Saturday, December 16, 2017

Two Things You Can Do to Predict and Project An Amazing Futurekeys to happiness

By Motivational Sales Trainer Todd Robertson

Picture this:  It’s January 15th of the new year.  You now have 10 good saleable, priced-right listings in your inventory.  You stop by an ATM machine to check your balance and are pleasantly surprised.  You are healthy, strong, feeling amazing all because one day — way back in November you made two decisions.

Who’s ready?   If you are willing to ask for help. If you are willing to push and challenge yourself, I promise you this can be you.

Right now as you read this, there are a couple of variables in your favor.  

1)  The holidays are just around the corner and each year we see about 80% of the nation’s Realtors go into hibernation mode.  Really it’s just another excuse for them not to prospect.

2)  90% of the agents in the nation “wait” for the business as opposed to putting systems in place and go after the business.

If you can get excited and realize these two variables are in your favor and make the following two decisions . . . the above Jan 15th can be yours.

1)  Time Block Prospecting.   If 90% of the agents are waiting for the business and if 80% are doing into hibernation – the scales of success are tilted in your favor if you are ready.  Pick one form of prospecting that you enjoy, that you are great at, and commit each day to a certain time frame – is it 3 hours?  Imagine compounding a great habit like this for one, two even three months.

2)   An exercise program.  All of us know that when we are on some type of exercise program we look better, feel better, have more pride and exude more confidence.  What is fascinating is 80% of people will also slack in this category as well during November and December.   You and I both know that there is still some fear and uncertainty in the minds of buyers and sellers.   And if decision number 2, institute some type of exercise program, will give us more power, more confidence more certainty, in addition to feeling better, sleeping better and being healthier . . .why wouldn’t we?

And if you can make these two things a REALITY? 

Let me then welcome to the new normal.

Want to learn more about Todd Robertson or his Coaching system?  Call him today at 702.683.1967.

If putting a system in place that will allow you to DOMINATE your market and capture 20% market share in the areas of your choice is something you’d also like to be part of your new normal — then stay tuned for our Market Dominator System.  

Want to learn more about putting those tools in place that make prospecting simpler, time-blocking easier and success just a system away?  Visit us online today at www.prospectsplus.com — or call our team at 866.405.3638. 

 

Shake Up Your Thinking & Your Business

By Julie Escobar

As a sales professional or any business minded entrepreneur really – one of the best pieces of advice I’ve ever heard was by Keynote Speaker Connie Podesta when she said, “NEVER be satisfied with the status quo.  It really is like throwing a monkey wrench into your creativity, forward motion and success.”  As one of the leading experts in CHANGE – Connie hits the nail on the head with that one.  (That’s a good one to even share with your kids if you have them!  Never too early to learn-right?).

Status quo is limited thinking.  It’s cementing your career and mindset in the past – and that my friends will never get you what you want in the future.  Look at it this way – our world is changing at lightning speed – and to get the most from our lives and careers – we’ve got to be willing to keep pace.  So let’s do this.  Let’s get UNSTUCK.  If you are finding yourself STUCK in old habits, old mindsets, old dialogues, old marketing plans, even the same old crowd that is bent on bringing everyone down – CHANGE things UP!

Pick a new niche – choose a new neighborhood as your geographic farm, contact the business owners in your market and create some alliances.  Be CONSISTENT.  Be CREATIVE.  Be COURAGEOUS. You don’t even have to try to re-invent the wheel!  Use systems that are timely, affordable and easy to implement- so that you can spend your priority time doing what you do best — connecting with PEOPLE.  Ultimately we are all in a service industry – and our business is connecting and communicating with the PEOPLE in our market areas.  Getting those folks in your market to know you, like you and trust you — is the foundation of a great book of business.

I love real estate industry icon Danielle Kennedy’s approach to creating new business.  She said, “I believe you should contact your past customers at least once a month in some way. Send out an email, postcards,  knock on the door with some door hangers,  mail a personal note — all of it. And work your way through the alphabet of your book of business at least every three months. Don’t worry about checking in, you’re not bugging them. Send them a picture of you winning an award, with a note telling them how much you appreciate that they are a part of what you do and that they’re wonderful. Put a system in place to contact them consistently. Plant those seeds for referrals. After all, as Woody Allen says, ‘80% of success is showing up!’  Farm every week, work Expireds every week and create a niche that you LOVE.  That way you’re never in fear of burning out – and perspective comes easily.”

