Connect with former clients — RISMedia

Although there is no indication that house prices will stabilize, it is likely that real estate sales will slow over the summer months. Use this downtime to your advantage by reviewing your database and reconnecting with past clients.

Satisfied customers are an incredible source of future sales and referrals, especially in today’s hyper-competitive marketplace. Recommended companies come with a built-in level of trust that can bridge the gap in establishing a business relationship. Take advantage of these techniques to turn your old customers into new opportunities.

  1. Improve your communication skills. You’ve probably heard the saying, “You can catch more flies with honey than with vinegar.” All relationships are best approached with positivity, and when kindness is at the forefront of your communication, it’s easier to open closed doors.

If your first two quarters have been full of negotiation-fueled conversations, you may need to adjust your style. Choose to connect with past clients with words that emphasize “we” as opposed to “I”, reminding them of the positive experience they had working with you.

  1. Review your notes. Before reaching out, check your client’s file to see if there is a natural reason to contact them. For example, an upcoming birthday or life milestone is a great reason to send a card. Maybe you noticed that he is a sports fanatic and he can choose to connect to the victory of his favorite team.

If your database is thin on the ratings, reach out to us to share timely updates on market changes or just say “hello”. Make this your starting point for recording every customer interaction in a reliable customer relationship management system so you always know what to say when you contact.

  1. Inform customers of market changes. Reconnect with past customers by providing timely updates in today’s market. By sharing relevant real estate or homeownership information, you become their trusted expert and are top of mind when they are buying or selling.

If you already send a monthly mailing to prospects, add your past clients to this mailing list. Don’t forget to add a handwritten note with the first send to acknowledge that you’ve lost touch and can’t wait to bring them back to your community.

  1. Host a customer appreciation party. With a little planning, you can plan a memorable experience that’s sure to get your customers talking.

Planning your next customer party can be a breeze. Be sure to work at least a month before the event date and have a solid plan for following up with your guests.

People like to be thought of, and when you decide to reconnect, it can bring joy to their day. Considering that the National Association of REAL ESTATE AGENTS® identified that 75% of buyers would use their agent again or recommend their agent to others, reconnecting with past clients is a smart marketing tactic.

Working with a coach is an effective way to refine your business plan, refresh your communication skills, and gain the confidence you need to stay accountable and achieve your goals. Buffini & Company’s One2One Coaching™ includes private coaching calls, a monthly marketing kit, and a user-friendly CRM to organize your client notes.

To learn more, visit www.buffiniandcompany.com/o2o.

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