Real Stories of Real Estate Success.

In case you haven't seen the new http://www.mailprint.com/ yet, I want to encourage you to check it out... especially the Case Studies page. This is one of my favorite parts of the new site because it shares real stories of real estate agents and other business people who we've helped overcome their challenges and achieve real results. I want to share some snippets from just a few of the case studies:

Beth Franklin is a broker and office owner who came to Mail Print for help with her prospecting efforts. Within just a couple of months of using one of our monthly mailing programs, she was already seeing results... two listing and a sale. Over the following months, she continued to see similar results.


Scott Thompson came to Mail Print as a newer agent who was trying to establish himself and target an up-scale audience. We created a personal branding package for Scott that gave him a professional logo, look and a bevy of marketing materials with his unique design. Within six weeks of starting to use his new materials, Scott had seven listing, two sales and two referrals as a result.


Teresa Grindinger is a successful real estate team leader who found herself spending too much time on her Just Listed/Sold mailings. When Teresa came to Mail Print, we helped her out by creating a custom postcard template and automating her mailings for her. No more applying stamps and lables! Within six months, the new program had already generated three listings for the team.

Top 8 Things Agents Do to Sabotage Their Mail Lists

So you’ve got your mailing list ready to go. That’s great. But just having a list is not enough. You'll need to maintain, clean, and most importantly, use your list to get the results you want.

Here are some of the ways agents routinely mess up their lists and miss out on valuable business and referrals.

1. Using incomplete addresses.

Make sure your list entries are as complete and accurate as possible. Mailings with incomplete addresses will often not reach their destinations. Or a client will receive a mailing with the wrong name or a misspelled name. These kinds of oversights detract from your professional image and damage your credibility. Make sure entries are complete and correct. Mail Print can help you with this with our data management and database marketing solutions.

2. Not adding new contacts.

Update your list often. Add new contacts to your list as soon as you get them. You want to begin contacting these prospects and generating business, so put them on the list.

Remove old contacts if they are deceased or have moved from the area. This will save you some money and embarrassment and save the new residents from mail that isn’t for them.

3. Failing to add themselves and their family to the list.

Having yourself on the list is a great way to monitor your mailing campaigns. This way you will know when clients receive your mailings. And, you’ll have a chance to see exactly what your clients are receiving and the quality of the product.

Don’t be shy about mailing to your family. They have need for your services just like everyone else and are a great source for referrals. They will likely enjoy seeing your cards and take pride in your industrious nature.

4. Failing to keep the data current.

Stay on top of developments such as marriage, divorce, and death. You don’t want to send mailings to a widow’s departed husband. You want to address the surviving widow. Similarly, you don’t want to send postcards addressed to both Jim and Mary if they are divorced. Keep your data complete and avoid some potentially embarrassing situations.

5. Not making personal contact with people on their lists.

Making phone calls may not be your favorite part of the job. But it is part of the job. Talking with your clients at least once a quarter helps maintain a personal connection, and it gives you a chance to double-check your records. If there is incomplete data, like a missing email address, get it while you’re on the phone.

6. Failing to add past clients to their mailing list.

Stay in touch with those nice people who bought a home with you. They may not need your services for a few years, but that doesn’t mean they won’t bring you referrals. And if you keep in touch, they will be much more likely to do business with you again.

7. Not having a list at all.

If you don’t have a list, start putting one together. This is the most valuable tool you could have. It will bring in lots of business for you if you use it.

8. Mailing to the list only once or twice a year.

Again, mail to your list at least 12-33 times a year. If you mail only once or twice in a year, you might as well just burn your money instead. Repetition is the most important element to any type of advertising. If you want clients to respond to your message, you need them to see the message multiple times.

-Gina

RELATED POSTS: Five Steps to Creating a Winning Mail List, 7 Keys to Making Money with Postcards, Keep your mailing list CLEAN

Using Customer Stories to Sell

Testimonial marketing is a powerful tool for any business or entrepreneur. It is the most effective way to build credibility in the eyes of your prospective customer. There are two principal applications of this concept that every business should utilize:

1. Geographic target market
2. Customer category target market

Suppose ABC Real Estate Team has helped many people with their first home purchase. A good strategy for the ABC Team would be to target renters and recent college graduates in their market with a mailing telling them success stories from first-time home buyers who used their services.

