While most agents focus their energy on finding their next client, the most successful agents focus on honoring the relationships they already have, writes Lori Muller.
Real estate professionals don’t lose business just because past clients don’t like them. You lose business because past customers forget.
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Data tells a powerful story. The 2025 Home Buyer and Seller NAR Profile shows that for buyers:
41% found an agent through a referral 18% used an agent they had worked with before 91% said they would use an agent again
For sellers, this number is even more powerful.
66% hired an agent through a referral 51% used the same agent again and the majority said they would definitely use an agent in the future
The trust is there. That’s where the loyalty lies. So the real question is, “Will they remember you when it matters?”
This is where the power of Popbuy comes into play.
The true meaning of pop buy
Pop Buys are not branded giveaways or seasonal drop-offs aimed at “ticking a box.” And it’s never about asking for business.
The real pop-buy is a relationship strategy.
It’s a purposeful and specific way to stay connected with the people you already know, like, and trust. It’s personal. That’s intentional. And if you do it right, the trade will always stay in your mind without you even thinking about it.
Because while a client may intend to use you again, that intention doesn’t always translate into action. Especially as time passes, life changes, and new names enter the conversation.
Popbuy bridges that gap.
Memory is the missing link
In a world dominated by emails, text messages, social media posts and ads, physical presence stands out.
Popbuy creates:
A pause in someone’s day, a moment of recognition, a reminder of a relationship.
People won’t refer an agent they barely remember, even if they had a positive experience. They refer to agents who consistently show up, stay there after the transaction, and make you feel valued beyond the closing table.
Pop-buy is not about volume. Being memorable is important.
Strategic targeting is what makes it work
An effective pop-buy strategy is never random.
They focus on clearly defined groups. This is often the top 50 companies in your past clients or area. These are the people most likely to introduce you, advocate for you, and bring your name into the conversation when the topic of real estate comes up.
If you don’t have 50 past clients yet, the starting point is already near you.
friends, family, colleagues, your personal area
Everyone starts somewhere. Intention is what matters.
Powerful pop-buy strategy:
Targets people who already trust you Personalized to their interests and life stage Provides value, not clutter Feels human, not automated
This is how passionate fans are created. Not by one big action, but by consistent, thoughtful action.
Consistency builds support
One visit won’t change your business. It stays consistent.
When your customers hear from you regularly, they develop trust without being sold to you. Feeling remembered and appreciated increases loyalty. And as loyalty grows, referrals will naturally follow.
Many agents fall short here. Communication will be slow after the store is closed. Touch points disappear. And relationships are left to fend for themselves.
they don’t.
Strong businesses are built on follow-up, follow-back, and follow-through. Over time, these small consistent actions add up to become much more powerful than marketing dollars and create advocacy.
Past customers are future customers
Data is already showing us the way forward. Introductions are important. Repeat business matters. Relationships are important.
PopBuy is just the bridge between great service and long-term growth.
They reinforce who you are, how you serve, and why you matter long after the deal closes. And if you do it consistently, you’ll do more than just generate business. They create connection, community, and longevity.
All you need is one small pivot
While most agents focus their energy on finding their next client, the most successful agents focus on honoring the relationships they already have.
Past customers are not your history, they are your future.
So ask yourself:
Will the people I served remember me? Do they feel connected to me? Do they talk about me when real estate comes up?
If the answer is not a confident “yes,” then the solution lies outside of marketing. It’s more of a relationship. That’s the real power of Popbuy.
