Monday, December 18, 2017

Month-by-Month Watch to Hit Your Goalsinfluence

By Julie Escobar

There’s an old saying, “there’s acres of diamonds” in your book of business.   But only if you’re willing to put in the work to make sure it stays on track.  The key to your sphere of influence is of course, influence.  That relationship you develop where they know you, like you, and trust you. That last one is vital.  In the words of Zig Ziglar, “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”   It’s a great illustration of the importance of staying in front of the folks in your sphere until they are ready, willing, and able to buy or sell and trust you enough to be the one they call when they do.

Each month make an appointment with yourself to review for at least one hour where you are in terms of your book of business.  Ask yourself these four questions:

  1. How many past clients will I contact this month? 
  2. What is my focus? 
  3. Who can I add to my database?
  4. What’s working and what’s not? 

Then take action on your answers.  Top agents don’t worry about chasing their next commission. They know that a strong sphere, connected with month after month, will reap all the leads they want and more!

Here is a reminder of the 10 strategies you should always consider for creating and keeping a results-producing sphere of influence.  

  1. Get it all on ‘record.’  Whatever database management system you choose, be sure that you have entered at the very least the basic information such as name, address, phone number, email address, social media addresses if you have them for every past customer, friend, family member and acquaintance that you can think of.  Sound like a lot of work?  It is – but SO worth it.  And I’m not saying you have to do it yourself.  Delegate it – that way you can stick to what you do best – getting face to face with the folks in your market. Click here to get a copy of our BusinessBASE™. In it you’ll find a list of everyone who should be in your sphere of influence.
  2. Fill in the blanks.  The more RELEVANT you are – the more REFERRALS you’ll receive. So once you’ve got the basics down – take note of more personal information about the people in your database.  What do they do?  Where do they live?  What makes them unique?  What else do you know about them that you can reference?  Who’s in their family?  You know the old saying – the ‘devil is in the details!’ The more you know the easier it will be for you to connect with them on topics that are relevant and important to them.
  3. Clean up old records.  At least twice a year go through your database and cull old contacts, and clean up missed or incorrect information. Connect with your database and let them know that their business is important to you and that you’re just doing a little ‘housekeeping’ so that you can be sure they are always kept in the loop and double check their information.  You can even make them a fair trade offer of a free report or certificate of some kind.
  4. Data mine for ‘like’ minded people.  One of the best things an agent can do is to really take a good long look at what their ‘best customer’ looks like.  Who do you like to work with?  Seniors?  Singles?  First time homebuyers?  Expireds? FSBO’s?  Once you know that – and can determine who you both like to work with and the type of people you have the most successful relationships with – you can data mine to find more of the same.
  5. Add new personal contacts.  As sales professionals we come into contact with new people every day that are potentially great future clients or customers.  Make it a point to add at least one new person per day or 5 per week to your book of business – more depending on how fast you want your business to grow.  Many agents I know make this database building a positive habit by dedicating one hour a week to the health and maintenance of their list.  Every time they meet a new person at the local Starbucks, networking meeting, business event, PTA, restaurant – even the grocery store and have an opportunity to collect a business card or information – that person goes into the ‘book’ and the nurturing begins!  Some of the best agents spend an hour a week sending a personal note or firing off an email just to say what a pleasure it was to meet and if they need anything – just call.  (Making notes on the back of those business cards or in your phone after meeting a new person will help jog your memory for details when you are entering them into your database at a later time.)  Think about 10 people THIS WEEK you could add if you tried:  Teachers, Bankers, Restaurant Owner/Staff, Accountant, Attorney, Landscaper, Gas Station Owner, Grocery Store Manager…the possibilities are endless!  (If you did that EVERY week you’d be adding more than 500 people to your book of business each year!)
  6. Add past lists:  If you’ve sent out Just Listed or Just Sold postcards and have purchased a list of homeowners contact information who received those postcards – be sure not to forget those folks.  You can add them in and start the process of taking them from ‘prospect’ to ‘member’ of your sphere by building those relationships over time.
  7. SHARE with them.  Direct mail is a great way to ‘touch’ your book of business at least once a month.  From powerful sphere of influence postcards with relevant offers to a monthly newsletter packed with valuable content – staying in TOUCH is the key to staying TOP of mind.  We’ll even help you put the right pieces in place to allow you to put your marketing plan in motion and then focus on those personal contacts and the three tasks that are most important in your business:  prospecting, presenting and CLOSING.  Visit our SPECIALS page today to learn more about these options or call our team at 866.405.3638 for help deciding what might work best for you, your list and your budget!
  8. Invite them into the conversation.  Savvy agents are firing up their social media strategies on Facebook, Twitter, LinkedIn, YouTube and Pinterest and inviting their community of followers to join in the conversation.  Create a Facebook page for your neighborhood farm and post community information that’s relevant to your buyers and sellers such as school information, local business information, fun facts and more.  Agents are breaking out their iPhones and flip cameras and creating video walking tours of area hotspots, news for the week, reviews of local businesses, types of homes to look for in their area and all kinds of fun and interesting information.  Pinterest has people pinning and posting all about staging ideas, inspirational quotes, homes in the area, community events, blog posts and more.  Use our On the Web Series of postcards to drive your offline traffic to these valuable and engaging sites.
  9. Follow up.  Break your list up into manageable numbers and commit to follow up calls every week.  Most experts recommend scheduling a daily appointment with yourself to prospect.  Don’t underestimate the value of face-to-face connecting as well.  Community events, school functions, networking opportunities and just being active in the community that you service will help keep you visible, allow you a chance to arrange follow up conversations and ask questions, be the resource people need and you will generate referrals in the process! It can be as simple as letting them know that you are there to help anytime.
  10. Lather, Rinse, Repeat.  Well you get the idea.  Treating your database as the saleable, valuable resource that it is means not putting it away for 11 months out of the year.  Commit to these ten strategies monthly and your career will thrive – and you won’t have to always be wondering where your next commission will come from.

