Keep In Touch With Clients Using Relationship Management

In real estate, one of the biggest things you want to do is to start and keep a relationship with your prospects and clients. You don’t want someone to “forget” that you are in the real estate industry right after the transaction is complete or if they aren’t quite ready to purchase. You want them to think of calling you right away when anything real estate-wise pops in their head. Ideally, you want to follow up with both sides of the transaction, both sellers and buyers. Yes, follow up with the buyer even though they had a buying agent! They will be impressed that you acknowledged them. Who knows, their agent may have moved on, leaving their client a wide-open lead in the future or a source of referral just for you.

The follow-up timelines for both sellers and buyers are similar. Of course, your conversations will be different but you want to leave a lasting impression on both of them.

Buyer Follow-Up

• 1 month: How’s the house? How was your buying agent and their staff?
• 3 months: How’s the house? Getting to know neighbors? Any questions/concerns on the area? Can I help you with anything?
• 6 months: Was in the neighborhood (it is your area after all!) and thought I’d stop by and say hi! If you know anyone needing help selling their home, let me know.
• 9 months: Need anything?
• 12 Months: Congratulate them on their 1 year anniversary with a nice card or little something. They will think it's a nice touch.

Seller Follow-Up

• 1 month: Escrow refunds, taxes and insurance taken care of? How’s their new place? Any feedback on your services? Do you need anything else from me?
• In-state moves – 4, 8, 12 months: How are you? Know of anyone who needs my help?
• Out-of-state moves – 6, 12 months: How are you? Know of anyone who needs my help who moving to my area?

 *Courtesy of Homevalueleads.com

 

* Specific loan program availability and requirements may vary. Please get in touch with your mortgage advisor for more information.