Friday, December 15, 2017

What You Do NOW Has Everything to Do With How You’ll Finish the Yearreal estate Beat the Clock

By Julie Escobar

As we hit the mid-month mark this month – many agents are staring down the barrel of just five and a half months left to hit their goals this year. What’s interesting to note that many entrepreneurs usually fall into three categories: those who created a comprehensive business plan and are on track, those who made a plan but just haven’t kept tabs on it, and those who are still taking the “hope for the best” approach to their business.

Where you land in that set of three will determine whether you are feeling confident and competent (and without a lot of stress) as we take on the rest of the year, or whether you will find yourself playing beat the clock (or worse yet, behind the eight-ball!)

In today’s competitive marketplace, savvy business men and women know that having a viable business plan and tracking it not just annually, but weekly and monthly as well is critical to success. Why? Consider how quickly you can find yourself not one month off track, but one quarter or one half of the year and then what? Once you lose your footing, getting back on track and staying focused becomes a slippery slope.

Step One:  Determine WHERE YOU ARE NOW.  Are you on track or off?  What will it take to hit your goals?  What will it mean to you and your family if you don’t?

If you’re on track – terrific.  You’ve got time to fine tune skills and keep the marketing and prospecting engines going to meet and probably exceed your goals by year’s end.

If you’re not on track, determine a viable plan of action.  Get with your coach, mentor, or manager and create a plan based on these factors:

  • what are your must-accomplish goals for the rest of the year?
  • how many listings you need to hit your goals?
  • how many people do you need to contact hit those goals?
  • what are your success ratios?  (calls to appointments, appointments to listings, listings to closings)
  • what will you have to do DAILY/WEEKLY/MONTHLY to realize those goals

Goal setting and goal reviewing aren’t just for New Year’s resolutions.  They are an integral part to success EVERY month.  If you’re off track, don’t despair – there’s still time (and the fall market) to help you get where you want to go.

It all starts with the PEOPLE.  Consumers are more apt than ever to “take their business elsewhere” if they don’t feel like they are a priority for you and your organization.

As a consumer yourself, who are you more likely to do business with? The professional who month-after-month and year-after-year reminded you that they appreciated your business and are there during good times and bad or the company that only calls when they are trying to sell you something? Now turn the tables. How many of YOUR customers have you failed to send something to, call or see in person over the last twelve months?

They say it costs 5-10 times more to sell to new customers than it does to sell more to current customers, and yet what percent of our effort is spent looking for new customers vs. pleasing and staying in touch with our current customers? Sometimes it’s not geographically possible to meet in person or invite a client to lunch, but it is possible to call them and connect.

It can be as simple as saying…

  • How are things going for you and your business?  I’d love to send some referrals your way…
  • Our market is changing quite a bit, and many people have questions about how that affects them — do you have any?
  • We’ve got more buyers than sellers right now, and I’m just calling to see if you’ve thought about selling – or if there’s any questions you might have?

Letting people know you care, and that you are interested not only in your success but theirs as well is the foundation for building long term referral success. Sending them something every month is equally as simple by putting systems in place to creatively:

Finding new customers is tough and expensive. Once you’ve got a customer, hold on to them by staying in touch. I can guarantee you if you don’t, somebody else will.

As we head out of summer soon and into the fall— take the time NOW to determine if you are on track or off. Ensure that your customers know that you are there and that you care not just once or twice a year, but consistently month after month. Remember to use the SEND-CALL-SEE approach to your marketing.  Continuously SEND something to your sphere, CALL them at least once a quarter and SEE them at least every six months for the best success.  You’ll keep their business and ensure that your name and number are handy the next time they are asked by a family member or friend, “who would you call for real estate…?”

Need help deciding what to send, when to call and see your customers?  Call our office today at 866.405.3638!  We’re always here to help!  
Google

How to Appeal to Resource-Hungry Consumersreal estate newsletters

by Julie Escobar

Newsletters have long-since been a turn-to marketing tool for real estate agents — and they still are worth their weight in RESULTS.  Why?  Because of technology, the internet, and just the data-culture we live in now, today’s savvy consumers are eager to get their hands on all the information they can get. That way they can make smart decisions for their families, be well versed in their social and family circles and feel like they have the resources they need when they need them.

As we head into fall and you’re looking at what to add, keep or toss in your marketing plan, I wanted to share with you a few top reasons why these timeless tools are a power-packed addition to helping YOU stay top of mind in your market and drive those referrals through the roof.

