Saturday, March 24, 2018

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.”

BRADENTON, FL: kicks off pre-season with a new series of football postcards to help REALTORS® get into the marketing game by mailing team schedules to the legions of fans nationwide gearing up to answer the call, “Are you ready for some football?” 

This simple web-to-print platform allows agents to choose their team, upload their list and within just minutes place their order.  This year’s postcards are ready to score big for agents, and now with the ability to send just one postcard or to an entire database and with prices as low as .45₵ per card, these full-color cards are printed, addressed, finished and mailed first class within 48 hours, to make staying ‘top-of-mind’ all season simple, fast and cost effective!

See Why Savvy Business Are Creating Their Own Stimulus Package!REALTOR2
By Julie Escobar, Director of Corporate Marketing

In uneasy economies, many business owners put themselves on the “waiting out the market” fence by slashing expenses, cutting all marketing and going into an indefinite holding pattern. In a world full of fence-sitters, know this: the business and the revenue will always go to the entrepreneur who jumped off early, or never got on the fence in the first place. That said; where are YOU sitting these days?

Savvy business owners are going against the grain and doing everything their competition is not. Instead of waiting for the economic winds to change, they are putting every system and tool possible in place to makes sure they are in front of their customer base (and potential customer base) each and every month. They are seeking out every new opportunity to make an impression and in doing so, they are maintaining their professional presence, protecting and growing their brand awareness and engaging in smart relationship-building practices. After all, in the wise words of H. Jackson Brown, Jr., “Nothing is more expensive than a missed opportunity.”

Where do you start? Well, where most change must start – take a look in the mirror. Know your business, your unique selling proposition and your customers so well that you can predict what they need and want almost before they do. Then, put the systems in place to connect, reconnect and stay connected!

Step One: Know your business. What makes you unique? What is it that YOU do differently than any of your competitors? Why should customers do business with you as opposed to any of your competitors? The answer to that question, in its clearest, most concise format becomes your USP or Unique Selling Proposition. The best USP is defined as a clearly written sentence that perfectly describes the benefits that are unique to your company or product.

Let’s look at some famous examples:

  • Dominos Pizza: “Fresh hot pizza delivered to your door in thirty minutes or less, guaranteed”
  • Federal Express: “When it absolutely, positively has to be there overnight”
  • M&Ms: “The milk chocolate melts in your mouth, not in your hand”
  • Hallmark: When you care enough to send the very best
  • Subway: Subs with under six grams of fat

Step Two: Define your demographic. Knowing your customer better than your competition is the kind of leverage that can make or break a business. Take a look at your best customers. Use the old 80/20 rule. Find the 20% of your customer base who equate to 80% of your sales. Are they male or female? Where do they live? What do they look like, act like, need most? What’s most important to them? Once you’ve clearly defined who you are marketing to, then you can develop how you speak to them most effectively in your marketing, on the phone and in person! Another bonus: Once defined, you can use that demographic snapshot to find more great customers with powerful data aggregation services!

By Roberta Ross, National Speaker and Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!stock

In challenging economies, our sense of net worth and emotional stability very often rises and falls with the stock market ticker on our television screens.  Finding that much-desired feeling of empowerment and security may seem tougher to come by, but by shifting your view to what is possible, you find enormous opportunity.  The value of your stock is not based on what is, but upon your response to what is.  Top agents rely on action, tenacity and good old fashioned people skills to keep their stock high and their stress to a minimum.   
Building your “stock” in today’s market has much more to do with your daily activities than your investment portfolio.  A great number of successful businesses and extraordinary entrepreneurs are born from tough markets.  The question is, will you be one of them?  In this economy it’s important for serious real estate professionals to tap into what can be done NOW – that means, investing in yourself, your business, and your future.  Here are four key strategies to ensure that your “stock” is on the rise. 

Build your inventory.  It is listings that drive this business.  Your income is determined by your inventory.  For example, if you only have a handful of listings, you can’t with any certainty “bank” on closing transactions this month.  However, if you maintain an inventory of 15-20 or more listings, and they are PRICED right, you can trust that you’ll have a steady flow of income.  According to a seasonally adjusted index of sales contracts kept by the National Association of Realtors®, pending home sales in April of this year were up 6.7% from March, the biggest monthly increase since October 2001.  That means buyers are on the move.  By keeping your inventory in place, you are positioned to capitalize on these market shifts.  Whose listings they purchase is entirely up to you!