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Real Estate Prospecting Can’t Be a One-time Shot
Choose your target, then market consistently.  
Over the years I’ve met agents who mistakenly felt that direct mail for real estate prospecting was the same as direct response marketing. They thought they “should” get results from just one mailing.
Unfortunately, marketing studies show that if they have the right list they might get a 1% response.
Real estate prospecting is not at all the same as direct response marketing.Direct response marketing fits into the “instant gratification” category. You’re selling a product and people either want it or don’t want it. They order today or possibly tomorrow, and that’s that. Quite often, the purchase is made on impulse.
I do know someone who purchased a house on impulse - but it wasn't from a marketing piece. He viewed it with friends who were looking for a home. They didn't want it, but he did. He's my favorite neighbor, so I'm glad he was impulsive.
Marketing your services as a real estate professional via direct mail prospecting calls for “Drip Marketing” through multiple mailings.When you’re offering your services as a real estate professional, only a small percentage of the people will want or need what you offer today. Another percentage may be thinking about it, and a ... more

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