13 things top producing agents do to stay top of mind (that others ignore)

Have you wondered what's the best automated way to stay engaged with past clients so you can stay top of mind without sending them spam? I'll give you 13 ways to do that.

Creating content for past clients is about understanding their ongoing needs and interests even after the sale or purchase of a property. If you have a field in your CRM that helps you capture their wants and needs, you can segment and send them content that will resonate with them and rock their world.

The goal is to provide value, maintain engagement, and foster a relationship that encourages repeat business and referrals. Here are some ideas for content that can be used in a drip campaign over 2 or 3 years:

1. Market Updates and Analysis

Regular updates on local real estate market trends, including price fluctuations, new developments, and future predictions. Key is to keep it simple enough for a layman to follow. Don't drown them in numbers. They don't understand the jargon you do. This can help past clients stay informed about the value of their property and market conditions. Even a simple list of all sold properties in the last 3 months, is a fantastic start. They'll crunch the numbers and arrive at the analysis themselves in their own style.

2. Home Maintenance Tips

Every homeowner, has homeowner issues. A lot of people want to DIY, but don't know everything. Find good videos, blogs, and share seasonal home maintenance advice, DIY home improvement ideas, and tips for energy efficiency etc. with your past clients. This type of content is perennially useful and relevant to homeowners.

3. Community News and Events

Some people care for it and some don't. I personally don't. But I know so many who would love to get community news and events. Information about local events, community projects, or notable changes in the area (like new businesses or infrastructure developments) can be valuable to residents. Subscribe to local newspapers and look at the articles they publish online and link it in your newsletters.

4. Financial and Legal Advice

This can be done super easily with tools like homebot. Updates on mortgage rates, property taxes, or changes in real estate laws can be highly beneficial. People geek out on tiny increments or fluctuations in their home prices. People want all help and support in fighting their Property tax hikes. Provide content. You don't have to do it on your own. Partnering with financial or legal experts for guest posts can add credibility.

5. Interior Design and Landscaping Trends

This also need not be your forte. But collaborating with other professionals will help build your brand and cross pollinate your presence in their audience. Share the latest trends in home decor, interior design, and landscaping. This can include seasonal decoration ideas, trending color schemes, or gardening tips. Simple and effective

6. Real Estate Investment Tips

People love to conserve wealth and grow it. They are constantly thinking about how to grow their wealth, where to invest their next $50k, $100k or $500k. Talk about the investing trends in your local market. Where are people investing. What are their returns. What's the latest buzz. People will subscribe to your content and treat you the god of real estate.

7. Local Business Features

This is my favorite. Being the connector of people in your town is not just about giving; it's about creating a network of trust and support. If you're a real estate professional without a handy list of reliable service providers for your clients, you might be missing a key opportunity. Ask yourself: Do your past clients know you have this list? Are they aware that they can turn to you when their AC fails on a hot summer afternoon? Imagine their relief and appreciation when Mike from Radiant HVAC, whom you referred, provides them with exceptional service, partly because of your mutual connection. This is the kind of value and care that keeps you top of mind and builds lasting relationships.

8. Personal Development and Community Involvement

People want to be around and work with positive minded professionals. When you deliver content that's uplifting, engaging and wholesome, they like to hang around you and your content. Content that focuses on personal growth, community involvement, or local volunteering opportunities can resonate well with your community. Make a list of volunteering options, showcase lives impacted, show positivity and bring joy in your community.

9. Success Stories and Testimonials

The fundamental piece to doing business is to building trust. And sharing your past results shows a vision to your future clients what's in store for them. Sharing the stories, the ups and downs of selling and buying a house, the challenges associated with it, and how you helped overcome those challenges will inspire your future clients and give them confidence in your ability. Instead of putting the success stories on their face, weave them into case studies and take your leads on a journey of home ownership and home sale process.

10. Annual Real Estate Reviews

Accounting and tax services diligently conduct annual reviews to pore over financial statements and optimize tax strategies. Car dealerships champion regular service checkups to ensure vehicle longevity and safety. Rental properties undergo annual maintenance reviews to preserve quality and address any issues. Why should you, as a real estate agent, not offer annual reviews? To stay engaged with past clients, assess their current property value, and provide market insights that could influence their future real estate decisions. This not only positions you as a consistent advisor in their real estate journey but also keeps you top of mind for when they're ready for their next move or investment.

11. Surveys and Feedback Requests

A clever yet often underutilized strategy by top agents is the use of surveys and feedback requests. By occasionally reaching out to past clients for their opinions on the local real estate market or community issues, agents can significantly boost engagement. These surveys not only provide valuable insights that can inform future strategies but also demonstrate to clients that their perspectives are truly valued. Whether it’s a quick online poll about neighborhood developments or a more detailed questionnaire regarding market trends, these feedback requests can foster a sense of collaboration and respect. Furthermore, they keep the agent's name active in clients' minds as someone who values their input and stays on the pulse of community sentiments. This approach not only enriches the agent’s market knowledge but also strengthens client relationships through continued, meaningful interaction.

12. Client Appreciation Party

Top agents often host annual events like pie parties or private movie screenings to show appreciation to their past clients. These events are not just fun and engaging but also offer a personal touch that clients remember fondly. By creating such memorable experiences, agents reinforce positive relationships and ensure they remain the first call for any future real estate needs. It's a perfect blend of professional networking and personal connection, keeping the agent's name top of mind in a genuinely enjoyable way. Use these parties as an excuse to reach out to your database.

13. Holiday Greetings and Personal Messages

Most effective and easiest non intrusive way to stay on top of mind is to wish your leads on holidays and their special days like birthdays and anniversaries. You can also set it and forget it for a year! You can include automation send personalized gifts, brownies, handwritten cards etc. Make gifting a culture in your business. Don't underestimate the power of personalized holiday greetings, anniversary of their home purchase, and birthday messages to keep the relationship warm and personal.

The key to successful content for past clients is to balance real estate-related information with broader lifestyle and community content. This approach keeps the content relevant and engaging, encouraging past clients to stay connected with you over the years. Remember to personalize your communication as much as possible to strengthen the relationship.