Wednesday, May 24, 2017

They Will Buy, Sell and Refersphere of influence

By Julie Escobar

You remember the line from the movie Field of Dreams, I’m sure – “If you build it, they will come.”  Well, as with baseball diamonds in corn fields – the same is true of a solid sphere of influence.  If you build it – they will come, and buy real estate and sell real estate and send new referrals your way.  Just like old Kevin Costner’s character though – you’ve got to commit to the work, take a leap of faith and believe enough in the ‘what could be’ to get past the ‘but what about right now’ thinking.

Tip: (Brokers & Managers – this might be a good exercise for your new agents or your ‘starting over’ agents!)

Build it.  This is the toughest thing for agents.  Committing to the database creation.  Many think they have to take it all on at once – or have EVERYTHING in place before they can start marketing themselves as the neighborhood specialist.  Not so.  Remember the old adage – “how do you eat an elephant? ONE bite at a time!”  Same thing applies here.  Don’t worry about having a bazillion people in your sphere to start.  Ask yourself this, “what’s DOABLE?”  Then answer yourself by taking ACTION!

Where to start?  Start with the name, address, phone, email, relationship type, and social media information if you can of:

  • Current clients
  • Friends/Relatives
  • Colleagues
  • Doctors
  • Veterinarian
  • Dentist
  • Attorney
  • Accountant
  • Insurance agent
  • Financial advisor
  • Social circle contacts
    • civic groups
    • networking group
    • PTA
    • golf/tennis/racquetball club members
    • little league/soccer/basketball/football contacts
    • church
    • Neighbors
  • Car dealer
  • Teachers
  • Mortgage professionals
  • Landscaper
  • Handyman
  • Roofer
  • Electrician
  • Pool service owner
  • Restaurant/Business owners around you
  • Grocer or grocery store managers
  • All those business cards that you’ve been stacking in that desk drawer somewhere from everyone you ever met anywhere!
  • Open house contacts
  • Past mailings lists from Just Listed/Just Sold postcards, geographic farm areas

Don’t Assume:  This is a great start for building your base and if you build it…they will bring you business. If you don’t – they’ll call someone else! (As any agent who has had a friend or family member use someone else for their real estate needs because they ‘forgot’ or weren’t ever aware that someone they already KNEW was an agent!)  Never assume or take for granted that everyone YOU know KNOWS that you’re in real estate.  Top of mind awareness takes consistency, commitment and a system to ‘touch’ your sphere month after month.

Don’t Panic:  Now – if you don’t have the information for EVERYONE on this list – don’t PANIC.  Start with who you do know.  Even if it’s 20-30 people – it’s better to START marketing now than to wait until everything is ready.  (We can help you grab lists from your neighborhood or farm area as well – call our team at 866.405.3638.)

Now CONNECT!  Set up a drip mail campaign to your new sphere list and send them something every 28-35 days.  Then follow up!  You may surprise yourself with a new listing (or two, or three) when you get the ball rolling and keep it in play!

Until then, get busy BUILDING and count your blessings!  At least you’re not having to create baseball diamonds in cornfields-right?  Good luck and let us know how we can help you!  Our marketing team can help you choose the right real estate postcard campaign for you, and they can even help you with mailing lists if you want to add geographic farming to your marketing plan as well!  Call us at 1.866.405.3638 today!  And while you’re online…please be sure to connect with us on FacebookTwitter & now look for ProspectsPLUS Marketing on Google+!

An Experienced Nod for Newslettersreal estate newsletters

By Julie Escobar

When it comes to direct marketing, you can’t beat the reputation of Dan Kennedy.  He’s been around the block – in fact, I’m fairly sure he’s BUILT a few of the blocks. That’s why it was awesome to see his piece last week on the power of newsletters and how they have not, as some bloggers would suggest, “met their demise”.  Mr. Kennedy, and many of his followers have earned their stripes by building solid, long-lasting relationships — most using his direct-response materials.

After 20 years in the direct mail and real estate marketing industry, we couldn’t agree more.  Our clients have been using newsletters to stay top-of-mind with their sphere and geographic farm areas and love the results they get in return.  While many in our business have taken direct mail completely OFF their marketing menu, you’ve got to love the power of doing something DIFFERENT to get yourself noticed (and remembered!)

Today’s consumers are hungry for new, timely, and on-target information.  They want resources they can trust and hyper-local information that is important to them, their family and the decisions facing them in today’s market.  And the agent that delivers that?  Not just ONCE, but time and time again?  Will be the agent that wins in the end.  We know that delivering quality content month after month is tough to do for busy agents.  Top agents spend (and should) their valuable time face-to-face and voice-to-voice with sellers and buyers.  That’s what is closest to their revenue line, and what they are best at.  Compiling, collating and disseminating content is time consuming and for many, frustrating.  We get it.  That’s why we’ve always said, “creating is hard, but clicking is easy!”  We develop the content month after month that gets agents noticed.  And we don’t leave out the details!

Adding eye-catching real estate infographics, industry-relevant articles, call-provoking direct response offers, and warm, client-friendly commentary are just some of what make our newsletters such a success for agents.  We also include the ability to completely edit any of the pieces and add in local stats and information to really personalize for those agents that CHOOSE to add their own creative touches.  It couldn’t be easier.

So for those that say newsletters are a thing of the past, we beg to differ.  When you combine real content, real resources, real top-of-mind awareness, and real consultative communication with the people in your sphere and farm CONSISTENTLY?  You’re more than ‘sending a newsletter.’  You’re building a referral base that will take you throughout your career.

And for those who REALLY want to DOMINATE in their marketplace, we’ve got a system that delivers MORE than just a newsletter that gets you both in the door and drives market share for less!  Learn more!

Want to learn more?  View all of our newsletter templates here or contact our office today at 866.405,3638 to find out how we can help you start reaching out to the referral market you may be missing today!