Saturday, June 24, 2017

by Julie Escobar

Real Estate Door Hanger are a hot ticket for our customers right now, and rightfully so. They are a trusted tool of the trade for agents eager to brand themselves as the neighborhood specialist to call in a specific geo farm. Why?  They work.  They catch attention. They a great reason to canvas.  And they  are an easy-to-use leave-behind for potential clients. And between now and July 1st, 2017, we’re giving 10% of every order to St. Jude Children’s Research Hospital.  How’s that for a win-win?

Before you hit the streets in your neighborhood farm, here are seven things you should consider:

1.  Content is key.  One series of door hanger that’s really popular with agents right now is the real-estate-door-hangers-expiredListing Inventory Series, designed specifically to help agents find more sellers.  But we also have hangers for FSBO’s and Expireds, which are handy to have in the car when you come across a FSBO that just popped up, or see an expired come off the market that’s close by.  You can use them to brand yourself, spotlight a new listing, advertise an open house.  The possibilities are endless!  Get creative!

2.  Include a call to action.  Many times, agents will put a lot of time and energy into getting their message just right, and forget to direct their prospects as to what they want them to do.  With ANY marketing piece, always be sure to have a call to action that’s simple and direct!

3.  Keep them readily available.  Many savvy agents keep a ‘rolling tool chest’ in their trunk.  Filled with the forms they need on the fly, objection handling brochures, extra business cards, listing agreements, presentation folders, and door hangers.  That way they, just like the scouts, are ‘always prepared’.

4.  Going door to door?  Know how many homes are in the neighborhood you are canvassing, real-estate-door-hangers-get-your-home-soldbut don’t try to do it all at one time if you are flying solo.  You can visit our EDDM page here and look for the link on the right to choose your carrier route.  Even if you’re planning to use the door hangers and not Every Door Direct Mail – this is a handy tool to find out how many homes are in a given area so you’re sure to order enough door hangers! Wear your name badge, some comfortable shoes and your best smile and get out and meet some people!

5.  Timing is everything.  If you want to just get the hangers on the door without ACTUALLY talking to very many people, mornings (right after people leave for work) are good.  If shaking hands and making connections with potential sellers and buyers than early evening is good after people have made their way home.

6.  Make a block party of it!  Get a group together!  Take your team along for the day and break the canvassing up in a grid to lighten the load. Start at your local Starbucks for a caffeine fuel first and share your door hangers with the customers there!

7.  A little PRE-canvas legwork.  If you are planning deliver door hangers to a neighborhood or neighborhoods, it’s a good call to warm things up a little by sending postcards with your name, picture and information first.  That way when you are meeting face-to-face, consumers will be more likely to recognize you and realize you’re there as the ‘neighborhood expert.’  If you’re using the listing inventory door hangers, we have Listing Inventory Postcards that compliment them nicely. Find them here!

These are just a few great ways agents are making door hangers part of their marketing plan. They are a great addition to your spring or fall marketing – because of their low cost and high impact.

From Your Desktop Computer You Can Browse All Our Door Hanger Templates by Visiting: Prospectsplus.com/DoorHangers 

To help us help kids — learn more about our commitment to St. Jude Children’s Research Hospital, visit blog.prospectsplus.com/st-jude.

Need help?  Give our team a call at 800.287.5710 or click through to see the variety of terrific options for Real Estate Door Hangers that we have to offer!  

Left in the Year — How Will You Spend Them?

by Julie Escobar

We are more than halfway through the year. Just better than two hundred days left. What you do now will determine what kind of holidays you’ll have. Whether you’ll hit those goals you set in January. Whether you’ll finish strong and kick off the new year with ease. So, what’s it going to be? Let’s take a look at some ways you can get back on track or keep on track:

