nurture. It is the most efficient way to move leads and prospects through the sales funnel. Do it correctly, and eventually you’ll have clients who, if nurtured, may provide you with referrals.
Thank you for reading this post, don't forget to subscribe!Nurturing your past customers requires constantly re-engaging with them post-transactional.
1. Make Sure Your Customer Service Is Unforgettable
No, you don’t need to present them with a whirlwind trip around the world at the finale. These are the little things that when added will make the best impact and last long into the future:
- Keep probing slowly until you fully understand their wants and needs.
- Return call as soon as possible.
- Contact them frequently to keep them up to date on how the transaction is progressing or to see how they’re doing and if they have any questions or concerns.
- Listen to your customers—really listen.
- Let them know by word and deed that they are never alone during a transaction.
2. Keep them informed of the latest local housing market news
Create a customized housing market news report template to send to former clients quarterly, semi-annually or annually.
Homeowners like to know how their home is worth. Keep it easy to understand by using lots of visuals.
3. Just Listed and Just Sold
Be alert for homes that have just been listed or sold in your former clients’ neighborhoods. This is the perfect time to reconnect and show that you are in the know about local real estate. You will find some great Just Listed and Just Sold postcards right Here.
4. Celebrate With Them
Hopefully, you’ve kept track of important dates in your former clients’ lives. This includes birthdays and anniversaries (especially the anniversary of when they bought their house).
Mark those dates to send a small gift to the former client’s office.
Why office?
Ask anyone who has received a bouquet of flowers at work how many of their co-workers asked who they were and what the occasion was.
Just imagine how much free word of mouth advertising you’ll get when your former client tells co-workers that this was a gift from their real estate agent to celebrate the anniversary of their home purchase.
5. Send an updated CMA
Your past customer reevaluation efforts should include an annual CMA to give them an idea of how their home is doing in relation to market value. They may not be looking to sell, but they are probably curious about the current market value of their home.
Make sure you put this task into your CRM so you don’t forget about it.
Re-connecting with people you’ve done business with is a tried and tested referral generator.
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