Sunday, August 20, 2017

By Julie Escobarexpired

Ask some of the top agents in our industry where the low hanging fruit is and many will tell you quickly and emphatically:  Expireds. Why?  In most cases, they’re still motivated, have a sense of urgency and need answers.  What a great combination for the right agent to take a listing, make a sale and better still – create a customer for life.

A few years back we sat in on a talk by real estate coach Walter Sanford who shared his powerful strategy for kick starting the New Year right by scooping up all the expired listings before most of the agents in your market have even shaken off the New Year’s eve confetti or champagne hangovers!

Here’s Walter’s strategy:

During the first three-five days of January, put together a team to contact EVERY expired in your extended area.  Approach them with patience, warmth and most importantly – a real plan to get their home SOLD.  His strategy works because it’s timely, most of the competition won’t have time to implement and still others are still working on their goal setting, business plan creating, or resolution making to hit the ground running January 1st.

Are you willing to give it a try?  Remember good people skills, warmth and the ability to bring real solutions to the table will make you the front-runner for those homeowners who are still eager to get their property sold.   That Walter – he know his stuff!

Now, there’s no doubt you’ll run into all kinds of folks.  Some will jump on the opportunity to get their home sold, others will want to wait and still others will take some salesmanship to prove that you’re the agent for the job.  How you react to all three will determine your success or failure in not just getting the listing-but getting it sold.

For those eager to get started – don’t “blue-sky” them.  Tell them the honest truth.  Get the listing priced right and make sure they know you’re ready, willing and able to meet their needs but that they play a role in the successful sale of their home as well.  Our Merchandising Review™ and the Price Pyramid are great tools for helping you do this.

For those who want to wait, you may want to share some of our valuable free reports with them, and invite them to listen in on a weekly conference call that you could host specifically for sellers who’s listings have expired, or put them on a drip postcard campaign designed to keep you top of mind and prove that you’ve got the “chops” to stay in the game and give them the service they need.

So, you’ve only got a few days left – consider this great idea for landing the expired listings in your market in the next week!  And if you like the plan – make it a monthly habit (or even weekly as some of our top clients do) of contacting these potential customers.  Expireds are a terrific niche for those with a little savvy, patience and ability to prove themselves the professional every time.

Wishing you luck and prosperity in the new year!  Call us if we can do anything for you at 866.405.3638 today! 

With Just 100+ Days Left in the Year…Timing is Everything

By Julie Escobar

I know, I know, summer’s barely over – and it’s not 4th quarter yet. But it’s CLOSE.  I checked the countdown and there’s a little better than 100 days left to the year.   It’s funny to think that what you do today – this week – this month will affect whether you and your family will celebrate a stress-free holiday season and finish the year strong, or whether you’ll be worried and hurried and wind up with more year left than budget!   With just over 100 days left in the year – let’s take some ideas from the top producers and look at the five things they continuously put into place to guarantee a great fourth quarter.

