Sunday, October 23, 2016

Relationship Marketing Insights with REALTOR Maggie Dokic

By Julie Escobar

Through every conceivable type of market, one thing has always held true in our industry:  it’s a people business.  Call it what you will, mdokicsq-1sphere of influence or book of business, it is the process of staying connected and nurturing those relationships that will garner agents the highest potential for new business and referrals year after year and allow them to stay out of the “where is my next commission coming from” cycle.

To talk about why this is so important, I sat down with long-time ProspectsPLUS! Customer Maggie Dokic to find out what she’s learned through the years.

This is an excerpt from our interview:

Q:  Maggie, can you first tell our readers a little about yourself?

A: I’m a broker owner of a small real estate brokerage in Miami. I am technically a “competing” broker but only because I do sell to my own clients, not because I compete with my agents for business. We all lead generate and create our own business.

Q:  You’ve grown your team and your business considerably through the years, what do you think are the key components to building a solid book of business?

A: Fostering relationships with those who know you and staying in touch with past clients. It’s a known fact that it costs considerably more to get one new client than it does to stay in touch with one you already have. It makes financial sense to do so, plus it’s a natural extension of my personality to stay in touch with past clients!

Q: How important is marketing for you in terms of staying competitive and driving new leads?

A: Whether you’re marketing yourself or your brand, it’s important to ALWAYS be marketing. If you’re not?  Someone else is.

Q:  What ProspectsPLUS! marketing tools are you a big fan of and why?

A: I love the Just Listed postcards and how quickly they can be ordered. I’ve also really been wanting to try the new Market Dominator mailing. It looks amazing. I’ve had a challenging year this year due to personal responsibilities which have prevented me from expanding my real estate business. But it’s on my radar and as soon as my schedule settles down a bit, I’ll be looking into it

Q:  How often do you stay in touch with your sphere of influence?

A: On average it’s at least once a month with a scheduled email, but in reality probably more than that because much of my sphere I see in person either at church or personal events. And a large portion of my sphere is also connected on social media such as Facebook so I connect there as well.

Q:  What activities in your marketplace do you do consistently to support your marketing efforts?

A: Facebook ads for our new listings, open houses, and just listed/just sold postcards.  They all work to drive extra traffic to our site and phone calls.

Q:  Do you have a niche that you specialize in?

A: I’m a firm believer that it’s best to be a specialist and not a generalist. It dilutes your efforts if you try to be all things to all people. That said, my only niche is probably geographical in that I won’t go all over the county for business. I prefer to refer it to one of my agents or a colleague if it’s “too far” for me. Also I do not do commercial real estate, although I have agents who do. I personally prefer to concentrate on residential real estate only.

Q:  What advice do you have for fellow agents eager to create a strong foundation and career longevity?luxury cards

A: Real estate is about lead generation. If you don’t generate new business, you can’t expect to make it through the long haul. Pick at least three lead generating systems and stick to them. For example: Just Listed/Just Sold postcards are a great way to market you, your brand, and your listings.  Staying in touch with your sphere should definitely be another must-do. provides a whole spectrum of marketing tools to stay top of mind with your sphere, without breaking the budget.  And once you’ve sent those mailers?  Pick up the PHONE. It’s the least expensive, and most effective thing you can do. It’s a lot easier calling someone you know rather than a FSBO who doesn’t know you and is likely annoyed at all the agents calling her! Not to say FSBOs aren’t a good source of new business – they are!   

I would also say to focus on one thing at a time and don’t be a secret agent. This is Real Estate 101. Reach out to those who know you and like you, and let them know you’re in the business (or remind them you’re still in the business). People prefer to work with someone they know, like and trust and that’s where you gain the upper hand. Make sure your contacts know you are there for them. And be genuine in your approach. My monthly mailings remind them I’m in real estate. My phone calls, texts, Facebook posts and note cards are short, sweet, about building the relationship – and NOT about real estate are always appreciated. When you do all of these things – when they are ready to list or sell or know someone who is, I know they will remember I’m the real estate professional for them.

Q: You’ve also used a lot of Every Door Direct Mail™ while growing your business – what made you make communitynewsnovthumbsfront4that decision?

