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’s your digital real estate marketing plan working for you?

Apr 13, 2021

Here we are, four months into the new year, in the midst of the spring real estate market. Have you stuck to your marketing plan? If so, and it’s a good one, you’ll have no shortage of folks to work with this spring.

If you’ve been slacking, take the time now to tweak the plan. Start with the digital aspect of your real estate marketing plan.

Take a critical look at social media

Since it’s vital that you connect with potential clients where they spend most of their social media time, re-evaluate how each social media platform you use is working for you.

If you’re not getting a decent return on your investment (of time or money) for any platform, dump it and try something else.

Facebook

A good Facebook strategy, even if it’s just to get organic leads, is always worth your time. Users are, by and large, in the buyer/seller age range. Engagement, if pursued strategically, is easier than on most of the other platforms.

A decent Facebook strategy includes posting a couple times a week. If that’s too much for your schedule, post at least once a week and make sure the post is strong.

What’s a strong Facebook post? One in which you are aiming for engagement and shares. For instance, if your city or state is among the many “Best places” (to retire, to get a job, to buy a home, etc.) chosen each year, link to the article.

You can find these types of articles by entering the name of your city or state into a search engine, followed by “named best” or “chosen best.”

As an example, “Scottsdale named best” returned a ton of very cool articles that a Scottsdale agent might want to repost on Facebook.

People love proof that where they live is the best on the planet and tend to share these types of posts.

Instagram

If you are among the few (very few) agents who get real estate leads from the time-suck-that-is-Instagram, congratulations. If you aren’t seeing a return on the investment of your precious time, dump it. And, don’t feel bad. There’s a reason it isn’t working.

In December of 2019, Statista published the results of a study that found that nearly 71 percent of U.S. Instagram users are between the ages of 13 and 34.

Let that sink in: The majority of Instagram users aren’t within every real estate agent’s target audience.

Sadly, only 12 percent of users are in the typical buyer and seller age range. Marketing your real estate business on Instagram is like an actor playing to an empty house.

YouTube

Video production companies love to tout YouTube’s “more than 1.9 billion registered users.” What they don’t tell you is that it’s a worldwide figure, so it’s useless to real estate agents.

Unless, of course, you sell real estate worldwide?

Of those 1.9 billion users, nearly 185 million reside in the U.S. Most of these users turn to the video channel for entertainment, not tutorials.

Males, according to Statista, primarily watch soccer or other sports while beauty videos are the most popular among women.

Real estate is missing from the list of the 25 most-watched verticals, as of February 2020. To get an idea of what people in the United States are tuning in to watch, check out Vidooly.com.

It should come as no surprise that YouTube isn’t the ideal digital marketing platform for most agents.

Videos can be expensive and time-consuming to do right.
The NAR’s statistics show that video isn’t always an effective way to market listings as well.

Keep in mind, however, that walk-throughs are more popular than video among buyers. Try to talk your listing clients into a 3-D walkthrough instead.

Just don’t rely on the platform as an awesome way to market your business, because, again, you’re playing to an empty house.

Your website

Nearly half of all Google searchers are looking for local information, according to Hubspot, and slightly more than 80 percent of smartphone users search for local businesses.

This is a strong signal that your best ROI of your time is ranking in organic search for your local market.

Start with our site’s keywords. If you’re having trouble coming up with some, research the competition – those agents who are ranking on the first page of search engine results for local searches.

Yes, you can then use them on your site, but there’s more to it. Create content around these keywords and phrases and ensure that your content is “bigger and badder” than your competition’s.

Marketing plans shouldn’t be set in stone, but evolve. Take a look at yours periodically throughout the year and make the changes necessary.

RIGHT NOW! FARM Scheduled Campaigns are on sale 10% OFF the first month (sale ends 4/17/21).

19 Different FARM Campaigns to Choose From!

Launch a FARM, Empty Nest Scheduled Campaign, **HERE**

TO LAUNCH A FARM CAMPAIGN:

Launch a FARM Campaign by clicking the “GO NOW” button, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before each mailing. The price shown at check out is per mailing, not campaign total).

Launch a FARM Scheduled Campaign now, CLICK HERE!

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

PLUS: When you have time…here are some helpful resources we’ve made available 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 Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –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

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

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The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

5. Become a Listing Legend Free eBook

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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 Free Online ROI Calculator

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Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

7. The Free Real Estate Marketing Guide “CRUSH IT”

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The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

4 Ways You May Be Turning Off Your Clients Without Realizing it

Apr 8, 2021

Referrals should be the lifeblood of every real estate business. Sadly, they aren’t. It truly isn’t difficult to provide the customer service that will leave your clients raving. It’s also easy to turn them off to the point they warn others not to use your services.

When a client leaves you or doesn’t use your services for future transactions, you may be guilty of committing one (or more) of the Four Cardinal Sins of real estate.

