How to Build a Steady Stream of Client Referrals — in Just One Year

Oct 27, 2025

Referrals and repeat business remain the backbone of a successful real-estate practice. Yet many agents don’t treat it with the system and focus it deserves. In this article, you’ll uncover the proven, actionable formula that top agents use to double referrals within 12 months—and how you can apply it, too.

1. Why Referrals Matter More Than Ever

Many marketing channels cost you time and money—with lower trust rates. By contrast, referrals come wrapped in credibility and cost little.

One study found that up to 92% of consumers trust friends’ and family’s recommendations above all else. IXACT Contact

2. Build a Visible, Value-Driven Touch System

It’s not enough to close a file and move on. A system of consistent touches keeps you top-of-mind:

Personal anniversary postcards (1 year after closing)
Market update emails (quarterly)
“Check-in” calls or texts (semi-annual)
By staying present, you increase the likelihood that happy clients will refer you when someone asks: “Who’s your agent?”

3. Timing Your Referral Ask With Purpose

Asking too soon or without a relationship causes friction. Wait until you’ve delivered value, solved problems, and built trust. At that point, you can say:

“I’ve loved helping you over the past year— if you know anyone who’d appreciate the same, I’d be honored to assist them.”
This approach respects their time and positions you as a trusted advisor—not a salesperson.”

4. Create a Simple Referral Funnel

Make it easy to refer: provide clients a simple “Refer a Friend” form, email link, or text number.
Offer value: When someone refers a friend, send a genuine thank-you gift or note—this encourages repeat referrals.
Track results: Keep records of who referred, who closed, and ensure you follow up with both parties.

5. Invest in Memorable Marketing Touchpoints

Referrals often happen because you stay visible and deliver exceptional service. Use marketing assets that reinforce your brand. For example, our Referral-Ready Postcards help you:

Send meaningful, branded mail pieces to past clients
Encourage referrals without being pushy
Maintain a consistent presence in mailboxes

When you commit to a system that nurtures relationships + asks smartly + uses visible touches, you’re no longer hoping for referrals—you’re generating them intentionally. Double your referrals in 12 months? Yes—you can when you treat it like the strategic growth engine it is.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

2. The Free 2025 Q4 Real Estate Marketing Guide

Kickstart 2025 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here

3. The Free Interactive 6-Month Real Estate Business Plan

The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here

How to Host a Community or Client Appreciation Event for Thanksgiving

Oct 24, 2025

Why Thanksgiving Is the Perfect Time to Connect

Thanksgiving naturally centers on gratitude, community, and connection — three values that also drive long-term success in real estate.

Hosting a client appreciation or community event during this season isn’t just a nice gesture; it’s a strategic way to deepen trust, nurture referrals, and remind past clients why they loved working with you in the first place.

According to the National Association of REALTORS®, client relationships remain the leading source of repeat and referral business, with 38% of sellers and 36% of buyers finding their agent through a referral from family or friends (NAR Profile of Home Buyers and Sellers, 2024).

That means maintaining visibility through genuine appreciation can have a measurable impact on your future transactions.

1. Pick a Theme That Feels Like You

Your event doesn’t need to be elaborate or expensive — it just needs to feel authentic. Here are a few ideas agents have used successfully:

A casual “Pie Pickup Party” where clients drop by for a pumpkin or apple pie and coffee.
A “Thank You Brunch” hosted at a local café with family-style seating.
A Community Gratitude Drive collecting food or donations for local charities.

Choose a format that reflects your personality and fits your market’s vibe — whether that’s cozy and family-focused or professional and polished.

2. Make It About Them, Not You

The heart of any appreciation event is genuine gratitude. Start your remarks by thanking your guests for being part of your journey — whether as clients, referrals, or neighbors — and acknowledge their role in your business success.

Keep the focus on connection, not conversion. Ironically, when people feel appreciated rather than sold to, they become even more open to recommending you to others.

3. Invite Thoughtfully and Follow Up With Heart

Your invitation sets the tone. Use warm, personal language — something like:

“I’m so grateful for the people who make this community feel like home. I’d love for you to join me for a small gathering to say thank you.”

