Postage is expensive. Why not just email your prospecting letters? And why not just email past clients and friends? For several reasons. You should not “just email” because: Emailing to those who have not given you permission is called spamming. You can get kicked off your CRM for doing it. An open rate of 17 […]
Why good prospecting letters never begin with “I”
Good prospecting letters never begin with “I” or “We,” and there’s a very good reason why. It isn’t because it sounds a bit rude and self centered, although it does. It’s because of a fact which many of us would rather not believe. That fact is that our readers really don’t care about us. What […]
To do business with senior citizens, avoid making assumptions
If you want to do business with senior citizens, avoid making assumptions about them. Instead of making assumptions, talk to senior citizens the same way you would talk to any other prospect. Don’t assume that you know what they want or need, and don’t EVER call an 80-year-old “honey” or “dear” unless you address everyone […]
How Prospecting is Like Searching for a Mate
When you’re out there in the world searching for a mate, you have to pay attention to a couple of things: Your appearance Your approach No, you don’t have to look like a movie star, but you do need to wash your face, comb your hair, and put on clean, appropriate clothing. If you look like […]
Real estate agents – keep an eye on your competition!
Are You Keeping a Close Eye on Your Competition? Do you watch what other real estate agents in your marketing area are doing? You should watch other agents, for a few reasons. First, if they’re successful, you can learn something from them. Being a copycat means you weren’t there first, but in some cases, it’s […]
Is there one prospecting method that works for everyone?
It sounds crazy, but I believe the answer is yes, there is one prospecting method that works for everyone. For the most part, I believe every agent should follow his or her own path – choosing a niche or a neighborhood to prospect. However, unless you work exclusively with buyers or prefer only to work […]
Automate your marketing now to avoid unemployment in October
“I’m so busy” might sound like a good excuse to postpone marketing for the summer, but… … you know what will happen if you stop. Your pipeline will empty out. Then you’ll wake up some morning in the fall and realize that you have no listings and no buyers searching for homes. You’ll be unemployed […]
For real estate success – update your contact lists
Do you keep your contact lists religiously up-to-date? Do you have every prospect in their proper place? Do you add every new contact? Do you move people from “prospects” to “past clients” when their transactions close? If you keep your contact lists up to date, give yourself a gold star! If you haven’t been keeping […]
Will this direct response marketing tactic work for real estate?
For decades, direct marketers have used a tried and true tactic to generate response. It’s simple, effective, and moves prospects a step closer to becoming customers. That tactic is the “Business reply card.” Generally included with a packet of information, it urges the prospect to fill out the card, check a box or two, and […]
Trust your instincts in marketing your real estate services
Good ideas for marketing real estate services do abound, but… You might instead find a bad idea, presented to you by someone who claims to be an expert in marketing real estate services. You might tell yourself that that person knows more than you, so you should try it. That’s what worries me. Recently I […]
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