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You can’t sell your listings if your prospects never see your promotions.  That may not be a shock to you, but what are you proactively doing to get your message in front of the right prospects?
IMPORTANT: I do not put my name or brokerage on the envelope!  This will sabotage your results. I have my seller clients approve a just listed letter I wrote for them in THEIR voice.  And after the sale, I send out a just sold letter in their voice.
Offer free information for those wanting to buy or sell (must be specific — see my example letters below). When I send out the Just Listed letter, I now have an additional 150 neighbors trying to sell my listing.  I know they’ve opened and read my message, and they also have a specific way to send me leads! Go try this strategy with your listings.  You (and the neighbors around your listings) will be glad you did.
A great way to start the year out with new clients is to make a meaningful contact with all of the people you worked with in the previous year.
Put the closing statements along with the letter in an envelope, address it to your clients. In January, take your box with all of the addressed and stamped envelopes you’ve accumulated through the year and put them all in the post office.


Side Note: By putting the postage on as you go, it eliminates your having to have one big lump sum for postage – as long as you use the Forever Stamps that work even when postage prices go up. Wait 2 or 3 days after you mail the packages and then start calling all of the clients you just mailed to.
Transition to question: “It was a pleasure working with you and I find other great clients come from my past clients.
The referrals will come either on the first phone call or later if you continue to follow up with a helpful & valuable real estate newsletter each month.
Use this “Tax Helper System” along with the letter and follow-up phone script (very important) in January to start each year strong. Here’s a very cool system for reactivating old clients, generating referrals, and building your Power List. Many agents I know have a drawer full 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.
This is 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. They may or may not use it, but it’s a stand-out way to remind them that you work by referral.
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.   I’m not talking about pumpkin seeds or calendars here.
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.
And in most cases, you send it only once, get little to no response and think it’s money flushed down the drain.
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. This type of marketing uses a SERIES of letters, post cards, or emails  sent over a short time period which dramatically increases response.
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. 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!
Even if you're just getting started, there is no way to lose when you put yellow letters to work for you.



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