Top agent uses letterboxes to win listings

One agent has established himself as the best sales performer in his group by using regular print marketing to win over vendors before he meets them.

Starr Partners Campbelltown director Elton Jardine took out three key sales categories at his group’s annual awards, winning gongs for highest GCI, most sales and best conversion rate.

Mr Jardine told REB that he uses regular letterbox drops to build brand awareness and generate appraisal opportunities.

“I'm still a firm believer in sending out a high volume of letters once a week into an area,” he said.

“People need to constantly be hearing from you and seeing you out in the marketplace. If you’ve got a good, solid branding in an area, you want to maintain that.”

Mr Jardine said print marketing helps him win listing presentations because many vendors know who he is and are aware of his results before the initial meeting.

“So a lot of them, even before I get in the door, have met me or heard of me, and they start to feel comfortable with me,” he said.

Campbelltown has a median house price of $480,000 and a median unit price of $367,000, according to CoreLogic RP Data, so Mr Jardine said he needs to sell a lot of properties to earn a high income.

Mr Jardine told REB that about half of his sales come from proactively contacting people on his database once he wins a listing.

“I've set it up with about 2,000 clients that I'm dealing with and I've got certain partners that I need to ring that day. My main focus is following up that database, and I've always got people putting stuff in there,” he said.

In other Starr Partners awards, Mr Jardine’s Campbelltown office won the Highest Sales Team Average Award, while Merrylands/Pemulwuy was named Top Office of the Year.

Bella Vista claimed the Highest Business Percentage Increase Award and St Marys/Erskine Park took home the Customer Service Award.

Jeff Chang from Merrylands won the Sales Rising Starr Award, Adam Denina from Parramatta won the Top Lister Award and Mark Vella from Blacktown was named Top Auction Lister.

[Related: Three Starr Partners offices make Top 50 Sales Offices ranking]

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