Referrals account for a large portion of my business every year so keeping in touch with my clients is key. Although creating great relationships with clients is critical, so is staying top of mind. I would recommend having a 33 Touch Plan in place for your clients. A 33 Touch Plan is a year long plan with 33 ways you are in touch with your client throughout the year. Below are 3 easy touches to get you started...
1. Birthday card (1 touch)
When you add a new client to your database, make sure you add their birthday, as well as any anniversary or special dates. Also, make sure you have a system to easily pull the birthdays. At the end of each month, I take about an hour or two and prepare the birthday cards for the next month. I put a sticky note with the date a week before their birthday and then I put them in a stack where I can see them everyday so I don't forget to mail them. This ensures I don't miss sending out the cards throughout the month because I just have to grab it and put it in the mail.
I order my cards from Card Direct. You are able to personalize the cards. I put our logo inside the card on the blank panel and our company name and address on the back.
2. Annual CMA Reports (1 touch)
Each year I send my clients CMA reports for their property. If you have a lot of clients, this can be a daunting task, but the best way I've found is to break it up into groups so you are only working on a few at a time. For example, each Tuesday, put a calendar event at the beginning of the day to prepare 3 reports. In case you have something going on, this is a reminder throughout the day that you need to get it accomplished.
I use Cloud CMA to generate my reports. I then bind the documents so it looks more professional. It adds some additional time, but once you get the hang of the binding machine, it is not too bad. I then mail out the reports. I track who I've sent the reports to so I ensure everyone gets one and no one is left out.
3. Monthly Email Newsletters (12 touches)
Every month around the 15th I send out a monthly newsletter that includes the market report sent to me by a title company, a featured listing (mine if I have one), and a main story. This gives me the chance to touch my clients twelve times throughout the year, while keeping them updated on market information and listings. I also provide links to request CMAs and to send referrals. I try to make it a little more fun by including a money saving tip and a featured restaurantqua.
I use MailChimp to send out monthly newsletters. They provide templates or you can create your own. The system is user-friendly and easy to navigate. If you have less than 2,000 in your database then it is free to use.
I would also like to mention that we do a quarterly print newsletter. This is an additional 4 touches per client, but it also ensures I am getting in touch with my clients who may not use email very often.
Click here to see one of my latest email newsletters.
Click here to see my print newsletter from last quarter.
By doing these few touches, you are actually already half way done. Hopefully this helps you generate some additional ideas of ways to touch your clients 33 times throughout the year.
What are some additional ways you stay in touch with your clients?
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