RealTown's RealTalk

For those RTers that prospect Expireds & FSBO via mail - do you recommend Postcards or Letters.

Thanks.

JIM
The Jim Cummings Team
CRS, GRI, RECS, e-Pro 500
Real Estate Consultants
512-633-3853 mailto:Jim@AustinTxMls.com
AVALAR Austin On Bee Caves, Austin, TX 78746
512-732-7001 Office       888-843-8989 Toll Free

Website: http://www.AustinTxMls.com

Jim,

I have tried both the letters and the postcards.  While the postcards worked better than the letters I found that showing up in person is way better than anything sent in the mail.  If they are not home I leave the packeage in a FedEx or UPS envelope, then I follow it up later that evening with a phone call.  My packet not only includes my 14 step marketing plan, it also talks about me and Keller Williams, and i also include a copy of their MLS printout.  Believe it or not many never do see the actual MLS and are surprised at what is actually posted including the pictures with their laundry on the bed...By the time your letter or postcard has arrived I've already built rapport with the prospect and have a higher chance of getting the listing.

 Cynthia Nina-Soto
Realtor
Keller Williams Realty
VM/E-Fax: (978) 882-4676
cninasoto@kw.com
www.NINASOTO.com

First, I have never concentrated on FSBOs but do go after expireds.

I was not real successful when I did the phone calls to Expired Listings.

I now use a 12 week letter campaign with great success.

I had gone to a seminar where they talked about how many people place a call the first week a listing goes expired. Then the majority stop calling, and only a few continue.

In the seminar they talked about how so many Realtors call and the expired listing seller does not want to hear from a Realtor. They also may not want to see a postcard or letter, but as the weeks go on they tend to get more interested.

In the seminar the speaker said that 20% - 30% generally either have a new Realtor or will take the first Realtor that calls. The rest take an average of 8 weeks before they make the decision to relist. When their listing expires they are so aggravated they are not ready to list, but then they cool down and talk about listing again.

I was very skeptical when I first tried this letter campaign, but I find I rarely hear anything before eight weeks, but once the eighth week hits the calls start coming in. I have received many expired listings with this simple campaign. I also find that when they do call me they have become less defensive and are now willing to price their home correctly and willing to do the work necessary.

When I made phone calls, I found that they just wanted to blame their previous agent and were reluctant to lower the price, make the listing easier to see, and make repairs.

Regards,
Jeff Launiere, P.A., e-PRO
Keller Williams Realty
Tampa, FL
813-469-3163
MailTo:Info@SweetHomeTampa.com
http://www.SweetHomeTampa.com