1. You turn into Amelia Earhart

One of the most common complaints from consumers about their real estate agents is that they disappear. And they don’t have an out-of-fuel twin-engine Lockheed to blame.

The practice is so prevalent that Google offers up these suggestions for searches:

Realtors…why don’t they answer their phones???
What’s with agents who don’t answer their phones?
Why are most agents so unresponsive?
What to do when your realtor ignores you
Realtor not responding to emails
Real estate agent not responding
Real estate agent not getting back to me
Am I annoying my realtor?

We find that last one especially sad. The solution is to get clear on communication expectations on the very day that a client agrees to become a client. Not only should you learn their preferred mode of communication (phone, text, email, etc.) but how often they expect to hear from you.

If they call, answer. At the very least respond within a reasonable amount of time.

2. You haven’t mastered the art of listening

All of us have heard about the agents who show homes to clients that are out of their price range or lacking in their wish list “must haves.” Both are a result of not listening.

Are you guilty of letting your mind wander, of multitasking in your brain while a client is speaking to you?

Sherrie Bourg Carter at psychologytoday.com suggests:

Good listeners don’t jump in with answers.
Your client should be speaking 80% of the time. The 20% of the time that you speak should be spent asking clarifying questions.

Tune out the grocery list, the angst over your next appointment and everything else that rattles around up there and listen to your client.

3. You’re a cut-corners-penny-pinching agent

It’s amazing that, in this day and age, there are still amateur listing photos in the MLS.

As a listing agent, the most important job you have is to market the home. Photos that don’t present the home in the best light possible are not acceptable. Especially when one considers how much that seller is paying in real estate fees.

If you can’t afford a professional photographer, you can’t do your job properly. Stop taking listings and become a buyer’s agent.

4. You are a listing-buyer

A common complaint that we read online is about the listing agent who beats the client up, repeatedly, over lowering the listing price.

Then, there are the listing clients who complain that their homes sat on the market while others around them sold.

Either condition can result when an agent “buys” the listing.

Your job as a listing agent is to recommend a list price that is close to or matches the current market value. As a real estate advisor, your job is also to counsel a client or potential client what happens to homes that are overpriced.

To take an overpriced listing with the hopes of a price drop, later on, is shoddy customer service. If you’re guilty of committing even one of these “sins,” you may be losing clients. Think about the best customer service you’ve ever received and vow to mimic it with every single client.

Hurry! SOI Scheduled Campaigns are on sale 10% OFF the first month for ONLY 3 MORE DAYS! (sale ends 4/10/21).

One of Seven SOI Scheduled Campaign Designs (shown above). Learn more, **HERE**

TO LAUNCH AN SOI CAMPAIGN:

Hit “CLICK HERE”, below, to get started on your SOI Scheduled Campaign (from a desktop or laptop computer).

And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before it goes out. The price shown at check out is per mailing, not campaign total).

Launch an SOI Scheduled Campaign now, CLICK HERE!

Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do t

o help you with your success.

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

Need More Buyers? Consider Marketing to Veterans

Mar 30, 2021

There are an estimated 18 million U.S. military veterans, an undisclosed number of surviving spouses, and 1.4 million men and women currently serving on active duty.

This means that there are in excess of 20 million Americans who may be eligible to take advantage of the VA home loan program.

The good news for an agent who specializes in VA buyers is that millions of veterans feel that 2021 is a good time to buy a home.

Nearly 60% say they intend on buying in the next five years and 34% say they will definitely buy a home this year, according to research conducted by data and consulting company Kantar (for Veterans United Home Loans).

Sounds like a lucrative niche market, right? Not so fast.

“Real estate agents who aren’t familiar with the details of the VA loan program could waste time showing you properties that have little chance of meeting VA and lender guidelines,” warn the pros at veteransunited.com.

If this is a niche you are considering in your real estate business, get up to speed on the VA loan now, because half of the veterans surveyed say they will definitely consider applying for one.

How to become a military-friendly real estate agent

No, you don’t need a background in military service to work effectively with military homebuyers. Sure, it helps when it comes to communication. The real knowledge you’ll need, however, is about the nuts and bolts of the VA loan program.

You’ll also want to get to know the needs of this group of people. Many, for instance, don’t know that they are offered a unique home loan program as part of their benefits. In other words, they are completely unaware of the VA loan program.

“If you have not used the VA home loan program, what was the main reason you did not?” was a question put forth to veterans for the VA’s 2010 National Survey of Veterans. Nearly 34% responded that “I didn’t know about the program.”

Your first job, then, is to create a direct mail piece letting these folks know about the VA mortgage guaranty and singing the praises of its benefits.

Learn what’s important to veterans

Nearly half of the aforementioned survey respondents who did use a VA loan in the past said they did so because there is no down payment required.

Another big handful of them chose the loan for its “favorable interest rate,” and, coming in third, one group said that they felt their loan was more likely to be approved if it was guaranteed by the VA.

Since these features of the program are of such high value to applicants, these are points you need to feature in your marketing pieces.

