Why Ignoring Your Past Clients is Like Ghosting Your Best Wingman


 

Let’s start with some real talk:

📌 It costs 5–10 times more to get a new client than to keep an old one.
📌 A referral is 10 times more believable than your best self-promo speech.
📌 Referred clients are easier to close, less likely to haggle over commission, and often already convinced you’re the GOAT before they even meet you.

If all of this is true (and spoiler alert: it is), then why do so many real estate agents treat their past clients like an ex they’re avoiding at the grocery store?

The Costly Mistake Most Agents Make

Here’s the problem: Too many agents think of a transaction like a one-night stand—fun while it lasts, but then it’s on to the next. Big mistake. HUGE. Because that client you just helped buy their “forever home”? They have friends. They have family. They know people who are moving. And guess what? If you stay top of mind, they’ll send those referrals your way.

The best agents don’t just sell houses—they build a fan club. They create “Raving Fans” who sing their praises at backyard BBQs, in Facebook mom groups, and over happy hour margaritas.

So How Do You Turn Past Clients Into Raving Fans?

It all starts with consistent, meaningful follow-up. Here’s how you do it:

Step 1: Build (and Feed) Your Database

If your database is just a random list of past clients and a few lukewarm leads, it’s time to level up. Think bigger:
✅ Everyone you’ve ever helped buy or sell a home
✅ Friends, family, old coworkers, gym buddies, your barista who knows your coffee order
✅ Anyone who could refer you business

The goal? Make your database fatter than a Thanksgiving turkey—and keep adding to it daily.

Step 2: The Magic of 33 Touches

Gary Keller’s Millionaire Real Estate Agent isn’t just a book—it’s basically the Bible of high-performing agents. And guess what? It says you need to touch (not in a weird way) your database 33 times a year.

That’s right. Thirty-three.

But before you panic, know this: We’re not talking about blasting 33 spammy emails. Nobody wants that. Instead, mix it up with a combo of high-value touches:
📩 Email newsletters with useful content (not just “Hey, thinking of buying/selling?”)
📬 Postcards with home tips or market updates
📞 Quick check-in phone calls (yes, actual human conversations still matter)
✍️ Personal notes—handwritten, not AI-generated!
🎁 Pop-by gifts (small tokens of appreciation, not a box of leftover Halloween candy)

The more varied your touches, the better. Think of it like dating—you wouldn’t send your crush 33 texts in a row, right? You’d mix in some fun interactions to keep it interesting.

Step 3: Use an Automated System (or Borrow Ours!)

If the idea of organizing all these touches makes you break out in hives, don’t worry. We’ve cracked the code with a proven 33-touch system that gets results.

Want to generate four or more closings a month from simple, automated follow-ups? Let’s talk. We’re growing fast, and so can you.

📞 Call/Text: (979) 777-7677
📩 DM me for details

Bottom line? Stay in touch, stay memorable, and stop leaving money on the table. Your next referral (and paycheck) is probably sitting in your database right now—just waiting for a reason to call you.

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