In the increasingly fast-moving world of estate agency, maintaining strong client relationships can be just as important as acquiring new leads. Yet, many agents focus on chasing new prospects while their existing client database sits unused, full of untapped commercial potential.
Reconnecting with past clients can be a highly effective and cost-efficient strategy, often yielding better results than constantly seeking out new business.
So, how can you get started?
The value of re-engaging past clients
Every client interaction, from initial inquiries to completed sales, creates a valuable trail of data. Over time, however, many of these connections fade, and agents lose touch with homeowners who may soon be in the market again.
By taking a structured approach to re-engagement, agents can harness the power of their existing database to secure new valuations and instructions and maximise their return on data investment.
One of the biggest challenges estate and lettings agents face is staying updated with client movements.
- How many past clients have moved without you knowing?
- How often has a former client sold their property through another agent simply because they didn’t hear from you?
The reality is that these missed opportunities add up.
Use market signals to reconnect
Instead of letting client data sit idle, proactive agents can use market activity signals to engage with clients to re-establish connections.
For example:
- A property next door to a past client sells for a record price—this could be an ideal opportunity to check in and see if they’ve considered selling.
- A former client lists with another agency—reaching out to offer insight or assistance could bring them back into your fold.
- A price reduction in the local area—clients who were once hesitant to sell might now be more open to the idea.
By leveraging these insights, agents can make well-timed, relevant calls that position them as a trusted advisor rather than just another salesperson.
This also sets the foundations in the justification for your fees, and how you stand out against other agents – given the knowledge and the insight that you have in the local market.
Making data work for you
A structured approach to client re-engagement ensures that no valuable contact is forgotten.
By actively tracking and prioritising outreach efforts, estate agents can:
Focus on high-value contacts
Instead of manually sifting through past records, use data-driven insights to identify and engage with the most promising leads.
A February 2025 study of 100 newly onboarded Recontact branches found that, in the 12 months before joining, 68,320 properties in their CRM were listed by competitors, representing £51bn in instructions and approximately £612m in lost potential fees.
Use guided conversation insights
Tailor discussions based on market trends and past interactions, making conversations more relevant and valuable to clients.
Simplify workflows
Keep all client data and interactions organised within the Reapit environment, making it easier to manage ongoing relationships.
A smarter approach to client retention
In a competitive market, maintaining healthy and consistent client relationships is essential for long-term success.
A well-structured re-engagement strategy should lead to more instructions, stronger relationships, and increased efficiency—without the high costs typically associated with new lead generation.
By maximising the potential of your existing database and reconnecting with past clients at the right time, you ensure that your agency remains top of mind when they’re ready to make their next move.
No cold calling may sound too good to be true, but it’s not; Re:Contact is designed to unlock incredible returns from your existing client data within Reapit.
Let us demonstrate to you how—learn more today!
