Do you have a way of proving, I mean really PROVING that you are a real estate expert?
How would you like to occupy a "special category" in the minds of your clients? The special category of REAL ESTATE EXPERT. We all know that you are one-but how do you prove it? By keeping in touch by email? By sending postcards with recipes? By asking for referrals?
While traditional marketing is okay...it proves NOTHING!
A killer way to set yourself apart is by providing your clients with an Annual Real Estate Review!
It can be sent at the first of the year. It can be around the anniversary date of the home purchase. What it does is provide an annual overview of the value of your clients' home-which is probably their biggest investment ever. And believe me, they want to know what's happening in their neighbor-good or bad.
The annual review should include 3 things:
1. Provide a 12-month perspective - Compare market data (listing and sales prices, units sold, types of sales [i.e. foreclosure, short sales, financed]) from a year ago until now. Write a narrative of what has happened and WHY the market is the way it is. Create an overview of the city, town or county and then narrow it down to their neighborhood.
2. Create a Visual Snapshot - Statistics, charts and graphs will give your clients a clearer view of the real estate market. It illustrates that you know what you are talking about because you have the numbers to back you up.
3. What do you think? -- Okay, so you have the numbers, the charts, the data, but someone has to interpret it and that person is you. What housing trends do you see in the future? What do you think will happen to housing prices? Are there any new businesses relocating in the area? New construction? Shopping Centers? Golf courses? Schools? What about interest rates (I can get you economic information to include with your review)? People love "inside information" and by sharing what you know and what you think will insure your "expert" status.
Your clients should not see you as just a friend in the real estate business. They should see you as their own "private eye" and nothing is better than providing information-especially when it affects their biggest investment.
Sure, it's going to take some work. It's time consuming. But think about the benefits. You can submit your information to your local press. You can blog about it. You have to share with your new clients. Best of all, I'll bet that you get more phone calls (asking questions) which gives you a chance to catch up with what's happening in their lives.
And, it's a way to keep in touch year after year so when they hear the word "real estate" they think of you!
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