Tuesday, April 23, 2019

Lisa Gray

Lisa Gray
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.

It’s that time of year…

When we take a moment to look back at our previous year’s successes and shortcomings,

and get our adrenaline running for the start of the new year.

If you had goals or a business plan for 2017, this is your opportunity to compare last year’s plan with what you actually achieved, and learn from the difference.

If you haven’t written a business plan before and find the thought of doing so overwhelming and off-putting, I’d like to change your mind.

You don’t need a degree in business to write an effective business plan.

But you do need a path to follow.

In fact, statistically people who follow a business plan or establish set goals are nearly twice as likely to successfully grow their business than those who do not.

So how do you put a plan together that’s easy and will have you excited about the coming year?

I’m going to tell you how, but first to stack the deck…

Statistics on the Power of Goal Setting:
  • Goals that are written down are 50% more likely to be achieved than unwritten goals.
  • Sharing your goals is proven to increase the success rate of achieving them.
  • The world’s most successful people agree that what you get by achieving your goals and plans is not as important as what you become in the process.
  • Our brains are wired to achieve goals.
  • The act of writing down a goal or business plan is a very powerful motivator.

Now that I’ve warmed you up to the idea…

It’s time to rock out a killer 2018 business plan!

Step One: Determine your income goal

What income goal gets you excited to dive in an attack the new year?

Pick your number, then pull together a few additional numbers from 2017. This is worth a few minutes of your time. The results will be powerful and create a breadcrumb trail right to 2018 goal success!

Numbers to gather include, average commission earned per closing, average percent of sales contracts written that close, average appointments needed to obtain a listing.

Step Two: Complete your one page plan

Use our simple, online “2018 Real Estate Business Plan” to complete a few easy calculations based on the numbers you have gathered above.

Step Three: Calculate your sphere of influence

Since statistically 66% of a Realtor’s business comes from your sphere of influence. It’s time to determine how many people you need in your sphere to achieve the goals you have outlined above.

Use our easy online Sphere of Influence Calculator (from a desktop computer) to get a quick answer to this question.

Step Four: Create a strategic marketing plan

Now that you have your numbers, it’s time to create a strategic marketing plan for 2018.

Remember the 3-7-27 Law of Prospecting? Well it’s the key to your marketing success.

The foundation of this law states it takes 3 contacts for someone to recognize your name, 7 to associate your name with your business, and 27 to become a brand name in your market.

An ideal marketing plan that assists you in adhering to the magic of 3-7-27 is our done-for-you Master Marketing Schedule.

It’s a strategic month-by-month plan for the entire year that covers marketing for, listing inventory, niche marketing, geographic farming and sphere of influence.

Using the Master Marketing Schedule, takes the task of planning a years worth of direct marketing, from overwhelming to easy.

The future is now

With the above tools, and your killer 2018 business plan in place, your path to conquering your goals in the new year is crystal clear!

Is your adrenaline pumping?

The ProspectsPLUS! Team are your biggest fans! We are here to help you succeed in 2018. Please reach out to us if there is anyway we can help you at  866.405.3638!




Game-Changing Advice

One area of marketing that can’t be ignored if you intend to enjoy a profitable career as a Realtor is working a Geographic Farm.


Because it alleviates the ongoing frustration of constantly chasing new commissions.

You’re working a system instead. And that ensures you don’t end up like 85% of agents who continue to struggle.

To reveal the secrets to choosing the right farm, we turned to expert Todd Robertson, Director of Market Dominator. He offered incredible insight into, not only how to choose the right farm, but what to do once you’ve found it.

Todd is a national real estate sales trainer who has, among other things, helped numerous agents choose their ideal farm.

He states, “Even if you find a geographic farm that you think works for you based on location and number of homes your research isn’t done yet.”

“There are two more crucial factors that can’t be missed.”

The Two Crucial Factors

Turn-Over Rate – Ideally you want a location with at least a 10-15% turnover rate. You can easily determine turnover rate by dividing the number of homes in the farm by the number of homes which have sold.

Competition – If you choose a farm that already has an agent who’s achieved 20% or more of that market, you will find yourself working much harder and longer to see any positive results. Finding an area where an agent has less than 10% market share is preferable. Or an area where a previously aggressive agent has slowed or stopped marketing.