  1. Review your SMART goals weekly. Create a means to measure where you are in relation to your goal. Use a chart, a checklist, or an integrity partnership to review your progress. When you wait months or an entire year to review – it’s impossible to know whether you are on track or off. Top agents always know their numbers, always have a visual of the goals that they are passionate about and are always re-calibrating their time, tools, training and activities to ensure they achieve the goals they set.
    • Specific
    • Measurable
    • Achievable
    • Relevant 
    • Time bound
  2. Get out of stealth mode. The idea that the business will just come to you in today’s market is false. There is considerable competition so get out from behind the desk or computer and get out into the markets in which you want to build market share. Knock on doors. Meet the neighbors. Leave branded collateral pieces at local professional offices and waiting rooms where possible. (Think doctor’s offices, car dealerships, etc.)  Host events. Ask questions. Sponsor sports teams. Donate the bounce house at the neighborhood event. Show that you are the face of real estate in your area.
  3. Reach out to your sphere. If you’re not touching base with everyone in your sphere at least twice a year, then you are leaving money on the table. We know statistically that one in twelve will result in business or referral every year. But NOT if you don’t stay in touch. Many agents use holiday cards every month with a message on the back to keep connected. Others choose newsletters or content cards as a monthly “touch”. Whatever you choose, be sure you are consistent. It’s one of the best things you can do to build and grow your referral base.
  4. Never neglect your neighborhood farm.  Your competition won’t be and they’ll take market share wherever they can find it.  If you’ve got an area that you want to dominate in, consider our Market Dominator system, or using the Listing Inventory Series to stay in touch every month. Top of mind awareness is crucial in today’s market. Attend every neighborhood function and be sure you are walking your farm with content-rich collateral at least twice per year.
  5. Add at least five people to your marketing list per week.  Always be in networking mode and always look for ways to grow your database and sphere. Committing to adding five people per week means you’ll add 260 to your sphere. To help you put that in context, I used our SOI calculator to show you what that looks like. I entered $200,000 as an annual goal, and an average commission of $6,000 – which told me that to realize that goal I’d need 33 transactions. Using the national stats that 66% of business comes from an agent’s SOI, I calculated that I needed 264 people in my SOI to realize my goal.  You can calculate how many you need here. 
  6. Be consistent. I can’t stress this one enough. One and done marketing has never, ever earned anyone a good living. If you’re not touching base monthly or at least quarterly, you are leaving the door open for your competition to create the top of mind awareness that you could be earning. That’s like handing away future commissions to other agents. To succeed at high levels, you’ve got to stay on top of your marketing game and stay present in your market place. Using smart time management and done-for-you marketing tools can help.

Remember we are here to help. Our company is steeped in real estate experience and we train our marketing team to know exactly what agents just like you need to succeed and excel. We want to help you make the most of the last 200 days of the year — and every day after that as well. Visit www.prospectsplus.com today or call our team at 866.405.3638 to learn more. 

How to Add Ten Extra Transactions Per Year

By Todd Robertson

We know that for a lot of agents, prospecting is PAINFUL.  It’s also the one factor that will keep so many from succeeding.  Why?  They fear it rather than embracing that prospecting is just part of the process.  Every “no” brings you that much closer to a yes.  Every conversation brings you that much more involved in building a relationship with the people in your sphere and farm.

That brings us to the point of today’s article.  Hunting and farming.  There are really three ways you can drive business in real estate:

  1. Wait for it. How many agents do you know who are waiting for the phone to ring? Someone to walk through the door? Or a call from a sign or ad?  Certainly the least pro-active means of getting business and one that will never take you far in this business.
  2. Buy it. Some agents choose to buy the business, using internet leads, ads, and billboards – then WAITING for them to generate interest.
  3. Put a system in place and actively prospecting. In a competitive market such as we have now, this is the only sure way to generate consistent results and income.

The best agents in the world want to get to the point where they do three things extraordinarily well and delegate most of the rest to others. Those two things are prospecting, going on appointments or presenting, and closing.  They also know to get to the top in their markets and stay there they have to be BOTH hunter and farmer.

Hunters aggressively, consistently seek new business and generate leads. They know how many contacts they have to make each and every day to hit the numbers that will take them closer to their goal. For some it might be five live connects with people per day. For others the number may be closer to ten or twenty.  That’s actively reaching out to people such as:

  • FSBOs
  • Expireds
  • Sphere of Influence
  • Business network

Farmers, by contrast, let a system do the work and consistently “touch” the folks in their geographic farm, as well as their sphere with timely, direct response marketing tools every 21-45 days.  When that happens month after month after month, you create the kind of top-of-mind awareness that keeps your name at the forefront with people so that when someone IS ready to buy or sell or knows someone who is, it’s YOUR name they know to call.

