Had a very fun dinner party last night with 10 clients who have become friends.  I call it our cross pollination party where we introduce clients who don’t know each other and have some fun.  And with a buffet of Mexican food, it was very inexpensive to entertain so many clients.  Everyone had a blast!  We try to do this once a month.

And it started me thinking that so many listing agents sell a home to someone and then they just drop of their radar.  I am AGHAST!  (who even uses that word?)

One of the most important ways to get listings and to increase your SOI is to stay in touch with those clients who you sold.

All of them.

Including the buyers who bought your listings and were represented by other agents.  80% of the time, their agents are not going to stay in touch with them.  And as I mentioned before, there is nothing immoral about adopting them as your clients, calling them and seeing how they’re doing, do they need any referrals, etc.  I have received many listings from these “clients” who 5 years later can’t even remember their buyer’s agent’s name.

After you close, stay in touch frequently with all buyers and sellers, even if they move out of state.  They still have friends in your marketplace and can still give you referrals.

Calling my past clients who are all part of my SOI is one of the first things I do every morning 5 days a week.

Sometimes you call, sometimes you email, sometimes you text.  Mix it up.  Leave messages.  Take them out to lunch.  Have dinner parties and introduced them all to each other.  Stop by their homes.  Give them presents.  And no, you don’t have to buy them hookers and booze.

But share. 

Share your life with them.  Be vulnerable.  Be genuine.  Be funny.  Be someone with whom they would want to spend time.

These are your future listings. 

These are your future friends.

These are the funnest, easiest, most profitable way to get new listings.