Episode 834: Your Past Clients Are Your Goldmine (Here's Why)

0:00Welcome back. Let's talk about the O under Hop. This is the whole plan for you to grow your business even more through 2026. By focusing on your past clients, your core sphere, those people that absolutely love you. This is the secret I use to grow our business and continue to help out agents all across the United States. It's Hop yesterday with H. Your brand meets to meet them at home. Today is oh, your brand needs to meet them online. Let's break down all of the different options you've got. I'm Tristan. This is your daily real estate. It's a podcast. It's a show five to ten minutes every single day on things you should be doing for your business. Let's get right into this one. This is oh, under the hop acronym that I created. It's in the book. If you need to dive in deeper into this, the book is real estate prospecting. It's on Amazon. It's the best selling book I wrote about two years ago. Oh, meeting people online. Here's the core ID. I'm just going to

1:02read it to you based on what I wrote here. Own the scroll or stop the scroll. When prospects open up their phone, their laptop, their inbox, whatever it is, your brand greets them with instant relevant help. The core word there is relevant, right? That's what value is. Not a sales pitch. It's consistent. It's microcontent. It's designed to always think about the things that they need based on who they are as your audience. Think where do they live? That community. Do they own a home? Most of the most of your past clients still own a home and your sphere, your course sphere. If they don't own a home, they rent somewhere. They're part of the community. Those are the two key things when you're thinking online. Now, you've got a lot of options because online can be a newsletter. It can be you going through Facebook, Instagram, LinkedIn, and doing light

2:03comment message and connecting with them through liking all that and connecting and emailing them as well at newsletter. Retargeting where you can spend some money and follow them all across the internet or you can start a whole like my friends have a whole media company where you're reporting about the community, you're reporting everything that's happening and it's in the form of YouTube, it's in the form of short videos, it's in the form of articles, graphics. There's a lot you can do here and my favorite reason for this one is it's the easiest, simplest, cheapest one you can do because all of you, all of you real estate agents have a phone. You're watching on YouTube, I'm just picking up my phone. All of you have this device and you're already paying for it. I was going to say it's free, but you're already paying for it and that's where you would start. Think of who's on there already. Do you have their email address? Because if you do, it's time to export it with a

3:07simple app called MC, mother, Charlie, MC, MC backup pro. You can export your whole list into an Excel sheet and then from that Excel sheet, you can say, well, who am I going to import into my CRM and target through an email because I'm going to create a newsletter once a month. That's it once a month. I mean, at this point, you can go to chat GPT and have it help you or get you started and say, hey, chat GPT, I needed a newsletter that has three sections for it. What's happening in the community? What's happening in real estate locally and then something about you? That's pretty easy. Then you would send that out once a week. You can use, I think you can use MailChimp and it might still, don't quote me on this one, it might still be free for under a certain amount of sends, but if not, I think it's only like $20. Very inexpensive. So start thinking of a newsletter. The other one, well, most of us have friends on social media. So you can go on your phone and you

4:13can purposefully scroll on Facebook and Instagram and LinkedIn daily, 20 minutes a day and be purposeful and connect with people and say, I love that you went there. Congratulations or happy birthday like I do. Every morning, I go through Facebook and I see the birthdays that come up. I think I've got like about eight to 12 depending on the day and I just go happy birthday, happy birthday. And if I miss somebody, some people, which sometimes I do some days, then I go back and I'm like happy belated birthday, happy belated birthday. And then I can go if it's a really close friend or a past client that we got along with really well, then I would privately message them outside of that and say, hey, happy birthday. What'd you end up doing? Just go further into that conversation. Right. So that's that's social. And your phone on top of that, I mean, we've got that list of nine reasons you should be reaching out to your core sphere and core past clients. Now you've got to spread this out throughout the year. And on top of that, you layer in retargeting where you're messaging whether it's your videos or your IDX feed with different properties is following

5:18them along once they once they saw your website, once they saw your ads, that's see, that's important. This is how you start breaking in. This is how you start growing long-term. And of course, if you want to do, you know, more Google PPC, you can definitely do that and target your community target your audience so they can kind of come back in in that way. Now, you'll probably get a whole bunch of new ones as well, but the old ones will be there as well. The whole purpose of this is remember to focus on your really core sphere. But there's so much more you can do here. One of my friends Matt, who's also a coach with us, he has a Facebook group that he has his past clients in only his past clients. And he rewards them every quarter and does a giveaway for gifting. Does everyone tune in? Yes, they all do. You see, you've have so many opportunities here. And for me online, I know I have a few, let me see, I have a few ideas on this one on this sheet. But if you need this one, this one's

6:20episode 712 through 714. This is O for meeting people online. There is so much to this one. And I outlined it some of on this doc, but mostly in my book Real Estate Prospecting. Tomorrow, we're going to be talking about the last one on this acronym HOP. I'll talk to you tomorrow. Have an awesome day.