5 “Keep-in-Touch” Strategies to Help You Retain Clients

By
Services for Real Estate Pros with expresscopy.com

The real estate business is interwoven with details that are sometimes easy to overlook. While agents often remember to invest time and effort in targeting new clients, the benefits of keeping-in-touch with current and previous clients often gets lost in the daily grind of real estate sales. The value of retaining current and former clients, however, can’t be overstated. The average homebuyer will net over $6,000 in commissions, and that’s just one side of the transaction!

Are you doing everything within your power to retain past clients? Do you pride yourself on thinking outside the box? How involved are you in the communities you represent? Real estate, after all, is a people business.  

Below are five simple and unique ways to keep-in-touch with old clients.

Team Up With Local Businesses

Successful business models are built on cooperation.  A simple way to retain clients, while acquiring new ones, is to team up with local businesses.  Try reaching out to a local business to offer a great deal that your local community would appreciate.  It could be a boutique coffee shop, a restaurant, or a recreational service such as a golf course, family fun center or movie theater.  When you highlight these businesses to your personal contacts they’ll often offer you a deeply discounted deal to promote, or will even help cover the cost of the postcard campaign.

Promote Community Events

As a real estate agent you’re more than just a salesperson, you’re an ambassador of the your local community. One great way to do this is to keep clients up to date on notable local events. Is there a championship little league game coming up? How about a cook-off? Promoting community events can be as simple as mailing clients a personalized calendar each month. Not only will you be keeping-in-touch with past and current clients, but you will be showing them how knowledgeable you are about the community you share.

Share Garden Recipes

Nothing says “home sweet home” like a fresh garden. Who doesn’t love fruits and vegetables? One unique way to keep-in-touch with past clients is to mail gardening tips and recipes to help compliment their new home. Best of all you can do it any time of the year. Is summer right around the corner? Take a moment to share tips on planting cucumber or squash. How about fall? Share tips on how to grow the perfect pumpkin just in time for Halloween. Your clients will love the advice and reward your effort when the time comes to find a new home again.

Seasonal Homekeeping Tips

Real estate agents know all about cleaning up homes. But that doesn’t mean the upkeep stops once the home is sold. One simple way to keep-in-touch with old clients is to mail  seasonal home-keeping advice postcards. Is spring right around the corner? Try sharing a few spring cleaning secrets or yard keeping tips. Better yet, refer your client to a great local garden center or nursery. For many homeowners, maintaining a home is a full-time job. But it doesn’t have to be. Help save clients valuable time on homekeeping so they can just enjoy their spring or summer with their families, and they won’t forget you.

Mail “Happy Anniversary” Postcards

Everyone has anniversaries, but few remember anniversaries. So few gestures will remind a client you care more about them than a surprise anniversary postcard in the mail. Remember, without your clients, you would have no successful real estate business. Treat them as you would family. A personalized touch will go a long way in sustaining a relationship. Uncertain what angle to take? How about the date you sold them the home of their dreams? Better yet, combine an anniversary date with another idea above and send them an entire package. At the end of the day, there are no hard and fast rules to keeping-in-touch. The only limit is your imagination. However, the more imaginative you are, the more likely you are to stand out.

Community First

Real estate sales is about more than homes.  It’s about people. It’s about community. And some of the most successful agents in real estate take the time to emotionally invest in their clients and communities.  Worried about the cost? Try to remember the cost of one postcard is merely a fraction of the commission you will make from one home sale.  However, always invest for the right reasons. Put community first. Success will follow.

Expresscopy.com specializes in online design, print and mail postcards with same day mailing.  For a limited time ActiveRain members receive a 40% discount on their first mailing! Simply create a free account and begin designing your postcards today!

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Rainmaker
532,844
Robert May
Robert W May - Lethbridge Real Estate - Lethbridge, AB
Real estate consulting

keeping in touch is so important.  so much cheaper to generate business from existing client base than it is to try to generate brand new leads from strangers.

Mar 27, 2016 04:13 PM #1
Rainmaker
511,068
Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Specialist

Great ideas to keep in touch with clients. I have found it to be key with referrals.

Mar 27, 2016 06:56 PM #2
Rainmaker
221,086
Richard and Jean Murphy
Harborview Properties - Portland, ME
(207) 712-4796

We often get so busy we do not take the time to follow up with past clients. Great ideas here. Thank you

Mar 27, 2016 09:03 PM #3
Ambassador
707,828
Paul McFadden
Responsive Pest Control - Seattle, WA
Pest Control, Seattle, WA.

Thanks for this list. I think these are important regardless of the business you're in. I called on a client last week and found out we need to have a sit down. She's a new regional manager and wanted to know more about us. I'm glad I made the effort. Thanks again!

Mar 27, 2016 10:45 PM #4
Rainmaker
283,635
Ella Reape, Realtor 603-821-1140 ~ Selling Homes Throughout Southern New Hampshire
Keller Williams Realty Nashua NH - Nashua, NH
Luxury Homes Division, Keller Williams

Great post!!  Every year I say I'm going to go the extra mile to stay in touch with my past clients, but then it seems to get away from me.  Planning out a system for the  year ahead is a great way to stay in contact with little effort.

Thanks again.

Mar 27, 2016 11:02 PM #5
Rainmaker
3,709,926
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Direct Mail works if it is done right, Never want people to forget about me.

 

Mar 28, 2016 12:26 AM #6
Rainmaker
357,495
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

Great post!  It is definitely easier to retain past clients than finding new ones.  I also do client appreciations parties.  It is always nice to be able to chat with past clients in a casual setting.  Great way to find out the housing plans!

Mar 28, 2016 12:29 AM #7
Rainmaker
222,505
LuxurySoCalRealty Compass San Diego
Compass - La Jolla, CA
San Diego Partner - The Private Client Network

Keeping in touch is extraordinarily important with current and past clients. 

Mar 28, 2016 12:46 AM #8
Rainer
317,363
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Meanwhile, there are those that are trying to recreate the wheel.  Great post!

Mar 28, 2016 05:16 AM #9
Rainmaker
290,569
Allie Angeloni
Long Realty - Oro Valley, AZ

What a great Blog expresscopy.com (design, print, and mail postcards!) - thank you!  Love the idea of the 'Home Anniversary' Postcard for Buyers!  Most of our Sellers are moving out of the community or the state, so my postcard to them would be different.  Totally agree though, since Referrals are huge in our community, that maintaining a relationship with past clients is not only fun to do, but so much easier than finding new clients.  

Mar 28, 2016 11:35 AM #10
Ambassador
5,086,403
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Thanks for the suggestions, keeping i touch is certainly something that I need to work on.

Mar 28, 2016 04:07 PM #11
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