Especially when it comes to comparing the FHA-backed mortgage with that of the VA (which a substantial number of veterans do), the lack of private mortgage insurance is a biggie.

Although they didn’t mention closing costs (as is typical with most homebuyers), let your leads know that the VA puts limits on the amount that the lender can charge the borrower.

It’s not all rosy, however. The VA loan comes with a funding fee. The amount varies and you can learn more at va.gov.

There is a lot to learn about the VA loan, but it’s all well-worth knowing. The VA makes it easy for you to learn by devoting a section of va.gov to real estate professionals. You’ll find that information at benefits.va.gov.

RIGHT NOW! Absentee Owner Scheduled Campaigns are on sale 10% OFF the first month (sale ends 4/3/21).

Launch an Absentee Owner Scheduled Campaign, **HERE**

TO LAUNCH AN ABSENTEE OWNER CAMPAIGN:

Launch an Absentee Owner Campaign by clicking the “GO NOW” button, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before each mailing. The price shown at check out is per mailing, not campaign total).

Launch an Absentee Owner Scheduled Campaign now, CLICK HERE!

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

It’s Time to Take Another Look at Pinterest for Real Estate Agents

Mar 22, 2021

Last year, the folks at Chicago Agent Magazine conducted their annual survey, “Truth about Agents.”

When asked which business activities they planned on doing more of, the number one response was “Making better use of social media.” It’s a goal worthy of pursuing, but only if you plan on working on it consistently and intelligently.

Although there is no mention of which platform these agents hope to devote more time to, we think Facebook is a safe bet.

Maybe 2020 will be the year you widen your social media horizons? If so, consider Pinterest.

Why Pinterest?

Women truly do make the world go ‘round.

“As a market, women represent an opportunity bigger than China and India combined,” according to Michael J. Silverstein and Kate Sayre at Harvard Business Review.

“They control $20 trillion in consumer spending, and that figure could reach $28 trillion in the next five years. Women drive the world economy, in fact,” they continue.

Silverstein and Sayre call this “The Female Economy” while the folks at Pinterest refer to the women in the U.S. as “Deciders.”

Any agent who has carted buyers around to view homes for sale understands just how much power women have in the decision of which home to buy.

This makes Pinterest a social media platform ideal for agents.

Nearly 75% of Pinterest users are female (ominicoreagency.com)
The median age of Pinterest users is 40 (business.pinterest.com)
More than 40% of American females on Pinterest say they plan on purchasing a home in the next five years

Getting started is easy

The steps to get set up on Pinterest are easy:

Create a business account. It’s free. You can do so at business.pinterest.com. Click on the red “Sign up” button.
Upload your profile picture. Ensure that the photo you choose is “… something that catches people’s attention, clearly demonstrates who you are, and stands out in the visual realm that is Pinterest,” cautions Ryan Pinkham at constantcontact.com. He goes on to recommend that, to avoid the photo becoming distorted, keep to 165×165 pixels.

Create your profile. The trick with your profile is to make it catchy without being salesy. Ensure that your website URL is in there, preferably first. Here’s Massachusetts agent Bill Gassett’s profile:

Notice that he gets a link to his website in there first, which is perfect. We like everything about this except the last sentence. He won that award three years ago. Readers may wonder if, perhaps, his success is waning.

If you have something impressive and current to say, by all means, add it here. Ensure you also add your location somewhere in your profile.

Finally, you’ll want to “claim” your website or landing page on Pinterest. You’ll find an easy tutorial on Pinterest.

There’s more to learn about using Pinterest for your real estate business, but this should get you started. Happy pinning!

RIGHT NOW! Fence Sitter Scheduled Campaigns are on sale 10% OFF the first month (sale ends 3/27/21).

Launch an Fence Sitter, FARM Scheduled Campaign, **HERE**

TO LAUNCH A FENCE SITTER CAMPAIGN:

STEP ONE: Create your Fence Sitter prospect list using the Demographic Search tool. Choose homeowners 7+ years, click HERE.

STEP TWO: Then, click on “FARM” on the Campaign page, and select the Fence Sitter Seller Series, then follow the prompts, HERE.

And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before it goes out. The price shown at check out is per mailing).

Hit “CLICK HERE”, below, to get started on your Fence Sitter, Farm Scheduled Campaign (from a desktop or laptop computer).

Launch a Fence Sitter, Farm Scheduled Campaign now, CLICK HERE!

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

How to Create Your Own Postcard Design with Canva For Upload to ProspectsPLUS!

Mar 16, 2021

The Three Steps to Creating a Postcard Design in Canva are Outlined Below.

To see artwork specifications, Click Here

Multiply Your Sales by Going After Empty Nesters

Mar 11, 2021

Is there a better bang for your buck than using your marketing dollars to go after empty nesters? You get to sell their home, then help them find the ideal new downsized home.

It’s the perfect two-for-one deal.

