Occasionally I talk to realtors who complain that they aren\u2019t seeing fantastic results from their direct mail campaign, and the first question I always ask it, \u201cWho are you mailing\u201d. And every time I get practically the same answer, \u201ca farm or prospecting list\u201d. Before you spend a penny prospecting, you need to be mailing your friends, family, and past clients consistently. The top-producing agents know this and have a list of warm contacts, or their sphere of influence, of approximately 400 people. For realtors just starting off, your list may be smaller, 50 or 100 people. But your efforts will be best spent on growing this list overtime. People who know you and trust you are much more likely to call on you when they need to buy or sell.<\/p>\n
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The second question I ask these realtors is, \u201cHow often are you mailing and how long have you been doing it?\u201d At ReaMark, our marketing specialists know that it takes consistent marketing over a time period of at least 6 months before you can really expect to see results. Research shows that approximately 8% of homeowners move each year. The likelihood of someone needing your services at the exact time they receive a single mailing from you is rather low. However, if you continue to market the same person, month after month, when they do have a real estate need, you will be the first person that they think of. Approximately 62% of Sellers will use the first realtor that they call. So it is imperative that you keep your name, face and telephone number in their reach month after month.<\/p>\n
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