After the event, send a thank-you postcard or handwritten note.

Mention a personal moment you enjoyed — “I loved meeting your daughter” or “I hope you enjoy that pie!” — to reinforce the relationship.

4. Add a Touch of Real Estate Value

Between the food, laughter, and conversation, it’s okay to include a short, educational moment that provides value.
For example:

A quick market update: “Here’s what we’re seeing in the local housing market this fall.”
A homeownership tip: “Here are a few ways to add value to your home before spring.”

The goal is to stay helpful and top-of-mind — not to pitch.

5. Capture and Share the Connection

Take a few photos (with permission) and share highlights on social media. Tag guests if appropriate, post a “thank you” message afterward, and mention how much you enjoyed connecting.

This not only strengthens relationships but also shows your broader network that you’re an active, community-driven professional.

6. Don’t Let It Be a One-Time Gesture

One event can open doors, but consistent appreciation keeps them open. Consider setting up a holiday scheduled campaign or client appreciation calendar — a mix of personal touches and automated outreach that keeps you visible all year long.

ProspectsPLUS! offers a ready-made holiday postcard campaign that makes this easy — just choose your design, schedule your send dates, and we handle the rest.

💡 Quick Takeaways:

Focus on gratitude and connection rather than promotion.
Keep the event personal, local, and authentic.
Follow up with handwritten notes or postcards to extend goodwill.
Capture photos and share highlights on social media for added visibility.
Repeat the gesture seasonally to maintain strong client relationships.

❤️ Final Thought

When you show appreciation in meaningful ways, you don’t just remind people you’re their REALTOR® — you remind them you’re part of their lives.
And that kind of connection doesn’t just fill your calendar — it fills your career with purpose.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Q4 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Before a Homeowner Ever Decides to Sell on Their Own, There’s a Story Behind it

Oct 16, 2025

Why FSBOs Are Still Worth Your Time

“For Sale by Owner” listings make up a small portion of today’s market — less than 7% of all home sales according to the National Association of Realtors — but they represent an opportunity-rich niche for agents who know how to approach them the right way.

Most FSBO sellers aren’t avoiding agents out of dislike; they simply think they’ll save money or can handle the process alone. But when you show them that hiring you adds value, not cost, everything changes.

Step 1: Shift Your Approach from Pitch to Partnership

The fastest way to turn a FSBO conversation around is to stop “selling” and start helping.

Instead of, “I’d love to list your home,”

try, “I completely understand wanting to try it on your own — many homeowners start that way. If you ever want a quick pricing analysis or help reviewing your buyer’s offer, I’m happy to help.”

You’ve just positioned yourself as a resource instead of a rival.

Step 2: Use Curiosity-Based Questions to Build Trust

When reaching out by phone or at the door, lead with empathy and curiosity.

Example Script:

“Hi [Name], I noticed you’re selling your home yourself — it looks great! I’m just curious, what made you decide to go the FSBO route?”

Their answer tells you everything you need to know. Are they trying to save money? Avoid pressure? Move fast? Each reason becomes your path in.

Follow-Up Script:

“That makes sense — a lot of owners start there. If you’d ever like a free local market snapshot or a few tips on increasing your visibility, I’d be glad to share those.”

You’ve planted a seed of trust — and curiosity about what you know that they don’t.

Step 3: Offer Value That Eases Their Frustrations

Most FSBO sellers quickly discover three pain points:

Limited exposure — their listing isn’t reaching enough qualified buyers.
Pricing confusion — they’re unsure how to price competitively without undercutting themselves.
Paperwork overwhelm — legal forms, disclosures, and negotiations feel daunting.

Use these frustrations to demonstrate your value with helpful, low-pressure offers:

Provide a free home valuation or FSBO success checklist.
Share a market update postcard showing local activity and price trends.
Offer a contract review session or open house checklist.

Each step keeps you visible as the expert who helps, not sells.

Step 4: Stay Present with Gentle Follow-Up

Consistency builds familiarity — and familiarity builds trust.

Create a simple follow-up rhythm:

Week 1: A quick “hope it’s going well” text with a helpful tip.
Week 2: Drop a FSBO postcard highlighting a success story or useful stat.
Week 3: Call or email offering free feedback on their photos or pricing.

