Kathy Butler, with RE/MAX Realty Specialists in Conception Bay South, NF, Canada, knows the value of reconnecting – and staying connected:

When I joined the community my Business Advisor got me started on The 30/30 Program and sending my Reconnect Letter. When he started talking about doing the follow-up calls I didn’t want to do them, because I thought it would be like doing cold calls – and that I was hassling my clients. It turned out to be a very eye-opening experience. I got such a warm reception I was shocked.

In some instances I couldn’t get off the phone because the clients wanted to talk to me: “Kathy, we love hearing from you.” It was fun!

I sent 125 Reconnect Letters and called everyone I’d mailed to. I made a point of calling in the evening because during the day all I got was voicemail. I didn’t connect with everyone directly, and if I got voicemail when I called the second time, then I’d leave a message.

After about 10 calls I realized this wasn’t anything like doing cold calls, and my fears started to subside. It was great – I really felt like I was building rapport with my clients.

My calls brought me five appointments, two closed transactions and $10,000 in income – all in a month – and then a third transaction, $7,000, all within three months.

I think with real estate you’re always stabbing in the dark: “What do I do today? What do I do to get a good, solid lead?” By Referral Only gives you guidance and gives you structure. You don’t get up in the morning wondering what you’re going to do to make money; you know what you have to do.

After 14 years in the business I now realize what I have to do and that’s make my clients happy. And that the biggest source of income is my past clients.

I now feel like their agent for life!