The highest ROI empty nesters

The most prosperous empty nesters to go after are age 55 years and older, according to Esri, a leading mapping and location analytics platform.

This places them among the eldest of Gen Xers (age 44 to 55 this year).

This age group and younger baby boomers combine to create the primary target in this niche. This group, by the way, is responsible for nearly half of all listings, according to NAR’s 2020 Generational Trends report.

The Gen Xers among the group earn, on average, about $101,000 per year. They make up 23% of the seller’s pool and for 83%, this isn’t their first time selling a home.

The average net worth of baby boomer households is $1.2 million, according to Hillary Hoffower of BusinessInsider.com. Nearly 40% of them say that they’ll sell when the last child leaves the home, while 55% plan on waiting until they retire, according to EscapeHomes.com.

How and where to reach them

In the current real estate market, the best plan of attack is a targeted prospect list and an Empty Nest scheduled campaign. The average American’s attention span is a lot longer right now and the mail is something they’re actually paying attention to.

To support your campaign, ensure that your real estate website is up to snuff. Gen Xers, especially, seek social proof before they’ll work with someone.

Aside from a dedicated testimonials page, sprinkle testimonials throughout the site.

*Empty Nest Downsizing*, Direct Response Report

This generation also values authenticity so avoid a heavy sales spiel.

“Generation X has a keen eye for BS and can spot a sham or dishonesty a mile away most of the time,” Nate Masterson, marketing manager for Maple Holistics in New Jersey tells the NFIB’s, Karen Sams.

Younger boomers crave useful information, so ensure your website has lots of it.

Online, you’ll find your target audience primarily on Facebook. Eighty-eight percent of Gen Xers check their Facebook feed at least once a day and boomers rarely visit any other social media platform.

In fact, according to Pew Research, “Facebook is by far the most popular social media site for this age group.”

Write compelling blog posts of interest to both groups and then repost them on Facebook. Consider running contests to gain more organic results. You can find contest ideas at EasyPromosApp.com.

Niching your business is always a sure path to success. Choose a niche and work it consistently. This is the ideal time of year to consider the empty nesters.

Hurry! FARM Empty Nest Scheduled Campaigns are on sale 10% OFF the first month for ONLY 3 MORE DAYS! (sale ends 3/13/21).

TO LAUNCH A FARM CAMPAIGN:

STEP ONE: Create your prospect list using the MapMyMail tool or Demographic Search tool, click HERE.

STEP TWO: Then, click on “FARM” on the Campaign page and follow the prompts, HERE.

And, remember, with Scheduled Campaigns, YOU DON’T PAY until the mailing goes out (cancel or change up until the night before mailing).

Hit “CLICK HERE”, below, to get started on your FARM Scheduled Campaign (from a desktop or laptop computer).

Launch a FARM Scheduled Campaign now, CLICK HERE!

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

How to Write Blog Articles That Inform Instead of Frustrate

Mar 2, 2021

Has this ever happened to you? Suppose you’re seeking the perfect recipe for apple crisp (or instructions on how to paint something, clean something, build something, etc.). You scour the internet, looking for those how-to blog posts with good reviews and, finally, you find it: the 5-star apple crisp recipe.

What should be a straight-forward list of ingredients and instructions is, instead, a 3,000-word discourse, starting with the author’s childhood reminiscences of the scents in gramma’s kitchen, tons of photos and, finally, if you manage to slog waaaay down to the bottom of the page, the actual recipe.

It’s posts like these that created the invention of Tl;dr (Too long; didn’t read). But, it’s not just the overly-long introduction that ticks off many a reader, it’s the fact that the title of it promised an answer to a question and then made us work hard to find the answer.

This is but one way bloggers can tick off their audiences. Since consistently blogging is the best way to gain organic online traffic to your real estate website, angering your readers is something you should avoid at all costs.

Let’s take a look at ways to do just that.

Who are you “talking” to?

Radio dee-jays are taught that, before they open the mic, they should picture their audience. One guy or gal, maybe driving, cooking dinner or working. The trick, they’re told, is that they should be talking to one person.

This works for writing as well. Don’t try to be everything to everyone. If you’re writing a blog post about an aspect of homebuying, write it to one homebuyer. Get inside his or her head, feel the confusion and angst and offer a solution.

Each post should have a very particular audience and address a specific solution or action for that person.

Skip the overtly sales stuff

There’s a time to market your business and this isn’t it. Blogging is meant to educate, entertain and build website traffic. Save the self-promotion for other areas of your website.

When it comes to real estate blogging, take a cue from Ernest Hemmingway: “Show the readers everything, tell them nothing,”

Yes, you’re the agent they should hire and because you are writing about what you know, your expertise will shine through without having to overtly state it.

The over-promise and under-delivery blogger

The headline and intro to your blog post are a promise to your reader: what follows is the solution.

