Thursday, August 18, 2022

    The following are three ways to ensure you get the biggest bang for your buck after generating some real estate leads.

    We’ll call them the three “T”s of lead conversion.

    1. Trust

    As you can imagine, confidence is a trust-builder. However, the opportunity to show off this confidence to a prospect may not appear. So, how else can you build trust? Testimonials.

    There is just no substitute for a glowing review of your services, especially if it highlights your knowledge of all things real estate.

    Think again about possible challenges that may be causing your prospect to hesitate jumping into the market:

    • The need to sell a home before buying
    • Closing date challenges
    • Showing challenges
    • Equity challenges
    • Problems with the home, neighborhood, etc.

    Testimonials that address these common challenges and how you dealt with them are like gold.

    Use them on your website, in your email signature, on your business card, and on every direct mail piece you send.


    Convert MORE leads into listings with the Famous Market Quotes Series. To see more designs Click Here.


    2. Time

    This is a lesson for agents who hope to convert more leads than their competition: be the first person to return calls.

    NAR studies show that 75% of real estate consumers sign up with the first agent they interview.

    Did you know, the average first call response time of all companies that responded by phone is 40 hours and 56 minutes (Xant Research Lead Response Report).

    Nearly 41 hours doesn’t seem hard to beat, right?

    How about five minutes? Studies show that’s the sweet spot. Conversion rates are 8X higher if contact is made within 5 minutes.

    “Measure your response times in seconds and minutes, not hours and days,” cautions Dan Sincavage, co-founder of Tenfold.

    That lightning-fast first touch and an automated recurring postcard campaign will help convert prospects the rest of the way: into full-fledged clients.

    3. Tenacity

    When you plant a seed, does it immediately spring from the soil in full bloom? Of course not. 

    By the same token, do we dig up seeds to ensure that they’re germinating? Nope. For some reason, we have faith that the seed will sprout. 

    We also have faith that if we nurture the seedling, it will grow, and we’ll realize a return for all our time spent on it.

    Yet, when it comes to prospects, so many agents tend to give up after a short nurturing period; the results weren’t immediate.

    “The average incubation period of a lead is 6 to 24 months,” according to coach Kevin Ward

    Knowing this should give you the patience to hang on, with faith, that many of them will convert to clients.


    PLUS: When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

    Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

    Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here


    2. The Free 12-Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The BusinessBase, SOI building system

    The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

    4. The Free Interactive Real Estate Business Plan

    The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

    5. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    6. The Take a Listing Today Podcast

    Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here


      Janet recently sent a Just Listed postcard out (shown above). To see more Just Listed postcard designs, Click Here.


      Congratulations, Janet Weaver, on winning this week’s contest!

      Janet had the following words to say about her success sending marketing out from ProspectsPLUS!,

      “ProspectPLUS! always provides great customer service, and I highly recommend them. Any time I’ve had questions or concerns, they respond and assist right away. Their website is so easy to use; it makes my job a lot easier!”

      Janet Weaver
      Janet, thank you for your supportive feedback! We truly appreciate you.

      Don’t Forget to Enter For Your Chance to Win a $125 ProspectsPLUS! Gift Card! (see how below)*
      What Can You Do With a $125 ProspectsPLUS! Gift Card? Here are 5 Things:
      • Launch and pay for the first month of a Sphere or Farm Scheduled Campaign consisting of 130 jumbo postcards.
      • Send 130 jumbo Just Listed or Just Sold Postcards to a radius surrounding your listing.
      • Send 130 Jumbo Get More Listings postcards to an area where you want more listings.
      • Create a niche prospect list (empty nesters, move-up market, etc.) and mail 130 jumbo postcards.

      HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.

      Leave a review on Google HERE.
      Leave a review on Facebook, HERE.

      *If you’ve already entered our contest in the past and haven’t won, you don’t need to enter again. Your entry remains valid, and you still have a chance to win.

      Don’t forget to watch out for next Friday’s email announcing the weekly winner!


      PLUS: When you have time…below are some helpful tools to support your success.

      1. The Free 12-Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

      2. The Free Interactive Real Estate Business Plan

      The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

      4. The Become a Listing Legend Free eBook 

      This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here


      The Take a Listing Today Podcast


        Dean Jackson, the ultimate real estate marketer, states, “In real estate, pairing a capital investment mindset with some capital is a winning combination,” Dean Jackson is the founder of  GoGoAgent and  Listing Agent Lifestyle. The following is his breakdown of how to get more listings by becoming a real estate asset builder.

        Most real estate agents don’t come into the real estate business with a capital investment mindset because they’re so focused on earning commissions and controlling expenses.

        I think a capital investment mindset and some capital is the ideal way to become a prolific asset builder. And the best way to build strong long-term assets is with a geographic farm.

        A four-year case study

        I did a four-year case study with real estate agent Tony Kelsey. He started out in a farm area of 2,000 homes and, over four years, generated an almost 11 times ROI by consistently marketing there.

        Over four years, Tony spent $50,000 marketing to the people in this neighborhood every month, and with that investment, he generated $550,000 in commissions.

        He mailed postcards monthly for five months before he made his first transaction of $15,000 in commission. At that point, he had spent $5,000 on marketing.

