Deep inside each of our brains is something called the reticular activator. This part of the brain causes you to think of/notice things that are “top of mind”. For example, when a woman is pregnant she automatically starts to notice other pregnant women.
You might be wondering what this has to do with a client newsletter. You need to be at the “top of mind” of your clients when they are buying/selling a home or when they know someone who is buying/selling a home. If you are “top of mind”, more than likely they will come to you.
Implementing a perfect client newsletter will increase your return on investment (ROI).
First things first, utilize the snail mail. Snail mail will catch more eyes than an email, which will increase your return rate. If you are a true Real Estate agent, then you should already have a crm database with each of your clients ranked on an A+, A, B, C, D scale.
A -Done transactions with and/or sent a referral
A+ - Multiple Transactions and/or multiple referrals
B -People you are pretty sure would do business with you or give you a referral
C- Everyone who comes in to your database
D- Knuckleheads/ someone you don’t want to do business with
You will want to include all of you’re A+, A, and B clients on your monthly newsletter list.
Ideally, your newsletter should be a 11 by 17 sheet, folded in half twice, to become an 8 ½ by 5 ½ . Print on colored paper with black ink. (Colored ink is not necessary and is typically more expensive).
You can use a mail house to send out. Club Wealth also offers a done-for-your newsletter that we’ll send it out. All we require is a list of your database, and personal message.
You should not write anything about real estate in your newsletter. You want to treat your clients like friends and if you talk to your friends about real estate all the time they are going to get bored and leave. Remember your clients need to know, like, and trust you.
Things to include:
- Nothing sad or negative- This draws people away. No one wants to read about something sad.
- Mention clients by name
There are many ways to do this:
- If they gave you a referral, thank them for it.
- Have a monthly quiz and post the winner from the month before.
- Have a client of the month.
- Motivational Quotes
Don’t go overboard with this. You should only to have 1 or 2.
- Vendor Ad
This is one place that you could potentially make money. Vendors will sometimes pay for a spot on the newsletter but they don’t always have to.
- Message From Real Estate Agent
This lets your clients learn more about you as a person and what you do outside of real estate. Kind of like giving them a backstage pass into your life.
- Upcoming or Past Client Events
This will help you market your event and show your clients that you appreciate them.
- Love It or List It Guarantee
This will be a subtle hint to your clients of your program and it will grab their attention.
- Coloring Contest During Holidays
This is a great way to involve the kids and you get a lot of engagement on this.
Making your newsletter is not hard but it will profit your business and is definitely worth doing.
To learn more visit our full blog here.
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