In a previous article, I talked about how “multi-sequence” mailings have a higher ROI than one-shot mailings.

If you want an easy way to triple the effectiveness of your marketing efforts, it’s your lucky day, because today I’m going to share why multi-sequence mailings are the real “secret” to finally make your marketing work.

Now before you dismiss this as hype… I’ve proven this system myself with 4, multi-million dollar companies including a successful real estate development and brokerage company.

So take two minutes to read this profit-multiplying article on how to create a “Multi-Sequence Farming System”…

When you decide to farm, you may send out one of the following farming pieces to a defined area:

• a post card
• a letter
• a flyer
• an email

And in most cases, you send it only once, get little to no response and think it’s money flushed down the drain.

What if you could increase the response by sending follow-up mailing to the same area?

Here are some eye-opening numbers…

If you can improve your conversion rate by just 4% – instead of converting 1 out of 50 prospects you now convert 3 out of 50 – your income could TRIPLE.

With actual numbers… let’s say your average commission is $4,000, and if you mail to 500 prospects, and only convert 2% (a common response for a direct mail piece).  You would get 10 clients from this mailing, and at $4,000 each, you’ll make $40,000.

But what if you could raise your conversion rate from 2% to 6%?  You would now have 30 clients, and at $4,000 each, you’ll make…

$120,000 From The SAME List!

How do you do that?

STEP 1:  get a great mailing list.  When farming, narrow your efforts to a focused area in your community where there is 1) enough turnover in home sales and 2) fewer “dominant” agents.  You can use your computer and MLS data to research this in under an hour.

STEP 2: use “Multi-Sequence” Marketing that I teach in Step 1 of our 3-Steps System and that I explain below.

This type of marketing uses a SERIES of letters, post cards, or emails  sent over a short time period which dramatically increases response.

How To Create A Multi-Sequence Farming System…

Contact/Mailing #1: Should be a promotion sent to a specific prospect with a specific offer (or offers) about something important to them.

Remember to test your farming pieces on a smaller list before ramping up your efforts to a large group.  You want to know if the offer on the marketing pieces works before spending money to farm hundreds or thousands of prospects.

Here’s an example #1 letter for farming a specific area (click image to download):

Contact/Mailing #2: Should be a follow-up (a “SECOND NOTICE”) that is sent about 7 to 10 days after the first contact, referencing that first contact in the introduction, and continuing the offer.

Here’s an example #2 letter for farming a specific area (click image to download):

Contact/Mailing #3: Should be a follow-up (a “FINAL NOTICE”) that is sent about 5 to 7 days after sending the second notice, and making a stronger appeal for your offer.  At this point you should emphasize an expiration date, or motivate action through some type of urgency (such as a limited quantity of free reports if that is your offer).

Here’s an example #3 letter for farming a specific area (click image to download):

You can continue this process as long as it is profitable for you, but years and years of marketing have proven the “Multi-Sequence” marketing strategy to be very, very profitable.

The letters I provided here should give you an idea on how to create your own farming campaign – only this time, you’ll start making money!

[Ed note:  These letters include specific OFFERS for a reader to take action and call you.  You can create your own "Home Audit" template and "Special Report", or get the ones included with the “The Million Dollar Agent Marketing Toolkit”™.  These resources come as bonuses along with a powerful collection of pre-written letters you can use in your practice.  Click here to learn more...]

Here’s a very cool system for reactivating old clients, generating referrals, and building your Power List.

Many agents I work with have a lot of old clients they simply forgot.  Life gets busy and before you know it, it’s been months (even years) since you last contacted some of your clients.

That’s why I created the “Re-Acquaint Letter System”…

It’s an easy way to get back in touch and harvest referrals and repeat business from your network.  And this  letter has worked for hundreds of agents all over the world.

I also give you an example of a Referral Coupon.  This coupon is designed to work much like a “bounce-back” type of coupon that restaurants and retail stores use. The very same strategy will work for you if you just give it a try.

