Saturday, December 16, 2017

Be the first in the door with Holiday Greeting and 2008 Postcards! 

Fully laminated, addressed, full color and mailed within 48 hours in most cases, you’ll find  a fast, simple solution for your web-to-print postcard needs!  With just a few quick clicks of the mouse, you can order using your own mailing list, or use purchase a data list from our MarketShare Online tool!  Enjoy!

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Send your best holiday wishes to the VIPs in your sphere of influence and farm areas today, and be first in the mailbox to say HAPPY HOLIDAYS! Choose from a variety of Christmas, Hanukkah, New Year’s and other holiday postcards either in your ProspectsPLUS! software or via our PostcardsPLUS! web-to-print site!

Go Calendar Crazy!
Be the first in your area to tap into the year-round top-of-mind marketing found with our 2008 calendar postcards. These beautiful, fully laminated cards are sure to grace refrigerators and bulletin boards in homes across your market!  Send this postcard now with PostcardsPLUS! While you are on our site, please feel free to browse our recipe cards, inspiration series, Just Listed/Just Sold Cards and any number of fast, effective ways to stay in touch with your SOI this month and all throughout the new year! 

Happy Holidays! 

“I have been in the real estate business for not quite two years and bought the ProspectsPLUS! program in April of 2007. I immediately started mailing the “Expired Listing?” brochures. I received a phone call after I mailed just the third brochure. This house had been on the market for 2 years with 2 other agencies. I got the listing and SOLD the house in 28 DAYS! I just closed this sale yesterday, making it the highest commission I have ever received.

“This has created so much talk in the area that I am now getting phone calls from other homeowners needing to sell their houses. When I bought ProspectsPLUS!, I was told that if I would just use it, they would guarantee at least 6 extra sales a year. I’m a true believer, and I know I will far bypass those 6 extra sales this year.”

How to connect with these motivated yet frustrated prospects

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

Remember not so long ago when expired listings seemed a thing of the past? While those days might be gone, there is still some good to be found. Expired listings carry quite the silver lining for agents with the right attitude, tools and tenacity.

Our changing economy and shifting market has created the perfect climate for expired listings. More often than not, homeowners have unrealistic ideas on their home’s true market price. Those ideas often lead inexperienced agents to cater to the homeowner’s desire to set a price on the highest end of the market spectrum—and right out of the market to sell the home. 

With the right skills, a few handy tools and a healthy dose of confidence, you could become the go-to agent for expireds in your neck of the woods! The great news is that these prospects can—and should—be part of your daily routine. 

How do you find them? Services such as and compile expired lists and scrub them against the Do Not Call Registry. Both are great organizations with solid reputations.

The easiest method, however, is to check your MLS every morning for the expired listing list. Make this a must-do in your daily routine, and you will soon notice real patterns in your marketplace. Once you recognize the spikes and lulls in your area, you can concentrate your efforts at those times. The first and last few days of the month typically are busiest. 

Consider, too—especially as we head into the holiday season—an exceptionally effective strategy that our ProspectsPLUS! team recently learned from Walter Sanford. During the first three days of January, when every other agent in town was still recovering from the New Year holiday, Walter hired a team to contact every expired in an extended area and lock down a sizable listing inventory to kick off his year! How about that for setting yourself up to be in the right place at the right time? 

How do you approach them? Remember that expireds are often leery of salespeople. They had a goal of selling their home and now find themselves disappointed, sometimes angry and often frustrated. This is a case where attitude really is everything.

Patience, warmth and the ability to bring real solutions to the table will make you the frontrunner for those homeowners who are still eager to get their property sold. If you find some who want to try it on their own for a while, inviting them to participate in a free FSBO conference call each week is a great way to make a friend (and possibly gain a client) in an unobtrusive way. 

How do you convince them? You need real-world marketing tools and skills for these prospects, because they need realistic expectations and a clear understanding of what the market will or will not allow. Visuals, objection handlers, a definitive action plan and a clear communication calendar are must-haves for your listing presentation. A Merchandising Review™ and the Price Pyramid are invaluable tools, as well.

Merchandising Review™. The #1 reason listings expire in this or any market is price. A Merchandising Review™ puts the burden of marketability directly on the seller’s shoulders.
As soon as a property comes up on the MLS expired list, you should contact the seller by telephone and use the Merchandising Review™ as a reason to set an appointment. The following dialogue is a great foot-in-the-door technique:
“Hello, Mr./Mrs./Ms./Miss ____________, my name is _______, and I’m with ______. The reason why I’m calling is to see whether you’re still interested in selling your home.
“I know that you must be disappointed that it didn’t sell the first time, but I think I have something that will ensure it never happens to you again. Have you ever heard of a Merchandising Review™?
“Basically, it’s a special tool that I use to do a comprehensive analysis of why your home didn’t sell and determine what needs to be done differently to guarantee that it will sell if you decide to put it back on the market.
“What I’d like to do is set a time when we could sit down together and go over the Merchandising Review™. It takes about 20 to 25 minutes, and there’s absolutely no cost to you. Would Wednesday at 6:15 be good, or would Thursday around 8:30 be better for you?”
During your face-to-face meeting, walk the homeowner through each item, and negotiate the issues that are keeping the property from selling. Once you correct the issues, present your marketing plan. E-mail for a free pdf of our Merchandising Review™.
Price Pyramid. This great tool helps sellers see how pricing their home right can dramatically affect how long it takes to sell and how much money they will see at the closing table. This visual illustrates the difference between market price and investor price and shows how to find a happy medium.
The important thing to remember with expireds—as with any prospecting demographic—is that the agent with the most consistent follow up wins. Try these tools, or visit and click on Featured Articles and Past Newsletters for a library of resources, including articles about our Expired Conference Call™—a great way to have expireds calling you each week for advice and how-to help.

By developing a friendly relationship in a relaxed environment with these often-motivated sellers, you set yourself apart from the competition, create buzz in the marketplace that you are the go-to agent and provide a service for people who really need your help! Give it a try; you’ll be glad that you did! 

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 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!

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: 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 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!