Lisa Gray

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Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.

How to Win Listings Before Spring Hits

Feb 9, 2026

Winning listings before spring isn’t about luck — it’s about timing and proactive positioning.

While many agents wait for sellers to raise their hand, top performers focus on engaging homeowners during the decision-making window that happens weeks before a home ever hits the market.

The first step is identifying homeowners already considering a move. This includes expired listings, withdrawn properties, and homeowners who requested a valuation in the past year.

Re-engaging these prospects early — with updated pricing insights or market shifts — often restarts conversations naturally.

Equally important is initiating new dialogue through education. Sending a spring market update, recent neighborhood sales report, or “Is Now the Right Time to Sell?” guide gives homeowners relevant context without pressure. These resources help them visualize timing, pricing, and opportunity.

Another powerful strategy is offering low-commitment planning conversations. Position these as strategy sessions rather than listing appointments. Discuss timelines, prep work, and market readiness. When homeowners feel guided — not sold — they open up more quickly.

Consistency across touchpoints also plays a defining role. Direct mail, newsletters, and market updates keep your name familiar while sellers quietly evaluate their options.

Most homeowners choose agents they’ve seen multiple times before making contact.

Finally, follow-up is where early listings are won. Agents who check in regularly—respectfully and informatively—are often the ones who secure the listing.

Winning listings before spring isn’t about pushing early — it’s about showing up early, providing clarity, and becoming the natural choice when homeowners are ready to act.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort. Here →

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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 and 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 2026 Q1 Real Estate Marketing Guide

Kickstart 2026 with our Quarterly Real Estate Marketing Guide to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! – Click Here

3. The Free Interactive 6-Month Real Estate Business Plan

The Free Interactive 6-Month Real Estate Business Plan allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here

Laying the Groundwork for Spring Listings

Feb 9, 2026

Spring may get the spotlight in real estate, but the truth is that most spring listings begin taking shape long before the season arrives. Homeowners rarely wake up one day and decide to sell immediately.

Instead, the decision builds over time through observation, planning, and conversations with professionals they trust.

That’s why late winter and early spring preparation play such a critical role in listing success. Buyers may drive spring urgency, but sellers move forward when they feel informed and confident. Agents who begin outreach now position themselves as guides rather than last-minute salespeople.

Groundwork starts with visibility. Consistent communication — newsletters, postcards, market updates, and personal check-ins — keeps you present while homeowners evaluate their options. Even those not ready to act are quietly paying attention to who is active in their market.

Education is equally powerful. Sharing neighborhood sales activity, pricing trends, and home value insights helps homeowners understand what’s possible.

These early conversations remove uncertainty and make the selling process feel less overwhelming.

Re-engaging past conversations is another key advantage. Many spring listings come from homeowners who said, “Maybe later.” A simple follow-up, paired with an updated market context, often reopens the door naturally.

The agents who benefit most in spring aren’t starting from zero — they’re building on months of trust already established. By the time homeowners are ready to list, the relationship — and the listing — often feel like the natural next step.

Spring success isn’t created in spring. It’s built on the quiet groundwork that comes first.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort. Here →

_________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

The Power of Client Care in February

Jan 30, 2026

February is often mistaken for a “slow” month in real estate. Fewer listings, fewer urgent conversations, and fewer immediate decisions can make it feel like a pause before spring.

In reality, February is one of the most powerful months to strengthen your business — if you focus on client care.

Client care isn’t about asking for business. It’s about staying present, helpful, and human when homeowners are quietly paying attention.

Many homeowners use February to reflect. They’re thinking about the year ahead, what they want to change, and whether a move might be part of that plan. Even if they’re not ready to act, they’re forming opinions about who they trust.

That’s where thoughtful marketing makes a difference.

Consistent, value-driven communication keeps your name familiar without pressure. A helpful newsletter, a seasonal recipe, or an educational report signals reliability and professionalism — not salesmanship. These small touches reinforce that you’re there to help, not just to transact.

February client care also sets the tone for spring. When homeowners begin asking real questions about selling, they don’t start from scratch. They reach out to the agent who’s been showing up all along.

