How Long Since You’ve Contacted Your Past Clients?
When Did You Last Contact Your Past Clients?
If you’ve been ignoring them while you worked on listings, showings and closings, now is a good time to get in touch. They may be thinking of a move, or they may know someone who is, so make sure they know how to reach you.
Since real estate sales has been listed as one of the top 10 careers that people are leaving, it pays for you to let them know that you’re still there. If you haven’t written since you closed on their purchase or sale, they might assume that you’ve gone off to do something else.
So write an informative newsletter, letting them know what your market has done over the last few months. If all they’ve gotten is the national news, they’ll be interested in knowing the truth about their own local market. (Or the market that is still home to their friends and family, if they’ve moved away.)
Even if the local news has been less than wonderful, stay upbeat. Tell the truth, but then talk about your successes. If you had something funny or unusual happen while selling a home, tell them about that too.
Entertain them, so they’ll look forward to your next letter.
Meanwhile, keep prospecting.
And whether you’re writing to old contacts or talking with new ones, remind everyone that homes do sell no matter what’s going on in the world, and that you’re ready and eager to market some new listings.
And be careful of the word you choose. Tell them you’re eager, not anxious.
Many would think they have the same meaning, and in a way they do. But there’s a psychological difference. If you’re anxious, it implies anxiety and worry. I would be anxious when anticipating a visit to the dentist. Eager, on the other hand, implies that you’re looking forward to something with pleasure. Your kids are eager to get to the lake for swimming and boating.
So even if it sounds correct, avoid telling a new prospect that you’re anxious to meet them. Instead, let them know that you’re eager.