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.

It’s a New Year, Ready for Some New Business?

Jan 5, 2021

What if I told you that sending out 200 marketing postcards for less than $150 (postage included) could potentially net you five new listings?

Barbara Todaro, a Franklin, MA agent, sent 200 Just Listed postcards to an area that surrounded her new listing and her mailing resulted in just that number – five new listings.

Todaro’s advice, “Never eliminate a method because it’s basic, those are often the best methods. The reality is, everyone reads their mail”.

Yes, real estate postcard marketing has been around for a while, but clearly – IT WORKS.

Did you know?..

Direct mail outperforms email, social media, and all digital forms of marketing by 700 percent, according to research from the Data and Marketing Association (DMA).

In addition, 48% of people retain direct mail for future reference and 40% will try new businesses after they receive direct mail.

A customer of ours recently discussed his return to direct mail marketing, specifically Just Listed/Just Sold postcards, after spending some time away.

“My business was starting to be flat. I was still a top producer but where I used to have more listings than I did buyers, I now had twice as many buyers as I did listings”, Joe Cooper stated.

“I took a hard look at my business model and realized that it had been around two years since I’d used Just Listed/Just Sold postcards. I decided to start back up and see if it made a difference. Well, it has. Almost immediately, my listings have picked up!”

Get Started…

To usher in a new year full of new listings, do what Joe did and begin sending Just Listed and Just Sold postcards with every new listing and sale that you achieve this year. Get started today by clicking, HERE.

To continue reading…

The above article is an excerpt from our New, Free Master Marketing Magazine. The complete article is titled, “Business Flat? How to Blaze a New Trail of Business”.

To read the rest of this informative article, go to the New Master Marketing Magazine and turn to Page 18, CLICK HERE.

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, Geographic Farming, and Sphere of Influence. –Click Here

2. The Free One-Page Real Estate Business Plan

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Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our Online Real Estate Business Plan. – 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

This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

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

Ready to Launch an Unbelievable Year in 2021?

Dec 29, 2020

There’s No Better Way Than Launching a Scheduled Campaign

Choose From the Following Six Powerful Campaigns:

Sphere of Influence Campaign – Stay top of mind with your SOI by sending 150 Jumbo-sized postcards, standard-class for only $121.00 a month.
Farm Campaign – Keep new listings coming by sending 150 Jumbo-sized postcards standard-class to your Farm area for only $121.00 a month.
Expired Campaign – Own the expired marketing by sending a postcard every day for 27 business days for $18.09.
Absentee Owner Campaign – Get absentee owners calling you by sending 100 Jumbo-sized postcards, standard-class for $81.00 a month.
FSBO Campaign – Convert the FSBO market by sending a postcard every day for 27 business days for $18.09.
Renters Campaign – Turn renters into buyers by sending 100 Jumbo-sized postcards, standard-class for $81.00 a month.

And, remember, when you schedule a campaign, you don’t pay until the mailing goes out (change or cancel any time til midnight the night prior to mailing).

Make life easier in 2021 while taking your real estate business to the next level with Scheduled Campaigns!

GO NOW

STARTING TODAY, Launch a Scheduled Campaign and Get “Unlock Success” For FREE ($159.00 Value)

Just schedule any campaign shown, here, starting today (December 29th, 2020) and we will automatically send you Unlock Success in the mail (please allow 5 to 10 business days for delivery). Offer available while supplies last.

Unlock Success contains 101 of Floyd Wickman’s greatest dialogues in audio format (on USB flash drive).

Topics include negotiating commission, building trust, overcoming objections, mastering prospecting skills, and more.

Launch your Scheduled Campaign today and get Floyd Wickman’s Unlock Success for Free, click the “GO NOW” button to get started.

GO NOW

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.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.

3. The Free Real Estate Mailing List Guide

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Happy Holiday Greetings!

Dec 24, 2020

Wishing you and those you love a wonderful holiday and a happy, healthy, and prosperous New Year!

We are sincerely grateful to have you as a client.

Best wishes for a Happy Holiday Season and our sincere thanks for your loyalty and goodwill throughout the year.

From your Team at ProspectsPLUS!

P.S. Don’t forget to take time to enjoy the New Master Marketing Magazine over the holiday. To read it online, Click HERE.

If you are a current ProspectsPLUS! customer, get ready to receive your own copy of the Master Marketing Magazine in the mail.

If you don’t have an account with ProspectsPLUS! register for your Free account HERE (from a desktop or laptop computer) to receive your own copy of the Master Marketing Magazine in the mail.

Need assistance call our support team at 866.405.3638. We’re here to help!

Starting January, Send Postcards for 27 Business Days and OWN the Expired Market

Dec 22, 2020

January is considered one of the most fruitful times of year for going after expired listings and turning them into clients.