A: The cost of EDDM made me realize it was a smart business decision. Knowing that I could reach about three times the number of people for the same cost was a no-brainer. We once mailed to 1,002 homes and the day after the mailers were delivered I received my first call from a homeowner considering selling.

Q:  How can readers reach you if they’d like to send a referral your way?

A: We’re available at and

Thank you so much Maggie.  We appreciation your generosity in sharing your experience!  You’re terrific and we wish you all the very best.

Want to learn more about driving your business forward, staying top of mind, and growing your referral base? Head over to our Master Marketing Schedule for a steady stream of tools, tips, techniques and ideas.

Need help getting started? Contact our team at 866-405-3638.  


How You Can Beat the Odds

By Real Estate Speaker and Trainer Todd Robertson

There are many factors that lead to success in this business, and of course, many that can stop an agent in their tracks. This week, we wanted to share some of the biggest factors agents face when trying to dominate in a geographic farm, and what they can do differently than their competitors to come out on top.

1. Fear and Uncertainty. In today’s world, fear is unfortunately an all too common and powerful headline that garners attention thanks to mass media. HOWEVER, in the real world of listing and selling real estate, consumers don’t want fear and they don’t want uncertainty. They want and need an agent who comes from a place of 100% clarity and certainty. They want an agent who is respectful, responsible, competent and CONFIDENT. They need to know that the person handling this big transaction in their life has everything it takes to ensure their best interests are cared for. Be that agent for them by ensuring that you have the right tools, systems, training and marketing plan in place.

2. Money. The old adage is true, it takes money to make money and marketing effectively costs money.nov-dom
Consistently. And that’s not something everyone is ready, willing, or able to sign on for. However, to brand yourself as the turn to agent in your geographic farm, there’s really no way to get around spending marketing dollars. Fortunately, you can spend smarter by using systems that are designed to capture market share while utilizing budget-saving tools such as Every Door Direct Mail. Our Market Dominator System does just that – and it allows you to send the very largest possible marketing piece acceptable for EDDM – 12×15, and puts you literally in every door in the geo farm of your choice for just $1 each. That’s smart marketing.

3. Impatience. One thing that seems to stop many agents from developing a successful farm is their inability to hang in there for the duration. When they don’t get instant results from their marketing, they give up. I get it. I walked in those shoes as an agent as well. But one and done mailings or marketing is never ever going to result in establishing a dominant position as a competitor. What does that? Consistency. Repetition. Showing up month after month after month. That’s the winning formula.nov-dom-2

4. Becoming a “Victim”. You know the drill. The ones who get sucked into the market doom and gloom around the office coffee pot and buy into other agents’ ideas of why your marketing or theirs just “doesn’t work”. Stop. Stay in your own lane in terms of mindset. There will always, always, always be people who want to drag you down, tell you that you can’t accomplish something, or root you in negativity. It’s up to YOU to stay focused on your WINNING formula of skill building, market-savvy tools and systems, and consistent, repetitive follow up and let others worry about their own track to success.

5. Not Having a Campaign. What’s the old Ben Franklin saying? “Fail to plan and you’re planning to fail?” It’s true. Without a viable marketing campaign plan in place, you have no way to gain traction in a market area. That’s why our Dominator Members commit to sending their 12×15 Market Dominators every month for two years – because they know that’s what it takes to truly own a market. To become THE brand in a geographic farm. They also know that if left to their own devices, most agents would have a tough time consistently researching, creating, and producing a powerful, direct-response marketing piece all on their own every single month. So they work smarter, not harder, and tap into a system like the Market Dominator where it’s all done for them.

6. Bogged Down in Busywork. Top agents know the highest and best use of their time is prospecting, presenting, and closing – not all the minutiae of busy work that can easily, and effectively be delegated to a virtual assistant or admin. It’s easy to be super busy being busy and not making any money. I know, it’s less intimidating to spend a day trying to design your own postcard than it is to pick up the phone and call until you get a listing appointment – but which one will get closer to those goals you just set faster? Delegate. Use systems. Use pre-designed, time-tested tools that are done for you. And yes – pick up the phone!

Give yourself your best shot at developing a geographic farm. Lean into a powerful mindset of certainty and confidence and put a strong campaign that works in place so that you can effectively brand yourself in that farm as the agent to call. If you need help with that, I’m happy to share some additional strategies. Email me, and let’s talk.

