Staying in Touch with Past Clients
90% would use you again if they remembered you. Only 26% do. Let's fix that.
Close, Then Let Cloze Do the Year
NAR says 90% of your past clients would use you again, if they remembered who you were. Only 26% do. That gap is the easiest money you’re leaving on the table.
- Mark them Closed the moment you close. Walk to your car, open the contact, hit Closed. That one stage change drops a full year of follow-up steps onto your agenda, automatically.
- Send the review request the next day. Open ActivePipe, grab the client-review-request email, send it. The day after closing is perfect, emotions are still high and they haven’t forgotten you yet.
- Track referrals with Maia. Every time that client sends you someone, note it: “Maia, make a note on Kyle Northup that he referred me the Smiths.” At the end of the year, the number of referrals decides where they move on the ladder, network, fan, or advocate.
The agents who win at referrals aren’t working harder than you. They just have a system doing the work for them.
Your assignment this week: Find your last closed client, open them, mark them Closed, and let the agenda do the rest.
Transcript
NAR says that 90% of your past clients would do a deal with you again if they remembered who you were, but only 26% do. So today we're going to fix that. Hey, I'm Kyle and this is Tool Time. We get it.
After you close, the next deal takes focus, you forget about your past client and they forget about you. But you already have the solution to your problem and it's already in your pocket. The moment you close, walk out to your car, hop in it, scroll down to your contact, hit the button and then hit closed contact. That's it.
Once you change that stage, all of the next steps for the next year show up on your agenda every single day because you're all looking at your agenda every single day, right? I mean, I've been talking about this for a while now. We're all opening our agenda and looking at it every single morning. Thank you.
I appreciate you all saying yes. The day after closing, open up ActivePipe. Go to that really beautiful seller review request or client review request email and send a review request. That next day is the perfect day to do it because emotions are still high and you still got a little bit of time before they forget that you exist.
Here's where the real magic comes. As you're keeping in touch with them every two days, two weeks, one month, three months, whatever, whatever your close tells you to do, you're going to start being able to track referrals. And you can use Maya to do this. For example, you could tap Maya and say, make a note on Kyle Northup that Maria Menoun...
I don't know who Maria Menounos is. Okay? If my wife ever sees this, I have no idea who that is. So don't worry about that.
It's totally fine. But if you say that to Maya, it will make a note in that contacts database. And every time that you get a referral from that client, do the same thing. Keep track of it.
Because at the end of that year, you're going to move them from a closed client to another sphere. They're going to be an advocate, a fan, network, sphere of influence, doesn't matter. But you're going to move them to that particular category based upon what kind of referrals and the number of referrals that you get from that client during that year. The agents who win at referrals aren't working harder than you.
They just have a system that does the work for you. So your assignment, find your last closed client, scroll to them, click on them, mark them as closed and let closed do the rest. All you got to do is open the agenda. Thanks so much and have a great week.