Saturday, November 18, 2017

Average More Transactions Every Year

The difference between always chasing commissions, or having a reliable referral base to count on, depends on your investment in a sphere of influence.

Want to build a business that is strong, sustainable and competitive, and that you can sell when you’re ready to retire?

Start by creating your SOI.

It’s easier than you think – and will help you get on track to average more transactions every year.

Think about this, if you had 250 people in a database you consistently stay in touch with and develop a relationship with, who will they call when they have a real estate question, need or referral?

YOU.

If just 10% of your database sold or referred to you every year, what would that mean for your income?

Building a database doesn’t have to be hard.

It just needs to be a consistent part of your weekly business habits.

Not having a sphere of influence is hands-down, the single biggest obstacle to agent success.

It will keep you in the endless cycle of always chasing new business, without the benefit of ever gaining any traction.

And think about this, statistically, 1 in every 12 people in your SOI will either do business with you or refer business to you each year.

Not bad odds. Is this worth your time now?

Related: Four Strategies For a Stronger Sphere of Influence

Time to Create Your List.

Begin with the following names (including email, address, phone):

Family, spouse’s family, extended family, neighbors, past customers

best friends, close friends, children’s friends parents, church congregation

Children’s teachers, coaches, principal

Family dentist, doctors, optometrists, business coleagues

Employees/owners of retail establishments and restaurants you frequent

PTA board at your children’s school, Sunday school teacher

Manicurist, facialist, hair dresser, dry cleaner

Auto maintenance/repair shop, tire shop, mailman

Once you have compiled your list – Take Action

Start a touch marketing campaign every 21-35 days. 

Send our done-for-you newsletters every month. They’re designed to be eye-catching, informational, and are filled with direct response offers that get results.

Or consider a series of postcards such as holidayrecipe postcards, customer appreciation cards, or listing inventory cards that will keep you top of mind until you have the opportunity to see or speak to them.

Even if your list is small, don’t wait to start your marketing.

Momentum doesn’t just happen. But over time you can build something powerful.

The 20 year value of a client is roughly $49,647.

With that number in mind – how many people do you plan to put in your book of business?

Need our assistance? We would love to help you! Call our support team a 866.405.3638. 

Insights from Helene Nunez

by Julie Escobar

We seriously have the best customers. They are always so generous in their willingness to share ideas, experience, and strategies with our readers. I loved the spirit of one of our customers who recently jumped into the $10K Realtor Contest with a fun entry, who turned one Master Marketing Schedule idea into an exciting and fun opportunity to reach out to some of her current clients. Meet Helene Nunez and see what SHE’S doing to shake things up in her market!

Q:  Thanks for sharing your ideas with us! Can you first tell our readers a little about yourself?

A: Sure, I am a mother of three daughters and two stepdaughters, and I am so blessed to have 12 healthy grandchildren. I am a native of Tampa, Florida, where Irma just paid a visit! I am so thankful my family is all safe. I am a family of seven. I have two older brothers, then me, then two more brothers, then two sisters. (We are all a family of workaholics!) My Mom, Abby, and stepdad, Bob, came here to Louisiana to avoid Irma. My mom is/was a licensed broker in Tampa, and if truth be known, she could sell ice to an Eskimo!  My sister Paula is also a Realtor in Tampa. And she is super amazing and is a true workaholic, like me! I moved to Louisiana in 1995.  I started real estate in 2003 with Keller Williams, then three years later opened Helene Team Realty. I was very nervous taking the broker exam, and I told my two clients that wanted me to list their home that failure is not an option. I had to pass this broker exam, and God was with me, and I passed!  I always wondered what I wanted to do when I grew up, and in my very first week of being a Realtor, I KNEW I’d found my calling. I was terrified, but absolutely love what I do.

Q:  I loved that you took on one of the fun Master Marketing Schedule tips and chose the Trail Mix Day! How fun is that?  What made you choose that and what kind of reaction did you get from clients?

A: Well, when I saw that it was National Trail Mix Day, I thought, I can do that! So, I went out and purchased several bags of Trail Mix, and took it to the clients I was currently working with, and man, oh man, they were so excited! And, their excitement, made me realize even more that I found the right company to work with. I love your ideas!

Q:  What do you like most about the Schedule and what, if anything, surprised you about it?

A: I was totally surprised by most of the ideas. Man, they are fantastic. I love the schedule because it gives me ideas that I could not possibly think of myself. What great inspiration.

Q:  What’s most important to you in terms of staying top of mind with your sphere of influence and farm area prospects?

A: Staying top of mind with your sphere is everything. It is so important. If you don’t stay in touch, your past client can and will buy from another agent. Real estate is about building long-standing relationships. You see, you want to sell to your client, and when done the right way, then, they refer their family, friends, and even their children to you when they come of age!

