Good morning, everyone! Let’s kick things off today with a friendly reminder: Gosh darn it, people like you! And that’s exactly why today’s focus is on one of the easiest and most impactful calls you can make—your past client database calls.
These aren’t cold calls, and there’s no reason to feel nervous. Why? Because your past clients already know you, they already trust you, and they’ll be happy to hear from you. This is a simple, three-part call that will not only leave your clients feeling appreciated but can also open the door to new business.
Here’s how it goes:
Step one: Express gratitude. Start by thanking them for doing business with you in the past. It’s genuine, it’s kind, and it’s always well-received.
Step two: Check in. Ask how they’re doing. It’s not about business right off the bat—it’s about making that human connection. How’s their home? How’s life? Small talk that builds rapport and keeps the conversation light.
Step three: And here’s the magic. As you wrap up, say, “Before I let you go, if you come across any friends, family, or coworkers who might be looking to buy, sell, or refinance, can I count on you to connect me to them?” This is key. You’re not just asking for their business—you’re positioning yourself as a resource for the people they know.
This call is so powerful because while the client themselves might not need your services right now, they almost certainly know someone who does. Whether it’s a friend looking to buy their first home, a coworker needing a cash-out refinance, or a family member consolidating debt, your past clients can open doors for you that you might never have imagined.
And the best part? It’s an easy call to make. Gratitude, a little small talk, and a quick ask before you say goodbye. Gosh darn it, people like you, and they’ll be happy to help you out if you simply ask.
So go make those calls today. Trust me, you’re going to get a great response!