They could include pictures of their clients, lists of the services provided them, and direct testimonials from those clients. The ABC Team can provide compelling evidence that they know how to handle the needs of first-time home buyers, so they should use it. This is customer category marketing. One first-time home buyer leads to another.

Now let’s also assume that ABC Real Estate Team has a number of loyal clients from the same neighborhood. Wouldn’t it make sense for ABC to contact the other residents in that neighborhood and show them what great work ABC done for their former neighbors? Often, prospective clients can best judge you by the customers you already have.

This doesn’t mean that telling a prospect that you have 200 or however many clients and that you do over a million dollars in business every year will be effective. Simple facts and figures will be forgotten quickly. What you need to do is give specifics. Tell your prospect the true success stories of your business. More importantly, tell them the true success stories of your clients.

So if ABC Real Estate Team sends mailers to their geographic target market detailing how they’ve helped their clients sell their homes 20 days faster than the competition, and they send mailers to all the residents of the neighborhood ABC specializes in, they should see some high-quality leads generated.

By utilizing testimonial marketing and specific stories of client success, ABC shows a real value in their service. And that’s what will bring in the new clients. Use this strategy in your marketing efforts and watch the business come in!

Gina

Three Steps to Successful Niche Marketing

I'd like to pass along some great advice from Bill Miles. You can click here Determining a Niche Market Is As Easy As 1, 2, 3 to read the article in its intirety.

"All too often real estate agents focus their marketing efforts too broadly, and with little success or return on investment. The solution? Determine and develop your niche market.

Niche marketing is the process of focusing on a defined segment of a much larger market. Within Real Estate, there are thousands of different niche markets a real estate professional can identify and serve.

Take for example, a specific neighborhood, horse farm owners, first time home-buyers or beach front properties. As a real estate professional, you run a very small business in comparison to the entire real estate market, so it is critical to your success to identify a niche and serve it properly. Alternatively, attempting to market yourself to an entire geographic region is the fastest way to waste money in real estate because you will never sufficiently differentiate yourself to any one market to be top of mind when the consumer looks for an agent.
So, how do you develop your niche?

Step 1: Identify your niche. Write down all the possible niches you could serve based on your location, expertise and interests. For instance, if you choose to focus on a neighborhood, write down the 20 or 30 neighborhoods (with approximately 500 homes each) closest to where you live and work. Consider your expertise. Do you speak a second language? Do you understand a new home owner's issues? Are you also a mortgage broker? Do you love animals? Do you have a connection to senior citizens? What are your hobbies (music, cars, sports, traveling)? Every one of these things can evolve into a powerful niche for you.

Local school parents could be another great niche. For example, lets assume you have three kids in the local schools. The needs and concerns of parents with kids in the same school may be a great niche. It narrows down your focus from the whole town, to 500-1,000 families. You can easily get involved with the school and your target consumers by starting a parents newsletter or being active in school functions. Over time, the community will begin relying on you for this information and understand you are a real estate agent with their best interests in mind. When these parents (consumers) consider buying or selling a home, or giving a referral, you will be at the top of their mind.

Step 2: Define your niche market as specifically as possible. Ideally you should be able to generate a list of addresses, resident names, phone numbers and emails for your niche market. In addition, you should write down as many of the niche market attributes as possible.

For instance:
What are the homes like? (new, old, expensive)
What are the residents' concerns? (safety, a new park)
Where do buyers come from for these homes?
Where do the residents get their information? (TV, magazine, HOA newsletter, online)
Where do they go to school? (private, parochial or public)

This detailed description of your niche will help you reach them in an efficient, effective manner. If you don't know them, how can you deliver value? Additionally, by working on this definition, you will know what areas to educate yourself on to be effective. Remember, your goal is to add value to everyone in this niche through every interaction you have with them.

Step 3: Develop A Marketing Plan. Before taking action, develop a marketing plan to serve this niche. Initially, you may ask yourself ?what do I have to do to become valuable to this niche?' Maybe you need to attend HOA meetings, learn about local politics or learn about the tax advantages of a second home. Whatever it is, become an expert.

Next, determine how best to reach this niche. Where does this niche get its information? Is it through meetings, via email, with a targeted website or postcards?