Time to Take Action

“Once you’ve chosen the perfect farm” Todd points out, “it’s time to take action.”

He stresses the importance of getting out there and meeting the people in your new farm. It’s time to make your name, face and brand as visible as possible.

Your goal is to help people get to know you, like you, and trust you enough to do business with you.

You can’t do that sitting in your office. In fact, statistically it takes 27 contacts to create effective branding of who you are and what you do.

“Send people marketing pieces at least once a month, call them at least once a quarter, and see them at least once a quarter.”, states Todd.

A great piece to send this time of year is a holiday photocard. Sharing a photo of your family with your farm helps them get to know you better, fostering a relationship on a more familiar level.

Canvassing a neighborhood may be old school, but it also makes you highly competitive.

In a market where so many agents are relying on email and social media to spread the word, walking your farm gives you a definitive advantage.

Work Smart – Automate

How do you free-up the extra time your farm will need from you? By automating your marketing wherever you can.

“The perfect place to begin, says Todd, “is with your just listed/just sold postcard marketing.”

With automation in place, every time you list or sell a home, postcards announcing your success go out in that neighborhood.

More importantly, people choosing a Realtor, want to know they are choosing someone who:

  • Knows their neighborhood
  • And, Knows how to get results in their neighborhood
The Top 7% of Agents

“The top 7% of agents in the country have one thing in common – they have systems in place.” states Todd.

They aren’t leaving things to fall through the cracks or chasing the next commission. They’re following a solid, systematic plan to generate business utilizing a farm as one of their areas of focus.

Todd states he often talks about agents who are ‘one-dimensional’.

“In other words, they only have one prospecting system or tool in place.  That, unfortunately, can lead to dry months with zero commissions.”

He continues, “Instead, if you put multiple systems (dimensions) in place your marketing will be layered, and so will your results.”

Think about it…

If you have a farm in an area that has 600 homes with a 10% turnover and you could take 10-20% or better, you’re talking about an additional 6-12 deals.

This is all because you have positioned yourself with systems that result in repeated wins.

“That’s one of the reasons our Market Dominator system is so powerful” Todd adds

“especially for strong agents who are not afraid to compete.”

The Market Dominator is a one-of-a-kind piece that physically stands out in a the mailbox (due to sheer size).

And it is also a stand out due to its compelling content that brands you as the expert resource to work with in that neighborhood.

The Market Dominator packs a powerful punch.

If that weren’t enough, in addition, it is another brilliant done-for-you automated program.

Which means more time available to give to your farm through phone calls, neighborhood visits, and emails.

So Get Ready, Get Set, time to choose your geographic farm. Then get some automated systems in place and dominate your market!

Always know that we are here to help you in any way we can.  Call our support team at 866.405.3638 if you would like help creating your new mailing lists or marketing materials. 

The definition of the word motivation is: the general desire or willingness of someone to do something.

When we think about “being motivated” often that idea is tied to a motivation to work harder or achieve more.

At times, being motivated can feel like a big undertaking, like a mountain that needs to be climbed.

Often the smallest step forward is all that is necessary to create a positive and rewarding impact on our day.

With this in mind, today’s Monday Motivation message isn’t based on a task that needs completion or a mission to undertake, instead it’s a decision to choose a feeling.

“Today I Choose Joy”

This may sound a bit “touchy feely”, but choosing joy is a lost art in adulthood.

As a child the decision to choose joy is as natural as waking up.

So in the spirit of the holidays, let’s embrace the child in all of us and make the choice to feel joy as we move through our day.

At ProspectsPLUS! we recently found a way to experience joy

by bringing some holiday spirit into the office and doing a little holiday decorating.

Picking out a tree and putting up holiday lights, is something that can often become a frustrating task, added to the already endless list of things to do this time of year.

We found, once the decorating was underway…

…we couldn’t help but smile.

Soon we were laughing and truly enjoying a moment to pause and just celebrate life.

Whether you choose to experience joy through decorating your house for the holidays, sending out holiday cards to your customers, or baking cookies for an elderly neighbor…

We wish for you a wonderful holiday season filled with moments of joy!

At ProspectsPLUS! we truly enjoy helping you with anything you need! Please reach out if you need our assistance at 866-405-3638.