What every business person needs is a growing crop of prospects
– future customers who will ripen one at a time and bear fruit in the form of a steady stream closings and commission checks to fatten their bank accounts.
(That might taste even better than a fresh ripe tomato every day or two!)
But, as we all know, real estate can be a roller coaster ride when it comes to income.
You prospect / farm / market like mad for a while and get some closings in the pipeline. Then you get so busy taking care of those clients and customers that you don’t take time for more marketing. It’s kind of like forgetting to weed and water the garden.
Then one day everythng has closed. You wake up unemployed and have to start all over with the prospecting / farming activities. And then, of course, there's a gap in the income stream.
I know this isn’t true for everyone. Barbara Todaro, for instance, maintains consistent and effective marketing for her team, so they don’t experience those peaks and valleys.
What she does is an inspiration for all, but unfortunately, not everyone has a team. It’s a bit tougher for agents who are “on their own.” And in today’s economic climate, hiring a copywriter to produce exclusive marketing materials is cost prohibitive for many.
That’s why, not too long ago, I started writing non-exclusive prospecting letter sets that agents can set on autopilot to maintain contact with prospects. I’m a huge fan of auto responders and of printing letters in batches and labeling them to be mailed on pre-set dates.
I offer a variety of letters, because every time an agent contacts me with a new idea, or I recognize a need by reading blog posts here on Active Rain, I write another set of letters.
The latest is a set of 18 letters offering advice for homeowners who are thinking of selling. They answer the question “Why Do Some Homes Sell Quickly While Others Just Sit There?”
I had three objectives in mind with this set:
- The first was to maintain top of mind awareness. I don’t want those sellers to forget to come back to “my agents” after they’ve browsed a half dozen other sites. So, my letter set includes some copy to use to entice them to opt in to get the messages.
- The second was to position the agent as someone who not only knows what they’re doing, but cares about the outcome of every listing.
- The third was to pre-educate those sellers just a bit. I think taking a listing with someone who understands the importance of getting the price right, and who expects to do their part in presenting the house, makes your job easier and more pleasant.
You can learn all about these real estate letters for sellers at my Copy by Marte website – and you can read (and borrow) Letter #5 in the set when you click the sample link.
Along with a list of the letter topics, you’ll see a price of $97 – but right now you can reduce that price to $47 by entering the code “March” at checkout. (without the quotes)
I’m reading seed catalogs and ordering garden seeds – I think it’s time for you to order "new client" seeds!
Come and take a look. Even if you like to write your own letters, and have no interest in pre-written letter sets, the topic list might give you some ideas.