Saturday, October 21, 2017

Savvy Agents Choose the Right Continuity Program for Their Market

By Julie Escobar

One thing is a certainly a constant in our world – and that is that people are creatures of HABIT.  re news mayThey want predictability, comfortable decisions and easy choices – especially when it comes to who they CHOOSE to do business with.  And with a market where competition is fierce and marketing dollars tightened, savvy agents are making smart choices of their own in terms of the continuity systems and tools they are using to engage their sphere of influence or geographic farm consistently, month-after-month.

Top-of-mind awareness doesn’t just happen-right?  (Wouldn’t THAT be fantastic?)  Instead, it’s something we have to work at.  But the truth is, top salespeople know that to make the most of their talents and skills and earn top dollar – they should be doing what THEY do BEST – LISTING and SELLING homes.  Getting face-to-face and voice-to-voice with buyers and sellers.  NOT necessarily writing and designing mailers, schlepping down to the post office themselves.  But the marketing HAS to be done.  The brand awareness has to be built and the influence has to be developed and earned in that sphere.

Why?  Statistics show that 90% of real estate buyers and sellers come from the following:re news april

  • 48% choose someone they already know (the relationship has been built)
  • 24% choose an agent based on a referral or word of mouth
  • 12% from a listing call or for sale sign
  • 6% from open houses

So if you’re NOT building that relationship – you will be battling it out with the other agents for that leftover 10%.  (And that’s just no fun – and low rewards!)  So let’s look at a system that’s easy, manageable, doesn’t take a boatload of your time and gets your sphere or farm engaged – what do you say?

ProspectsPLUS! has been a leader in helping agents serve up the right messages to their right market segments at the right time – and that includes writing some of the best-read newsletters in the industry.   And our newsletters are filled with timely information, eye-catching real estate infographics, fun facts to share, and engaging direct response offers —  so that agents just like you can, in just a matter of minutes, use these powerful continuity tools to stay in touch CONSISTENTLY with that VERY IMPORTANT 90%!

What makes our newsletters the tool of choice for so many agents?

  • They’re done for you.  While every newsletter is COMPLETELY EDITABLE – in other words – re news april dominatoryou can change anything you want in terms of copy.  You can add your own spin, market statistics, personal note or invoke your own personality but when time is of the essence and you just want to get it checked off the list – you’ve got a template that’s ready-made with everything you need to capture your customer’s attention.
  • They’re compelling.  We put in the time, effort, energy and RESEARCH to create newsletters that get READ.  Interesting headlines.  Topics that are timely.  Articles that enter the conversations going on in the minds and households of consumers today.  Fun facts people can share with friends or online in the social media platforms.  News they need to know.
  • They’re DIRECT RESPONSE.  Meaning all throughout the newsletters, you’re giving customers or potential customers persuasive reasons to contact YOU.  They offer items of VALUE.  Engage them with smart questions that invite people to call you for answers.
  • Space for sponsorship.  Many agents use the ‘editorial’ section on page two of their newsletters to feature a sponsor such as a title rep, mortgage lender or real estate attorney.  This allows them to spotlight a trusted resource – and either share in the cost of the monthly newsletter – or in many cases- get them paid for completely by the sponsor.  That’s a win-win-win for everyone.  The sponsor gets recognition and builds a relationship with a trusted REALTOR, the agent gets their marketing paid for and has the ability to CONSISTENTLY reach out to the sphere or farm and the consumers get information that’s engaging, timely and of interest!
  • They’re AFFORDABLE.  You’ll find all of ProspectsPLUS! tools and solutions always competitively priced and newsletters are no exception.  Sign up for your FREE account online and you can preview our pricing matrix based on quantity and shipping options.  Just visit us online today.
  • They’re EASY.  Who has time for frustration in today’s world?  Once you’ve created an account, added your personal information and photos – the rest is a piece of cake.  With all the content already done for you – it couldn’t be simpler.  And if you’d like a helpful hand to walk you through the process or help you decide – contact our team at 866.405.3638 today. They’re always eager to assist!
  • You have OPTIONS.  Our newsletters come with three different options.  First, our Done-for-you – which can be downloaded as a pdf and printed yourself, shipped to you, or mailed for you. Secondly, you could take advantage of the Every Door Direct Mail® version and save big on postal costs!  And lastly. for those eager to DOMINATE  a market, our Market Dominator System™.  Learn the difference between all three options here! 

