Real estate is as much about building relationships as it is about selling properties. As agents, we understand that our past clients are a treasure trove of potential leads and referrals. According to the National Association of Realtors, 41% of home sellers found their agents through referrals, and an additional 23% used the agent they previously worked with to buy or sell a home. It's clear that reaching out to past clients can yield significant dividends. Here's how you can tap into this resource effectively without being invasive.
1. Stay Top of Mind through Regular Communication
Keeping in touch with your past clients is essential. The aim is to stay at the top of their minds, so they think of you when they or someone they know needs real estate services. This can be done through personalized email newsletters, market updates, or holiday greetings. The key is to provide value in your communication, so it doesn't feel like spam.
2. Provide Ongoing Value
Providing ongoing value after a deal has closed is a great way to keep past clients engaged. This could be in the form of home maintenance tips, neighborhood market trends, or invitations to exclusive events. This not only keeps you relevant but also reinforces your image as an expert who goes the extra mile for clients.
3. Leverage Social Media
Social media is an excellent tool for maintaining connections with past clients. Engage with them by sharing helpful content, responding to comments, and even celebrating personal milestones. Remember, your relationship with your clients doesn't have to end at closing; social media allows it to evolve into a lasting connection.
4. Ask for Reviews and Testimonials
Online reviews and testimonials play a critical role in building your reputation. A survey by BrightLocal found that 87% of consumers read online reviews for local businesses in 2020, up from 81% in 2019. Don't hesitate to ask satisfied clients to share their experiences online. Not only do these reviews provide social proof to potential clients, but they can also lead to referrals.
5. Implement a Referral Program
Consider setting up a referral program that rewards past clients for referring new business to you. This could be a discount on future services, a gift card, or a donation to a charity of their choice. Such gestures can strengthen your relationship with past clients and incentivize them to spread the word about your services.
Reaching out to past clients is an effective marketing strategy for real estate agents. At Blanchard and Calhoun, we know the power of a happy client and the value they bring in terms of referrals and repeat business. By maintaining regular communication, providing ongoing value, leveraging social media, encouraging reviews, and implementing referral programs, you can keep your past clients engaged and transform them into your most effective marketers.