“I used to be the type of person that when I would sit down, I felt like I had to have a real purpose of why I was writing a note,” she added. She likes how they stand out in the mailbox (and thicker pens help fill up a card quickly when you’re short on time or words). Calling prospects is a cost effective way to reach out and discuss what a potential buyer/seller is looking for. Randi Pereira, a Keller Williams agent in Prairie Village, Kan., says that sending personal notes spurs from her decision to be a relationship broker over a transactional broker. Think of marketing as what you do to see if any buyers or sellers “bite” — you advertise your business to many, and you see if anyone contacts you. Do we touch base regularly, so I stay top of mind for them? We often talk about the value of technology in real estate marketing, and the advantages you can enjoy with systems and automation.However, there’s a very old-fashioned technique for building your real estate business that should not be neglected: the human touch of handwritten notes. Handwritten notes guaranteed to deliver: 3 experts share their secrets, What you need to know to start your day with all the latest industry developments. Phone calls allow agents to get personal with prospects and have a natural conversation about the local real estate market at a convenient time for everyone. Sometimes, you might identify a person as a prospect who isn’t actively looking to buy or sell, but could be convinced after speaking with you. Real estate agents rely on new clients to keep their business going, and those clients don’t just fall into their laps. I love the bushes out front! “I had to start the hashtag from scratch so I’m trying to build up the collateral, plus I also want to see where people are sticking them,” she added. Prospecting, however, counts on you initiating the outreach, not the buyer or seller. Don’t be limited by discomfort. After that, plan on about an hour a day of maintenance work – more when you have the time. Staub orders custom notecards in bulk that all of the agents in her brokerage can pick up, write in and send off. Buerger says she tries to set aside some time every day to write notes. Determining how to find buyers in your area takes time — but it’s worth it. ← Go Viral! She’s had cards made with apples on the front for teacher appreciation, which “have stretched really far; I get a lot of compliments from the teacher,” she said. Ask yourself: Do I have all of their contact information gathered in one place? She recalled driving past a house that she sold to clients a decade ago, “so I just wrote them a handwritten note: ‘I drove by your house today. Here’s our master checklist of tactics to consider as you tackle the most popular real estate prospecting approaches: Sending postcards and flyers are a budget-friendly way to get a large amount of people familiar with your business. We are a privately-held publishing, consulting and communications company based in Castle Rock, Colorado. While it’d be nice to have tons of clients constantly reaching out for help, farming or prospecting is actually a huge slice of how agents spend time. Gather the contact information into one place – like a spreadsheet you can pull from any time. Johnson has her kids help with dropping off items with clients, but she handles the notes herself. “You want to know something that’s going on in their life,” says Johnson — so she uses Facebook to keep her up-to-date on who just announced a pregnancy (so Johnson can order a onesie on Etsy) and other announcements. Kendall’s Ninja Selling book suggests starting with one of three magic phrases: Thank you; congratulations; or I was just thinking about you. You can create a lasting connection by writing a personalized email that connects you with prospects. Hyper-targeted postcards, flyers, emails, phone calls, door-to-door conversations and social media interactions all fall under the prospecting umbrella. They called her and told her she had perfect timing, because they were looking for an investment property and wanted her to help. '”, “I’ll typically include ‘I’ve been thinking about you; I hope that you’re doing well,'” Johnson said, “and include something we talked about.”, One thing she deliberately does not do is ask for more business in her cards. She carries around a plastic baggie with cards, an address stamp, envelope and USPS stamps — “Right now I’m using only Wonder Woman stamps,” she said — and Sharpies, her preferred pen of choice. “Start your notes with one of these phrases, and you’ll be off and running,” Kendall writes. It also gives me the opportunity to tell someone how much I appreciate them, because I really do, and that I’m available if they need anything.”. A Youtube video he shares touts agents who have followed the advice with results that he believes are tied to the number of notes they send. And every time you sit down to start writing one, you feel … stuck. 5 ways to leverage your license, Listing a home with personality? I think the person receiving the note feels special,” she says. Homesnap, Inc. She also sends dinner-and-a-movie cards, gift cards to the local coffee shop — “something that says, ‘Hey, I think you need a little break,'” she added. Think of prospecting like outbound marketing, whereas other tactics like running digital ads are inbound marketing. Like me on Facebook! “If I sit down and do them all in one day, it takes about an hour or an hour and a half.”. You identify individuals who could be good prospects (we’ll talk about how to do that below), and then you start the conversation. Customer Service: 800.431.5509 | support@homesnap.com, © 2020 Homesnap Terms of Use | Privacy Policy, Your Complete Real Estate Prospecting Guide, Introducing: Who’s Viewed My Listings & Profile, Snapshot #118: Podcasting as a Marketing Tactic, No Inventory? Sure, you might not love picking up the phone and calling a stranger, but once you’ve done it a handful of times, your jitters will wear off. Johnson takes notes in her CRM about her clients’ beverage preferences so she knows what kind of beer (or wine, or non-alcoholic drink) to buy when they’re celebrating or when she just wants to drop off a gift. Make a list of the details and info that a layperson might not know about the area. If you want to post something in a coffee shop or grocery store, make sure you have permission — otherwise you’re likely wasting time and it’ll be swiftly taken down. At a time when technology is transforming the industry, relationships are more important than ever; REAL Trends conducted a consumer study that found that referrals still were the top resource for consumers to find an agent. Buerger is a Hallmark Gold member, and says “they should create a special category for me at this point.” She buys birthday cards, thank-you cards, sympathy cards, “all the different scenarios you can imagine,” from Hallmark or independent sellers on Etsy, and she also uses cards branded for her brokerage. 6 tips for creating engaging IGTV videos, Thinking about retiring? “If I go to something that someone else hosted, then I include them.”, If there were no events, then Staub says she looks for birthdays, reasons to say thank you “and anything that made an impression on me or helped me with something, even if this person didn’t realize it.” (She’s been known to send notes to Inman contributors thanking them for their thoughts, for example. “I pay attention to my clients via Facebook so that I can send them a note with a Starbucks card or something and say, ‘Hey, I noticed the other day you were having a bad day; here’s a little pick-me-up. “Once you do that, you start missing it when you don’t do it.”. And she also includes a thank-you note in her post-close process — it’s on the checklist with everything else. Exclusive: Register for the VIP Bundle to join us in Nov., Dec., and Jan. for one low price. “It helps to have a relationship with the people you’re writing to,” notes Rosemary Buerger, a broker-associate in Fayetteville, North Carolina. The relationship will most likely dictate the note itself. Copyright © 2020 REAL Trends Inc. | All Rights Reserved.
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