How pop-bys keep you top of mind for repeat and referral activities

Real estate professionals don’t lose business because previous clients don’t like them. They lose sales because past customers forget them.

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The data tells a powerful story. The NAR 2025 Profile of Home Buyers and Sellers shows that for buyers:

• 41 percent found their agent through a referral
• 18 percent used an agent they had worked with before
• 91 percent said they would use their agent again

For sellers, the numbers are even starker:

• 66 percent hired their agent through a referral
• 51 percent used the same drug again
• And the majority said they would definitely use their agent in the future

The trust is there. The loyalty is there. So the real question becomes: Do do they remember you when it matters?

That’s where the power of the pop-by comes into play.

What a pop-by actually means

A drop-by is not a branded giveaway or a seasonal release designed to “check a box.” And it’s certainly not about asking for business.

A real pop-by is a relationship strategy.

It’s a purposeful, tangible way to stay in touch with people who already know, like and trust you. It’s personal. It’s intentional. And when done correctly, you stay top of mind without ever feeling like you have to do anything.

Because while customers can plan to use you again, intention does not always translate into action – especially as time passes, life changes and new names enter the conversation.

Pop-bys bridge that gap.

Memory is the missing link

In a world dominated by emails, text messages, social media posts and advertisements, a physical presence stands out.

A pop-by creates:

• A break in someone’s day
• A moment of recognition
• A reminder of the relationship

People don’t refer agents they barely remember, even if they had a positive experience. They refer the agent who consistently shows up, remains present after the transaction, and makes them feel valued beyond the closing table.

Pop-bys are not about volume. They are approx be memorable.

Strategic targeting makes it work

Effective pop-by strategies are never random.

They are aimed at a clearly defined group – often your target groupat 50 customers and atmosphere from the past. These are the people most likely to refer you, advocate for you, and bring your name into conversations when real estate comes up.

If you don’t have 50 past customers yet, your starting point is already near you:

• Friends
• Family
• Colleagues
• Your personal atmosphere

Everyone starts somewhere. What matters is the intention.

A strong pop-by strategy:

• Target people who already trust you
• Is personalized based on their interests or stage of life
• Provides value, not junk
• Feels human, not automated

This is how raving fans are created – not through one grand gesture, but through consistent, thoughtful gestures.

Consistency breeds advocacy

One visit won’t change your business. Consistency will.

When customers hear from you regularly – without being sold to you – trust increases. When they feel remembered and appreciated, loyalty grows. And as loyalty grows, referrals will follow naturally.

This is where many agents fall short. After hours, communication slows down. Contact points disappear. And relationships must be self-sustaining.

They won’t do that.

Strong companies are built on follow-up, follow-up and follow-up. Over time, these small, consistent actions grow into something far more powerful than marketing spend: they create advocacy.

Your past customers are your future customers

The data is already showing us the way forward. References are important. Repeat business matters. Relationships are important.

Pop-bys are simply the bridge between exceptional service and long-term growth.

They reinforce who you are, how you serve, and why you matter – long after the transaction has ended. And when done consistently, they don’t just generate revenue. They create connection, community and longevity.

One small pivot is enough

Most agents put their energy into finding the next customer, but tThe most successful agents focus on honoring the relationships they already have.

Your past customers are not your history – they are your future.

So ask yourself:

• Do the people I served still recognize me?
• Do they feel connected to me?
• Do they talk about me when real estate comes up?

If the answer is not a resounding yes, the solution is not more marketing. It’s more of a relationship. That is the true power of the pop-by.