It happens to all of us: we get so caught up in the frantic activity of daily life that all of a sudden it’s been six months since you last spoke with a client.Maybe something came up in your life where you had to put your business on hold for a while and you’re beginning to get back into the swing of things again. Or, perhaps it’s been three years since you sold a couple their house and the closing was the last time you spoke with them. Is it too late to reconnect with your clients? No way! Anytime is a good time to get reacquainted with your former clients! Even if you haven’t spoken in years, it’s easy to touch base and commit to serving them again; you just have to make the effort. Here are four suggestions:
1. Pop by with a small gift. The gift doesn’t have to be fancy; just something small and useful. Call them ahead of time and say, “I’m going to be in your area and I thought I’d pop by…”
2. Meet for coffee. It’s a quick and low-fuss way to reconnect with past clients that can fit into anyone’s busy schedule. The point of this meeting is to get reacquainted with your client, so be sure to ask lots of pertinent questions. Just make sure that you limit the time to a half hour or so.
3. Have lunch. This type of meeting will be slightly longer, as it will give you the opportunity exhibit your extensive knowledge of the market. During this meeting, you’ll catch up with your client and update them on the state of the local market. Be sure to have a copy of Brian Buffini’s Real Estate Report handy in print or on your tablet.
4. Host a client party. Although it takes more planning, a client party will allow several of your former and current clients to mingle as you work the room to reconnect. Be sure to plan the event at least two weeks ahead of time to ensure that most people are able to attend. Since you may exchange business cards with several people, carry a pen so that you can write notes on the back.
• Have a place in mind if you’re meeting for coffee or lunch, and give them options about available days and times.
• Stress that it isn’t a sales call; instead, it’s a way to reconnect and find ways to serve them better.
• Maintain a positive outlook about the market.
• Ask great questions and be sure to input new and updated information into your database.
• Always send a personal note after your meeting.
• Look for opportunities to help.
• Ask for a referral: “Oh, by the way®…I’m never too busy for any of your referrals.”
Once you reconnect with former clients, add them and their updated information to Referral Maker™ CRM. Referral Maker is the real estate CRM is designed to help you track your numbers, update your database and make it easier for you to Work by Referral. Click here to learn more and to start using Referral Maker CRM today.