Thursday, March 23, 2023

Lisa Gray

556 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.

    Although there is no “typical” home sale, the process shares many similarities. As you know, most for-sale homes are advertised in the MLS and have a sign out front and a lockbox on the door. 

    How many agents do you know who either hesitate to spend the money required to robustly market their listings or lack the know-how? These agents consider the three previously-mentioned tasks a good marketing program and leave it at that.

    Team Homes & Life Magazine, See more, HERE

    However, we know you beg to differ when it comes to the significant investment that is your clients’ home. 

    Since you aren’t like those other agents, you need to get the word out. Not all real estate teams are alike; you’ll want to point this out in your real estate team’s marketing.

    “No, it doesn’t “take a village” to sell a home in [“Our Town], but to sell it for the most money the market will provide requires a team.”

    Comparisons you might want to consider include:
    • Services you offer that other area agents don’t, such as various programs popular with real estate consumers. 

    These include the “Worry-Free Listing,” wherein the client can cancel your listing anytime, no questions asked. A free pre-market home inspection, free move-out house cleaning, free anything really, and a discounted commission (sorry, but it is wildly popular).

    • Brag about team members and their role in your real estate business and community. For instance, if you have an on-staff transaction coordinator, write about his/her duties and how this person will be their point person during the transaction. “Someone to call with any questions or concerns.”
    • Your marketing plan. Explain how it’s proven to work and why.
    The Photo Introduction Postcard is shown above. See more HERE.
    The proof of that is in your sales statistics: 
    • If you have a decent sales record, tout it. For instance, compare the number of homes your team sold last year to those of the “average real estate” agent or team.
    • Do your team’s listings sell faster, on average, than homes listed by solo agents or other teams? Shout it out from your marketing materials and website.
    • Do your listings sell for more than yours of other teams? We recently spoke with an agent in Spokane, Washington, who said he checked his stats for this, and his listings only sell for 1.6% more. Although that doesn’t sound like much, break it down to a figure. 

    “At the [Name of Market], the average home-sale price works out to nearly $6,500 more for the seller than another team will bring in.”

    These are just random considerations when you first think about forming a team. You’ll find tons of good information online, including Linsell’s article at theclose.com and Matt McGee’s piece at homelight.com.

    Finally, look at Ben Kinney’s “LEVERAGE – Team UP! How to Build a Team” YouTube video.


    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 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


      Imagine a trip to a doctor’s office. You approach the front counter, and there she is, ready to check you in for your appointment. Then, she is, again, prepared to accompany you from the waiting room to the exam room. She performs your exam and is at the desk out front to take your check for your insurance co-pay and schedule your next appointment.

      Aside from seeing patients at various times during the day, this doctor will clean exam rooms after each patient leaves, call-in prescriptions to pharmacies, order and interpret diagnostic tests, work on bookkeeping, schedule appointments for other patients, follow up on telephone messages, meet with pharmaceutical company representatives and clean the office. 

      If this were your doctor, we’d bet you would think she’s either crazy or arrogant. After all, she’s most likely not a trained bookkeeper, administrative assistant, or skilled in sanitation practices in physicians’ offices.

      The Market Update Postcard is shown above. See more HERE

      When any professional works in a practice with many moving parts, it’s simply foolish to presume to wear all the hats. 

      Many agents across the country figured this out long ago. “We aren’t professional photographers or stagers. Nor are we phone specialists or transaction coordinators. And, we don’t want to be any of those,” says a friend and agent in Los Angeles, California.

      This is why this agent built a team, offering professional specialists to each client. In her estimation, this team’s approach to real estate has made her so successful.

      When you reach a specific volume, taking your business to the next level requires assistance. Most agents start with admin help.

      However, the next level is to build a real estate team.

