Maintaining connections with buyers and sellers can easily slip our minds after closing a deal. During the process, frequent communication may be the norm, but as time passes and our focus shifts to other clients, we may unintentionally neglect our past ones. However, it’s crucial to keep in touch with these clients if we aim to foster repeat business and receive referrals from them in the future.
Finding the right balance between staying in touch with past clients and managing current ones, along with other responsibilities, can be challenging. To achieve this balance, the key is to have a well-thought-out plan in place. Without a plan, even the best intentions can fall by the wayside as we find ourselves pulled in different directions by various tasks.
Once you successfully close a transaction, the next vital steps are essential for long-term success and building enduring client relationships. These five steps serve as the foundation for securing a client for life and ensuring future success in your real estate endeavors.
- Write thank-you notes. Begin by thanking your client but go the extra mile. Did someone refer this client to you, whether it was another agent or a past client? Take a moment to extend your appreciation to them as well. While it may not be feasible to individually thank every lender, inspector, and agent involved in each closing, carefully consider each transaction, and acknowledge those who went above and beyond. It could be the agent on the other side, a diligent lender who ensured timely loan processing for a tight closing, or an accommodating inspector who accommodated your client’s work schedule. Remember, a successful closing is a result of collective efforts. By expressing gratitude to those involved, you foster relationships that contribute to your long-term success.
- Add your client to your databasewith all their contact information. Ensure that you include their phone numbers, email addresses, and don’t overlook their new address. It’s crucial to input this information across all your systems, including your CRM, email database, and cell phone contacts. If you haven’t connected with your client on social media yet, take the initiative to search for them on various platforms and establish that connection.
- Request a review. If you haven’t prepared an email template for post-closing requests, take a few moments to craft one that you can use consistently. There are numerous websites available for collecting reviews, and you have the option to utilize multiple platforms if desired. Websites like Realtor.com and your own website may enable you to post reviews directly. If you receive a review on platforms like Facebook, Zillow, or Google, ensure to duplicate it on other relevant sites, maximizing the number of reviews you have on each platform.
- Remember to include your clients in your mailing list for birthday and home anniversary cards. If you don’t have their birthdays on hand, consider checking their profiles on Facebook or simply ask your clients directly. Sending these thoughtful cards is an excellent way to maintain a connection with your clients long after the closing.
- Incorporate your client into your designated call list. If you haven’t established a call list yet, it’s essential to find an effective way to organize your past clients, sphere of influence, and other individuals you should keep in touch with. As you proceed with future marketing efforts, it’s crucial to include your past clients. However, nothing quite leaves an impression like a personal phone call. Aim to make at least two calls per year to each client as a minimum. You can choose to call all past clients at the same time or divide them into manageable portions over a set period, such as weekly or monthly. Whatever approach you take, it’s crucial to plan for and prioritize these calls to ensure they actually happen.
Nurturing relationships requires effort, and implementing these steps from the outset ensures a satisfying and enduring connection between you and your clients.
EPISODE RESOURCES:
Episode 2: 4 Ways to Turn a Client Into a Raving Fan
Episode 3: 7 Tips to Organizing Your Real Estate Database
Episode 7: How to Get Your Past Clients to Leave Amazing Testimonials
Episode 16: Goal Setting Roadmap – Client Relationships
Episode 23: Don’t Underestimate the Power of Connection with guest Amy Stoehr
