Staying Top of Mind: Proven Strategies To Cultivate Repeat Business

By Michelle Bailey

Michelle Bailey is the managing partner of the Ben Kinney Team at Keller Williams Realty Boise. She is responsible for hiring, mentoring and coaching Realtors®. They deliver the dream of homeownership and help buyers and sellers build wealth through real estate.

Today, I’m diving into some advice for any real estate professionals looking to cultivate repeat business. Get ready to discover the secrets of working your sphere of influence like a pro. Here are four tips you should consider: 

1. Database marketing. Think of this as the backbone of your success, and take it to the next level. I highly recommend creating educational videos. Combining video with a biweekly marketing plan will help you stay top of mind with your past clients and sphere of influence. I use a company called Vyral Marketing to do this. Just know that the most important aspect is the personable touch you give to your clients when you’re not with them. 

2. Embrace technology. There is a lot of power in platforms like Google and Facebook ads, and they can help you stay in touch with your database. Spending a little bit of money on advertising will help you stay in front of your clients.

“Working your sphere of influence will help you cultivate repeat business.”

3. Direct mail. Sometimes it’s great to go back to the basics, especially when not a lot of other people are doing that. Take this opportunity to write a card and send a heartfelt message to your past clients, letting them know that you’re thinking of them. You can also send them market statistics or something of value to stay top of mind. 

4. Lead follow-up. Believe it or not, this is sometimes the thing that falls through the cracks. Look for signs of life in your database. Remember to reach back out to your clients when they have reached out to you. Be authentic, and be ready with something of value based on where they’re at in their home-buying, home-selling, or wealth-building journeys. 

Those are my four tips for staying in touch with your sphere of influence. If you have any questions or you would like to talk more about this, please reach out. You can call or email me anytime. I’m always happy to help!