Staying in Touch With Past Clients! Are You? Blog 19 of 30 for June

Real Estate Broker/Owner with Mike McCann - Broker, Mach1 Realty Farm & Commercial Land Broker-Auctioneer Serving Nebraska

Above photo was taken at what we called Rock City behind our home in Colorado Springs in 1998.

Hello All...Here we are on Wednesday, June 19th and I am still on track to hit my 30/30 goal for June with #19 blog on the 19th!

An early shout out to Ed Silva for reminding me how to frame photos so the words are not tight against them...  

Jake McCann Iceland

Even though I am headed into what most people consider retirement time in their life, I am still working full time and definitely more now than 10 or 20 years ago.

20 Years ago took up a lot of time with 2 kids at home and all of their least that was my excuse...and Jake and Jaime both still talk a lot about growing up and how we were at all of their functions. I am proud of that but know I left a lot of business on the table.

Back then, it was very easy for me. I could Jaime McCann 1st Day of First Grade 2001walk away from a listing or showing to attend a kid or family function or event or meal.  I am still that way but those days are farther and fewer between.  

10 Years ago I was thinking I could just skate along and the business would just come to me.  You know...selective clients from my SOI. 

I see agents and Brokers here on AR (and elsewhere) that say they only work past client business. I thought I was going to be one of them.

I dropped out of most organizations and narrowed my focus to only taking certain types of listings.  Advertising was almost non-existent.  How did it go for me?

Basically, I pigeon-holed myself.

Business was drying up.  I was still somewhat busy but the quality of business and leads had dropped dramatically.

After hearing about a particular real estate transaction, I CALLED a close former client, congratulated him and eventually got up the nerve to ask why he didn't use me on his transaction and he said he thought I had retired as he did not see me anywhere or see my advertising.

Through the sadness, shame, and anger at myself, and with a hard hand slap to the forehead, I realized I had accomplished what I did not want...I had become irrelevant in the local world of real estate.

I had been so focused in a certain direction...I had abandoned virtually everyone who had made me successful.  Even past clients who had used me many times.

I was just expecting them to call me.  Pretty naive on my part.

What a true wake-up call that was.  And it totally changed how I do business and I am still learning how to best work my SOI and past clients!

So my question to you is this: Are staying in touch with your past clients, and friends, and contacts?  Or their families? 

I have not done a good job at this...and would give myself a "C" if I was grading on the old school scale!

My agents and I talked about staying in touch with clients and contacts at our company sales meeting last week and suggestions were bantered about as to what to do.

Mike McCann Contact Total List 6-19-24

I am starting a new "Contact Campaign" ...not sure what I am calling it...but it involves a lot of face to face, phone calls, and follow-ups.   All things that I have not done a great job at throughout my career, and that I am not proud of. I mean there are only 2,500+ people to check in on in my database.

I have already met with or spoken with on the phone 6 past clients this week that I had not talked with in many months or even years and plan on contacting many more...for two reasons....I truly want to see how they are doing...and there is business in those contacts.

There are hundreds of folks on that list...and I want to check in with all of them.

My wife said she was going to work fulltime at least 5 or 6 more I have plenty of time left in my full time career.  Time to re-step up my game and formulate a new game plan!

Hey past clients....if you are reading this...can I help you buy or sell real estate?  I want your business!!

Until Next Time...I suggest that you Contact past clients....and get their cell phone and current e-mail address!!  Mike

Posted by


Mike McCann Nebraska Land Broker This has been Mike McCann...Nebraska Land Broker...Coming to you from the Farm Land of Nebraska and America!! Visit me at to learn more about the agricultural and farm land for sale market. 

Many farms For Sale in Nebraska are not listed publicly...please call, text, or e-mail with your questions, wants, and needs!

Mike is your Ag, Farm, and Auction expert throughout Nebraska!

308-627-3700 and 800-241-3940 call or text me at these numbers or for easy e-mail access! Mike McCann Nebraska Land Broker


Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Mike - life's journey can take paths along the way.  It's even in evidence as your own AR blogging challenge continues to shift this month.  Still in focus, still on track.  

Jun 19, 2024 08:34 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Mike,

Good for you for powering through with your 19th post this June. You have chosen a topic that is so important for an agent..staying in touch with past clients can always bring you a good revenue stream!

Jun 19, 2024 09:51 AM
John Juarez
The Medford Real Estate Team - Fremont, CA

We know (as a Team) that over half of our business comes from friends, acquaintances and FORMER CLIENTS. The is true for our Team and for me, personally. 

Jun 19, 2024 05:25 PM
Lawrence "Larry" & Sheila Agranoff. Cell: 631-805-4400
The Top Team @ Charles Rutenberg Realty 255 Executive Dr, Plainview NY 11803 - Plainview, NY
Long Island Condo and Home Specialists

Yes Mike, maintaining relationships with former clients in real estate can consistently generate a profitable income!

Jun 20, 2024 04:07 AM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

Making sure that everyone knows you are active in real estate is incredibly important.  Family is the most important though, so I don't fault you at all for leaving business on the table to be with your kids at their events.

Jun 20, 2024 04:45 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Good morning, Mike. I entered the real estate profession long after there were any kids in the house. I've been touching my client base 40+ times a year in different ways for decades... it probably accounts for the fact that 90+% of my business is repeat and referral.

Jun 20, 2024 05:16 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Mike- Thank you for sharing the lesson you learned!!  We cannot take it for granted that clients, no matter how much they loved working with you, are going to call you for their next transaction, or to refer others to you. 

Jun 21, 2024 07:45 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Jun 22, 2024 06:53 PM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

Excellent reminder about the importance of staying in touch with those clients we'd like to stay in touch with (not everyone is on that list!). Great blog!

Jun 23, 2024 04:40 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

It is shocking, that even today, new Realtors are Not taught that Step#1 is to purchase a Real Estate CRM  ! You have no real Business if your customers aren’t hearing from you on a regular basis .Realtors hit the Retirement Age with nothing to sell to another Agent !

Jun 23, 2024 06:45 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Hi Mike:

I'm glad you are on track to reach your goal of 30 posts for June.

This is a very good one - the value of staying in touch with past clients and our sphere cannot be overstressed.


Jun 23, 2024 11:28 AM
Margaret Goss
@Properties - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

I too have not followed up as studiously as I should have. No doubt it has cost me business! Just because I know I'm here working doesn't mean everyone else does!

Jun 23, 2024 01:22 PM
Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

Sometimes even when we stay in touch and they know we are in real estate they choose another agent because a family member sways them away for some weak excuse.

Jun 24, 2024 01:19 PM
Jan Green - Scottsdale, AZ
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great post, 19 of 30. I'm sure you're ahead by another 5 today.  Staying in touch does seem like a challenge.  Good for you for restarting your smile and dial campaign! 

Jun 24, 2024 03:41 PM