Saturday, December 16, 2017

Greetings Gang!  Just months ago we introduced our FREE series of marketing-based webinars for our clients across the nation and they have been met with great reviews, terrific questions and much curiosity about what topics we will cover next! 

I wanted to take the time to share our current calendar of events that will take us through the end of the year and let you know that we have lots more in store for you all in 2008.  We will include additional business planning, management and recruiting topics as well as provide Webinars-On-Demand! 

December 3rd: Unlock the Magic of MLSmailings.comTM
Join our helpful support team members as we walk you through the step-by-step simplicity of automating your marketing with MLSmailings.com. Whether you are creating a QuickCard, uploading a photo, or changing your order, we invite you to laugh and learn with us! Unlock the magic of MLSmailings.com!

December 5th: Planning for Profits in 2008! Presented by Wayne Einhorn
Learn the inside secrets and best solutions in the industry for leveraging a changing market, maximizing your earning potential and creating repeatable, sustainable success. Are you ready for your best year ever? Join Wayne for a step-by-step plan to close out ’07 and have a great ’08!

December 10th: Working with Expireds presented by Mike O’Boyle
More and more as our market normalizes agents find themselves facing expired listings. How can you turn this particular prospect base into a gold mine for your business? Tune in to learn some of the best strategies in the industry for doing just that!

December 17th: ProspectsPLUS! 101 presented by Billy Allen
A beginner’s course on how to fully utilize your ProspectsPLUS! software, including setup and placing your first postcard order.

Click on the Webinar(s) you are interested in above. You can register for multiple Webinars. All Webinars are completely free*! All Webinars start at 1:30pm Eastern Time.  Advance registration is required.  These events are a fun, convenient way to learn and our pleasure to bring to the real estate industry at large.  Interested in learning more?  Bookmark our site:  www.prospectsplus.com/webinars to stay current on upcoming training! 

For those of you who are more article and newsletter oriented, please feel free to browse our library of articles and archive of past newsletters simply by visiting our site www.prospectsplus.com and clicking on Feature Articles and Past Newsletters in the navigation pane to the left. 

As entreprenuers of all kinds – it never hurts to have additional resources at your fingertips.  I believe one of the greatest tools we have now is the ability to learn 24/7.  To be able to listen to your favorite motivational or training speakers at the click of a mouse, discover new technologies, techniques or skill build at whatever time of day or night is convenient for you is exciting. 

There has never been a better time to become the best you that you can be, personally or professionally!  I look forward to participating in that process whenever possible.  Bringing the right tools to the right people is more than just part of our mission statement — it is our passion. 

Let us know if there is ever anything we can do for YOU!

Internet HappyGood day friends!

As you may or may not know, one of the exciting parts of my job at ProspectsPLUS! is to create with my team of graphics gurus new marketing campaigns and pieces that drop seamlessly into our software program each month for our over 60,000 customers across North America!  While that might not sound exciting to you — it does give me an opportunity to put new timely, relevant, USEFUL tools in the hands of real estate and mortgage professionals every 30 days.  Call me a maniac – but to me – that really is a great gig! 

So I had a thought last night as I was prepping my list of things to do this week…(does anyone else’s list seem to get longer rather than shorter on a regular basis?)  What kind of marketing materials can we create to help our blogger friends spread the word about their blogs?  So, since one of my favorite things to do is ASK THE EXPERTS – I turn to you!  Having only been at this blogging thing a brief while, I must say how incredibly impressed I am with this community.  I have found it warm, welcoming and full of insight and ideas!  THANKS!

Our software currently contains over 600 marketing pieces including postcards, flyers, brochures, ads, presentation tools and lead generation systems, so any successes you may have found in one of those categories would be a huge help!!!

So tell me, oh wise ones, if you will…what’s worked best for you? 

Inquiring minds want to know!

