David Krichmar

By David Krichmar

Any time you come in contact someone who needs a REALTOR®, you should add them to your database.  Trust me, I know this idea in itself is not brilliant.  Once you have a database, how do you keep in touch with those clients?

The key to having a database is to stay in touch with past clients, current clients, and future clients.  Not just past clients.  What about someone who contacted you but did not need your services at that time; that is defined as a “future” client.  So if you don’t already, add every person and email address to your data base as soon as they contact you.  Now would be a great time to start.  Once you have a growing database, let’s talk about 5 ways to keep in touch with them.

1. e-Newsletters – Again, not a rocket science idea; you probably already do this.  But if not, start doing it.  Many email marketing programs will do the newsletter for you and send it out monthly.  Making this the easiest way to keep in touch.  Make sure the newsletter does not just talk about real estate, but other topics as well.  This gives a better chance of your contacts actually reading the information and finding it helpful.  Keep in mind, not everyone needs a REALTOR® right at this moment.  But they always are looking for helpful information.
2. Friend them on Facebook – As Facebook has grown, the majority of folks are on Facebook daily.  So friend your database on Facebook.  This makes it easiest to keep up with their needs and life events.  Most people  look at Facebook as being private, so not all clients may accept your friend request.  In this example I suggest just friending past clients, that way you have the strongest relationship with them.
3. Follow them on Twitter – Unlike Facebook, not as many of your clients maybe on Twitter.  But it is still worth following the ones who are.
4. Connect on LinkedIn – I would not suggest LinkedIn is as effective as friending someone on Facebook.  But, it is just one more way to stay in touch on a professional level.
5. Make them your friends – As corny as this sounds, it should be your goal.  Keep in contact with your clients, interact with them and even ask for business.  Do not assume because they have your business card that they will call you in a year when they buy a home.  Email them to say hi or even pick up the DREADED phone and call them.

By now, you should have a database of past, current, and future clients.  If not, get to work and start one.  Obviously, none of the ideas on this list are brilliant.  But, when done correctly they can allow you to consistently get referrals from your client list. And getting referrals will make you feel Brilliant!

David Krichmar has been in the real estate business since age 19 and is currently a mortgage expert in Sugar Land, Texas. Connect with him at www.daveyourmortgageguy.com or @DaveMortgageGuy.