Having trouble keeping up with past clients? Make it easier.

Real Estate Broker/Owner with Cornerstone Business Group Inc 0225086119

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. 


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Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

Over the years, it has been my past client base which has provided the most reliable source of new business.

Apr 28, 2019 05:30 AM #12
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

CONGRATULATIONS Mike, on having this blog FEATURED in the Old Farts Club group!  

Apr 28, 2019 05:31 AM #13
AndreaBFerreira CRS - SRS - CLHMS
Keyes Co. - Davie, FL
Miami Dade, Broward and Palm Beach County in FL

It is always goood to keep in touch, in any way it is possible. I like to send out cards, my customers call me back thankfull and they often mention feeling special, with such dedicated minutes of my day, just for them. If they don’t call me, I call them to share my wishes and make sure they got it my card. If they are past customers, don’t let them go... keep them in the present... as friends... ❤️. Thank you for sharing.

Apr 28, 2019 05:50 AM #14
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

When the student is willing...the teacher appears always works for me

Apr 28, 2019 06:30 AM #15
Amanda S. Davidson
Amanda Davidson Real Estate Group Brokered By eXp Realty - Alexandria, VA
Alexandria Virginia Homes For Sale

Mike, a genuine approach that only takes a few minutes. It doesn't get better than that. I hope Buffy enjoyed her breakfast!

Apr 28, 2019 06:34 AM #16
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Bravo to this philosophy. We do the same. If we truly appreciate people it's easy to stay in touch.  Last week we had dinner with former buyers, and I had coffee with two women - one a former seller, and one a former buyer. I genuinely care about them and enjoy their company. 

Apr 28, 2019 07:56 AM #17
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

I agree.  Texts are a great way to stay in touch, allow us to stay in touch with an easy way for them to respond.  We know everyone looks at their phone!!

Apr 28, 2019 07:57 AM #18
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hi Mike - that personal touch goes a long way - automation is good but it's definitely not a solution to every issue. Good for you.

Apr 28, 2019 08:15 AM #19
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

A simple thing to do and well worth the small time investment! You are not only retaining clients you are building strong friendships!

Apr 29, 2019 08:37 AM #20
Scott Seaton Jr. Bourbonnais Kankakee IL Home Inspector
SLS Home Inspections-Bradley Bourbonnais Kankakee Manteno - Bourbonnais, IL
The Home Inspector With a Heart!

Sometimes the easiest things and simplest things are very effective and powerful as well. Thanks for a great post and reminder.

Apr 29, 2019 08:52 AM #21
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

I think you've been talking to my marketing-assistant wife, Mike Cooper, GRI ... she reminds me daily ... 3 TEXTS!!  Wise advice from the both of you ...


Apr 29, 2019 09:34 AM #22
Karen Feltman
Cedar Rapids/Iowa City, IA KW Legacy Group - Cedar Rapids, IA
Relocation Specialist in Cedar Rapids, Iowa

Staying in touch takes little effort and can be done by sending texts or messages on Facebook.  That is all that it takes to stay top of mind.  Great post.

Apr 29, 2019 01:35 PM #23
Graziella Bruner
NCS Premier Real Estate - Detroit, MI
Associate Broker - Serving Wayne & Oakland County

Keeping in touch is always a good thing! We have so many forms of media out here, that I'm sure we can find one simple way to stay in touch. #Keep It Simple & Sweet.

Apr 29, 2019 05:31 PM #24
Robert Hicks
United Country River City Realty - Savannah, TN

Thanks for sharing with us.. You are building “YOUR” business...

Apr 29, 2019 05:48 PM #25
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

So easy to do - and yet so few agents take the time to bother.

Apr 29, 2019 10:24 PM #26
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Followup is extremely important, especially in recently cut deals.  You never know if it is completely 'over' or if your clients have hit any stumbling blocks in the meanwhile.  Best to keep in touch until all the dust settles.

Apr 30, 2019 04:31 AM #27
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

A great reminder for a simple 3 minute "Stay in Touch" Text. I'm on it!

Apr 30, 2019 09:37 AM #28
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I was just thinking about this today, planning to text a client who closed last month and moved here from another state, doesn't know pp here.  I should do it more often!

Apr 30, 2019 05:03 PM #29
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

Good points made.  If it's easy it's more likely to become a habit, and then becomes second nature.

May 02, 2019 01:34 AM #30
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Good for you!  Texting clients provides a quick response to and from them and reminds them you haven't forgotten them!  Great idea!

May 13, 2019 05:34 PM #31
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