So if you’re ready to make a change, grow your business and tell the status quo to move over – we’re right here to help you!  From creating the right marketing pieces for the right niches to consistently connecting and communicating with your sphere and farm – we’ve got you covered.  Call our team at 866.405.3638 today.

And How Are Agents are Using it to Create Strong Market Positions?eddm

By Julie Escobar

As agents are assessing what has worked and what hasn’t this year and planning ahead for next – one thing for certain, Every Door Direct Mail has made quite the rounds as a terrific tool for the money for budget-conscious agents and seems to be the way to go to jump start a big shift in market share.

As a big fan of common sense marketing – you can’t beat the price or the deliverability.  Two factors that usually are quick to stop agents in their tracks from consistently and effectively marketing themselves and their listings.  Add in the fact that agents don’t even have to have a LIST – and you’ve got a trifecta of marketing savvy!  Every Door Direct Mail or EDDM is just smart for today’s budget-conscious agents.  You take a postage rate of just 16 cents and you can get in literally EVERY door in a geographic area with your message, your brand and a great call to action – do that consistently over the course of six months – you’ve got yourself name recognition, top of mind awareness – and as the gurus will tell you – listing leads pouring in.  (Which again, makes sense – choose an area where there is good turnover or one right on the verge of some change and you’ve got a recipe for a listing inventory windfall!)

If you’re not familiar yet with EDDM- it’s a relatively new service produced by the post office that allows you to choose a carrier route (fairly simple to map out with a handy tool), and deliver your marketing piece to every single mailbox on that route for as low as 16 cents postage per piece.  There are some size restrictions (though you can send a larger piece for the same price) and you do have to choose the entirety of the route.  (So say a route has 600 homes – you don’t have the flexibility of sending to just 400 of them for example.)  But for agents eager to break into a new area and establish themselves as a neighborhood specialist – this really is as good as it gets price factor wise.

I love that there is so much buzz about this product.  Just a word of warning when you’re getting caught up in the hype.  You don’t need a fancy, tricked-out, six-week, 32-CD course to use this product.  It’s pretty simple and it works.

Will you have questions?  Absolutely.  It’s new and it’s got some twists and tricks that can make it easier or harder depending on your knowledge of it.  But that’s what we do.   Walk people through the twists and tricks.

We also gathered some GREAT insights from agents who are rocking this program and we featured them in an article 3 Do’s and Don’ts of Every Door Direct Mail.  If this is something you’d like to explore – check that out and see what’s working for agents just like you.

Honestly?  If you’re ready to break out and create a real presence in your market area with higher exposure for less marketing dollars, this really is a great tool to do the job.  And you don’t have to have a guru to do it.  Just call our team at 866-405-3638 and they’ll be happy to walk you through it, find your carrier routes, choose a template that works for you and get you off and running in no time.  You can also walk through a ‘tour’ of what it is, what it isn’t, how it works, how it doesn’t right online.   You can even call us at 866.405.3638 and have one of our team members on the line when you do so if you have questions you can say, “Hey – how do I…?” and they’re happy to help you find the answers you need.  We’re kind of fun like that (in a non-guru kind of way!)

Have fun with it.  Get creative.  Be sure to have some great direct response offers on your marketing piece so people will be compelled to raise their hands and contact you. And we have some REALLY COOL pieces in the works that are going to knock your socks off for this platform!

Like any other marketing tool out there though – be consistent!  If you’re going to send just one mailing – don’t expect the phone to ring off the hook.  A smarter choice is to pick a smaller carrier route and send every month or every other month for the next six months to a year – THAT’S a brand builder.  Go for it! Check it out today or  call us at 866-405-3638 and good luck! 

SEND-CALL-SEE Approach to Your Spheresphere of influence

by Julie Escobar

All right, I’ll admit it:  I’m a planner.  I know, I know.  How BORING – right?  But you know after years of hanging around speakers and trainers and industry experts – I do know that success very rarely falls into anyone’s lap.   It’s crafted month after month, and year after year by people who are willing to do the work to get the rewards.  And that?  Is a formula to rally behind – old fashioned or not.  The key to a GREAT sphere of influence is INFLUENCE. You know- the kind where you can CONSISTENTLY count on referrals and business from folks because you’ve taken the time to cultivate a relationship where they get to KNOW you, TRUST you, and TURN TO YOU when they have a real estate question or need. And it doesn’t have to be HARD. Or uber-time consuming. Or super expensive. It just has to be DONE. Over and over, month after month.  The results?  Are BANKABLE.

