This week I was on a listing appointment and yes, I got the listing. The client called a few months ago and we got together this week. I have probably been sending mail to them for about 15 years. This will be the fourth real estate transaction as their agent. When the wife called me a few weeks back I asked her if she had been receiving my post cards. ” Yes,” she said, “I keep them in my planner to remind me to call you to sell our house.”
If you are new to the business please remember that real estate can be easy. Stay in touch. Stay in touch. Stay in touch. If you are out of sight then you are out of mind. What you are trying to accomplish, is that when they think of real estate they think of you. When they think of you, they think of real estate. It is not that hard. You have to follow up with great service.
You can be someone’s agent for life just by staying in touch. I have probably spent $50 to $60 on mailings to this client over the last 15 years. Was it worth it? Four sales with a sales volume over $800,000. Yes it was. So get your planner out and mark down each day of the month that you are going to mail to your sphere of influence. Make a plan and stick to it. The dividends will pay off.
Many new agents hesitate to start contacting the people they know or they assume the family and freinds will just contact them because they sent a business card when they started. I learned the hard way in my early real estate career. I lost a few sales because I did not stay in touch on a regular basis. You have to remind them and you have to show them success. Just listed and just sold cards are the simplest way to do it. When you run into a freind or family member and they ask,” are you still in real estate?” You know you are not marketing yourself as a real estate professional.
Direct mail to your sphere of influence is a money maker. So shake it !!!!!!! In my opion it is the most profitable of all ways to market yourself. Start your direct mail campaign today. And of course, if you know someone moving to Lake Norman, North Carolina, please send us the referral. We will take good care of them.
Rick Knight ERA Wilder Realty
Toll free 1-888-892-7373 Ext 105