With the November 13-16 NAR convention quickly approaching, ProspectsPLUS! is gearing up to bring its best and most innovative offerings to Las Vegas, including their all new coaching solution. The Florida-based company will use its more than 400 square feet of exhibit space at the Sands Expo and Convention Center for hands-on demonstrations and information resources designed to help REALTORS® excel in today’s quickly shifting industry. Highlights at ProspectsPLUS!
booth #4241 include:

  1. ProspectsPLUS! Achievement Coaching™. Presenting an all new coaching system which successfully partners the timeless tools and solutions offered in the ProspectsPLUS! technology products with highly trained, extraordinarily effective coaches, all of whom boast a healthy track record for helping entrepreneurs increase their annual income by $65,500. Working smarter, not harder has never been simpler.
  2. MLSmailings.com. This innovative and automated, cutting-edge system with patent-pending technology gives agents fast-track results with little to no effort on their part.
  3. ProspectsPLUS! 6.0. This time-tested software gives agents more than 600 marketing pieces to choose from in a matter of minutes. With a guarantee of at least six new listings in just 12 months, more than 60,000 agents across the United States and Canada utilize this time-saving, production-boosting program to ensure their success in ANY market.
  4. RecruitingPLUS! 6.0. Managers and brokers will find this upgraded program an exciting and viable method for rapidly recruiting both new and experienced agents in any market. With 12 full systems and 65 strategies to choose from, users can implement the ones that best fit their unique recruiting goals. The company is so confident in the program that it guarantees 24 recruiting interviews every 12 weeks. Enjoy a full demonstration, and pick up a free copy of the Master Recruiting Guide™, which details “How to Recruit 10 Agents in 60 Days” and “Sure-Fire Strategies for Becoming a Top Recruiter.”
  5. Master Marketing Schedule™. This FREE, hugely popular 24-month wall calendar is for agents who want a simple, effective marketing plan to stay on track in 2008. It offers approximately two campaigns per week and more than eight categories each month to help agents successfully target their sphere-of-influence client base and geographic farm areas. With ideas on how to identify and excel at the niche markets that most interest them, each month also provides creative customer service campaigns, industry resource tips and more.

Be sure to visit booth #4241 for winning solutions and your FREE Master Marketing Schedule™, Master Recruiting Guide™, invitation for FREE 20 Minute coaching consultation and hands-on demonstrations of the ProspectsPLUS! suite of products. You can find more cost-effective ways to boost production while saving time and money at www.prospectsplus.com. While you’re there, remember to sign up for the FREE Master Marketing Newsletter™. Call Julie Escobar at 866.405.3641 or visit www.prospectsplus.com and invite us in to share some strategies, jump start your production or share today’s best resource for cutting edge technology and marketing solutions!

Keeping company with industry leaders such as Michael Saunders and Company, John L. Scott Real Estate, Koenig & Strey, GMAC, Prudential Douglas Elliman and more, ProspectsPLUS! has published its corporate video on InmanStories.com. “We are thrilled to share the story of who we are, our foundation and our commitment with an industry that we are so passionate about,” said Jim Morton, President of ProspectsPLUS! “This is a tremendous opportunity to give brokers and agents a peek inside our dynamic organization and corporate team.” We invite you to take a look for yourself!

FSBOs looking for help will participate in conference calls—if they
can phone in anonymously!

by Mike O’Boyle, National Speaker, Regional Director

Want a creative way to work For Sale By Owners without the worries of do-notcall violations? The FSBO conference call is a powerful guerilla-marketing tool that will put you in touch with a lot of prospects.

According to the Texas Profi le of Homebuyers and Sellers, 16% of sellers in 2004 sold their home without using an agent—up from 11% in 2003, and higher than the national average of 14%. This survey also found that challenges for FSBOs include selling within the time planned, preparing the home for sale, attracting buyers, understanding paperwork, and getting the price right. Clearly, many people who sell their home on their own could benefi t from your help.

Knowing that a large number of FSBOs will eventually list their homes for sale with a real estate agent, why not try a rejection-free approach that will literally get FSBOs to call you? This is a creative, easy, cost-effective, and painless strategy that will get your phone to ring and increase your listing inventory. A word of caution: This tool isn’t for everyone. But if you are the type of person who believes in the magic of creating a relationship first and making the sale later, you’ll love this!

How can I get FSBOs to call me?
Contact your local telephone company or look in the yellow pages under conference call and fi nd out how to set up a conference call. There are many companies offering conference-call technology. You will receive a special phone number and instructions, which probably will include a password for folks calling into the conference call.

Create and print fliers letting FSBOs know that they can participate in a free, anonymous 30-minute conference call each week to help them sell their homes. Let them know what day and time to call and any instructions they need to join the conference call. Try not to pick a time and day of the week that confl ict with a popular TV series or major sporting events. Distribute your fliers/invitations to as many FSBOs as you can fi nd—the more the better. You can also place the fl iers on local bulletin boards in your area. Grocery stores, home-improvement stores, and shopping centers are all great places to start (and all places where FSBOs often advertise their homes). You can even search the Internet for FSBOs by going to Google and searching on the phrase for sale by owner and the name of your city. (For the best results, put for sale by owner in quotes and the name of your city outside the quotes.) Several Web sites will show up where FSBOs are advertising their homes for sale. You will be surprised how many of these Web sites actually display the FSBO e-mail addresses right on the site!