In most cases, these homeowners are still motivated to sell, have a sense of urgency, and are in need of a new plan.

What a great combination for the right agent to take a listing and better still – create a client for life, but you have to move fast.

And, remember to approach sellers of expired listings with patience and most importantly – a real plan to get their home sold. Good people skills and the ability to bring real solutions to the table will make you the front-runner.

Your strategic plan of attack

During the first days of January, contact every expired in your extended area by sending a postcard from the Expired Series daily. Then follow that up with a phone call. This strategy is so successful because it’s timely. Most of the competition will not have implemented something so quickly.

**Now you can send Expired postcards for the next 27 business days & own the expired market for only $18.09**

It’s easier than ever, with the New ProspectsPLUS! Expired Scheduled Campaigns.

In just minutes, you can schedule Expired Series postcards to go out for 27 business days in a row and own 100% mindshare of the expired market.

And, YOU DON’T PAY until each mailing goes out (change or cancel up until the night prior to mailing)!

To Launch a Expired Scheduled Campaign:

Choose your start date (see image below)
Pick your mailing interval
Then attach your expired prospect list (you can even schedule a series to go out with just one seller).

To get started on your expired scheduled campaign, from a desktop or laptop computer, click the “Go Now” button, below.

GO NOW

Don’t put off until tomorrow what you can get done today, because, What GETS SCHEDULED, GETS DONE!

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. 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.

3. The Free Real Estate Mailing List Guide

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one-page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

How to Convert Renters Into Motivated Home Buyers – With LESS WORK

Dec 17, 2020

A new Joint Center for Housing Study from Harvard University calculated 12 million American’s spend more than 50% of their earnings on rent.

This reality is probably why more renters are waking, up fed up that their rent checks are lining their landlord’s pocket and are ready to considering buying.

In the past, Americans in the nation’s most expensive cities have chosen to rent because it appeared to be a feasible solution. In San Francisco, for instance, where the median starter home costs about $895,000, there are more high-income renters than homeowners, according to the U.S. Census Bureau.

As rents rise, however, they’re realizing that perhaps a fixed-rate mortgage payment is far better than the wildly accelerating rental rates of late.

**Yet, some people still choose to rent. Why?**

Many are cash poor and don’t understand that they don’t have to have a huge chunk of money for a down payment and closing costs. Others assume they can’t afford to purchase, despite having a decent income.

To successfully pursue this real estate audience requires targeted marketing that dispels myths and speaks to their pain points.

Here are some suggestions on topics you may want to use to attract these tenants.

That up-front cost

“I was a long-term renter because I wanted to wait to buy until I could afford to stay in my current neighborhood,” a new homeowner tells Jennifer Bradley Franklin at BankRate.com.

So, why the long-term tenancy? “I didn’t realize that there were affordable options,” she told Franklin.

One would think that with all the information at our fingertips, real estate consumers would be better informed about down payment assistance, closing cost help, and the overall long-term cost advantage of buying over renting.

It’s the assumption that the costs are higher when you buy than when you rent that keeps many of them out of the housing market. Dispelling this myth is a worthy goal in your marketing efforts.

In addition, educate renters on the down payment assistance programs that are available to them.

Although many are reserved for low-to-moderate-income earners, there are some for those who earn more.

In fact, with more than 2,000 down payment/closing cost assistance programs nationwide, you are bound to find one for your higher-earning, home-buying prospects.

Or, let them know that the FHA-backed mortgage has a down payment that can go as low as 3.5% and there are no income limits for borrowers. You would be shocked to know how few consumers are aware of this.

What demographic of renters you should target?

When creating your rental prospect list, target renters who earn in excess of $70,000 per year. Especially the 1.35 million-plus American households who earn $150,000 per year or more and who “became renters between 2007 and 2017.” (US Census data).

If you’re in a market that doesn’t provide an adequate targeted prospect list when you target $70k and up, then grab an annual salary range that better fits your market.

ProspectsPLUS! has a demographic search tool that makes it easy to build a list of high-income renters based on an annual income range you choose, under the “custom search” option.

NOW, you can convert renters into home buyers with less work

The ideal way to communicate, educate, and build trust over time with renters is to launch a renter postcard marketing campaign.

And, now, your ability to do this just got TEN TIMES EASIER with the New ProspectsPLUS! Renter Scheduled Campaigns.

In one quick sitting, you can schedule your renter postcards to go out over a period of time on a weekly, bi-weekly, monthly, or bi-monthly basis.

And, YOU DON’T PAY until each mailing goes out (change or cancel up until the night prior to mailing)!

