- Episode 13 -
Like most agents, I found myself losing touch with my past clients.
Here are the people that you spent weeks and months with, learning everything from their financial state, to their likes and dislikes, their kid’s birthdays and pets’ names. You knew where they liked to vacation and even celebrated milestones like weddings and births while comforting them when they had to deal with the loss of a loved one. You were their psychiatrist, their financial advisor, their community director, their confidante.
Then you get to the light at the end of the tunnel – closing day.
Everyone is happy that the deal is finally done. You have fun reminiscing while they sign for their new home, or you talk about what they will do with all the money they made as they start on a new adventure elsewhere. You pop open champagne, shake hands on a job well done, and even share hugs as you part ways always promising to stay in touch.
But do you?
Realtors have people come and go in our lives all the time. There are those that make an impact and you wonder how you ever got along without knowing them. Others teach you something new along the way. And then there are those that unfortunately you are happy to bid farewell. But most past buyers, sellers, and even renters, need to remain close at heart, they need to stay on the radar, and in the majority of cases, should command the attention they deserve.
But how do you go back to those people after time has passed? In some cases, years have gone by without even a second thought.
I started with the basics – a simple phone call or a hand-written note. A card on their home anniversary was a great way to say you remember them and to find out if they are still in love with that dream home you helped them find. If not, how can you help them find another one? I had always kept a calendar that I called my “worthless bits of information calendar”- but it was anything but worthless. It housed tidbits of data that clients shared with me. Using this valuable information when I wrote or called, conjured up thoughts of days gone by and these “long lost pals” were so surprised that I remembered the smallest of details.
I made this one of my goals for 2014 and as the final quarter begins I recently reflected on what I accomplished. The nearly 200 “old friendships” that I resurrected are now sending me referrals, calling me to share in their life events and introducing me as “their Realtor” when we run into each other. It’s nice that they still think of me the same way they did on those closing days so long ago.
Kay Conageski is a professional Realtor® with The Keyes Company based in Plantation, Florida. Check out her RESAAS profile ›