No Client Should be a “Former Client.” Five Strategies to Reconnect

    Nurturing. It’s the most effective method of moving leads and prospects through the sales funnel. Do it right, and you end up with clients who, if nurtured, can provide you with referrals.

    Nurturing your past clients requires reconnecting with them consistently after the transaction.  

    1. Ensure that your customer service is unforgettable

    No, you don’t need to present them with a whirlwind trip worldwide at closing. It’s the small things that, when added up, will leave the best impression and one that will last far into the future:

    • Keep probing, gently, until you fully understand their wants and needs.
    • Return calls as quickly as possible.
    • Reach out consistently to keep them abreast of the transaction’s process or see how they’re doing and if they have any questions or concerns.
    • Listen to your clients—really listen.
    • Let them know, in word and deed, that they are never alone during the transaction.
    2. Keep them abreast of the latest local housing market news

    Create a customized housing market news report template to send to former clients quarterly, semi-annually, or annually.

    Homeowners love to know how their home is holding or not holding its value. Keep it simple to understand by using lots of visuals.

    3. Just Listeds and Just Solds

    Be alert for just listed or sold homes in your former clients’ neighborhoods. This is the perfect time to reconnect and show that you’re keeping abreast of local real estate.  You’ll find some brilliant Just Listed and Just Sold postcards right here.

    4. Celebrate with them 

    Hopefully, you’ve kept track of important dates in your former clients’ lives. This includes birthdays and anniversaries (especially the anniversary of when they purchased their home). 

    Mark those dates to send a small gift to the former client’s office. 

    Why the office?

    Ask anyone who has received a bouquet of flowers at work how many of their co-workers asked who they were from and what the occasion was.

    Just think how much free word-of-mouth advertising you’ll get when your former client tells coworkers that the gift is from their real estate agent to celebrate the anniversary of their home purchase.

    5. Send an updated CMA

    Your past client reconnection efforts should include an annual CMA to keep them abreast of how their home stacks up regarding market value. They may not be considering selling, but they are most likely curious about their home’s current market value.

    Make sure you put this task in your CRM so you won’t forget about it.

    Reconnecting with folks you’ve done business with is a tried-and-true referral generator.

    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 6-Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

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

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

    4. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.