How Often Do You Check In With Past Clients? 
The Key to Lasting Relationships in Real Estate

In the fast-paced world of real estate, it’s easy to get caught up in the chase for new leads and forget about the goldmine that exists within your past client database. Regular check-ins with former clients are more than just a courtesy; they're a crucial strategy for sustained success. Let’s explore why staying in touch matters and how often you should do it.

The Importance of Checking In

Nurturing Long-Term Relationships
Real estate is a relationship-driven business. Checking in with past clients keeps you at the forefront of their minds, turning a one-time transaction into a lifelong connection.

Referrals and Repeat Business
Satisfied clients are your best advocates. Regular contact increases the likelihood of referrals and repeat business, essential components of a thriving real estate career.

Market Feedback and Insights
Past clients can provide valuable feedback about your services and share insights about the current market, helping you adapt and refine your strategies.

How Often Should You Check In?

Immediately Post-Transaction
A check-in right after closing, thanking them for their business, is essential. This sets the tone for ongoing communication.

Quarterly Touchpoints
A general rule of thumb is to reach out at least once a quarter. This could be through a newsletter, a market update, or a simple "how are you" message.

Special Occasions
Birthdays, anniversaries of their property purchase and holidays are perfect opportunities to reach out and add a personal touch.

Annually for Reviews
Yearly check-ins to discuss their current real estate situation and future plans can open doors for new opportunities.

Strategies for Effective Check-Ins

Personalisation is Key
Avoid generic messages. Tailor your communication to reflect the individual’s interests and past interactions.

Provide Value
Offer something of value with each interaction, whether it’s market news, home maintenance tips or community updates.

Utilise Technology
CRM systems can help you track and manage your check-ins efficiently, ensuring no one falls through the cracks.

Regularly checking in with past clients is a powerful strategy to build lasting relationships, generate repeat business, and gain referrals. It’s about showing genuine care and interest, not just in their real estate needs but in their overall well-being. By integrating thoughtful, consistent check-ins into your routine, you position yourself as more than just an agent – you become a trusted advisor and friend in their real estate journey.

How do you keep in touch with your past clients? Share your strategies in the comments below or contact us for more insights on building strong client relationships in real estate!

Ready to learn more? Visit the Real Estate Training Institute to access valuable resources and courses designed to support your real estate career growth.

START . IMPLEMENT . INCREASE

Author: Nicolene Hamaty – Director & Founder of Real Estate Training Institute

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Ready to take your real estate career to the next level? Join us at the Real Estate Training Institute and unlock your full potential. Visit our website at www.reti.co.za to explore our course offerings and resources. For any inquiries, feel free to reach out to us at info@reti.co.za or give us a call at 072 698 2577.