SOUTHERN CALIFORNIA 2-21-22

SOUTHERN CALIFORNIA EDITION

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

CONNECT BEYOND

REAL ESTATE

FEATURED AGENTS

to Attract Future Clients

REBECCA SEKULICH CURTIS WESSELN

COVER STORY

JENNY SEGOVIA

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SOUTHERN CALIFORNIA EDITION

REBECCA SEKULICH CURTIS WESSELN

Real Estate was inevitable for Curtis reap the mos 7 16 21 Wesseln, a First Team agent based out of working with Anaheim, California, while he was well mile to repres acquainted with the industry for as long as “I am an hone he can remember. His father modeling the one of the goo American Dream, started his career as a farmer and rough framer, eventually owning Using a cou a construction company and lumber yard, approach is th and then built apartments and managed touch with pas properties. Curtis still recalls memories of thank you not JENNY picking SEGOVIAup nails andREBECCA SEKULICH CURTIS WESSELN beer bottles on job cards. He rec sites, and later, framing houses in Orange 101-year-old County. Eventually, Curtis moved his career are not only to the property management side. Following He enjoys he his father’s footsteps, moving upwards, and next stage of many years later, he is now an active agent serving the devoted to his buyers, fully CONTENTS Orange County area and loving his career as an agent. in finding the right home. B to make the most of his sk heavily on his faithwith and theaCONNECT path he is walkon the sidehave which involve made, a A visionary creative background, 4) 5 WAYSCurtis TO relies TRANSFORM 18) BEYOND ing while confident his talents are suited for a career awareness St.Juliana closed 30 shF Rebecca Sekulich haswell found her calling as for RENTERS INTO OWNERS REAL ESTATE TO ATTRACT in Real Estate. Alongside him includes his partner Jon, a Fullerton. her to learn a an agent in the FUTURE greater Los Angelesin area.

CLIENTS buddy and second set of eyes, and a small team of col13) A STEP-BY-STEP GUIDE a TO bachelor’s degree Geography and main contribution t leagues at FirstWith Team Real Estate. Though nowin a smaller Curtis’s CONVERTING INTERNET LEADSPandemic, By 2010, Rebecca’s professional lifehisSMARTER startunit due to the Cartography, COVID-19 appreciates involvement as thethe dir 22)heHOW TO his SEND andparticipates Rebecca d ed offconsiders in film. “I’m a filmmaker, and peersSALES and practically them family.

After half a I decided parish. He also TO REAL LIFE EMAILS decade, Curtis earned hisin first repeat customers andstar a vast local-based events. H to work real estate after the in oneand of my rise in referral business.

For him, morals out,” and values lead Aits mark most prominently feature films dropped she says. friend first while working with clients—Curtis’s sincerity, honback behind the scenes encouraged Rebecca to help friends ofgive theirs esty, and integrity help form meaningful relationships. aspect of his life is significa open a Keller Williams office.

“They hired mea husband, and a fath The simple act of getting to know his buyers and sellers a man, firstleads as their assistant, and then as theirparish direc-grammar school. Liv in return generates and drives his business forward.

Phone 310-734-1440 | Fax 310-734-1440 tor of operations. I helped design and build theenjoying time with means mag@topagentmagazine.com | www.topagentmagazine.com After one of hisinfrastructure best years, selling volume sports, and working in the fornine 18 million officesinfrom Los Angeles No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent and already starting 2022 on aBeach.” positive trajectory, Curtis been eager to focus energy to Newport Rebecca’s giftthefor conMagazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure accuracy of published on social media, live video, door knocking, andsupplied fly- byback into swimming and tra materials, Top Agentleans Magazine cannot be held responsible for opinions expressed or facts its authors. necting with people led her to eventually To subscribe or change send mag@topagentmagazine.com. the U.S. continuing with real estate s ers, address, as well asinquiry wordtoof mouth to market his Published listings.inHe earningevents her real license in 2007, justearnestly as also hosts entertaining and estate contributes within his ing and eventually the market began to crash.

Instead of changcommunity to make sure clients know he is a committed with his wife and spend m decided backto stay For on him, the it is faith first, agent. Leadinging withcareers, his big Rebecca heart and qualified but Top Agent Magazine 3 ground allows Curtis to helppath potential and sellers man and admirable To real estate and buyers specialize in shortgood sales.

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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JENNY SEGOVIA Top Agent Magazine

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Top Agent Jenny Segovia is the broker/ owner of The Segovia Real Estate Group, serving clients from Van Nuys to most of the San Fernando Valley and surrounding counties.

