It might feel like your relationship with your clients comes to an end when they get the keys to their new home. However, to maximize your relationships and to be a successful agent, you should consider putting consistent effort into maintaining contact.
Did you know that people move, on average, 11.4 times in their lifetime? When you remember the fact that each person in your network has a network of their own, the growth potential of your database really takes off. One of the best ways to keep up with all your past clients is through what I refer to as, contribution calls.
Contribution calls are the way you check-in with clients that you haven’t spoken to or seen in a while. These aren’t extra formal or lengthy calls; you’re simply making contact. A successful contribution call should be authentic and genuine; you care for your clients, you want to maintain a relationship with them and they should feel that they have an expert in their corner ready and willing to help them (and their network!) with their real estate needs.
When you make your contribution calls, ask if there’s anything you can do to help them out. You will be surprised by how many of these calls can turn into leads. I encourage you to make these calls once a quarter. The easiest way to make sure that you partake in contribution calls and make it part of your ongoing process, is to time block! Time block one day every quarter for these calls.
Another benefit of making these quarterly calls is that they keep your communications skills sharp. Use these calls to strengthen your communication skills, phone skills and relationship building practices.
One question I get from agents quite often is: can we text clients instead of calling them?
Sometimes, yes. There are some clients that prefer to communicate through text or even email. If you know this about a past client, then communicate in whatever way feels authentic to your relationship. However, speaking to the client is the most genuine and authentic method.
When you help enough people get what they want, they will help you get what you want. Contribution calls are your way of being proactive about helping them.
To further help you with your client engagement skills, read this post on creating an optimal lead generation schedule.
