This is a principle that sets apart the highly successful sales person from the average sales wannabe that just tries out real estate sales for awhile and then gives up because it appears too hard. The real estate sales business is about work...hard work and unless you understand and and use the principle of constant contact you will find that achieving your goals will be much harder that you thought.

What is Constant Contact ?

The principle of constant contact states that the more you contact your clients and prospective clients, the higher degree of sales success you will have. I'm not talking about constantly calling someone up at dinner every night, that would be counterproductive.

I would recommend that you contact your clients and prospective clients by mail at least 6 times over a 12 month period. Of course, this is not a stand alone idea, because if you have taken care to collect email addresses from your clients you can email them at least once a week. When you think about it, that's 52 times a year that you will be contacting them, too. Don't just contact them with sales information, send them investing news about the real estate market, articles on how to increase the value of their homes and other valuable information that you can compile easily. You can also tell them about updates to your web site that will contain profitable and informative information for them as well.

Don't Send Christmas Cards

Oh, did I mention holiday cards? Well, if you really want to bump up the principle of constant contact, then you should send cards out to your list as well. If you collect enough information about your clients and potentials, you should have their birthdays down as well as anniversaries. Another good recommendation I would like to make is to not send Christmas cards. That's right, you read correctly. Do not send Christmas cards, they'll only get lost in the pile of friends and relatives cards and won't be noticed. Instead, send a Thanksgiving Day card! Hardly anyone gets those. Of course, you can send cards dedicated to other holidays as well, like St. Patrick's Day, Valentine's Day, etc.

Newsletters

Another great method of contact by mail is a monthly newsletter. With a newsletter you can write several articles that talk about your industry and highlight the finer aspects of your sales skills as well as sending whimsical or humorous clippings and stories that your clients may find of interest. Remember, this is a method of keeping in contact, so try not to make it look like you are just "selling" them yourself. Make the newsletter fun and informative, while salt and peppering your contact information throughout the publication.

Other Little Used Methods

Phone broadcasting services and faxes are yet another method of keeping in contact. Of course, if you use these make sure you have the permission from the people on your list to do so. You can fax clients on a regular basis announcing open houses or things that you could offer at an open house.

Phone broadcasting services are an incredible method of contacting your list and clients. Basically, you have a service that can record your message and then, at a specific, designated time, call everyone on your list and deliver the message. In this case, you will want to record a brief message and then blast or broadcast it out, in order to inform people of any events or progress you are making. A great company that can handle this for you is Voice Mail Power. Basically, you sign up to use their services, record your message, upload your phone numbers and then your message is sent to everyone on your list. I know of an international marketer that uses this message service and I receive one every 2 months like clock work. It is an incredible tool that makes your job extremely easy.

As I stated earlier, the power of constant contact takes a lot of work, but the benefits and rewards far outweigh the labor involved or even the negative impact of not keeping in contact.