This past week I recommended to one of my coaching clients to call his past clients that he’s been out of contact with for a while, and after calling approximately 20 of them, he now has two new listings!
So consider making a list of and identifying the past clients that you haven’t spoken with in a while, and begin calling them.
You’ll ideally want to maintain great relationships with your past clients, so that you can then represent them again on their next transaction. But how likely will it be that you’ll be representing them again on their next transaction, when you haven’t spoken to them in some time, but your competitors have been prospecting them, and keeping them informed on what’s been going on within the market?
Many brokers have the attitude of, “If my past clients ever need to do another commercial real estate transaction, then they will be calling me, and letting me know.”
But that can be a very costly attitude to have.
Because if you’ve been out of contact, and out of relationship with your past clients, then they can oftentimes work with the first broker who gets their attention.
So with this in mind, which past clients haven’t you spoken with in a while, and is it now time for you to call them?
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If you’re interested in becoming more effective with your prospecting, and in getting more listings, closing more deals, and making more money, send me an Email or give me a call!
“With Jim’s coaching, I’ve developed a way to generate a constant stream of solid new leads for getting more listings, even when I’m not getting my prospecting done.”
Harry Keshishian
Apollo Investment Group
KW Commercial