Q:  So many agents struggle to market because they never put a database together. What advice would you have for them?

A:  No database??? You have to have a database to build your business. That is the most basic need. And, be sure to feed it daily. And, one day when you retire, you will actually have a business to sell.  Your book of business IS your database.

Q:  How often do you personally connect with your sphere?

A: I try to contact my sphere four times a year. Some have moved and have different addresses, and some have changed their cell phone numbers, but I drive by their house and drop off a little gift. Maybe some fresh baked cookies, or a treat of some kind. But it is so important to stay top of mind with your sphere.

Q:  What expert advice would you have for agents just beginning to brand and market themselves in an area?

A: In order to grow your business be consistent. Start with a database. That IS your business. Educate yourself. Knowledge is power, and the more you know, the more you can protect your clients’ interest. Yes, it takes time and money. But, if you stay disciplined, the money will follow and you can build a great business.  I’d also like to share one of my favorite quotes by Albert Einstein: “Strive not to be a success but rather be of value.”  If being of value is your focus, success will follow.

Q:  If agents have a referral for you, how can they reach you?

A: The best way to reach me is by my cell phone 504-427-6183. My office number is 985-639-3991. Email helene@heleneteam.com and my office is in Olde Towne Slidell, 2010 First Street, Slidell, LA 70458.

Thank you so much, Helene! You’re awesome! If you are a customer and would like to share ideas of your own, please contact me today to set up an interview! I can be reached at julie.escobar@prospectsplus.com.

Be like Helene! Jump into the contest!  

CLICK HERE TO LEARN HOW YOU CAN WIN $10,000.

 

Show up. Again and again. With your best self. Your best skills. Your best brand. 

When you do – greatness happens.

Remember the 3-7-27 Rule of Branding. 

  • It takes 3 touches for someone to remember your name.
  • 7 touches for them to put your name with your business.
  • 27 for your name and business to become a brand.

How many VIPs in your Sphere of Influence can you reach out to today to get closer to your goals?

#realestatemarketing #notimelikethepresent #3727law

We’re here if you need us. Call our marketing team at 866.405.3638 today.

Don’t miss out! Remember to jump into our big contest this week! 

CLICK HERE TO LEARN HOW YOU CAN WIN $10,000.

The Difference Between Calm & Commission Chasing

By Julie Escobar

One of the biggest challenges for people getting into the business of real estate is the fear of NOT knowing when they will get paid.  Commission only? Are you kidding me?  While that’s a genuine concern when you’re brand new and haven’t learned the ropes yet, what’s interesting is how many people are STILL unclear about when and where their next commission will come from though they’ve been in the business for years.  The common denominator for that dilemma lies in whether they take a proactive or reactive approach to their business.

First and foremost?  You are an independent contractor, and as such you are running a business entity, so treating it as such is more than common sense – it’s a must.  Proactive agents know where their leads are coming from because they are putting systems in place to ensure that they are marketing themselves in the areas that matter most such as:

  • Their sphere of influence: Those folks that already know them, like them, trust them and would do business with them. They know that if they stay in touch monthly, contact regularly, and make these VIPs a priority, they can expect a referral, listing or sale from one in twelve each year. (Marketing methods of choice: Newsletter, Holiday Postcards, Recipe Cards, Content Cards, Annual Customer Appreciation events, and a phone call or visit at LEAST twice per year.)
  • Their geo farm: The market area they most want to dominate. Smart agents choose a neighborhood that already has some turnover, does NOT have another agent with the substantial presence or market share, and has a price point that makes sense for them to invest in marketing. (Marketing methods of choice:  Market Dominator, Just Listed/Just Sold postcards, Open Houses, Neighborhood luxury cardsUpdate/Free Offer Series and farm canvassing at least three times per year.)
  • A niche: That tribe of people or customers you most like to work with.  Maybe it’s first time home buyers, or seniors, or medical professionals, or boaters. Whatever group you feel connected with – make yourself known as the go-to agent.  (Marketing Methods of choice, Newsletters, Lifestyle Interest Postcards and attending or sponsoring events specifically targeted to that niche.)
  • Lead generation: Continuously casting new nets for new business as well as constant prospecting the three segments above. (Marketing Methods of choice: Reaching out to local businesses for networking and referrals, partnering with local PTAs and sporting teams, using Every Door Direct Mail to market to blanket a new carrier route, Listing Inventory postcards.)

These agents aren’t shy about sharing their success rates either.  They use social media wisely, are active and visible in the communities they service and they broadcast their results via Just Listed/Just Sold postcards and online announcements.  Examples: Sold in TWO days!  Was on the market with another agent for six months. Now sold in just one week!