If the solution is thin or weak, you’ve broken your promise. You’ve wasted the reader’s time. That kind of stuff frustrates people. They will find the answer–on someone else’s blog. Most likely, they’ll hesitate ever returning to yours.

The way to avoid over-promising and under-delivering is to keep your topic at the top of your mind while writing.

It’s ok to ride a stream of thought, as long as it’s in the first draft of your post. But to publish a post in which you’ve veered far off course is to break your promise.

Along with keeping focused on the topic:

Don’t confuse a blog post’s topic with its title. Keep focused on the topic while writing, but write the title last.” “Before you write your headline, you need to know you’ll back up the promise it’s making,” suggests James Chartrand at copyblogger.com.
Let the thoughts flow on the first go-round.
Allow the piece to sit for a time and then go back and read what you’ve written.
Ensure that the post delivers on its promise.

The last thing you want when trying to establish trust and credibility is to leave readers feeling deceived.

SOI Scheduled Campaigns are on sale right now for 10% OFF the first month (sale ends 3/6/21)!

Launch an SOI Scheduled Campaign, Get More Listings Series, **HERE**

TO GET STARTED:

STEP 1: Grab your SOI List.

If you need assistance with your list, reach out to Cowboy (Director of Scheduled Campaigns) he will help you pull your list together.

Cowboy’s phone: 877-351-3663. Email: cowboy@prospectsplus.com.

STEP 2: Choose SOI Campaign, from the Campaign page, select your series, start date, and add your list, HERE.

And, remember, with Scheduled Campaigns, YOU DON’T PAY until the mailing goes out (cancel or change up until the night before mailing).

Launch a Scheduled Campaign now, CLICK HERE!

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

3 Must-Have Tech Tools for the 2021 Listing Agent

Feb 25, 2021

Last year at this time, Americans were just getting to know COVID-19. In fact, the World Health Organization declared the disease a pandemic on March 11, 2020.

A week later, the Las Vegas Strip shut down, some businesses became more “essential” than others and #StayHome became our way of life.

The giant question for real estate agents was about how they would perform the many in-person exchanges required in a typical transaction?

From listing presentations to open houses, inspections, appraisals and showings to closing, just about evert aspect of the real estate business was upended. The real estate industry responded swiftly, showing amazing resiliency.

Your business became virtual, with nary a hiccup.

If you’re a new agent, the list of must-have tools is far different than it was in the past. Seasoned agents now seek guidance online about items once considered “luxury.”

We’ve queried agents across the country to determine which listing agent tech tools are a must as we enter the second year of the pandemic. Today, we share with you the most popular responses.

1. Video conferencing software

The social distancing mandate put the kibosh on the traditional listing presentation. Today, the dining room table has pretty much met the fate of the closing table.

Both have been replaced, however. While you may not be sitting across the dining room table with a potential listing client, you can achieve the same end result via video conferencing software for real estate agents.

Who says there’s no such thing as an overnight sensation? Not the folks at Zoom, that’s for sure. Undeniably the most popular video conferencing software among the real estate agents we spoke with, Zoom offers video tutorials, live training and webinars to bring you up to speed.

Prices range from free to $19.99 per host, per month.

What do agents like about it? Reliability, support for those new to video conferencing and screen sharing capabilities.

Not all is well, though, at least among agents. “… I don’t love it … the launch process gets confusing because of multiple window prompts, even after you’ve downloaded it,” according to Craig C. Rowe at inman.com.

He adds, by the way, some good news for budget-minded agents: “Free accounts can have up to 100 people for 40 minutes and unlimited one-on-one meetings.”

If you’re new to the software, eliteagents.com offers a walkthrough.

Already use Zoom? Check out these hacks at techhelpline.com.

2. Floor plan software

Listings with accompanying floor plans receive 52% more clicks than those without floor plans, according to the folks at rightmove.com.

Additionally, one in 10 of the buyers interviewed by the property portal said that they wouldn’t view a home for sale in person without seeing a floor plan first.

Finally, NAR finds that a floor plan is the third most valuable aspect of a real estate agent’s website, right behind photos and the listing description.

Floor plans aren’t expensive. Sure, you can go with a company that offers all the bells and whistles, but there are also those who offer the service for a reasonable price. Here are some that the agents we spoke with recommend:

3. Virtual tours

One listing agent we spoke with represents an older woman who is down-sizing. Because she suffers from lung disease, she is extremely fearful of catching COVID-19. The thought of random people touring her home led her to believe that selling to an investor was her only solution.

Luckily, she met a creative listing agent with a number of solutions, one of which was to restrict showings to virtual tours only. In-person showings were reserved for those buyers who submitted offers.

Her listing agent chose a Matterport virtual tour, which can be slow to create and, if you carry a lot of listings, it can get expensive. It remains, however, the gold standard of the real estate industry.

For alternatives, check out this piece from Mandy Ellis at NAR’s magazine.realtor.

RIGHT NOW! RENTER Scheduled Campaigns are on SALE 10% OFF!

