Time to Plant Seeds for Your Summer Crop of Closings

By
Services for Real Estate Pros with Marte Cliff Copywriting

What every business person needs is a growing crop of prospects

– future customers who will ripen one at a A growing, ripening croptime 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.

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Rainmaker
722,437
Patrick White
Home Driven Realty, Inc - Baldwin, NY
Driven to bring New Yorkers home

Good Afternoon Marte

Thanks for the post and information. Have a great day.

Mar 12, 2011 09:28 AM #1
Rainer
216,022
Joe Kenny
Realty Executive Midwest - Darien, IL
Better Than Your Average Joe

Marte, I subscribe to to Barbara's blog everyday to see what she is up to.  I'm starting to be more consistent on a daily basis and a lot of it is her inspiration.  You are dead on.

Mar 12, 2011 10:21 AM #2
Rainmaker
2,303,722
Anita Clark
ColdwellBanker SSK Realtors ~ 478.960.8055 - Warner Robins, GA
Realtor - Homes for Sale in Warner Robins GA

Bookmarked so I can come back later this week and check out your samples/categories.  Been looking for something to leverage my existing drip system against...it's a weak area for me and I don't have time to work it the way I need to right now.

Mar 12, 2011 10:26 AM #3
Rainmaker
4,996,546
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Hi Marte....thanks for the mention....my team members have a unique situation.....I do all of the marketing and they do the work I refer to them....you letter is a generous offering for agents to borrow....they would be wise to check out your offerings.....

 

Mar 12, 2011 11:04 AM #4
Rainmaker
1,537,880
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

Patrick - a great day to you as well!

Joe - I do believe Barbara is an inspiration - and the proof that marketing consistently does get results!

Anita - Thanks. I belive lack of time combined with a lack of desire to write is the primary reason why agents use my letters. You simply can't do everything at the same time!

Barbara- Thank you. I really admire the system you and your team have set up - and I agree that it is unique. They are very fortunate to have a master marketer like you brining in the leads!

Mar 12, 2011 03:09 PM #5
Rainer
237,354
Judy Klem
Transition Stage LLC - Shelton, CT
Home Staging, Senior Move Management, Fairfield/New Haven counties

Hi Marte - Great analogy, and really useful information!  Your post gives us all some ideas for how to get our marketing done so we continue to "seed" our leads. Thanks for sharing all of this.

Mar 12, 2011 09:29 PM #6
Ambassador
3,090,321
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Consistent prospecting is a MUST for real estate agents.  You can't have a harvest without first planting the seeds.  So planting seeds every day should be the most important thing we do.

Mar 13, 2011 07:10 AM #7
Rainmaker
1,537,880
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

 Judy - Thanks. I really believe in using auto responders to develop those leads that haven't yet made the decision to contact you directly.

Chris Ann - Yes, it's very important. But when you're busy taking care of current business, it can become difficult to fit enough hours into your day. That's why I like systems that run on auto pilot.

Mar 13, 2011 09:17 AM #8
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Rainmaker
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Marte Cliff

Your real estate writer
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