Many FSBOs hire an agent within 30 days after listing — often the one who’s been most helpful.

Step 5: When They’re Ready, Make the Transition Easy

When they reach the point of frustration, they’ll remember who guided them — you.

Transition Script:

“You’ve done a great job getting this far. If you’d like, I can step in and handle the marketing, showings, and negotiations from here — that way you can focus on your move and still get the best price possible.”

You’re not taking over — you’re taking the stress off.

The Takeaway

The secret to FSBO conversion isn’t pressure — it’s patience, presence, and value.
When you show up consistently with empathy and expertise, you stop being “another agent” and start being their solution.

Helpful Tool: FSBO Postcard Series

Stay top-of-mind with our FSBO postcard series — designed to educate and build trust with sellers who are trying to go it alone.
Each postcard delivers helpful, non-salesy tips that keep you positioned as the professional they’ll call when they’re ready for help.

👉 View the FSBO Postcard Series →

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Q4 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Make Your Holiday Gifts Work for Your Business (Without Feeling Salesy)

Oct 16, 2025

Why Gifts Are More Than Gestures

Holiday gifts aren’t just nice—they’re strategic. When delivered thoughtfully, they reinforce your brand and deepen relationships.

Studies show that real estate marketing gifts can increase referrals by about 22% when done consistently and meaningfully. Twibi

Gift Ideas That Build Connection

Here are gift ideas that feel genuine and leave a lasting impression:

Customized home décor — a framed sketch of their new home, or a decorative address plaque.
Local experiences — gift cards to neighborhood restaurants, tickets to community events, or a membership to a local museum.
Lifestyle bundles — think “cozy winter kit”: soft throw, coffee blend, holiday candle.
Useful upgrades — smart plug, video doorbell, or home maintenance vouchers.
Charitable donation — make a small donation in their name to a cause they care about.

National Association of Realtors supports personalized closing gifts, such as a custom cutting board or a service —as great gifts that clients remember. National Association of REALTORS®

Timing & Frequency: When to Send

The Customer Appreciation Series is shown above.

At closing — send your “welcome home” gift immediately so your final impression is strong.
Holiday window — send between late November and early December, when inbox and mailbox activity slows and gratitude stands out.
Anniversary gifts — send something for 1-year or 5-year homeownership anniversaries.
Client Appreciation reminders — intersperse with your Customer Appreciation postcard series (thank-you, home anniversary cards) so you stay top-of-mind all year long.

Measuring ROI & Impact

You don’t need a huge marketing budget to see results. A few metrics to track:

Referral rate within 12 months from clients who received a gift.
Repeat business rate among gift recipients.
Engagement responses (thank-you notes, social comments, messages) when gifts arrive.
Cost vs. reward ratio — even modest gifts (e.g. $20–$50 thoughtful items) often pay back through a single referral or sale.

Agents who use appreciation as a system—not a one-off—tend to see stronger pipelines and more consistent referrals. Homelight+1

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Q4 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Turning Downtime into Prime Time: Productive Moves Between Closings

Oct 13, 2025

Every real estate agent knows that quiet stretch between closings — when the phone slows down, deals are wrapped up, and you suddenly have space to breathe.

While it’s tempting to coast, this “downtime” can actually become your most powerful growth window if you use it wisely.

Here’s how to turn slow weeks into prime time for your business.

Reconnect with Past Clients and Leads

Did you know that 65% of an agent’s business typically comes from past clients and referrals (NAR 2025). Yet most agents only reach out when they need something.

Use this lull to rekindle relationships — send a friendly check-in, deliver a homeowner tip, or share a local market update. It’s not about selling — it’s about staying memorable.

Even a short “How have you been?” text or postcard can bring you top-of-mind right before someone decides to sell.

Refresh Your Marketing Systems

Take an honest look at your marketing funnel. Which postcards, emails, or social campaigns brought in your last listing lead? Which fell flat?

Focus on optimizing your 20% that drives 80% of your results.

Update your database with new contacts.
Schedule next quarter’s direct mail campaigns.
Create fresh email templates or neighborhood content.

