by Dean Jackson
(Winter Haven FL)
Client newsletters are a fantastic way to be in contact with clients every month...but the BIG purpose of those newsletters is to plant seeds that can turn into referrals.
ALL referrals are a result of conversation.
In order for a referral to happen - three things have to take place.
1. Your client has to NOTICE when they are in a conversation about real estate.
2. They have to THINK of you.
3. They have to INTRODUCE you into the conversation.
Your clients are in conversations all the time.
A lot of the time they are in conversations about real estate, and they don't think of YOU.
Or...they are in a conversation about real estate, they DO think of you...but they don't mention you to their friend.
An easy way to encourage those referrals is to pay attention to what's going on in the news, what's the conversation likely to be about, and make it easy for your clients to call you and refer their friends.
For example...in January when rates dipped below 5% I wrote this postcard for some of our coaching clients to send to their sphere:
Dear Mark,
Just a quick note to let you know how I might help you, or anyone you would introduce to me.
Interest rates are almost at their lowest levels ever. Right now, 30 year mortgage rates are UNDER 5% - they may even go lower, and I want you and your friends to be prepared if they do.
In the next few weeks the details of President Obama's economic stimulus package will be coming out, and rates may go even lower than they are right now. We may be able to get you a lower interest rate mortgage with a lower monthly payment and either apply the difference to paying off your mortgage sooner...or use the difference as your own personal "economic stimulus" package :)
I've got a special software program that instantly runs the numbers to see how much money the different rates will save you monthly...and what TARGET rate makes sense to consider locking in.
The software is pretty detailed, and it only takes a minute to run several different scenarios. Just give me a call at 863-555-1212 and I'll run a report for you and any of your friends or family.
Talk to you soon...
Dean
PS - Timing is important on this...so call me as soon as you can.
That postcard ended up getting LOTS and LOTS of calls and referrals, because it was timely, relevant, and made it EASY for someone to take that first step by making an OFFER.
Newsletters are great for planting those type of seeds.
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