4 Steps for Past Clients & Centers of Influence

Real Estate Technology with IXACT Contact Real Estate CRM

Recently, one of IXACT Contact partners, Bruce Keith, shared a blog post outlining 4 steps for REALTORS® to take with past clients & centers of influence.  His post highlights what a powerful asset your past clients are to your business for generating referrals and leads. I especially like what Bruce has to say in his Action Steps, offering Realtors specific actions you can take to avoid common errors and maximize referrals.  Many of Bruce’s Action Steps can actually be carried out more quickly and easily by leveraging the power of a real estate CRM like IXACT Contact.  Keeping in touch with your contacts and adding to your database are simple tasks when you’re using the right CRM.

As a successful real estate agent coach with many years of experience, Bruce has his finger on the pulse of the industry, and we’re pleased to share some of his knowledge with you here.

ALL IT TAKES… clearly the greatest sources of business for all Salespeople are your Past Clients and Centers of Influence. These two groups generate more business than any other individual source. It is certainly no secret that because your Customers and acquaintances are familiar with what you do and how well you do it… they will gladly send other people to enjoy the same benefits. People love to help. For some curious reason many Salespeople do not do a good job of “working their database.” Often times they ignore this most obvious source and spend time going after business from people they don’t know. I call that…“Stepping over silver dollars to pick up nickels.” The three most common mistakes are:

  1. Not contacting your database personally
  2. Not asking everyone you meet/talk to for referrals
  3. Not consistently purging and adding to the database

Here is your ACTION STEP… there is a solution. Follow this plan and you will forever be receiving business from your greatest source:

Step #1. Accept the fact that people that have done business with you and/or know you personally want to help you be successful

Step #2. Have a plan in place to personally contact everyone in your database every 90 days. Be sure to ask for their support/help

Step #3. Make a point of Asking for Referrals every chance you get… no more being a Secret Agent!

Step #4. Commit to adding one person per day to your database. If you are prospecting and lead generating every day this will be easy. Add everyone who might send you business

Step #5. See our “All the Right Words” script and dialogues to help you know what to say and how to say it. Have the right words to say and build your confidence.

The benefits of following this plan are obvious. The key is to “remove the filters” that are stopping you from following this plan. Get rid of your resistance and pay special attention to Step #1. People want to help… it’s basic human nature. Make it easy for them by asking. Think of it this way… if the business does not come to you, those prospects are quite possibly going to end up with someone who is not as professional or as helpful as you. You are doing them a favor by asking for referrals! NO Excuses.

Read the full article here.

Opt In Image
FREE 5 Week Trial
Sign up for a FREE 5 week trial of IXACT Contact's Real Estate CRM now!

IXACT Contact helps you build lasting relationships with past clients, hot prospects, and important referral sources.  The system makes it easy to keep in touch with clients the right way and to generate high quality new leads.  It also helps you manage the transaction side of your business, keeping you organized and in control.

Posted by


IXACT Contact - Real Estate CRM and Marketing Made Easy

Call us at 1-866-665-0018 or email us at info@ixactcontact.com.


Follow us on Facebook     


This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Real Estate Best Practices
More Referrals: Strategies & Tips on Getting More Referrals
Agents who want REFERRALS!
Learn to be a Top Producing Listing Agent
Marketing and Technology Idea Exchange
past clients
keep in touch
bruce keith
ixact contact

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Joy Daniels
Joy Daniels Real Estate Group, Ltd. - Harrisburg, PA

I am so excited to be following you!  :)  I can tell that I will learn much from your posts.  Thank you!

Nov 02, 2014 05:07 AM #1
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Thank you Joy Daniels! I look forward to hearing your thoughts on the content I post.

Nov 02, 2014 11:48 PM #2
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


Rich Gaasenbeek

Real Estate CRM & Marketing Made Easy!
Let's chat!
Spam prevention

Additional Information