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Contact and Connect an annual activity

By
Real Estate Agent with Real Estate Professionals of Glynn

I have just completed my annual database review and contact session.  Every year I review ALL my client databases.  This entails sending out a New Years Greeting, a thank you for buying in the previous year note, or an I'll continue to keep you advised of the status contact note.  Or a combination of these greetings contingent upon what class of Client or subset they may fall in.

 Additionally, these folks are all in the automated prospector from our MLS.  For those who are not familiar with this function it is an automatic search feature which reviews all MLS entries again criteria you establish, and then send me an automatic notice of a match.  I can then review it and forward it if email is available or in a few select cases I forward the info via snail mail or fax.  Although this sounds tedious it truly isn't once you get beyond the initial setup (design of your templates and revision of your contact formats and schedules).  I do this review for one reason which is to purge any dead wood. 

 

The overall campaign is simple.  Contact via email, snail mail and then phone call setup on a variable schedule of 4 to 6 weeks for an entire year.  I always begin this schedule with a combination of email or snail mail. The rationale here is to use the lack of response within a predefined time frame 21 days (for snail mail), 7 days for email results in the non-responders being dropped to a lower tier which structures contact to quarterly.  This does tend to keep me occupied for about 3 consecutive days since the database is the result of 13 + years of Client/Customer contacts and growing.  Although it does sound a bit cumbersome it isn't since those prioritized as immediate are not included in this campaign.  I must note that those in the automated campaign do float into the active category.  However, this campaign is primarily to keep name and face out front for these folks.  Being composed of a 4x4x4x12 matrix of activities it provides an interesting mix of personal and form contacts.  But foremost it keeps my name up on the top of folk's memory.  You see it seems that according to marketing studies it takes the average consumer 4-6 contacts to elevate you to a prominent position in the consumer's memory.  So the contact plan for the ole database for 2007 is now up and well.  Since I just finished it I thought I would throw this old school approach out there for the group's consideration and discussion.  This approach works for me and keeps food on the table, cloths on my back, gas in the cars and money in the bank.  Plus and probably most important it keeps me in control on my time and allows me the flexibility to do what I want when I want. Which I have found to be the bane of many Realtors.

Comments (2)

Keith Jeppson - Salt Lake City Real Estate
Everest Realty Group - Holladay, UT
Thaks for sharing the system Michael.  looks like it covers the bases pretty well.  Have you ever read MREA?  You ought to check out in the groups.
Jan 04, 2007 01:34 AM
MaryAnn Morrar ~ La Jolla
Coldwell Banker - La Jolla, CA
Great post.  I also send out last year's HUD-1 statment just before tax time.
Jan 04, 2007 02:32 AM