You have to stay top of mind without being annoying.
- Value-Add Emails: Send updates on their home’s value or local market trends.
- Client Appreciation Events: Small gatherings or pop-by gifts.
- The "Anniversary" Call: Reach out on the anniversary of their closing.
If you only call when you want a referral, they won't give you one. If you provide value year-round, they’ll advocate for you.