Acquiring new clients and customers costs five times as much as retaining existing ones. But, according to the NAR®, only 9% of RE agents ever contact their clients after closing.
88% of buyers said they would use their agent again…
61% even said they were “very satisfied” with their experience, yet only 25% of sellers used an agent they’d worked with in the past.
So, if the best clients to “get” are the ones you’ve worked within the past, then why is it that 91% of RE agents don’t keep in touch with their past clients?
Because the ways we’ve been taught to keep in touch with past clients are way too time-consuming.
And then when you finally sit down to “keep in touch” what should you do that doesn’t feel totally awkward or like you are begging for clients?
I have a completely different way of approaching what I call your After Phase.
The After Phase is how you keep in touch with your past clients after the transaction is over.
I like to think of the transaction as just the beginning of the relationship, not the end.
So, on this episode of Confessions of a Top Producing RE Agent, I’m sharing a way for you to think about keeping in touch with your past clients in a way that doesn’t take much of your time…
Doesn’t require you to pick up the phone…
Or have coffee dates…
Or drive around “popping by” with gifts…
And doesn’t bug them for referrals.
The point of keeping in touch with past clients is not to “get” clients from them. It’s to be the RE expert and resource in their life and truly help them be great homeowners. Your dentist, doctor, accountant, lawyer, literally no one else in your life is calling you asking you “who you know,” and neither should you.
Your past clients should be reaching out to you saying things like:
“Thanks to your recommendation, we saved $1,200 on our bathroom renovation!”
“We are thinking of moving, can you help us figure this out?”
“Introducing you to Sally who just moved to the area, can you please help her find a home!”
And that’s exactly what will happen when you put Pillar 5 of the 5 Pillars of a Successful RE Business in place in your business.
And, the best part is, you can automate almost all of this, while still making it feel personalized to each and every client.
To your success,
Resources mentioned in this episode:
QUIZ: Which Pillar Do You Need In Your Business To Bring Clients To You? (Coming To The Inner Circle November 9th) Join Here. It’s Free!
*Stats came from the NAR® except for that first one, which I got from Invesp Consulting.
Agent Grad School is the best online business school for modern real estate agents. We teach a proven system to have a successful real estate career using smart, unconventional strategies and modern marketing methods to attract clients.
about your instructor
Hi, I'm Jennifer!
I'm a real estate agent, creator of Agent Grad School and host of the podcast Confessions of A Top Producing Real Estate Agent. I teach real estate agents the exact steps I used to become one of the top 1% of agents in the US using online marketing and modern, out-of-the-box business strategies.
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