Marketing After the Real Estate Sale – by Dana Sparks
What do you do to market yourself and your services AFTER your transaction closes? This is a prime opportunity to cement your relationship with your clients and your co-op customers to ensure ongoing referrals and more closings! Differentiate yourself from your colleagues by providing as much service AFTER the sale as you did converting your lead into a client, showing and negotiating offers and closing a transaction!
How many times have you heard to contact your past clients and ask them for referral business… how consistent are you at contacting this group? Why are you not contacting them on a regular basis? It is much easier if you know exactly what to say in the contact, have a regularly scheduled communication campaign and offer them something of value.
There are so many reminders and tips and tricks that an owner needs to know about their new home! Remember that even a Seller is living somewhere in a new home! Vary the method of communication among email, US mail, telephone and text. Below is a list of topics and time frames and examples of how to run an organized and regular campaign to increase your business by 20% by staying in touch with your past clients in a meaningful way.
Topics and Time Frames:
- Changing the Locks – within 2 weeks
- Are you Settled In? – 30 days
- Home Safety Tips – 60 days
- Insurance Photos of Household Contents – 90 days
- Home Value & Property Taxes – 120 days
- Make Your Home More Efficient & Save Money – 180 days
- Should You Prepay Your Mortgage? – 240 days
- Should You Refinance? – 270 days
- My Business is Happy Clients – 300 days
- It’s Been One Year – 365 days
- Thought About Investing in Real Estate? – 400 days
- How Are You Doing? – 455 days
- Keeping in Touch – 545 days
- It’s Been a While – 635 days
- I’d Like Your Referral – 720 days
- Facebook Friends – Periodically post on their wall
- Twitter – Follow them & ask them to follow you
- Birthday Cards – as appropriate
- Home-Buying Anniversary Cards – every year
- Wedding Anniversary Cards – as appropriate
- Seasonal Home-Maintenance Tips – Seasonal
- Fun Apps and Websites – Random
Example of “Home Safety Tips”:
Hello, I hope you’re comfortable in your new home and are enjoying your new neighborhood. With the move, unpacking and getting used to your new environment it’s easy to overlook basic home safety. Below are some tips on making your home safe and secure for your family.
- Use rubber-backed rugs on hard floors to prevent slipping and falls.
- Install non-slip strips in showers and tubs; grab bars are also a good idea in these areas.
- Install smoke detectors on each floor of your home and test them frequently.
- Plan for escape routes in case of fire.
- Keep a filled ABC-rated fire extinguisher near the kitchen.
- Prevent scalding by setting your hot water thermostat to 120F or less.
- Have a list of emergency numbers near your phone; teach your children how to call 9-1-1.
- Keep poison, cleaners and other hazardous substances out of the reach of children.
- Read and follow the label directions on hazardous chemicals before you use them.
- Don’t mix products that contain chlorine bleach with those that contain ammonia; this can produce a deadly chlorine gas.
- Leave on outside lights or install motion detection switches for the safety of visitors and to deter burglars.
- Keep hedges and bushes neatly trimmed, especially around doors and windows, so that burglars don’t have a place to hide.
- Inventory your valuables by photos or videotaping, keep these along with receipts or written appraisals in a safe place.
- Don’t broadcast on social media sites when you are away from your home
- Make sure at least one neighbor knows how to get in touch with you
- Introduce yourself to the neighbor who is always there (so they may keep an eye on your house & contact you if something seems amiss)
My business is built mainly on referrals from satisfied clients like you, if you know of anyone interested in buying or selling a home, please let them know that I’ll give them the same level of professional service I gave you. I’ll keep in touch periodically to see how you’re doing; in the meantime if there’s anything I can do for you please let me know.