Past Client System
by Kevin Jones
We all have Past Clients …
the question is do we follow up with them and how much?
How much do you really know about your Past Clients?
Do you remember their childrens names, what they do for a living or their hobbies?
There was a book written by Harvey Mackay called Swim with the Sharks.
In this book was a list that he used to keep a log on his clients.
Here is a similar list that I have developed for my Past Client database.
Last Name
His
Hers
Address
Mailing
Home #
His Work#
Her Work #
His Mobile #
Her Mobile #
His email
Her email
His Birthday
Her Birthday
High School
College
Military
His Occupation
Her Occupation
Children
Childrens Names
Pets
Anniversary
Previous
Professions/Trades
Offices Held
Honors
Buyer
Seller
Loan
Next Step
Clubs
Politics
Communities
Sensative Items
Medical
Alcohol
Smoke
Favorite Lunch
Favorite Dinner
Favorite Food
Hobbies
Sports
Cars
Conversational
Ego
Achievements
Long Range
Short Range
Immediate
Religion
Customs
Some other areas that I track on this form are:
Classify as A B or C based on level of loyalty and referrals.
Whether they were or have been a buyer, seller loan or lease client.
Type of property (s) they have purchased
Where they originated from (lead source)
Buying Criteria, Appointments, Referrals Received and Closings are some of the items that I track on this form.
Also have this imported into my phone and update through google contacts with this information so that when out of the office the file information is available anywhere.
Keeping a hard copy of this, an individual paper form for each client in a binder that has a hard copy in alphabetical order and another “Working Copy” that is organized by Month and Day of follow up. This makes it very easy to see who to call when and after the call you make your notes and place in the next slot of when they are due a call.
Obviously by asking all the questions in one sitting would be overwhelming, so this will always be a work in progress! Each call focus on adding one or two more areas of information about them! Some of this could be found on Social Media sites like info on their birthday for example.
Also knowing when (what time of day) to call or reach them and at what number. Some clients can’t take calls at work while others may not want to take calls at home when they are with family.
Bringing something of value to the call like statistics, news about real estate or their community or area, a program that may help them in some way or it could even be something completely different like an event or program for their children.
When we come from a place of contribution and giving we seem to always be rewarded in return, and not always from the source that we are giving, the universe has a unique way of bringing great things in to life.
Always asking for the referral is key, who do they know that is interested in buying, selling or leasing in the next 30 days.
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