  1. New templates every month to choose from.
  2. Timely content and infographics pulled from current market trends and headlines.
  3. 100% editable – you can customize and make your own or use as is.
  4. Filled with direct response offers and reasons to call YOU.
  5. Creative content that can be re-purposed for your blog and social media.
  6. Order as a pdf and includ in all your email marketing, or as an opt-in download on your site to drive an increase in your email database — or both!
  7. Terrific for showcasing you as the turn-to agent in your sphere and farm.
  8. Wonderful addition to feature flyer sheets at your open house — consumers will see you as more than just a listing agent- but a wealth of information.
  9. Great leave-behinds at business partners such as salons and doctor’s offices.
  10. You have the ability to make them hyper-local. In the agent message section, add upcoming events, school information, community changes, ALL of your social media credentials – the works!  Or give them a link to a page on your site or social media where they can find everything at a glance!

Want to give them a try?  Click here to see all of our newsletter templates, pick a newsletter, choose the Shipped to You option, customize however you like and use PROMO CODE NEWS10 at checkout to save 10% on your order!

Here’s to an incredible fall season for all of you!  Need help?  Give us a call at 866.405.3638 today! We’re happy to help you find just what you’re looking for to create YOUR competitive edge! 

fw it's what you do

Sage Words from Industry Expert Floyd Wickman

By Julie Escobar

I watched a video yesterday from Floyd where he shared some of his timeless truths about succeeding in real estate. What’s amazing is that, even in our swiftly evolving industry — the same message would have been on point twenty years ago and will no doubt be just as timely twenty years from now. 

That message? Activity equals results. 

Want to achieve more?  Make more?  Rise to the top of your field?  Your company?  Your market?  Increase your ACTIVITY.  Or as Floyd likes to say, “It’s What You Do When You Don’t Have to That Will Determine What You’ll Be When You Can No Longer Help It.”

Isn’t that the truth?  Sometimes as salespeople – well and as people – we make things way more difficult than they need to be.  A really simple formula for success in real estate is to map out your time and commit to the activity that generates appointments.  SEND.  CALL.  SEE.  Get a list together.  Build your database of sphere of influence members.  Family.  Friends.  Colleagues.  Acquaintances.  People you do business with.  Neighbors. Start there and stay in touch. Send them something month after month after month.  Next get a geographic list of everyone in the market area you want to brand yourself in and do the same thing for them.

And here’s where the magic happens – don’t just SEND stuff.  Call them.  Connect.  Reach out.  Ask the question, “Do you have any questions?”  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.  “HOLD THAT THOUGHT,” Floyd would say.

What can you SEND?

What can you SAY when you CALL?

  • 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

Where can you get a geographic list? 

We’ve got you covered there!  Call our office at 866.405.3638 and we can walk you through how to order one specific to your needs.

When should you start?

Again, as Floyd would say, “Well, when do you want to start getting results?  Does today work?”

Watch Floyd’s video that sparked the conversation and have a fantastic (and ACTIVITY-DRIVEN) day! 

[youtube https://www.youtube.com/watch?v=uX67mrhl8jE]
 Need help automating that activity and firing up your production?  Call our team at 866.405.3638 or visit us at www.postcardsplus.com today.  Want to learn  more mad skills and training techniques from Floyd? Visit his site at: https://floydwickman.com/ and tell them Julie sent you!  Have a great one! 

How to STAND OUT From Your Competitionget creative

By Julie Escobar

You’re rocking and rolling.  Making calls. Booking appointments.  Showing up to the office.  Plugging away. But you’re really not seeing an uptick in your brand.  Or your business.  So what do top agents do that you might consider?  They don’t try to blend in.  They work on STANDING OUT. 

To do that?  A little creative can go a long way. 