Automation tools and pre-scheduled campaigns let you “market in your sleep” — so your pipeline never pauses when you do.

Build New Skills and Smarter Strategies

Markets change fast — and agents who keep learning stay earning.

Take a micro-course in negotiation, AI-powered prospecting, or social video marketing.
Practice listing presentations or objection handling with a peer.
Set one professional goal for next quarter and reverse-engineer your action steps.

Think of this as reloading your expertise before your next sprint.

Test a New Lead Source

Downtime is the perfect low-pressure moment to experiment. Try:

A hyperlocal postcard series to homeowners likely to sell soon.
A referral incentive for your past clients.
A new script or funnel for FSBOs or expired listings.

The goal isn’t perfection — it’s practice and data. Even one new test can reveal your next profitable niche.

Refuel Yourself, Too

Burnout is real, and your energy is your brand’s engine. Use this time to rest, reflect, and reimagine what success looks like. A relaxed, focused you is the best asset your business can have.

Downtime isn’t the absence of opportunity — it’s the space where growth quietly happens. The most successful agents don’t just “get through” slow seasons; they use them to prepare for their next breakthrough.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Q4 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

How to Use Holiday-Themed Market Reports to Attract Sellers

Oct 13, 2025

The holidays are more than twinkle lights and shopping lists — they’re one of the most underused opportunities in real estate marketing.

While most agents slow down, the smartest ones turn this season into a lead-generation advantage by using holiday-themed market reports to connect with potential sellers.

Why Holiday Market Reports Work

During the holidays, homeowners are reflecting on family, on finances, and on future plans. Many wonder if “next year” might be the year to sell. By sharing timely, relevant data wrapped in a seasonal theme, you position yourself as both helpful and human.

A well-crafted holiday market report feels less like a sales pitch and more like a thoughtful gift of insight. It’s an easy, genuine way to start the “thinking of selling” conversation.

Many homeowners begin exploring their options months before they’re ready to list — which means your December outreach could naturally turn into new listings by spring.

How to Make Your Reports Stand Out

Think beyond spreadsheets. Your holiday report should blend local data with storytelling and visual appeal. Here’s what to include:

Festive Framing: Use light seasonal language (“Winter Market Warm-Up,” “Santa’s Sleigh of Sold Homes”) to grab attention while staying professional.
Local Insight: Highlight 2–3 key metrics that matter most — price trends, inventory levels, and days on market — with comparisons to the previous year.
Homes & Life Magazine is show above.

Visual Appeal: Add a simple chart, map, or neighborhood snapshot to make data more digestible.
A Real-Life Story: Include a short client example or testimonial that demonstrates success during the holiday season.
Action Step: End with an offer: “Want to see what your home might sell for this winter? Get your personalized holiday home value report.”

Keep It Light, Helpful, and Consistent

You don’t have to drown readers in stats — sprinkle data into a story that feels conversational. Focus on what your audience cares about: Can I sell my home in winter? Will I still get a good price?
Spoiler: yes.

Homes listed during the holiday season often face less competition and attract more motivated buyers. Shoppers who are actively looking at this time of year are usually serious about making a move, which can lead to smoother, faster transactions.

By showing up with insights when other agents go quiet, you become the trusted voice homeowners remember when they’re ready to act.

Your Next Step

Send your holiday-themed market report to your sphere, farm area, and past clients — by mail. Then follow up with an email offering a quick 10-minute call to discuss how these numbers affect their home’s value.

💡 Pro Tip:

Pair your holiday report campaign with the Q4 Homes & Life Magazine or Market Dominator Newsletter to reinforce your expertise with professional, branded materials that land right in your farm area’s mailboxes.

PLUS: When you have time…below are some marketing tools to help support your success.

The Free 2025 Q4 Real Estate Marketing Guide

The Free Interactive 6-Month Real Estate Business Plan

Key Dates for Real Estate Agents: Preparing for End-of-Year Success

Oct 2, 2025

Why End-of-Year Planning Matters

The final quarter of the year can feel overwhelming for real estate agents—but it’s also one of the best times to position yourself for new listings.

