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5 Ways to Connect with Your Sphere of Influence

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By Kelle Sparta

RISMEDIA, March 17, 2011—Real estate professionals across the board know that keeping in touch with their sphere of influence is a great way to stay top of mind. Here are five ways for you to reach out to your past and present clients as the spring selling season begins.

Send cards. Birthday cards, holiday cards, anniversary cards, house purchase anniversary cards, birthday cards for new homes as they age each year and just because cards are all a great way to keep in touch. A quick hand-written note inside a card does wonders for letting clients know that you’re thinking of them. Plus, these notes are pure deposits into the bank account of your relationship with your client.

Gifts of information. If you run across an article or some other piece of information that you think a client would appreciate knowing about, send them a copy of it along with a sticky note attached. Hand-write “I thought you’d be interested – Kelle,” or something of the like on it. Stick it in an envelope and mail it out. No cover letter, no request for business, no business card.

Throw a party. Do you have a lot of past clients? Is it a challenge to keep up with them all? Throw a party! Rent out a roller rink or a bowling alley or have a gathering at a local art gallery. Something where you get to interact with your clients and they get to interact with each other. Post signs at the event thanking clients for their referrals and their business as a subtle reminder for them to think of sending you business. Take pictures at the event and send them out in your newsletter.

Send a personal newsletter. You can buy newsletters that go out monthly from a variety of vendors. These are great ways to keep in touch when you don’t have the time to do it yourself. But consider sending out a personal newsletter a couple times a year. It should include things like what the local market is doing, pictures from your events/closings, what’s going on in your life and any major things that your clients might need help with (like charity fundraisers, sporting events, band or school fundraisers, etc.).

Stop by their house. When you are scheduling your day, plan extra time between showings and appointments. Plot out where you will be and figure out which client lives in that area. Then stop by on your way from point A to point B. Make sure you bring some blank note cards with you so that you can leave them a note in the door if they are not home. Nothing beats a personal visit.

Kelle Sparta is the author of The Consultative Real Estate Agent and a regular sales coach columnist for Realtor® Magazine. She specializes in helping agents form better relationships with their clients.

For more information, visit www.SpartaSuccess.com or call 508-243-6257.

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