Websites

The world wide web allows instant acces to limitless information.  Spend some time getting to know the tools available that may help your business.  Watch for free marketing concepts and time management solutions.

 to see a list of marketing links.

Postcards

Postcards are a quick low cost way to prospect for new clients.  They can also be used to keep your past clients thinking of you and your services.  I hope you find some of these postcards helpful.  Create them with your brand and logo, and use them to improve your business. 

 to see images of postcards.

Ideas

READ THIS FIRST!!!

Many of the ideas below may seem simple, out-of-date, or old news; however, the key to any marketing idea is to work with it until success.  Most businesses stop using an idea about the time it is starting to show results.  Do not under estimate the simple things. Most people have plenty of ideas they just never put them to action.  Thanks to everyone who has submitted an idea.  Keep sending them, and we will keep adding them for everyone to read.  And remember, if you send in an idea, please send it in the following format for quick review by everyone.

 to submit an idea for consideration.

Idea: Follow mail with phone calls

Concept: Within three days of any flyer, postcard, letter, or mailer you should personally call the recipient of the mail out.

Explanation: Everyday people receive mail from different companies and individuals trying to get the attention of a potential new client or keep the attention of a past client. It is important to make sure that the person remembers your mail above all the stacks of junk that they receive. Obviously, it is important that you are already doing some sort of mail out. After the mail has had ample time to be received and viewed by the recipient, it is time to make a phone call to the recipient. The call will be your personal version of the following: “Good morning Jane, I just wanted to make sure that you got my letter this week. Were you able to take the time to read over it? (recipient answers, “Um, well, I can’t remember”) That’s no problem, it was a market analysis of your property letting you know about the money you have made through appreciation in the past year. I’ll send you another copy in case you misplaced it, or in the event it accidentally got thrown away. Thank you for your time, I just wanted to make sure that I was providing you with the best possible service.”

Result: You send a second copy of the mail, and the majority of people will now take the time to open the mail and read everything contained in the mail. In addition, the person will also be more likely to remember you, because they got a piece of mail that they threw out, then you called, and finally they got mail that they have opened and read.

Idea: Make phone calls when you know people want to hear from you

Concept: The most successful sales call is made when the recipient is excited to hear from you.

Explanation: Do not make a call that is not planned and thought out in advance. Every person that you call should be given a reason to be pleased that they heard from you. This means that you will have to do your research and know something to communicate that the recipient will be glad they heard. In order to accomplish this task, do not spend a lot of time with chit-chat conversation -- introduce yourself, state your reason for calling, give them something of value, and politely say goodbye. The desire is to leave them glad you called and looking forward to hearing from you again. The concept is to make these calls at a point in time in which the recipient needs information that you have available. These points in time are always available, but you must do your planning and stay in touch with everything about the recipient so that you can take advantage of the opportunities. Several examples of great opportunities include:

1. A zoning change of real estate near the recipient
2. A new subdivision near the recipient
3. A new sale increasing the value of the recipient's property
4. Meeting an acquaintance of the recipient
5. A news event that effects the recipient
6. A new showing on the recipient's property
7. A positive call about the recipient's property
8. The results of a market analysis that you recently did for the recipient
9. To thank the recipient for a referral
10. To send a referral to the recipient

Results: The recipient hangs up the phone with a positive feeling and tells a spouse or a co-worker that they heard from you. It is likely that if the positive feeling is good, they will even tell others what you talked about.

Idea: Investor, Buyer or Seller Seminars

Concept: You are in a service based industry. The more services that you provide, the more potential clients you will have.

Explanation: With the proper marketing a seminar with valuable information will attract potential Buyers, Sellers and/or Investors. The key is to market information that you know people would want to know, and offer something of value when they leave. Many people advertise a seminar and have only three to five people in attendance. Keep in mind, that a seminar with three to five people can be more successful than a large seminar with thirty or more people. The smaller the group, the more likely you can answer their specific questions, and get to know them personally. Also, it is important that you have some form of pamphlet or package for them to take home. This pamphlet or package should contain specific data, tax or market information that the attendant will want to read again. The seminar need not be longer than an hour, and must be focused on the needs of the attendants. It is best if you concentrate on the information of the seminar for the first 75% of the seminar, and introduce your services during the last 25%. There are prepared seminars available from various sources that you can find easily on the internet. Be sure and practice the seminar and dress professional.