Third, develop the specific marketing materials that will appeal to this niche. You have to cut through the clutter, so be specific. Talk directly to their needs and concerns. Don't go for typical real estate marketing collateral and content. Be creative, push the envelope, give them something to remember. If designed successfully, your read and response rates will be much higher than anything you have sent out previously.

"Over my 18-year real estate career and 5 years as CEO of Myneighborhoodagent.com, when a real estate professional designs a postcard with an image from the community or on a topic relevant to the community, we typically see response rates ten times higher than those pieces that are more generic," Randy Ginn, CEO MyNeighborhoodAgent.

Finally, commit to two to three contacts per month for at least 18 months. Reach different segments of this target by varying the types of collateral and the messaging. Continue to educate yourself about this niche. Write down your plan and stick to it. Be in it for the long term.

Conclusion. Taking the time to work through these steps will pay huge dividends as you begin to execute. Your focus will help you clarify what steps you need to take, who you need to talk to, what you need to learn and how to improve your communication to this audience. You are on the right track when consumers begin to react positively to your messages. They will thank you for the information, pass it along to friends and, best of all, they will be happy to refer you to others for their real estate needs."

RELATED POSTS: Find the Right Prospects with the Right List, Cost-Effective Marketing Techniques, 8 Tips for Effective Newsletters

Do You Stalk Your Prospects?

Prospecting can be difficult, especially when your phone calls and emails seem to drop into a black hole. I'd like to pass along excerpts from an article by Meryl K. Evans and Hank Stroll that give tips for converting these leads, without annoying or scaring them in the process.

"We’ve all been there---you send an email or leave a voicemail for a customer/potential client and never hear back. So you try again…and again. You don’t want to be a pest, but why aren’t they responding? Did they receive the message or are they deliberately ignoring you? Where do you draw the line to avoid becoming a "stalker" or "that crazy person who keeps calling and emailing?"

Try the following suggestions to encourage prospects to call you back:

1. Give the person a reason to call back.
2. Customize the message.
3. Try a different approach.

The first thing you want to accomplish is to make sure you will get a response. You want this customer/potential client to return your phone call or answer your email. To do this, go for short and enticing.

Adam, a consultant with MonteConsult, provides the following tips: “Give a hook for prospects to call back, with enough info for them to be interested and curious. But don't give too much so they make a decision not talk to you about the idea. Script out your message and practice with a colleague or yourself. Say exactly what the prospect should want to hear and the call's purpose and goal”.

Another source suggests keeping the message to about 30 seconds or 75 words. Ask a question that gets prospects thinking after they listen to your message.

The second approach deals with customizing the message to fit your customer/potential client. First, do your research before calling anyone. Researching helps identify prospects' needs so you can focus on those when contacting them.

Next, make sure you're calling the right person. The prospect may be too high or too low on the ladder or may be the wrong prospect completely. After you’re confident you’ve made contact with the right person, ask them about themselves. A source suggests the line, "I'd like to learn more about your situation." Something about the words, "your situation" gets people talking. Most important: Be friendly! You want this person to feel comfortable when talking to you. Also, they’ll be more enticed to forge a business relationship with someone they like.

Finally, vary your approach tactics. Sales pros rarely rely on phone calls alone. They also add emails and direct mail to their prospecting toolbox. Anna Barcelos, director of marketing with OpenBOX Technologies, recommends a follow-up email: “If you have their email addresses, follow up with an email after the call. Some people are phone communicators, and others are email communicators (that's me). Persistent sales reps who communicate the value they can provide me, always win in my book. Persistence helps too; and remember, don't ever take it personally. People are so overwhelmingly busy these days; it's tough to keep track of phone calls.”

Remember to avoid the whole "Did you get my email/fax/voice mail?" fixation when doing the following up. That gets the conversation off on the wrong foot. Give prospects a reason to follow up by customizing the message and using various communication methods, since everyone has different preferences."

RELATED TOPICS: The "P" Word, Is Door Knocking Dead?, Five Reasons Why Direct Mail Postcards Work

Become Massively Successful Through Specialization

What is the one quality that most massively successful people share?

Specialization! Think about it. Doctors specialize in every part of the body imaginable. Podiatrists, cardiologists, neurologists, and many more specialized doctors pursue successful careers. Attorneys also practice a multitude of disciplines within the profession. Many lawyers make great livings dealing with only one narrow area of the law. By doing one thing extremely well, all these people make their careers. They use their strengths to full advantage.

