Friday, April 28, 2017

Three Strategies for a Constantly Changing Market

by Julie Escobar

As competition grows more fierce, you may find yourself like many agents asking, “What’s my next move?” Savvy sales professionals are negotiating the turn by investing in smart systems and tools that will help them compete long-term in today’s real estate arena. Who will take the lead in both listing and selling homes as we navigate this constantly shifting market? Those who stay strategically focused on one-to-one marketing, negotiating effectively up front, and committing to consistent business development through monthly prospecting.

1. Set Your Standards High: In any market, taking listings that just won’t sell is far worse than having no listings at all. While you may be tempted to take at any price, terms or commission to secure the listing, this is a recipe for failure. Consider instead, raising your standards using a strong, effective tool which spotlights the homeowner’s commitment to getting the home sold in the quickest possible time, with the best price and terms. We call it our Merchandising Review and there are three very successful ways to implement this valuable tool.

First: Make the right mutual decisions at the listing appointment. In all likelihood, throughout your presentation your sellers will have an objection or two regarding terms such as price, commission, etc. Our suggestion is to agreeably shelve objection handling until AFTER you have obtained the signatures for the listing. Then close your appointment by going over the Merchandising Review to make certain everything is MerchandisingReviewTHUMBin order.

Sample dialogue: “I want to thank you for listing your home with me. Please know that I will do everything in my power to get it sold. To help me do just that, let me take a few minutes to go over our Merchandising Review. I use this the same way pilots use a pre-flight checklist. This list of 18 different seller-controlled factors actually will help generate a quicker sale for the best possible price and terms. What I need from you is a commitment to check off at least eight of these items. Let’s review.” Then simply walk them through the list and negotiate where necessary.

Second: Get non-selling inventory back on track. Go through your inventory and red flag problem listings. Walk through the problems using the Merchandising Review. Contact your sellers by phone or visit in person to help them understand those review items that are hindering the sale of their home.

Sample Dialogue: “Mr. and Mrs. Seller, we’ve had your property on the market for ____ days now and we are not getting the results that either of us had hoped for. We have a new tool called the Merchandising Review that helps us identify problem areas, and I’d like to sit down with you to discuss those issues. I believe if we walk through these items we can get your listing back on track and help exact a faster sale for your home. Would tomorrow at 6:00 pm be good or would 8:30 pm be better?”real estate fsbo marketing postcards

Third: Capturing the attention of EXPIREDS! While expired listings have been remote in recent years, they are back and can be difficult to maneuver. The Merchandising Review offers you a great foot in the door for these sometimes soured-on-salespeople sellers. We’ve found the following dialogue captures their attention and helps you better negotiate both appointment and listing.

Sample Dialogue: “Hello, Mr./Mrs./Miss ____________. My name is ________and I’m with _________. The reason for my call is to see if you are still interested in selling your home. I’m sure you must be disappointed that it didn’t sell the first time, but I think I have something that will help keep that situation from happening to you again. It’s called a Merchandising Review, have you heard of it before? It is a special tool I use to make a comprehensive analysis of why your home didn’t sell and what needs to be done differently to guarantee it will sell should you decide to put it back on the market. What I’d like to do is to set a time when we could sit down to go over the Merchandising Review. It only takes about 20-25 minutes, and there will be absolutely no cost for this service. Would Wednesday at 6:15 pm be good or Thursday at 8:30 pm be better for you?”

Now, simply walk them through each item, correct the problem areas and review your marketing plan!

2. Price It Right Pyramid! Take advantage of this guerrilla-style objection handling tool when explaining to PricePyramidTHUMBsellers that the key to selling their property faster in a difficult market is to price it right from the beginning. Use this strategy in conjunction with the Merchandising Review and you have a great foundation for a successful sale.

The 5 most common mistakes sellers make when choosing a price:
1. Not choosing the right price when a property is first listed. In other words, thinking “we can always come down.”
2. Putting the property on the market at an unrealistic price. A property must be priced on a comparative basis to the other similar properties.
3. Not relating marketing time to price. Generally, the quicker you want to sell, the less you should be willing to take.
4. Calculating brokerage fees on top of the sales price. A home is worth what it’s worth, with or without a commission.
5. Thinking that buyers aren’t comparing your home, on a dollar-for-dollar basis, with every other home on the market.

3. Data Mine for Marketing Gold! To compete in today’s arena it helps to have a few high-tech tools in your arsenal. Data mining is a simple, highly effective tool which allows you to be very specific in your search for lifestyle interstnew prospects.  You can use our list services to find niche market clients such as boat owners looking for waterfront properties, golf enthusiasts searching for golf communities based on Lifestyle Interest Data. It’s perfect for customizing a targeted new potential customer mailing list so you easily match your message to your ideal market.

What kind of information can you access with our Demographic Search Option?

  • Tax assessor data supplied by Acxiom
  • Over 128 million deliverable addresses
  • 97.3% of US counties available
  • Radial, polygon or pinpoint search function
  • Identify and mail to owner/occupants or absentee owners

Whatever you do, make sure your message is clear and marketing consistent. Call, see or send something to everyone in your base of business at least every 30 days and you will weather the market changes with both ease and profit!

Need help? Visit www.prospectsplus.com, or contact our team at 866.405.3638 today. They’ve got the answers you’re looking for! 

