Most people would not recommend their real estate agent or even re-use him/her ever again. Why?
The clients typically had three common issues:
1. The agent was no longer in the business
2. The client was not happy with the quality of service they received
3. The agent completely disappeared after closing the deal
Well, this week’s guest, Marty Siegel of Caldwell Banker Burnet in Minneapolis, has been in the real estate industry for 28 years and 90% of his leads come from referrals, repeat customers, and children of those customers. What is the secret to his success?Click To Tweet
What were the key takeaways?
[1:45] 90% of Marty’s leads come from referrals.
[3:25] How many times does Marty reach out to his clients (who have already bought a home from him) in a year? Marty says at least 24 times.
[4:15] Keep in mind, Marty hates answering the phone.
[8:00] How did Marty get started in his career?
[10:00] Since Marty didn’t have a mailing list, he went door-to-door and spoke with his target market directly.
[12:25] So, how does Marty reach out to each one of his clients 24 times a year?
[13:25] The children of Marty’s clients are now calling Marty to help them buy a home.
[16:40] Marty believes in doing the right thing. He doesn’t feel comfortable selling a troubled married couple a home.
[18:10] Marty has a Christmas event every year that he invites his clients to. He discusses what the ‘Trees for Toys’ event is about.
[21:35] Why did Marty leave the company that give him his first real estate job?
[25:30] How did Marty convince his new boss at Coldwell Banker to host a ‘Trees for Toys’ event?
[27:40] Despite making 24 contacts a year with his clients, Marty never asks them for business.
[27:45] Last year, Marty’s event donated 9,000 toys for Toys for Tots.
[31:25] On average, Marty reaches out to his clients around 24 times a year, but that number may increase depending on the amount of children each client has. Without fail, Marty sends a birthday card to each of his client’s children every year.
[31:50] The fact that Marty is consistent every year with his connections is what blows people away.
[32:15] Marty has been so successful at what he does, he now puts on seminars for other agents.
[40:10] Marty shares why he got into real estate.
[42:10] What does Marty think about social media?
[49:25] Remember, attracting valuable clients does not have to be expensive.