*Renter Scheduled Campaign*, shown above, learn more **HERE**

TO LAUNCH A RENTER SCHEDULED CAMPAIGN:

Click the “GO NOW” link, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

GO NOW.

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

Protecting your productivity when you work from home

Feb 23, 2021

In January, nearly a quarter of working Americans worked from home, according to the U.S. Bureau of Labor Statistics (BLS).

While there are many positives to working remotely, real estate agents with families to care for have learned the hard way that remaining productive is often their biggest challenge.

Work-at-home-agents (WAHAs) we’ve spoken with list several productivity challenges. Let’s see if we can help you out with those.

Dealing with distractions

From last night’s Netflix movie that you fell asleep in the middle of to the overflowing laundry hamper, distractions beckon during the workday.

Even when you do manage to sit down at the computer to do some work, there are far too many shiny objects tempting you to do otherwise.

The solution? Ensure that your home office is away from the main traffic areas of the home and that it’s set up as an office, not a catch-all room. This will serve as a reminder to yourself that you’re working.

If the internet is the temptress, check out Cold Turkey, a website blocker that “… will be there for you when your willpower isn’t.”

Nancy Reagan was right

It is always open-season on the self-employed who work from home. For some reason, too many people have this notion that you’re not really working. Thus, the phone calls from friends and neighbors asking the WAHA if she can run an errand or two.

By the way, interestingly, none of the male agents we spoke with have had this experience, while most of the females have. From delivering a neighbor’s kid to dance lessons to running other errands, female agents are imposed on far more often.

First Lady Nancy Reagan nailed the solution when she uttered three famous words: “Just Say No.”

Don’t give in to the requests. Set your boundaries, protect your time and productivity. Just say no. If you’re a people pleaser, “no” may not be in your vocabulary. So, try this one:

“I’d love to help you, but I’ll be working then.”

It’s a bit harder to say no to family members in the home. One agent we spoke with told his family that when his office door is closed, he is unavailable for anything but emergencies. If the door is open, they’re welcome to enter.

Avoid the urge to over-work

Agents who live alone face the danger of becoming workaholics, especially if they’re following the pandemic specialists’ cautions that we should socially isolate.

As you know, in a real estate business there is always more work to do. But it can wait. Now more than ever it’s important to take care of yourself and your spirit.

Take a real lunch break, even if it’s just to get outside for a walk. Quit when the normal work day is over. Turn off the laptop, turn off the lights and close the office door.

Only you can protect your productivity during the workday, only you can protect your psyche.

RIGHT NOW! RENTER Scheduled Campaigns are on SALE 10% OFF!

TO LAUNCH AN RENTER SCHEDULED CAMPAIGN:

Click the “GO NOW” link, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

GO NOW

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

Lessons from million-dollar real estate agents

Feb 18, 2021

There’s a funny thing about oft-repeated truisms: many of them aren’t actually true.

Take this one for instance: “10% of all real estate agents perform 90% of all transactions.”

No-one is ever given credit for this statistic; no study has been published proving it to be true. Yet, it’s repeated over and over.

Sure, it’s true that some agents make tons more money than others. RealTrends annual rankings of agents and teams, “The Thousand,” prove that. Sort of.

Take a look at the top 10% of these agents and you’ll notice that they all sling luxury property. Naturally, the more expensive an agent’s inventory is, the more money she’ll earn.

This status may have nothing at all to do with talent, expertise or any other quality than to have made a wise decision early on in a career.

The first lesson is simple: if you truly want a sales volume of $761,653,743 a year, sell luxury property.

In reality, to make the big bucks requires patience, tenacity, self-discipline and the understanding that it takes money to make money. Stop taking the cheapest route. Demand quality for you and for your clients.

Related: Learn from the Master of real estate success, Floyd Wickman. Watch his latest guest appearance on our podcast (below).

There are few overnight successes

Tony Robbins, über-successful personal development coach, often tells the story of how, at age 19, he lived in a studio apartment, cooked on a hotplate, and washed dishes in his bathtub.

He considers this period his “rock-bottom” and tells audiences how it compelled him to begin to create goals. “The timeline I gave myself for achieving these goals was any time from tomorrow to the next twenty years,” Robbins says in “Awaken the Giant Within.”

Robbins claims that he hit his first goal, to make one million dollars, five years later.

We’ve all read or heard similar stories, those rags-to-riches tales that inspire us to do likewise. The one thing that so many of us miss, however, is that there is no magic formula. No cute little fairy will land on our shoulders and “poof” us into success.

These people struggled, often for years, to reach their goals. They worked long and hard, they enlisted help and they never stopped learning and trying new things.

Just as you know that nurturing leads and prospects takes time and persistence, so does nurturing your business.

Check your attitude

“A positive attitude makes success easy; a negative one makes success pointless,” according to Geoffrey James, author and contributing editor for Inc.com.