  1. Know your numbers.  Savvy entrepreneurs already know how much business they need to  bring in before year’s end.  They also think ahead – and know what they need to do to head into the new year with momentum.  Don’t wait another day to get a handle these numbers if you haven’t already.  Figure out what you want and need to make and how many listings you want to have heading into the year then work the math to see how many contacts you need to make to get the number of appointments you need based on your closing ratio to achieve the number of listings you need to realize your goals.  Make yourself a daily chart to ensure that you stay on track.
  2. Leverage the opportunities to connect.  The fourth quarter is filled with holiday gatherings and neighborhood invites.  The holidays create an amazing reason to reach out and connect with your customer base.  Call every existing customer you have and wish them a happy holiday season ahead.  Let them know that with all the chatter in the national news and even local headlines, you’ve found that many people have questions about how this will affect their family, their investments and their future.  Be sure they know that you’re on top if it all and there to answer any questions they might have.
  3. Ask for referrals.  Before you hang up – be sure to ask your clients if they know of anyone who might need some help.  There’s plenty of people struggling – unsure of what their options are in today’s market – let them know you are a resource they can turn to – whatever their situation.  If you don’ t have the immediate answers –you’re your clients know that  you’ll be first in line to get them.
  4. Don’t leave your marketing to chance.  Automate the processes for your marketing – both for the short term and the long term.  Life gets in the way sometime – no doubt.  We get busy, over-scheduled and over-committed – especially as we make our way toward the winter holidays.  That’s when things like marketing and prospecting fall through the cracks or take a back seat.  Put a plan in place today to make sure that you have all systems “go” to make sure you are staying top-of-mind and that your listings are being showcased and syndicated in all the ways that matter for great exposure and results.  Take a few minutes to check out the Master Marketing Schedule, see if any of those action steps resonate with where you want your business to be, then get a campaign started to your sphere and farm.  You even have an option to drop the calendar right into your Outlook, Apple or Google calendars. And if you’re ready to kick your marketing up to the next level – head over the www.GettingListingsSold.com and take the tour of products and services offered there.  In under 15 minutes you can syndicate your listing to hundreds of websites, download your ready-to-print property flyers, lead generating business cards, send your sign rider pdf (complete with SMS service and QR code) to your local printer to be printed, post your Craigslist Ad and view your single property website.  When time is of the essence – it’s great to know where you can get everything in one place! Or our MLSmailing.com product which automates your Just Listed/Just Sold marketing – so you don’t even have to think about it! Knocking out your marketing in under half an hour gives you a lot more time to prospect, present and close – the three things closest to your bottom line.  It also helps you make up for larger than normal volume of downtime you’ll spend at holiday activities.  Spend guilt-free time with friends and family, attend winter recitals and holiday concerts without worrying so much about what’s not getting done in the office.  If you need help – call the terrific folks in our client care center at 866.405.3638 – they’ll help you get everything all lined up this month so you slide into the home stretch of this year without stress.
  5. Commit to the extra mile.  I love the Wayne Dyer quote, “It’s never crowded along the extra mile.”  Commit to 10 extra calls a day over the next 17 weeks.  Even if you are taking the Tim Ferriss approach and working a 4-day workweek, that’s 680 additional calls that will bring you closer to new customers, clients, contracts, and closings between now and the end of the year.  Do you think that could be worth a commission or three…or more?

The truth is that the bottom 80% of the salespeople in our industry won’t be doing these five things over the next quarter.  Many will look at how far behind they already are from their goal, throw their hands up and give up.  Many will do the basics – no more and no less and continue to live commission check to commission check.  It will be those of you who strike out, step up and stay laser-focused who will be out on top this year – and kick off 2015 by storm.

Where do you want to be in four months?  Top 20 or bottom 80?  What you do this month will make all the difference.

If you need help – call us.  Our team has been helping eager agents get to the next level and top producers stay on top for more than 20 years.  We can do the same for you – just shoot us an email or call 866.405.3638 today!
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Ideas From the Front Linesthree ways

By Julie Escobar

One of the things that I find the coolest about reaching out to our customer base for their ideas and insights is how generously they are to share.  They get it – we’re all in this together so they’re willing to open up about what they are doing that’s working so that other agents can learn, implement and hopefully duplicate those levels of success.  So thank you again to everyone who contributed their ideas in the last month and a half.  We’re going to be using them throughout this month to share some strategies to help you make this year one of your best ever.

One:  Send Just Listed and Just Sold Postcards.  This time-tested, still relevant, tool is still one of the best marketing strategies you can deploy in your market.  Why?  First, it is exactly what it is.  People who are thinking of buying or selling a house in today’s world want someone who can get the job DONE.  Just listed/just sold cards are great for spotlighting your results, keeping you top of mind and providing that ‘social proof’ people are looking for today when choosing a sales professional.

Here are just two examples from the front lines…

Gary Brand  shared, “An e-marketing fellow recently told a group of Realtors that print advertising was a thing of the past. About a week later I put out a ProspectPLUS! Just Sold post card in the neighborhood around a home I had just sold. Got a call from a neighbor down the street to list his home and it SOLD quickly and I made $17,000 I think I’ll stick with my print marketing thank you very much! It’s just another important piece of my overall marketing program.”

