Consistent Clients – Real Estate Marketing

As we’ve all probably heard, you won’t get what you don’t ask for. I’m sure you’ve heard that, and hopefully you are in the habit of asking for referrals from your clients at the end of the transaction, as well as occasionally throughout the year as you make contact with them.

However, there’s another, easy way to approach friends, family and past clients alike to remind them that you are in the real estate business and appreciate referrals, without ever having to be pushy.

Let them know what you’re up to.

If you’re pretty new to the business, you might consider an introduction letter. If you’ve been around a while, write up an “update” letter on how your business has grown or changed, new training or certifications you’ve received, a new type of client you’ve recently taken on that you’ve enjoyed working with, etc.

Most people that know you well, whether family or past client, would like to see you succeed. But too often agents stop asking for referrals because they feel like they’re pushing people’s boundaries. If you send a hand-written letter, with a short personal message on top (”Hi Tom, it’s been so long since we’ve gotten together. I’d love to grab coffee with you if you have some time. I’ll try you next week.”), you can give them an update without having to feel pushy.

Letters like these are great because they’re not sales letters. If anything, think of them more like the annual Christmas letters families send out. They remind people that you’re a person too, not just a sales agent. Your business grows and changes, you have certain clients you really enjoy working with, you learn new skills and offer new services. Keep it friendly and educational, and the quick catch-up letter could even trigger a referral right away if you offer a new service that someone they know is looking for.

Try consistently sending out 5-10 of these a week, then following up with a call the next week. The result? You get the opportunity to catch up with old friends and clients, and you let them know what’s new with you. Word spreads, and you’ll find yourself receiving unexpected referrals!

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