Lisa Gray

677 POSTS 0 COMMENTS

Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.

Build Connections: How to Break the Ice at Your Next Open House

Aug 28, 2023

The following is a recent quote referencing a home that the home was on the market for one day and brought in multiple offers.

“28 groups of people through the Open House! Don’t let your agent tell you they don’t work!” Missie McSweeny (Detroit metro agent) in the Real Estate Agents Who Get It Group on Facebook.com.

Here’s another quote from a different agent, Gregg Roberts (Winter Springs, FL agent), in the Real Estate Agents Who Get It Group at Facebook.com.

“We had an amazing turnout at our BBQ Open house on Saturday! We ran out of food within the 2-hour window and showed this beautiful property to over 50 groups in the past 3 days. Ultimately, this seller will be walking away with $11k over our list price!”

And, one more quote:

“Saturday and Sunday open houses are very busy and successful. Each day, about 20 groups of clients came by,” Qian Shi (Petaluma, CA agent)

Yes, houses have been pretty much selling themselves over the past few years. And, yes, in some markets, they apparently still do.

If you’re among the few agents with listings in an iffy market, have you considered the blast-from-the-past marketing method: the open house?

Don’t be pushy

Tammy Brunell used to coach for Tom Ferry. She has a whopping 30-year real estate career under her belt. Open-house techniques are one of the things she teaches her coaching clients, and it starts with her script for agents to use with open-house visitors.

You can find it here, but here are the main points:

Who is your real estate agent?
Who is your lender?
What price range are you looking in?

Naturally, she goes on to talk about the “why” behind these questions, and it makes sense.

In fact, we love the first question, but the follow-ups feel a bit used-car sale-ish. Peppering someone with a list of questions when they first step into the home? Umm, no.

It’s good information to obtain, don’t get me wrong. It’s all in the delivery, though. How about turning those questions into statements?

“If you don’t have a lender yet, let me know (hand the visitor a business card). I’m happy to refer you to some of the best here in Happyville.”

Icebreakers are the ideal way to begin building a rapport with real estate consumers, but don’t be pushy. Once they tell you whether or not they have an agent, you’ll know which tack to take.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

2. The Free 6-Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

3. The Free Interactive 6-Month Real Estate Business Review

The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here

4. The Become a Listing Legend Free eBook

This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

This Week’s $75 ProspectsPLUS! Gift Card Winner is Mary Ann Varner!

Aug 25, 2023

Mary Ann recently sent a Just Sold Postcard shown above. To see more, Click Here.

Congratulations, Mary Ann Varner, on winning this week’s contest!

Mary Ann had the following words to say about her success sending marketing out from ProspectsPLUS!,

“ProspectsPLUS! is definitely A+++ with me. The staff are so willing to help, and the variety of marketing materials…even their Marketing Planner can only help but boost your business. I’ve been sharing my experience with so many other people, and they are either looking into it or have already placed an order!!! Go ahead …get your toes wet, partner with ProspectsPLUS!, and watch your pipeline grow.”

-Mary Ann Varner

Mary Ann, thank you for this incredible feedback. We truly appreciate you and your support!

Don’t Forget to Enter For Your Chance to Win a $75 ProspectsPLUS! Gift Card! (see how below)*

HOW TO ENTER: Just leave feedback regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.

Leave feedback on Google HERE.

Leave feedback on Facebook, HERE.

*If you’ve already entered our drawing in the past and haven’t won, you don’t need to enter again. Your entry remains valid, and you still have a chance to win.

Don’t forget to watch for next Friday’s email announcing the weekly winner!

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Unlock the Hidden Potential of the Baby Boomer Real Estate Market

Aug 23, 2023

We’ve mentioned recently, and you’ve no doubt seen it in your real estate practice, that baby boomers are large and in charge of the housing market.

“In 2023, baby boomers overtook millennials as the greatest percentage of homebuyers in the U.S., making up 39% of the market compared to 28% for millennials (and 24% for Gen X),” suggests Dawn Allcot at Nasdaq.com.

This cohort makes up the largest share of home sellers as well, setting up a scenario where a whole bunch of agents will have the opportunity to get two deals out of one client.

They win bidding wars

Listing agents know well how challenging it sometimes is to calm down the seller who is receiving multiple offers. It’s heady stuff to have a group of people vying for your home, and visions of “over-asking” often dance through their heads.