Sure, it’s challenging to feel positive during a worldwide pandemic, when the way you do business has been turned upside-down.

James suggests that you can change your attitude in a number of ways. One of these is to surround yourself with positive people and “… and shun those who are excessively negative.”

Find the rest of his tips on how to improve your attitude at Inc.com.

Mimic the successful agent

If you’re new to the real estate industry or ready to take your game to the next level, it’s well worth your time to find a mentor. At the very least, approach one of the most successful agents in your office and request a shadowing opportunity.

A week or two following this agent around, observing his or her attitude, habits and approach is time you will never regret spending.

RIGHT NOW! ABSENTEE OWNER Scheduled Campaigns are on SALE 10% OFF!

*Absentee Owner Scheduled Campaign, Get More Listings Series*, **HERE**

TO LAUNCH AN ABSENTEE OWNER SCHEDULED CAMPAIGN:

Click the “GO NOW” button, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

GO NOW

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

New Agent University: Walk your client through the title process

Feb 9, 2021

The real estate purchase is full of insurance. Private mortgage insurance (PMI or MIP in the case of FHA loans) is sometimes demanded by the lender to ensure the loan is repaid if the borrower defaults on the loan.

Homeowner’s insurance is also a necessity to protect the lender’s financial interests – it ensures the lender in case of damage of the loss of the loan’s security – the house.

Finally, there is title insurance, typically a point of confusion for both buyers and sellers.

It’s important for new agents to quickly get up to speed on all aspects of the purchase and sale transaction. When you can explain each step, each aspect, to your client, in easy-to-understand terms, they will appreciate your knowledge and professionalism.

Since this is a prerequisite to being referred to family and friends, let’s get you familiar with the title insurance that your buyer most likely knows nothing about.

Some of this you may have learned in real estate school so feel free to skip over those parts.

What is it?

Title insurance proves that there is no other person or entity that has a claim against or lien on the title of the home the buyer is purchasing.

Some of the more common “clouds” on a property’s title you learned about in real estate school so they’re probably still fresh in your memory. Just in case they aren’t, they include:

Fraud
Unpaid taxes
Forgery
Liens
Undisclosed heir of a previous owner

*FARM Scheduled Campaign, Fence Sitter Series*, **HERE**

There are two types of title insurance

The title insurance policy is typically paid for at closing and listed as an expense, either buyer’s or seller’s, on the closing disclosure.

One title policy covers the lender and the other covers the owner in the event that problems turn up that weren’t found during the title search.

In most instances, the buyer pays for the lender’s policy.

An owner’s policy is not required and who pays for it is negotiable. Typically, it’s the seller.

The Process

Shortly after escrow opens, someone will order a title search. You will most likely be the one to order it, but it varies by region.

Title officers use a number of different methods in their searches. Public records will tell them about liens or other claims. Some of the records searched include those located at county courts, the county recorder, tax assessors, surveyors.

Problems unearthed during the search are commonly called “clouds” on the title. Common issues include:

Unpaid taxes owed on the property
Liens
Boundary issues
Clerical errors
Encroachments
Errors in marital status

When a defect is found

Although it’s not the end of the world as we know it, a cloud on the title can significantly slow down a transaction. The time it takes to clear it depends on the type of error.

Clerical errors are typically the easiest to clear. Finding lost heirs or the need to go to court to clear a defect may take a significant amount of time.

The prelim

If all goes well, your client will be given a preliminary title report (“prelim” for short). This report outlines the title investigation and what was found.

It’s vital that you understand how to read the prelim and how to explain its contents to your client. While we don’t have time to go over the intricacies, you’ll find a brilliant YouTube video walk-through from Steve Ayers with Orange Coast Title Company, here.

As you walk your client through the prelim, keep your opinions of the contents to yourself. The most important thing to remember is to refer your client to a legal professional if the defect warrants it.

Never give your opinion or advice on legal matters. It’s a sure path to court and one of the most common reasons agents end up there.

The title process is one that confuses most new agents. Do some research and read through some sample prelims so you can sail through the process when you’re sitting with a client.

RIGHT NOW! FARM Scheduled Campaigns are on SALE 10% OFF!

*Farm Scheduled Campaign, Get More Listings Series*, **HERE**

TO GET STARTED:

STEP ONE: Create your prospect list using the MapMyMail tool or Demographic Search tool, click HERE.

STEP TWO: Launch a FARM Scheduled Campaign by clicking on “FARM” on the Campaign page and following the prompts, HERE.

And, remember, with Scheduled Campaigns, YOU DON’T PAY until the mailing goes out (cancel or change up until the night before mailing).

Click the “GO NOW” button, to get started on your Get More Listings Scheduled Campaign (from a desktop or laptop computer).

Launch a Scheduled Campaign now, CLICK HERE!

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

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

6 Podcasts to Keep you Motivated and on Track Throughout the Year!

Feb 4, 2021

What’s your plan for staying motivated with your real estate business this year? Whether lofty or grounded, it’s always a good idea to pencil in some “you” time.