Jenny has had a lot of blessings since when she was 17 and working as a receptionist in a real estate office, answering phones and running errands. When the broker saw how tenacious she was, she was sponsored to become a loan officer and eventually worked through the ranks to get her own real estate license.

When her mentor moved on to other businesses, she was granted the stable of clients to continue with as a trusted partner. She could have had enough for a career with that clientele in place, but she went to expand her network, starting with reaching out on local Christian radio stations. In 2016, she took over a closing real estate office and rebranded it as The Segovia Real Estate Group as a broker/ owner. Working six or even seven days a week, she is constantly learning the marketplace and advertising non-stop. Every year, she hones her negotiation skills and her sales throughput increases.

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5173 Collett Ave, Encino, CA 91436

Her volume increased significantly and she brought on five additional agents to handle her clientele. Advertising spread from Christian inspirational radio to television ads, magazines and industry websites. Her assistants screen the clients that come in through the advertising campaigns once Top Agent Magazine

they are preapproved with a lender and then they get assigned an agent to work with. Her original feature in Top Agent Magazine gave her a huge push as someone who loves the market and has been in the generation for a long time, adjusting to whatever changes the market brings. She finds the deals most Copyright Top Agent Magazine 9

568 Tri Net Court Walnut, CA 91789

The service Jenny provides keeps clients coming back, filling almost half of her workload with referrals and repeat business. Clients are cared for even long after the sale. favorable to all parties involved, not necessarily the ones that benefit The Segovia Group, but what the clientele needs.

The service she provides keeps clients coming back, filling almost half of her workload with referrals and repeat business. Clients are cared for even long after the sale. From check-ups on the property to handyman services, Jenny makes sure the service continues. She and her team 10Copyright Top Agent Magazine

will attend directly to in-warranty issues, taking the worry from the homeowner.

Word of that level of service has spread her reach from Van Nuys to most of the San Fernando Valley and surrounding counties. Sometimes that service is more than a simple phone call or email. If a client is unable to travel, or is only available odd hours, Jenny and her team will be happy to show up live for a face-to-face meeting to determine the needs of that Top Agent Magazine

5044 Fulton Ave. Sherman Oaks, CA 91423

16614 Chaplin Ave. Encino, CA 91436

client. This happens no matter how large or small the property in question is. Many clients are first time homebuyers with little for a down payment, but Jenny embraces them all the same.

Jenny and her team have embraced newer channels for communication, from Facebook Top Agent Magazine

to Instagram to virtual tours via Matterport so that even in pandemic restrictive conditions, clients can get a 3D tour of a prospective house. Using both live and technological techniques, she’s been able to maintain over 95 transactions a year. She’ll be looking to channel all of her agent’s effort and heart into increase repeat business this year.

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When not tending to her workflow, she’s working with the Mercy Hand program, providing resources for families in times of trouble, donating toys or turkeys for holiday time. Once a year, a trip to Guatemala is in

order, building housing, bringing supplies and helping children in need. In all that running around, she still manages to find time for spontaneous trips with her daughters to unwind.

For more, visit segoviarealestate.com email Jenny@SegoviaRealEstate.com or call (818) 668-8768 / (818) 378-9022 https://

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 14

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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REBECCA SEKULICH

A visionary with a creative background, Rebecca Sekulich has found her calling as an agent in the greater Los Angeles area.

With a bachelor’s degree in Geography and Cartography, Rebecca’s professional life started off in film. “I’m a filmmaker, and I decided to work in real estate after the star in one of my feature films dropped out,” she says. A friend encouraged Rebecca to help friends of theirs open a Keller Williams office. “They hired me first as their assistant, and then as their director of operations. I helped design and build the infrastructure for 18 offices from Los Angeles to Newport Beach.” Rebecca’s gift for connecting with people led her to eventually earning her real estate license in 2007, just as the market began to crash. Instead of changing careers, Rebecca decided to stay on the real estate path and specialize in short sales.

It ended up being the best choice she could 16

have made, as it led to her joining a team that closed 30 short sales a month, and allowed her to learn a vast array of skills.

By 2010, the market started heating up again, and Rebecca decided to take an eight week real

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estate course to expand her knowledge even further. After closing her first million dollar listing, she knew this was the path for her. “I felt in my heart I was going to soar, because I’m a connector and a people person.” Today she not only helps a wide range of people buy, sell and invest, but also assists in reimagining properties. “In 2012 I started helping people fix up their houses, which resulted in them netting anywhere from $50,000 to $400,000 more for their homes.” At this point in her career, she’s completed 50+ remodeling projects.

