Do you want your real estate clients to keep coming back to you again and again? Real estate agents need to employ good client retention practices, and the first rule of thumb is following up after a home sale. Never assume that the job is done after the sale – not if you want those clients to use your services again. Stay in touch. Follow up. Don't let them forget you.
Buyers and sellers want to use the same agent for their next real estate transaction. According to NAR, 88% of buyers say they would use the same agent again.
So how do you make sure that they call you the next time they are moving? Communication. You need to keep yourself top-of-mind with your clients. That doesn't mean you should email or call every day. Chances are they won't use you again if you bombard them. Instead, aim to send them some sort of communication just a couple times a month.
There is an art to following up after the sale, but it does not need to be complicated. Here are some tips for staying in touch with your real estate clients.
1. Send Your Real Estate Clients a Survey After the Closing
Send your clients a quick five-question survey about three weeks after they move into their new home. This three-week time frame is the sweet spot because it gives your clients enough time to get comfortable in their new home. You don't want your follow-up to seem like jusn another chore in the middle of a slew of moving boxes.
Include a personalized note at the top of the survey congratulating them. Ask for some feedback about how they thought the sale went, and inquire if they were satisfied with your service. It may also help to include a housewarming gift with the survey so clients feel as if you were a part of welcoming them into the next chapter of their lives. In most cases, your clients want to hear from you and will be happy to send you feedback.
2. Reach Out to Your Real Estate Clients on Their Birthdays and Anniversaries
Sending holiday cards is a popular way for real estate agents to stay in touch with their clients, but since December greeting cards are so common, they can easily get lost in the holiday shuffle.
Be a little creative when it comes to mailers. Send your past clients a card for their one-year anniversary in their home. No one else will remember that but you, and it's a nice reminder of their milestone. You can also send birthday cards and wedding anniversary cards – even pet birthday cards! If you inject a little fun and creativity into your mailers, this will set you apart from other businesses. Be sure to make everything you send personalized and not generic.
3. Be a Real Estate Resource to Your Clients
More than anything, people will come back to you if you position yourself as a resource to your clients. Be a one-stop authority for everything they need related to their home. Once they move in, be there to provide names of landscaping businesses, plumbers, electricians, roofers and more. You can even create a referral network of local businesses who will mention your services when you mention theirs.
It's also important to let past clients know about other home sales in their neighborhood, information about mortgage rates or new developments in their area that may impact property values. Your past clients will recognize your expertise and want to hire you again if you possition yourself as an expert and a helpful resource.
4. Get Your Real Estate Contacts in Order so You Can Reach Your Entire Sphere of Influence
You might be surprised to learn how many people you're connected with who know someone considering a move. Your sphere of influence includes your friends, family, current and past clients, neighbors, and everyone you're connected with on email and social media. You should be reaching out to these people on a regular basis to remind them that your services are available and you're a trusted resource for everything related to their home and moving. Make sure you organixe all your contacts into one centralized list and communicate with them regularly.
5. Most Agents Utilize Automated Real Estate Newsletters to Stay in Touch
You can easily stay in touch with your sphere of influence by sending out your very own automated email newsletter. Real estate email newsletters are one of the easiest and most effective ways of reaching past and potential clients. Your newsletter can offer advice about buying a home, home improvement tips or information about your own listings.
An email newsletter is a soft approach to keeping in touch with your sphere of influence while offering them useful content about everything related to home-ownership. It's also one of the best ways to position yourself as a real estate resource and stay top of mind with new and existing clients.
A Real Estate Marketing Opportunity Awaits
Real estate agents are always on the move, so it is understandable that you might not have time to organize all the contacts you have in Gmail, Yahoo, Facebook, LinkedIn, Twitter and more. HomeActions provides a twice-monthly automated e-newsletter to everyone in your sphere of influence by doing the organization part on your behalf. The setup takes no more than 48 hours, and you will be delivered an alphabetical list, organized by where the contact came from (Gmail, Facebook, LinkedIn, etc.), which will be used to automatically send your contacts a newsletter chock-full of great content. Once you have an organized sphere of influence, you can use it however you see fit, such as for real estate farming purposes.
HomeActions offers a set-it-and-forget-it product that you know is delivering your contacts valuable content on your behalf. However, there are tons of options to customize the content as you see fit, and we encourage you to feature your current listings.
Visit HomeActions.net today to start connecting with your clients after the sale and building more referral opportunities.