Question Details

Eddie Pfeifer, Real Estate Pro in Encinitas, CA

How do you go about marketing to your past clients?

Asked by Eddie Pfeifer, Encinitas, CA Wed Sep 9, 2009

As we all know, marketing to past clients is a crucial part of any agent's business. What companies do you use for direct mail or eNewsletters? How often do you call them? What else do you do?

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Answers

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I don't do any mass mailings either. I call/email/write cards. Sounds corney but I really like a lot of my past clients and end up spending most of the time on my 'calls' joking around but I do like to get family updates and such so I don't mind. I have been working on some newsletters but to be honest, I haven't really put my best effort into it so we'll see..

In addition to holiday and regular cards, i also do an annual update letter about myself and my family. I do one for past clients and another version for past clients who I really stay in touch with and spend personal time with.
0 votes Thank Flag Link Thu Sep 10, 2009
Hey Sam! NJ here as well, S. NJ actually.

I have Market Leader from House Values.com, but it is pricely, and I will be ridding myself of it very soon! It will actually send emails to your clients for you on a ongoing basis,dependant upon how you set it to do so. It is also a lead generation tool,you have to pay so much a month for so many leads guaranteed.
I got this when I first came into the business,but it has not netted me enough income from it to be worthwhile,hence my need to drop it.

I purchased a cool program from Worldstart.com,which is a cool site I have been frequenting for several years now,because they have GREAT prices on things and ship for FREE! Anywhoooo, the program is called "Personal Phonebook Plus" and it allows you to insert clients names and contact info very easily, and even allows you to insert their birthdays,anniversaries,and other events. You can also save email addresses,website addresses and much more! Then it will remind you to contact that person,whether via phone,or however you set it. It is a very valuable program for me and you can`t beat the price for all it does.
Go check it out on their website: http://store.worldstart.com/product.php?productid=970&ca…
or go to http://www.worldstart.com and put " Personal phone book plus" in the search box to see how cool this program is for only $14.97! You will LOVE it! Can`t beat it! It couldn`t be easier to use as well!

Mailers have never been of any value to me, I went that route as well! I DO find that flyers about current market trends or Just listed or Just sold flyers are a MUCH better investment! The thing is,the ink it takes you to print them out, is expensive, but I have found that if you only have maybe 50-100 you want to pass out, having an office supply company such as Office Depot or Officemax,etc. print them out for you at a reasonable price is your best bet! I think the last time I had some done, it cost me 10 cents a copy for color ones and black and white were a few cents cheaper. The money you save from ink,paper, and the wear and tear on your printer is WELL worth it! Believe me I have tried about everything! LOL

I also find that sending agents Just listed,Just sold emails, as well as Open House dates emails are easy,can reach MANY people at once, and best of all, FREE!
Every penny counts!
Don`t just contact your past clients, keep in touch with ALL of them one way or another. If you have an email address, email them just to say hi or send them something they might find of interest, e.g home make over tips,housing market trends,craft ideas,whatever you feel they might be able to use.
I even send clients certificates from Restaurant.com . You can join for free,and they always have sales where you can get certificates for 50-90% off the certificate value for restaurants that participate in the areas you choose. You can get either $10 ones or $25 ones, and I have gotten a $25 one for as low as $1.00! You can`t beat that and they will send you emails when they have specials, like the one now is 90% off. There are a few stipulations,but nothing that bad! I have had several clients thank me and think they are great! They have no idea how much you had to pay for it and they are good for 1 full year after you purchase them. I always tell my clients to make sure they use them before they expire. :-)
THAT is MUCH cheaper than magnets,calendars,hats,pens,or whatever you are sending out to your clients, and who doesn`t like a good meal out from time to time? They are great!

Ok, that`s about it for me. Remember this...the client that you feel is the least likely to qualify,may be one who can refer others in their family,friends and neighbors to you, simply because you treated them as they deserved to be treated. NO client should be over looked, you just don`t know who they know, and it`s our job to make sure that they are treated as if they were a million dollar client. I have taken clients no one else wanted and sold them in one night, making the person who referred them to me VERY frustrated! LOL
Good luck!

Vickie "Vick" Carver
Sales Assoc.,REALTOR
Century 21 Alliance
Mt. Laurel, NJ. 08054
856-889-1623 (direct)
856-722-0880 (office)
Email: rainbowrealtor@verizon.net
Your Rainbow REALTOR!
"Chasing your dreams of Home Ownership to the end of the Rainbow,your new HOME"!
http://www.rainbowchasingagent.com
http://www.homepages.com/vickiecarver1
0 votes Thank Flag Link Thu Sep 10, 2009
Hi Eddie,

Good question! I have worked in the industry for nearly three years and have realized what works and what does not work for me. To stay in touch I will send a quick email, make phone calls and send personalized greeting cards (not for holidays other than Christmas), for past clients. I have never received credible responses through Direct mail (post cards) or newsletters through general public mailers. I spent hundreds of dollars in the beginning of my career doing this, as most agents do, and it was a huge waste of my money. I imagine most folks glanced at the mailer for a couple of seconds and trashed it.

Better ways to grab potential client attention would be to design your own personalized cards and tri-fold brochures through Word and Publisher programs. This allowed me to save lots of money because I didn't need to purchase expensive programs that most agents use for marketing. The Word programs offer high quality design choices and allow you to produce one-of-a-kind mail pieces that do attract attention. I receive lots of positive response from these type mailers. To enhance mailers, sometimes I purchase professional photos from companies like Istock.com. Photos cost around $4-5.00 a piece for a high resolution photo.

I always try to think outside of the box when it comes to marketing. The best rule-of-thumb is to be your wonderful self and find ways to project that in your mailers and attitude when dealing with people. I hope I have helped.

Good luck!
0 votes Thank Flag Link Thu Sep 10, 2009
Great question Eddie, I would love to hear answers for that too, I do the Anniversary cards, Newsletters and the Hoiliday cards, but i was wondering if that is enough.
0 votes Thank Flag Link Thu Sep 10, 2009
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