Keeping in Touch With Past Clients.
Past clients already know your service. Staying in touch helps keep the relationship active and can lead to repeat business and referrals.
Past clients are some of the most valuable people in your database.
They already know you and have first-hand experience of your service.
Keep the relationship active.
Useful reasons to reconnect include:
Sale or purchase anniversaries
Local market updates
Recent sales nearby
Changes in property value
Investor updates
A simple personal check-in
The contact does not always need to be about selling.
Record important details.
Your CRM should show:
What property they bought or sold
When the transaction happened
Important notes
Previous conversations
Future plans
Next follow-up
This makes future contact more relevant.
Use anniversaries carefully.
A purchase or sale anniversary can be a good reason to make contact, but it should feel personal.
Avoid making every anniversary a templated marketing message.
Sometimes a short call is better.
Watch for changing circumstances.
Past clients may:
Buy again
Sell again
Invest
Downsize
Refer family or friends
Need advice years later
Keeping the CRM current helps you recognise these changes.
Stay useful.
The goal is not to contact past clients as often as possible.
It is to stay relevant enough that they still think of you when property comes up again.