        From that moment on, he was profitable, and his ongoing investment continued to realize transactions. He was building the asset of identifying future sellers and cultivating relationships with those sellers over time.


        Related: How to Turn One Listing into Five


        The path to dominating

        Now, let’s look at a 1000-home farm in a neighborhood that has a turnover rate of 8%. That means 80 homes will sell this year in that neighborhood whether you do anything or not.

        What if you decide you want to dominate this neighborhood? What will that look like for you in four years?

        Well, it costs approximately $750 a month to mail to those 1000 homes ($9,000 over 12 months). And let’s say the average home price in this neighborhood is $600,000; you’ll get around $18,000 on the listing side of each sale.

        This means after the first transaction in this neighborhood, you will be profitable, just like Tony.

        If, in addition to going after new listings, you cultivate a list of potential buyers in the same farm area and begin communicating with them, you’re taking asset building to a new level. Specifically, since NAR states home buyers purchase homes within 15 miles of their last home.

        This strategy is especially powerful if you are farming in a competitive market.

        In this case, the most valuable thing that you can bring to a listing presentation is a list of potential buyers that you’ve been communicating with over time. You’re actually demonstrating to the seller that you already may have their potential buyer in hand.

        So if you’re looking at a farm of 1000 homes or maybe 800 or 500 homes to get started (whatever you’re comfortable with), all you need is the seed money to get to the first transaction.

        And once you hit that first transaction, the only thing that more money allows you to do is to speed up the process of identifying who more future sellers are.

        Becoming visible to future sellers

        Getting in front of your market consistently through direct mail is a proven marketing strategy, and clearly, one that worked well for Tony.

        It gives you the advantage of identifying those future sellers and building a relationship with them before they even know they want to sell.

        Over time they will begin to view you as a helpful advocate who’s continuously serving their community without expectation.

        The more you get them to think about you, the more the odds increase that they’ll think about you when it matters most, when they’re ready to sell.

        That’s when the fun of being an asset builder begins.


        When you have time…below are some ProspectsPLUS! marketing tools to help support your success.

        1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

        Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

        Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here


        2. The Free 12-Month Done-For-You Strategic Marketing Plan

        The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

        3. The BusinessBase, SOI building system

        The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

        4. The Free Interactive Real Estate Business Plan

        The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

        5. The Become a Listing Legend Free eBook 

        This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

        Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

        6. The Take a Listing Today Podcast

        Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here


          “There’s someone for everyone,” an old adage, but nevertheless accurate.

          And it’s true for houses as well. There’s a buyer for every house; sometimes, it just takes longer to make the match.

          But there are other reasons aside from being overpriced that homes don’t sell, as you well know.

          Dated homes, from layout to easier-to-fix problems like nasty wallpaper, ugly carpet, or just plain filth, may send buyers fleeing back out to their car.

          It’s not only the home you’ll need to work with but your client as well.

          What is a problem listing?

          Aside from the obvious (filth, outdated features, bad layout), there are other reasons a home may end up on the hard-to-sell list. These include:

          • Location of the home
          • Unreasonable or unacceptable HOA rules
          • Cosmetic problems
          • Poor renovation choices
          • Bad neighbors

          Yes, other problems may pop up that make a home a problem listing, but these are among the most common.

          Offer solutions

          “Some problems with properties require more work than others,” say the Chicagoagent.com editors. We would add that some require more money as well.

          Agent Jolenta Averill of Madison, Wisconsin’s Lake & City homes knows this first-hand.

          Averill took a listing for a circa 1940s home. It had been gutted and remodeled, removing all traces of the charm of the period. 

          In the process, the front door had also been removed and the space walled over, creating a major psychological barrier for potential homeowners. 


          The NEW Famous Market Quote Series is shown above. Click HERE to see more.


          The homeowner fired her original listing agent and hired Averill before leaving the state to get to her new job in Florida.

          With an absentee owner, the agent was forced to take control of the situation. She requested architectural renderings and price quotes from several contractors, tasking them with designing a walkway, a stairway, and, of course, a formal front entryway.

          Rather than becoming overwhelmed by how much work might be required, Averill reviewed her analysis with an eye toward what might concern buyers the most. In the end, “There wasn’t an objection I didn’t consider and couldn’t handle,” she said.

          Be their pillar

          Sellers of problem homes are often frightened, and can you blame them? They worry about how much work and money it will cost to make the home competitive in the market. They worry that the home may not sell at all. 

          They have no idea where to start the process. That’s where you come in.

          “You have to take the time to investigate and tell them nothing is impossible,” according to agent Julie Brown at chicagoagentmagazine.com.

          “Some things are harder than others, but you should be able to reach out and find resources to help you … It’s constant communication and just telling them that you’re there for them. You’re not just there to help them make a sale. You’re there to help them through the entire process, whatever comes up,” She concludes.


          PLUS: When you have time…below are some marketing tools to help support your success.

          1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

          Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

          Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here


          2. The Free 12-Month Done-For-You Strategic Marketing Plan

          The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

          3. The BusinessBase, SOI building system

          The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

          4. The Free Interactive Real Estate Business Plan

          The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

          5. The Become a Listing Legend Free eBook 

          This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

          Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

          6. The Take a Listing Today Podcast

          Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here