The typical real estate sales funnel begins with leads that filter down into appointments, appointments filter into signed business, which ultimately become closed deals. But what happens to those clients once their transaction closes?

Ask most agents and they will tell you that 95 percent of their business comes from past clients or referrals.

However, NAR's 2013 Profile of Home Buyers and Sellers confirms that the industry is continuing to fall short in the area of retaining past clients: "Forty-two percent of buyers found their agent through a referral from a friend or family member, and 12 percent used an agent they had used before to buy or sell a home."

"In other words, 59% of the industry's past sellers ultimately list their home with a different agent even though they would have hired the agent who represented them on their previous sale."

Here are some ways the you can keep in touch with past clients and stay "top of mind."

1. Call through your database

Work both on both ends of your sales funnel: first by prospecting for new business, as well as focusing on client retention and generating referrals from them. The goal is to have your top 50 to 100 clients in a list that you use to contact regularly.

2. Personally contact your clients at least once every 90 days

Personally contact each of your past clients at least once every 90 days. You can do this via email or social media, but two of the best ways to do this are either through video or by calling them on the phone. Try spending 30 to 45 minutes each day calling your past clients.

3. Send them a monthly e-Newsletter

Keep in touch either monthly or quarterly, with valuable information such as real estate tips, news or home renovation ideas. This will remind them you are still in business, and entice them to refer you to a friend or to call you, if they need your professional services.

4. Home Visits

Arrange to visit them at least once a year where you can stop by and say hi. Holidays are always a fantastic excuse for visiting and dropping off a gift. Many agents also like to follow-up with their clients a few days after they move in to check on how they're making out with the transition and see if they can be of assistance in any way.

5. Home-Purchase Anniversary Dates

It's a nice idea to send a small gift to your clients on their home-purchase anniversary date. This will keep you "top of mind" the next time they need a Realtor or are asked for a recommendation.

6. Use Video

Video is now the primary way that most people prefer to get information. In fact, video emails have much higher open and response rates, especially as compared to direct mail pieces. The use of video can not only demonstrate how "tech savvy" you are, but also enable you clients and referrals to better understand who you are, your business and specific services.

7. Ask for Referrals

If you have happy clients, ask them to refer family and friends. You can generate some great leads from past clients.

8. Use your Facebook Page

Facebook is an excellent way to keep up communications with past clients. Invite your contacts and engage with them by posting informative articles, market trends and relevant community information.

To view the original article, visit the RealBiz Media blog.