Do you want more clients? Could you use the extra money?
If yes, then let me share with you how you can at least double the number of clients you currently have without you having to do anything you don't already do.
There is a secret in the real estate business. Those who know this secret make ten times more than the average. They are the Top producers, the winners of all the awards, the ones with clients continuously calling them.
Let me share that secret with you. And once I do that, I will also show you how you can harness the power of secret. And then I will show you how you can have someone do all the work for you - for free!
Why do I do this?
I want you to succeed. I know what it was like to be the little guy. If I help you, chances are you will help me as well.
Let me share a story with you. I started a marketing campaign of mailing out postcards to past clients as well as anonymous people. We get lists of home owners and mail them a marketing piece. Normally about 1% of the people call me from the mailer. They tell me that in direct mail, that's pretty good since the average response is something like .5%. Anyway, one month I screwed up and mailed the letters again to the same list we had mailed to the month before instead of to the new list. Needless to say I was furious. I hate wasting money. But to my surprise, we got another 1% in calls!
I couldn't believe it. We got the same response by mailing to the same people again. I figured this was more than a fluke so we mailed the same letter again to the same list the next month. With 2% response! I nearly fell off my chair when I heard that. It wasn't until the 6th mailing that we didn't sell enough to cover our costs.
Why am I telling you this?
For several months we would only mail to the lists once and throw the names away. We were losing thousands in revenue and we never even knew it.
How much in commissions are you losing every month without knowing it?
What we did, is what you need to do, once you get a bona fied lead, you need to constantly, aggressively, annoyingly, repitiously, entertainingly, follow up with this lead until they buy from you or die.
But you don't. I know because no one does.
In direct sales, studies have shown that 82% of sales are made in the 2nd through the 8th contact with a prospect. If you are not following up, you are losing 82% of your potential sales.
99% of realtors do not do this right.
But following up has to be done the right way. Adding someone to your mailing list and sending them a generic newsletter every month will not get the job done. Sending them a postcard every season or calendar once a year does not get you a front seat in their conscious mind.
How many dozens of listing appointments have you been on where there is another realtor's magnet on the refrigerator?
Here's the secret: Listen closely.
Follow up is not good enough!
You have to have personalized follow up
•- Phone calls
•- Personal letters
•- A credit rebuilding program
•- Constant education
Personalized follow up keeps you in touch with the prospect until they are ready to buy or sell. It keeps you in their conscious mind, not just on their fridge, underneath their kid's drawings. It allows you to put handcuffs on your prospects and the only way they get loose is by using your services.