Do You Receive Listing Calls And How Did Those Homeowners Find You?

By
Managing Real Estate Broker with RE/MAX Executive Realty
http://actvra.in/QxM

 

Whenever we receive a listing call, we always ask how the caller found us.  If we know what marketing source is working for us, we will focus on that source.  When the answer from several listing calls is a variety of sources, we will continue to use and improve the use of those sources.

Our most productive method of marketing for listings is direct mail marketing.  This is a source that I’ve been using for decades, and it has never failed me.  The only difference in how I use direct mail now compared to decades ago is the quantity of postcards used.

When I first started mailing postcards, I would use 5-5-10 for a mailing.  That equates to 5 homes on each side of the listing and 10 across the street.  My funds were very slim!!!  Now I mail to a radius of 750 homes with each “just listed” or “sale pending” or “just sold” mailing.  This is called reinvesting in your business.

Recently, I’ve read a few blog posts that confirm that direct mail market for listings will shake the fruit from the tree.  Gabrielle Rhind shared her story (members only) about her success with direct mail marketing, and Judith Parker left a comment on my post that she received a listing call after mailing 400 postcards and now it's pending and ready for the next set of cards.  It works!!

That one call is all that is needed to start the wheels in motion.  There will then be a just listed, a sale pending and a “Gab Rhind” just sold another one with a Free Market Analysis offered.

One direct mail marketing listing call can lead to so many more listings and sales.  It’s an easy way to make the phone ring.  People keep the cards just in case they need a Free Market Analysis in the future.  That one postcard gets a lot of mileage.  Think about making it part of your marketing plan for 2013.  You’ll be glad you did!!

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Rosemary Brooks 02/10/2013 01:59 PM
  2. John Kreiss,REALTOR®,CBR®,SRES®,e-PRO® 02/11/2013 04:26 AM
Topic:
Real Estate Sales and Marketing
Location:
Massachusetts
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do you receive listing calls and how did those homeowners find you

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Rainmaker
749,347
Gabrielle Kamahele Rhind
KGC Properties LLC, Tucson Property Management & Real Estate - Tucson, AZ
Broker/Owner

GOOD MORNING B!  I love all the comments about you - they are all so true!  Your method works, and if you reinvest in your business, it will keep the business going!  The motivation you give and all the advice and examples are so easy to follow - everyone should give it a go for 2013!  Thank oyu for everything you do for me and the rest of us!

Feb 11, 2013 04:40 AM #52
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

John.... I think direct mail marketing should be a large piece of the marketing budget.... you need to determine what your total budget is and give DM a large portion.... the return will be there...

 

Feb 11, 2013 04:45 AM #53
Ambassador
978,584
Amanda and Jared Christiansen, YOUR Fort Wayne Realtors
Century 21 Bradley (260)704-0843 - Fort Wayne, IN
Century 21 Bradley.

Direct mail DOES still work, doesn't it?  Great post and ideas Barb.  Thanks for sharing!                                              

Feb 11, 2013 04:46 AM #54
Ambassador
901,147
Margaret Woda
Long & Foster Real Estate, Inc., Crofton, MD 21114 - Crofton, MD
Maryland Real Estate & Military Relocation
Back to basics... It works every time! Thanks for the reminder.
Feb 11, 2013 05:13 AM #55
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Margaret....you're right.... it seems that online marketing has taken over and agents have swept the "basics" aside ..... a combination of "back to basics" and current marketing trends works best.... integrate the two.... we actually need to do that.... when a seller has received cards from many agents, the next step for that seller is to go online and see who has the best presence!!  we've had sellers tell us that.

Feb 11, 2013 05:17 AM #56
Rainmaker
893,858
Michael Setunsky
Michael's Commercial LLC - Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Barbara, when I did residential real estate, I received a call for a listing appointment. When I got there I asked where they found me. They had received a letter I sent about a listing I had across the street. The funny thing is the listing across the street sold over a year ago. The sellers held on to my letter for over a year and called me. I did get the listing and the home sold. You never know where your next listing/sale will come from.