The most effective agents understand this: trust is built before timing aligns.

By using February to educate, connect, and serve, you position yourself as the natural choice when decisions are made — without chasing leads or forcing conversations.

Client care doesn’t always create instant results.
But it consistently creates the right results.

Launch an Inspiration Series Scheduled Campaign and stay connected to your past clients. Here →

_____________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

How to Warm Up Your Sphere This Winter

Jan 23, 2026

Winter doesn’t always bring immediate action — but it does create opportunity.

For many homeowners, this season is about reflection, planning, and paying attention to who stays connected without pressure.

That’s what makes winter an ideal time to warm up your sphere.

Why winter touchpoints matter

When activity slows, people notice consistency. A thoughtful message, seasonal insight, or helpful reminder can quietly reopen conversations that went dormant during busier months.

This isn’t about pushing the market — it’s about reminding people you’re still there.

What works best during the winter months

The most effective winter outreach focuses on relevance and care. Homeowners respond well to:

Seasonal home-related tips
Light lifestyle content that feels useful
Messages that sound human, not promotional

These touchpoints lower resistance and build familiarity.

Consistency beats frequency

You don’t need to reach out more — just more intentionally. Staying visible once or twice a month with meaningful content keeps relationships warm without overwhelming your sphere.

Positioning yourself for what comes next

When spring approaches and plans begin to form, homeowners rarely start from scratch. They reach out to the agent who stayed present, helpful, and familiar during the quieter months.

Warming up your sphere in winter isn’t about immediate results — it’s about being remembered when timing matters most.

Launch an SOI Scheduled Campaign and stay connected to your Sphere all year long with minimal effort. Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

SOI Touchpoints That Feel Personal

Jan 23, 2026

Staying in touch with your sphere doesn’t require constant check-ins or carefully worded messages. In fact, the most effective SOI outreach often feels effortless—both to send and to receive.

What makes the difference is how the touchpoint feels.

Why “personal” doesn’t mean “custom every time”

Many agents assume personal outreach means writing individual notes or constantly reinventing what they send. In reality, personal-feeling touchpoints are built around relevance and consistency—not customization overload.

A message can feel personal when it aligns with the season, reflects your personality, or simply delivers something enjoyable.

What your sphere responds to

Homeowners tend to respond best to touchpoints that:

Feel friendly rather than promotional
Offer a moment of usefulness or enjoyment
Appear consistently over time

These types of interactions lower resistance and keep relationships warm without demanding a response.

Consistency creates familiarity

When your sphere hears from you regularly—but without pressure—you become familiar. Familiarity builds comfort, and comfort builds trust.

That trust is what leads people to reach out naturally when questions arise or plans begin to form.

Making personal touchpoints sustainable

The key is choosing outreach that’s easy to maintain. When staying in touch doesn’t require extra effort, it actually happens—and that consistency is what keeps relationships alive over time.

Personal doesn’t have to mean complicated. Often, it just means thoughtful and steady.

Examples of SOI Touchpoints That Feel Personal

Personal SOI touchpoints don’t require constant customization or one-on-one outreach. Instead, they work because they feel thoughtful, relevant, and easy to receive.

Here are a few examples agents regularly use—and why they resonate:

Seasonal or lifestyle postcards
Light, seasonal content such as inspirational quotes, holiday calendars, or even gentle humor feels natural and welcome. These touchpoints show up without asking for attention, which helps keep relationships warm without pressure.

Educational home-related content
Tips on home maintenance, energy-saving ideas, or simple homeowner reminders feel helpful rather than promotional. When agents consistently share information that homeowners can actually use, it builds quiet trust over time.

Magazines or longer-form pieces
Items like a personally branded magazine that blends real estate insight with lifestyle topics tend to feel more like a gift than marketing. Homeowners often keep these pieces, flip through them, and associate the value with the agent who sent them.

Consistency over customization
What truly makes these touchpoints feel personal is consistency. When homeowners hear from the same agent in a familiar, thoughtful way throughout the year, it creates recognition and comfort—even if every message isn’t written specifically for them.