What happens when you put a campaign in place, a system in place and never waiver from it, you create opportunities for additional business. You also have a better life, because you know you’ll have business and referrals coming in.

I know agents who are strictly hunters. They are always chasing new business and have never taken the time to cultivate a farm area. I can tell you for a fact that they lead more stressful lives.  They have no idea where the next deal is coming from, or when the next closing will be.  That’s a hard way to go and a tough way to earn a living.  Farmers can count on business coming in. And top agents? They know that their marketing engine, coupled with their hunting skills will generate the number of transactions they need to hit their goals.

The truth is less than 5% of agents own a 20% market share in their areas.  LESS than 5%! What that should mean to you is that there is a lot of opportunity in some geographic areas, or neighborhoods in your market that you should absolutely systematically reach out to starting now if you want to be the agent in your area to defy that statistic.

They key is to have a consistent system in place. That’s why agents love the Market Dominator system.  They don’t have to think about it, worry about it, or do anything. It’s all done for them.  They know every month a 12×15 marketing piece is sent out using Every Door Direct Mail, so that it literally gets in every single door in the geographic area they want to saturate and earn that 20% market share.  Knowing that their marketing is working on their behalf, generating that top of mind awareness, branding them in the market place, and creating opportunities for new business takes the stress off of them.  They put that piece of their business equation in our capable hands so they can then focus on doing those three things we talked about earlier – prospecting, presenting, and closing.

I’ll give you an example.  I got a call last week from a young lady who called and said, “Todd, I get it, I get it!”  I wasn’t sure what she was talking about until she explained that three months ago she got a Market Dominator in the mail and said she thought at the time – WOW, this agent is stepping up the game.  She didn’t think much of it though she shared, because most agents are “one and done” marketers.  Then she got another one. Then this month she got a third. She said, “That’s it – where do I sign up? This guy is taking my market share!”

The thing is that the Market Dominator is exclusive to the agent based on carrier routes.  So that agent will continue to take market share as long as they stay in the system.  She of course, chose another route and is on her way now to dominate a geo farm of her own.  We had another agent call as well who was farming an area, then stopped.  Another agent swept in, claimed that same farm area and started a consistent campaign and started, of course, generating the listings in that area.  The agent that quit was upset to lose ground, but realized that if he had stayed with it – those listings would have been his.  The truth is that results don’t usually ever come from the first “touch”. They happen when you consistently stay in the game, and usually well after the 5th, 6th, or even 10th contact. That’s why it’s important to have a campaign and system that you can count on to not lose momentum.  Left to our own devices sometimes, we get busy right?  We shift our focus. And the ball gets dropped.  Market Dominator customers don’t have to worry about that.  We do the heavy lifting. They focus on prospecting, presenting and closing.

If you’re ready to have a better life – I challenge you to be BOTH hunter and farmer.  As a hunter, make those weekly phone calls, reaching out to the folks in your market that can help you generate quick leads and listing opportunities.

As a farmer, I encourage you to put a system in place like the Market Dominator so that you are cultivating a geographic farm that will, in time, allow you to own a 20% or more market share that will indeed be worth five, ten, or more additional transactions to you per year.

If you want to learn more, give me a call at 702-683-1967 or email us today.

Need help building your collateral materials, sending Just Listed/Just Sold postcards, finding the right free reports for your buyers and sellers, or building a better brand for yourself?  

Visit us online at www.prospectsplus.com or give us a call today at 866.405.3638.

 

 

To Drive Credibility and Customers

By Julie Escobar

Now with 65 different card choices, agents can’t seem to get enough of our powerful Content Card series. There are so many versatile ways of using them.  And in a world where ‘content is king’ – sometimes it’s just really nice to NOT have to come up with your own-right?

