Real Estate Marketing Tools | When Relationships and Referrals Aren’t Enough

Posted by Rick on Sep 4th, 2007

Fact: Market fluctuations are faced by all real estate professionals
Fact: An average of 20% of your customers will generate 80% of all income
Fact: 62% of all Sellers choose the 1st Realtor they speak to
Fact: Only 12% of Sellers use an Agent they’ve used in the past
Fact: Virtually all Top Producing Realtors utilize real estate marketing tools such as postcards, newsletters, and calendars as one of their main methods to get more listings and sales.

Did you know that for the most part, most people think “All Realtors are pretty much the same”? With all of these facts, and if people really think that all Realtors are the same, what can you do to differentiate yourself and become a top producer?

At ReaMark, we receive over 100,000 calls per year and have a customer base of over 30,000 Real Estate Professionals, so we know what works and what doesn’t work. The first common rule amongst top producers is:


This means you’ve got to prospect for new clients as well as maintain your current client base. Successful Realtors get over 70% of their new business from referrals. Wow! But how can that be if it is a fact that only 12% of sellers will use the same Realtor they’ve used before? The answer is simple, successful Realtors have a higher percentage of repeat customers and referrals than the average agent.

One Last Fact:
Sending real estate marketing tools like real estate postcards, real estate newsletters and real estate calendars is the most cost-effective offline way to reach new and existing clients.

You are easily able to connect with your target neighborhood regularly and track the results for a fraction of the cost and time it takes to market in other mediums. On average, about 8% of all people in residential neighborhoods move every year. If there is not a dominant Realtor or agency selling in that area, you can hope to capture up to 10% of those listings in a given neighborhood by the end of the 1st year, 10%-20% in the 2nd year, 15%-25% during the 3rd year, and 30%+ after that.

By using real estate marketing tools to contact your target neighborhood on a monthly basis, you can become that area’s dominant Realtor. This is no secret to Top Producing Agents; they know that direct mail works.

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