Feb 11, 2013 06:23 AM #57
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Michael....very true....they keep postcards for years too...

Feb 11, 2013 06:30 AM #58
Rainmaker
1,272,488
Richie Alan Naggar Author PEARLS SERIES of books
People first then business! Ran Right Realty Riverside, Ca - Riverside, CA
on LIFE and LOVE plus Real Estate too!

 

One day one of Barbara's original 1950's post cards will be displayed in a Real Estate museum and become collector items too...Like baseball cards...

Feb 11, 2013 07:35 AM #59
Rainmaker
206,887
Brenda Mayette
Miranda Real Estate Group, Inc. - Glenville, NY

I just left a great meeting re: direct mail marketing.  Thanks for reinforcing that it's a great pillar to help generate business.  Congrats on the feature!

Feb 11, 2013 08:02 AM #60
Rainmaker
1,099,337
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

Barbara that is what makes you the best in marketing... ever... Congratulations on the feature, it is well deserved. Question fo ryou, where is the best source for post cards. I have used various companies but none which I am 100% happy with.

Feb 11, 2013 08:13 AM #61
Rainer
27,407
Gena Hatch
Keller Williams Realty - Carmel Valley, CA
Realtor, CHMS, CNS

I like postcards as well and have gotten directly attributable business as well. Which vendor have you found most economical - Vistaprint etc... and do you use a printer/mailing service? Oversized or regular?

Feb 11, 2013 08:48 AM #62
Rainmaker
267,980
Tamara Inzunza
RE/MAX Executives / www.MovingToNova.com / 703-623-8759 - Alexandria, VA
Homes for Sale In Alexandria VA & South County

I'm a big fan of direct mail.  I have 500 that are scheduled to go out this week in efforts to attract more leads for first and second quarter.

Feb 11, 2013 09:30 AM #63
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

folks, I use our own in-house marketing dept. for postcards.... we have so many agents in our firm who do direct mail marketing, we have our own dept..... bill gassett and I do the most.... thousands every month.

Feb 11, 2013 10:26 AM #64
Rainmaker
659,962
Eileen Hsu
Douglas Elliman Real Estate - Manhattan, NY
LICENSED REAL ESTATE SALESPERSON

This is a very sound advice. Offline marketing works if one sends relevant messages!

Feb 11, 2013 11:06 AM #65
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Eileen....yes, it does.... and more should use this method...

 

Feb 11, 2013 11:19 AM #66
Rainmaker
696,858
Lanre Folayan
Keller Williams Capital Properties-Buy a home in Washington DC. Sell a home in Washington DC - Washington, DC
How much is my Petworth DC House Worth?

Barbara it was just last week when it hit me that I SHOULD MAIL POSTCARDS to JUST LISTED AND JOST SOLD PROPERTIES. Well at least I know now. Planting the early seeds now with my Free Market Value Analysis blogs also-THANKS TO YOU BARBARA. Congratulations on another Gold Star.

Feb 11, 2013 11:29 AM #67
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Keep that USPS busy, Lanre..... you'll be rewarded....

Feb 11, 2013 11:32 AM #68
Rainer
76,174
Robert Hicks
United Country River City Realty - Savannah, TN

Barbra- Thanks for taking time to share this. Great topic and lots of good advice here...

Feb 11, 2013 12:23 PM #69
Rainmaker
2,019,879
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

You're welcome, Robert.....

Feb 11, 2013 12:26 PM #70
Rainmaker
483,166
Teral McDowell
Keller Williams Central - Plano, TX
Texas Realtor, Dallas and Collin County

Getting a DM ready to go out; I would be elated to get even 1 listing - great post, Barbara!

Feb 13, 2013 09:05 AM #71
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Rainmaker
2,019,879

Barbara Todaro

"New Franklin MA Homes"
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