One of your most important jobs as a real estate professional is to make regular contact with your current and former clients. By making personalized touches at various times throughout the year, you stay top of mind should any clients need your services again or have someone to refer to you.
You should have the contact information for all of these individuals stored in your CRM. In an ideal world, you’d remember various details about each of your clients, but this simply isn’t possible and that’s where list segmentation comes in. Here are some smart lists to separate your contacts into in order to personalize touch points:
First-Time Homebuyers
List segmentation is exactly what it sounds like: breaking up the contacts in your CRM into lists based on those individual clients’ different wants and needs. One intelligent bucket to create in your CRM is for first-time homebuyers. You can regularly send these folks more informational emails that cover some of the basics of purchasing a home.
Former Clients
Creating a separate list for former clients is smart because much of your business will likely come from referrals as you spend more time in the industry. You don’t need to touch these individuals as often as your current clients, but be sure to hit all of the major holidays. Be sure to make it clear in your emails that you enjoyed working with them and allude to the fact that you’re still active and would love to work with them in the future. However, don’t come across as too salesy!
Cold Leads
Ah… every agent’s favorite contact to reach out to. One of the best ways to cut down on the amount of time you spend cold calling during the day is by segmenting these individuals into a separate list in your CRM and doing some touches via email. It’s not possible to get super granular with the way you personalize these emails, so focus on information: who you are, the region you specialize in and how you can be an asset to them during the selling or buying process.
Jameson Doris is RISMedia’s blog/social media editor. RISMedia is the residential real estate industry’s definitive source for news and information. Email Jameson your real estate news ideas at jdoris@rismedia.com.
