Top Four Ways to Maintain Contact with Your Clients Post-Close
By John Giannone | October 14, 2022
It is no secret that a strong real estate agent’s business grows on itself. After all, most of an agent’s deals are either repeat business or referrals from previous clients. The question then is, how can one foster relationships with previous clients to keep them coming back? The answer is to maintain contact with them in a genuine way that shows you value the relationship. Remember, if you are out of sight, you are out of their minds. Let’s explore the top four ways to maintain contact with your previous clients.
1. Be a Resource for Home Maintenance/Improvement
As a real estate agent, you likely have worked with various vendors like painters, contractors, electricians, and other providers. This knowledge is valuable to your clients, so don’t hesitate to make them aware of your usefulness at closing. There’s no better way to reinforce your importance to a client than to be a solution provider. Let them know you are happy to assist at any point in their homeownership. Additionally, you can offer up other resources like financing tools for their home projects. For instance, Feeasy® is a free tool your clients may use to compare rates from over 50 of the nation’s top lenders for collateral-free personal loans up to $100,000 and terms up to 12 years. Here are two other posts that may be useful for your client: Three Simple Steps to Getting a Personal Loan and Five Simple Pre-Sale Home Improvements to Maximize your Home Value.
2. Send Closing Anniversary Cards
One of the simplest ways to maintain contact with your clients is to send them a thoughtful, handwritten card on the anniversary of their closing. This reminds them that you are thinking of them. In the card, try to include a personal touch to continue building a lasting relationship with them. There are many great companies, like Handwrytten, that allow you to custom-create handwritten cards at reasonable prices that get shipped straight to your clients.
3. Recent Sales
After purchasing, most people do not keep a close eye on recent transactions in their neighborhood. As an agent, you should take the opportunity to demonstrate your expertise and inform your clients of comparable sales near them. Of course, if you live in an area with tremendous volume, you won’t want to bombard your clients. It’s best to consolidate these recent sales to maybe once or twice yearly. In your outreach, be sure to include data on the overall market, mortgage rates, and any market nuances you have noticed. Keep it simple but informative. Again, the main purpose of this outreach is to bring yourself into your clients’ minds.
4. Acknowledge Referrals
Referrals are not only a way to expand your business, but they serve as a means to touch base with the referring client. After receiving a referral, you should immediately reach out to the client who referred the new lead and thank them. Avoid sending an email – a nice hand-written letter is a very professional and elevated way to thank someone. Additionally, if the referral results in a closed deal, you should thank your client again and consider sending a thoughtful and potentially useful gift. If your gift is something the client can use for many years to come, they will think of you every time they use it.
Maintaining contact with your clients is one of the keys to a strong, lasting relationship. Keep yourself in the forefront of your client’s mind with these four simple steps.
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