When a homeowner decides to sell, there’s an 81% chance they’ll sign with the first agent they talk to. That means most sellers aren’t shopping around; they’re choosing the agent who’s already top of mind.
If that’s not you, you’re losing deals before you even know they exist.
According to the 2025 Home Buyers and Sellers Generational Trends Report from NAR, 66% of sellers work with an agent they already know—either through a past transaction (28%) or a referral (38%). For Younger Millennials, that number jumps to 72%.
If you’re a listing agent, this isn’t just a trend; it’s a blueprint for long-term success.
So how do you become the one agent sellers call first (and only)? It starts with building relationships, staying top of mind, and delivering the kind of service that makes clients eager to recommend you.
Here’s what the data reveals about winning more listings in 2025.
How to Make Sure Sellers Call You Again (or Refer You)
How do you make sure the seller who worked with you once comes back—or refers you to everyone they know? It comes down to delivering more than just a smooth transaction.
You need to build a relationship, provide ongoing value, and stay top of mind after the sale.
Here’s how to do it:
1. Deliver a Memorable Client Experience
You want your service to be so good that they talk about it at dinner parties. Go beyond the basics—think thoughtful touches, anticipating needs, and making their lives easier during what can be a stressful process.
Example: Amy Stockberger’s Lifetime Home Support™ model takes this to the next level. Her team offers free moving trucks, tool sheds, event spaces, and a curated list of local service providers that clients can use for life.
The result? Her past clients never need to Google “real estate agent near me” again.
2. Provide Ongoing Value—Long After Closing
Don’t disappear once the deal is done. Stay in touch with helpful, relevant information that shows you’re still invested in their success.
Example: Mosaik’s Vendor Black Book strategy lets you do exactly that. It’s a quarterly email that keeps you top of mind as you connect your clients with the vendors they need.
There’s a reason Mosaik made our top 10 list of must-have tools for real estate agents. And fortunately, CEO Sheila Reddy is all about giving away strategies to agents—even if they aren’t ready to scale with tech yet.
For a complete list of DIY strategies to convert past clients into new opportunities, click on the image below to download Mosaik’s Past Client Playbook today.
3. Implement a Structured Follow-Up System
Create a system to stay in front of your past clients at regular intervals. That can include email touchpoints, phone calls, client gifts, or market check-ins. The key is consistency—and personalization.
Use your CRM to schedule reminders and track interactions. Then, plug in solutions like ReminderMedia to scale your follow-up with impact.
Example: ReminderMedia helps agents automate this with personally branded magazines and digital content that clients actually want to read. Combine this with a simple system of check-ins (anniversary cards, home value updates, neighborhood reports), and you’ll be the only agent they remember.
Right now, you can get a free branded sample magazine, thanks to ReminderMedia’s generous offer for BAM readers.
4. Host an Annual Client Event
A backyard BBQ. A photos-with-Santa party. A wine tasting. Whatever fits your brand, make it fun—and invite your clients. These events reinforce your relationship and give people a reason to bring friends (aka future clients).
Krys Benyamein hosts a variety of both public and exclusive client-centric events throughout the year for Grace Real Estate. Learn more and download his full client event calendar here.
Check out his post on this year’s Easter event:
5. Educate Them Like a Pro
Make your clients smarter about their investment. Whether it’s sending them a CMA every six months, updating them on neighborhood trends, or sharing the latest hyper-local news, they’ll remember you as the agent who helped long-term.
Agents in BAMx do exactly this. Members also receive a weekly bundle of marketing content—packed with email and video scripts, templates, and content you can send every week to keep your clients engaged and informed.
6. Make the Referral Ask Easy
If your client loves your service, they probably want to refer you—but they don’t always remember how or when. Solve that for them. Create a simple referral program with shareable links, email templates, or even a post-close social media shoutout they can copy/paste.
You can also take another page out of Amy Stockberger’s book and make referral reinforcement a priority, using automation to keep track of referrals and remind you when it’s time to reach out with a handwritten note, a personalized video, and thank-you gifts.
Bonus: Follow up after closing to ask for a review—and let them know exactly where to leave it.
7. Keep Showing Up Online
Even if they had a great experience with you, if they stop seeing your name pop up online, someone else will take that spot. Post consistently on Instagram, create quick value-driven videos, and show your face.
It might not seem like it makes a difference, especially if you’re already making regular value-add follow-up a pillar of your business. They already know you’re still in the business, right?
But maybe they want to see your face and some examples of your recent marketing efforts. They want to see they’re not the only ones happy to have worked with you. They want to look through your content and feel a renewed surge of pride in the person they call their agent.
BAMx is filled with resources to help you do this—think plug-and-play scripts, content calendars, and even social media audits during live office hours.
In 2025, sellers are craving connection, service, and professionalism. The agents who lean into that—using the right tools and touchpoints—will be the ones who get the call when it’s time to move again (or when a neighbor needs an agent).
