Two lions symbolizing the bond between real estate agents and past clients.

As a sales professional, most of your time is likely spent on new lead generation, which is extremely valuable.

But what if we told you that with less effort and budget, you could generate new leads using past clients you’ve serviced?

In this blog post, we will show why this is critical, and how you can achieve maximum results with minimal time spent.

In a recent study by the NAR (National Association of Realtors), 90% of buyers would use their agent again or recommend their agent to others and 70% of sellers said they would use their agent for future services or recommend them.

Think about all the past clients you’ve helped in the past year, let alone throughout your career. Chances are it’s a lot!

Now, think about your communication with these past clients.

When is the last time you checked in? Was it recently? With all of them?

If not, there’s a very strong likelihood you’re leaving money on the table.

Regardless of whether they’re ready to buy or sell in the near future, you should keep in touch with them. This may still have a positive financial implication on your business, and here’s why.

41% of buyers and 66% of sellers used an agent that was referred to them by a friend,neighbor, or relative.

source: NAR (National Association of Realtors)

It’s simple, people who are happy with your services will recommend you because they trust you and they’re bound to know someone who can use your services too.

However, it’s your job to ensure that you are top of mind so when the chance to recommend you arises, there’s no hesitation. 

That said, imagine what a simple check in from time to time with your past clients could do for your bottom line.

How to Stay Top of Mind with Past Clients

Beyond an initial transaction with a client, there are several ways to provide consistent value so that you stay top of mind.

Here are some follow up tips:

1 . Send valuable content such as:

  • A monthly newsletter
  • A video about local restaurants, properties & neighborhood events
  • Guidance on buying and selling that they can easily share with their sphere
  • Home decor tips for inspiration

2. Send memorable content such as:

  • A personalized video text thanking them for a specific referral
  • A holiday video once a month. There’s a national holiday for everything, National Taco Day is a favorite example of ours, especially since we’re headquartered in San Diego. These are perfect opportunities to get creative and showcase your personality.

3. Invite them to a local event and ask them to bring a friend, family member, coworker, or someone they know.

This could be an event you are hosting or simply planning on attending. For high-end clients that could produce a lot of referrals, consider inviting them to a sporting event!

At the end of the day, the power is in the follow up .

When you are consistently top of mind, people will remember to refer you to their sphere because of the exceptional experiences you deliver, both before and after the home buying/selling process.

The more referrals you receive, the less time you have to spend hunting for new leads.

If you’re looking for more creative ways to step up your follow up game with your contacts…

Check out the Follow Up Master Plan.  

A visual of free resources to help sales professionals with their follow up.