Meet Gideon!  Baby Gideon is a handsome little guy with a ready smile. Just three days after it was found Gideon had stage 4, high-risk neuroblastoma, he was receiving his first dose of chemotherapy at St. Jude little gideonChildren’s Research Hospital®. His long and intensive cancer treatment plan involves surgery, antibody therapy and a bone marrow transplant – but his smile has never waned.

Gideon’s dad said, “As soon as we got here, it was abundantly clear that St. Jude was by far the best place to be in a terrible, terrible situation.”

Gideon’s great-grandmother has been giving faithfully to St. Jude for over 25 years, never expecting she would personally know anyone who needed St. Jude – much less be a member of a St. Jude family herself. Like all families at St. Jude, Gideon’s will never receive a bill for treatment, travel, housing or food – because all a family should worry about is helping their child live. “Those concerns evaporate when you’re here, because of the supporters,” said Gideon’s mom.

If you’d like to help us help kids just like Gideon, please donate today.  We will match your donations dollar for dollar!  Learn more at blog.prospectsplus.com/st-jude/.

By the way – for EVERY football schedule postcard order through September 15th, we’re also donating 10% (less postage, tax and shipping) to St. Jude Children’s Hospital. Get started today.

Expanding Your Marketing Options and Opportunity

By Julie Escobar

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

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

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

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

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

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

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

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

Was YOUR Name Drawn?

Wow! A big thanks to all our amazing contestants this past month! We had some terrific entries – and we thank you all so much for sharing your ProspectPLUS.com experiences! If your name wasn’t drawn – no worries!  We’ll choose three MORE winners April 5th!  Congratulations everyone!

Our $250 Winner is Scott Fuller, who shared, “I found their website and began messing with some templates. I received an awesome package in the mail with amazing samples for my business, along with promos. I have just ordered my first two mail pieces through them and I’m making plans for a lot more. I am incredibly impressed! The ability to purchase beautiful postcards, personalize them, get my mailing list, and have them mailed all in one place (and all at a great price) is so beneficial to my business.

Our $100 Winner is Landa White, who shared, “I found ProspectsPLUS.com while searching online for prospecting material. I’m glad I did. I placed my order and received it promptly. Love the door hangers. So professional looking and great price. I was so excited that I referred a friend who placed an order. Then, the next thing I know I’m being sent a $25 gift card because of my friend’s order! Thanks and I’m ready to place another order and spread the word about ProspectsPLUS.com!”

Our $50 winner is Lorna Henry, who shared, “As a new REALTOR on a very limited budget, I very much appreciate the complimentary tools & resources that are available to help me grow my business. ProspectsPLUS.com made available to anyone a 2016 MASTER MARKETING SCHEDULE that helps me stay in front of my sphere of influence with scheduling a timely and seasonal message to them. Thank you ProspectsPLUS!”

Thank you to everyone who entered! Ready to throw your hat in the ring? It’s easy!  Leave your review of your ProspectsPLUS.com product or service on our Google+ Page or our Facebook Page today!  We’ll give away a total of $400 more in ProspectsPLUS! gift cards!  Next drawing is April 5th.

We’d also like to invite you to join us in our goal to raise $50,000 for St. Jude Children’s Research Hospital®! We are matching every donation this year, dollar-for-dollar! Learn more at: blog.prospectsplus.com/st-jude

And if you’re in the mood to see what’s NEW – head over to our Specials Page and see all the new marketing tools for February and nab your 10% savings promo codes! 

Was YOUR Name Drawn?

Wow! A big thanks to all our amazing contestants this past month! We had some terrific entries – and we thank you all so much for sharing your ProspectPLUS.com experiences! If your name wasn’t drawn – no worries!  We’ll choose three MORE winners January 5th!  Congratulations everyone!

Our $250 Winner is Adam Kabinoff who shared, “The Market Dominator has helped me close $1.2MM in the last 9 months. This is a fact. But success with this product does not come because you want it to. Your monthly Dominator needs to be thoughtful and you need to find ways to follow up with your carrier route that allow you to get belly to belly with prospective Sellers. The Dominator is just the start of the conversation.”

Our $100 Winner is Kate DeSimone who shared, “I previously used Vista Print for my marketing materials but recently tried ProspectsPLUS.com because they offered a product that the other company didn’t have. I made an error in my order and even though it was my own mistake, the customer service team at ProspectPLUS! went above and beyond to satisfy me. They contacted me to check on my order, and they issued a gift certificate so I was able to reorder my product correctly without additional cost. Overall, 10 out 10 ten service!”

Our $50 Winner is Mari J. Davis who shared, “I admit I was skeptical however it worked perfectly. I listed a property, ProspectPLUS! mailed post cards to all the neighbors and I have two other listings from that. The post card was perfect, inexpensive and I never touched a thing, they did it all! Kudos to ProspectPLUS!

Our BONUS $50 Winner is Bob Surma who shared, “I found the website from the Realtor magazine and went online and ordered two postcards for two different areas in my town. Easy to use they were mailed within days and I received a call from each area within a week and will be listing two homes shortly. Great experience and I will use them again.”

Thank you to everyone who entered! Ready to throw your hat in the ring? It’s easy!  Leave your review of your ProspectsPLUS.com product or service on our Google+ Page or our Facebook Page today!  We’ll give away a total of $400 more in ProspectsPLUS! gift cards!  Next drawing is January 5th.