Where to Get the Best Leads!!!
The average Realtor gets over 70% of their listings and indeed their business, from friends/family and past/present clients. Think of that-70%. Yet the average Realtor does almost NO marketing to these groups. Most of their money is spent on classified ads, display ads, website methods and open houses and yet that yields less then 30% of the Realtor’s business. Web leads just are not as good as referred leads!
Wouldn’t it be better to spend a little time, and indeed, a very little amount of money and market this group that comprises most of your business. In fact, based on the above percentages, it is likely that 5% of your efforts and money produce 70+% of your results. Rule number one of business strategy is to find out where your business is coming from now and increase it. I have a great strategy you can use to build yourself up as an expert, increase your sales and do it all for almost FREE! It is with a simple newsletter tip that you e-mail out to your database on a consistent basis, much like what I am doing now to you. The new era of marketing is not in your face ads, it is consistently adding value. By sending out helpful tips on a consistent basis, you can double or triple your sales and CUT BACK on your advertising!
Here is how to do it. First, get your database in order. This simple step stops most people from execution but it is good business. You can work this either by mail or e-mail but e-mail is cheaper and gets instant penetration. If your database has a lot of names and numbers but no e-mails, then this would be a great excuse to call your clients. Just call them, let them know you are updating your records and do they have an e-mail address? Those calls will probably generate you some business as well. Then, when your database is ready, go online to any of the web based contact management programs, I like Constant Contact (www.constantcontact.com) It is cheap and easy to use. They walk you through the uploading of your data and the creation of your template. Once that is ready, you are ready to roll.
Whenever you come across news or have info that is pertinent to your local market, just go to your account, upload the info and hit send! Out goes a marketing piece that adds value to your client database. Do this once a month and stay consistent and your sales will SOAR. Even more powerful, send it out every other month and follow up in the in-between months with a phone call. It has been proven that 200 clients, marketed to in this manner (e-mail adding value one month, phone call the next), done consistently for 1 year will generate 5 closings a month. Just 200 names. What would you need to do now to close 5 deals a month? Is it worth a few hours a month to achieve that volume level? I am finding it well worth it in my business and I think you will find it that way as well.