  1. 1.       Tap into our Fun Days Calendar.  Every month we create a list of fun ways you can connect based on both traditional – and let’s face it – a few wacky holidays.  It’s a terrific way to spark interest with your referral clients and create a buzz in your market!  For example – March 8th is Popcorn Lover’s Day.  Our tip is to grab a box or two of those mini microwaveable bags and send or hand deliver to six of your favorite clients with a thank you.  If they’re really good clients – throw in a movie or a Red Box gift certificate too!  It’s those EXTRA MILE things we do that make people sit up, take notice and REMEMBER you in your market.  Click here to see all of our fun tips!
  2. 2.       Give people what they want (with personality!)  People in your market area want hyper local information. What’ happening at the schools, neighborhood events, new business information, grand openings, market stats.  But you can share that in so many different ways and showcase yourself as the expert in the process.    I know power teams that host a real estate Q & A once a month at the local Starbucks, and pass out newsletter type information and great advice. Other agents host workshops once a quarter on timely topics such as saving for a down payment, first time homeowners, foreclosure and short sales, etc.   It shows they are the experts on all things real estate and they bring in new sphere of influence members every time!  Click here to see some workshop ideas.  (Scroll down to Goof Proof Tips for for Success.) Other agents who host charity events every quarter where they get the whole community involved – whether it’s food drives for local shelters, coat drives for children’s homes, Relays for Life and more – they show that they are right there as a team, eager to give back and making it easy for other people to do the same.  That goes a long way.   I know other agents who host movie night once a year and rent out a local theater and sponsor a movie for their top clients. Have fun with it!  Click here to see some Customer Appreciate Party ideas.
  3. 3.       Leverage technology.  Are you using QR Code business cards?  They’re a great conversation starter (and a terrific way to instantly get your contact information in your customer’s hands.)  You can share with your customers how they too can use QR codes to make everyday life a little simpler.  Check out http://redlaser.com/ – with its scanner, customers can not only get the information they need (like your name, number, listing information, website) but they can comparison shop prices for things they purchase every day, scan food products for allergen alerts, find local shops and more.  People appreciate service professionals who are able to share not only in their OWN area of expertise – but also ones who can help them learn new ideas, insights and tools that can make their lives better!  Check it out today.  And if you need QR code business cards- give our team a call at 866.405.3638 and they’ll hook you up!

Don’t stop here!  Infuse your everyday business life with some creative ideas that help you get NOTICED and stand out from your competition.  Keep your eyes and ears open in your market and top agents online to see what is working for them,  then model those ideas and creatively make them your own.

Need help?  Call us today at 866.405.3638 to kick start your connections with some powerful direct response marketing tools!  Have a great one! 

 

 

 

One Month Down, Eleven to Go!
on track

By Julie Escobar

As we round the corner into February, it’s interesting to note that many entrepreneurs fall into three categories: those who created a comprehensive business plan and are on track, those who made a plan but just like those resolutions have started to slip, and those who are still taking the “hope for the best” approach to their business. Which are you?

In today’s competitive marketplace, savvy business men and women know that having a viable business plan and tracking it not just annually, but weekly and monthly as well is critical to success. Why? Consider how quickly you can find yourself not one month off track, but one quarter or one half of the year and then what? Once you lose your footing, getting back on track and staying focused becomes a slippery slope.

Consumers are more apt than ever to “take their business elsewhere” if they don’t feel like they are a priority for you and your organization.

As a consumer yourself, who are you more likely to do business with?
The professional who month after month and year after year reminded you that they appreciated your business and are there during good times and bad or the company that only calls when they are trying to sell you something? Now turn the tables. How many of YOUR customers have you failed to send something to, call or see in person over the last twelve months?

They say it costs 5 to 10 times more to sell to new customers than it does to sell more to current customers, and yet what percent of our effort is spent looking for new customers vs. pleasing and staying in touch with our current customers? Sometimes it’s not geographically possible to meet in person or invite a client to lunch, but it is possible to call them every two to three months. It can be as simple as asking, “how are things going for you and your business?” Letting people know you care, and that you are interested not only in your success but theirs as well is the foundation for building long term referral success. Sending them something every month is equally as simple by putting automated systems in place to creatively:

Finding new customers is tough and expensive. Once you’ve got a customer, hold on to them by staying in touch. I can guarantee you if you don’t, somebody else will.

As we head into month two of the year — take the time NOW to determine if you are on track or off. Ensure that your customers know that you are there and that you care not just once or twice a year, but consistently month after month. Remember to use the SEND-CALL-SEE approach to your marketing.  Continuously SEND something to your sphere, CALL them at least once a quarter and SEE them at least every six months for the best success.  You’ll keep their business and ensure that your name and number are handy the next time they are asked by a family member or friend, “who would you call for real estate…?”

Need help deciding what to send, when to call and see your customers?  Call our office today at 866.405.3638!  We’re always here to help!