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5 creative ways to thank your past clients
You probably already know that in real estate, staying in touch with past clients is always good idea. What you might not know is just how essential it actually is: 82 per cent of all real estate transactions come from repeat business and referrals. With that in mind, here are five creative ways to stay in touch and maintain those client relationships that offer VALUE rather than a sales pitch.
#1 MAINTAIN YOUR CRM (Client Relationship Marketing System)
The number one mistake I witness in both rookie and experienced agents is not using a proper Client Relationship Management (CRM) system. Your database is your gold mine, and you are the one who fills it with treasure! Put the time in now and you will reap the rewards for the rest of your career. With your clients safely managed you can keep important dates scheduled, you can mass email conveniently, and you can purposefully make your calls without hesitation.
#2 MONTHLY MAGAZINE SUBSCRITPION
Setting up your past clients on a monthly e-newsletter is fine – even expected. Keeping them on a quarterly snail mail campaign will appeal to some, but adopting a gift of tangible value will thrill even the most cynical receiver. For a mere $35 per year you could ‘gift’ clients with a beautiful home magazine or decorator’s publication; they will fondly appreciate the gesture and think of you every month!
#3 ANNUAL ANNIVERSARY REMINDER
Years go by quickly, so an unexpected reminder of a happy event is always a welcome surprise! Whether you send a bouquet of flowers, bottle of wine, or dinner certificate, with that kind of attention, your clients will regard you as more than just a sales person.
I also like to add in a reminder to call past buyers at their 4-year anniversary and have the conversation with them – “I know that studies show people feel like moving around every five years. If and when your family starts feeling that way, don’t hesitate to reach out! And in the meantime, if you need any referrals for home updates or repairs I would be happy to send you my personal list of recommended providers.”
#4 PERSONALIZED MOVING BOXES
When you gift your clients with some kind of keepsake, whether it’s a custom-made cutting board, a picture of their home or quality moving boxes stamped with your logo, there is no doubt that when they start to think about moving, they will see something that reminds them of you!
#5 PAY ATTENTION ONLINE
I like to promote what I call “Attentive Lead Generating”. What would happen if you took the time to learn what was going on in the lives of your people? You could take the opportunities to meet them where their needs are and build a positive reputation.
If someone loves their dogs, send them a link to the best dog parks in your city.
If you notice someone is under the weather, send over a decorative tea mug, tea, throat lozenges and a note of caring.
Weddings, jobs, trips, etc, all give you the opportunity to send helpful articles or small thoughtful gifts, and it shows that you are thinking of them as more than just a commission cheque. The number one need people have, they say, is to be seen and known. Show your sphere that you want to know them better and you will never have to cold call again!
There are unlimited ways to show your network that you care – and the more personalized and unique, the better. Use this list as a staring point, think up some and start reaching out!
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