If you’re in the market for a continuity program that makes your job easier, your production and market share INCREASE and that’s easy on your budget – check out our newsletters today.    We’ve even added a step-by-step video for you so you can see for yourself how easy it is!

Oh – and here’s a tip for ADDING to your sphere — ever work with investors?  Or in property management? It’s easy to find the names and addresses of non-owner occupied luxury properties. Simply use the MapMyMail system and choose the non-owner-occupied data select! Watch the video here.

Happy marketing and remember – we’re here if you need us!  Just call our team today at 866.405.3638.  Google

An Experienced Nod for Newslettersreal estate newsletters

By Julie Escobar

When it comes to direct marketing, you can’t beat the reputation of Dan Kennedy.  He’s been around the block – in fact, I’m fairly sure he’s BUILT a few of the blocks. That’s why it was awesome to see his piece last week on the power of newsletters and how they have not, as some bloggers would suggest, “met their demise”.  Mr. Kennedy, and many of his followers have earned their stripes by building solid, long-lasting relationships — most using his direct-response materials.

After 20 years in the direct mail and real estate marketing industry, we couldn’t agree more.  Our clients have been using newsletters to stay top-of-mind with their sphere and geographic farm areas and love the results they get in return.  While many in our business have taken direct mail completely OFF their marketing menu, you’ve got to love the power of doing something DIFFERENT to get yourself noticed (and remembered!)

Today’s consumers are hungry for new, timely, and on-target information.  They want resources they can trust and hyper-local information that is important to them, their family and the decisions facing them in today’s market.  And the agent that delivers that?  Not just ONCE, but time and time again?  Will be the agent that wins in the end.  We know that delivering quality content month after month is tough to do for busy agents.  Top agents spend (and should) their valuable time face-to-face and voice-to-voice with sellers and buyers.  That’s what is closest to their revenue line, and what they are best at.  Compiling, collating and disseminating content is time consuming and for many, frustrating.  We get it.  That’s why we’ve always said, “creating is hard, but clicking is easy!”  We develop the content month after month that gets agents noticed.  And we don’t leave out the details!

Adding eye-catching real estate infographics, industry-relevant articles, call-provoking direct response offers, and warm, client-friendly commentary are just some of what make our newsletters such a success for agents.  We also include the ability to completely edit any of the pieces and add in local stats and information to really personalize for those agents that CHOOSE to add their own creative touches.  It couldn’t be easier.

So for those that say newsletters are a thing of the past, we beg to differ.  When you combine real content, real resources, real top-of-mind awareness, and real consultative communication with the people in your sphere and farm CONSISTENTLY?  You’re more than ‘sending a newsletter.’  You’re building a referral base that will take you throughout your career.

And for those who REALLY want to DOMINATE in their marketplace, we’ve got a system that delivers MORE than just a newsletter that gets you both in the door and drives market share for less!  Learn more!

Want to learn more?  View all of our newsletter templates here or contact our office today at 866.405,3638 to find out how we can help you start reaching out to the referral market you may be missing today!

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! 

The Inside Scoop From the Print Shoppostcards

By Julie Escobar

Well, if I ever want the inside skinny on WHAT agents are doing effectively and WHY, I head straight to the source and connect with my good friend, colleague and all around smart cookie Ramona Williams.  Since it seems like Every Door Direct Mail (EDDM)™ is the hot-market marketing tool of choice, I thought I’d find out what agents are saying these days.

Here’s the scoop:

Q: Ramona, EDDM orders are flying out of the print shop at break-neck speeds these days – what would you say the top three TYPES of mailings agents are ordering when using this cool and affordable service?

A:  I’d say by far the most popular piece hands-down is the Panoramic Postcard featuring a new listing.  It’s sleek, beautiful, markets the new listing and is a great way to showcase the agent’s results as well.  Secondly, we’re seeing a lot of agents who are using a little bigger piece to spotlight multiple listings on one mailer.  It might be for a series of open houses or just to showcase that the agent is the turn-to person to call for listings in an area.  And third, we’re seeing agents use panoramic postcards featuring direct response offers such as a Free CMA, List of Homes, Consultation, etc.

