{"id":557,"date":"2014-05-01T16:38:53","date_gmt":"2014-05-01T23:38:53","guid":{"rendered":"http:\/\/realestatemarketingtools.org\/?p=557"},"modified":"2020-07-20T00:02:07","modified_gmt":"2020-07-20T07:02:07","slug":"think-relationships-and-referrals-are-enough-think-again-2","status":"publish","type":"post","link":"https:\/\/reamark.com\/blog\/think-relationships-and-referrals-are-enough-think-again-2\/","title":{"rendered":"Think Relationships and Referrals are Enough? Think Again!"},"content":{"rendered":"

By Rick Brown<\/a>
\n\"Real<\/a>Fact:<\/strong> Market fluctuations are faced by all real estate professionals.
\nFact:<\/strong> 20% of all real estate agents generate over 80% of all income
\nFact:<\/strong> 62% of all Sellers use the first agent they call.
\nFact:<\/strong> Only 12% of Sellers use a Realtor they\u2019ve used before.
\nFact:<\/strong> Virtually all top Producing Real Estate agents have utilized or currently utilize direct marketing as one of their main methods of producing more leads, listings and sales.<\/p>\n

For the most part, people think \u201cAll Realtors are pretty much the same.\u201d With all of these facts and if people really think that all realtors are the same, how are you going to differentiate yourself and become a top producer?<\/p>\n

Since we receive over 100,000 calls per year and with over 30,000 successful realtors using the ReaMark direct marketing programs, we are experts in understanding what is working and what is not working. The first commonality amongst top producers is:<\/p>\n

You Must Have a Marketing Plan to be Successful<\/h2>\n

This means you\u2019ve 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! let me repeat that: Successful realtors get over 70% of their new business from referrals.<\/strong>
\nBut how can that be if it is a fact that only 12% of sellers will use the same realtor they used before? The answer is simple, obviously successful realtors have a higher percentage of repeat customers and referrals than the average.<\/p>\n

Top Strategies of Real Estate Agents<\/h2>\n

The overriding key to success is to developing a personal list of people to become your referral base. This list should include anyone who knows you including past clients, friends, neighbors, school teachers, old business acquaintances, your kids friends parents, your fellow church members, etc. Again anyone who knows you and could act as a referral. Your list may start off small, as few as 100 people, you goal is to develop this list and grow it to its maximum size. Most successful realtors have at least 400 or more people on this list.<\/p>\n

Once you have developed your personal list you should be in contact with these people at least once a month before spending any money on farming and prospecting. These contacts should include the following:<\/p>\n

1)\u00a0\u00a0 \u00a0Mail monthly at least one of the following marketing communication pieces: a postcard, newsletter, greeting card, or a calendar.
\n2)\u00a0\u00a0 \u00a0You should always mail your personal list all Just Listed and Just Sold properties that you are involved in. Announce your success and you will be sure to get referrals.
\n3)\u00a0\u00a0 \u00a0You should mention somewhere on most pieces that you rely on referrals and that their referrals are greatly appreciated.<\/p>\n

Most successful agents will have a marketing plan that incorporate the following:<\/p>\n