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How My Realtor's Newsletter Is Making Money For Her Competition
So I bought my house in December 2006 and used a Realtor I had casually met who gave me the address. 
Being a mortgage guy and someone who is really into database marketing and lead generation, I asked the obvious question..
"Did you know that roughly 17-34% of all the people in your database will do a real estate transaction within the next 12 months?  That means that if you have 100 people in your database and can retain even 50% you will get 8-16 transactions...just by staying in touch!"
"Oh yes, I'm quite aware of that" 
I followed up with "What are you doing to ensure that those buyers don't use the other first Realtor that comes to mind when they think of buying or selling?"
She said "I have a newsletter, and I make sure to call them.  I'm very good at follow up!"
Here is a breakdown of the correspondence our Realtor has had with us: 
Zero mail including newsletters, market updates, neighborhood info, anything1 phone call 1 drop byThink about the concept of Positioning as discussed in the book by Reis and Trout.  Think about the database touches suggested by Keller and Jenks in The Millionaire Real Estate Agent.
Don't keep your database and ... more

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