Need help?  Call us at 866.405.3638.  Our team of marketing professionals can help you put your plan in place for success. 

 

December’s ProspectsPLUS! Review Contest!250 gift

Wow! We had some GREAT responses from the December review contest on our Google+ Page!  Our new winner is Greg Hanner!  Greg, we’ll be sending you a $250 ProspectsPLUS.com gift card!  Perfect for getting all your marketing tools lined up for the new year ahead!

Here’s what Greg had to say: “Forget trying to do your own cards or flyers ‘in-house’ since ProspectsPLUS! has outstanding print quality and you can upload your own or buy a mailing list to suit your campaign’s needs. I will never look back and look forward to using ProspectsPlus! for future printing needs.” Thanks Greg – we’re thrilled you’re enjoying the service!

Next up is Janice Carmichael, with a $100 gift card to the site! Here’s what she had to say, “I am a new Realtor with Witalisz and Associates, Inc. in Westfield, MA and was delighted to find ProspectsPLUS. I’ve been reading the helpful tips they send, and also trying to decide what I should or shouldn’t be doing these first few months regarding investments in mailings. The first mailing after listing my first house was handled by ProspectsPLUS. It was both well done, promptly sent out, and looked great as well as was within my budget. I’ll be doing more business with the company as I get more into this business!” Good luck in your new business Janice! We’re happy to be a resource for you!

And finally — Maerilu Wooley – wins a $50 gift card! Here’s what she had to say, “Love the professional look of your products, and always get the best customer service available! I’m always interested in your professional tips of the trade as well. So glad to have a professional company like yours helping me with my business.

Thank you to everyone who participated in last month’s contest! The good news?  Is there is STILL a way to win!  In fact, join us for January’s contest — we’re giving away THREE MORE prizes!  A $150 Gift Card, a $100 gift card and a $50 gift card to three lucky winners!  It’s EASY to enter! 

