How To: Retain Previous Clients

Congratulations! You closed escrow on a property for your client(s). This is a happy day, not only for your client(s), but for you as well. Now that this book has closed though, what’s next? For many, it’s hopefully time to really zero in and focus on your other files, whether they are listings or in pending status. But regardless if this was your only file that you had going on at the time or if you are a top producer, this is the perfect time to make sure that you have collected all important client contact information for your clients. Believe me, you’re going to regret this if you don’t!

I recently did a poll in a private Real Estate group on Facebook that currently has over 230,000 followers from all over the United States. The question I had asked was:

“After escrow closes, what kind of follow up/communication do you do with your client?” And here are the totals I received:

Several times a year: 77%

Once a year: 4%

Once a month: 4%

Every few years: 1%

None: 1%

Depends on the client: 9%

Birthdays and Holidays: 4%

I was thrilled to see so many agents making the commitment to keeping in contact with their clients! When I was practicing full time, there were so many clients that I met that had never heard a word from their previous agent after close of escrow, and so they were willing and open to working with someone new (lucky me right?) I quickly learned that such an easy way to retain clients, is to keep in contact with the previous ones. Need some ideas? Let me give you some easy ways to do this:

1. After close of escrow, send them a thank you note. If you are missing important dates (birthdays, anniversaries) this is a perfect time to request them. Be sure to send them a stamped envelope so that they do not have to provide a stamp! Or you can also tell them they can send this information via email. Here's a thank you card bundle that I love:

2. Send cards to your clients on their birthdays AND anniversaries. They will really appreciate that you remembered them on such a special day. Check out these cute cards that your clients will love!

3. Send cards on major Holidays such as Fourth of July, Thanksgiving, Christmas, Hannukah, etc. Or have a Veteran as a client? Why not send them a card on Memorial Day?

4. In January the following year, send them their Final Statement that was given out at close of escrow from the title company for their taxes. They will appreciate this!! This is also a great time to check in with them and see how they are doing.

There are so many other ways too. Be creative! The more personal the touch, the better your clients will think of you, remember you and most of all, refer you to their friends.

What are some of the ways that you keep in contact with your clients after close of escrow?

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