Wednesday, May 25, 2022

Lisa Gray

458 POSTS 0 COMMENTS
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.

    Welcome to the real estate business. You’re joining more than 1.3 million other professionals, at varying stages of their careers.

    In fact, nearly 30 percent of agents in the U.S. have less than two years of experience (and the largest share of that group is aged 45 to 54), according to the NAR, so you are in good company.

    Your first few years in your new broker’s office will be an eye-opener. Some of your misconceptions about being a real estate agent will be corrected and you’ll hear conflicting advice on everything from how to generate leads to how best to construct your new website.

    We’ve gathered some of the most common misconceptions new agents harbor and dragged them into the glaring light of reality.

    By the way, since the majority of real estate agents are female, we’ll be using the feminine pronoun throughout. (Sorry guys).


    SOI scheduled campaigns shown above are on sale 10% off the first month. Use promo code: SPHERESALE (offer expires 5.28.22). Campaigns shown from left to right are Recipe I, Get More Listings, Quotes, and Inspiration Series, To see more campaigns, Click Here.


    Myth #1: Your broker is your boss

    Reality: One of the hardest habits that new agents find hard to break free of is the “employee mentality.”

    Sure, a handful of brokerages across the country hire agents as employees, but the vast majority of agents are independent contractors. They are, in reality, small business owners.

    As an independent contractor, working under a broker’s license, your broker is not your boss. She cannot (according to the IRS):

    • Direct and control your work
    • Tell you where and when to work
    • Dictate which tools you use or where to purchase supplies and services
    • Limit your ability to seek out business opportunities
    • Guarantee a regular wage amount
    • Provide employee-type benefits, such as health insurance, vacation or sick pay, or a pension plan. 

    As a small-business owner, you create your schedule, budget, marketing plan, health insurance, and anything else required of the typical small business owner.

    In other words, you are your own boss. The growth and success of your business are completely up to you.

    Build a robust SOI with the Free BusinessBase Tool, Here
    Myth #2: Your broker will provide you with leads

    Reality: This one goes hand-in-hand with Myth #1. Unless your broker is your employer, you can typically count out getting leads handed to you. 

    As a self-employed agent, you’ll need to drum up your own business and fill your own pipeline.

    How to start?

    • Get your real estate website up and running and fill it with hyper-local information
    • Offer to hold open houses for other agents’ listings
    • Fill your CRM with your sphere’s contact information and start calling them. Download the FREE Businessbase, HERE, for help building a robust SOI list. Then launch an SOI scheduled campaign, HERE.
    • Determine an area to start farming near where you live or in your own neighborhood. Launch a Farm scheduled campaign, HERE, to start branding yourself in the neighborhood.

    One of the biggest myths that the public holds about real estate agents is that anyone can do your job.

    Succeeding as an agent, however, requires far more than just getting your license. That being said, we know you can achieve success with the right tools and attitude.


    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 esthetic. 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 when. Four key market segments are included, 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 it is 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


      The latest postcard from Diane’s Farm, Recipe Series postcard campaign is shown above. To see more Farm campaigns, Click Here.


      Congratulations Diane LeBlanc on winning this week’s contest!

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

      “I have been using ProspectPLUS! for a few months now. The customer service has been outstanding! They have helped me immediately with any questions I have and they offer training. I have been very impressed and I am excited as a real estate agent to continue to run my campaign to my farm and see the returns!”.
      -Diane LeBlanc


      Diane, thank you for your wonderful feedback and congratulations on launching your first automated postcard campaign. We’re really excited about your results as well!


      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 Postcard 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 send a mailing of 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!


      Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you in your success.

      We’re here to support you.

      Your ProspectsPLUS! Team


      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 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


        A couple of years ago I watched an online video about things that buyers do that “Realtors dislike”.

        The writer opens the video with this statement: “… there are things that buyers do that I absolutely hate.”

        Yes, those are her clients and potential clients she is talking about.

        To this day I still can’t quite wrap my head around why an agent would post something like this. Can you imagine the CEO of Olive Garden or JCPenney dissing his or her “bread and butter” in this manner?

        Instead of bemoaning the things that real estate consumers do that drive agents nuts, why not think about what agents do that drives them nuts and vow to not be like those agents?