Q:  Great – yes, I think the panoramic postcard is definitely the front runner choice for agents right now. How many routes, on average, are you seeing agents choose? 

A:  I would say most agents choose one or two routes.  With the average carrier route running anywhere from 300-500 homes, it just seems like a manageable area for most agents to not only connect with – but have the ability to follow up on.  (And that really IS still the key-right?)

Q:  Right! So what’s the response been from the agents that you’ve talked to – is it working? 

A:  Absolutely, and I believe that most of the agents that are taking advantage of this powerful, yet affordable new option from the post office are using it in some very smart ways.  They are using them to break into new areas where they’ve maybe got a little name recognition but want more, or they are using it to really consistently cultivate listing saturation.  Both are really smart strategies.

Q:  I agree! Any last words of advice for agents considering EDDM?

A:  Just that like ANY marketing, consistency really is key.  If budget is an issue then I would say choose a smaller route and be consistent in sending to that route often. One-shot mailings – even ones that saturate a market area are not normally very effective.  The agents that are seeing the best results from this system are sending every one to two months for at least six months.

Thank you much Ramona for your insights.  As always – you’re very helpful!  If you are a real estate pro and you’d like to learn more about whether EDDM is right for you or whether another form of marketing might better suit your needs and market area – give Ramona and her team a call at 1.866.405.3638 today.  They’ve got the answers you need to kick your spring marketing into HIGH gear! 

 

 

 

 

Making the Most of the New Year…Resolutions

By Julie Escobar

You know there comes an age (and that’s different for everyone) when you just know what works and what doesn’t and all the ‘I’m gonna try’s’ in the world aren’t going to make the difference.  These days we can resolve to change, to be different, to do better – but unless really give that resolve some muscle by way of mindset, habit and system CHANGES – well find ourselves, like so many others, pitching them two weeks into the year.

Instead, let’s do this.  Let’s take ACTION.  Positive, powerful, forward-momentum gaining ACTION every day.  Keep track of it.  Celebrate it.  Go for it.  Here are some ideas for the new year that CAN increase your business, decrease your stress, help you find balance and honestly, make a world of difference.  Ready?

  1. Don’t try to do it all yourself.  It’s 2013-the age of technology, super apps, virtual assistants, and systems that automate your marketing, your connectivity and your database.  Take a day in the next two weeks if you haven’t already and tap into those tools that will make your life and job easier.  (And remember our marketing team is here to help you too.  With experience and tools – they can help you choose what systems best meet your needs.  Call them at 866.405.3638 today and let’s get this year kicked off!)
  2. Commit to consistency.  The best possible thing you can do to develop your sphere or farm is to connect CONSISTENTLY month in and month out.  It doesn’t have to be expensive or difficult – but it does need to be done if you expect to lead in today’s increasingly competitive market.  Shake it up.  Mix your marketing means.  Direct mail every month or  every other month.  Every Door Direct Mail newsletter once a quarter.  Just Listed Postcards for each new listing.  eMail.  Face-to-face.  Community events.  Don’t be afraid to get out there.  Get visible.  Stay visible.  It really is a powerful secret to success.
  3. Keep learning.  Boy, things are changing at the blink of an eye these days aren’t they?  Social media mixes it up almost weekly, consumers are more savvy than ever and your competitors are building skills like sales warriors.  The cool thing?  Learning doesn’t have to be boring or old hat.  Find a group of agents you like, respect and have similar integrity levels and meet once a month for an idea exchange.  It’s a great chance to learn, share referrals and sharpen your skills.  (And it can be FUN!)
  4. Fuel your mindset.  Listen, no one wants to work with a Grumpy Gus, Debbie Downer or any of their negative relatives.  Find the joy in what you do by working with the people you really want to work with.  Find a niche that you’re passionate about and guess what?  You’ll be excited to go to work every day to service those folks.  You’ll make new contacts, new customers and even new friends – and isn’t that a terrific way to face the new year?  From daily affirmations to a smart system of time management that keeps you on track and moving forward – give yourself the best chance for success.

So, my challenge to you is to go beyond the RESOLUTION and move more into the ACTIONS that it takes to thrive in our changing market.  Things are looking up for our industry.  Markets are coming back.  Some are even on fire.  You can make the most of the new year too – and we want you to know that we’re here every step of the way!    Call us today at 866.405.3638 to get your year in high gear!