Steven Laidley shared, “Since our office has been using MLSmailings.com (about 6 months ago) our listings have increased about 30%. Our office is located in a condominium complex of approximately 150 units and the postcard mailings that your company has been sending out on our behalf, has many of our neighbors commenting about receiving them and how professional our new appearance is. We can attribute about a 30% increase in listings coming directly from unit owners that have received them. We have reasoned that this is the best advertising money we have ever spent; with results we can gauge definitively.”

You can find a wide variety of Just Listed/Just Sold postcards on our main site at http://www.prospectsplus.com/specials.  I love the Scenic Series – but use the quick find guide to find the selection that most works for you!  Be sure to use promo code JAN10 this month to save  10% off your next order.

Or if you want to REALLY streamline your business this year – consider AUTOMATING your Just Listed/Just Sold postcard marketing with MLSmailings.com – in areas all over the country, we integrate with local MLS’s so that every time you get a listing – we’ll send out your postcards for you – no fuss – no work!  Use promo code TRYUS to waive the $24.95 set up fee.  Got questions about this powerful tool?  Call Becky at 800.287.5710 today.  She’ll get you hooked up!

Two:  Put All Your Marketing in One Place – Then USE IT!  One of the challenges for a lot of agents is they have lots of pieces of their marketing puzzle – they’re just scattered so few and far between that it’s hard to use them to convey a strong marketing plan to today’s sellers.  Home buyers and sellers today are not like they used to be.  They are smart, savvy and know, in many cases, more than some of the agents coming to present them their business offerings.  Don’t let that be you.  When we developed our GettingListingsSold.com’s Ultimate Marketing Toolkit – we put everything into the mix.  Flyers, Just Listed Cards, Lead Generation, Craigslist ads, sign riders, listing presentations, property websites – -the works.  Why?  Because it allows agents to be consistent in their delivery, congruent in their tools and more importantly, have the system they need to be successful in today’s market.  A little like our MLSmailings system, we integrate with MLS’s across the country to help agents easily and affordably take any listing, get it sold, turn it into their next few transactions and appreciate how easy it is.

More from an agent just like you! 

Qabbani Goodwyn shared, “I heard about the GettingListingsSold program right about the time this listing went to settlement. I wondered if all the testimonials on the site were true, and more importantly, could I achieve similar results. To be able to click a few places online and have these postcards canvassed to the area with no additional time consumption on my part was very alluring. If I got just one listing out of it, the ROI would be incredible!

Instead of sending 100, I took a leap of faith and decided to send 275 postcards, jumbo size, not standard. I did this 11 days ago, with a positive expectation of success, even though I was leery as to if sellers between $500k and $1MM would respond to this type of marketing.

Within one week I received two calls – one from a neighbor a few doors down from my sold listing, and another from a homeowner facing foreclosure to needed to short-sale her home (larger than my original listing). I met with both homeowners immediately. The results – I am exploring foreclosure alternatives with homeowner #1 who will list with me if they can’t refinance, and the big news is that I secured a listing with homeowner #2 last night. It was a little uncanny that way that the postcard established “credibility” for me before I even walked in the door with these homeowners. They both were immediately very warm to me and were ready to get right down to business.”

If that sounds like something that you’d like to explore – click here to take the tour!

Three:  Try Every Door Direct Mail™.  You’ve got to love an affordable solution for getting in LITERALLY every door in a farm area.  While most agents have a lot of questions about this relatively new offering from the postal service – the results are coming in fast and furious for agents who are putting it into play in their markets.  It’s a great way to break into a new area, spotlight a high-end listing or establish yourself competitively (and inexpensively.)

