Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Judy Moses, the president of Pathway Home Realty Group, for her tips for keeping in touch with past clients.
Yes, I have a system! It starts with a calendar.
8. Notate every holiday for the year. Include national, local, religious and ethnic holidays. Consider your method of contact for each.
- Chinese New Year. I send ecards to my Chinese clients.
- Religious holidays. You can google and discover important dates for all kinds of holidays. Passover, Easter, Rosh Hashanah, Christmas, Hannukah, New Year’s. I send some snail mail cards, or some ecards depending on the holiday. I like to mix it up a bit. My motto is ‘Never be boring.’ I may deliver gifts to recently closed clients, or good referral sources.
- Mother’s Day – visit with flowers! Everyone is thrilled to see flowers arrive at their door.
- Halloween – I have a lot of fun with this holiday. I like to visit with a fun mask or hat, and do a ‘reverse trick or treat.
You don’t have to do the same contact for every client – you may call some, email others, visit others. Mix it up!
7. Next trip through calendar: Statistics
- I send quarterly statistics compared to the prior year. I send these by postcard.
- Annually, I have a running total of sold volume and average prices over the past 17 years. I mail some, email others.
6. Next I schedule a monthly visit to HouseLogic.com. I look to see if there are any interesting homeowner tips I can share. We can do this by email, snail mail, post to facebook. It is especially good for home maintenance seasonal tips.
5. Cost vs. value report – this is a great reason to keep in touch and can be found in the remodeling magazine. www.remodeling.hw.net/cost-vs-value/2015
4. Client Parties – Is there something you have done for your clients each year? Any party you like to give? Put it in the calendar now. Events are great for keeping in touch. You can send an evite, a postcard or card invite, make a call, thank them for coming to the event. We get a lot of mileage out of events.
Some events I have given: A Pottery Barn party, right at the Pottery Barn store, a Farewell to Summer Brunch in September, a Thanksgiving Pie pick up a pie and mingle event, a mid summer Ice Cream Social.
3. Do you know your clients’ birthdays, home anniversaries, wedding anniversaries? Great excuses for calls, notes, token gifts.
2. Updated market analysis, or simply snapshot of the neighborhood activity on their home anniversary.
1. As you peruse the MLS listings – do you notice an address in the neighborhood of a client? Call them and/or email them with the listing. Folks love to know what’s happening in their area.
Whatever you do…do something! Provide value consistently to clients and it will pay dividends in the form of repeat business and referrals.
Judy Moses is the president of Pathway Home Realty Group. The Boston native has been a Realtor since 1986, working in Boston and the western suburbs. As an independent broker/owner, Judy and her team dedicate themselves to the best interests of their clients.