Sunday, January 21, 2018

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

Much like the proverbial apple that keeps the doctor away, committing at least an hour a day to your professional well being is the right prescription for the salesperson savvy enough to take a pro-active, preventative and inspired approach to growing their business.

What difference can an hour make? It can mean all the difference in the world when it comes to repeatable, sustainable success in this business. This business, like most sales industries is above all else, a people business, which means if you want to STAY in business, you’ve got to make staying top of mind with your customer base a priority. Did you know that National Association of REALTORS® statistics still show that more than 80% of consumers who list their homes don’t list with the person they bought it from? Why? They didn’t stay in touch. They failed to stay connected with their book of business. Now consider the national statistics that tell us that the average consumer moves every seven years, and buys a property worth at least 25% more than their current home – that puts an estimated career value of a client well over $110,000. With that kind of perspective in mind, an hour a day doesn’t seem like too much to ask does it?

If you’re thinking college kids and single moms – you might be on to something! Minnesota Realtor Jesse Godzala was recently featured in a Economist Perspective sharing his insight on the “faces” of the perfect home buying candidates that are keeping him busy every day!

“Here in St. Cloud, and I venture to guess plenty of other real estate markets across North America we have a large student population coming in surrounding the area colleges. What’s exciting to see is how savvy many of these kids and their parents are about taking advantage of the current market conditions to purchase homes at lower-than-normal prices, take advantage of the tax credit and find themselves with an investment they can count on at a fairly young age! It takes a little more work – you’ve got to educate them about every little aspect, especially if you are dealing with foreclosure properties or short sales. It’s worth it though – take good care of these young investors now and you’ll have clients for life! They are also a GREAT referral source! Another great customer base – and literally 75% of my customers – are single mothers. They’re great to work with. In my opinion, they know what they want, know what they can afford and not afford, have their budget mapped out and their eye on the properties they want. They’ve done their homework and they just need a professional to guide them safely through the process.”

Thanks Jesse for your insight! Need some tips for tapping into these two markets? We’ve got them! Almost every university or college has a school newspaper, blog and press group. Contact the editors who are usually very eager to have relevant content to share with their audience and they are also typically in desperate need for advertisers. For a little money, and a little of your time spent delivering timely content – you could be the go-to agent for a campus full of progressive thinking college kids – not to mention their parents, professors and extended families starting this month! Now THAT’S what we call a back to school bonus!

Single moms are another way to extend a helping hand and build a strong business foundation. Start advertising home buying workshops and How-To Buy for Less seminars in your area. Local campuses and libraries are a great place to hold them. Become the resource they need and you’ll have new customers lining up to listen and send referrals your way! Try it!

Watch Our Handy Tutorials:
How to use the Tax Credit Series to find First Time Home
Buying Candidates!

Postcard Ordering Made Simple!

Fencesitter2Real Estate Professionals across North America are finally starting to see an upturn in their markets.  However, enticing today’s buyers and sellers to ACT NOW is no small task.  Marketing leader recently launched a new “Fence Sitter” series of postcards to help agents get consumers off the fence and into a new home! 

This simple web-to-print platform allows agents gives agents the ease and time efficiency to order just one postcard – or schedule an entire campaign of postcards to be mailed over the course of several weeks or months.  With the convenience of the pay-as-you-go system, easy list management options, and prices as low as .43₵ per card, these full-color, full-bleed postcards are printed, addressed, finished and mailed first class within 48 hours, make consistently reaching their customer base fast, efficient and affordable! 

Agents who need a targeted, geographic list for their mailings will find that option available on the company’s interactive website.  With just a few quick clicks of the mouse and a few moments of time, agents can customize a specialized mailing list with the variables and demographics that best work for them!  “Our customers have been eager for a series that addresses the mindset of those consumers still unsure about the market and whether or not to wait.  These new postcards answer those questions.” says Julie Escobar, Director of Corporate Marketing for ProspectsPLUS!

What the Homeowners in Your Farm Area Could be Saying…

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!
Ask around. What are people saying in YOUR neighborhood farm area? Chances are, if you’re not staying in touch this month, this season – or even this year, what they won’t be saying is that you’re the agent to call for all their real estate needs! How can you turn that around and start making the right impression and earning the business of your farm area? Let’s take a look at what three top agents are consistently doing “right” to successfully brand themselves as the “Neighborhood Specialist” in their market areas.

In this article we catch up with veteran real estate professionals, Denise Buscemi, Antony Francis and Karen Marshall to learn some of their best practices (and throw in a few of our own) for becoming and staying the top “Neighborhood Specialist” in your market area.

What’s interesting to note is that our guests have a combined total of 55 years in the industry between them, so it’s safe to say they’ve probably walked in your shoes before, regardless of how long you’ve been in the business. They’re also some of the first to encourage agents of every business tenure to “keep learning, keep marketing and stay focused.”

Size of sphere or farm: How big of a farm or neighborhood should you market? Denise Buscemi, through most of her career kept tabs on a farm of about 5000, but has since pared that down to 2500 which includes her sphere of influence since taking over as managing broker for her Century 21 Sterling office in Port Jefferson Station, New York. She had this to share, “Most of my time is spent recruiting, training and managing now, but I still feel that it’s important to maintain and take care of my client base. I usually recommend new agents start building their farm area to about 250, and experienced, full-time agents should consider working towards maintaining a farm of
at least 1,000.”