I love to have systems in place for business. The only challenge I see in some systems is that sometimes, they can feel mechanical and impersonal. I'm a firm believer in keeping up with past clients. I've reviewed a lot of "systems" for accomplishing that task, but every time I've looked at one it took the personal touch out of the equation.
This morning, I sent texts to three clients. Two just closed a month ago, and one is in the process. It took less than three minutes. All three responded and we had a few more minutes of fun banter. I wanted to check in on them and see if everything was working out. In each case, they had a story to tell and some humorous events that have taken place since we were together last.
It wasn't systematic, it was personal. Last Fall, I had a past client send me a text to see how I was doing. She apologized for not staying in better contact. She is another client who randomly sends me a text to see what's up in my life. I do the same to her. It is typically followed with some teasing and lighthearted chatting. It's a wireless hug.
Keeping up with past clients doesn't have to be difficult. Just the fact that you would sent an email, made a call or text to check on them, is priceless. Why would you do that? You do that because they are an important part of your life. They helped you reach your financial goals, production goals and business goals. That gives them an important place in your life, and they have friends, co-workers and family members who need to buy or sell a home.
I'm heading off to a community event today. That will mean bumping into more clients. That will initiate more conversation, more openings to follow up with a note and more opportunities for referrals. Keeping up with past clients should be a natural flow. I hesitate to say it should be effortless, but in a real sense, my 3 minute commitment this morning was a lot less effort than the ten minutes I spent making my wife breakfast. Don't make it complicated, make it a lifestyle.