ask yourself these questions right now: “Am I taking care of my past clients and sphere of influence (SOI) as well as I should be? Am I making the most out of the existing relationships that I’ve spent so much time building?”

If you answered “no” to either or both of these questions, you need to look at what you can do to improve; to snag that “low-hanging fruit.”

You need to be communicating with past clients in a consistent and personalized manner.

There are a number of ways you can do this. As you’ll learn below, a CRM for Realtors is key.

Here are some suggestions:

  • Send out a monthly real estate newsletter.
  • Set-up all of your clients on drip marketing campaigns (a real estate email marketing campaign).
  • Send periodic Just Listed/ Just Sold e-Cards or e-Flyers.
  • Make quarterly keep in touch calls to your best clients.
  • Send Happy Birthday greetings and/ or acknowledge your clients on their home purchase anniversary date.

Do these ideas sound like they’ll be hard to put into practice or manage all at once? With a CRM for Realtors, you can easily implement all six of the suggestions above without a big time commitment involved.

IXACT Contact’s CRM for Realtors includes a professionally designed and written monthly e-Newsletter created by real estate marketing experts. The system also comes with drip marketing campaigns with a library of email templates, including Just Listed/ Just Sold e-Cards and e-Flyers.

What are you doing to keep in touch with your clients? Leave a comment below!

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IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources, keep in touch with clients the right way, generate high quality new leads, and manage the transaction side of your business, keeping you organized and in control.
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Real Estate Technology & Tools
More Referrals: Strategies & Tips on Getting More Referrals
RE/MAX Active Rain Bloggers
The Lounge at Active Rain
Agents who want REFERRALS!
real estate referrals
real estate leads
drip marketing
keep in touch
sphere of influence
crm for realtors

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Bryan Robertson
Los Altos, CA

I've been doing serious evaluation of the CRM market to see what will work for me.  I'll take a closer look at your offering to see if it's a fit.

Sep 20, 2012 06:22 AM #1
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Bryan: Great, let me know if you have any questions!


Sep 21, 2012 04:46 AM #2
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Real Estate CRM & Marketing Made Easy!
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