Simply Just leave a review on our Google+ page for a chance to win!  The next drawing will be held February 4th!  Enter today!

Need help with your marketing?  Call our team today at 866.405.3638 or visit us online here to see our monthly specials!

The Right Tool for the Jobdominator logo

We’re thrilled to bring you the ultimate market domination tool this year!  Making getting in the doors — and more importantly, gaining the market share of an geographic area in your market you’re ready to own over the next two years.

The Market Dominator System was developed to help real estate agents take advantage of the United States Postal Service’s Every Door Direct Mail® product, with the lowest postage rates available today, and leverage the powerful 3-7-27 Law of Branding.  The Postal Service’s EDDM product’s pricing, unlike their other products, is the same whether it is an 11” x 6” or a 12” x 15” poster.  So for the same price, you are able to maximize your impact with a 12” x 15” poster-sized mailing which allows you to:

  • Stand out from your competitors
  • Maximize your message
  • Offset the cost of your marketing
  • Saturate the entire neighborhood

The 3-7-27 Law of Branding tells us it takes:

  • 3 Impressions to begin to develop name recognition
  • 7 Impressions for consumers to put your name with your business
  • 27 Impressions to become a BRAND NAME in the mind of consumers

To control a 20% Market Share of a Geographic Area by becoming a Brand Name. When you are a Brand Name in a Geographic Area of 500 to 5,000 homes, several great things happen.  You are the area Expert. You spend less time learning and more time executing. Your Listing Presentations are a breeze because you have the Proven Results. Your phone rings every month and you own 20% of all the listings in the area! Your income skyrockets to a professional level…with less work. There really is no other competition – You become the agent to compete against. The best part is you have 10 to 50 listings a year.

You don’t become a brand name overnight. Research proves it takes 27 impressions. But not just any impression – relevant impressions that are congruent with giving consumers compelling reasons to call you – impressions that establish you as a professional who gets results – impressions that educate with information that consumers actually look forward to receiving every month!

The reason that less than 5% of all agents nationwide accomplish owning a 20% market share of a geographic area is:

  1. They don’t commit to a long term strategy
  2. They don’t see an immediate return on investment
  3. They get too busy working in their business and don’t devote the necessary resources to work on their business

The Market Dominator System actually provides a plug-and-play system where 90% of the work is already done for you. A new Market Dominator is released on the 15th of each month. It is designed so that you don’t have to touch it…but you have the flexibility to make any changes you want.

One of the best reasons to commit to the Market Dominator System is the. Because of the sheer size (12” × 15”) and the design, you have the opportunity to get a couple marketing partners – probably people you are already doing business with – and you can plug them onto the back page. They win and you win. Once this is set up, you (or your assistant) will spend less than 15 minutes a month to execute this system.

Is this for EVERYONE?  Absolutely not.  Is it for YOU?  Find out today!  Call our marketing team at 866.405.3638 or click here to learn more and download the Executive Summary and discover if this powerful system should be in YOUR toolbox this year!  

 

 

Kick Start Your 2014 Marketing BEFORE the New Yearprospectsplus cyber monday

Savings is serious business.  And for agents who are serious about growing their business to the next level and beyond aren’t leaving anything to chance.  While they’ll still probably revel in holiday festivities, they are putting together the groundwork and strategic plan to sail past their competitors in 2014, put more balance in their lives, and bring the best possible resources and service to the buyers and sellers they represent.

Eager to do the same?  Save now!  You don’t even have to wait!  Meet us in cyberspace from now through midnight on Monday, December 2nd and save 13% off ANYTHING on the site!  What do YOU want to stock up on while costs are super low?