Now, for zero cost you can e-mail your fl ier directly to FSBOs with an invitation to participate in your free For Sale By Owner conference call each week. (Make sure that your e-mail subject line contains ADV:, you include your return e-mail address and postal address, have a means to unsubscribe, and comply with all other state and federal e-mail rules.

Your flier should let FSBOs know that they can talk with other people selling their homes on their own, and they can talk with you, one of the area’s top real estate professionals (or however you brand yourself).

What will you talk about?
Your job during this call is simply to carry the conversation. Thank your callers for joining in and let them know you are available for private consultation if they’d like to call you directly. Have a prepared list of subjects you plan to talk about and a list of sample questions they may want to discuss.

Offer free advice on what they can do in the next few days to help sell their home. Here are just a few examples of free information you can offer the participants of your call:

  • Selecting the right price to attract the most buyers
  • Making the right improvements to avoid wasting money on unnecessary, unprofitable projects
  • Advertising tips, so you don’t waste money
  • Preparing your home for a good showing
  • Holding a great open house
  • Qualifying buyers to separate them from lookers.

Now, imagine you were a caller. What would you ask? What would you want to know about selling your home?

  • What kind of financing alternatives may be offered
  • What to do when a buyer wants to make an offer
  • How to counteroffer without jeopardizing the sale
  • How to negotiate effectively for a better offer
  • Who to contact to help close the sale.

You can also invite guest speakers, such as loan officers, home inspectors, or real estate attorneys to discuss specific topics relating to the sale of a home. You can ask your guest speakers to pay for the cost of the call that week in exchange for the opportunity to market their services to home sellers.

Think about this example—even if a FSBO does sell his home on his own, the buyer will need a loan from somebody. If the buyer is not pre-qualified, and the FSBO can politely recommend the loan officer from the call for immediate pre-qualification, that certainly would be worthwhile for that mortgage professional. It also would be worthwhile for the FSBO, who does not have to waste time on unqualified buyers.

Throughout the conference call, offer free services. A price analysis, an equity analysis, or a FSBO first aid kit usually works well. What’s in a FSBO first aid kit? You can include information or advice to help the sellers sell their property, like a marketing plan, home-staging advice, negotiating tips, etc. These items may encourage the FSBO to invite you to show them how you can sell homes quickly and for top-dollar.

Finally, wrap up your call by asking the participants to call back and report their results to you and discuss new topics next week. This is a great way to build FSBO confidence and eventually gain their business.

Will FSBOs call in?
You bet they will, and here’s why:

  • It’s free
  • It’s anonymous
  • It’s more comfortable to them than meeting face to face with a real estate agent
  • Anybody with a touch-tone phone can call in from any location.

In fact, you can moderate the conference call from the comfort of your own home while you’re wearing pajamas and eating your favorite ice cream.

This is a definite “give before you get” proposition, so be patient. If you expect immediate results, you will be disappointed. Often, there will be a few people on the line who will not talk. After a couple of calls, most people will feel more comfortable and will chime in. It’s a beautiful thing when FSBOs begin sharing their horror stories of “an open house gone bad” with first-time callers.

Keep in mind that while some For Sale By Owners may successfully sell their homes on their own, many will decide to list with an agent. Your value proposition in exchange for offering this free service is that you are simply asking that should the time come when they do decide to list, you hope they will think of you. If they do sell on their own, perhaps you can help them with the purchase of their new home.

Remember to ask everyone on your calls for referrals.

Could this strategy be worth an extra listing (or two or three) per month to you? Set up the call, invite as many FSBOs as you can, and find out.

Mike O’Boyle is regional director with ProspectsPLUS! a personal real estate marketing software company endorsed by CRS. He has trained with industry experts including Floyd Wickman, Dave Beson, and Bill Barrett, and has delivered more than 1,500 talks nationwide helping real estate professionals make more money with proven tools and techniques. You can book him for your event at 972-772-8331, mike.oboyle@prospectsplus.com, or MikeOBoyle.net.