But like most it takes alot of practice to stay focused.

I also use the Lowes Realtor program

1-To stay organized, I use “Top Producer” which notifies me of the purchase anniversaries, birthdays, and holiday mailings. I have purchased and added a few hundred letters for every occasion which are downloaded to Top Producer. I can print a letter and addresses on the envelope through top produce in a matter of minutes.

2- Like many agents mentioned in this blog, I use Brian Buffini “100 days to Greatness”
system for following up with clients. I teach that course and the “Ultimate Agent” program (for agents producing over 100k” in our office in our Office in Rockville, Maryland. This course is a bit more advanced and adds business networking to the first course.

3-In addition to monthly phone calls and ‘pop-by’s, I send calendars, hand written cards, e-mails.

4-I invite clients to gather for Game Nights, Picnics, and Happy Hours every couple months. I invite my new clients so they can get to know my past clients.

6-I have been using the Lowes customer follow up program for a few years. Clients love to get the coupons and other valuable information.

Thanks.
Cyrus Anvari
ABR, CRS, GRI, E-PRO, CNHS
RE/MAX New Horizon
Broker in MD, VA, DC

Something that I have had particularly good luck with over the years are client appreciation events. I invite all of my clients (usually have around 150 in attendance) to the movie on a Saturday morning in early summer (depending on what movie I choose). It has been a great way to build customer loyalty & I always get 2-3 referrals minimum within a few weeks after the event.

I do Thanksgiving cards as I just felt it was too much at Christmas and it is my way to thank them. As they have babies etc…we acknowledge them.

We put the new buyers on the Lowes program and get great feedback on that.

Client appreciation party once a year.

One way to communicate with past customers is to have them participate in surveys or focus groups about a particular neighborhood and gather feedback in terms of schools, taxes, etc.

The more specific the communication, the more valuable the response. Having customers fill out initial surveys on wants and needs could uncover other opportunities such as financial services or vacation home ownership.

Simply calling the customer just to check in is just as important then a mailing of some sort.

Newsletters, especially e-newsletters, BLOGS and invitations via email to come back to your website are also important customer maintenance functions that need to be ongoing.

Personalized messaging that’s specific with a call to action is always the best form of communication.

But this is exactly what my company does for mortgage and real estate professionals.

Here’s a few quick pointers:

1) The trick is to mix what I call “touchie feelies” like birthday cards, thought-of-you correspondences, etc… with “timely and relevant” content on the industry, a client’s neighborhood, etc.

Mixing and matching these approaches can be difficult and time consuming though.

2) Ideally you’ll also reach your clients on a variety of media, ie: postal mail, email, social networking, phone calls, etc. By varying your approach, you’ll be able to achieve high frequency without “fatiguing” your database.

3) The quality of your materials should be in line with what you want your image to be – thus, I advise against cheap-o postcards and chachkies.

I could go on and on about this stuff, I love it. If anyone wishes to reach me, you’ll easily find me at our website. Hope this wasn’t too spammy!

One other thing we do is use our IDX solution. After a buyer closes on a home, we narrow their preferences to a price range for that neighborhood, and send properties in that neighborhood whenever they come up for sale.

We include messages like “I just thought you’d like to know about this home in your neighborhood so you can stay on top of where values in your area are going.” Past clients appreciate it (surprisingly, even more in a down market because we’re staying in touch even when it’s not with great news, and not sugar coating everything), and we’re continuing to cement that ever-important relationship.

The best part is that it’s free.