I have written posts in the past where I have mentioned that I have never mailed out postcards or newsletters and yet my business has flourished over the years.
What I do is make A LOT OF PHONE CALLS. I also write a lot of hand written "Thank you" notes and if something major takes place related to real estate I will send information to a select group of clients. The phone calls however are my bread and butter.
I will call my past clients at least 5-6 times during the year and I go against all the rules by never asking for business. I make all my calls about the client or customer and never about me. I ask them about their families, health, hobbies, etc. The result is a tremendous about of repeat business. I have even had a man actually cry on the phone earlier this year because he could not believe I was calling again. I had sold their land 3 years prior and was still calling them to see how they are. 3 days after a called this man I received yet another referral from them.
I was talking to a Realtor friend in another state early this year and she explained to me she was really struggling with her real estate career. She said she had been sending out postcards on a regular basis for over a year with very little to show for it.
She asked me what the #1 lead generation tool was that I used. I told her hands down it is the telephone. A close second is hand written thank you and other types of notes. I explained several positive things that had happened to me by calling current and past clients a lot and she was amazed. I have not taken floor time since 1997 and these calls and personal notes is all I do.
My friend decided to try this and around the 1st of April she started making a lot of phone calls to current and past customers. Each time she was careful to not ask for business but to make the call all about the client/customer. She also started sending out a lot of hand written notes as I suggested.
My friend called me yesterday to tell me that since she started calling current and past clients on such a regular basis starting April 1, 2007 she has had 9 referrals and has closed 5 of the referrals. Not bad for just making more phone calls and for only a 7 month time frame!
"When people see how much we care it develops a trust that no number of postcards or newsletters could ever do" My friend and I are living proof of it.
Go out and make some calls!
Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes