"I will remember you, will you remember me?"--Post closing techniques to keep you engaged with a client with whom you have had a so far successful relationship

By
Real Estate Services with Topkins & Bevans-etopkins@topbev.com

I recently wrote a post concerning the "closing being an opening". Since writing that piece, i have had some time to consider additional strategies to use to keep my name, and my presence, before the client. It is a truism that the best sales efforts are directed not at attracting new clients, per se, but rather at enhancing the opportunities for referrals based on a continuing positive with an existing client.

How many times have all of us promised at a closing that we will "keep in touch" or "you will be hearing from me"? The secret to effective post closing contact is BALANCE. What I mean by this is you need to get yourself in front of your client; you also need to make sure that you do not become a pest.

In my practice as a Massachusetts real estate attorney, I have found the following post-closing techniques to be effective, non-offensive, sales techniques. You may have others, and I, for one, would be interested in hearing about them.

     1. Send a handwritten note to the client shortly after the closing. If you have engaged the customer in conversation at the closing [I cannot believe you have not], allude to a specific aspect of that conversation, like a favorite hobby or child's activity, that shows you were really "listening" to what the client was saying. That concern will make you stand out as someone who the client would want others to work with.

     2. If you have any print media which is relevant to the client's situation, send it along to the client. I write a weekly blog post (500 words or so) for my local Milton, Massachusetts newspaper, the Milton TIMES. Like my posts on ActiveRain, the posts have varied categories. This week I wrote a post on "The Elements of an Estate Plan". I purchased 50 copies of the paper, and sent them, with a short note, to clients whom I believe have not completed their Estate Plans. Seeing my name in print makes me a a type of expert, even it is not always the case.

     3. Send the Settlement Statement from their closing to the clients around tax time.There is a lot going on at a closing, and even the most sophisticated client can get inundated with information. The closing agent may explain the Settlement Statement in detail to the client. Not all of it sinks-in. If you send out the Settlement Statement, with advice that this may come in handy for the person helping you with the client's taxes, you have provided a positive benefit without any exposure for giving tax advice.

As I said, there are other ways to engage post closing. Once you commit to the concept, you will discover these, I am sure.

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Topic:
ActiveRain Community
Groups:
Boston Area Real Estate
Cape Cod Real Estate
LA Connection
Real Estate Law
Tags:
communciation with clients after the closing marketing to existing clients

Comments 11 New Comment

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Rainmaker
916,827
Conrad Allen
Webster, Ma, Realtor
Re/Max Professional Asociates

Hi Elliot - Being an excellent attorney doesn't matter if you don't have clients.  Terrific marketing ideas on your part.

March 04, 2011 07:26 AM
Rainmaker
326,529
Judy Jennings
Sales Director
508-209-5000

Elliott - Love this advice and hit the suggest button. It's all about relationships.

March 04, 2011 07:31 AM
Ambassador
418,619
Larry Lawfer
"It's all about you. I listen for a living."
YourStories Realty

Looking forward to reading you in our local paper.  You always have spot on advice and are a resource I depend on.  Have a great weekend.

March 04, 2011 10:06 AM
Rainer
47,485
Jim Courtney
GRI, AHWD
OklaHomes Realty, Claremore Oklahoma

Elliot, I must be doing something right because I do all three of these! I always send a thank you card with a closing gift to their new home. If there is a HOA, I often send the information the following week as well. This year I started the HUD-1 tax letter process. Each closing I put a letter dated Jan 1st, a copy of the HUD-1 in an addressed & stamped envelope and put it in a box. Naxt January 1st, I will mail the letters in the box. Ongoing process but a great idea! :)

March 04, 2011 10:56 AM
Rainmaker
455,468
Cara Marcelle Mancuso
Call a Marana neighbor, I'm THERE!
Long Realty - Dove Mountain, Marana AZ

Terrific reminders.  BALANCE - too true!  Those top three ideas are essential for continuing relationships and every agent should SO know this!

March 07, 2011 01:07 AM
Anonymous
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Rainmaker
231,805

Elliott S. Topkins

Massachusetts Real Estate and Title Atty
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Additional Information

Realtor's Resource Blog is dedicated to furnishing current strategy and information to the Massachusetts real estate community of professionals and to out of state realtors and REO and relocation companies who need excellent representation in Massachusetts. My law firm, Topkins & Bevans, can cover the entire state of Massachusetts. I hope to use my 40 years of hands-on real estate experience to assist you and your Massachusetts Buyers and Sellers.