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I want to share with you a great plan I use with all my clients after the transaction has been completed. I call it the “Client Closed Plan.” It’s very easy to do, but also very easy not to do. What do I mean by that?
In my book How To Not Get Your Ass Kicked In The Real Estate Business, I talk about the difference between career agents - the ones that engender client loyalty and achieve repeat and referral business - and transactional agents - the ones that just go from one deal to the next. Last week I had an experience with the latter type of agent who lost out on a lead because he had no systematic communication with his database. My Client Closed Plan is designed to rectify this by implementing a schedule to follow up with the people who make up your COI after the transaction.
After a client and I have concluded a transaction, I maintain a specific timeline of communication with that client that involves either calling them or sending them a personal note. After the first day of the transaction, for instance, I both call and send a personal note. After a week, I call again just to check in. After 30 days, I make the same check-in call and send another personal note. At the one-year anniversary of the transaction, I call and send a personal note with a small gift or a gift certificate, and then set up the anniversary check-in call for the following year.
It’s easy to make a simple phone call, but also easy to forget to make that call. Think about how often people get monthly or quarterly statements from their retirement accounts or mutual funds, but never any annual information about their property. For your clients, that’s probably their next biggest asset. I can’t tell you how many referrals I’ve gotten over the years just by implementing this plan. It doesn’t cost you anything, and people appreciate it.
