The short answer
At ACE, we clean your past client and sphere list, then help you reconnect in a way that doesn't feel like a sales pitch. Each contact gets a personal offer from you, and can unlock a real gift card, like a coffee on you, for watching a short video catching them up, or for requesting their yearly home value update. The reward is for reconnecting with you, never tied to a referral, a listing or a closing.
Step 1: Clean your database first
Most agent databases are a mess: old numbers, dead emails, duplicates and people who moved years ago.
- Gather everything. Past clients, open house sign-ins, your phone contacts, old CRM exports.
- Clean and verify. We verify phones and emails and scrub phones against Do Not Call lists, so you only reach real, reachable people.
- Enrich it. ACE Data can add details to each contact, so you know who still owns their home and who may have moved.
- Sort it. Past clients first, then close sphere, then everyone else.
Step 2: Reconnect without making it awkward
If you haven't talked in two years, "Just checking in!" feels like a sales call. Lead with something useful instead:
"Hi [Name], it's [Your Name]. I was looking at sales near [Street] and your home has probably gone up since you bought. Want me to send you a quick, no-strings home value update?"
Or give them a reason to engage:
- Watch. They get a short, personal video from you catching them up on the market.
- Earn. A real gift card unlocks when they finish, as a thank-you for their time.
- Request a home value update. They can ask what their home might be worth today.
Real estate commissions and states have their own rules on gifts and inducements. Keep rewards small and never tie them to a referral, listing or closing. ACE reviews each campaign with you, and you should confirm with your broker and attorney.
Step 3: Stay in touch on a schedule
Reconnecting once doesn't work. Pick a rhythm you can keep:
- Monthly: a short market update by email.
- Quarterly: a personal text or call. Not a newsletter, a real message.
- Yearly: a home value update for every past client who still owns their home.
- On anniversaries: "Happy 3 years in the house!" on the date they closed.
Step 4: Watch for the signs they're ready
Past clients often show the same early signs as any seller: checking home values, browsing listings, asking about the market. When someone in your sphere is thinking about selling, reach out with something helpful before another agent does.
Step 5: Make referrals easy, the right way
The best way to get referrals from your sphere is to stay top of mind and ask simply:
"If you hear of anyone thinking about buying or selling, I'd love to help them."
Be careful with referral rewards. In many states, giving a past client a gift for a referral is treated as a referral fee to an unlicensed person, which isn't allowed. Some states allow a small gift with limits. Check with your broker before offering anything for a referral.
Step 6: Bring your sphere to your events
Invite past clients to an open house or a client appreciation event. It's an easy, low-pressure way to reconnect in person.
What we've seen
Across ACE campaigns, engagement has ranged from about 5% to 28% across direct mail and digital. Past clients often respond well because they already know and trust you. These are past results, not a promise for your database.
When this isn't the right fit
- Your database is tiny. Just call everyone yourself.
- You won't stay in touch after the first message. Reconnecting once and disappearing again does little.
- You want referral rewards in a state that doesn't allow them. Stick to staying in touch.
Learn more about ACE for realtors.
Frequently asked questions
How do realtors stay in touch with past clients?
Send monthly market updates, reach out personally every quarter, share a yearly home value update, and celebrate home anniversaries.
How do I reconnect with past clients without it being awkward?
Lead with something useful, like a home value update, instead of "just checking in." Make it about them, not about your business.
Can I give past clients a gift for a referral?
It depends on your state. Many states treat a gift for a referral as a referral fee to an unlicensed person, which isn't allowed. Check with your broker first.
How often should I contact my sphere?
A monthly update, a personal message every quarter and a yearly home value update is a rhythm most agents can keep.
How do I clean my real estate database?
Gather every contact, verify phones and emails, remove duplicates and people who moved, and scrub phones against Do Not Call lists.
About the author
Jake Nicks is the founder of ACE (Actual Consumer Engagement), a customer acquisition firm in Frisco, Texas. He has 10 years in paid media and has directed more than $2 billion in ad spend. ACE's verified-action gift card technology is protected by U.S. Patent No. 11,847,634 B2.
Add fresh homeowners to your sphere. On a free 15-minute call, we'll pull 50 people in market for what you sell in your area, live while you watch, scrubbed against Do Not Call lists. You keep the list. Claim your free 50