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, anything
- 1 phone call
- 1 drop by
Think 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 your database contact system on a Yellow Legal Pad, Your Head, Stickies, or A Rock. You might as well put your database in an old sock and be playing tug of war with the neighborhood Lab.
Rule of thumb - 33 touches a year / automate / have systems / SUCCESS LEAVES CLUES
If you are a REALTOR in TUCSON ARIZONA and would like a FREE audio CD copy of Success Strategies For Today's Market: An Interview with David Jenks, co-author of the best seller The Millionaire Real Estate Agent email me at PDmtg@comcast.net.
I have paid to procure the license to distribute a limited amount to Tucson Area Realtors, and it is yours for FREE...on one condition; you agree to meet with me, one of the top Loan Originators in Tucson for a cup of coffee. If you aren't in Tucson, I still want to see your success, so shoot me off an email and I will find a way to get one to you.
Find me online at www.mtg-plan.com