Read how these agents has dramatically increased her business:    

Maggie Dokic shared, “The best tip I can give anyone wanting to maximize their marketing dollars is to use Every Door Direct Mail. For the same cost as traditional mail, you get to hit THREE times the household! I was able to bump up my mailings from roughly 300 pieces up to 1,000 by using EDDM instead of a mailing list. I sat down and picked out my routes. I even chose routes to add to those initial ones once I start seeing results (I want to reinvest as soon as I can!). I started out with 1,002 households for a mailing cost of about $146 (plus the postcards – cheaper in bulk!) and have my plan in place to add carrier routes systematically, until I am touching roughly 12,000 households in my chosen area. Yes, we know consumers are online and we have all that covered. But they also get their mail daily and we want them to see us there too. ProspectsPLUS! and EDDM both ROCK!”

Thinking of using a newsletter?  Barbara Taylor Farner shared, “I can contribute a 20k increase on the newsletter….try it!”

If Every Door Direct Mail sounds like something you might be interested in – click here to check out our Webinar on Demand  – in this 40+ minute webinar we run you through the do’s, don’ts and logistics of why this platform is so popular for building agent’s business.  You can also call our marketing department at 866.405.3638 who will be happy to answer your questions for you, help you choose routes and more!

This year, remember it is all about taking pro-active ACTION in attracting new business, new listings and new customers.  Don’t be afraid to jump in, learn, ask questions and ask around.  Your colleagues in the industry are happy to share what’s working.  Visit our Facebook page to learn more mad skills that our customers have shared today! 

Results Are In For Our Facebook Contest! winners are

by Julie Escobar

Wow!  Great shares from so many of you on what you’re doing that’s WORKING and smart strategies for the year ahead.  From our entire team, I’d like to thank everyone who participated in this fun contest!

Now, without further ado — our winners and their top insights for the new year!

First prize and the winner of an all new iPad Mini — Qabbani Goodwyn – who was quite prolific and specific — wrote:

THE CHALLENGE: Had a rare listing around $500k on which I received multiple offers and sold it in less than a week. Potential buyers kept asking me, “Do you have anymore listings like this one??” I wished so hard that I did, but didn’t know how I would get a similar listing or when that would happen.

THE ROUSE: I heard about the GettingListingsSold.com program right about the time this listing went to settlement. I wondered if all the testimonials on the site were true, and more importantly, could I achieve similar results. To be able to click a few places online and have these postcards canvassed to the area with no additional time consumption on my part was very alluring. If I got just one listing out of it, the ROI would be incredible!

PULLING THE TRIGGER: Instead of sending 100, I took a leap of faith and decided to send 275 postcards, jumbo size, not standard. I did this 11 days ago, with a positive expectation of success, even though I was leery as to if sellers between $500k and $1 million would respond to this type of marketing.

SUCCESS!: Within one week I received two calls – one from a neighbor a few doors down from my sold listing, and another from a homeowner facing foreclosure to needed to short-sale her home (larger than my original listing). I met with both homeowners immediately. The results – I am exploring foreclosure alternatives with homeowner #1 who will list with me if they can’t refinance, and the big news is that I secured a listing with homeowner #2 last night. It was a little uncanny that way that the postcard established “credibility” for me before I even walked in the door with these homeowners. They both were immediately very warm to me and were ready to get right down to business.

THE STRATEGIES: 
1. Made sure that I put “Short Sale Specialist” next to “Realtor” in my contact info, and also had a link to my CDPE website for distressed homeowners.
2. I included my personal statement/slogan on the back of the card, and added a call to action specifically with my phone number largely printed.
3. Rather than saying “Just Sold, yadda-yadda”, I highlighted how quickly I sold the previous listing and attributed it to my “12-point Social Media & Internet Marketing Plan”, and added “Let us get amazing results for you!”
4. It didn’t hurt that I’m with RE/MAX and our brand has top of consciousness with both buyers and sellers – so I showcased our “RE/MAX #1” logo.

I hope this testimonial is helpful to others 🙂 I plan to use the entire GLS program with every listing. I’m most excited by the Multi-Channel Direct Response Postcard. I will send out a minimum of 100 cards at the time of listing, and then another minimum 100 when it’s sold. I still need to buy an IPad or IPad Mini so that I can enhance the way I present at my listing appointments.

Thanks ProspectsPLUS!

