This week, my team and I talked about the importance of working with our past clients and centers of influence. These leads are absolute gold mines in building a long-term real estate business.
The rule of thumb is that you should be able to get 10% of your business from you database. We must talk to all past clients and centers of influence at least four times a year. Also make sure to send them a quarterly note or post card. These are just friendly reminders that you're still in the real estate business. If you're not going to call them for times, remove them from your referral list. However, just know that if you do this, your past client will become someone else's new client.
Create your top client list. Choose 100 clients who love you, who you love, and who will give you referrals. Also, make an A list and a B list. Call the A's more often, but don't neglect the B list.
To make sure you're keeping up with your past clients, create a call schedule. Make sure that the schedule is specific, and get it finished once you have closed the transaction. For example, schedule a call the day of the closing, seven days later, and two weeks later. Create a calling campaign for your clients. Always ask for referrals, and remind them that you are their real estate resource.
If you have any questions, simply email me, post a comment down below and please forward this to someone you know. Also, send us your referrals if you know someone who wants to buy or sell real estate; we want to send you a bunch of referral fees this year! Thanks and have a great day.
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