How My Realtor's Newsletter Is Making Money For Her Competition

Education & Training

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

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


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Debi Braulik - Maple Valley, WA
Selling Maple Valley to Fife WA Homes For Sale

One phone call and one drop by in 9 months? That's not a very good system.

Sep 28, 2007 11:49 AM #1
Wayne Miller
San Diego, CA
Thanks for outlining the importance of staying in touch with your pass clients.  Hmmm, we are sitting on a gold mine. 
Sep 28, 2007 12:01 PM #2
Doug Beaver
Century 21 Olde Tyme - Corona, CA
Corona Norco Eastvale Riverside Homes
Paul, You get what ever sweat equity you put in. Zilch in and Zilch out....
Sep 28, 2007 03:20 PM #3
Vicki Bishop GRI - Alabama Real Estate
Coldwell Banker United Realtors® - Bay Minette, AL
hey thanks for that reminder, sometimes we just think we are keeping in touch when in reality we are not.
Sep 28, 2007 03:52 PM #4
Keisha Hosea-
KASI Homes - Chino Hills, CA
Real Estate Solutions For Real People
Paul, your're right success does indeed leave clues.
Sep 29, 2007 03:04 AM #5
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Paul Dunn

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