        1. Work on your empathy

        When you’re empathic, you have “… the ability to sense other people’s emotions, coupled with the ability to imagine what someone else might be thinking or feeling,” according to Greater Good Magazine, published by the University of California at Berkeley

        If you feel yourself slipping into an empathy void, try to look at the situation from your client’s viewpoint. For example, the agent in the aforementioned video thought that her clients were being petty when they voiced displeasure about the color of the tile in the bathroom. 

        Take a deep breath and consider this:

        • These people are considering paying hundreds of thousands of dollars by going into decades of debt to purchase a home.
        • The down payment and closing costs alone most likely represent every penny they’ve been able to save for years. 
        • Re-tiling a tub surround can cost up to $4,000 according to the pros at Angie’s List. Tiling a walk-in shower costs from $2,500 to $5,000, but “some companies charge up to $10,000.”

        How long do you imagine they’ll have to save for that? Would you be willing to live with unpleasing aspects of a home for that long?

        There ya go! That’s empathy at work.


        Life Event Series postcards are shown above. To see more designs, Click Here. Send them out to older baby boomers and downsizing seniors.

        Need a baby boomer prospect list? Right now get the first 100 prospects on a baby boomer list for free with promo code: BOOM100.


        2. Avoid making excuses – for anything

        This may sound rude, but it’s nevertheless true: Real estate clients, unless they’re family or friends, don’t care what is going on in your personal life. They only care about ONE THING: buying or selling a home. 

        It’s not their problem that an agent’s teenage son is acting up and she had to miss an appointment to deal with him. 

        The most unprofessional thing you can do is proffer a lame excuse for not following through on something you promised. If life happens (which it does) and you can’t perform, hire someone else who can. Pay another agent in your office to do it. 

        3. Become an excellent listener

        In the digital age, the word “listening” encompasses both the spoken and written word. Nine times out of ten, not listening to a client will result in wasted time and frustration for you, your client, the listing agent, and the sellers. 

        Then there are the rest of the folks in the domino chain that might be affected, from the title rep to the lender to the inspector.

        Slow down, and take your time when speaking with or reading texts or emails from a client. 

        If you listen to your client, with empathy, if you always show up and refuse to make excuses, you’ll have a client for life.

        And they will be happy to share your name with others.


        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 esthetic. 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 when. Four key market segments are included, 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 it is 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


          Every industry has ineffective practices that should’ve been dumped long ago and real estate is no exception.

          Going into the summer listing season, let’s vow to leave these four dated real estate practices behind.

          1. Not making scripts your own

          Yes, I know I may get flack for this one but I’ll be brave and use it anyway.

          Do you have any idea of how many agents hound FSBO’s and expireds, using the exact same script?

          I’ve been the victim of these calls so I can tell you that, more often than not, those unsolicited callers were using the same script.

          Some delivered it better than others, but the words were always the same.

          I get that there are certain turning points in some scripts that work to get the homeowner rolling in the direction you want them to go.

          But even the best scripts don’t work if they are identical to every other agent in town or if they can’t be delivered in a natural way.


          Sale: Get the first 100 prospects on a baby boomer list for free (offer expires 5/17/22). Use promo code: BOOM100. Start here.


          2. Not customizing and localizing template websites

          Templates are just another version of scripts. How do consumers feel about your template emails, texts, and direct mail letters? “They are just basically form letters,” one homeowner told the Austin Business Journal.

          And what about the agents who spend time and lots of money on building a website that will hopefully generate leads and then not change the canned content that came with it?

          All that time and money spent creating it is wasted. The agents who don’t take the time to customize their sites are missing out on valuable opportunities, chief among these are organic traffic and trust-building.

          If you haven’t done so yet, make this summer the time you pay attention to your site, localizing it wherever possible, adding gorgeous local images, and using those testimonials for all they are worth.

          3. Take listings without the budget it takes to market them properly

          If you can’t afford to (or don’t want to) pay for a professional real estate photographer, virtual tours, and other marketing tactics, you are doing the seller a disservice by taking the listing.

          Perhaps you can work with buyers until you’ve built up enough of a budget to work with sellers.

          4. Not being social on social media

          In case you haven’t heard, posting your listings and open houses, ad nauseum, is annoying. Not only that, it just doesn’t get results.

          It’s not called “Marketing Media,” but “SOCIAL media.” Get social. Join pertinent groups and engage with people.

          A new year will be upon us before we know it. Vow to leave the dated aspects of your business behind now and get a head start on taking your real estate business to the next level.


          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 esthetic. 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 when. Four key market segments are included, 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 it is 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