Homeowners are reflecting on finances, planning for the year ahead, and considering moves that align with life changes. By staying ahead of seasonal milestones, you can finish the year strong and start the next with momentum.

November: Holiday Outreach & Client Care

November is the time to strengthen your sphere. Holiday postcards, recipe cards, or client appreciation events help you stay visible while building goodwill.

According to NAR, 80% of buyers and sellers work with the first agent they connect with, so consistent, relationship-driven outreach this season pays dividends.

Sample Script:
“Hi [First Name], as we head into the holidays, I just wanted to wish you and your family a wonderful season. If you’d like a quick update on your home’s current value, I’d be happy to send it over—no obligation, just useful info for your plans.”

December: Market Updates & Business Planning

December is an ideal time to share year-end market updates with your farm. A clear snapshot of sales trends and equity values helps homeowners see you as the go-to advisor.

It’s also your chance to finalize your business plan for the new year. Setting goals, creating a Q1 marketing calendar, and scheduling campaigns now ensures you hit January prepared, not scrambling.

Sample Script:
“Hi [First Name], I just finished preparing a year-end market update for [Neighborhood]. It’s a quick look at home values, average days on market, and what’s trending. Would you like me to drop a copy in your inbox?”

Early January: Tax Prep & Recordkeeping

While technically a new-year task, smart agents use December and early January to prepare. Organize receipts, mileage logs, and marketing expenses to avoid a last-minute scramble at tax time.

Good recordkeeping also helps you measure ROI on your marketing efforts and refine your strategy moving forward.

Sample Script:
“Hi [First Name], many of my clients are gathering tax records right now. If you’d like a simple report on how your home’s value changed in 2025, I’d be glad to prepare one for you—it can be useful for planning.”

Key Takeaway

A little preparation today creates less stress tomorrow. By aligning your calendar with these key dates, you’ll strengthen relationships, showcase your expertise, and maintain a full pipeline through the holidays and beyond.

👉 Pro Tip: Pair these dates with scheduled postcard campaigns—like Holiday Postcards, Market Updates, or Recipe Cards—to stay consistently in front of your farm.

Start a Scheduled Campaign Now →

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Q4 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

From Pumpkins to Leads: How October Giveaways Help Agents Grow

Sep 29, 2025

Why Seasonal Contests Work

October gives you a built-in theme homeowners already love. A simple, seasonal giveaway or contest creates a friendly reason to interact with your brand, start conversations, and collect permission-based leads—without pressure.

Easy Giveaway & Contest Ideas

🎃 Pumpkin Carving Contest: Invite photo submissions via a short entry form.
👻 Costume Giveaway: Prizes for cutest kid, most creative adult, or best pet costume.
🍁 Fall Recipe Raffle: Enter to win a cozy-fall gift basket or local bakery gift card.
🏡 Neighborhood Fall Photo Contest: Celebrate porch décor or leaf-peeping pics—great for social sharing and visibility.
🎯 Guess the Pumpkin’s Weight: Classic, quick, and fun at open houses or community booths.

How to Capture Leads (Without Pressure)

Keep the entry form short (name, email, neighborhood). Make rules and deadlines clear. Use a branded confirmation email to thank entrants and set expectations for the drawing date.

After the winner is announced, send a friendly follow-up offering a seasonal resource or market update.

Pro Tip: Extend the Connection

Don’t let engagement end with the contest. Follow up your audience touchpoint with recipe postcards to your farm. “Keepable” mail with a timely fall recipe (pumpkin bread, apple crisp) keeps you on the fridge—and top of mind—long after October.

Takeaway

October contests make your marketing fun, approachable, and memorable. Pair them with consistent mail—like recipe postcards—and you’ll turn seasonal buzz into steady brand recognition and new conversations.

Get Referral Postcards Now →

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Q4 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

How to Nurture Past Clients for End-of-Year Referrals: A Proven SOI Campaign Structure

Sep 18, 2025

Why Past Clients Are Your Best Referral Source

As the year comes to a close, many agents shift focus to wrapping up deals. But some of the most valuable business opportunities are waiting in your sphere of influence (SOI)—the past clients, friends, and neighbors who already know, like, and trust you.

