Jones targets FSBOs and expireds through creative direct mail pieces, such as ringing cards shaped like cell phones, magnets with various facial expressions that enable the recipient to select a mood, and personalized fortune cookies. With these and other tactics, Jones almost doubled her sales volume last year to $14.8 million on 120 transactions. Clients are impressed with her willingness to go the extra mile, she says. Once, when it became clear the seller wasn’t going to clean a house to the buyer’s satisfaction, Jones spent $200 to hire a cleaning service.
Farming windfall: To boost her income, Jones acquires farms and subdivides the land into smaller lots for resale.
While you were out: Jones likes to renovate—even the homes of friends. When her assistant, Brianne Golden, went on vacation for five days, Jones had new cabinets and floor tile installed for her. It was a project Golden had wanted to do but couldn’t afford. “I love surprising people,” she says.