Reactive agents? Pretty much none of the above. They spend the bulk of their time working with buyers and usually only actively seek a new listing once the one or two they have in inventory sell.  I love what Darryl Davis shared in his last article with us.  “It’s no longer listings are the name of the game – it’s listing INVENTORY is the name of the game.”  He compares it to owning a shoe store and having no shoes left to sell.

Bottom line: When you are reactionary, as in, “I have no income coming in – let me go take a listing now,” your life is stressful. You worry about providing for yourself and your family.  You aren’t sure if you need to go “get a real job”.

When you are proactive, you make marketing and prospecting part of your daily routine.  You KNOW your numbers.  “I need to speak with X number of people each day to get X amount of appointments, to do X number of listings, X amount of sales, and X number of closings.”  You use time blocking to prioritize your time and activity. You use systems to automate your marketing or simplify the processes.

If you’re a brand new agent or are an agent that needs less stress, more business and are ready to get to the next level in your career – kick that reactive stuff to the curb and jump in with a proactive plan to build your business.

Need help working with your sphere, farm or niche? We’ve got everything you need to succeed at www.prospectsplus.com or call our team at 866.405.3638.

 

Start by Answering the Questions Already in the Minds of Consumers

By Julie Escobar

A new month – and a new marketing season are straight ahead — and both buyers and sellers in our markets have been inundated with information regarding the economy and the housing industry on television, in print and on the internet.  Some good information – some misinterpreted, and some just flat out wrong.

What consumers need more than ever is a RELIABLE, TRUSTWORTHY resource to help them best understand how market changes affect them most. What’s my home worth today?  What if I wait a year to sell?  What are interest rates going to do?   Should they sell?  Should they buy?  Should they move up to the next size home or is that a risk?

The questions are many – and the answers are yours for the giving – IF you can capture (and keep) the top-of-mind attention of the folks in your area.

One direct response series that is getting great response for agents is our Free Offer Series.  Sending three over the course of 2-3 months can certainly help you create the top-of-mind awareness and show potential sellers that you are the agent to ask when they have questions.

Consider kicking off this campaign free home market analysis starting with the Market Analysis postcard.   This allows you to spotlight your ability to deliver the information sellers are looking for in a professional way and tap into today’s consumers’ natural desire to search out ‘free’ offers and trusted resources.

Step one:  Login to your free ProspectsPLUS.com account. (Or easily create an account and profile in a matter of minutes. Once your profile is ready – the system will automatically populate your information into all of the 680+ marketing tools on the site.)

Step two:  Select the Market Analysis Postcard.  You can leave as is or customize to suit your marketing style. Click here to watch a video on how to select a postcard series.

Step three:  Add your mailing list or use our mapping tools to create a mailing list. If you need help with mailing lists – call our support team at 866.405.3638 or click here to see all of our comprehensive mailing list solutions.

Step four:  Place your order then track it. It’s that easy! Click here to watch a video on tracking your postcard order.

Making your job easier is our goal.  That’s why we’ve re-engineered the Master Marketing Schedule to offer free offer door hangerstrategic and creative solutions for building your business faster, easier, more affordable and with way less headaches. In fact, if you’re following the Schedule – this week is a great time to get out in those geo farms and start making real connections.  Our Free Offer Door hangers are a great compliment to the Free Offer postcards and the perfect leave behind when you’re door knocking in the market area you most want to dominate.

Putting systems for staying in touch in place don’t have to be tough – or time consuming.  Most of our top customers schedule 15-30 minutes at the beginning or end of every month to focus on what marketing tools they want to go out.  When they choose a campaign, it’s easy — they simply pick the next one in the series, order and get back to their high priority tasks. Some even delegate a member of their team to make it their priority that something is always being sent to their sphere and farm so top of mind awareness is always there.

Kudos to the agents that are working their systems and are willing to share their experiences with others. We so appreciate you all. For example, Cozett shared with us on ResellerRatings, “I like how ProspectsPLUS! puts marketing at my fingertips and then handles the time consuming work of mailing and distributing materials if I need them too.”  Or Jeremy who wrote on our Google+ page, “ProspectPLUS! is a real lifesaver for me. I have been looking around on how to keep in contact with my sellers. I needed more than just a phone call. The postcards are a highlight to my business now. This has also allowed me to start farming a few neighborhoods that I drive through with a more personal touch.”  Or Bradley who wrote on our Facebook Page, “ProspectsPLUS makes it so easy for me to market to not only my sphere but also to my farming areas. In less than 5 minutes I can have all of my postcards ordered and off my plate so I can work on what I do best…selling homes!”

We’d love to hear from you too! In fact, give us a shout out with a review now on our Google+ Page and you’ll be entered to win one of our monthly prizes! Wait until you see what’s in store for July!

Have questions or need help developing the marketing plan that’s right for you?  Call us today at 866.405.3638 or email us at pmc@prospectsplus.com.  We’re here to assist!