Helping agents achieve that kind of bankable influence is one of the biggest reasons we brought back the Master Marketing Schedule.  Knowing what to do when just make things a whole lot easier doesn’t it?

Try this…

The Send-Call-See Formula…

SEND something every month or every 21-45 days to your book of business, sphere of influence, database, whatever YOU have labeled your customer and prospect base. Holiday postcards, recipe cards, inspiration cardsneighborhood update cards or newsletters — all are great ways to connect every month and stay in front of your sphere.

CALL everyone in your base at least four times a year.  Don’t stress about it.  I can’t tell you how many agents DON’T pick up the phone just because they’re afraid they won’t know what to say.  Start with “Hello!” Add in your name.  Ask them how they are – let them know the market it changing CONSTANTLY and just see if they have questions.  Be a resource.  A consultant.  People today appreciate that way more than they do a pushy salesperson anyway – so just be on their side and if they say YES, I’d like you to come over (some will!) then give them some time options and lock it down.  See?  That’s not so painful!

SEE everyone in your base at least twice a year.  Whether you do that all at one time at a customer appreciation event or spread it out by walking the neighborhoods, inviting special  clients to lunch, hosting community workshops,  attending neighborhood block parties, setting up shop at the local Starbucks for an hour or so or all of the above – make it a point to get out and about and let people put the face with the name!

Formulas don’t have to be fancy to be right on the money.  Try the Send-Call-See formula and put it to work for you starting this month!

Oh – and if you need help figuring out WHAT to send – our team is more than happy to lend you their expertise!  Call them today at 866.405.3638!  Meanwhile – check out our all new SPECIALS (and great deals) today!  Just click here!  

“Success is When Preparation Meets Opportunity”October Master Marketing Schedule

By Julie Escobar

Success in real estate sales comes down to consistently ensuring you have the right tools to market to the right people at the right time.  And helping our customers and real estate pros all over North America choose the systems, tools, and data to do just that is exactly what we’re passionate about.

That’s why we’re bringing back the Master Marketing Schedule: Your Month-to-Month Guide for Strategic Marketing.  For our long time customers, you’ll remember this as a powerful calendar filled with strategic – “what to do and when” strategies that agents could put into play every month.  Instead of having to wonder how they could effectively grow their business – they simply turned to the calendar to see what tools to deploy when.  It made marketing more effective, less stressful and a whole lot easier than creating everything themselves.

Only now – we’ve IMPROVED the schedule by taking it online a digital format – so that everything is easy to access, fun to use and keeps you ahead of competition creatively, effectively and affordably.

And we’re giving you three months of strategies at a time so you and your team can plan AHEAD and we can always ensure that the content is viable, fresh and timely all year around!

Each month you’ll find six components to watch for:

  1. A calendar that shows you visually what days you’ll want to take action.
  2. A color-coded legend that will easily identify different market segments for you to target such as investors, sphere of influence, geographic farm and more.
  3. An action item list that gives you at least four results-focused action items you can take to build a stronger book of business.
  4. A tip of the month that will often feature outside the box strategies that get you noticed.
  5. Insightful how-to videos to walk you through new concepts, products or systems in a fun, step-by-step way.
  6. A new version of our fun days schedule that shares fun and sometimes quirky holidays that allow you to reach out to your sphere in fun ways and be REMEMBERED.

Statistics tell us that 95% of your business will come from Family, Friends, Close Acquaintances or Referrals from one of these three groups.  These are the folks that make up your book of business – and savvy agents will tell you that’s where they put THEIR marketing efforts, energy and dollars.

We’re thrilled to bring this vital and helpful tool back to the industry.  Brokers, managers and training directors have found the Master Marketing Schedule to also be an incredible addition to their monthly sales meetings and training courses as a way to spotlight unique and effective ways for agents to market themselves without breaking the budget!

Bookmark the all new Master Marketing Schedule page today!

Have questions or need help?  Call us today at 866.405.3638.  We’re happy to assist! Want to get on the list for a free copy of our print version of the three-month calendar?  Click here to register for your free ProspectsPLUS.com account!