Saturday, June 24, 2017

Three Easy Steps to Success

By Jim Schimpf

Ease of doing business is the name of the game in 2017. For those looking to buy a house, for example, the most information needs to get to them in the fastest way possible.

Millennials are starting to buy houses, and that generation has become accustomed to instant information. They expect that any information they receive is complete and worth their time. When they find their dream home, they don’t want to wait several days to find out whether they can afford it or how much they can afford to offer on the house. You don’t want to lose a hard-earned new client because they don’t have the right mortgage broker.

REALTORS® are constantly marketing to find leads on new homes. Whether it’s sending postcards, updating websites or posting on social media, the need to get your word out is constant. Your success is based on three major areas – sourcing actionable leads, developing strong branding and following up to close prospects.

Mortgage brokers go through the same process, so why not combine your efforts to land the client and then follow that client through the whole process? The process will be seamless, and you’ll have a complete picture come closing day.

Follow these three simple steps to work more closely with mortgage brokers and close on more properties:

  1. Develop relationships with mortgage brokers. You may have one or several brokers whom you work with. Having a broker you trust and who has a large variety of products available gives you confidence when referring clients. You know that if any issues arise, the broker will let you know so you can work it out together.  The client knows and trusts you so, by extension, he or she feels comfortable with the broker you recommend and doesn’t have to waste time searching for a lender. Additionally, by having just a few lenders in mind, you know what types of loans they offer. No matter the buyer’s situation, you should have a broker to refer them to.
  2.  Combine your marketing efforts, and co-brand. Develop a marketing plan together, and make sure your marketing materials have a cohesive look so buyers will immediately associate the two of you. Every dollar that either of you spends on marketing will magically go twice as far. Buyers will trust that your communication will be intact through the whole process.  Share your ad space and your leads. Communication is your top priority in this relationship. If you choose to use postcards for your marketing, social media, word of mouth or even radio advertising, be sure to mention your access to the broker, and make sure the broker is referring new leads back to you. You each have different sources for new leads so, by combining your efforts, you each double your actionable leads.
  3.  Communicate through the whole process. From the time you start working with a new lead until closing, you and the mortgage broker should keep in touch so everyone knows the status of the loan. Surprises at closing are the worst-case-scenario. You want good, clear communication from beginning to end so you never have to wonder about the status of the project. This communication can lead to faster closings, and who doesn’t want that?

Co-marketing is the wave of the future. More and more buyers are looking for “one-stop” shopping and referrals. Everyone’s time is valuable, so help speed up the process. Combine your efforts for ease of doing business, and everyone wins.

NOTE:  Co-branding is NOT allowable in every market. Please check with your broker or attorney before starting this strategy to ensure that it is an acceptable form of marketing for your area.

Learn more by visiting www.prospectsplus.com/mortgage or by calling our team at 866.405.3638.

Your Bottom Line Depends On It

by Julie Escobar

An agent’s ability to earn consistently and continuously earn referrals is in direct proportion to their willingness and ability to stay top of mind with their sphere and farm.

Consistency. Since the beginning of real estate there have been agents that send one or two massive mailings and when they unsurprisingly get no results, stop marketing.  Many others take the “holiday” approach to staying in touch by sending an annual holiday card in the hopes that they are remembered. Both of these approaches are a waste of time, energy and valuable marketing dollars.

To stay ahead of the curve, you should be in contact with your sphere of influence at least every 30-45 days. Using the popularlisting-inventory send-call-see approach (part of our free BusinessBASETM), you can easily set up a system for contacting your VIPs each month. Send a postcard, letter, newsletter, flyer, novelty or note one month.  Many of our customers find the Listing Inventory Series, Content Cards, and Market Dominator among their favorites.

One other series that is growing in popularity is one of this month’s Master Marketing Schedule tip which are our Call to Action Postcards which include powerful direct response offers call to actionthat help make your phone ring!

Once you’ve gotten in the habit of “touching” your sphere and farm once a month, be sure to deploy the call part of send-call-see.

Call with a friendly event reminder, helpful hint, or just to say hello the following month. During the third month, arrange to see them via a networking event, social gathering or quick in-person visit (with notice, of course) where you drop off a small token, informational item or card. Then start the “rotation” over again. Such consistency creates vital ‘top-of-mind’ awareness that often becomes “the key to the kingdom” when growing your referral base and creating a reliable income.