Our second place winner who will receive $150 in free postcard marketing is…Maggie Dokic who shared her powerful experience from this year: 

The best tip I can give anyone wanting to maximize their marketing dollars is to use Every Door Direct Mail. For the same cost as traditional mail, you get to hit THREE times the household! I was able to bump up my mailings from roughly 300 pieces up to 1,000 by using EDDM instead of a mailing list. I sat down and picked out my routes. I even chose routes to add to those initial ones once I start seeing results (I want to reinvest as soon as I can!). I started out with 1,002 households for a mailing cost of about $146 (plus the postcards) and have my plan in place to add carrier routes systematically, until I am touching roughly 12,000 households in my chosen area. Yes, we know consumers are online and we have all that covered. But they also get their mail daily and we want them to see us there too. ProspectsPLUS! and EDDM both ROCK!

Our third prize winner of $50 in free postcard marketing is…Steven Laidley who shared:  

Since our office has been using MLS mailings ( about 6 months ago) our listings have increased about 30%. Our office is located in a condominium complex of approximately 150 units and the postcard mailings ,that your company has been sending out on our behalf, has many of our neighbors commenting about receiving them and how professional our new appearance is. We can attribute about a 30% increase in listings coming directly from unit owners that have received them. We have reasoned that this is the best advertising money we have ever spent, with results we can gauge definitively.

And our fourth place winner of $25 in postcard marketing is Gary Brand who was kind enough to share…

An e-marketing fellow recently told a group of Realtors that print advertising was a thing of the past. About a week later I put out a Prospect Plus Just Sold post card in the neighborhood around a home I had just sold. I printed it at home and it cost me $40.00 to mail it out. Got a call from a neighbor down the street to list his home and it SOLD quickly and I made $17,000 I think I’ll stick with my print marketing thank you very much! It’s just another important piece of my overall marketing program.

We had many, many great shares – all of which are worth reading as you set your sights on a new year ahead and what marketing strategies and solutions you’ll put into place.  Read them all by visiting our Facebook page!  Hit LIKE and read away – your fellow agents have been very generous in sharing the solutions that are working best for them!

Need help with your marketing plan for 2013?  Contact our team today at 866.405.3638 to discover which of the powerful tools, resources and strategies our winners and all our contestants share might work best for you!  We’re getting exciting about the new year and hope you are too!  

 

 

Tips from Our Valued Customers!great ideas

By Julie Escobar

We’re having a great time reading all the tips, strategies and ideas being shared by our valued customers during out holiday contest!  I’ve found that agents are always eager to learn what’s working and what’s not from their colleagues.  And it’s terrific to see that despite everyone coming from different cultures, companies and market areas – there are always common denominators amongst producers in this business and our customer responses spotlight just that!

Let’s take a look at some of what they’ve shared!

From Mildred Jones-King :  “I’m getting ready to order the Just Sold postcards. It’s a great way to let neighbors know that a house had been sold in their area.” 

Cara McLean Rolfes: “I have started using the just sold and just listed and it got me a listing the day after they went out!”

Jim Dobson:  The Just Listed/Just Sold postcards do the job! They are high quality and effortless to produce.

Kimberly Bouchey:  I like to use the Just Listed postcard to inform the neighbors and other prospective buyers what is available in their market. I usually follow this up with an Open House.

Tina’s Orlando Paradise Homes:   Just listed/sold postcards are great. I get calls from neighbors who find me with the cards in the mail. I love the system, (MLSmailings.com) –  I don’t have to do anything, it’s just done. Thank you.

Pat Taylor Bogenn:  Got a new listing from the “just sold” postcards with a few weeks of starting the program! Absolutely great, affordable marketing!

Jenny Hellman: I love the Just Listed and Just Sold cards. It’s a great way to get your name out in different neighborhoods. I have acquired 3 new listings so far as a direct result from the mailings. WOW!

Tina Chiles Herrmann:  I received several listings from your cards. Thanks for the ease of doing business.

Janet Buff:  Just Sold / Just Listed Postcards are my favorite marketing tools to use!

