☕ Retention in Action
You know that follow-up text you mean well with… but it lands like a sales trap?
“Heyyy… you buying or selling yet?”
It’s the fastest way to turn a warm past client into a polite “All good!” …and then silence.
I know agent who was very consistent—texting past clients every month like clockwork. Great right? Well actually not so much
The problem? The message always sounded like an agenda: “Just checking in—anything happening real estate-wise?” People replied like they were being questioned by airport security: “Nope, all good.”
Then one day, they tried a different angle: no pressure, no pitch, no “are you ready to move?” Instead, they asked in a way that let the client answer honestly without feeling trapped—and it opened the door.
That same week, three replies came back:
“Actually… we’ve been talking about upsizing.”
“My sister might list in spring.”
“Not us, but our neighbors keep hinting they’re done with stairs.”
Lesson/Takeaway
Follow-ups fail when they force a yes/no decision.
The win is a check-in that feels like a normal conversation—and makes it easy for people to reveal intent (theirs or someone else’s).
⚡ Action Tip
Use the “No-Trap” 2-Sentence Check-In
Copy/paste this exactly: Don’t forget to replace [Name]
Sentence 1: “Hey [Name] — quick question: are you hearing any move talk in your world this year (you, family, neighbors… anyone)?”
Sentence 2: “If someone comes to mind, what kind of move is it — upsizing, downsizing, or changing areas?”
Why it works: It’s not “Are you buying/selling?” (pressure). It’s “Are you hearing anything?” (low-stakes), and it invites a story, not a defensive answer.
How to do it (simple):
Send it to 10 past clients every Tuesday.
When they reply, don’t pitch. Ask one follow-up: “Want me to keep an eye out / send a quick idea / share a checklist?”
Log the name + timeline in your CRM in 10 seconds.
📚 Worth a Look
Resource of the Week: NAR: Past Clients Remain Key Source of Leads (2025 Member Trends)
The insight: REALTORS® typically earned 20% of their business from repeat clients and 21% from referrals from past clients/customers.
Why it matters: That’s not “marketing.” That’s staying in the conversation with people who already trust you.
Put it into practice: Make your follow-ups non-trappy for 30 days. If you’re only sending “checking in” messages, you’re likely getting polite replies instead of real signals.
🔮 Coming Next Week..
The majority lose referrals at the handoff moment—when a past client says, “Oh! My friend might be moving…” and then nothing happens.
Next week I’ll give you the 15-second “soft intro” line that turns maybe into an actual introduction—without being awkward or pushy.
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Disclaimer:
The Grind Works newsletter is for educational and informational purposes only. The strategies, tools, and resources shared are general in nature and may not be suitable for every business or situation. Nothing in this newsletter should be interpreted as legal, financial, or professional advice. Results from client retention and referral strategies will vary based on market conditions, execution, and other factors outside our control. Before implementing any tactic, you should evaluate it in light of your own business circumstances and, where appropriate, consult with qualified professionals. The Grind Works makes no guarantees regarding outcomes, income, or results.