In the end, personal SOI outreach isn’t about saying the perfect thing. It’s about showing up in a way that feels steady, relevant, and human—so when the moment comes, the relationship is already there.

Launch an SOI Scheduled Campaign and stay in touch with your Sphere with minimal effort. Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Why Renters Are the Smartest Audience to Target Right Now

Jan 16, 2026

Renters are thinking—even if they’re not saying it

Many renters aren’t announcing plans to buy, but that doesn’t mean the thought isn’t there.

Rising housing costs and long-term stability questions are quietly pushing renters into an information-gathering phase. This stage matters—because the agent who educates early often wins later.

Why traditional buyer messaging doesn’t work with renters

Renters aren’t ignoring agents—they’re avoiding pressure. Messaging that focuses on urgency, fear, or timing can actually shut conversations down before they start.

What renters want instead:

Clear explanations without commitment
Simple comparisons that help them evaluate options
A professional who feels like a guide, not a salesperson

Education creates trust before intent

The most successful agents don’t wait for renters to “raise their hand.” They show up consistently with helpful content that answers questions renters are already asking internally:

What really changes when you own?
How does ownership impact long-term stability?
What should someone understand before starting the process?

This approach lowers resistance and builds familiarity—two things renters need before they ever book a call.

How agents turn renter curiosity into buyer conversations

When renters feel informed, they reach out on their own timeline. The conversation shifts from “Should I buy?” to “What would this look like for me?”

That’s when trust turns into action.

The long-term advantage

Renters who buy rarely choose the loudest agent. They choose the one who helped them understand their options before they were ready.

And that’s why going after renters now isn’t about speed—it’s about positioning yourself for the next wave of buyers.

Launch a Rent By Numbers Campaign and stay ahead of the rental market all year long with minimal effort. Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Unearthing Hidden Listings in Q1: Where Smart Agents Look First

Jan 16, 2026

Why Q1 listings don’t look like listings yet

The first quarter often feels quieter on the surface, but that doesn’t mean homeowners aren’t thinking about moving. In reality, many potential sellers are still processing decisions they postponed during the holidays.

They’re watching the market, discussing options privately, and waiting for clarity. The mistake many agents make in Q1 is chasing loud signals. The opportunity lies with the quiet ones.

Hidden listings live closer than you think

Most Q1 listings don’t start as “I’m ready to sell.” They start as questions.

“Should we downsize this year?”
“What would our home be worth now?”
“Do we really want to maintain this place another summer?”

These conversations happen inside your existing sphere, farm area, and past-client list. The agents who uncover listings early aren’t pushing for decisions—are creating space for them.

The visibility principle that creates momentum

The goal isn’t to manufacture urgency. It’s to be consistently visible at the moment intent forms.

That means:

Showing up with education, not sales pressure
Offering small insights that spark reflection
Making it easy for homeowners to respond when they’re ready

A helpful postcard, newsletter, or market insight sent regularly builds familiarity. Familiarity builds trust. And trust turns into listings—often quietly, without competition.

How to turn quiet interest into signed listings

When a homeowner reaches out in Q1, your job isn’t to overwhelm them with data. It’s to guide them through clarity:

Confirm what’s prompting their curiosity
Explain next steps simply
Position yourself as a resource, not a persuader

The agents who win early in the year understand this truth: Q1 is about planting conversations, not forcing closings.

The long-term payoff

Hidden listings don’t disappear—they surface. When they do, the agent who’s been present, helpful, and consistent is the one they call first.

And that’s how Q1 quietly sets up your strongest quarters ahead.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort. Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

Winter Seller Scripts That Move Conversations Forward

Jan 12, 2026

Winter sellers are different. They’re not browsing—they’re thinking seriously.

But hesitation often shows up because of uncertainty, not lack of motivation. The right language can help sellers feel confident moving forward without feeling pushed.

Start by Removing Pressure

One of the biggest mistakes agents make is rushing winter conversations. Instead, start by lowering resistance.

Script:
“You don’t need to decide anything today. My job is to help you understand your options so you can move forward when it feels right.”

This immediately puts the seller at ease and positions you as an advisor—not a salesperson.

