Keeping your name in front of potential clients

By
Services for Real Estate Pros with Peter Tuttle, CPA, CLCS

Most Real Estate Agents, not unlike other business people, strive to keep their name in front of potential clients.  We send notes and congratulations, by US mail and e-mail.  We pick up the phone and call them.  We send Birthday cards, Anniversary cards, cards on their children's birthday.  We mail Christmas cards and calendars.

One great move that Real Estate Professionals can do is a very simple one.  It doesn't matter if you were the selling agent or the buyers agent.  If you have access to the HUD-1 closing statement from transactions you were involved in, what a better way to follow up with a client for the past year than to mail them a legible copy of their closing statement.

I suggest you do this no earlier than January 15 of the following year, and certainly if you do it in February or by March 15, it may still have an impact.  But during the second half of January will have the most impact.

Why you may ask.  Well, one of the changes in people's lives that often has them seeking professional tax advise and tax preparation is the purchase or sale of their personal residence.  And the HUD-1 Settlement Statement is full of information that is helpful in determining deductions for your clients on their tax return.  The allocation of mortgage interest and property taxes being the two most prominent items.

So send a follow up letter to your client, suggest that the attachment may be helpful to them when they prepare their tax return this spring, and wish them well and encourage them to contact you if they are in the market to buy or sell or have friends who are.

This article is brought to you by Peter Tuttle, CPA.  You may contact me by sending an e-mail via the link to the right of my active rain blog page.  Please visit my website at http://www.petertuttlecpa.com/

"I help individuals, families, small-businesses & non-profits with their income tax & insurance needs."

IRS Circ 230 disclosure: To ensure compliance w/ rqmts imposed
by US Treasury Regs, we inform you that any tax advice contained
in this communication (including any attachments) was not intended or
written to be used, and cannot be used, for the purpose of (i) avoiding
penalties under the IR Code or (ii) promoting, marketing or
recommending to another party any transaction or matter addressed herein.

Comments (7)

Dan Grammar
Realty Executives, Tucson Elite - Oro Valley, AZ
Professional Realtor - Tucson Arizona Real Estate
I agree wholeheartedly, Peter; we send our clients ALL of their documents (including their HUD1) associated with their transaction, via CD, just after the Christmas holiday. We always recieve such an appreciative response from that and it is that kind of thing that puts "full service" in the minds of clients when remembering their REALTOR® in referring them to associates, friends and family.  Great stuff, Peter!
Feb 27, 2008 05:37 PM
Michael Creel
InActive Agent - Bellevue, WA
My title company always notifies me of the 6 month and one year anniversaries of my clients home purchase so I can send them something.
Feb 27, 2008 05:47 PM
Mike Gambino
Prudential Patterson Realtors - Florissant, MO
GRI

Peter,

I guess that makes a few of us that do that.  It is something I have practiced for 11 years and certainly makes that one more point of contact.

Feb 27, 2008 06:26 PM
Kirk Williams
Private Venture Capital - Everett, WA

Marketing to your "warm" market is the best use of your resources. Offering information and updates to keep them in the loop so you will be in "their loop".

Feb 27, 2008 06:42 PM
Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros
Very good points and a good way to do business. Thanks for the post
Feb 27, 2008 07:49 PM
Sonya Rosser
Better Homes and Gardens Real Estate Metro Brokers - Douglasville, GA

Excellent point.  Thanks for the valuable information. 

Feb 28, 2008 01:32 AM
Donna Yates
BHGRE - Metro Brokers - Blue Ridge, GA
Blue Ridge Mountains
Peter:  What an excellent idea.  Why didn't I think of that?  Thanks for sharing.
Feb 28, 2008 10:43 AM