Why Are You Talking To Me?

By
Real Estate Broker/Owner with Daytona Condo Realty, 386-405-4408

There was a blog post recently that suggested that we ask our customers/clients how they want to communicate with us. I assume it was about communicating during the transaction. I agree, it is a must.

However, real estate agents consider the client now in a long lasting relationship (usually without asking the client whether this is what they want), and the discussion is not whether it is appropriate to keep bugging the client, but how often is too often. So, the consensus here is that once a month maybe too often, but once every 3 months is cool.

Imagine a cancer surgeon performing the most successful operation freeing the patient from cancer. So, after the surgery, the doctor is sending the patient monthly newsletters reminding him that whenever he gets cancer again, he needs to contact the surgeon.

Have you ever received monthly friendly reminders from your doctor? Are you getting newsletters from your attorney? From your car mechanic?

IEMail think the issue stems from understanding real estate as relationship business and not service, which it is. Yes, there is a business relationship that we form, but it is no difference than the relationship with your attorney, or CPA, or your doctor. Again, it is a business relationship, and it is transactional. It usually ends with the transaction. We all love to brag about our clients, who became our friends, but it is not a viable business model unless you are 75% retired.

I think I read somewhere that people on average stay in a house or condo for 7 years. A lot of things changes in this very long period, and the idea of keeping contact with you previous client all this time maybe a pleasant exception, but is hardly a working business model.

Of course, if you are sending postcards, or emails with congratulations on major Holidays, it is perfectly acceptable, and even expected. This is just good business.

Everything else can be a stretch and asking a client after closing whether they want to be receiving real estate related stuff could be a very good idea. And do it after the closing and in the e-mail, and not make them feel bad for saying «no».

If it is about business, why not make it good business?

* Image courtesy of  cambodia4kidsorg via Flickr.com under Creative Commons License

close

Re-Bloggged 1 time:

Re-Blogged By Re-Blogged At
  1. Barbara Tattersall 09/29/2011 04:36 AM
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the envelope to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
ActiveRain Community
Groups:
Dissent
Real Estate Trends
REALTOR LIFE
Realtors®
Silent Majority
Tags:
real estate discussions
jon zolsky

Comments 23 New Comment

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the woman to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Show All Comments
Ambassador
896,941
Andrea Swiedler
Realtor, Southern Litchfield County CT
Berkshire Hathaway HomeServices New England Properties

Jon, great thoughts here. I wouldn't want to be bombarded by anyone, not a doctor, not a real estate agent, nor an attorney. What to say, I'm here, in case you get arrested... buy a house... need a divorce.

If they are my clients, they know about my blog. Some are friends on FB with me and see my posts there, others just go to my blog. Or so they say...

I do send a card at the holidays, but it is a very special card. (Or what I think is special, LOL). I take my winter photos, print them, use photo mount cards to send to them. I print the inside of the card on the printer, however I hand write inside each one of them, and hand address the envelopes. They can frame the photo if they want, they can throw it away, they just know I am thinking of them.

I don't have 700 people on this list, so it works for me.

September 29, 2011 05:45 AM
Rainmaker
1,563,989
Debbie Gartner
The Flooring Girl - Westchester hardwood flooring
Floor Coverings International Westchester NY & Stamford CT

Yes, I think once a month may be a bit much.  I mean maybe that's fine for a month or two if you are giving the new homeowner useful info about the community, but after that, it's a bit much and can be annoying.  I think like everything in life, balance is important.

September 29, 2011 06:37 AM
Rainmaker
1,345,560
Andrew Mooers
Northern Maine Real Estate-Aroostook County Broker
MOOERS REALTY

You want your local and out of town property owners to link the two .... real estate listings + you, the guy or gal wearing the dark blue and gold "R". Do much busy work and borderline harrassment pushes those two segments away, plus rob your of valuable marketing time that could be spent in other ways. Have more listing inventory, knocking on doors but not just stuffing their email and metal mail box or providing local community interesting reports, links, images, videos develops a following rather than a stalking dynamic.

September 29, 2011 06:53 AM
Rainmaker
1,773,990
Gabe Sanders
Stuart Florida Real Estate
the BlueWater Realty team specializing in Martin County Residential Homes, Condos and Land Sales

Jon, actually I do get a newsletter from both my attorney as well as my medical group.  And, I find it pretty useful at times.