Result: During a seminar you will establish yourself as the professional who is an expert in the content of the seminar. When a person attending the seminar needs information or services related to your seminar they will contact you.

Idea: Make phone calls that are personal in nature and contain no business

Concept: It is important for people to know that you care about them personally, and it is important to demonstrate this by making contact with your clients without talking about business.

Explanation: It is important to set apart at least a few hours a week to make the calls that will help you gain respect and maintain your clients for a lifetime. The idea is to make calls that have nothing to do with business and demonstrate true concern for the personal life of your clients. In order to make a personal call you must first know something about your client to communicate about. Start by gathering information about your client's children, family, jobs, hobbies, and goals. Keep a note card that contains this information and make a phone call at least once a month to talk about something you know about your client. Do not bring up business during the phone call, keep the phone call short, and say goodbye leaving a feeling of concern. Your clients will remain loyal to you when they know you care about them.

Result: The more often you make contact with your client in a non-business related manner, the more your name is in the front of their mind. Get to know your clients, and when one of their friends or co-workers needs a real estate agent, they will recommend you. Rest assured, you will not be driving down the road one day and see their house listed with one of your competitors.

Idea: Send annual market analysis to past clients.

Concept: Do a market analysis for past clients informing them of the appreciation of their home.

Explanation: By doing a market analysis for past clients, you will be able to demonstrate the increased value of their home. Include as much detailed information about past sales and current listings as available. Obviously, you will want to do market analysis mainly for the clients that have seen good appreciation. However, be aware of the market trend -- sometimes it is good to indicate when property values might be falling, many property owners may want to know the trends.

Result: Many people have no idea how much their property has appreciated, or what is the current value of their property. By sending the analysis you are not only keeping contact with your clients and reminding them that you are their real estate agent, you are letting them know when they have enough equity build-up in their property to sell and purchase a new property. Or, occasionally, they may decide to sell because they are fearful that the trend is going to lower the value of the property. This will provide new listing opportunities, and in many cases, new opportunities to represent Buyers.

Idea: Send postcard announcements to all neighbors of a property sold.

Concept: Within one week of closing, mail a postcard to all the neighbors of a property that you represented as the listing agent, or as the sales agent.

Explanation: By informing the neighbors of a new sale and the price of the sale, you are letting them know that you were the real estate agent. Many of the neighbors may have also been considering selling, but were waiting for the right opportunity. This is a great form of direct marketing with demonstrated proven results in the minds of those receiving the postcard.

Result: Any neighbor considering the needs of a real estate professional will have seen the proven results of the transaction, and already be predisposed to believe that you as a real estate agent, are not only capable of serving their needs, but are successful at meeting those needs. The return on investment of this type of direct marketing is high. People like to work with people that have personally witnessed results.

Idea: Remain knowledgeable of competitive listings in the same price range of a property you are marketing.

Concept: Constant data research of competitive listings allows a real estate agent to properly inform clients of proper pricing and appropriate price reductions.

Explanation: To best market any particular property it is important to know the status of all comparable properties. Look specifically at similar properties in amenities, size and price range. Watch for trends showing values are dropping as an indicator that it is time for a price adjustment. Always be careful not to react to a single property reduction that could be a fire sale, a relocation, or a builder, any of which could only be a single instance of price reduction and not a trend.

Result: You will be able to provide the optimal professional service when you can indicate to your clients what the values of similar properties are doing. Explaining why a price reduction may benefit them in a quicker sale.

Idea: Research current data regarding new residential and commercial developments.

Concept: Keep a constant watch on new building permits filed with your community and their location. Talk with the local builders and developers so that you are aware of what developments are being planned.

Explanation: As a real estate agent, it is important to have knowledge that allows you to sell yourself as a professional. It is also helpful in reaching new clients to know where the potential Buyers will be moving, and where it is possible that Sellers will see changes in their property values that might influence their decision to sell. With the knowledge of knew developments, an agent can begin to market areas of change and establish their presence prior to the public knowledge of the development.

Result: Knowing the locations of future developments not only allows you to properly price homes in near by communities, but it will also help you begin farming areas where developments may impact the value of real estate. Get a jump start on marketing areas where the prices will possibly be affected by the new developments.