How do you keep in contact with your past clients?

Asked by Jeff Mays, Richmond, VA Tue Mar 11, 2008

How often to mail/call/email?

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Catrina Fost…, Agent, Knoxville, TN
Fri Mar 14, 2008
Hello Jeff,
I use 2 systems. Top Producer and Send Out Cards. I love the Send Out Card system. It allows me to send personal greeting cards for special occassions like Birthdays, Anniversary's and Holidays or even a not to say Hello. I do this just by importing my database and setting up different groups by the type of client they are. I can send a card to my complete database within 30 seconds and I don't even have to lick the envelope or put a stamp on it. It is all done for me. Feel free to contact me off line if you would like additional information. Good Luck!
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Michael Giles, Agent, Beverly, MA
Thu Mar 13, 2008
Hi Jeff,
Keeping in touch is crucial not only with past clients but with your entire database. I suggest you research and invest in one of the datatbase systems with all the bells and whistles. I use TopProducer because I am with Keller Williams and we have a version with our marketing tools on there.

How it works is that while you are entering a client into the address book you will be soucing them and putting them into contact catagories ( Buyer, Seller, Friend etc..) You will also put them onto an action plan that will remind you each time you are supposed to contact them and what type of activity to use(call, letter, e-mail etc..) They have pre written material or you can create your own.

Other than the contacts you have the ability to create and save your own marketing flyers that can be published to the web and used as a link for your website, craigslist etc.. Instantly create a community report simply by plugging in the zip code. Mass E-mail, lead capture, Buyer and Listing presentations and honestly a lot more.

I have never tried any of the other popular systems but look into them and find the one that works best for you and it will keep you in the minds of all of your contacts.
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Kristie Smith, Agent, Indianapolis, IN
Wed Mar 12, 2008
I am totally blugged into the By Referral Only system & it's fabulous!! Let me know if you want to chat & I'll tell you all about it. You should go to one of their 3-day Main Events!

Kristie Smith
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CJ Brasiel, Agent, San Jose, CA
Tue Mar 11, 2008

I use a combination of note cards, emails, phone calls, and visits. On average, I contact them in some way, once a quarter. Many are still interested in investments or what is going on in their neighborhood and that means I touch base about once a month. I get together for coffee, or lunch, and during the holidays dinners and parties.

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Chris and Ma…, Agent, Redding, CA
Tue Mar 11, 2008
Personal hand-written notes twice a year in addition to our "client-dinners". Many of our clients have become very good friends, we get together for dinners with our past clients. This isn't possible with every past client so the hand-written card or the phone call works great. The point is to connect with them at least once every three months (on top of the mailers they receive from us - newsletter).
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Jerry Cibuls…, Agent, Southold, NY
Tue Mar 11, 2008
I find a broad range of contacts that are beneficial to the clients works very well. For example try to keep in contact with letters six months and a year after they have purchased and every year afterwards as an annual congratulations on their purchase. Also try to keep in contact with invitations for summer events, news about real estate in relation to their community. Let them know what you are doing, it is important to keep your personal connection with them and not just business all the time.
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Richard Rawd…, Agent, Southampton, NY
Tue Mar 11, 2008
I place all past clients into a drip campaign,this automatically sends them emails from the base that I have created. You need to stay on top of past clients as much as the new customers and current clients. In todays market conditions,you need to make yourself standout from the rest of the professional real estate community.Do something different than everyone else. Change your mind-set,and the results will change.Remember,the glass is always half full,not half empty.
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