Need help? Contact our marketing team at 866.405.3638. They’re super knowledgeable, and ready to help get your geo farming and all your marketing on track to help make this your best year ever!   

An Interview with REALTOR Eric Hardy

by Julie Escobar

As we head into holidays and turn our eyes towards the new year ahead, I was eager to get back to some basics by sharing agents stories of best practices for building solid businesses.  Customer care and attention to detail are two factors that are critical keys to success for top performers.  To tackle that topic, I touched base with my old friend and awesome agent Eric Hardy who put customer care on the top of his priority list. Here’s an excerpt from our interview:

Q: Hey Eric – thanks for sharing with us today.  Before we jump in, can you tell the readers a little about yourself?

A:  Yes, I am 45 years old, married, and a father of two. I have been in the wedding business for over twenty years, and recently decided to go back into real estate after a 15 year break. I currently work for Dennis Eric HardyRealty in Lutz, Florida.

Q: You’ve recently re-entered the real estate game. What do you feel is the most important strategy for fast-tracking a successful first year ahead?

A: A positive attitude, a genuine love for what we do. You have to enjoy your wok because it shows to people when you do, and when you don’t. We get to help people with a major event in their life.

Q: How are you building your sphere of influence and staying top of mind with them?

A:  Nowadays social media is key, and understanding the power of it. Along with keeping in touch with people with even just a simple phone call to see how they are. I always tell everyone what I do for a living. When they think real estate, I want them to think of me.

Q: What advice would you give other new agents for hitting the ground running?

A:  Get as much training and education as you can, knowledge is power. Be humble and listen to advice from jl-cards-2people older and younger. And most importantly put the time in, and try new things till you learn what works best for you. Don’t skip on the traditional marketing tools that work either.  Just Listed and Just Sold postcards always have been a staple in our industry for a reason — they work. They help market you as an agent, your listings, and your business.

Q: Do you belong to a mentor or networking group in which you can share ideas?

A:  I work for a great company. We all sit at a round table once a week and discuss marketing plans, odd questions and different scenario’s agents come across. This way when we see a new situation or issue we are prepared.

Q: You were in the wedding business, are you transitioning those clients and customers into your sphere and do you see a niche market there for yourself as an agent?

A:  Yes, absolutely. Most of my couples once they are married their next major life event is usually buying a home. After working with me on their wedding they see that I am competent, intelligent and easy to work with. I want their home buying experience to be a stress free and fun, the same as planning their wedding. There are bumps in the road you may run into, but we are here to help you through that. And thank you for thanksgiving2016v6thumbsstndletting me be part of your big day, and part of a major event in your life.

Q: How important is servicing and staying connected with your customer base to you?

A: It is crucial. One thing I really liked about the REALTOR that helped me buy my home, is he still keeps in touch. I get an email at least once a month and every holiday, and occasionally see him around town and he is genuinely happy we love our home. I strive to give that level of customer service everyday.  Monthly postcards, phone calls, and social media make it easy to stay in touch in today’s world. Your customer base is going to be your strongest line of referrals. Always take good care of them even when the transaction is completed, stay in touch!

Q: Are you working a geographic farm? If so – what are you doing that’s working?free offer door hanger

A:  For me I work best face to face with people. I love to knock on doors, talk to people in my area. I get into conversations with them, and have even made friends and have gotten to know some really great people. The person in front of you may not be buying or selling, but if they like you they will put you in touch with anyone they know who is. Treat every person with kindness, people always do business with people they like. We are not just trying to find the next “sale” but building a career helping good people.

Q: How can people reach out to you with referrals?

A:  I am always available by phone or email, seven days a week. You can reach me anytime at 813-770-2150 or at, if you just have a question I can help you with.

Thanks Eric for your time and your advice for what’s working in your corner of the world! Agents love to learn from other agents. I so appreciate your sharing your experience.

Need help marketing YOUR real estate business?  Contact our team at 866.405.3638 today or visit 

Tools You Can Use…

By Julie Escobar

Back in the DAY…(ever notice how people always say that about what they did ions ago?) I used to love working with First Time Home Buyers.  They were excited, eager,  a little nervous and usually very appreciative of an agent’s experience and help.  Today’s consumers (even the newbies) are a lot more savvy than they used to be but I still find this niche a great source of prospects (and referrals) for agents today!