Counseling the seller to also compare the terms of each offer is a wise move. Is the proposed closing date most convenient for your seller? What about the amount of cash the buyer is willing to put into the deal?

“With all this in mind, new research from Realtor.com shows that baby boomers have the upper hand when it comes to sealing the deal on the next home of their dreams,” according to Allcot.

The ideal next home for the baby boomer

It’s easy to make assumptions about what type of home our aging population is seeking. And many of those assumptions are valid. One-story homes, for instance, are in great demand, as are homes with wide halls and doorways to accommodate a wheelchair in the future.

A few other items that are on the wish list of older clients include:

A walk-in shower
Lowered countertops
No stairs, inside or out
A home office for those who haven’t yet retired

Think they don’t want to sell? Think again

It’s common knowledge and a bone of contention for younger homebuyers that our older generation refuses to budge from their family home.

A 2021 AARP survey found that more than three-quarters of adults ages 50 and older want to stay in their current homes, also known as aging in place.

There’s a problem with that, however. “A significant majority of adults want to continue living in their homes as they age, but the unfortunate reality is that many homes and communities weren’t built to support that desire,” according to Rodney Harrell, AARP Vice President, Family, Home, and Community.

AARP finds in another study that “About half of adults say they’d consider leaving their home if it meant finding one that would help them age independently,” said Anna Deen at TheMessenger.com.

I smell an amazing real estate niche in there, don’t you?

As you tour new listings, pay attention to the layout of the home to determine if it’s move-in ready for a boomer who wants to age in place. Even homes that require minimum renovation are attractive to this generation, so don’t ignore those, either.

Then, do consider reaching out to the baby boomers in your CRM.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

ChatGPT: Your New Free Real Estate Assistant!

Aug 20, 2023

In the rapidly evolving landscape of real estate, staying ahead of the competition and effectively reaching potential clients is paramount. Enter ChatGPT, a cutting-edge AI-powered tool that promises to revolutionize the way real estate agents market their business, save valuable time, attract new clients, and effortlessly follow up with leads.

Today, let’s explore just a few ways ChatGPT can transform your workday and, possibly, your business.

Need a virtual assistant?

Is saying that lead generation is time-consuming the understatement of the century? If so, then following up with leads eats up even more time and often falls through the cracks.

ChatGPT can act as a virtual assistant, helping you generate new leads and follow up with them as well.

ChatGPT will instantly respond to inquiries on your website or social media platforms. Ensuring that no lead goes unanswered.

ChatGPT works 24 Hours a day

In the real estate industry, opportunities can arise at any hour. ChatSpot, is an around-the-clock customer service assistant that ensures that clients’ questions are addressed promptly, even outside of regular business hours.

This creates a positive impression, showing your commitment to excellent customer service and increasing the likelihood of winning the trust of potential clients.

Automated Follow-ups

Following up with leads is a critical aspect of converting them into prospects. ChatGPT can automate follow-up messages (without sounding automated), sending reminders, property updates, and additional information to keep leads engaged and interested.

This eliminates the need for manual follow-up, freeing up your time to focus on other, more essential stuff.

Virtual Property Tours and Presentations

With the advancement of technology, virtual property tours have become increasingly popular.

But buyers crave a more immersive type of virtual tour, which helps them to better visualize themselves living in the home.

So, give it to them via ChatGPT.

“ChatGPT can be integrated into virtual tours to respond to any inquiries prospective buyers might have regarding the property,” according to the pros at ChatGPT School.

From the size of the room they are viewing to construction materials used in the home, ask, and the chatster will answer in real-time.

This is merely the tip of the iceberg when it comes to AI in your real estate business. Look forward to help with:

Writing social media posts
Writing blog posts
Writing listing descriptions
Crafting a “canned” but personalized email to clients
Writing newsletter articles
Writing a neighborhood guide, including history, hot spots, etc.
Writing local business reviews
Compiling buyers’ packages. We read about one agent who made his package downloadable but required an “email opt-in to get it.” So little effort for such a big potential payoff.
Analyzing market trends and conditions.

AI-powered technology can streamline so many time-consuming tasks that keep you from your real business – relationship building. What’s not to like?

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine