From Out of Touch to Top of Mind

Cleaning up your database did you come across clients that you haven’t talked to in the last 12 months? Or last three years? If you’ve been in the real estate business for any length of time, you likely came across a few. Falling out of touch with contacts is nothing to be embarrassed about, it’s expected to happen. Rather than trying to (impossibly) prevent it, be prepared to correct it.

The most best way to reconnect is with a phone call, especially if a long time has gone by. But, it’s not the only way. Here are three strategic approaches you can take to close the connection gap:

  1. Check their social feeds and engage with them online
  2. Host a party or do a giveaway and personally invite them to attend or participate
  3. Share news – Sell a home nearby recently? Make a company change?

Tip: Collect robust client details, such as birth dates (for kids and pets too) and anniversaries, and plug them into your CRM for automatic messages or into your calendar to provide a personal call or note. “Maintenance marketing” like this is easy to do, low cost, and a gentle reminder of who you are and what you do.

Script:

Hi Tom,

This is Stephanie from Baird and Warner. It’s been awhile since we last connected so I wanted to reach out. I’m sorry we haven’t been in touch sooner since […your move] […we sold your home].

How are you [and the family]?

Let me know if there’s anything I can help you with. I’m happy to connect you with my contractors or give you a current market analysis.

Is this […email] […mailing address] still the best for you? *Review their database details

It’s great to be back in touch! Don’t hesitate to contact me if you think of something I might be able to help with…”