In a recent episode we started a conversation about conversion. It has turned into a larger conversation as there are different conversion rates for different types of lead sources. How you follow up with past clients and sphere (SOI) is different than new leads. Recently we covered Past Clients and Sphere and how to best keep top of mind with those IMPORTANT people. Take a listen

Most successful real estate agents will tell you their number 1 lead source is their SOI and Past clients list. That is because they have actually MET those people. "Mets" convert at a 10-16% rate meaning you should have one repeat or referral for every 10 or if you're really good 2:12.

The key to conversion rates like this is follow up follow up follow up. After the sale they do not forget your name! You keep the relationship going for life.

My 40 touch:

4 Calls (2 are invite calls)

4 Personal handwritten Notecards (2 are invitations) 4 Social media private messages 12 Direct mail pieces

12 Emails 1 Birthday/Home Anniversary Card Events Add the following touches (call and invite noted above) + 2 Invite Email, 2 reminder emails, 2 Text message invites, 2 Thank you or sorry we missed you email

So it really works out to somewhere around 41 - 42

The KEY to all of this is to actually do it. I am not alone when I say I have gotten off track and forgotten the importance of this at times. This can be set up systematically and you an automate most of it or leverage it. Just don't forget to do the calls! That's what will get you results below 10%.

What do you do to keep in touch with your SOI/Past clients and what kind of conversion rates do you see?