Think As The Target Audience Thinks & The Phone Will Ring for a CMA!!

By
Managing Real Estate Broker with RE/MAX Executive Realty 104763
https://activerain.com/droplet/5gx5

 

Why do some postcards work and others not so much? It’s not the people receiving them who are to blame. It is the content of the postcard. Postcards work when created properly.

 

What’s the determining factor? After 40 years of consistently participating in offline marketing with direct mail postcards, there is one major factor that will make or break the success of each mailing. That factor rests on the ability of the agent to think as the target of the postcard is thinking, when reading the postcard. 

 

 

Homeowners who are the target are those who are thinking about selling. They want to hire one agent who has the ability to sell their home. That’s the main goal.

 

If you are thinking as a homeowner thinks, your thoughts should be reflected on the postcard. The homeowner wants to know the agent being hired has sold homes in that area.  They want to see it in writing.  They want to read the statement that shouts out “we can do this for you, too!!”

 

 

That’s what they want to hear from the potential listing agent, and the phone call will follow.  We received another one today for an appointment on Tuesday.  Homeowners who want to sell will call no matter what season of the year or special holiday is in the near future.  This particular homeowner said “he wants out,” and he bought 2 years ago.

 

 

This homeowner wants what every homeowner requires of a listing agent. Every one of them wants to hire an agent who can sell the home and do it quickly.

 

 

Think as the homeowner thinks, and you’ll be the listing agent…you’ll receive the phone call, and they’ll hire you!!

Posted by

       

Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-520-9881

Exclusive Marketing Agent for The Todaro Team

 

             Copyright © 2009 - 2018 Barbara Todaro

                               All Rights Reserved



 

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 02/17/2019 01:00 AM
  2. Peter Mohylsky, Bucket List 12/14/2018 11:53 AM
  3. Will Hamm 12/15/2018 07:29 PM
Topic:
Real Estate Sales and Marketing
Groups:
The Art Of Marketing You
Bananatude
Bartender, Make it a Double
Old Farts Club

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Rainmaker
1,686,068
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Another great reminder of what works, and how our minds should be focused when creating postcards.

Dec 14, 2018 06:09 PM #29
Rainmaker
3,673,648
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Barbara Todaro,

Congratulations on a well deserved featured from our marketing guru! You make excellent points Sellers want to hire an agent who can sell their home! Direct your advertising to what they are thinking and you'll be their listing agent.

Dec 15, 2018 05:11 AM #30
Ambassador
1,707,460
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Hi Barbara - absolutely, otherwise  you're just wasting money. If you can't get in their heads, you're not going to get into their real estate transactions. 

Dec 15, 2018 07:28 AM #31
Rainmaker
1,461,750
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

You always have to talk about what matters to them, not to you.

Dec 15, 2018 11:26 AM #32
Rainmaker
1,028,226
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

HI Barbara Todaro - I like that you shared the example of the postcard. Well done. You clients also know your strong reputation in the community.  What you touch turns to gold and your clients know that!

Dec 16, 2018 05:47 AM #33
Rainmaker
211,230
Janice Zaltman Realtor, LEED AP
United Realty Group - Boca Raton, FL

Hi Barbara, great postcard. What happens if you are a realtor wanting to farm a new area and have no sales there yet? Seen any post card success in developing business when another agent is already dominating. (they live there)

Dec 16, 2018 06:21 AM #34
Rainmaker
4,653,817
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Janice Zaltman Realtor, LEED AP your question brought a smile to my face.... no one owns an area!! if you have the attitude that you're doing those homeowners a FAVOR by offering your services, you'll make a score!!!! I've done it.... I did it in a town where we HAD NOTHING... and when they see you every month (once a month) you'll get a phone call....and after you list it, mail to 500 in the area of that listing, shouting out "the homeowners at 1 main st made a wise decision and listed with Janice Zaltman".... "if you're known for your wise choices, give me a call and you'll pat yourself on the back"..

when the home is pending with a signed p/s and all inspections are complete and acceptable, send a sale pending postcard and let them know, the home at 1 main st is under agreement, and "I can do this for you, too"....

the final postcard to that area is "Jancie Zaltman Sold and Closed Another One" .... if you're thinking of making a move, call me.... "the thought of marketing your home is very exciting to me!"

Dec 16, 2018 06:39 AM #35
Rainmaker
4,653,817
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Janice Zaltman Realtor, LEED AP I've posted every free market analysis postcard on this site.. I do one each month to the entire town of franklin.... and we get calls every month... and I've done it successfully in a town where we had NO LISTINGS...

 

Dec 16, 2018 06:59 AM #36
Rainmaker
2,893,075
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

You know Barbara, You are my Marketing Guru that I always learn so much from, thanks!

Dec 16, 2018 08:21 AM #37
Rainmaker
1,073,287
Barbara Michaluk
Weichert Realtors | Silver Spring, MD Phone Direct 240-506-2434 - Silver Spring, MD
Top Producing / Full Service REALTOR in Marylan

Barbara, You have the experience, knowledge and success to be able to inspire others who are walking in your footsteps.

Dec 17, 2018 05:36 AM #38
Rainmaker
476,196
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Thanks for including an example of the postcard!

Dec 17, 2018 01:43 PM #39
Rainer
112,355
Anthony Kirlew
Keller Williams Realty East Valley - Gilbert, AZ
Helping You Make Fiscally Sound Choices

Great advice. We always need to remember to speak to the customers needs.

Dec 17, 2018 06:21 PM #40
Rainmaker
1,877,866
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Southlake, TX
Selling Homes Changing Lives

Barbara Todaro - There are so many agents in my local area that use postcards in the most ineffective way. Quite frankly, I get bored! They end up in the landfill or being shredded.

However, there is something so special about you that makes me sit up and take notice. Barbara, it is hard to find someone who shares value. You are of true of value to me. Because of you, I have improved.

Thank you, for sharing the gift of who you are for the betterment of all people on ActiveRain.

Congratulations on your Featured post!!! It is well-deserved. 

Dec 18, 2018 10:08 AM #41
Rainmaker
748,376
Kevin Mackessy
Blue Olive Properties, LLC - Highlands Ranch, CO
Dedicated. Qualified. Local.

We have some markets where we honed in the postcard to great results.  

Dec 18, 2018 12:02 PM #42
Rainmaker
343,709
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

I'd marked this to come back to when I had more time.    When you get time  

Barbara Todaro 

Can you please remind us what is the number of postcards you send out to be viable (i.e. the size of your farm), and the number of repetitions you think is necessary to begin to get noticed by your farm?     I've heard "several hundred" for the minimum size and "seven" repetitions...

Dec 19, 2018 08:40 AM #43
Rainmaker
584,664
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

You really have this down to an art. You should write a book.... put me on the waiting list! Great information!

Dec 27, 2018 11:28 PM #44
Rainmaker
4,653,817
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Debra Leisek you're silly....but thanks for the compliment..... these posts are as close to a book as I'll ever experience.... 

Dec 28, 2018 04:59 AM #45
Rainmaker
584,664
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

You are a wealth of information and its worthwile functional information!

I would buy 3 books right now and hand them to my newest agents!

Dec 28, 2018 04:30 PM #46
Rainmaker
343,709
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Barbara Todaro thank you for such a complete response.    Inspiring.    I've got work to do and an investment to make...

Dec 31, 2018 10:06 AM #47
Rainmaker
4,653,817
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

That's what every commenter deserves who has a specific question.... if you ever need guidance, feel free to contact me....  M.C. Dwyer 

Dec 31, 2018 10:18 AM #48
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