The Hidden ROI of a Great Client Follow-Up Strategy

Why Follow-Up Is More Critical Than Ever

A famous statistic from the National Association of Realtors, states 75% of home buyers and sellers say they would use their agent again—but only 12% actually do.

Why is this true? Poor follow-up.

In today’s competitive real estate market, consistent and personalized communication is what turns a one-time transaction into long-term loyalty and referrals.

Audit Your Current Follow-Up Process

Start by mapping out your current client journey. How many times do you reach out after closing? What channels do you use—email, phone, text, direct mail? If your answer isn’t consistent or automated, you’re likely leaving future business on the table.

Make It Personal, Not Generic

Automated doesn’t mean impersonal. With today’s tools, you can segment your database and tailor follow-ups to each client’s stage, needs, or preferences.

Sending just a listed/sold postcard is a start—but adding mailings with a local market update, Holiday acknowledgment, or home anniversary message can make you unforgettable.

Add Value Every Time

Clients don’t want to be “sold”—they want to be helped. Provide relevant content: a seasonal home maintenance checklist, updates on property values, or neighborhood events.

Each touchpoint should reinforce your expertise and show that you’re thinking about them beyond the sale.

Build a System That Works

Use a CRM to schedule and automate your follow-up sequence. Whether it’s a quarterly newsletter or a birthday postcard, consistency is key. The agents who stay top-of-mind are the ones who stay in business.

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

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