Businesspeople are really starting to take on this concept, particularly in real estate. Today, many of the top agents are specialists in one field or another. One markets luxury homes only. Another spends her efforts helping people buy their first homes. They take time to gain certifications and other ongoing training in their specialties. They focus their marketing efforts on one to three niches, around which they center their business.

The benefits of a highly specialized mindset are far reaching. First and foremost, as a specialist, you are able to provide the very best available service in your specialty. Great service leads to repeat business, which leads to less effort spent on prospecting. Marketing costs are also lower when marketing a niche rather than city-wide mass marketing.

Of course, there may be aspects of business that an agent just doesn’t care for, but are necessary. That’s where teams come into play. Great team leaders learn to delegate the duties that they are weaker at or simply do not enjoy. A smart agent will spend their time doing the tasks they are strong at, like dealing with clients and negotiations, and will delegate escrow or some other task he or she doesn’t enjoy to a team member that excels at it. By funneling tasks to the team members who enjoy or are skilled with them, the team maximizes its strengths. Its energy and enthusiasm is raised, too, because everyone is working on the things they enjoy.

Life is short. Why not make the most of it by creating a business that nurtures your skills and desires? Hire and train a team that complements your skills. You’ll have more success, more happiness, and more time for your the things you care most about.

-Gina

Related Posts: Finding Your Niche, Strategies for Brand Development, Find the Right Prospects with the Right List.

Becoming a Billion-Dollar Agent

What does it take to become a billion-dollar real estate agent? Logistically, it requires you and your team selling 50-million dollars every year for 20 years. However, the systems and mindsets such prodigious success requires are somewhat easier to achieve.

Bernice Ross lays out some of the key traits of real estate's biggest earners in her Inman News review of Steve Kantor's new book, Billion Dollar Agent -- Lessons Learned. Let's look at some excerpts from the review.

"What does it take to sell a billion dollars worth of real estate? Steve Kantor's new book, Billion Dollar Agent -- Lessons Learned, contains a revealing series of interviews with elite agents who have sold a billion dollars worth of real estate or are en route to do so. What's particularly intriguing is how forthcoming the agents were in terms of how they built their businesses, what their ratios were of referrals to new business, and most importantly, what they actually did to achieve this level of success.

A key theme in the book is to build your business on your passion and to delegate everything else. You cannot succeed at this level without a strong support team. Another important theme is that the billion-dollar agents wished they had hired their first assistant sooner. A sizeable majority saw an immediate increase in their business when they hired their first assistant.

Another shared trait is having written goals. According to Brad Korb at RE/MAX in Burbank, Calif., 'Ninety-seven percent of those who have written goals achieve them. Only 3 percent of those without written goals achieve their goals. Write down your major definite purpose in life every day and write 10 ways to get to it. … I have business goals, workout goals, spiritual-time goals, family-time goals and financial goals.'

Billion-dollar agents also take time to 'work on' their business rather than just 'working in' their business.... This process is especially important in achieving high levels of production. Taking time to plan allows you to create systems that save time, create order in your business and improve efficiency.

Kantor draws an interesting distinction between what he calls 'hunters' and 'farmers.' Hunters actively prospect for new business by calling on expired listings, for-sale-by-owners and door-knocking, and continuing to call Web leads until they make personal contact. In contrast, 'farmers' rely more on regular contact within their sphere of influence. Based upon the interviews, a sizeable majority of the billion-dollar agents were hunters. As Kantor puts it, 'Almost every billion-dollar agent is a hunter -- an extreme hunter. You would not go hungry on an island stranded with a billion-dollar agent. If there is meat running around the island, they will hunt it down, close the deal and bring home the bacon.'

Another shared characteristic is that these agents are voracious learners. They are always hunting for the next idea that will improve their business. Many of them also have both personal and business coaches. A high percentage attributed their success to the coaching they received.

It's not all business for these agents, however. Over half are actively involved in charity or in other events that allow them to share their abundance with those who are less fortunate than they are.

What holds ordinary agents back? According to Billion Dollar Agent -- Lessons Learned, the most commonly cited reasons were:
1. They fail to follow-up.
2. They lack negotiation skills.
3. They don't put the clients' interests first.
4. They lack listening and communication skills.
5. They don't stay in regular contact."

Related Posts: It's About Speed, The "P" Word.

