Brick by Brick Episode 16

Summary

Sean P. shares his experience as a real estate agent, highlighting his growth and recent success with a direct-to-owner mail campaign. Despite initial doubts, the campaign generated six phone calls, four appointments, and potential deals, showcasing a strong return on investment. Sean emphasizes the importance of customer service, the value of saying 'yes' to new opportunities, and prioritizing clients' needs. His story underscores how taking risks, being helpful, and focusing on long-term service can lead to success in business.

Takeaways

• 😀 Sean P shares his experience of getting busy in the real estate business after six months, having written several deals and built relationships with active buyers.
• 😀 He reflects on the importance of customer service, discussing an example where he did something he initially didn’t want to do but ended up getting great results.
• 😀 Sean highlights his challenge of finding the right properties for his particular clients, mentioning how direct seller prospecting was more effective than initially planned methods.
• 😀 Instead of door-knocking, Sean decided to send unaddressed mail to owners in two specific property segments, one in luxury homes and the other in mid-range condos.
• 😀 Despite expecting minimal results from the direct mail effort, Sean received several phone calls, resulting in multiple appointments and potential deals.
• 😀 Out of the calls, Sean was able to book four appointments with no agents involved so far, increasing his chances of directly working with sellers.
• 😀 One of the key takeaways is that saying 'yes' to client requests and being open to new methods can lead to great opportunities and results.
• 😀 Sean mentions the success of direct mail campaigns and how for a relatively small investment, he booked multiple listing appointments and connected with potential clients.
• 😀 He reflects on the importance of serving clients well, even if the financial outcome is uncertain, emphasizing that the service itself is valuable.
• 😀 Sean is considering adding direct-to-seller mail campaigns to his standard buyer package due to the impressive return on investment.
• 😀 The script concludes with Sean expressing enthusiasm about the results, sharing his experience of learning through trial and error, and encouraging viewers to embrace high-service approaches.

Q & A

What marketing strategy did Sean P use to connect with potential property sellers?

Sean P used direct-to-owner mail, sending unaddressed mail to property owners, offering to help sell their properties for clients. This strategy targeted high-end homes and condos in specific price ranges.

Why did Sean P choose direct-to-owner mail instead of door knocking?

Sean P found that door knocking in certain areas wouldn't be efficient due to the spread-out nature of the neighborhoods and the inconvenience of the location. Additionally, knocking on doors would not align with his time-to-value ratio.

What were the initial expectations Sean P had about the mail campaign?

Sean P expected only a few calls from the mail campaign and anticipated that the $500 spent on postage and printing might not yield significant results.

How many phone calls did Sean P receive after the direct mail campaign?

Sean P received six phone calls, two of which were from agents. These calls led to four appointments with potential sellers.

What did Sean P learn from the success of the mail campaign?

Sean P learned that focusing on high service for clients and trying new strategies, even those that initially seem uncertain, can lead to great results. He was also surprised by the effectiveness of direct-to-owner mail as a lead generation tool.

What did Sean P's mentor suggest about being successful in real estate?

Sean P's mentor suggested that, especially in the beginning, new agents should be open to saying 'yes' to opportunities, even if they are unsure, to gain experience and build relationships with clients.

What is the potential financial impact of the direct mail campaign?

For an investment of $500, Sean P managed to book four appointments, a return on investment that he finds significant. If the appointments lead to deals, the financial rewards could be substantial.

Why does Sean P emphasize customer service in his approach?

Sean P believes that providing excellent service to clients, even when it involves doing things that may not seem immediately profitable or easy, is key to long-term success in real estate.

How does Sean P's experience in a new market affect his strategy?

Being new to his market, Sean P has focused on saying 'yes' to various opportunities and implementing creative strategies to build his client base and reputation, despite not yet being established in the area.

What lesson does Sean P share about trying new approaches in business?

Sean P's experience shows that trying new approaches, like direct mail, can yield unexpected benefits. Even if the outcome isn’t guaranteed, the effort still provides value to clients and can help generate business in new ways.