Having a steady flow of clients is easy if you have a database of quality contacts with which you regularly communicate. Here’s a great way to build your database by offering a valuable service to prospects and clients.

Agent Salome Janse Van Rensburg creates a flyer offering a “community update” service, informing subscribers on anything from interest rate changes to new tax laws. She could distribute this flyer to neighborhoods in her farm, pass them out at her open houses, or include it with her regular mailings. This is a versatile tool and there are some important details …

1. Attention Grabbing Headline: ‘PUBLIC NOTICE.’ This gets under a prospect’s radar that filters out ‘sales messages,’
2. Offering something of value to target audience (updates include information buyers and sellers seek),
3. Making it easy for people to respond (include both phone and email contact), and
4. Letting a person choose how they want to receive updates (via email or sms message).

Here’s what Salome said this strategy is doing for her:

“This was my idea to try and get more people on my database, so far it has worked for me! I have had people contacting me on a daily basis and giving me referrals of friends and family that would like to sell/buy a home.”

You can click on the image below to see the full flyer as a pdf:

“I have had a lot of success generating clients by doing hand-outs at the ‘big box’ stores. The majority of people who go to these stores (Home Depot, Sam’s Clubs, etc.) are homeowners.

“I hand out market evaluations and introductory newsletters to these people for an hour on Saturday mornings. I am lucky to see homeowners and people who take pride in improving their homes.

“If that is not your cup of tea, try the local municipal airport. Executives arrive, book a car and jet into town to do their business. They also arrive before their families and if I am their welcoming person, then I make an impression. Do the same thing. Hand out market evaluations and your newsletter.

“Mass mailings cover a lot of area fast, but the face-to-face approach gets conversations going and helps develop a relationship with the potential client.”