If you’re not sure where to start, our popular Master Marketing Schedule shares monthly Action Items that agents tell us help them stay consistently on track.

SEND-CALL-SEE.  Be the resource they need and want in a time where consumers have LOTS of questions regarding the value of their property, their buying power, investment opportunities, and what’s happening in their market.  You’re not bothering people – you’re providing a SERVICE.

What can you SEND?

What can you SAY when you CALL?

  • Hi.  I have buyers, the Smiths (insert real names!), that are looking for a home in the _____________ neighborhood, and I wanted to know if you’ve ever thought about selling your home or know someone who is so I can help this nice family find what they are looking for?
  • Hi!  Just checking in on you! We’ve got a lot of activity in our market, and I thought you might have some questions—do you?
  • Is there anything I can do to help you?
  • I’m expanding my business and I could use your help…
  • Have you thought about selling your house now or in the near future?
  • Have you been receiving my information?  Any questions?

What do you do when you SEE them? 

  • Create opportunities for appointments
  • Take someone to lunch
  • Attend a neighborhood block party
  • Organize a charity drive in the community
  • Sponsor a free workshop and invite everyone to attend
  • Get out there and be visible in the community you’re servicing
  • Walk your farm and start making friends

Working ON your business requires dedication and a commitment to the activities that earn you top dollar and allow you to “feed” the career you’re building. Never lose sight of the fact that prospecting, presenting and closing should always be at the top of your list.

Visit http://www.prospectsplus.com/ to get your FREE copy of our BusinessBASETM (Plus learn the 250 people who should be in your SOI), and be sure to bookmark our Master Marketing ScheduleTM .

Go for it. Remember that we’re here if you need anything. Contact our team today at 866.405.3638. 

Success Advice from Power Agent Buddy Keene

by Julie Escobar

Tapping into what works for our customers is a great way to get a read on what agents need now and what is right around the corner as well. We caught up with one of our VIP customers Buddy Keene to learn what he’s doing to take his business to the next level.

Here’s what we learned:

Q:  Thanks for the interview! Can you start by telling our readers a little about yourself?

A:  Sure, I’m a Tampa native whose background as a business owner and executive brings a new and innovative approach to the sale of real estate. I take pride in providing personal and responsive service tailored to each client’s individual needs. I am a high-energy individual who delivers start-to-finish service with the sale or purchase of primary residences, vacation/secondary homes, and rental properties. My company, Great Blue’s mission is to become both the best respected and the most successful real estate brokerage in the state of Florida.

Q:  We know that staying consistent with your marketing is one powerful key to branding yourself and generating business. Can you tell us what you find most effective in terms of staying top of mind with your sphere and farm?

A:  I concentrate my marketing budget on direct mailings. I mail three communities every month. The total number of homes that I reach is just over 2,500. 90% of all of business comes from this mail campaign. If you want to be top of mind for the homeowners in your farm area, you have got to be consistent with your touches. If you intend to simply mail one time, or even on a quarterly basis, you’re wasting your money. I consider 12 touches per year to be the optimum exposure for my listing services.

Q:  We appreciate your trusting us to be the resource for your marketing tools – what drew you to our organization and what is your go-to tool for getting results?

A: I learned about ProspectsPLUS.com from a postcard that you mailed to me. So, I’m proof that direct mail produces results!

Q:  It’s a competitive market out there. What advice would you give fellow agents for creating an edge over their competitors?

A: For years, I produced my own Real Estate Reports for my farm area. I would gather the info from the MLS, analyze it, write a report, print it, and the envelopes, stuff them, and mail them. It was a massive effort to put the campaign together. My printing toner cost alone was $500 per month. At that time, I was only mailing on a quarterly basis. While I was surviving, the return on my investment just wasn’t where I felt it should be. After contacting prospects Plus, and learning about the Market Dominator product, I made the change, and hired your profession organization to produce my mailing pieces. This is by far the best marketing decision I have made to date. The mailings are always top notch quality, both the graphics, and the copy. My personal branded image has never been more professional. And I’m spending less time on my mailings than ever before.

The very first thing that homeowners tell me when we meet at the listing appointment, is that they love my mailers.

Q:  Many agents are reluctant to do any follow up activities with their book of business.  What words of wisdom can you share with them?

