March is a great time to start checking in with everyone who is on your MarketWatch newsletter to find out what their plans are for the spring.
It's also a great time to clear out the people who are NOT 5-star prospects anymore.
Don't be disappointed if some of the people you call have already bought a home. Learn from it.
I was at the Re/Max international convention here in Orlando last week, and I ran into Dan Gooder from the Gooder
Group. We were talking about our mutual agreement that Conversion is the golden key to riches.
We like to compare notes on conversion statistics, and he was telling me when he was doing marketing for Long and Foster, they generated 10,000 inquiries and followed up with a telephone call 1 year later to see who had bought.
Their numbers were 47%. Very close to the 52% number Inquiry Handling Service found in their studies across ALL industries.
People generally don't raise their hand and ask for something unless they're seriously interested in it.
The bright light in all of this is that if you're willing to do things other people will not, if you're willing ot build a relationship and follow up with someone beyond 90 days -- or as long as it takes, the field is wide open for you.
You have NO competition in the long term follow up arena.
BUT...you have to differentiate yourself beyond just setting someone up on your automated MLS listing generator.
You have to be different, and more engaged in Multi-Sensory Long Term Relationship Building
Mail, Email, Phone...Fed/Ex...hand written notes. Whatever it takes.
Little things make a BIG difference.
Ask John Duncan.