Sunday, January 21, 2018

3 Great Strategies for Creating PRESENCE This Season

By Julie Escobar

It’s that time of year.  The holidays are here and with them much of your competition is settling in – for shorter days, slimmer work calendars and that ‘wait ‘till the first of the year’ slump.  Not you.  You’ve got your eye on a new year filled with promise and kicked off with momentum-right?

Here are three things you can do to create vital PRESENCE now that will carry you through the holidays and long into the New Year with powerful, forward, full-steam-ahead strength.

Commit to Consistencythanksgiving cards

You know what you see a lot of?  Agents who ONLY send a postcard or greeting card once a year.  Start now and make it a point to ‘touch’ your sphere and farm at LEAST once every 21-30 days for the duration.  Consumers today are savvy – they’re not swayed, influenced or impressed by the ‘one-and-done’ marketing efforts.  From their perspective?  If you’re that lax in how you market YOURSELF – how will you be at marketing THEIR property?  Show the consumers in your market place that you’ve got the chops – and the commitment to be front and center not just once, but again and again and again.

Community Countsworkshop cards

Want to be known as the neighborhood resource or the market specialist?  Get out of the office, out from behind your desk and out in FRONT of the people in the community you serve.  Make it a point to calendar at least ONE community event in your market per quarter – or even per month.  It’s an edge that will set you apart, win favor and create a presence that you’re the top agent to talk to. Team up with your local schools, libraries, chamber of commerce, or even a network of like-minded business professionals to help create awareness, increase attendance and bring a wide spectrum of information to those who want it most.

Think AHEADlisting inventory1

The smartest agents in the business are never satisfied with doing things the ‘same old way’.  They’re keeping their ear to the ground, eyes open, and thinking ahead.  What can you do to make a splash?  How can you best keep the ‘buzz’ going?  I love Tony Robbins who has served up the motto ‘Constant And Never Ending Improvement’ for years.  In a 24/7, 365 world, you can’t let your skills, your top-of-mind awareness, or your passion to coast or slip to the back burner.

Need help?  Call us at 866.405.3638.  We’ve got answers you can count on.  From direct response postcard marketing that keeps you top-of-mind, to Holiday messages that make a difference, to real world resources that you can adopt and make part of that empowered new marketing and business plan for 2017 that we know you are ALREADY working on!  Have a great week!

 

 

Expanding Your Marketing Options and Opportunity

By Julie Escobar

it’s good to have options–right?  Especially when you are building a brand, and growing your business. That’s what our customers tell us every week — and it’s why we continuously work to deliver exceptional options to agents all across North America. One of the features of our site that our customers tell us they love having is the Upload Your Own option.  Why?  It gives those of you who’ve already had branded materials created and just need print resource and those of you who are pretty handy, creative and tech-savvy to create the exact pieces you want for your marketing and STILL have a means to get them printed, shipped and sent to your book of business or to yourself quickly, easily and best of all – AFFORDABLY.

Let’s face it.  Printing up all your materials yourself and getting them the way you want them on your home printer isn’t always a walk in the park.  And I can’t tell you how many times I’ve hit crunch time only to find my printer is (NATURALLY) out of INK.  And for agents who like to have their marketing materials on-hand presentation foldersand professionally printed and looking sharp – this really is the best of both worlds.

What are agents printing using the UPLOAD YOUR OWN option on our new site?

  • Pre-listing packages:  (This is a great one because all that collated and matching everything up is a pain for most agents!  And now we have really cool, branded presentation folders as well that they can just tuck each one into!)
  • Feature Property or Open House flyers:  This is especially handy if you’re using an InfoBox and need to print a lot of them at a low cost so you can keep replenishing your supply.
  • Pre-designed and branded marketing pieces:  Many of you have spent considerable time, effort and flyersenergy to create branded personal brochures, notecards and stationery – but just need a reasonable source to get them printed that you can rely on for short-run ability, good pricing and reliability.
  • Large files:  No burning up your ink jet with large files that need printing – we’ve got it! (For Less!)
  • Brochures:  Having the right brochures on hand for open houses, presentations, leave-behinds at local businesses and more is vital to your business.
  • Invitations:  Invites to community events, fundraisers, client appreciation parties or real estate workshops are easy and fast to reproduce.
  • Posters, Postcards and Print Outs – Oh my! Anything you need printing – we can find a way to
    Spaccommodate.  From the postcards or printouts that you design yourself to the event pieces you might need for your sphere, farm or community.
  • Magnets: Many agents like to print out sports event calendars, regular calendars, recipes, top marketing tips with a magnetic back (way to STICK around for your sphere.) By the way – our Football Schedule Series is a super popular marketing tool. See them here. It’s easy!

There are so many options you can now choose and we’re thrilled to bring them to you.  Whether you would like ready-made marketing tools such as our free reports, postcards, stationery, niche kits, presentation folders or if you prefer to create your own and just choose to print it offsite – we hope you’ll discover how simple, affordable and service-focused we are to work with.

Make sure your artwork is sized to fit our printing requirements by visiting our Artwork Specifications Link here.