  • Direct Mail Postcards (Use promo codes:  CYBER-S for standard sized postcards, CYBER-J for jumbo, first class mailed cards, CYBER-JS for jumbo cards mailed standard class,           CYBER-P for panoramic postcards, mailed first class, CYBER-PS for panoramic, mailed standard class, CYBER-M for mega size postcards, mailed first class, and CYBER-MS for mega postcards mailed standard class for 13% savings, not including postage)
  • Market Dominator – (Use promo code:  CYBER-D for 13% savings, not including postage.)
  • Newsletters (Use promo codes:  CYBER for newsletters printed and shipped to you, CYBER-N for newsletters printed and mailed for you, first class postage and CYBER-NS for newsletters printed and mailed for you, standard class postage for 13% savings, not including postage.)
  • Marketing Kits (FSBO, EXPIRED, LUXURY) – (Use promo code:  CYBER – for 13% savings.)
  • Business Cards – (Use promo code:  CYBER – for 13% savings.)
  • Brochures (Use promo code:  CYBER – for 13% savings.)-
  • Flyers– (Use promo code:  CYBER – for 13% savings.)
  • Door Hangers – (Use promo code:  CYBER – for 13% savings.)
  • Presentation Folders (Use promo code:  CYBER – for 13% savings.)

We’ve got a little bit of everything to help agents streamline their business, work smarter, not harder and connect both creatively and consistently with their sphere of influence and farm.

Pre-sale starts now! Save now through Monday, December 2nd at midnight! Good luck and happy shopping!  (No crowds, lines or parking problems! You’ve got to love cyberspace!)

Need help deciding which direction to take?  Contact our marketing team today at 866.405.3638! 

Shake Up Your Thinking & Your Business

By Julie Escobar

As a sales professional or any business minded entrepreneur really – one of the best pieces of advice I’ve ever heard was by Keynote Speaker Connie Podesta when she said, “NEVER be satisfied with the status quo.  It really is like throwing a monkey wrench into your creativity, forward motion and success.”  As one of the leading experts in CHANGE – Connie hits the nail on the head with that one.  (That’s a good one to even share with your kids if you have them!  Never too early to learn-right?).

Status quo is limited thinking.  It’s cementing your career and mindset in the past – and that my friends will never get you what you want in the future.  Look at it this way – our world is changing at lightning speed – and to get the most from our lives and careers – we’ve got to be willing to keep pace.  So let’s do this.  Let’s get UNSTUCK.  If you are finding yourself STUCK in old habits, old mindsets, old dialogues, old marketing plans, even the same old crowd that is bent on bringing everyone down – CHANGE things UP!

Pick a new niche – choose a new neighborhood as your geographic farm, contact the business owners in your market and create some alliances.  Be CONSISTENT.  Be CREATIVE.  Be COURAGEOUS. You don’t even have to try to re-invent the wheel!  Use systems that are timely, affordable and easy to implement- so that you can spend your priority time doing what you do best — connecting with PEOPLE.  Ultimately we are all in a service industry – and our business is connecting and communicating with the PEOPLE in our market areas.  Getting those folks in your market to know you, like you and trust you — is the foundation of a great book of business.

I love real estate industry icon Danielle Kennedy’s approach to creating new business.  She said, “I believe you should contact your past customers at least once a month in some way. Send out an email, postcards,  knock on the door with some door hangers,  mail a personal note — all of it. And work your way through the alphabet of your book of business at least every three months. Don’t worry about checking in, you’re not bugging them. Send them a picture of you winning an award, with a note telling them how much you appreciate that they are a part of what you do and that they’re wonderful. Put a system in place to contact them consistently. Plant those seeds for referrals. After all, as Woody Allen says, ‘80% of success is showing up!’  Farm every week, work Expireds every week and create a niche that you LOVE.  That way you’re never in fear of burning out – and perspective comes easily.”

So if you’re ready to make a change, grow your business and tell the status quo to move over – we’re right here to help you!  From creating the right marketing pieces for the right niches to consistently connecting and communicating with your sphere and farm – we’ve got you covered.  Call our team at 866.405.3638 today.