Build Your Business with Postcards

Using postcards in your 2007 marketing plan can greatly enhance sales. They can be sent out in search of new contacts, to follow-up, or to maintain and build relationships with referral sources. When a postcard is used properly, no other marketing tool can compare to it. Effective design and copy will grab your reader’s attention. Your postcard should also motivate consumers to action. Postcards are extremely effective and considerably cheaper than other marketing methods, and allow you to target specific contacts and areas for high return on investment.

Only 2% of sales are made on the first contact, so create a direct mail campaign that will send postcards to your customers several times a year. The more you send, the more likely they will remember you when they, or a friend, are ready to make a move. Here are some postcard ideas that will keep your customers interested:

Anniversary: These cards can be used for client wedding or home purchase anniversaries.

Birthdays: A simple birthday card can be a delightful surprise to unsuspecting customers.

Farming: Build recognition in your farm area by mailing a series of postcards that carry your name, photo and contact info.

Holiday Greetings: Send holiday wishes to your customers year round. There are holidays practically every day of the year, so pick one and create a contact around it.

Invitation: Invite frequent referral sources and current clients to an open house or "customer appreciation" party.

Just Listed/Sold: When you list or sell a home, let everyone in the surrounding neighborhood know you're the agent of choice. Great for getting the word out to key referral sources as well.

Promote New Service: Use your postcards to notify potential clients and referral sources about new services you now offer your clients.

Regain Lost Customers: Send out a series of postcards to customers who have not purchased from you in over a year.

Thank You: Send to clients to thank them for their past business or referrals.

Web Site: With so many web sites out there, a postcard can remind consumers of your site and boost Internet sales.

-Gina

The "P" Word

What's the key to building your real estate business year after year? Prospecting. Unfortunately, many agent's suffer because of their fright of prospecting. Jerry Pujals describes "the p-word" phenomenon and identifies key prospect groups in his article in Broker Agent News:

If there were one word to describe the ability to produce at higher levels, it would have to be "the p-word." That's right? Prospecting! Unfortunately, prospecting is probably the one task 95% of real estate agents avoid. Why? Because they're terrified of it.

We've all seen it: an agent who spends the majority of his time wondering what to do next, walking the halls, making water cooler talk, and babysitting the one or two deals he has in escrow. Deep down he knows he should be prospecting to generate new business, but he's just too scared to do so.

Whether you are a new agent or a veteran who wants different results, you must learn to love prospecting. Answer this: If you could earn an extra $200,000 per year by spending a mere two to four hours per day prospecting, would you do it? For most people, the answer is a resounding "yes."

However, most agents do anything possible NOT to create additional business. As simple as prospecting is and as handsomely as it pays off, it's still the single most difficult thing to get people in the real estate industry to do. But when done effectively and efficiently, prospecting can change your career.

Who to Prospect

Prospecting is actually simple when you know what to do. Following are some suggestions for focusing your prospecting activities.

Past Clients. The first category of prospecting should always be your past clients. That's obvious, yet many people neglect their past clients, even those they had incredible transactions with. This leaves the client with a negative impression. They think all real estate agents care about is getting the prize (the check), and then they're done. The ripple effect of this negative impression is huge. Therefore, you must prospect past clients on a regular basis.

Current clients. The second category is to call your current clients. Most agents forget to call their current clients even though they're talking about client loyalty all day long. But you must call your current clients, especially while they're happy with you. Sometimes, at the end of the transaction, they might not be happy with you anymore. So why not get a referral out of them when they're happy with you?

SOI. The third category is your SOI, which stands for Sphere of Influence. These are the people you refer business to who should be referring business back to you, like the lender, the title company, the insurance person, the home warranty company, etc. You refer these folks a multitude of transactions every month. Have you ever prospected them and asked if they would refer people to you? If they do not refer others to you, maybe you need to consider hiring somebody else who might reciprocate.

FSBO listings. The fourth category is FSBO listings. Any property that has a For Sale By Owner sign is being sold directly by the seller. We know that over 87% of properties that are for sale by owner will eventually be listed with a real estate agent. Therefore, you must call these people, show the value you can offer, and get the listing.

Expired listings. The fifth category is expired listings. Any listing that's expired becomes open season. If you have a lot of expired listings in your area, you must call them. If their property didn't sell and they didn't re-list with their current agent, it means one of two things: Either they decided not to sell for some reason, or they have a reason not to re-list with their current agent and are actively looking for a new agent. Why shouldn't you be the new agent for them?