And if you are NOT a do-it-yourself kind of guy or gal — head over to our Specials Page and see what agents across the nation are sending this month!

Got questions?  Call us today at 866.405.3638 to get the help you need printing the marketing pieces you want to help you grow your business and get those phones ringing!

That’s Not REALLY a Secret

by Julie Escobar

I had a long conversation with an agent the other day who was interested in putting to good use all the tools and strategies we’ve been sharing on the blog, and those he’s been reading about in the Master Marketing Magazine.  

He loved the idea of downloading free reports and pdf’s of the postcards that he uses to put into his pre-listing packages, as opt-in’s for his site, and as direct response tools for his postcard marketing and open houses.  We got to speaking about all the pdf’s he wanted to download and the best way of going about thatNov-DOM-Free-Report so I told him about our terrific membership tool, that is kind of the best kept secret around here — it’s called SupportPLUS! 

As a Monthly SupportPLUS! Member Your Benefits Are:

  • Free PDFs each month of every piece on our site! Valued at $19.95 each, you can choose from hundreds of marketing pieces that are easily customized and saved to your personal files as a PDF for you to print or use whenever you like!
  • A Special VIP customer service line. Your satisfaction is our top priority. That’s why you’ll have access to our VIP service line to ensure that your questions get answered quickly and to help make your job so much easier!
  • Exclusive offers! NO ONE gets a better deal or deeper discounts on products, services or tools than ourFree Report How to Save for a Down PaymentSupportPLUS! Members. They are higher than ANY OTHER offer on our site month after month (think 17% off products rather than the standard 10%).
  • No limits – our new site offers far more than postcards and flyers – you have access to direct mail solutions, business cards, stationery, newsletters, market dominators, door hangers, brochures and so much more!
  • Personal Marketing Assistance. Our talented team of Inside Account Managers are skilled in helping real estate professionals find EXACTLY the right marketing tools for their business — and their budget and they’re happy to walk you through finding just what’s right for YOU.
  • List Assistance. One of the biggest challenges for today’s agents are getting the right LISTS to mail and market to. Our exclusive MapMyMail product is perfect for helping you find the right marketing list for your business.  Our staff can help you manage your lists, purchase a specialty list or give you advice on how to build the perfect database foundation for growing your business.
  • Access to new pieces as soon as they come online!  We add 4-8 new marketing tools EACH MONTH. You’ll have access to all of them and have the ability to download any at no cost with your membership!

We let him know that SupportPLUS! was available for just $99 per year and he said, “that’s a bargain all year around!”  I agree, so I wanted to share it with you as well! 

Click Here to join this club of top professionals – or call our team today at 866.405.3638! But hurry – the savings won’t last long! 

Close-up of fire and flames on a black background

And Take Your Results to the Next Level

By Julie Escobar

Busy week for interviews!  This time I sat down with speaker and trainer Todd Robertson to learn what he sees top producers and Market Dominator Members doing to skyrocket their results this fall.

Here’s what he shared:

Q:  We are seeing some of the Dominator members gain some traction in their geo farms lately because theyNov-DOM-Front are working smarter, not necessarily harder. Can you tell us what agents are doing that’s making an impact?

A:  I think there are two factors that are working in agents’ favor are first that the market is continuously improving all over the country. Inventory is low and for those agents that have been at it 3-6 months or more, the branding is kicking in and helping them create momentum.  Secondly, for those prospects who’ve been receiving that branded marketing month after month – especially the Dominator because of its sheer 12 x 15 size, if there’s even a chance that they are interested in selling or know someone who is, they know exactly who to call.  They can look at that level marketing and say, “Hey – if they market themselves this way – imagine what they can do for my home and my listing.”

Q:  Pricing properties right is STILL a big priority for agents.  Can you give a little dialogue that agents canNov-DOM-Backuse to ensure they get it right the first time?

A:  Yes, unfortunately too many agents are still eager to take an overpriced listing. The truth is that great agents show up with the truth and aren’t afraid to tell a seller, “I SELL homes, not just LIST them.  And I’m here to get you the best possible price and terms for your listing.  However 90% of the marketing we’re going to do to get your home sold starts right now by choosing the right price for your home.”  You have some great dialogues and strategies and even visuals in your eBook, 21 Ways to Get Your Listings Priced Right the First Time, I recommend it for any agent struggling with list price objections.

Q:  Well thanks so much for the testimonial!  It’s actually helped a lot of agents.  Todd, a lot of agents go into cruise control asNov-DOM-Free-Report the holidays approach – what is your advice for agents to stay positioned — and still have some balance?

