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Lead Generating your past clients...

By
Real Estate Broker/Owner with REALean brokered by eXp Realty BK3261358

I called a bunch of my clients at the end of last year, and the beginning of this year...

I had already sent out Holiday Cards (can't call them Christmas cards, as I have Jewish and Muslim clients... would love some Buddhist clients) and I had delivered Lands' End polar fleeces to a select group of my allied resources (visit my blog about that: http://activerain.com/blogsview/32859/Wearing-my-advertising-on ).

I left many messages on those phone calls, and one of my past clients just called ME!  She apologized that she had been out of town, and hadn't even checked her voicemail til today.  "No problem... how were the holidays... where did you go... how are the kids..."  Well wouldn't you know it, she is considering selling this year...

The Millionaire Real Estate Agent model is that you should spend three hours a day lead generating...

  • What do you consider Lead Generating?
  • How do you do Lead Generating?
  • Do you commit to three hours per day/five days per week?

Comments (8)

Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
I never really marketed to my SOI. I still dont do it like I should. But yes, I love past clients and SOI. I think the best thing someone can give us is a referal. It does say alot about the services we provided. I'm sure no one would recommend someone who never did fulfill the obligations to his/ her friend.
Jan 09, 2007 07:26 AM
Jaclyn Erwin
Jackson Erwin Realty, Inc. - Charlotte, NC
ABR,SFR, REALTORĀ®/BROKER, Charlotte NC.
  • What do you consider Lead Generating?
  • Simply, I consider lead generating as effective marketing techniques to employ, which generate leads.

    • How do you do Lead Generating?

    One Example: I utilize Drip Email Marketing as a great way to stay in contact with my SOI, as well as vendors and past clients. Here's How:

    1. I Create & Send A Monthly Newsletter
    2. I Send Out "Just Listed" Postcards
    3. I Send Out "Just Sold" Postcards
    4. I Send Out "Celebration" Cards

    IMHO, This is a fabulous way to stay in contact with my clients on a regular basis. For example, I just emailed out a "Just Listed" postcard. When I checked my email the next hour, I had clients who emailed me to request additional info on the listing, as well as those who emailed me to let me know they had someone in mind who may purchase the property! Very affordable marketing & Quick response time!

    • Do you commit to three hours per day/five days per week?

    No, I don't commit 3 hours a day, as I simply have other task associated with running my business such as meeting with clients, showing properties. However, I have implemented systems to help me work "Smarter" & therefore increase my leads.

    Jan 09, 2007 10:53 AM
    Jennifer Fivelsdal
    JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY
    Mid Hudson Valley real estate connection
    Kevin I engage in the activities you outlined and it pays off, already this year I think I have a few listings coming my way from past clients and SOI.
    Jan 09, 2007 12:31 PM
    David A. Podgursky PA
    THE PODGURSKY GROUP @ Re/Max Direct - Boynton Beach, FL
    THE PODGURSKY GROUP - Make the Right Move!

    Great idea

    and I think there is a misconception about Jewish people and Merry Christmas.  We know we live in a predominantly Christian society and most of us don't care one way or another.  We will tell YOU Merry Christmas.

    I guess lead generation could also include EMBRACING the multicultural clientele and getting out cards for holidays that you might not understand.

    Go to Outlook and Tools > Options > Calendar Options > Add Holidays... Add the Jewish ones to your calendar.  Then when you have the foresight to tell a Jewish Client to have a Happy Passover... or Happy New Year on Rosh Hashanah , they'll appreciate it.  And you can get some cards at Hallmark to send out!

    Advanced Users: Don't say Happy Yom Kippur... it is a solemn holiday.  Just say Happy New Year or Wish us a good fast (as in we don't eat that day)... Happy New Year is the safest bet though.

    On Ramadan you can offer some sort of guide to late night eateries in their area since they can't eat during the day.  On Diwali you can revisit your Hindu clients.  For Lent you can sponsor a Fish Fry for a charity at a church!!

     

    Feb 07, 2007 07:20 AM
    Sabine Pyrchalla
    Colorado Springs, CO

    Kevin,

    I love my sphere and stay in contact via Cards throughout the year, an email Newsletter, Blogging, personal visits, phonecalls etc. I have to say Thank you tho - for the embroidered Jackets Idea from Land's End - We're in the process of implementing that!

    Feb 07, 2007 08:45 AM
    Christina Ethridge
    The North Idaho Dream Team powered by SKE Realty Group - Coeur d'Alene, ID

    The one thing I want to implement in my business this year is lead generation 3 hours day/5 days week.  This is huge and will exponentially increase our business.

    Thanks for the reminder. 

    Feb 18, 2007 06:16 AM
    Sue Paige
    ERA Today Realty, Windham, ME 04062 - Windham, ME

    Great feed back

    sue from maine

    Feb 27, 2007 03:39 AM
    Susan Macedo
    Prudential Preferred Realty - Woburn, MA

    For lead generation:

    Geographic farming- generates a steady stream of CMA calls

    Open Houses- any prospect I meet at an open house, cma, etc) immediately goes into an 8x8 mailing program and then is added to my prospect list

    Floor Time- Don't underestimate floor time!!!  You can't depend on it for steady business, but putting in the time regularly can generate some nice extra business and put you in contact with active buyers.  When there aren't many calls, don't just sit around and wait for the phone to ring.  You can follow up on showings, touch base with your sellers and active clients, work on marketing, etc.

    Past Clients, prosptects- a good base for repeat and referral business.  I mail a market update every month with the previous month's new listings, pendings, and solds.  For past clients, I do a chocolate delivery every christmas.  Don't forget to ask for the business!

     For daily prospecting, I work and expired listing program every morning.  Then I follow up with buyer and seller leads via e-mails or phone calls.

     Hope this helps!

    Mar 03, 2007 06:38 AM