Thursday, September 21, 2017

Spring is in the air and agents everywhere are filling their pipelines (and pots of gold) with new prospects and referrals! How about you?

We’re making it easy to capture a little “luck” of your own this month with powerful, direct response postcards and free downloadable reports to use in your presentations. Just use PROMO CODE: LUCKY15 when checking out and save 15% OFF your order!

Choose from hundreds of postcard templates and campaigns, including:

Channel your inner Irish this month and make LUCK work for you by using the systems and strategies that make building your book of business faster and easier. It’s easy – pick a campaign, add your list, schedule your postcard mailing dates and you’re done!

May the wind always be at your back and the Luck of the Irish bless your business! Remember, place your postcard order  from our Postcard Gallery any time before April 15th and save 15% using PROMO CODE:LUCKY15 at checkout.

We can help! ProspectsPLUS.com has launched a results-producing series of “On the Web” direct mail postcards to make driving offline traffic to your social media connections easy and affordable!

This simple web-to-print platform allows agents to choose their postcard that works for them or the entire series, upload their list and within just minutes place their order and take advantage of the ability to send just one postcard or to an entire database and with prices as low as .43 cents per card!  These full-color cards are printed, addressed, finished and mailed first class within 48 hours, making it easy to capture the attention of rental property owners in every market.

Choose from generic “On the Web” templates or Facebook, Twitter and LinkedIN specific postcard templates found in our gallery – Click Here to View All

“Our social media postcards have been a high-demand item as agents seek new ways to increase their online reach in today’s competitive market,” shared Corporate Marketing Director Julie Escobar.   “They fall in line with our focus this month which has been to bring new and innovative social media strategies to our customer base and the real estate professionals across North America.”

Want to try them out for less? Enter Promo Code SOCIAL at checkout and save 15% Today!

Not a social media aficionado?    You’ll find a wide spectrum of real estate postcard marketing materials at www.prospectsplus.com/postcardgallery.  Look for the popular series of postcards for short sales, foreclosures, FSBOs, Expireds, Recruiting, Holidays, Recipes, Open Houses, Price Reductions, Just Listed, Just Sold and more!

Need help?   Call our marketing team at 1.866.405.3638 today and ask for Melissa or Hayley!

By Julie Escobar

It’s been a busy week of interviews and interesting to hear what people are asking in terms of “how do I market my listings and myself more effectively?” Good question! Let’s see if I can share a little of what I’m learning along the way about how to mix and match your marketing mediums so that you can really make the most of your time, energy and dollars. Sound good?

First let’s start with the obvious—we KNOW that 87% of home buyers and sellers START their search for their new home or REALTOR online, which is great news for you if you’re busily building an online presence…right? There’s just a little hitch — according to a study of Broker Website Effectiveness conducted by the WAV Group 69% of visitors to broker websites type the address directly into the browser, 20% use search engine – but with keywords such as agent or brokerage name, which means that more than 85% of all traffic to the brokers’ websites were coming from people who ALREADY knew them. This is good in terms of retention of customers – but not so good news in terms of driving NEW eyes to your website, blog or social media channels.

So if NEW traffic’s your goal, then you’ve got to find some ways to get consumers in YOUR MARKET who are looking for information about buying or selling a house and they start to type something into that search bar….They know YOUR NAME & Company name!

1. Make direct mail your friend. Don’t start yelling at me and saying direct mail is dead – before you consider a few facts. According to a survey conducted by the Direct Marketing Association nearly 70% of consumers prefer to receive announcements and information from companies they are familiar with via conventional mail, versus less than 20% who prefer e-mail pitches.

Now, don’t get me wrong, I’m a big fan of email marketing, but I have agents asking me week after week – “How do I get email addresses?” And that’s where I believe direct mail postcards can really compliment an agent’s marketing plan. They’re affordable, fast, don’t have to be opened first, quick to make an impression and done right – a great way to brand yourself, get your name TOP OF MIND for area consumers and drive people looking for real estate answers or information – Straight to your website!

We’ve even developed a new line of postcards to help you develop a social media following! Check them out: On the Web Templates!

Need help finding addresses to mail to?  Click here to watch a video on building your mailing list:  Mailing List Management

2. Next, add QR codes to all of your printed materials. Postcards, business cards, flyers – even sign riders! Point those QR (Quick Response) codes to your Facebook Fanpage, your lead capture forms on your website, your single property websites or just about anywhere on the web you want to drive new customer attention.

Here are a couple of QR Code Generators for you to try:

While there are tens of thousands of agents across North America competitively out-listing their peers by making Expireds their niche market of choice, there are still some surprisingly pervasive myths floating around out there about working this demographic.

So, let’s put on our “Myth-busters” hat for a moment and take a look at some common misconceptions:

1.  All Expired Listing Sellers are MEAN. Come on now – all of them?  In truth, most sellers whose listings have expired are just like other sellers with two differences.  First, they’re usually MORE motivated to get their homes back on the market and SOLD because the “clock” has been ticking longer and they often need to move quickly.  Secondly, they may be frustrated, discouraged or yes, even angry that they didn’t get the results they were looking for the first time around.  That doesn’t make them mean – it makes them human beings.  It’s YOUR job to earn their trust, treat them with respect, develop a relationship and make them raving fans.

How do you help develop that relationship? Consistent communication, professional presentation tools and a can-do attitude.  Try the “7” series of our 3-7-27 Expired Postcard templates – they’re perfect for getting your foot in the door and raising those questions (and answering them) in the minds of the sellers that get them to then call you for help.  Don’t forget to use promo code:  EXPIRED15 to get 15% off your order.

