Maximizing Your Return on Investment with Direct Marketing

Services for Real Estate Pros with PRCMPG


Consistency is absolutely key.  Consistency will trump all other factors.  Rule of thumb is 1 x week for the first 10 weeks then every 10 days until you have 35% market share or more.  Only then can you go to 2 x a month.  With that said, I will tell you that in our media planning with clients we stack the mail to reflect the coming trends in production.  For example, we do less mailing in November and December (1 piece each) and save the extra pieces for February and March which is 6-8 weeks before the busy listing season. It's a game of impressions a year and keeping top of mind. Anything less is a waste of money. 

Branding will save you money.  If you are going to take on a direct mail campaign to a geographic farm or target market it will save you thousands of dollars to pay someone to help brand yourself well.  Every piece should fit together and be easily recognizable as yours.  Every message should have a consistent thread that ties back into your brand and tagline.  Good marketing campaigns don't start from scratch every time you send something out, they build on the previous messages and tie into the future ones.

Budget before you get started.  Budget for a year at a time.  We encourage clients to take 15-20% of their gross commissions and put them into their marketing budgets if they are wanting to grow (10% if they want to maintain).  Out of the money that comes in, we allocate and take on mail campaigns is 12 month intervals. Only take on the amount of houses that you can dedicate and be consistent for a 12 month period.  It is better to have a smaller number of homes and do it right than run out of marketing funds or cut corners.

Purpose is essential.  Ask yourself what it is you are trying to accomplish with each piece.  Every piece should have a reason and clear and distinguishable benefit to the recipient.  Every card needs to be written from the "what's in it for them" perspective.  If you are sending out cards to try and get the phone to ring, every card should have a reason and call to action to do so.  Plan your campaigns a year at a time, not only will they make more sense and tie together with your branding better, but you will see a much better return on investment with a focused campaign.

Automate everything.  Once you have your year planned out, send the camera ready files to the printer with your schedule and credit card.  Let them handle the printing, addressing and mailing and charge your card as they go.  The less interaction you have with the process the less opportunity for unnecessary delays and to mess it up. 


Want more? Give us a call to set up a strategy session with one of our marketing coaches!

If you are a Realtor® who enjoys working with families, have been licensed for at least three (3) years and have lived in the area you serve for at least three (3) years, we invite you to APPLY to become a PRC Council Member.

***Parent Relocation Council, Inc. is looking for Regional Directors for Northern California, Texas and Hawaii, if you know of anyone who has a great reputation within the industry, has been full time in the real estate industry as an agent, broker or affiliate for more than 3 years and has leadership qualities please let us know at***


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Sue Pirrone
Pirrones Graphic Designs - Fredericksburg, VA

My friend is an agent and has been talking to me about this sort of thing, I'm going to pass this along to her....

Nov 10, 2008 04:32 AM #1
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Great stuff I had been doing this for years then stp when I got so busy.What a big mistake that was. It is hard to get going at it again but I'm thinking about and now is  the time.

Nov 10, 2008 09:50 AM #2
James A. Browning
Browning Real Estate School/REO Institute - International, IT
MRE REOCertified(R) SSCertified

Thank you for sharing your blog; we need Real estate Professionals to share their comments and information regarding their markets and experiences. Thanks again from beautiful Colorado

May 23, 2012 12:39 AM #3
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