Whenever a buyer closes, we all know the one thing they must do: 
Change their address.

This presents a HUGE opportunity for you to help them with this chore and accumulate a lot of names on your database.

Here’s a quick and easy strategy to WOW your clients and build your business by sending out “Change of Address” notices.

Linda Denovan, a Top Agent from Lake Havasu City, AZ, understands the relationship-building power of this strategy first hand:

“As a closing gift for my buyers I create a note card with a photo of the front of their new home.  I make return address labels for the envelopes and add stamps.

On the back of the note cards is printed  “Made especially for …. from Linda Denovan” with MY phone number.

My information then goes out to all of their friends when they mail the cards showing off their new home.  In addition, I let them know they can “re-supply” their note cards or return address labels at any time.  Not only does it make a great gift but my clients think of me whenever they send a card AND the recipient does too!”

Let’s take Linda’s idea and “kick it up a notch”…

Use This “Change of Address” Post Card System
To Clone Your Best Clients…

Here’s how to execute this viral list-building system…

STEP 1: Get a great PHOTO of the home

Linda sends out note cards in envelopes but I’d suggest sending out a post card with an eye-catching photo of the home on the one side and the new address on the other.

If you really want to impress your clients, make it an outstanding photo.  Why?

Because it does TWO things:  First, it shows you care enough to continue to provide great service after the transaction (your clients will remember this and tell others).  And two, it demonstrates your skill at getting a great photo of a home.  This is a subtle way to have your buyers think of YOU when it’s time for them or their friends to sell their home.

If you’re strapped for time you could use an image of a house, with a headline, “We Moved.”  But remember, buyers want to show off their new home, not just their new address…so try to make it look good.

STEP 2: Make a great OFFER

Having your name and number on the cards will help you give you an “introduction” to your clients’ friends.  But an even better approach is to include an OFFER for free information on the card so you can maximize your opportunity for business from this strategy.   What could you offer?

• A FREE market analysis for SELLERS
• A FREE list of homes for BUYERS
• A FREE report for “Saving Thousands When Buying A Home”

The possibilities are limitless…

STEP 3: MAIL the post cards

You’re best bet is to mail the post cards FOR your clients, this way you know they’ll get out.   And it gives you a reason to ask for the names and addresses of their contacts (which by the way you can use to start sending their friends your helpful and informative Service For Life issue every month).

Or, you can give a stack of the post cards to your clients.  One bit of advice:  make it easy for them to send it out by putting the stamp on the cards for them.  They’ll appreciate it and more importantly… the post cards are more likely to get in the mail so your offer gets seen.

Want an EXAMPLE post card?

OK, here’s a “Change Of Address Post Card” a number of agents are using with great success, along with my notes on what makes a great “direct response” post card.

ANATOMY Of A “Change of Address Post Card ”

(Note:  click the image and zoom in to see the detail)

QUESTION:  Can you e-mail the “Change of Address” notice?

ANSWER:  Yes, but with a few important caveats…

1. Your buyer needs to send the email so their friends recognize the “From Name.”  Or, if you send the email to their contacts…include your buyer’s name in the “subject line” of the email so it gets opened and read.
2. Still include a great photo of the new home in the email.  Use a system that can produce full-color HTML emails with the photo, new address, and your offer…or have a link to your website with the picture and this information.
3. You could do both — email AND mail these notices to your buyer’s contacts.  Chances are your buyer clients can easily send an email to their contacts, but printing and mailing the physical post cards will be seen as a valuable service to them.

After a few weeks, ask your buyer clients if they got the post cards in the mail and if they need any more printed, or ask them if the emails were sent. Then continue to follow-up with your all your new contacts (now that you have their mailing addresses) with a monthly real estate newsletter that is not all about real estate – so it’s welcomed and valued instead of trashed.

Quick Summary…

Every time you have a buyer client close, get a list of their contacts and mail a change of address post card FOR them to all THEIR contacts.