2.  All Expired Listings Were Overpriced. Don’t you just love sweeping generalities?  In truth, (again) – probably better than half or more were overpriced, no doubt.  But there is a wide spectrum of reasons that houses don’t sell – some of which lie in the agent that had it before, some because of price, some market area, some home condition, some lack of marketing, etc.  Once again – it’s your job to figure out WHY it didn’t sell and what can be done differently to ensure success the next time around.  Meet that challenge and you’ll be a hero to those sellers!

Try our free Merchandising Review. If you’ve never used it, give it a whirl – you’ll make it a part of your listing tool chest from now on!  It’s a great way to strategically walk sellers through ALL the components of salable listing and even helps to answer some questions (price at the top!) before they’re even raised.  Download your copy for free and start using it today.   By the way – here’s a little Merchandising Review dialogue you can use when contacting expireds:

As soon as a property comes up on the MLS expired list, you should contact them by telephone and attempt to use the Merchandising Review as a reason for them to set an appointment to talk with you.

“Hello, Mr./Mrs./Ms/Miss ____________, my name is _______, and I’m with ______.  The reason I’m calling is to see whether or not you still want to sell your home.  Do you?

“O.K., well, I know you must be disappointed that it didn’t sell the first time, and I think I have something that will ensure that situation won’t ever happen to you again.  It’s called a Merchandising Review Form…have you heard of it before?

“Basically it is a special tool I use to make a comprehensive analysis of why your home didn’t sell, and what needs to be done differently to guarantee that it will sell if you do decide to put it back on the market.

“What I’d like to do is set a time when we could sit down together and go over the Merchandising Review.  It takes about 20-25 minutes, and there’s absolutely no cost for this service.

“Would Wednesday at 6:15 be good, or Thursday around 8:30 be better for you?”

Walk them through each item and negotiate the issues that were keeping the property from selling.  Correct these issues, and then show them your marketing plan.

3.   All Expired Listings are Unsellable. I love this one.  Truth is almost anything is sellable for the right price, terms and promotion.  I’ve seen agent after agent take what others deemed “unsellable” and turn it around to get it sold in some cases just DAYS.  Keep it in perspective, do the work on the front end, price it right, communicate with the sellers and go ahead – sell the “unsellable” – you’ll be the new office real estate rock star!

4.  They Always Re-List With the Same Agent. This one is SO not true.  While depending on market, on average 40+% may re-list with the same agent, consider the other sometimes 60% that don’t.  They’re disappointed usually with that first agent; they’re ready for a change, fresh start – and results.  Be the agent that can present them with a professional and proven plan to help them ultimately get their home sold in the shortest amount of time for the most amount of money with the least amount of headaches – and you’ll walk away with the listing.

Expireds really are the “low hanging fruit” for many agents – why?  Because they’re easily found (right there in your MLS) and they’re usually still motivated to sell!  But the keys to success are that  you have to consistent (can’t show up just ONCE – remember MOST deals are sealed after the FIFTH contact), timely (most successful expired experts make reaching out to expireds a DAILY business practice – no half-stepping it!), know your business and your market (practice, drill and rehearse your presentation, S

So go ahead – time to CRUSH IT and start listing those expireds and ot maneuvering, out-selling and out-smarting the competition in your market place!  And remember -we’re here if you need us!

Becoming the Brand Name and Go-To Agent

The market’s changing, the New Year is here – and you’re gun-ho to differentiate yourself in the market place – right?  We know and we’re with you!  Top agents are enjoying early success this year by taking advantage of best practices, changing markets and the 3-7-27 Law of Prospecting!

It just makes good sense – right?  To leverage every advantage you have in today’s market?  Expireds are turning out to be just what the doctor ordered as far as a go-to market for kick starting or beefing up your listing inventory in the first quarter.  A good turn-to market but one in which you need to make a name for yourself and establish trust and credibility quickly and effectively.  One great way to do that is to put the 3-7-27 to work for you.

WHAT are you talking about?  ( I know that’s what you’re thinking!)  Basically what the 3-7-27 Law of Prospecting tells us is that historically it takes THREE contacts for someone to recognize your name.  SEVEN to associate your name with your business – “Oh that’s Julie and she’s in real estate.”  And TWENTY-SEVEN to become a brand name in your market.

Now here’s the interesting part.  You know MOST agents quit after contact #3?  And more transactions occur after #5?  So – what are you going to do this quarter?  (This is where you raise your hand and say –“I’m going to make more than 5 contacts!”)  I knew you knew that!

You can do that in a lot of ways – email if you have it.  Phone if you have it.  Postcards?  We got ‘em.  How about all of the above?  We just launched the 3-7-27 series of Expired postcards on the site – they’re a great way to start the relationship, create the buzz and make your name top-of-mind.

Every day pull up the list of expireds and pick a series to send – it’s easy – create a list, choose your cards and calendar them out for the next week or two.  Then follow up!  Share your differentiators.  All those ways you stand out from your competition and will get their home sold in less time, for more and with fewer headaches.  Offer to send a pre-listing package and prove yourself to be the agent with both the tools and skills to get the job done.

Start invoking the power of the Law of marketing.  THREE contacts and they know your name, SEVEN and you’ve got their attention – they know you and what you do—TWENTY SEVEN and you start building  a niche in your marketplace.  Get started now!

Use Promo code:  EXPIREDS and take 15% OFF your order!

Need help?  Call us – we’re ready, willing and able to help take your marketing and your business to the next level!