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Marketing You: Past Clients, Future Sales

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You’ve seen the reports that only one in four buyers and sellers use the agent they previously worked with on their next transaction. That figure is astounding, especially when 99 percent of buyers claim they would use their agent again or recommend their agent to others, according to data from the NATIONAL ASSOCIATION OF REALTORS®. There’s obviously a disconnect, and somewhere along the way these consumers disengaged from their agent.

So what are some ways you can stay in touch with your past clients and be top of mind when they’re ready for their next transaction? Hear how these REALTORS® have stayed in touch with their past clients by adding their own personal touches.


Handwritten Notes Never Go Out of Style

In today’s digital world, emails are sent often and just as frequently are deleted or forgotten. The art of the handwritten note seems to have fallen to the wayside for many, but not for Associate Broker Stephanie Vitacco with Keller Williams in the Greater San Fernando Valley.

Vitacco says, “I am notorious for being in a neighborhood and having sold a home to someone in the area so I will pop open my trunk in which I keep a bevy of ‘Stephanie Vitacco’ scratch pads, pens and now, hand sanitizer – all shamelessly with my information on it! I will write a quick note and door drop or pop it in their mailbox.”

Not only does the client actually interact with the note and sanitizer, but they continue to see it over and over again.

As for why Vitacco does this, she says “It’s very important to stay in touch with past clients so they think of you for all things real estate! Out of sight, out of mind.”


Friends in High Places

It wasn’t that long ago when store shelves were bare, and the most sought-after items were toilet paper and antibacterial wipes. People masked up and stood in long lines hoping to score some on their shopping trip. Some even attempted to get tips on when they would be restocked. Imagine if you could have been a hero and somehow have conjured up those treasures for your clients. Well, that’s exactly what REALTOR® Ines Negrete with Regency Real Estate Brokers in Orange County did.

Negrete worked with her contacts at stores to find out when shipments would come in so she could purchase toilet paper and antibacterial wipes. Then, following CDC guidelines, she’d head out to the homes of her elderly neighbors and both past and present clients every week to deliver these essential items.

“I did this weekly for months,” says Negrete. “My clients were really appreciative since the items were so hard to come by. It showed them I cared about their well-being long after the transaction closed.”


Just Pick Up the Phone

Author Gail Honeyman once said, “We can all fight against loneliness by engaging in random acts of kindness.” Although we are starting to see the light at the end of the tunnel, many people have felt lonely and isolated over the last year. Broker Sabrina Brown knew many of her clients were isolated at home and some without family or friends. So, she went back to basics and just picked up the phone.

“My clients welcomed the distraction of the phone call and appreciated the fact that I had taken the time to check in on them,” says Brown. “I also would also follow up with a text of motivational quotes or memes depending on how the conversion went. The time was also therapeutic for me, it made feel as if I was making a difference.”

As Brown notes, the real estate industry is built on relationships and it’s important for clients and the community to know “we are going to be there through it all. The good times as well as the trying times.”







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