Past Client Reactivation: The August Touch That Books September Appointments

You have past clients you haven't talked to in months.

They're the easiest appointments you'll book this fall.

The Past Client Opportunity

Past clients already trust you.

They know how you work.

They'll refer you if you stay in touch.

But most agents call them once a year or never.

The Reactivation Window

Right now, before September gets busy, call every past client.

This isn't a drip campaign. This is direct outreach.

Who to Call

Everyone who closed with you in the past 3 years:

2024 closings 2023 closings 2022 closings

Three years of clients. Three years of opportunities.

The Script

"Hi [name], this is [your name]. I haven't talked to you since we closed on [address]. I'm checking in before fall market gets busy. How's the house? Any questions about the market or anything I can help with?"

Simple. Personal. No sales pitch.

What You're Listening For

They mention wanting more space. They mention job changes. They mention kids or family changes. They mention neighbors selling. They mention investment ideas.

Any of these signals mean opportunity.

The Follow-Up Questions

If they mention space: "Have you thought about what your next move might look like?"

If they mention neighbors: "Are they using an agent? I'd love to help if they're looking."

If they mention market curiosity: "Want me to send you what your home is worth now compared to when you bought?"

Turn conversation into action.

The CMA Offer

For every past client:

"I can send you a market analysis showing what your home is worth today. No obligation, just good information to have. Want me to send that over?"

Most will say yes.

The CMA Follow-Up

Send the CMA within 24 hours.

Call 2 days later:

"Did you get the market analysis I sent? Any questions? Were you surprised by the value?"

This creates the appointment.

The Referral Ask

Every past client conversation should include:

"Who do you know thinking about buying or selling in the next few months?"

Ask directly. Don't assume they'll volunteer.

The Timing Strategy

Call in this order:

Week 1: All 2024 closings Week 2: All 2023 closings Week 3: All 2022 closings Week 4: Follow-up calls on everyone who requested CMAs

One month. Every past client contacted.

The Daily Goal

10 past client calls per day.

Takes 90 minutes if you focus.

50 calls per week.

200 calls in August.

Track Your Results

Create a spreadsheet:

Client name Call date Response CMA requested? Referral given? Next action

This shows what's working.

The Email Alternative

For clients who don't answer:

Subject: "Quick check-in from [your name]"

Body: "Hi [name], I haven't talked to you since we closed on [address]. Wanted to check in and see how everything is going. I can send you a market update on your home if you're curious what it's worth now. Just reply if you want me to send it."

Send email after second call attempt.

The Text Follow-Up

After email:

"Hi [name], left you a voicemail and sent an email. Just checking in. Call me when you have a minute: [number]."

Some people only respond to texts.

The Market Update Angle

Share specific market data:

"Homes in your neighborhood are selling 10% higher than when you bought. Your equity has grown significantly. Want the exact numbers?"

Give them a reason to engage.

The Anniversary Touch

For clients approaching their purchase anniversary:

"It's been almost a year since we closed. Time flies! How's everything with the house?"

Anniversaries are natural check-in points.

The Investment Conversation

For past clients with equity:

"You've built significant equity since you bought. Have you thought about investing in another property? The numbers might surprise you."

Turn one client into two transactions.

What You'll Discover

Clients ready to move up. Clients considering downsizing. Clients thinking about investment properties. Clients with referrals ready to give. Clients who appreciate the check-in.

Every call uncovers opportunity.

The September Setup

Past clients you call in August become:

September listings September buyer appointments September referrals Long-term pipeline contacts

This month of calls funds the next quarter.

Common Mistakes

Only calling when you need business. Using generic email campaigns instead of personal calls. Not asking for referrals. Forgetting to follow up on CMA requests.

Make the calls. Do the follow-up. Get the business.

Your Next 48 Hours

Pull your list of past clients from the last 3 years.

Start with 2024 closings.

Call 10 today.

Call 10 tomorrow.

Keep going until you've talked to everyone.

Past clients are your lowest-cost, highest-conversion lead source. Use them.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.