Time for personal growth pursuits, time to dig deeper into various aspects of your business, time to get pumped up after those long, weary days that tend to wear us down.

We’ve rounded up 6 podcasts to help you out. Not all are real estate-related but we think they’re worthy of a listen.

1. “Happier,” with Gretchen Rubin

You can’t go wrong getting happiness advice from the author of “The Happiness Project” and four other bestsellers and a woman that the New York Times calls “the queen of the self-help memoir.”

Her sister, Elizabeth Craft, joins her in her award-winning podcast to discuss good habits, happiness and more.

We recommend Podcast 303, where the sisters discuss finding a ritual that will help you “Exorcise 2020 … Tips for Sticking to a Schedule When Working from Home,” and more.

This podcast does include ads and lots of chatter in the beginning. If you want to get to the meat of the episode, fast-forward to 7:25.

2. “The Tim Ferriss Show”

Tony Robbins says that to become the best at what you do, you need to study and learn from the best.

The author of the wildly popular book, “The 4-Hour Workweek,” Tim Ferriss helps you out with interviews of guests from a variety of industries, breaking down “… the habits and routines that contributed to that person’s success.”

Have you ever felt “stuck?” Yeah, most of us have. If so, you’ll love Ferriss’ interview with actor and author Matthew McConaughey, a man who grew up in a home where kids could cuss, but they were forbidden from saying the word “can’t.”

Launch an SOI Scheduled Campaign, **HERE**

The official title of this episode is “The Power of ‘No, Thank You,’ Key Life Lessons, 30+ Years of Diary Notes, and The Art of Catching Greenlights”

McConaughey steps in at 6:30, in case you want to skip the intro stuff.

3. (flashbooks) “The Greatest Salesman in the World” (Episode #12)

If you listened to the interview with McConaughey, mentioned above, you know that he credits Og Mandino’s “The Greatest Salesman in the World” for his success. Ever read it?

Have it read to you by host Dean Bokhari at flashnotes.com. This ingenious podcast is custom-made for the busy business person with no time to read.

If you haven’t read Magdino’s book, catch this episode because Bokhari reads it in full (it’s a short book).

4. “GSD Mode” with Joshua Smith

Phoenix agent Joshua Smith has garnered a spot on Wall Street Journal’s Top Realtor in America list as well as NAR’s “30 under 30.”

The voice and wisdom behind GSD, (short for Get Sh!t Done) Smith imparts his own experience and wisdom as well as provides interviews with other top performing agents and team leaders from across the country.

Although they are all worth a listen, we recommend two podcast episodes in particular:

“How to Handle any Objection,” from buyers, sellers, leads, etc.

“5 Tips To Help MASTER Lead Generation As A Real Estate Agent”

5. Women Rocking Real Estate

It’s astounding. The majority of real estate agents in this country are female yet few are hosting podcasts. It’s especially troubling when one considers that the top five agents in the country (sales volume), according to the RealTrends list, are women.

Thankfully, the industry isn’t completely bereft of female voices. Check out “Women Rocking Real Estate” with Canada’s Jennifer Percival.

Percival is also a coach, helping “women in real estate build a thriving, predictable business without using old school tactics.”

We recommend Episode #34, Reboot your Business in 9 Key Areas. Fast-forward to 6:40 (Percival is a bit chatty).

6. Take a Listing Today Podcast

The Take a Listing Today podcast is a show focused on providing marketing strategies with easy, actionable steps that help agents taking new listings and grow their real estate business.

They also have a Youtube channel, where they show step-by-step walkthroughs of many of their new marketing ideas. Making it super easy to know exactly how to launch the ideas for your business.

The show is hosted by Jim Studebaker and Todd Robertson, two experts in the field of real estate marketing.

We recommend Episode #70, Want More Listings With LESS Work? Schedule an SOI Campaign.

Whomever you choose to follow online and off, we hope you meet with great success in 2021.

There’s no better time than right now to launch an SOI Scheduled Campaign.

But Hurry! SOI Scheduled Campaigns are on sale 10% OFF the first month for ONLY 3 MORE DAYS! (sale ends 2/6/21).

Launch an SOI Scheduled Campaign, Content Card Series, **HERE**

TO GET STARTED:

STEP 1: Grab your SOI List.

If you need assistance with your list, reach out to Cowboy (Director of Scheduled Campaigns) he will help you pull your list together.

Cowboy’s phone: 877-351-3663. Email: cowboy@prospectsplus.com.

STEP 2: Choose SOI Campaign, from the Campaign page, select your series, start date, and add your list, HERE.

And, remember, with Scheduled Campaigns, YOU DON’T PAY until the mailing goes out (cancel or change up until the night before mailing).

Launch a Scheduled Campaign now, CLICK HERE!

Need help targeting a specific niche of buyers or sellers? Use our prospect list tools to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”