September 29, 2011 08:15 AM
Ambassador
895,064
Missy Caulk
Realtor - Ann Arbor Real Estate
Missy Caulk TEAM

Good perspective Jon.

Balance is so important,say in touch but not be annoying.

September 29, 2011 09:06 AM
Rainmaker
129,175
Vadim Zolotarevskiy
FunCoast Realty & Management, LLC

Like everybody else I am getting a lot of e-mails. And if you once asked about something and filled a form, you start getting information. After a while I get tired of deletting the messages again and again and the  only way to minimize this deleting is marking them as junk.

I think it happens with e-mails that we send to former clients. If they are ot thinking about real estate for 6-7 years and we keep sending our messages, we are in the junk folder

September 29, 2011 09:48 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Phil - is it even needed? Do they want it? Do they need it?

September 29, 2011 09:55 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

John - good for you

September 29, 2011 09:56 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Christine - excellent comparison. If someone calls you in the middle of the night because they got some exciting idea, and they keep doing it, you would hate it no matter how interesting the idea is

September 29, 2011 09:58 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Andrea - Thank you for a terrific comment

Personalized cards you send are excellent idea.

A couple of times a year it is a nice touch. If it is constant, eventually your name will be associated with junk. And we do not want it, do we?

September 29, 2011 10:03 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Debbie - exactly true, thank you

September 29, 2011 10:04 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Andrew - good point about spending your marketing dollar wisely, thanks

September 29, 2011 10:06 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Gabe - I am nearly speechless.

Is it a vendetta on their part (LOL)

September 29, 2011 10:07 AM
Rainmaker
825,661
Nicholas Goglucci
The Listing Whisperer
South Florida Real Estate & Development, Inc.

I think we all might want to check up on what we are spending and spend our marketing dollars wisely in the next few years ahead, enough said.

September 29, 2011 04:48 PM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Nicholas - so true... thanks

September 29, 2011 07:47 PM
Ambassador
501,915
Lynn B. Friedman
REALTOR ATL BuckheadMidtownWestside 404.939.2727
- - - Concierge Real Estate Services for YOU - - - Providing SERVICE for Sellers & Buyers is our BUSINESS

Dear Jon -
As said at #7,  I receive from the dentist and accountant.  Go figure ...
The real estate communication issue is about balance as many have said above - how much is enough and how much is too much?
Have a happy day -
Lynn

September 30, 2011 01:43 AM
Rainmaker
1,773,990
Gabe Sanders
Stuart Florida Real Estate
the BlueWater Realty team specializing in Martin County Residential Homes, Condos and Land Sales

Only nearly speechless?  Want me to add some more folks who contact me regularly?  :-)

September 30, 2011 08:13 AM
Rainmaker
547,831
Than Maynard
Broker - Licensed to List & Sell - 405-990-8862
Coldwell Banker Heart of Oklahoma

We probably need to increase our contacts, but you don't want to get into that annoying category.

September 30, 2011 09:23 AM
Rainmaker
244,274
Bonnie Vaughan
CNE SFR - Buyers/Sellers - Lackawanna & Surroundin
Re/Max Home Team

The marketing technique you described has been a mainstay of some of those high priced coaches who teach real estate marketing.  I too would feel really like I was annoying if I called every month to check in.  After all, I'm not your Mother.  Calling to ultimately ask - do you know or have you heard of anyone who is looking to buy or sell a home is over the top to me.

We do send out holiday cards and occasionally a "letter". Some of our clients bought when rates were higher.  I see nothing wrong with bringing them up to date about mortgage rates and suggesting they consider lowering their payments.  I'm giving them valuable advice not trying to solicit business.

September 30, 2011 11:47 AM
Ambassador
1,327,121
Jon Zolsky, Daytona Beach, FL
Selling Daytona paradise for heavenly good prices
Daytona Condo Realty, 386-405-4408

Lynn - after thinking about it, both dentist and accountant are recurring events. Taxes come each year, and dentist is at least once a year. House can be for life.

I talk to people, and many people would not refer their friends to an agent, because many people have burned when their friends were not happy, and then they felt bad about it.

September 30, 2011 12:02 PM
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the chair to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Show All Comments
Ambassador
1,327,121

Jon Zolsky, Daytona Beach, FL

Selling Daytona paradise for heavenly good prices
Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the pencil to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information