Direct Mail Marketing....It's A Numbers Game That Makes The Phone Ring

By
Managing Real Estate Broker with RE/MAX Executive Realty

After receiving an email from an ActiveRainer mentioning that she's thinking about how to increase the number of listings in her inventory, I decided it was time to revisit direct mail marketing and share my success with this method of making the phone ring with listing calls.  I've been consistently doing direct mail marketing for decades.  I mail over 7,000 postcards once every month.  My cards have a different theme every month, but they offer the same service of "Free Market Analysis."

It's always a very simple card, easy to read with the same layout and the same font but with a different theme.  There's always an action statement, and my phone continually rings with potential listings.  I refer all of the listing calls to my team members.  During the first visit to future listing, quite often they are told by the sellers that they have been receiving my cards for years and now the time has come to take us up on our offer of a Free Market Analysis.  Well, isn't that just what I wanted???   Absolutely!!  That's the result of consistent marketing. 

The longer I consistently mail postcards, the more consistently the telephone rings.  I started many years ago with a data base of 1,000 names, then it increased to 3,000 names.  Now I mail to all of the single family homes in the entire town of Franklin, MA.  The cards are at the post office at the end of the month, and the calls begin coming in a few days later and continue throughout the next month.   There is enough business from my mailings to keep three agents busy all year.  We maintain an inventory of resale listings from 20 to 25 listings at all times.  As they sell, they are continually replaced with new inventory.

It's not free, but if you start with a database of 1,000 names, it's not financially painful.  In my opinion, it's an investment in yourself and your business.  It's more painful to sit idly waiting for business to find you.  It's up to you to make that first move and start marketing yourself to improve your business.  You need to do something to make the phone ring with listing calls and direct mail is a method that has worked successfully for decades for many service related professions.  It's a proven method to finding listings.  There are other methods of prospecting for listings, but they cannot reach the number of homes that direct mail accomplishes.

 

 

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Topic:
Real Estate Sales and Marketing
Groups:
Active Rain Newbies
Most Active ActiveRain Blogging Agents
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Women And Their Business Hear The Roar
Tags:
direct mail marketing to find listings

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Rainmaker
1,828,597
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Jackie....if you do it consistently every month, it will work and your phone will ring.....good luck with it....make sure it's a direct statement and a very clean, non cluttered postcard.....less is better.

June 13, 2010 08:04 AM
Rainmaker
203,668
Tom Bailey
Crystal Coast Realty & Home Services, LLC

Barbara, If you say it I believe it. You have given me some info before but if you sent Loreena some detailed info if you do not mind I would like a copy of the same info. Thanks Tom

June 15, 2010 11:34 PM
Rainmaker
1,828,597
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

Tom....I'll email you the same info that I emailed to Loreena....

June 16, 2010 02:32 AM
Rainmaker
493,806
Lora "Leah" Stern 914-772-4528
Real Estate Salesperson
Coldwell Banker, 170 N Main Street, New City NY 10956

Barbara - Ditto for me, could you email me ca copy too?

August 03, 2010 10:42 PM
Rainmaker
1,828,597
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

yes, Leah, I will....

August 04, 2010 02:01 AM
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Rainmaker
1,828,597

Barbara Todaro

"New Franklin MA Homes"
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Additional Information

The Kuney-Todaro Team is the "#1 team in Franklin's #1 office." Our expertise is in marketing new construction and resale properties. New construction is our niche and we have sold 40 subdivisions in the area of Franklin MA.