Here are five ways you can use the content cards to drive more customer leads, increase your credibility, and present yourself as the turn-to agent to call:

  1. Send one per month to your sphere or farm (or both) to easily stay in touch and brand yourself as an information specialist.
  2. Choose several of your favorites and have them printed and shipped to you to use as leave-behinds in local businesses, as open house collateral, or as fair trade offers when prospecting.
  3. Purchase as a PDF and use as a downloadable item of value on your website.  This allows you to build your email database.
  4. Each one of these is popular subject matter for consumers. Why not channel your inner Toast Master and create some local real estate workshops that you can present to area consumers?  Print and ship the card with the topic of your choice to hand out at your event.
  5. Share on social media.  For many agents figuring out WHAT to say on social media leaves them stumped.  These tools are perfect – with titles like ‘4 keys”, “5 ways”, “5 factors” – you can share one a day during the work week and invite followers to email you for the whole list (and you can send them the pdf you’ve downloaded!

Get started today and kick your fall marketing into high gear!  See our Content Cards, choose your favorites and start driving credibility and new customers!  Oh, and click here to get our latest promo codes and save 10% on your order!

As always, if you need help, contact us at 866.405.3638 – that’s what we’re here for!

Happy listing!

In Step with VIP Broker Cindee Cullingford

We often interview agents with success stories, but this week we had the awesome opportunity to share an interview with one of our power brokers who uses smart marketing tools to help her agents succeed at a high level and brand her business throughout her market.

Here’s what we learned…

Q:  Thank you for agreeing to our interview. Can you first tell our readers a little about yourself?

A:  I am a small-town girl with a big appetite to succeed!  I am the youngest and only girl with three older brothers, and I adore each one for different reasons.  I lost my middle brother in Vietnam when I was 14, so I believe that shaped a part of me for the rest of my life.  I flew off to one of the biggest cities when I was 18 years old.  I moved to Los Angeles, California with the blessings of my family.  I never looked back. Real Estate is actually my third career.  I was excited to join the Real Estate industry back in 2004, and continue to learn every day.

Q:  As a Broker/Owner, you’ve probably waded through many different marketing options, can you tell us what attracted you to ProspectsPLUS!?

A: Boy, have I!  I actually used ProspectsPLUS! many years ago, but stopped mailing postcards as so many agents tend to do.  When I opened my Brokerage, Coral C’s Realty & Property Management, LLC. just 4 years ago, I started receiving emails from your team?  The Just Sold postcard was completed for me and all I had to do was approve it and click “OK”.  So, it was Ramona and the ease of use of the postcards.

Q:  I know you offer Just Listed and Just Sold postcards to all your associates, which is awesome. What has that meant for you in terms of company branding, agent retention and recruiting?

A: It is in my best interest to make sure each of my Sales Associates mail out those important Just Listed and Just Sold postcards to keep my branding (and their business) alive.  So, I made the decision to include 100 postcards, complete and mailed out for each Sales Associate every time a home is sold or listed.  This is a great incentive to offer new Sales Associate for a small amount of money.  Even the seasoned agents find it a great tool and stay loyal because of it.

Q:  What advice do you have for agents eager to compete in this busy market?

A: Take every advantage offered to you in the way of marketing, but STAY consistent when you start farming.  ProspectsPLUS! offers a variety of inexpensive ways to keep your name in front of everyone that needs real estate assistance.

Q:  Can you share what’s working for your associates in terms of staying top of mind with their sphere and farm?

A: I can honestly say that all of my Sales Associates at one time or another have said “Thank you” for including the postcards in our Sales Package.  But more importantly, they have each had responses back from owners wanting us to list their home because they received our postcards.  The other awesome way to stay in touch with clients is to pick up the phone and prospect at least 5-10 people a day, five times a week.

Q:  Any fun ideas you’d like to add for agents or brokers for staying ahead of their competition?

A: Keep your sales associates happy because they are your bread and butter.  We spend considerable time inside and outside of the office together.  We love getting the agents and their spouses together for comedy night.  I know we have all heard of the “team environment”, but we actually have one.  If an agent can’t show for any reason, another agent will step in and assist.

Q: How can our readers connect with you if they have referrals they’d like to send your way?

A: We are always available for referrals! Coral C’s Realty office number is 321-613-5605.  We are on Facebook, Twitter and LinkedIn.

Thank you so much Cindee! Your advice has been awesome. If you’d like to learn more about sending postcards for your team as a broker, or how to stay consistent and out front of your competition as an agent visit www.prospectsplus.com today or call our team at 866.405.3638.