Market to Past and Present Clients!
At the same time you are marketing weekly to Realtors, and marketing monthly to friends/family, you should be marketing monthly to past/present clients. Again, these are people you have an inside track on. True, the big servicers who hold the loan do market to these people–but they can only do form letters and are usually completely lame. You can tailor marketing to these people with things that are meaningful. I get a birthday card every May from my State Farm agent, too bad my birthday is in August! The big boys just can not compete if you will target market your past clients. After 2003 you probably have the biggest database of your life. Market to them! Follow the same pattern as friends/family. Send something of value one month–whether it is a housekeeping tip, financial planning tip, whatever. But it must be relevant and of value. Follow up with a phone call the next month. So what if they refinanced to a 15 year and have no plans of moving until 2018, they know people! Share with them how much higher rates are, re-affirm what a good deal you got them, and ask them who they may know who is looking to buy a home. Over the course of a year you will be blown away at how much business this one thing, done consistently for an entire year, can do for your business. And it takes just minutes per month! You’ll waste more time then that tracking down a VOD!
I promise you will make more money calling past clients!