One great way to attract First Time Home Buyers is by hosting Home Buying Workshops in your market.  freeworkshopseriesMany agents find that holding them at the local libraries, schools (many PTAs or PTSAs would be happy to include a segment in one of their meetings for valuable information!)  In many areas, you’ll find clusters of higher end apartment complexes that you could easily target for first time home buyers.

You can even use our mailing list options to specifically search for high-end renters and create a marketing database to connect with this demographic.

Couple up with a mortgage lender and real estate attorney to help spread the word and bring more value to the table.  I’ve even known agents who invite local restaurants (especially start ups that are trying to market themselves as well) to bring in sample appetizers or refreshments in return for letting them share their contact information or coupons as well!  In today’s world, this kind of smart, intuitive shared networking is making a big difference for a lot of agents.

We’ve got a terrific free report just for agents that’s filled with lots of ‘goof-proof’ tips on how to host a
successful workshop!  We’ve even got ready made postcard invitations that you can send out in a matter of kissyourlandlordgoodbyestdthumminutes!

It’s easy to use and easy (and free) to get!  Click here to go to our Resource Page – scroll about half way down the page until you see “Free Consumer Workshops” – then just click download!  Easy, breezy!  While you’re there – also download “How to Save for a Down Payment” which is a great piece to share with those folks who WANT to buy but aren’t quite ready to just yet.  Having your mortgage lender there will be very beneficial as you can help folks sort out where they are NOW in relation to what they need to purchase a home.

Be sure to get everyone’s contact information – then put them on a drip direct mail campaign every 30-45 days so stillrentingstdthumbthat when they are ready to purchase – they’ll know JUST who to call.  Our First Time Buyers Series is perfect for that.

They really speak to the questions that these folks already have in their heads and keep you top of mind.  I always like to use the alternative back on the postcard to write a little more information and create some calls and response by offering a free list of homes, list of foreclosures, additional home buying tips, local school information, etc.  All great reasons for them to stay connected with YOU!

If you are hosting an event in your market – be sure to share that information on your social media networks, and in the rental communities you are targeting.  And if this is the demographic you want to OWN in your market, consider setting up  a Facebook page so that you can really continuously share news people can use relating to buying a home and your market.  Don’t JUST talk business though!  Share information about your local economy, schools, community garage sales, tips about new restaurants or businesses in the area.  You can spotlight standout community leaders, kids who are making a difference, teachers, local heroes, specials you run across, testimonials from happy customers and more!

Need help getting started? Simply call our marketing specialists at 866-405-3638 today.  They’re smart, knowledgeable, friendly and just the folks you need on your side to ensure that your marketing is TIMELY and DONE!

It’s an exciting time to be an agent!  Did you know? Each month we add powerful new tools to help sales professionals stay top of mind in their markets.

Here’s what’s new for October!  oct-toolsHoliday postcards are a great way to reach out to your sphere each month. Savvy agent DON’T just wait for Christmas and Easter to stay in touch.  When choosing holiday postcards, please allow two weeks for timely delivery.

Rules of thumb for postcard mailing timeliness:

Need it fast? Choose First Class Mail Option:  Delivered by the Post Office in 3 – 5 days. Best for time-sensitive mailings, such as “Just Listed”, “Just Sold” or “Open House postcards.

Got a little more time? Choose Standard Class: Delivered by the Post Office in 14 – 21 days. Best for recurring mailings, such as Recipe or Inspiration postcards.4-reasons

Our Content postcards are perfect for agents who like to use education-based marketing tools. An alternative to full newsletters, these gems are filled with insightful, timely information that consumers love to read (and share), they are a simple way to stay top-of-mind with both your sphere and farm — and present yourself as an expert in your field.  You’ll find over 20 varieties in this series.oct-com-news

And our all new Community News newsletter series is a great way to stay connected with your sphere as well. Filled with timely information and done-for-you content! A new issue is released each month and perfect for staying time of mind with potential buyers and sellers.

Head over to our Specials page to get all your budget-saving promo codes which will save you 10% on your next orders.

Don’t forget! For every Holiday Postcard order placed through the end of the year, we’re donating 10% to St. Jude Children’s Hospital. Get started today.

Need help? Call our team at 866.405.3638.