One of the most common questions agents ask is, “How long should I stay in touch with potential clients?” The simple answer? Indefinitely.
According to Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions, consistent communication over time builds trust, authority, and, ultimately, business. Many agents underestimate just how long a prospect might take to decide to sell—but those who stay in touch consistently are the ones who get the call when the time is right.
Why Consistency Matters
Real estate isn’t just about immediate transactions—it’s about building long-term relationships. Sellers don’t always make instant decisions, and many take years before they’re ready to list.
Adrian shares real-world examples of clients saying:
- “Adrian, I’ve been receiving your newsletter for fifteen years.”
- “I’ve been getting calls from you and your team for nine years—can you come and look at my property?”
- “I’ve built trust with you over time, and now I’d like you to list my property uncontested.”
This kind of long-term engagement only happens when agents commit to staying in touch—without an expiry date.
The Minimum Touchpoints Every Agent Should Have
A strong database strategy doesn’t rely on just one channel. Agents should aim for layered, consistent communication across multiple platforms. At a minimum, this should include:
- Quarterly phone calls – A simple check-in to keep relationships active and personal.
- Monthly newsletters – Providing market updates, success stories, and valuable insights to stay relevant.
These two foundational strategies create baseline consistency. However, the agents who dominate their markets go further by adding:
- Social media engagement – Staying visible with regular content and community involvement.
- Letterbox drops – Keeping branding strong within the local area.
- Local sponsorships – Building credibility through community presence.
- Door knocking – Creating face-to-face connections that reinforce trust.
The more touchpoints, the stronger the relationship—so when the moment to sell arrives, you’re already top of mind.
Becoming the Agent of Choice
The reality is most people don’t remember an agent unless they’ve been consistently visible. That’s why the best agents never assume a prospect is off the table.
By committing to long-term, ongoing engagement, agents don’t just stay in touch—they position themselves as the trusted professional who will be called upon when the time is right.
Final Thoughts
Real estate is a long game. Staying in touch with potential clients isn’t about quick wins—it’s about building a network of trust over time.
By maintaining regular contact through calls, newsletters, and multiple touchpoints, agents can ensure they remain on the shortlist—or better yet, become the uncontested choice—when a seller finally decides to make a move.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.