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Why Staying Connected with Past Clients is Non-Negotiable

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What happens when you lose touch with past clients?


Nothing—at first. Life moves forward. You stay busy chasing new leads and juggling deals. Meanwhile, your past clients get mail from other agents, see competitors' ads online, or receive referrals from friends. Slowly but surely, they forget about you. Then comes the sting: one of those past clients lists their home with someone else.


If you're not consistently in front of your past clients, you're handing opportunities—and commissions—to someone else.


The good news? Staying top of mind isn’t complicated. Staying in touch is not rocket science and it doesn’t require a PhD. What staying in touch does require is consistent effort. Past clients are your most valuable resource. They already know and trust you. They’ve experienced your expertise firsthand. By keeping the connection alive, you’re building a loyalty pipeline that brings repeat business and referrals for years to come.



How to Stay Top of Mind


There’s no shortage of ways to connect with past clients. Different methods require different levels of effort and investment. Whether you have a lot of time or just a little, there’s always a way to reconnect.


To help you get started, we’ve put together a short list of strategies that make it easy to stay connected with your past clients—and keep your name at the top of their minds.


- Direct Mail. A postcard or newsletter is a physical item in someone’s world. When it sits on someone’s counter, fridge, or desk, they think of you every time they see it. When you share home maintenance tips, market reports, local sports schedules, or even a personal update you are increasing the relevancy of that mail piece, meaning they are more likely to look at it and reference it.


- Phone Calls. A simple check-in call or a personalized message can make a lasting impression. Ask how they’re enjoying their home or if they have any real estate-related questions. You can make these quick phone calls from just about anywhere, making them a versatile way to spend your time.


- Client Appreciation Events. Host events like a holiday party, barbecue, or “thank you” gathering for past clients. These events help maintain relationships in a casual, enjoyable setting. Nothing says top-of-mind like making a memory they’ll remember for the rest of the year, if not longer.


- Handwritten Notes. Send a handwritten thank-you card or a note to commemorate special occasions like anniversaries, birthdays, or major life events. The personal touch goes a long way. The more digital our world gets, the more a handwritten note stands out!


- Customized Gifts. Send small gifts like branded calendars, coffee mugs, or home- related items (a welcome mat or toolkit) with a note thanking them for their trust and referrals. Gifts are marketing made tangible.


Why You Can’t Wait to Start


The longer you wait to reconnect, the harder it becomes. Relationships fade. Familiarity wanes. And let’s be honest—your competition isn’t sitting idle. Every week they’re putting postcards in mailboxes, running ads, and building their presence.


Don’t let that happen to you.


Take some time to think about your outreach strategy. Which approaches resonate with you? Which ones fit your schedule? Most importantly, how can you make connecting with past clients a natural part of your routine?


With the right mix of effort and planning, you can turn those small gestures into long-term loyalty and a thriving business built on trust and referrals.

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