Just listed/Just sold. The sixth category is those people who live in the same neighborhood as a house that has just sold or listed. On these calls you're just letting the person know that a neighbor's property got listed or sold, and you were calling to find out if he or she was thinking of moving.

Real Estate Farming Success - Part 2

Last time, we looked at setting up you farming strategy and becoming the expert on your farm area. Now, let's look at how to get your name out in your farm area to build your market share.

Mail Postcards Monthly

Mailing postcards monthly is a great way to brand your name and services to your area. Use your company logo along with your own logo or slogan, and photo. Use just listed and just sold postcards to show the active, pending, and recently sold properties in the area.

Incorporate the same style and colors every time you mail, and mail regularly to begin building your brand immediately.

Include a short, friendly note stating that you specialize in the area and include the latest updates for information.

Be sure to plug in a note of urgency: “Get more info… No hassles… No obligation!” or “We’ll sell your property FAST and for MORE MONEY.”

Ask for referrals.

Start a Newsletter in your Farm Area

Get a local mortgage broker to cooperate with you on the newsletter. Include their logo and defray your costs.

Include local information, neighborhood activities, special events, and keep it current.

Set Up an Open House System

If you don’t have a listing of your own, offer to sit on the property for an agent in your office or a home for sale by owner. Introduce yourself to the neighborhood. Be sure to advertise in advance, and hand out plenty of brochures and business cards.

Real Estate Farming Success - Part 1

When you have identified a neighborhood or niche market you wish to pursue, you need to set your marketing plan, become an expert on the area, and build your recognition in the area. (Haven't determined a farm area or niche market? Click here for help on finding your niche.)

Now, let's look at the steps in building your market share in your farm area.

Make a Plan. Execute it.

Lay out a spreadsheet time schedule and plug in the activities that are necessary to produce a moneymaking farm area. There’s no way these activities will be carried out unless they are actually scheduled. Remember to include your prospecting time, mailing schedule, calling, private time, and time off. It’s smart to coordinate your phone calls with your mailings for increased memorability. Execute your plan and stay on target.

Know Your Farm Area.

Do your homework and know your farm area from top to bottom. Study what properties have sold, for how much, and their respective locations.

Check MLS listings to see if any REALTOR® is predominant in the area. Also check turnover in the neighborhood for an acceptable sales volume to meet your income goals.

Drive through the area to see if there are any homes for sale by owners. Check the tax records for recent private sales.

Take a few photos of the neighborhood entrance to include in your buyer book for prospective buyers to see. Include photos of the park, nearby schools, shopping, churches, and other places of interest. If possible, put together floor plans of the homes in your farm.

Become familiar with pricing, condition, market time, etc, of the properties listed in your farm. Make a few preview appointments for properties listed with other real estate companies or by owners in the area.

Attend weekly tours of homes in your area. Become familiar with each property in the area so you can be the specialist on your farm. Knowledge is power.

Next Time: Building Recognition in your Farm Area.

Email Marketing Gone Bad

Each day I receive news and web updates from Google Alerts. It's a great tool that keeps me updated on various trends and information related to real estate marketing.

I recently read on Seatlest.com about one email marketing effort gone very bad and thought I'd share it with you.

"Founder of the social networking news site Newsvine and Seattle resident Mike Davidson got an email from Moda Condominiums last week. Not too big a deal, especially considering he'd given their website his email address for the specific purpose of sending him updates on availability. However, the CC field contained the email addresses of all 1086 recipients."

Imagine this... by listing your contacts in the CC field, EVERYONE knows who you are marketing to and some of those people on your list might be your competitors. At the very least list them in the BC field and list your name in the TO field.

I love email marketing... as long as it one component of a sound marketing plan. Virtually EVERYONE has a physical postal address, AND virtually everyone checks their mailbox everyday. Contrary to many in the tech world, not everyone has an email address, not everyone checks their email everyday, and virtually every email address has a pretty sophisticated SPAM filter system.

Postal mail has perceived value and people look forward to what they receive in their postal mailbox. I recommend that you use postal mail monthly, email marketing once or twice a month - as long as the message has value - and call at least six times per year.

Posts related to this topic: The Power of Direct Mail, Four Tips for Email Branding.