A Whole Lot More

Posted by: Jeffrey Bastress on January 25th, 2008

Part 1 – Back to Basics

2008 has come full circle to taking the time to build personal relationships with our leads, customers, past clients and new contacts we make.

We have had the luxury of the information highway in all our clients hands and all we had to do was wait for them to call us for help.

We still have the information highway, but reaching out and building relationships once again is the key to our success in real estate in 2008.

I strongly urge you to regularly contact all past clients and simply tell them what your doing and you are there for them. Surprisingly as it seems, they will not refer friends and family if you do not ask them to do so.

In fact, in most cases, they will over look us also if we are not asking for their new business and referrals.

Just letting them know you’re still alive and well is good, and letting them know of your new services is better, and letting them know how they or their friends would benefit greatly from one of your services right now or the near future is the very best.

Past clients are by far the very best source of new real estate business. If you are not contacting them on a regular basis, you are missing the very best opportunity.

Do not settle for an email to them once a month, which is good and better than nothing. Email, mail a card or note, call and even drop over every once in a while.

And when you do, make sure to spend at least 50% of any conversation listening to them and their real estate needs. This will allow you to know how you can help them the very most, and they will know you care if they know you are listening.

You have 2 ears and only one mouth….talk 1/3 of the time and listen the rest.

Leads in our data bases need to be reached out to in the same way. The days are gone where we can expect them to receive our daily emails, drive by all homes and then call us when they find the “one”.


They need personal information about neighborhoods, mortgage programs, schools, home values, and through building these relationships they will be encouraged and have the confidence to buy.

It used to be that a buyer had 20 minutes to decide on buying a home or not. They were not concerned if it was a good investment or schools or anything. Only if they were the highest bidder or not.

2008 we need to be a whole lot more.

Buyers are afraid, uncertain, misinformed and have no direction or confidence in buying a home. They don’t even know what mortgage options are available in many cases, and may not even ask.

So reach out and listen and respond to the buyers needs that are in your pipeline of leads. Do not just wait and do nothing, as I can tell you how that will go for you.

Stay tuned for part 2 where I will give my advice on handling FSBO’s (For Sale By Owner) and making clients out of every day people in your life.

Jeffrey Bastress
office: 978-422-3999

Startpoint Realty Broker Manager: www.HomesByJeffrey.com
Startpoint Mortgage Branch Manager: www.StartpointMortgage.com
Pay Off Your Mortgage in 1/3 the Time, Huge Savings: www.u1stfinancial.net/jbastress
National Conference Speaker – Internet Innovation



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