Coaching Corner: Reconnecting with past clients
By "Coach" Marilou Butcher Roth
Unless you are one of the exceptions, you may be among the group of REALTORS who have been less than diligent about staying in touch with past clients. I know...your intentions are stellar, however, sometimes the best of intentions are overridden with other activities that are calling you even louder! Your past clients (hopefully) love you! There are a few deals, undoubtedly, where you can easily breathe a sigh of relief at the closing. But, for the most part, everyone is happy at that cherished, final moment when the weeks of waiting have culminated in a successful transaction.
And then...life happens and everyone moves on. Now, remember, I am not talking to those of you who have an organized system in place to keep up with your past clients. I am speaking today to REALTORS who have not. No judgement here! Here is the question that comes up around this topic -- “how can I reconnect with people that I haven't spoken to in quite some time?†Some agents feel embarrassed, others get angry at themselves when they see that one of their favorite (past) clients has listed their home with another agent -- eek!!!
After we close on a property, we think we can easily stay in touch with this client. And then, days, weeks and months continue on and there seems to be a point of no return. Well, I don't believe that! I encourage you to get back to your data base and reconnect with your clients. Yep, it might feel slightly embarrassing to reach out to them, and, you will find they are still happy to hear from you!
Let's give this a bit of structure -- first go through your list and determine if, in fact, they still live in the same house -- hopefully they do! How do you want to reach out to them? Would you prefer to send a letter or call them directly? Now I want you to be totally honest with them in whatever modality you choose. What's the truth? The truth is that your intention was to be in touch with them and keep them updated on the real estate front. The rest of the truth is that time has gotten away from you and you feel bad about that. Now, these are my words so please come from an authentic place in this conversation. Lastly, recommit to yourself as to how you plan on staying in touch with them, creating the memorable value that consumers crave that reflects your real estate expertise!
What are you waiting for? Your clients are waiting for you!!!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