This strategy leverages off the TRUST your buyers already have with their friends and family… so your mail is seen in a more positive light than when you show up uninvited (as in the case of farming for new clients).

Plus, studies show that people make friends and tend to associate with others just like them.  So, if you liked working with your buyer clients… you can use this strategy as a laser-targeted approach to find more great clients.

[Ed note: Would you like to use a marketing system that costs nearly $0.00 and can bring you a steady flow of quality, motivated buyers — even during this slow economy?  Then click here to learn about one of the highest-return, lowest-cost marketing strategies you’ll ever use in your real estate practice.]

If you’re feeling lost with how to make next year better, here’s a very simple way to create a plan of action for your marketing.

It’s a 12-month planning calendar (on 1 piece of paper) that organizes your marketing activity by month and category.

You can create a more detailed marketing plan if you like, but this will help you get started.  Plus, it’s a great “quick reference” for what steps you can take to grow your production.

Take 30 minutes today to:

1. Reflect on this past year — identify where your business came from in the last 12 months
2. Download this 1-page template — fill in your best opportunities to get clients in the coming year
3. Put your marketing plan in a place you’ll see each day as a reminder to follow-through

You can click the example image below to download a blank template:

What’s YOUR best strategy for creating a marketing plan?

Click here to leave a comment or email us to share it with the Agent Inner Circle^® community.

Would you like an easy way to get more referrals in December?

Many real estate agents send out “holiday mailings” to past clients, but few know how to create a sincere mailing that bonds people and compels them to respond.

Try sending this special Thanksgiving Letter (or use it as an email), then watch people bond to you like “super glue” and send you referrals…

(If you’re having trouble downloading this PDF file, make sure
you have the latest version of Adobe Reader installed.)

A few extra tips for sending this letter to past clients and friends:

Everyone wants to feel special.  This message makes people feel like family and lets them know to keep sending you referrals!

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

One quick way to get extra business right now is to target Expired Listings.

Keep in mind, these are people who want help from an agent but for some reason haven’t been able to sell their home. You’ll have to speak to their frustrations and position yourself as an agent who can help them in their situation.

You can find expired listings on your MLS and mail them a simple letter like this example:

Tips For Using This Expired Letter To Bring You Business:

• Important note about modifying this letter: This letter has one and only one purpose which is to get prospects to CALL YOU! Notice how everything is “Packaged” specifically for the expired prospect? It uses excellent elements to handle objections, gives lots of Unique Selling Propositions (what you’ll DO for them), and teases for response.  You can modify this letter to fit your practice, but be careful about changing too much as it may reduce the effectiveness.  And don’t forget to PERSONALIZE the letter with the homeowners first name if you can get that data from your MLS.
• This letter offers a service called the “Maximum Home Value Audit.” You can do an in-person review of the major areas of their home in addition to a CMA to differentiate yourself from what most agents would offer Expireds.  Because you’re one of our valued Agent Inner Circle® members… here’s a ready-to-use template you can use for this!
• You can enclose a packet of aspirin or antacid or string (to remind them to call you) with this type of letter. It helps to make a greater impact on the reader because it advances your message. Plus, you know they’ll remember you!
• Using a multi-step approach with this letter will maximize your response. Mail a SECOND NOTICE (sent 3 to 7 days after the first letter) and a FINAL NOTICE (sent 7 days after the second letter).  See this real estate marketing article to learn about about multi-sequence mailings.  Some agents even send letters like this via FEDEX because it looks official and will get opened.  You’ll have to test and see if the numbers make sense based on how many expired listings leads you turn into clients and your average commission.
• Follow-up with a phone call. Most agents will do one or the other (only send a piece in the mail or only try to cold call).  If you call 3 days after you mail the letter, it is a warm call because you can ask if they got the package you sent to start the conversation.

[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.]

What do YOU do to get Expired Listings?

Email us to share it with the Agent Inner Circle^® community. Or…

Click Here To Leave A Comment