Late fall is when the phones get quiet. Buyers pause for the holidays, sellers wait for spring, and most agents pause right along with them.
Meanwhile, the people you’ve helped are quietly deciding who they’d recommend if a friend asked for an agent. A short note now keeps your name in that conversation—without asking for anything.
It’s also one of the easiest items on your list to actually finish. There’s no design work, no scheduling tool, and no budget—just ten people you already know.
Stated plainly
Pick ten people. Send each one a short, personal note this week. That’s the entire assignment.
Not a newsletter. Not a “just checking in for referrals” message. A real hello from someone who remembers them.
A good note is short (a few sentences), specific (it mentions something only you would know), and safe to ignore (nobody has to answer). If yours hits all three, it’s done.
The goal isn’t to ask for business.
The goal is to be remembered before anyone needs you.
Who makes the list of ten
Don’t overthink this. Scroll your phone, your closed-deal file, and your DMs, and pull from these four groups:
Past clients
Especially anyone who closed in the last few years. They already trust you and can picture the house.
Your sphere
Friends, neighbors, the people you see at school pickup or the gym. They know you and would gladly point someone your way.
Warm leads that went quiet
Someone you clicked with whose timing didn’t work out. A no-pressure hello can re-open the door.
People who’ve referred you
Anyone who’s sent a friend or family member your way. A simple thank-you is always welcome.
Have more than ten names? Great. Start with the ten you’d be happiest to hear from and save the rest for next week. Short on past clients? Lean on your sphere. If you’re newer to the business, your sphere is your list.
Pick the format that fits the person
Mix and match. The channel matters less than the fact that it feels like it came from you. A good rule of thumb: match how the person already talks to you. If they always text, text. If they sent you a holiday card last year, a card back will mean a lot.
A personal text
Fast and easy to answer. Send it one-to-one from your own number, by name—never as a group blast.
A handwritten card
Rare enough to stand out. Three sentences is plenty, and a fall card lands especially well this time of year.
A 20-second selfie video
Send it privately by text or DM, not as a public post. Hearing your voice does a lot of work.
A two-minute call
Best for your closest past clients. If they don’t pick up, leave a warm voicemail and you’re done.
What to write (it’s shorter than you think)
Every note has the same three ingredients: one specific memory, one seasonal hook, and one no-pressure close. Start with the memory, because it’s the hard part. Ask yourself: what’s one thing I remember about this person that has nothing to do with the transaction? The moving truck that got stuck, the paint color they agonized over, the way their kid ran through the empty house. That detail is what makes the note feel like yours. Once you have it, the rest takes about a minute. Here’s how that sounds in each channel:
Market stats, rate talk, listings, and any version of “send me your friends.” If a note turns into a pitch, it stops being a note. If someone replies with questions about rates or financing, connect them with a loan officer rather than answering yourself.
When they write back
Some will. Here’s how to handle it without turning a friendly moment into a sales call:
They say thanks
Reply warmly and ask one question about them, like how the kids liked the new school. Then let it breathe.
They mention a move
Offer a quick call, no pressure. If they ask about financing, connect them with a loan officer.
They don’t answer
That’s fine and completely normal. Don’t chase. The note did its job.
Why this works
- It’s personal. A specific detail stands out in an inbox full of templates and promotions.
- It’s low pressure. With nothing to say yes or no to, replying is easy—and people often do.
- It costs almost nothing. Ten short notes take an afternoon, not a campaign.
- It compounds. Do it once a quarter with new names and you’ll have reached forty people by next fall.
- It makes referrals natural. When a friend mentions moving, the person who heard from you last month is the one they think of.
Ten names. Five steps.
- Write your list of ten.Set a timer for 20 minutes and pull names from your four groups. Don’t edit yet.
- Choose a channel for each name.Text the casual ones, card or call the closest ones. Mix it up.
- Add one real detail to every note.The street they moved to, the dog you met at closing, the way they laughed at the inspection.
- Send them across the week.Two or three a day keeps it easy. Done by Friday.
- Reply fast, then log it.Answer anyone who writes back the same day. Jot down who you contacted, what you mentioned, and any reply, then set a reminder to do this again next quarter with ten new names.
Ten people. One personal note each. No pitch—just be the agent they remember.