Do your past clients hear from you after closing, or only when you need something? Staying present between transactions is the quiet advantage that fills calendars. Here’s a simple way to be remembered without feeling salesy.
Why This Matters
Referrals flow to the agent people think of first.
Most contacts need several reminders before they act.
Light, useful touches beat one big push every few months.
Consistency builds trust and repeat business.
Main Content
Your SOI is the engine
Your Sphere of Influence includes past clients, friends, local pros, and social followers. They already know you. Turn that familiarity into steady opportunities with planned touchpoints they actually value.
Make personal touches routine
Send short handwritten notes for birthdays and home anniversaries.
Share a two-sentence market update tied to their street or ZIP.
Keep a simple “check-in” script for quarterly calls.
Use social to stay visible, not loud
Post a mix of local stories, quick tips, and short videos. Comment on your contacts’ updates to stay human. Two to four posts per week is enough if the content is useful and on brand.
Show up in the community
Be seen where your people gather. Sponsor a youth team, join a neighborhood cleanup, or host a quarterly coffee drop-by. Offline presence deepens online trust.
Deliver value every time
Monthly email: one chart, one paragraph, one clear ask.
Neighborhood guide or school overview: link it in your signature.
Home care checklist by season: mail or email with a quick note.
Keep a physical touch in the mix
Direct mail still sticks. Send branded postcards or a one-page market stat sheet. Add a QR code to a short landing page with a calendar link.
Add simple structure with a calendar
Week 1: mailer to your core list
Week 2: SOI call block (15–20 people)
Week 3: email update + one video
Week 4: in-person touch (event, pop-by, or coffee)
Repeat monthly and track appointments by source.
Avoid the common traps
Long gaps between touches
Generic mass emails with no local angle
Inconsistent colors, fonts, or voice across channels
No tracking on what creates appointments
FAQs
Q: How often should I contact my SOI?
A: Aim for one meaningful touch each month. Rotate channel and format so it doesn’t feel repetitive. Calling or texting each contact quarterly is golden.
Q: What’s the easiest place to start?
A: Pick 100 contacts and mail a market stat postcard, send one short email, and schedule a one-hour call block. Keep it simple and repeat.
Q: Do I need a fancy CRM?
A: No. Any tool that stores contacts, tracks tags, and reminds you to follow up will work.
Final Word
Top of mind isn’t magic. It’s a steady rhythm of helpful touches that make you easy to remember when timing flips from “someday” to “now.” Set a light monthly cadence, keep the message local, and measure everything by appointments set.
Originally published on AmericasBestMarketing.com
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