Play The “Everything I Remember About This Client” Game

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Kelle Sparta

Kelle Sparta is a speaker and trainer specializing in the real estate industry. She is the author of The Consultative Real Estate Agent - Building Relationships that Create Loyal Clients, Get More Referrals, and Increase Your Sales. Kelle is the founder of Sparta Success Systems, a real estate training company that provides tools, products, and training to empower agents and brokers. For more information, visit http://www.spartasuccess.com/

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Play The “Everything I Remember About This Client” Game

Written by Kelle Sparta

We are all busy people. Once we finish a transaction, we often give little thought to keeping in touch with those clients except for perhaps putting them on a standard mailing list. But today, let's play a game. Let's play the "Everything I Remember About This Client" game.

Take Stock
Take each of your clients and make a list of everything you can remember about that person, their interests, goals, dreams, where they bought, what they do for a living - everything. Then, once you've completed the list for each person, see how many of them have similar entries. There may be commonalities between your clients that you never noticed before.

Group By Category
Once you have the similarities noted, take a few minutes to find something useful to each of those groups. It may be an article you found online about golf, it could be the link to The Money Chi Game that I gave you in the last article, or perhaps it's your recipe for 5-alarm chili. It doesn't matter what it is, so long as it's relevant to the interests of the people in that group.

Special-Interest Mailings
Then take an afternoon and put together a mailing to those individuals. Write a sticky note that says something like "saw this and thought of you" and your signature and put it on the page you are mailing. This way, each person thinks you did something specifically for them. Then mail it out.

Pure Deposit
No, you shouldn't add a cover letter or a note about how you want their referrals. This is a pure deposit into the emotional bank account of that client. They will be happy you sent them something relevant to them. They will be thrilled that you thought of them. You have just earned follow-up points and shown you care. If you've done your job right in prepping them to send you referrals while you were working with them, they'll remember that now and speak of you fondly the next time someone mentions real estate.

Systems for Success
Is this a lot of work initially? Yes. But then, any good system will require some work up front. The good news is that once you have done this process once, you can then continue it fairly easily for each new client. And, even better, this is a process you can quickly offload to an assistant the first chance you get.

Ongoing Contact
You'll get more categories with each new person. And more categories = more ways to contact your clients with pertinent information to them. Remember, have fun with this. It's a game. Challenge yourself to see how much you can come up with.

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