Tuesday, January 23, 2018

Success Comes to Those Who Are In for the Duration

By Julie Escobar

Now’s a good time to ask yourself…Are you an instant gratification kind of agent or one who’s in this business for the long haul?  Do you want ‘just now’ results or a career you can COUNT on and PLAN on to take you the distance and not just provide for yourself and your family – but provide well?

You’ve got to put the time in and PERSEVERE.  You’ve got to show up not just ONCE, but again and again and again.  You know that old saying out of sight – out of mind?  It’s especially true of customer relationships in today’s market.  In fact, statistics tell us it takes at LEAST three impressions for a consumer to recognize your name, seven to associate your name with your business, and twenty seven for them to like you, know you, trust you enough to do business with them.  I know – it’s not instant gratification – but it is the smart business practice if you want to be in real estate for the long haul.

So, let’s take a look at some smart strategies that can make succeeding faster (YES!), easier (Phew!) and more effective (Sounds good!).

Make it easy on yourself.  Delegate.  You get paid to get face-to-face and voice–to-voice with customers.  Your job is to wow them with what you can do for them – how you can make that easier, more profitable and fewer headaches.  Hard to do that when you’re still printing, cutting & stuffing envelopes.  Put a system in place to reach your customers at the very least every 4-6 weeks. And unless you’re interested in total SATURATION marketing, using a system like Every Door Direct Mail, then don’t try to reach EVERYONE.  Find that sweet spot of 250-1000 people in your sphere or farm that you can AFFORD to effectively contact every month.   We’ve worked hard to make that easy for you with hundreds and hundreds of ready-to-go campaigns that you can choose, calendar and then have peace of mind that this part of the puzzle is done – find out more here: Postcard Campaign Specials.

Use social media wisely.  The wonderful thing about social media is that it gives you the ability to communicate one-to-many.  Creating a blog or Facebook page to keep your sphere or neighborhood farm updated and informed is not only effective – it’s POWERFUL.  One of the people I know who are doing this best is Stacy Stateham.  She calls herself a “Corporate Life Escapee” and you can learn a lot from her.  Read more here…  (While you’re there check out the other articles in that series on social media!)

Network.  With the shifts in the economy & market – now is the perfect time to connect with smart, like-minded area business professionals and share ideas, strategies and – SPHERES.  Area CPAs can send you clients who are looking for good investments.  Attorneys handling divorce, estates and real estate holdings can send you buyers, sellers and leads.  Human Resource managers can use your expertise to help their employees  find homes and put down roots in a community.  In return – you have the ability to send your clients their way as well.  Great for you – great for your networking partners and great for the customers.  In times like these – people NEED referrals they can trust.  It makes them feel safe, cared for and re-affirms that they are making sound decisions for themselves and their families.  THAT is the kind of thing that cements relationships and creates a client for life.

Just some ideas and strategies to ponder this hot summer week.  If you’re one of our friends trying hard to stay cool in the blistering heat – be well and take care.  We’re thinking of you!

Know that if you need some help showing up – OVER and OVER – affordably, easily and without stress, our team is there for you.  Call us at 866.405.3638 today or email pmc@prospectsplus.com.  We’ve got you covered!

A Broker’s Perspective…

By Julie Escobar

I had a great time catching up with San Diego Broker Lee Henderson recently who was excited about his first time using the all new Every Door Direct Mail™ system by ProspectsPLUS! He was kind enough to share his experience with us.  Read on!

Q:  Hey Lee!  So, you took the leap into EDDM™ – there’s so much talk out there right now about it – what was the deciding factor for you?

A:  Well frankly, COST.  When I first heard about a solution that dropped the postage rate down to 14.5 cents per piece to saturate a market – I figured, I’m in!  That’s definitely worth a shot.  And it certainly was.

Q:  You’re using it to market a very high end listing-correct?  Tell me a little about that.

A:  It’s a high-end beach community that I plan on becoming very active in. I’m using this listing as an introduction to the community. It’s a way for me to demonstrate a higher level of marketing expertise.  I used EDDM™ to get in the door to more than 500 homes for an open house.  I was thrilled when I had a terrific turn out for the open house, 11 of which came with the mailing in their hands.  It was also a great conversation starter for a few of the neighbors who came out while I was picking up open house signs who told me they had gotten the mailing and they were curious about the asking price and wanted to know more.

Q:  Wow – that’s great Lee.  Tell me, how easy did you think the system was to use?  Which delivery method did you choose and why?

A:  It couldn’t have been easier!  I chose to have everything shipped to me and I delivered to the local post office so that I could better control the delivery date and take advantage of the 14.5 cents postage.  Everything arrived right on time and I was thrilled at how efficient everything was.  I then took my paperwork and mailers down to the post office first thing in the morning and asked them when I could expect it to go out.  To my surprise they said it would be out for delivery the next day!  WOW.  Unlike the bulk mailings I’ve done in the past where you NEVER know when your information will be delivered – I was getting next day delivery service for 14.5 cents!  You can’t beat that!

Q:  What other ways would you consider using EDDM™ to market and brand yourself in your area?

A:  I truly believe we are going back to the future in real estate marketing with geo-farming! EDDM™ makes it very cost effective to do repetitive direct mail to your farm CONSISTENTLY and that really is the key.  To make an impact and become a brand name in a new market you’ve got to be consistent and visible.  To send 15-18 mailings a year in the past would be pretty cost-prohibitive for many agents.  But when you look at paying a fraction of that with this new system – it just makes sense.

Q:  Would you recommend the system to others and why?

A:  I sure would.  It’s a turnkey solution and allows you to control the delivery date and the costs.  It’s just so darn easy!  What’s great is that when you use this in conjunction with your social media marketing – it really makes an impact.  Just as I can narrow down my direct mail geographically with EDDM™, I can do the same thing with my Facebook ads, narrowing down my targeted audience by zip code.  It’s perfect for getting my name, number and branding out inexpensively and effectively!

Q:  Great advice Lee.  What else would you say to agents interested in using the EDDM™ system?

A:  I would tell them to do their homework.  Really take some time to figure out what carrier routes will work best for you.  Get the routes from the site that you think are good and go out there and drive them so you can make the best informed decision for your business.

Geo-farming works, and works well.  In fact, what you do now will affect where your business in the fall, the winter and even next spring will be coming from.  Get started soon and stick with it and you’ll reap the rewards for years to come.

Thanks Lee for your time and your insights.  I wish you great luck and re-connect with us in the future for more great success stories.  If you’d like to connect with Lee online – you can follow him on Facebook at www.facebook.com/lee.henderson.3956.  While you’re there – don’t forget to follow us as well for the latest and greatest news on how we can help you grow your business at www.facebook.com/prospectsplus.

To learn more about how to choose carrier routes yourself or how the all new Every Door Direct System works – visit www.prospectsplus.com/eddm/.  Need help?  Call us at 866.405.3638 today!

Every Door Direct Mail™  Deconstructed!  

by Julie Escobar

We’ve been getting SO many calls regarding Every Door Direct Mailthat we wanted to share a little more insight with you – straight from the wise folks at the US Post Office.  

In this video, Sally shares just what Every Door Direct Mail™ is – and what it isn’t — and how folks just like you can use it to literally get in every door in the market area of your choice.  

[youtube http://www.youtube.com/watch?v=WmJ9ZOweuPQ]

We hope it clears up a few questions you might be having.  As always if you’d like to talk to a REAL PERSON (there’s a novel concept today-right?)  regarding this or any of our powerful marketing programs, we’re here to help!  Call our marketing team at 866.405.3638 today!  We’re here with the answers you need.

Any budget, any market, anytime!