According to NAR, 36% of sellers find their agent through a referral from friends or family, and 67% of repeat business comes from SOI relationships. With gatherings, holiday conversations, and family visits, the final months of the year are prime time for referrals.

Step 1: Personal Check-Ins

Start with simple, personal outreach. A quick call or text to past clients can both strengthen relationships and spark natural referral conversations.

Sample script:
“Hi [Name], just wanted to wish you and your family a wonderful holiday season! If you hear of anyone thinking about moving in the new year, I’d love to help them the way I helped you.”

These touches show you care and subtly remind clients you welcome referrals.

Step 2: Tangible Marketing Touches

Consistency is key. While phone calls are personal, you also need visible, professional touches that keep your name in front of your SOI. This is where postcards shine—tangible, memorable, and shareable.

Our Referral Postcard Series is designed to do the asking for you with messages like:

“I’m never too busy for your referrals.”
“A referral from you is the highest compliment I can receive.”

These postcards spark conversations that naturally lead to introductions—without feeling pushy.

Step 3: Structured Cadence

To maximize impact, build a simple campaign rhythm:

1 personal call or text per past client before year-end.
1 postcard drop (referral-focused) to reinforce your message.
1 social media post thanking clients for referrals, which shows gratitude and reminds your network you value introductions.

This three-step cadence keeps you top-of-mind and positions you as the go-to agent as soon as real estate comes up in conversation.

Step 4: Express Gratitude

Referrals grow when clients feel appreciated. A small gift, handwritten note, or public thank-you goes a long way in showing you don’t take their trust for granted.

Ready to Spark Referrals Before Year’s End?

Your past clients already trust you—now’s the time to remind them you’re ready to serve their friends and family too.

👉 Explore our Referral Postcard Series today and make it easy to stay top-of-mind when clients are gathered with loved ones.

Get Referral Postcards Now →

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Quarterly Real Estate Marketing Guide

Kickstart each quarter with the Quarterly Real Estate Marketing Guide, designed to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! –Click Here

3. The Free Interactive 6-Month Real Estate Business Plan

How to Capture More Listings from Your Sphere This Fall: Scripts + Postcards That Work

Sep 18, 2025

Why Your Sphere Is Your Fall Goldmine

Your sphere of influence—past clients, neighbors, friends, and community contacts—is one of the most powerful sources of listings. According to NAR, 67% of sellers found their agent through a referral or repeat business. This means staying visible with your sphere isn’t optional; it’s essential if you want to be the first call when someone decides to sell.

The Power of Seasonal Check-Ins

Fall is a natural time to reconnect. Kids are back in school, routines have settled, and homeowners start thinking about holiday plans and even making moves before year’s end. A quick, personal check-in can be all it takes to uncover hidden opportunities.

Here are three ready-to-use scripts you can try this week:

Friendly Market Update Script:
“Hi [Name], hope you’re enjoying the cooler weather! I just ran the latest numbers for [neighborhood], and home values are up about X% over last fall. Would you like me to put together a quick update for your property?”
Holiday Conversation Starter:
“Hi [Name], the holidays are right around the corner—are you planning to host family this year? I’ve been helping several neighbors prep their homes for sale before the new year. Curious if you’ve thought about timing in 2025?”
Service-Oriented Script:
“Hi [Name], just checking in! I’ve been sharing resources with my clients on how to prepare their homes for fall. Want me to send you a copy?”

Postcards That Keep You Top-of-Mind

Not every touchpoint can be a call—and that’s where postcards shine. They’re tangible, memorable, and easy to personalize. Options like:

Fall Recipe Postcards – keep it light and community-oriented.
Just Listed / Just Sold Postcards – build social proof by showing activity.
Holiday Greetings – remind your sphere you’re more than just a transaction.

Postcards create what psychologists call the “mere exposure effect”—the more people see your name and face, the more likely they are to trust and call you.

Consistency Creates Conversions

The key isn’t just one call or one postcard—it’s steady, predictable visibility. Agents who market consistently to their sphere see up to 67% more repeat and referral business (NAR). By layering personal calls with postcard marketing, you create a rhythm of trust that turns into listings.

Ready to Put This Into Action?