Reframe Winter as an Opportunity

Many sellers assume spring is automatically better. Calmly challenge that assumption with context.

Script:
“Winter usually means fewer listings and more serious buyers. That can work in your favor if the timing is right for you.”

This helps sellers see winter through a strategic lens instead of an emotional one.

Anchor the Conversation in Today’s Market

Fence-sitting often comes from fear of the unknown. Bring the focus back to what’s real now.

Script:
“Let’s look at what homes like yours are doing right now so you can make a decision based on facts—not headlines.”

This reinforces your role as a local expert and builds trust.

Give Them Permission to Wait

Ironically, sellers often commit faster when they feel they can wait.

Script:
“If waiting makes more sense for you, I’ll support that. And if moving now aligns better, we’ll walk through that too.”

This removes pressure and strengthens the relationship.

Use Marketing as a Soft Follow-Up

Pair your conversations with educational touchpoints—market updates, newsletters, or timely postcards. These reinforce your message after the call ends and keep you top of mind.

Winter sellers don’t need urgency—they need clarity. When your words reduce uncertainty, and your marketing reinforces trust, commitment becomes a natural next step.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort. Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

How to Move Winter Fence-Sitters Forward (Without Pressure or Pushing)

Jan 9, 2026

Winter creates a unique kind of seller mindset. Homeowners aren’t inactive—they’re observant. They’re watching the market, noticing headlines, and quietly deciding who they’ll trust when the timing feels right.

These are winter fence-sitters, and how you show up now directly impacts who they call later.

Understand What Winter Fence-Sitters Are Really Thinking

Most fence-sitters aren’t saying “no.” They’re saying “not yet.” Their hesitation usually comes from uncertainty—pricing, timing, or fear of making the wrong move.

Your role isn’t to persuade; it’s to reduce uncertainty through calm, helpful communication.

Lead With Education, Not Urgency

Winter is the perfect season for educational marketing. Market updates, home value checkups, and short reports help homeowners feel informed without feeling pressured.

When you consistently answer the questions they’re already asking, you become the obvious next call.

Messaging idea:

“Curious how winter sales compare to spring?”
“Here’s what today’s buyers are paying attention to right now.”
“Thinking about selling later this year? Here’s what to know now.”

Consistency Builds Trust While Others Pause

Many agents go quiet in winter. Staying visible—without being salesy—creates contrast. A monthly postcard, newsletter, or scheduled campaign reassures fence-sitters that you’re steady, prepared, and paying attention to the market year-round.

Example touchpoints:

Market Update Postcards
Community Newsletters
Home Value Reports

Invite Conversation, Don’t Force Decisions

Your winter marketing should open doors, not close them. Soft calls-to-action like “Let’s talk when you’re ready” or “Happy to share insights anytime” keep the relationship comfortable and ongoing.

Messaging idea:

“No rush—just here as a resource.”
“Planning ahead starts with good information.”

Fence-sitters don’t move because they’re pushed. They move because they feel confident. When spring arrives, the agent who consistently educated, reassured, and stayed present is the one they trust.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort, Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

How to Reinvent Your Brand for the New Year

Jan 5, 2026

Why the New Year Is the Perfect Time to Refresh

A new year naturally puts homeowners in a reflective mindset—and that makes it the ideal moment for agents to reassess how their brand shows up.

Your brand isn’t just your logo or color palette. It’s the feeling people get when they see your name, your postcard, or your email. Reinventing your brand doesn’t mean starting over; it means refining how clearly and confidently your message lands.

Step One: Clarify What You Want to Be Known For

Strong brands are simple. Ask yourself: What do I want homeowners to remember—without explanation?

Whether it’s market expertise, calm guidance, or consistent communication, clarity creates confidence. Remove messaging that tries to say too much and focus on one or two core promises you can consistently deliver.

Step Two: Align Your Visuals With Your Message

Visuals communicate before words do. Review your postcards, newsletters, and online presence. Do they feel current? Clean? Intentional?

Updating photography, tightening layouts, and using consistent colors can instantly modernize your brand—without changing your identity.

