The following is a condensed post
from Inman author DOROTHY SCHRAGER

It can take years for real estate agents to build a solid client base, so it’s essential to do what you can to keep your past clients loyal.

If you sell them a home and then disappear, you’ve guaranteed the next time they are in the market to buy or sell, they will use their cousin’s husband’s friend’s aunt who’s also a real estate agent.

Don’t let this happen. Make a conscious effort & take consistent steps to reach out. Here’s how to stay top-of-mind with your clients and be their agent for life.

What Doesn’t Work

You know all those parties & fundraisers you attend in hopes of meeting your next client?

More often than not, they end up bearing none, don’t they? There’s a lot of talk, yes: “How’s the market?” everyone asks.

So you share all the best details about your favorite neighborhoods — what’s selling where, and what’s the newest, most sought-after building in a specific area.

All good conversation. Then you’ll hand out your business cards, but that’s where it ends; my personal experience has been those random chit chats & party talks are not where most clients come from.

What Does Work

“You’ve got to put more effort into it” Your relationship with your clients shouldn’t end with the sale.

Make it clear that you are there for them regarding all things relating to their home, whether it be referrals for contractors or recommendations for restaurants or schools in their new neighborhood.

Being a success in this biz means working hard, thinking hard, being on top of the game & always staying in touch with the clients you already have.

It is essential to make sure they know that you’re still working and relevant in the marketplace.

Most of my clients come from referrals, friends and past customers. Staying in touch with them is the best route to more referrals.

Here are some steps that I try to adhere to on a continuous basis to make sure my clients know that “I’m still around”.

Gift Giving

Give a thoughtful gift when your clients move into their new home.

Get to know your buyers throughout the sales process, it’s not difficult to pick up on their interests.

If they love gardening, a set of gardening tools & book will be meaningful.

Know the Kids

Know the names of your clients’ children. Check-in every once and a while (a good time is at the start of the school year).

Know the Pets

Know your clients’ pets. Ask how they’re enjoying their new space. Send a doggie a treat.

Check-in

Follow up a month or two after your buyer moves in. Go over and see their renovations. Email, call & phone.

Be Their Google

Send your clients articles about what’s going on in their neighborhood.

Share information about new buildings going up nearby, new restaurants that have opened or new neighbors they might want to know about.

Also, send relevant articles with facts about the housing market in general.

Remember Birthdays and Holidays

Send birthday cards. (When working on their board package, make a note of their birthday in your calendar.)

Also send out holiday cards, anniversary cards, New Year’s greetings, etc.

Don’t forget about another great option: eCards. They work well too.

Some websites let you schedule greetings in advance of B’days & holidays.

Meet Up

Make an effort to get together for a meal (or coffee at the very least).

Be a Resource for Home Upkeep

If you speak to previous clients who say they are thinking of renovating their home, don’t just give them a good referral — kick your service up a notch by setting up several appointments with different contractors and going with your clients to meet those contractors.

Go over estimates and contractor reviews until you & your clients find the right person/company for the job.

Make it Altruistic

Know their charities and donate in their name.

Keep Them Updated on Their Market

Keep your buyers informed on what’s new on the market in their building, tract or community, even if it’s several years after they purchased.

Also, when getting together with friends at dinner parties make an effort to research what has sold or what is currently for sale in their building.

Write a blog or article about the market and send it to your clients, and keep your website up to date.

Walking the Walk

Be counted on to be there even when a deal isn’t in play, and that’s how you stay top-of-mind.

You aren’t just their real estate agent, you are their friend, trusted adviser & the first person they’ll to call for anything home-related.