A:  You know, it’s super easy for agent to kind of hide behind their computers and not prospect, and when the holidays approach it gives them even more reason and excuses to shut down. “I don’t want to bother people during the holidays.”  “I’m too busy with holiday stuff.”  “It’s the wrong time of year to prospect.”  The truth is none of those are really true, and great agents know it.  In fact, they make the most of this time by ramping up their marketing times ten to capture that lost market share left by agents who go into holiday hibernation.  If buyers are out during the holidays they are usually great to work with because they are serious, usually straight forward, and are more often than not super motivated to move quickly. When I’m talking to Dominator members I ask them to future pace themselves.  To see themselves 4-5 months from now as the agents holding all the listings because all those dormant agents will just be coming back to the game in January.  Their recourse is to do what?  Sell THEIR listings.  If you want that to be the same for YOU, do what the Dominator customers are doing – ramp up your marketing ten-fold.

Q:  Any quick advice for agents to earn an extra or two this month?

A:  Yes, see the last answer.  Pour on the marketing.  Go into overdrive. Make a plan to touch every person in your sphere of influence.  Go all out for your geographic farming. Knock on some doors. Be present in your community.  Seize every opportunity to connect with people.  Our Dominator customers are automatically sent 20 extra Dominators every month to use in their marketing. They also have a cache of free reports that they can use in their social media marketing, as resources at open houses, and as fair trade items to get new prospects to opt into their sites.  I suggest you do all that and take those extra Dominators to the local businesses in your market and share it with them.  Let them know who you are and what you’re doing there in those communities and then ask the magic question, “Who do you know who might be interested in buying or selling a home this month?”  It’s worth the ask!  Good luck!

Thanks so much Todd – we appreciate the insights!  If you want to learn more about what our Market Dominator customers are doing to stand out in their markets and ramp up their results, contact Todd today at 702-683-1967 or visit us online at www.prospectsplus.com!  

It Pays to Be Preparedexpireds

By Julie Escobar

Expireds have long had a relatively rotten reputation.  Dubbed ‘difficult’, ‘tough nuts’, or ‘stubborn’ by many agents – but for others – they are considered great ‘low hanging fruit’ and for expired aficionados —  they are the #1 source for increased productivity, respectable listing inventory and even long-term referral clients.  In fact, as many agents will tell you – directly after the holiday season will be the BEST time to swoop in and dominate the expireds in your market.

Here’s what you need to know first:

I believe most experts (and expired specialists) would tell you that success lies in three things:  ATTITUDE, APPROACH and SALESMANSHIP. 

ATTITUDE first, because often expireds are a little discouraged, beat up and even a little put off because they’ve been disappointed in the past.  But a strong agent with a great disposition and a handle on how to get the job done can almost always turn that around.

APPROACH without being pushy, overbearing or blameful.  We’ve always found direct response postcards a great way to capture the attention of a prospect by using questions and statements that are ALREADY in the mind of your target consumer and that lead them to look to YOU for the solutions.  And it’s an APPROACH that has worked tremendously for thousands of agents because it 1) warms the call, 2) presents you as the expired specialist and 3) offers an item of value that is intriguing and helpful to your potential customer.  (Now there’s a win-win-win!)

SALESMANSHIP is often a combo platter of things-right?  It includes the right attitude and approach of course, but also combines savvy dialogue skills, the ability to empathize with your customers and steer them in the right direction.  I’ve always found that it is also the ability to use VISUALS to help tie down your points, make your message crystal clear and lend authority to what you’re saying.  And when you are dealing with more than one seller—more often than not, one is a VISUAL person and one is more focused on the words and the details – so if you have BOTH going for you, you stand a better chance of closing for the signature!

A success strategy that many agents are using today is fairly simple and extremely effective:  

  1. Every morning (or at least once a week) pull the list of expireds from your MLS.  Put these names, addresses and contact information into your prospect database. (HINT:  Pay special attention to the first week of the new year – that’s a goldmine of expireds, so don’t wait to be prepared!)
  2. Set up a series of 3, 6 or 9 direct response offer postcards to go out to those expireds over the course of the next two weeks.  (Sending the postcards 2-3 days apart.)
  3. Follow up with a phone call, introduce yourself as an expert in expired listings and offer an item of value in return for a chance to come out and see the property and make some recommendations for getting the job done.  (If at first you don’t succeed – keep trying!)  Close for the appointment.
  4. Bring their collateral pieces with them to the listing appointment, and begin to build that relationship with them with the right ATTITUDE, APPROACH and SALESMANSHIP.

Sometimes (all right – a LOT of the times) pricing is a factor for expireds- so be sure you have some great objection handlers in your arsenal to ensure that you are pricing that listing RIGHT so you can help your clients reach a better conclusion than their LAST listing experience.

We went ahead and did all the leg work for you – We’ve put together three different expired listing packages for agents to make your job of getting in the door and walking away with the listing a whole lot easier.  Choose from our Silver, Gold or Platinum Packages which include direct response postcards, powerful brochures and the free reports that are just what the sellers are looking for!

Both the Silver and Platinum Kit have our Merchandising Review included.  Here is a little pricing dialogue you can use with that piece to get Expireds to come to the table with the right price. 

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.  Here’s the dialogue we suggest for a phone call:

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 this 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?

Now 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.

Here’s just some of the pieces that are included:

expired listing package

 

 

 

 

 

 

Get yours today here or learn more by calling us at 866.405.3638.