From personal experience, it seems to me that the average real estate agent closes individual client files about the same time as the transaction closes.
Average Agents/Good Agents
That's probably because average real estate agents are more interested in selling than they are in marketing. Or as a broker once told me 'most agents are interested in the next transaction than they are in the next 200'.
It also seems to me that good real estate agents undertake some form of follow-up after individual transactions have closed. At the very least they will send some form of direct mailing to new homeowners.
Sure, I recognize that the thrill of closing is more gratifying than the routine of marketing. But I also recognize that effective marketing invariably generates a whole lot more closed sales than endlessly chasing new leads.
An Effective Marketing Practice
What better place to implement effective marketing practices than when clients have purchased their new homes?
Since the buyers' agents have successfully done what they were hired to do, the new homeowners are very happy with the service they have received.
Why not build upon this client satisfaction and transform what started as a short-term relationship into an ongoing, long-term mutually beneficial relationship?
Instead of charging off in search of that new listing, share your knowledge and experience with the new homeowners.
Helping New Homeowners Learn
Help new homeowners learn what they need to know to enjoy their new homes.
In addition to congratulating them on their new homes, help them with appropriate home maintenance tips and suggestions. Tell them about neighbourhood resources ... refer them to you network contacts who might also be able to help them.
Direct mail to new homeowners continues post-closing, the professional service that helped convert prospects into clients... and also convert clients into satisfied clients.
It also help convert satisfied clients into repeat clients and referral sources.
And even better, direct mail to new homeowners will help you move from being just an average real estate agent to the good agent you want to be.
To learn more about sending direct mail to new homeowners, see The ROI Of Direct Mail New Homeowner Letters
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