How To Use The “Re-Acquaint” Letter System…

STEP 1: Create a LIST of your past clients and friends, friends, family, and acquaintances

Narrow your list down to the people you’ve not contacted in the last 6 months.

STEP 2: Send them a personal LETTER

Here’s a pre-written letter for you to use and make your own.

(click the image to download as a word document)

STEP 3: Give your Power List a meaningful REASON to get back in contact with you

Use a “Referral Coupon” that goes with this letter, like this…


They may or may not use it, but it’s a stand-out way to remind them that you work by referral.

(IMPORTANT:  This coupon is designed to give a discount to the END-USER only.  In most, if not all states, it is illegal to directly compensate any unlicensed person for sending you business.  This coupon only makes a discount offer to the end user, NOT to a person sending you a referral.)

STEP 4:  FOLLOW-UP with regular contact (at least monthly)

Agents tell me they start getting calls within a few days after this letter goes out.  But you can also follow up by phone 7 days after sending the letter.

Going forward, you’ll want to keep in contact in a meaningful way.  And I’m not talking about pumpkin seeds or calendars here.

You can use my Service For Life system or your own monthly contact, just make sure it’s something your Power List sees as a “welcomed guest” rather than an annoying pest.

This is very important.  For every 100 people on your database, 14 of them will buy or sell a home in the next 12 months.  And that doesn’t include the Referrals they could be sending you.

Don’t continue to leave this gigantic hole of lost revenue in your business.  This “Re-Acquaint Letter System” will help you get back in touch with your clients.  Then keep following up with your network each month with welcomed and valued contact.

[Ed note: This article is a small excerpt from the "Fast-Track to Success" Turn-Key Real Estate Business Building System. To learn more click here.]

“Recently I’ve been trying to find ways to enhance the ‘stickiness’ of my real estate business. By this, I mean that I am consistently finding ways to stay top-of-mind with prospects and clients.

One idea I’ve been using is that of giving a free gift with any INITIAL appointment I have with a client. For example: I posted an online ad for a lower priced bungalow. I received a few leads, but one in particular was quite anxious to view this property that evening. After calling and setting up the appointment to view this home and a few others, I began to draft a personalized sales-letter to give to them when we met. In the letter I discussed the recent market changes, the jump in inventory, and more importantly the weather (it was raining for about two days straight).

The overt theme of the letter was ‘IT’S RAINING LISTINGS!’. One of the lines I used was ‘With this much choice for the buyer or investor, it’s easy to drown in the overload of listings!’ Another line was “Don’t get drenched with all the choices out there!” All of this was specifically aimed at tying into and reinforcing that *I* was the Realtor they should use to find their next property.

Along with this letter, I included a small gift card to a coffee shop. But it doesn’t end there… Here’s where the stickiness factor kicks in. Since I aim to make every interaction with my clients a memorable one, I ran out to the corner store and picked up a cheap umbrella for about $10. The kind that fold up and you can fit it in your glove box. I purposely picked the most obscenely bright color (yellow with black polka dots to be exact) and upon meeting the clients at the first location, presented the umbrella and the envelope with my sales letter, along with the highlight sheets for our viewings.

Needless to say they were enthralled and have been telling everyone they know that ‘Their real estate guy is Justin and you NEED to use him, he’s the BEST!’ This was only last week and already they’re looking to purchase two investment properties in the next month. Not bad for $15 of gifts and a few minutes of my time.”

“Every time I become aware of a FSBO, I in turn spend about 5 minutes preparing a short letter that is hand-written wishing them the best of luck with the sale of their home and then proceeding to let them know that if they decide a different route, that I am more than happy to help them.

I am up-front, yet subtle in my approach. I offer to come to their home and do a brief evaluation of the property and give them tips “on the spot” of different options they have that may very likely increase the salability of their home. I include real testimonies of past clients that I have helped in this way.

Of the first 9 letters I sent, I received 2 listings. Sellers told me that out of the stack of solicitations they received, mine stood out because it was handwritten and seemed genuine.”