How to Keep in Touch with Clients as a REALTOR and NOT be salesy - how we implemented the 33-touch!

I'm often asked how we keep in touch with our clients as Realtors - which is such a KEY piece of real estate. People often forget that retention of clients is just as important as finding new clients. But how do you do that without being sleazy and salesy? Stay tuned to our take on the Keller Williams 33-touch system (ours is closer to 30 touch-points with some additional ideas that we throw in)
Statistics say that in order to take advantage of our database, we should be touching base with our clients at least… times per year. The National Association of Realtors, or NAR recently did a study and 90% of consumers said they would use their Realtor again. However, fast forward a few years and how many actually used their previous Realtor to sell? Only 20%! Think of it this way, out of sight means out of mind. You have to constantly be earning that mental real estate in your clients minds.
Now how do we get to that 30+ reach outs per year? Much more elaboration in the video, but in essence, here is what we have:
Newsletters (Monthly)
Birthdays and Anniversaries! And any other important date.
For past buyers or any homeowner - you should be updating them annually with their home’s value.
Pop-by’s.
Annual Christmas Card - or Happy Holidays.
Call/Text 3-4 times per year - meaningful and memorable conversations. - Client events! Start small and work your way up from there. We’ve done family movie nights in which we booked out a movie theatre and invited our clients for Frozen 2 - we then had a nice room after where kids could get a picture with Santa, take pictures with Anna and Elsa, and have a goodie bag. I’ve known others to do pie giveaways at Thanksgiving - which I love. OR pumpkin giveaways at Halloween - which is also a huge hit. And this way too, you can have your clients come to you. For these, I think 2-3 per year is a great amount of love to shower upon your clients. Also, let’s also remember that we can make more than one “touch” out of this. The invite is the first touch. The second invite is a reminder. For our pictures with Santa event, we actually had digital pictures and collected everyone’s email(!!!) so that we could email them their pictures with Santa after the event and thank them for coming. But you could also just send a thank you for coming after as well. You can turn each event into 3 touch points, easily. And with that we are up to 30! I would also like to speak on this. It took me a long time to host my first event - because I was SOOOOO nervous that nobody would show up. But when I did, we ended up filling 3 large movie theatres. I also was able to go back through my databases to clients I had fallen out of touch with years ago and was able to invite them. Wouldn’t you know, the referrals as well as recurring business from those events has been a 800% or even more return on investment. Not many Realtors out there are doing these kinds of things, so when you do - it really sets you apart from the competition. I’ve known others to do Moms and Mimosas… etc.
With that, you have 30 touch points. Just some additional touch points:
o For clients that seem interested in the market or super analytical (think high C’s in terms of the DISC profiles), then perhaps look at sending them monthly market updates relevant to their area. Of course, get permission first.
o Go through all of your previous sales history and add everyone onto your social media platforms. Interact with them there. Don’t be salesy.
o Think of helpful reminders too - perhaps a reminder about time change (twice per year),
o Organize a food drive - offer to do pickups too.
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Hi Jennifer! I am an Agent in Georgia. I just want to thank you for the information! I have shared your channel with my Top Producer Mastermind group here in Atlanta. I wanted to encourage you to continue to share your knowledge with us!!