30 Touches to Aid Housing Recovery

To take full advantage of the upcoming housing recovery, I recommend getting back to the basics of building relationships with past clients. Remember, it's cheaper to keep the old clients than to find new ones. Revisit them with 30 touches during 2010.

Whoa, Bob, that's a lot of touches. Not really. Not when you break it down. Let me explain - first, you snail mail to them once a month - that's 12. E-mail them once a month, so we're up to 24 now. Then send a quarterly market update - 28 touches. Then send a birthday card and a card marking the anniversary of when they bought their home - and that makes 30. See, it doesn't sound so overwhelming now.

I also recommend on top of these personal touches to increase advertising because most Realtors actually cut back in lean times so you will stand out from your competition. My rule of thumb for ad budgets is anywhere from six to 15 percent of your commission income.

The fundamental fact is people need to see you. To know you're there, still in business and ready to help.

It's easy to forget the basics -- simple things like a personal handwritten note or a quick phone call to show care and concern. These things don't take a lot money - often, the personal touches never do. yet these are the type of things that peopel remember.

Let me know what you think about the real estate market's future. Send me an e-mail at bob@corcorancoaching.com.

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