To Launch a Renter Scheduled Campaign, Pick a Postcard Series, Then:

Choose Your Start Date (see image below)
Pick your mailing interval (weekly, bi-weekly, etc)
Then attach your renter prospect list (you can schedule as little as one postcard to go out).

To get started on your renter scheduled campaign, from a desktop or laptop computer, click the “Go Now” button, below.

GO NOW

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

1. 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.

2. The Free Real Estate Mailing List Guide

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

This image has an empty alt attribute; its file name is 2020-Planner-3D-999x1024.jpg

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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Want to OWN THE FSBO MARKET? Send Daily Postcards for the Next 27 Days & BAM!

Dec 15, 2020

You can own 100% mindshare of the FSBO market by sending daily postcards.

The reason most FSBOs have decided to try and sell themselves is usually they are eager to save money. Many also don’t trust agents due to a bad experience from their past.

However, the truth is…

Most FSBOs do end up using an agent. According to NAR, statistics show only 8% of the homes sold are FSBOs. And 31% of FSBOs don’t market their properties. They need someone like you to lend your expertise for a headache-free sale that achieves the most money.

Other tasks that NAR has shown are difficult for FSBOs include: pricing the home right (18%), preparing the home for sale (13%), understanding the paperwork (12%), helping the buyer obtain financing (6%), timely selling (3%) and time to devote to the sale (3%).

Therefore, it is your job to earn their trust by demonstrating how your expertise can be of help.

How you accomplish this is through consistent, daily communication, professional marketing, and effective presentation tools.

The Merchandise Review

A great strategic tool that allows you to walk sellers through all the components of the saleable listing is the Merchandising Review. It even helps to answer some questions before they’re raised. The Merchandising Review is available as a Free Download Here.

As soon as you see a new FSBO, contact them to offer to complete a ‘no obligation” Merchandising Review. Explain the tool allows you to make a comprehensive analysis of whether their home is salable in today’s market. Then schedule a 20-minute time to meet with them to go over the Review.

Walk them through each item and negotiate the issues that might keep the property from selling. Correct these issues, and ask if they would allow you to show them your marketing plan.

Compelling marketing

Getting the attention of a FSBO can be challenging. Often their guard is up, and they aren’t open to talking to agents.

You can begin to open the lines of communication with something as simple as a door hanger.

Keep a stack of FSBO Door Hangers in your car trunk for a quick leave-behind any time you see a For Sale By Owner sign.

Then, add that new For Sale By Owner to your daily FSBO scheduled campaign.

To encourage inbound calls, offer a Free direct response report with all of your FSBO marketing. The report, For Sale By Owner First Aid is the ideal tool to encourage FSBOs to reach out to you.

The report contains persuasive statistics and educational content that will pique the seller’s interest and open their mind to an agent solution.

Now, you can send a FSBO postcard every day for the next 27 days & OWN THE FSBO MARKET

To own 100% mindshare in the FSBO market, every new FSBO you encounter should be put on a daily marketing campaign with the FSBO Series of 27 postcards.

And, now, your ability to do this just got TEN TIMES EASIER with the ProspectsPLUS! FSBO Scheduled Campaigns.

In one quick order, you can schedule FSBO postcards to go out for 27 days in a row and own 100% mindshare of the FSBO market.

And YOU DON’T PAY until each mailing goes out (change or cancel up until the night prior to mailing)!

To Launch a FSBO Scheduled Campaign:

Choose Your Start Date (see image below)
Pick your mailing interval
Then attach your FSBO prospect list (you can even schedule a series to go out to just one seller).

To get started on your FSBO scheduled campaign from a desktop or laptop computer, click the “Go Now” button below.

GO NOW

Don’t put off until tomorrow what you can get done today because, What GETS SCHEDULED, GETS DONE!

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

1. Become a Neighborhood Brand

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

2. The Free Real Estate Mailing List Guide

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

3. 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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one-page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Content Marketing Strategies for 2021 – Drive the RIGHT Traffic

Dec 8, 2020

Real estate agents have done an amazing job pivoting their businesses in 2020. You’ve got that Zoom thing down like a pro and have figured out what makes a winning video walkthrough.

And, just as there was no way we could have predicted a pandemic back in 2019, who knows for certain what 2021 will look like.

Regardless of what’s to come now’s the time to get dialed in on what will provide optimum success in the New Year based on best practices.

Americans are a captive audience

Recently, we suggested you go big on social media engagement, at least during the first quarter of 2021.

After researching what other agents are considering we also feel the need to urge you to come up with a content marketing strategy.

It’s easy to get started and it doesn’t have to crush your pocketbook. It all starts with getting clear on your audience and then creating and distributing content to them, consistently, according to the pros at the Content Marketing Institute.

Who are you trying to reach?

Think carefully about who you are targeting, buyers or sellers, and what niches within those groups.