A: My farm areas consist of $400,000 properties. When you start charging people the amounts of money that I charge, you’d better bring some real value to the table. I have added services to my marketing plan, that most other Realtors simply don’t offer. For example, pay for a professional appraisal. The fact that we have a professional third party opinion of market value is very comforting to the sellers. It’s amazing how much stress this practice removes from the selling process for my clients. Another benefit to having this info, is that they sellers don’t go into the selling process with unrealistic expectations.

I bring in a professional photographer, and have him shoot High Dynamic Range photos, as well as aerial photos shot with a drone. I have a virtual tour software that I invested in, and it’s so much better than anything else that the sellers have ever seen. I also use an appointment center service, so that we never miss a call to show. I employ an internet service that syndicates my listings to over 50 websites, and delivers an email report to my sellers on the 1st, and the 15th of each month, showing how many view’s we have gotten, and from which of the website.

Q:  How valuable have you found it to be to stay in touch with your past clients?

A: Being mostly a listing agent, many of my past clients have actually moved out of my market area. So, the majority of my book of business is made up from buyers that I have worked with in the past. This is one of the areas where I have some serious room for improvement. While I have been fortunate enough to have very good relationships with my past buyer clients, I have not established a formal drip-mail campaign to keep myself top of mind with them.

My past clients have become a strong source of referrals. In fact, I have one family that has purchased, and or sold six properties with me. We’ve been working together for over 10 years. Many of my past buyers were first time buyers. Now that they are ready to move up, they are calling me to both sell their current property, and help them buy their new home.

Q:  Lastly, how can agents get hold of you if they have a referral they’d like to share in your area?

A: I can be reached at Buddy.keene@greatblue.us, or by phone at 813.727.7110.

Awesome information. Thanks Buddy!  

If you’d like to learn more about growing your book of business, earn more referrals and brand yourself in a geographic market, visit us online at www.prospectsplus.com or call our team today at 866.405.3638.

Success Spotlight Q & A with Power Agent Jennifer Ingiald

By Julie Escobar

When you really want to know what’s working for your customers, you reach out and ask them.  We are so fortunate to have extraordinary customers who are willing and happy to share their experiences of what works, and sometimes what doesn’t with our readers.  Agents love to learn from one another and we love sharing their stories.  This week?  We caught up with power agent Jennifer Ingiald to see what she’s doing to knock it out of the park in her market.

Here’s an excerpt from our interview:

Q:  Can you please tell our readers a little about you?

A:  I’m a Realtor in the central Wisconsin area. I focus mostly on waterfront homes and condos in the Castle Rock Lake area and Wisconsin Dells. Being originally from Schaumburg, IL, my family always vacationed in the Wisconsin Dells area and Castle Rock Lake is the fourth largest lake in Wisconsin, so it’s a lot of fun to work with buyers and sellers purchasing or building their dream vacation home.

Q:  How long have you been using ProspectsPLUS! and what made you choose us as your resource?

A: I’ve been using ProspectsPLUS! for about a year and a half now. My broker had recommended the site as she had great success with it as well. She was absolutely right! The website is very user-friendly, and so easy to navigate and create awesome postcards.

Q:  Can you tell us what you believe is the most important part of your marketing plan?

A: Listing photos and direct mail campaigns.  I like to utilize a professional real estate photographer for listing photos which I can then import into ProspectsPLUS.com postcard templates for a “Just Listed” or “Just Sold” campaign.  The end result is a completely professional postcard that always yields amazing results.

Q: I know you wisely use Just Listed and Just Sold cards in your market – can you tell us what kind of results you are getting and why you are so passionate about using these time-tested tools?  

A: This is by far my most important marketing tool.  Every single time I send out a Just Listed or Just Sold card, I get at least one new listing.  With the last Just Sold card I sent, I received two new listings.  I prefer to use the Jumbo postcards as opposed to the standard size, as I think they catch the eye better and help me to stand out amongst my competition.

Q:  Any advice for agents eager to get more results from their sphere and farm? 

A: I would absolutely recommend a ProspectsPLUS.com direct mail campaign, especially for farming.  It may seem like more money than you’d like to spend at first, but if you get one listing, and thus one sale out of it, it is worth it!  I like to use the postcard templates with a lot of photos as I think photos grab a reader’s attention. I also think it’s important to consistently send out either a Just Listed or Just Sold once you have a new listing or sale in a particular area you are farming, as you will start to become viewed as the market expert in your area.

Q:  Awesome – thank you so much Jennifer! How can readers connect with you if they have referrals in your market?