      Structuring your team

      Before you jump into the hiring process, consider how you’ll structure your team. This helps you learn who you need to hire and which skills to be on the lookout for. Check out Chris Linsell’s brilliant but simple Real Estate Organizational Chart at theclose.com

      To give you an idea of how to staff your team, take a look at our California friends: 

      • 3 listing coordinators
      • 3 staging strategists
      • An architectural photographer
      • Marketing Coordinator
      • 6 phone specialists to attract and reach out to potential buyers
      • 17 buyers’ agents
      Photo Introduction postcard. See more, HERE.

      Naturally, you won’t need this many team members when you start but consider adding as your business increases.

      Each cog in the aforementioned well-oiled wheel works in tandem with the others. For instance, the phone team recently received a call from a homebuyer interested in one of the team’s listings. 

      “The call came in at 10:30 on a Saturday morning,” according to our friend. “Our phone specialist returned the call two minutes later, at 10:32, and alerted one of the showing agents on the team. This agent met with the buyers to show them the home at 1 p.m. An hour later, they wrote an offer. This team approach had our listing sold in four hours.”

      Impressive, right?

      Check back soon for more ideas on forming a real estate team.


      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 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


        Kevin Baksh recently sent a holiday postcard. To learn more about holiday series postcards, Click Here.


        Congratulations, Kevin Baksh, on winning this week’s contest!

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

        “I’m always impressed by their outstanding patience, understanding of my questions, and how they help me with my orders! Customer service is outstanding!”

        -Kevin Baksh

        Kevin, thank you for this wonderful feedback. We truly appreciate you and your support!

        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 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, closings, and so on are needed to reach your goals.  – Click Here

        3. 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


          Although the return on investment for home improvements isn’t as significant as it once was, some home renovations are still wise investments and increase value, especially in a changing or down market.

          The latest research finds that curb appeal can add “… up to 7% of a home’s value when sold,” according to associate professor Sriram Villupuram who led a study from the University of Texas at Arlington (UTA).

          “The curb appeal premium is more pronounced during housing market weakness …” the study concluded. 

          Let’s look at some of the study’s findings that you can pass on to your listing clients to help them get more money at the closing table.


          The Curb Appeal postcard from the Content Card Series is shown above. To see this card or more options, Click HERE.


          New siding/paint

          When considering ways to increase curb appeal, you can’t go wrong by recommending your clients get new siding. 

          This will increase the homeowner’s “… home value by about $12,500, claims CreditKarma.com’s Andrew Dunn, citing a recent real estate Cost vs. Value report. “This also assumes that about 1,250 square feet of new siding were installed and represents a 67% return on investment,” he concludes.

          If your listing lacks siding, urge your clients to paint the home’s exterior. While estimates of the ROI for fresh paint are varied, “…it’s the least expensive investment for the biggest return,” according to Jennie Norris with the International Association of Home Staging Professionals.

          Be the agent-in-the-know by offering suggestions on current trends. These include “… colors in the ‘greige’ family,” suggests Mekaila Oaks at Redfin.com. She claims that Kelly Moore’s ‘Gallery Gray,’ with ‘Desert Shadow’ as an accent color, will have buyers getting out of their cars and in the front door.

          Add new windows

          Not only will the addition of new, energy-efficient windows offer an 85% return on your client’s investment, but they may just be able to get a nice tax credit to boot.

          Suggest to your clients a visit to energy.gov to learn how to shop for energy-efficient windows.

          Spiff up the landscaping

          Landscaping renewal’s ROI has been the subject of many studies over the past decade. “Numerous studies have shown that trees increase the value of a property from 3.5 to 27 percent,” according to the experts at the Arbor Day Foundation.

          They go on to say that “An analysis of 844 single-family homes that sold in Athens, Georgia, revealed that houses with an average of five trees (regardless of species) in the front yard sold for 3.5 to 4.5 percent more than comparable houses without trees.”

          Recommend that your sellers visit ArborDay.org’s tree database to find trees growing well in your area.

          Then, suggest they remove weeds, green up the lawn, plant some color and apply fresh mulch to the beds.

          There are workarounds to the uncertainty of the current market. Ensure your clients understand that curb appeal can either compel buyers to get out of the car to view the rest of the house or drive to their next showing.


          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 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