Realtors Followup Often For Repeat Business And Solid Referrals

Writen by Marte Cliff

You're selling a house for a couple who is moving out of state. You think you'll never see them again. Should you stay in touch? Absolutely.

You just helped a young couple purchase their first home and getting them financed was a struggle. Should you stay in touch? Absolutely.

Each and every client and customer you serve well is like a walking advertisement for you - but only if you maintain top of mind awareness through consistent contact.

Just because that couple moved away doesn't mean all their friends and family moved. If they liked you, they'll tell those people, if they remember. That's the big if, and its one you can control. You don't have to call or write weekly, but do stay in touch every month or two. You never know when they'll convince their children or their parents to move and be with them... and those folks will be searching for a Realtor. Their friends will make changes, too.

As for the kids who could barely get financed: You have two great reasons to stay in contact with them.

The first is, of course, their friends and family. Everyone has at least some of those, and everyone likes to talk. Be sure they're talking about you when the subject of real estate comes up.

The second is that things change. They may decide to move and need to sell that house. They may have a boost in finances and want a bigger house - or possibly even a whole portfolio of rental houses. Time flies quickly and life changes. Be sure you're the one they think of when change involves real estate.

Consider holiday gifts that last all year: Calendars with your name and phone number are always good, but I personally shy away from coffee mugs. Unless it's special, we all have too many and they get shoved to the back of a shelf.

You don't need to promote yourself heavily when you contact past customers. If you spent enough time together to feel friendly, consider sending a postcard with a photo of your child or new grand-child. How about a picture of a new puppy or a special flower from your garden... with a friendly note on the back? You can also write a short note to share happy news. Then say "Call when you need me!" and include your contact information.

If your relationship was a bit more formal, use a pre-printed postcard with a tasteful joke or pretty picture. When I used those cards for farming I had people call several years later because they had saved a particularly pretty card.

If your clients are business people, a powerful way to stay in touch is by sending magazine or newspaper clippings specific to their industry. This practice almost shouts "I care about you."

Your past clients and customers are the best advertising money can't buy, so treat each of them as if they were a gold mine - because they are!

Marte Cliff is a Freelance Copywriter and 19-year veteran of the real estate industry. Visit her at http://www.marte-cliff.com/ and sign up for her free monthly advertising ezine and/or her ezine written just for Realtors. Marte also offers a no-obligation critique of your present advertising.