Thursday, September 21, 2017

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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“Success is When Preparation Meets Opportunity”October Master Marketing Schedule

By Julie Escobar

Success in real estate sales comes down to consistently ensuring you have the right tools to market to the right people at the right time.  And helping our customers and real estate pros all over North America choose the systems, tools, and data to do just that is exactly what we’re passionate about.

That’s why we’re bringing back the Master Marketing Schedule: Your Month-to-Month Guide for Strategic Marketing.  For our long time customers, you’ll remember this as a powerful calendar filled with strategic – “what to do and when” strategies that agents could put into play every month.  Instead of having to wonder how they could effectively grow their business – they simply turned to the calendar to see what tools to deploy when.  It made marketing more effective, less stressful and a whole lot easier than creating everything themselves.

Only now – we’ve IMPROVED the schedule by taking it online a digital format – so that everything is easy to access, fun to use and keeps you ahead of competition creatively, effectively and affordably.

And we’re giving you three months of strategies at a time so you and your team can plan AHEAD and we can always ensure that the content is viable, fresh and timely all year around!

Each month you’ll find six components to watch for:

  1. A calendar that shows you visually what days you’ll want to take action.
  2. A color-coded legend that will easily identify different market segments for you to target such as investors, sphere of influence, geographic farm and more.
  3. An action item list that gives you at least four results-focused action items you can take to build a stronger book of business.
  4. A tip of the month that will often feature outside the box strategies that get you noticed.
  5. Insightful how-to videos to walk you through new concepts, products or systems in a fun, step-by-step way.
  6. A new version of our fun days schedule that shares fun and sometimes quirky holidays that allow you to reach out to your sphere in fun ways and be REMEMBERED.

Statistics tell us that 95% of your business will come from Family, Friends, Close Acquaintances or Referrals from one of these three groups.  These are the folks that make up your book of business – and savvy agents will tell you that’s where they put THEIR marketing efforts, energy and dollars.

We’re thrilled to bring this vital and helpful tool back to the industry.  Brokers, managers and training directors have found the Master Marketing Schedule to also be an incredible addition to their monthly sales meetings and training courses as a way to spotlight unique and effective ways for agents to market themselves without breaking the budget!

Bookmark the all new Master Marketing Schedule page today!

Have questions or need help?  Call us today at 866.405.3638.  We’re happy to assist! Want to get on the list for a free copy of our print version of the three-month calendar?  Click here to register for your free ProspectsPLUS.com account! 

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!  

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.