“I have a multifaceted business where I’m selling houses, helping buyers, doing major construction, and investing myself,” she explains. Rebecca’s team consists of herself, two buyer’s agents and a full-time assistant.

Together they ensure each transaction goes smoothly. Marketing her business is hardly necessary, as clients love spreading the word about her work. One recently said, “Rebecca is amazing! She is responsive and understanding of your needs as a seller and a buyer. We have worked with Rebecca to buy two houses, and sold one. I think her relationship-building skills make all the difference. She makes sure she understands what each party needs/wants, and that helps secure the best deals. I cannot recommend her enough.”

Looking ahead, Rebecca hopes to continue growing her business and assisting more people with their real estate goals. “I come from a place of helping others and coming from contribution, that’s what makes me get up in the morning.” Understanding that this is one of the largest transactions a person can make in their lifetime, she wants it to be a memorable and meaningful experience. “This means listening to my clients’ needs, and doing everything I can to make them happy.”

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To contact Rebecca Sekulich please call 310-709-1701, email sekulich@compass.com or visit IG:@rebeccasekulich, FB:@rebeccasekulichrealtor or Twitter:@rebeccasekulich 17

CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 18

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 20

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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CURTIS WESSELN Real Estate was inevitable for Curtis Wesseln, a First Team agent based out of Anaheim, California, while he was well acquainted with the industry for as long as he can remember. His father modeling the American Dream, started his career as a farmer and rough framer, eventually owning a construction company and lumber yard, and then built apartments and managed properties. Curtis still recalls memories of picking up nails and beer bottles on job sites, and later, framing houses in Orange County. Eventually, Curtis moved his career to the property management side. Following his father’s footsteps, moving upwards, and many years later, he is now an active agent serving the Orange County area and loving his career as an agent.

Curtis relies heavily on his faith and the path he is walking while confident his talents are suited well for a career in Real Estate. Alongside him includes his partner Jon, a buddy and second set of eyes, and a small team of colleagues at First Team Real Estate. Though now a smaller unit due to the COVID-19 Pandemic, he appreciates his peers and practically considers them family. After half a decade, Curtis earned his first repeat customers and a vast rise in referral business. For him, morals and values lead first while working with clients—Curtis’s sincerity, honesty, and integrity help form meaningful relationships.

The simple act of getting to know his buyers and sellers in return generates leads and drives his business forward.

After one of his best years, selling nine million in volume and already starting 2022 on a positive trajectory, Curtis leans on social media, live video, door knocking, and flyers, as well as word of mouth to market his listings. He also hosts entertaining events and contributes within his community to make sure clients know he is a committed agent. Leading with his big heart and qualified background allows Curtis to help potential buyers and sellers

reap the most beneficial situation when working with him. He also goes the extra mile to represent everyone’s best interest.

“I am an honest man, a man of my word.... one of the good guys,” Curtis shares.

Using a courteous yet straightforward approach is the way of Curtis, keeping in touch with past clients through phone calls, thank you notes, and even special occasion cards. He recently visited and treated his 101-year-old client to lunch! For him, they are not only his clients but friends too.

He enjoys helping sellers move onto the next stage of their life; however, he is also devoted to his buyers, fully committed to assisting them in finding the right home. Being an agent allows Curtis to make the most of his skill set yet still pursue work on the side which involves helping raise money and awareness for St.Juliana Falconieri Church and School in Fullerton.

Curtis’s main contribution to the community comes from his involvement as the director of advancement at the parish. He also participates in food drives, blood drives, and local-based events. However, his footprint leaves its mark most prominently in the Church, where he can give back behind the scenes and seek sponsorships. This aspect of his life is significant, representing his values as a man, a husband, and a father as his children attended the parish grammar school. Living life aside from his career means enjoying time with his family, watching college sports, and working in the yard. More recently, he has been eager to focus energy on fitness, including getting back into swimming and training. Curtis looks forward to continuing with real estate sales for the near future, working earnestly and eventually retiring where he can travel with his wife and spend more time with his daughters.

For him, it is faith first, but one thing is sure, Curtis is a good man and admirable Top Agent.

To learn more about Curtis, visit CurtisWesseln.FirstTeam.com email CurtisWesseln@FirstTeam.com or call 714-747-1378 http://

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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