Step Three: Show Up Consistently Everywhere

Reinvention only works if it’s visible. Homeowners trust what they see repeatedly.

When your mail, email, and social media all reflect the same tone and message, your brand becomes familiar—and familiarity drives preference when it’s time to list.

Reinvention Is Evolution, Not a Restart

The strongest brands don’t chase trends. They evolve thoughtfully. Small, intentional updates done consistently can make your marketing feel fresh, relevant, and trustworthy all year long.

A new year is your opportunity to show your market the best, most confident version of your brand—starting now.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort, Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

How Small Actions Compound Into Predictable Listings

Jan 5, 2026

Why Listings Rarely Come From One Big Moment

Most listings don’t come from a single postcard, call, or conversation. They come from familiarity built over time.

Homeowners choose agents they recognize, trust, and feel comfortable reaching out to—often long before they consciously decide to sell. That trust is created through small, repeated actions that quietly stack in your favor.

The Compounding Effect in Real Estate Marketing

Compounding works in marketing the same way it does in finance. One touch may feel insignificant. Ten thoughtful touches create recognition.

Twenty create confidence. By the time a homeowner is ready to move, the agent who showed up consistently feels like the safest choice.

Examples of compounding actions include:

Monthly market update postcards
Short, helpful emails
Seasonal check-ins
Consistent branding in the mailbox
Timely follow-up after conversations

None of these are dramatic on their own—but together, they build momentum.

Why Consistency Beats Intensity

Many agents market in bursts: heavy activity followed by long silence. Homeowners experience that as forgettable.

Consistent marketing, even at a smaller scale, signals reliability. It tells homeowners you’re active, present, and invested in your market—without ever feeling pushy.

Turning Small Actions Into Predictable Results

Predictability comes from systems, not effort. When you automate or schedule your marketing—postcards, newsletters, or campaigns—you remove guesswork and ensure your visibility doesn’t disappear during busy weeks.

Small actions, done consistently, create big outcomes:

More inbound conversations
Higher-quality leads
Shorter listing decision cycles

You don’t need to do everything. You just need to do the right few things—again and again.

That’s how listings become predictable instead of accidental.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort, Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

2026 Kickoff: The First 5 Steps to Get Momentum

Dec 23, 2025

A new year gives every real estate agent the same starting line—what you do in the first few weeks determines how quickly you build traction, visibility, and listing opportunities.

Here are the five highest-impact steps you can take right now to create real momentum that lasts all year.

1. Reconnect With Your Database

Your past clients and sphere are the foundation of your business, but relationships cool off when communication fades. Start with a simple outreach:

“Happy New Year! How was your holiday season?”
“Thinking of you—hope 2026 brings you great things!”

These small touches reignite conversations and often lead to referrals or opportunities you didn’t expect.

2. Refresh Your Market Discussion Points

Homeowners want clarity, not hype. Review your MLS’s first-of-year data so you can talk confidently about:

Current inventory levels
Days on market
Price trends in the past 90 days
This helps you sound timely and grounded in today’s market, not last season’s.

3. Automate One Consistent Marketing Channel

The agents who win are the ones who stay visible. Choose one thing you can automate—such as monthly postcards, newsletters, or a farm campaign—and commit to it.

Example: A scheduled postcard series that runs automatically frees you from “What should I send this month?” and keeps your name in front of homeowners no matter how busy you get.

4. Update Your Listing Presentation

A new year is the perfect excuse to sharpen your visuals, modernize stats, and simplify your value story. Even small tweaks—like stronger before/after staging examples or a clearer marketing timeline—can make your presentation feel fresh and compelling.

5. Map Out Your First 30 Days of Outreach

Momentum doesn’t come from intention—it comes from action.
Example:

5 phone calls a day
5 handwritten cards a week
2 neighborhood walk-throughs per month

These tiny, consistent touches build familiarity and trust faster than any one big marketing push.

Launch a Geographic Farm Scheduled Campaign and stay in front of your market throughout 2026 without effort, Here →

______________________________________________________________________

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

2. The Free 2026 Q1 Real Estate Marketing Guide

3. The Free Interactive 6-Month Real Estate Business Plan

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