Eleonore Gerstenfeld:   The sale and sold cards are a great tool. I like the idea that neighbors know and send referrals.

Mark Miller:   Just Listed/Just Sold postcards are a valuable and affordable tool.

Farah Chowhdury:  Just wanted to let you all know I have collected 2 or 3 future leads by using just listed cards through prospect plus.  It was wonderful!

Diane Wilson:  I had used the Just Listed/Just Sold postcards for several years a few years ago I decided to stop. This summer I sold a condo for someone that had saved my Just Sold postcard for 3 years and they also bought a new home. Needless to say I signed back up for the system because it works! Thanks ProspectsPLUS!

Lori Spanbauer – Blazek Muller:   We have great success using Craigslist ads (from GettingListingsSold.com) for our properties this year. Just listed/Just sold cards are a great return on investment…every Realtor should use them.

Tricia Christlieb Yocum:  Just started an investor campaign since I have a few listings in that price range…expecting great success.

Maggie Dokic: The best tip I can give anyone wanting to maximize their marketing dollars is to use Every Door Direct Mail. For the same cost as traditional mail, you get to hit THREE times the household! I was able to bump up my mailings from roughly 300 pieces up to 1,000 by using EDDM instead of a mailing list. I sat down and picked out my routes. I even chose routes to add to those initial ones once I start seeing results (I want to reinvest as soon as I can!). I started out with 1,002 households for a mailing cost of about $146 (plus the postcards – cheaper in bulk!) and have my plan in place to add carrier routes systematically, until I am touching roughly 12,000 households in my chosen area. Yes, we know consumers are online and we have all that covered. But they also get their mail daily and we want them to see us there too. Prospects Plus and EDDM both ROCK!

Catherine Hallock:  All the products are wonderful. I really like the FSBO brochures; I always have a supply of them in my car so I can just leave them in people’s mailboxes. Works great!

Susan Kravick:  Refrigerator magnets are great. We mail them out now and then give them in the Chamber Welcome bags. I love seeing them in homes that I list or show. Great way to keep my name visible all year.

Cynthia Ferreira Fleming:  My service strategy is to go door to door with doorhangers and other marketing pieces. This allows me to make face-to-face contact with customers. Once people have a ‘real’ face to the name for the materials they are receiving in the mail, they generally feel more comfortable calling you!

Christine Rubin:  I plan to mail to my targeted areas more frequently in 2013, and follow-up with a phone call and door knock.  I also plan to integrate a custom mailer to be eye catching and even actionable.

Great shares from everyone!  THANKS so much!  If you’d like to learn more about our automated Just Listed/Just Sold postcards call Becky at 866.999.MLSM or visit us online at www.MLSmailings.com.  They’re easy, effortless, affordable and give you peace of mind because they go out without your having to lift a finger – so you ALWAYS know it’s done!

If you’d like to learn more about our all-inclusive Ultimate Marketing Toolkit that includes Craigslist Ads, Just Listed postcards, lead generation cards, single property websites and more – visit us online at www.GettingListingsSold.com or call our office at 866.405.3638.

If Every Door Direct Mail is something you would like to include in your marketing strategy in 2013 – visit us at www.ProspectsPLUS.com/EDDM2 or call us at 866.405.3638. Our team will be happy to help you choose your carrier routes, create your mailing piece and determine the frequency of mailings that will work best for you!

Just want to stay in touch with your sphere or farm with direct mail marketing?  Visit www.ProspectsPLUS.com or call our team to help you choose the postcard campaign that most resonates with your business, your market and your customers.

Phew! Can’t wait to see more ideas and suggestions in the coming weeks!  Now you could win– if you HAVEN’T entered the contest to win a free iPad Mini by sharing YOUR ideas, insights and best strategies  — what are you waiting for?  Get in on the action and you could be cruising the net on your all new iPad by the end of the year!

Click here to learn the details and get started – or just head on over to our Facebook Page and share your best marketing tools and advice with your fellow agents across North America!  Ready?  Set?  GO!   And remember – if you need help – we’re just a call away at 866.405.3638.