A:  If anyone has any referrals in the Wisconsin Dells or Castle Rock Lake areas, please feel free to call me at 608-548-3307 or www.CastleRockLakeAreaHomes.com.

If you’d like to learn more about consistently marketing your listings and yourself in your market, call our marketing team at 866.405.3638 or visit us online at www.prospectsplus.com. We’re happy to help you develop the plan that can help you take your business to the next level.

If you are a ProspectsPLUS.com customer and would be interested in potentially being featured on our blog or in our next Master Marketing Magazine, please email me today and set up a time to connect!

The Answer? Only If You USE Them!

By Julie Escobar

Can we start with how cool our customers are? They are always there to share ideas and what’s working in today’s markets and we so appreciate it.  We know other agents do as well, because while most like hearing from industry coaches and experts, sometimes hearing what other agents just like you are doing is a just what you need most. just sold card

That’s why we wanted to showcase some of what our awesome customers have shared with us that could work for you too!

After sending out my monthly cards, I received 3 calls!!! – Marlene Shelton Giles

I received an email with Just Listed postcards on my new listing from Prospects PLUS!. I changed the copy a bit to announce my first open house sneak preview for the neighborhood. The turnout for the Open House was awesome, and I got an offer from one of the neighbor’s family members within a week later! Thanks! – Margie D’Anna BirchIluxury cards

The first time I used ProspectsPLUS! just listed post cards it was a winner. I received several calls within the first month for new listings and I’ve already ordered my second set. Thanks so much for making my job a little easier. I also donated to my favorite charity, St. Jude Children’s Research Hospital. – Kathy Christian Reynolds

Prospect PLUS! was a great way to send out my Just Closed Postcard. I was able to also add my lenders information so future clients will know that we work as a multi photo cardsteam to get the home and the loan that is right for them. – Sasanna Strozier‎

I have been very impressed with the service I get through ProspectsPLUS. I just started implementing Just Listed/Just Sold cards and have gotten two listings; what an amazing return on my investment. I also enjoy the engagement I get from you with your catalogs and Jumbo postcard discount card. Market Dominator is next for my farm! – Duane Wright Realty

ProspectsPLUS! is a great tool for Realtors® everywhere! Their variety of products and services is perfect for any of your real estate needs. I have ordered a number of different postcards and have never been disappointed. The content is effective and gets results! Also a huge fan of their Master Marketing Schedule and the fun ideas for social media sharing. Highly recommend. – Brittany Bairexpired door hanger

I decided to try something new so I ordered Expired Listing door hangers instead of making cold colds or sending out letters. I ordered them on a Thursday evening, and the package was at my office on Monday morning. That was standard delivery. That’s fast! I spent Monday morning putting out the door hangers. This is Thursday. I’ve had 5 listing appointments and 4 new listings as a result. WOW! Thank you ProspectsPLUS! for designing incredibly professional artwork and allowing me to edit/make content changes online. I’ve found my new go-to advertising source. You guys rock! Thank you so much! – Wanda Bond

I found ProspectsPLUS.com while searching online for prospecting material. I’m glad I did.  I placed my order and received it promptly. Love the door hangers. So professional looking and great price. I was so excited that I referred a friend who placed an order. Then, the next thing I just listed door hangerknow I’m being sent a $25 gift card because of my friend’s order! Thanks and I’m ready to place another order and spread the word about ProspectsPLUS.com! – Landa White

Wow! I ordered postcards to mail to a 55+ complex that included recent sales and existing sales. Within two weeks, I had two listings from my mailing and I couldn’t be happier! Because of ProspectsPLUS!, I had the opportunity to work with a client from another state to help him sell his mother’s condo. It was listed and sold within two weeks. I will use them on a regular basis! – Sandy Schafer Hayford

We love hearing from our customers and we are always thrilled to give away $400 or more each month in gift cards to those agents who join in the conversation and share their strategies on our Google+ Page and our Facebook Page.  If you haven’t joined in the fun yet, please head over to one or the other of those today and share your story!  You could be one of our next winners.

You may also want to head over to our Master Marketing Schedule and see what’s in store for the rest of this month and all the fun fall ideas we have for you as well.  This week’s tip is to send the Hello Autumn postcard from the Holiday Series to your Sphere-of- Influence.

Need help getting started? We’ve got you covered! Head over to www.prospectsplus.com or call our marketing team at 866.405.3638 today and they’ll put you on a path to marketing success!