ProspectsPLUS! makes it easy to send Holiday & Seasonal Postcards that complement your outreach. Choose from dozens of professionally designed templates, add your personal branding, and schedule for the entire season—so you stay top-of-mind without adding more to your plate.

👉 Browse Fall Postcards Now →

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Quarterly Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Plan Your Holiday Season Marketing: Real Estate Strategies You Need

Sep 12, 2025

Don’t Let the Holidays Slow You Down

The winter and holiday season often sees many agents pull back—but that’s a mistake. Home sales in late December tend to close faster because sellers are motivated and there’s less competition in the market.

Staying active during this period gives you an edge most agents won’t take.

Use Holiday Themes to Create Emotional Connection

Clients are more sentimental during the holidays. Personalized holiday postcards, festive phone calls, gift bag drop-offs, or a “12 Days of Real Estate Tips” campaign will help you stay top-of-mind with past clients and referrals.

Send holiday-themed campaigns to nurture relationships and build goodwill heading into the new year.

Mix Digital & Traditional Channels for Maximum Reach

Blending channels is essential. Statistics show that 96% of buyers start their home-search online.

But offline channels like direct mail postcards or local print ads still carry weight—for example, a well designed mailed greeting or postcard can break through the digital clutter. SEO, video content, email drip campaigns, and social posts should all echo your holiday message.

Leverage Local Influencers & Community Partnerships

Collaborate with local businesses for cross-promotions (e.g. holiday lighting company, local charity) or engage neighborhood influencers to amplify your holiday content.

AINfluencer reports real estate campaigns partnered with influencers are delivering strong ROI when they’re authentic, localized, and part of a cohesive plan. Ainfluencer+1

Action Steps (Get These Done This Month)

Audit your contact list: past clients, expireds, referral sources. Plan custom holiday cards or e-mail greetings for each segment.
Create a schedule/calendar: define which days you’ll send emails, post holiday content, run specials or open houses, send direct mail.
Write & design holiday-themed content now: tips for winter prep, cozy staging, gift guides for homeowners. Ensure SEO keywords like “holiday home buying tips,” “winter listings,” “end-of-year real estate deals” are included.
Partner locally: reach out to one local business or influencer for collaboration. Host a small holiday event or contest.
Measure & tweak: track open rates, social engagement, website visits. Adjust subject lines, timing, or visuals based on what’s resonating.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 2025 Quarterly Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Turning Expired Listings into Your Hottest Leads This Quarter

Sep 12, 2025

Why Expireds Are a Q3/Q4 Goldmine

“Expired listings represent some of the most motivated sellers… they’ve already raised their hand to sell—they just need a stronger plan and better results.” —Tom Ferry.

Expired listings are up ~17.6% over last year, and 2025 could close with 20% more expired listings than 2024 — a big opportunity if you’re targeting relists.”—and relisting succeeds 71.2% of the time when sellers switch agents. Homes for Heroes

What Sellers Want to Hear

Many “stale” listings reflect overpricing, weak marketing, or poor communication—precisely what you can fix with a data-driven relaunch and a clearer pricing story.

Use social proof and a crisp plan: new media, better distribution, and weekly seller updates.

Expired Listing Postcards are shown above. To learn more, **Click Here.**

Multichannel Outreach That Cuts Through

Direct mail continues to out-pull pure digital: recent DMA findings show 2.7%–4.4% response rates and ~14% conversion, beating email averages by a wide margin. Discover Publications

Blend targeted postcards, value-first emails, and friendly phone calls over 21 days. Pair each touch with a “why it didn’t sell” micro-diagnosis and a next step (CMA, prep checklist, or price strategy session).

Influencer Jimmy Mackin advises empathetic scripts and steady follow-up to win reluctant expireds.

Action Steps (Do These This Week)

Pull Daily Expireds in your MLS; tag by price band and DOM. Cite three likely failure causes in a one-page plan.
Mail Day One: targeted postcards. Email Day Two: “3 fixes that sell what didn’t.” Call Day Three: 90-second consult offer.
Relist Kit: Fresh media, show-ready checklist, and pricing visuals from local comps.
Measure: Track contact rate, consults booked, relist rate, and days-to-contract.