Q: Denise, I have been burned by past clients this last year. I have had 3-4 people who wound up going with another agent. I am mailing my past clients and sphere each month, but I don’t call or see them live. Is the monthly mailer enough? Do I need to do more? I am competing with a lot of different real estate agents with a lot of different business models and I think that my past clients keep getting lured away my new shiny business models and they are not even giving me a call! Just tell me what to do.
A: My formula has always been to connect with all past clients, potential clients, and your sphere database each month via mail. In addition, you need a strong past client program that includes something special that you do for them each year. Here are some ideas:
- Hold a client appreciation event
- Do an Annual Client Review for them which is a special property report (send via mail)
- Provide them with a gift (possibly around the holidays or at a client appreciation event)
- Provide them with an offer for a free annual real estate consultation
- Provide them with an individualized video
Doing something personal for past clients is key!
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Denise,
When you say to connect with past clients, sphere, etc., by mail each month I assume you mean postal mail, not email. Is this correct?
Thank you.
Marianne – Email has it’s place, but yes, here I am referring to postal mail. That gives your client something to touch, it is much more likely to actually be seen, you don’t have to worry about whether your message works with their technology, and it gives you the full freedom of how to express yourself through your brand. – Denise