Have you fallen out of touch with some past real estate clients? If you’re like most of us, it’s likely that you have. It can be difficult to consistently keep in touch with your former clients, especially as your career progresses and your database grows.
If you’re struggling to keep in touch with prospects, you aren’t alone. The average real estate agent loses over 20% of their clients annually. The most common reason for losing these clients? The Agent failed to keep in touch.
The good news is that it’s never too late to reconnect. The key is to take action now to re-establish the relationship. Once you’re reconnected you can start sending those past clients your newsletters or assigning them to a real estate drip email campaign.
“It’s never too late to reconnect with past clients. Take action now to re-establish the relationship!” [CLICK TO TWEET]
Here’s what to say:
Don’t assume that your past client remembers your name. Eliminate any awkwardness by clearly describing how you know them.
“Hi Susan, this is Candace Green from ABC Realty. It’s been a while since we worked together on selling your home on Maple Street.”
Apologize for falling out of touch
It’s unlikely that your past client is offended that you haven’t been in touch, but it’s nice to acknowledge that you’d like to be in touch more often from now on.
“I’m sorry that I haven’t been in touch more since you’ve moved. How have you and your family been?”
Remind them why you’re here
Whether or not your past client is currently thinking about moving, you have a lot to offer them. Remind them that you’d like to provide them with ongoing value for all things related to home ownership.
“Now that we’re back in touch, is there anything I can help you with? I’d be happy to offer you a home appraisal if you’re interested. If you’ve been thinking of making any changes around your home I’d be happy to recommend some reputable contractors/landscapers/decorators.”
Update their contact information
Don’t fall out of touch again because of outdated contact information or old email addresses. Take this opportunity to update your contact’s information in your real estate CRM. This way you can begin using email marketing to keep in touch with these important contacts.
“While I have you on the phone, I want to make sure I have your current email address. If it’s ok with you I’d like to send you occasional emails about home ownership. What’s your email address?”
Some of your highest quality real estate leads come from your satisfied past clients. Remind them how much you appreciate their referrals.
“If you know of anyone who is considering buying or selling, feel free to share my contact information with them. I really appreciate referrals from past clients.”
Say thank you
Don’t forget to thank your past client for their time and understanding. Let them know that you’ll be in touch more regularly from now on.
“Thanks for taking the time to chat today; it was really nice reconnecting with you. I’ll be in touch every so often. Please don’t hesitate to reach out to me if you have any real estate or home-related questions.”
Update the contact profile
What kind of information did you past client offer you? Did they mention that they are thinking about moving in the next two years? Are they recent empty-nesters who are considering downsizing?
In addition to updating the contact information in your real estate CRM, make notes on any other information your past client shared with you. You can even set some reminders for yourself to reach out to them again in a few months to ask if they’re still considering moving.
Be sure to keep in touch
Don’t make the same mistake of falling out of touch again. Now that you’ve reconnected with your past client, assign them to your monthly e-Newsletter so they consistently receive email communications from you.
If your past client mentioned that they might be considering moving, you can assign them to an Activity Plan created specifically for seller leads.
Use the right tools
We all have a hard time juggling our tasks, contacts, and personal life. Make it easier for yourself by using the right tools to help you stay organized. IXACT Contact’s real estate CRM helps you stay in touch with professionally written and designed monthly e-Newsletters. You can literally set it and forget it! Your past clients will hear from you on a regular basis automatically!
In addition to your monthly e-Newsletters, automated call reminders let you know when it’s time to reach out to a past client on the phone. The reminders will even notify you when it’s a contact’s birthday or move-in anniversary! Wishing a past client well on a special day is a thoughtful, natural way to keep in touch. Try IXACT Contact FREE for 5 weeks and find out how easy it is to keep in touch and maximize your repeat real estate business! Reconnecting with past real estate clients can be easy!