How To Create A Mailing List: Building Relationships 101

How To Create A Mailing List Excel Example

Where should you begin when creating a mailing list? The answer is easier than you may think. Keep reading to find out how to create a mailing list the right way.

The better your mailing list, the better chance you have of retaining business, getting repeat business and receiving referrals. Yes, a list can be purchased, and this is probably the easiest way, but, my experience has taught me that this is not the best way.

Understanding the principles behind this will give you confidence that your list must be built – by you.

3 Ways to Create Your Mailing List

I believe you can build your business beyond expectation by being consistent and patient. Here are three ways you can build your mailing list that will pay off.

The first way to start creating your mailing list is from your sphere of influence. You begin by recalling all those you know, those whom you have done business with and, who you successfully worked with in the past. It is easy to do, and can prove to be invaluable to growing your business.

Just schedule one evening and, using the categories listed below, write down every name you can think of. You will be surprised how quickly your mailing list will come together.

  • Past customers/clients
  • Friends
  • Relatives
  • Closing attorneys
  • Country Club Members
  • Lenders
  • Insurance Agents
  • Veterinarians
  • Business contacts
  • Co-workers from previous jobs
  • Dry cleaners
  • Contacts from sports club
  • Chiropractors
  • Neighbors
  • Dentists
  • Accountants
  • Tenants in rentals
  • Bank tellers
  • Barbers/hairstylists
  • Chamber of Commerce members
  • Family physicians
  • Friends of family
  • Linkedin connections

The second way to build your mailing list is often overlooked: fellow real estate agents, both local and in other states (after all, who sends you referrals – remind them to think of you.

Finally, adding everyone that you meet to your mailing list is the third way. Having an Open House? Immediately following the showing, add the names and addresses of everyone who visited that day. Building that relationship begins at the point of “Hello” and eye-to-eye contact.

Some Questions On Maintaining Your Mailing List

Good marketing is based on the right list, the right image and the right message, repeatedly and consistently. Although you may tire of the sameness, the principles remain the same.

How do you continuously add to your list of relationships to grow your business?


Now that you have your initial group of past clients, friends, family and acquaintances to continuously contact, how many new people should you add to your group, and who should they be? Every new buyer and seller that you represent absolutely should be added. You should also add new friends, fellow members of associations, referrals and new neighbors. By adding the right people to your list you will successfully grow your business.

How often should you mail to your clients to maintain a strong relationship?

The gurus of the marketing world have determined that it takes a person seven times to see the same message before they remember it, or before it begins to take shape in their minds. If this is true, then it stands to reason that you must be in front of your past customers, friends, associates, acquaintances – everyone you have met face to face – 12 to 17 times a year. In fact, one of the fastest-growing real estate franchises encourages their associates to be “in touch” 33 times during the year.

Accuracy is important in relationship building. You must put forth extra effort to be sure that their information is as accurate as possible. Staying in front of your clients maintains the relationship, but misspelling their names will greatly lessen this effect. Always ask your clients how to spell their names before adding them to your list. When you help them move into new homes, be sure your correspondence reaches them at their new address, instead of being forwarded. Relationships require work. It will take time to maintain your relationships with those on your mailing list, but it will pay off greatly for you.

Wrapping It Up

Today I’ve shown you how to create a mailing list and maintain it so that you can build relationships with the people on it. Be patient. Do not give up too quickly. Make the commitment to the success of your business. Work it… diligently and daily.

Good luck! Good selling! And, Stay In Touch!

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