Figure out their most pressing concerns and questions. Then, deliver content that offers solutions specific to them.

Content creation

Creating content can be accomplished by your own fingers on the keyboard or graphics software or by hiring a writer and/or designer.

If you have more time than money, the DIY solution is perfect.

However, if your time is better spent on another part of your business, and money is tight for you, consider visiting Upwork.com or Fiverr.com to choose from among the thousands of freelancers looking for work.

Once you’ve figured out which topics would be of the most value to your audience, it’s time to get them out of your brain and into an easy-to-read and understandable form.

That “form” will depend on how you’ve decided to distribute content. For instance, if you’ll be writing blog posts, remember to organize your thoughts in a logical manner and use lots of white space, bulleted lists, subheadings, etc.

*Content Card Series* Scheduled Campaign

Direct mail marketing pieces should follow best practices as well. To ensure this happens, take advantage of the plethora of professionally designed marketing templates available on ProspectsPLUS.com.

All of the marketing available on ProspectsPLUS! is created by their in-house direct response marketing experts, ensuring you deliver the right message, to the right audience, at the right time.

Which leads us to a related question:

How will you distribute that amazing content?

Content distribution tactics vary and include not only direct mail, mentioned above, but also:

Blog posts
Ebooks
Infographics
Newsletters (either via email or direct mail)
Social media content
Videos
Podcasts

Whichever vehicles you choose, ensure that you can use them consistently, based on the 3-7-27 Law of Branding. That’s the key to a winning content strategy.

To make consistency easy, take advantage of scheduled campaigns on ProspectsPLUS.com. Schedule an SOI or Farm campaign for up to one year in just minutes.

You don’t pay until each mailing goes out, and you can cancel or change your order at any time up until the night before your mailing.

Get started with your 2021 content marketing by launching an SOI Scheduled Campaign.

Get your 2021 marketing in place now, so that you can focus your attention on other high-level tasks throughout the new year.

And, right now, ProspectsPLUS! is offering a 3 Extra Closing a Year Guarantee if you schedule a one year SOI campaign.

Watch this video (below) to learn more about just how easy it is to launch a scheduled campaign.

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

1. 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.

2. The Free Real Estate Mailing List Guide

3. 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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Social Media Marketing Strategies For 2021 – Where to Spend Your Time

Dec 3, 2020

So, here we are, finally nearing the end of the year, and what a year it’s been!

COVID-19 disrupted many of the normal ways that agents do business. From completely virtual showings to drive-through closings in some areas, it’s hard to imagine the industry ever getting back to “normal.”

What does this mean for your 2021 marketing plan?

When talking to agents about their 2021 plans, the majority said, social media marketing will definitely play a role in their marketing strategy.

If you’re among them, make it easier on yourself by creating a section in next year’s marketing plan devoted to everything digital.

The best digital marketers fish where the fish are

When researching where to spend your digital marketing dollars, it’s important to remember that:

You are a B2C marketer, not B2B. User statistics aimed at B2B marketers are useless for real estate agents.
You have a very specific target audience (Millennials and gen x, age 32 to 56 for buyers’ agents and gen x and baby boomers, age 45 to 75, for listing agents).
Your target audience of buyers earns a median household income between $102,800 and $110,900, depending upon age and location.
Your target audience of sellers has a median age of 58 and earns a median household income of $128,800.

Courtesy: NAR 2020 Generational Trends Report

The fish are hanging out on social media

If we had to choose just one digital marketing medium to spend the bulk of our time and money on next year, social media would be our choice. We will, however, be talking about some of the other strategies in upcoming blog posts.

Which social media platform does a real estate agent’s “fish” hang out in? For the past few years, Facebook was hands down the best place to drop your hook. And, not much has changed in that regard.

The platform is popular with Americans in the homebuyer age bracket (“79% of 30 to 49-year olds use Facebook,” according to SproutSocial.com.)
Listing agents will be glad to know that 68% of those age 50 to 64-years old and 46% of adults age 65 and older use Facebook.
Finally, Facebook users hit the sweet spot in household income as well, with 74% earning more than $75,000.

Instagram, Twitter, LinkedIn and Pinterest

We’ve mentioned before that the time it takes to be and remain active on Instagram doesn’t typically translate into the number of leads and deals most agents need and want.

At least not now.

This could be due to the fact that the platform’s demographics just don’t fit your target audience. Instagram is most popular with users between the ages of 13 to 29 years of age.

Twitter is similar in that it is most popular with younger folks, especially those in the 18 to 24 age brackets. As ages rise, the platform’s popularity decreases.

Listing agents especially, should understand that just 17% of Americans in your target audience’s age range use Twitter.

Buyers’ agents may find spending time at LinkedIn lucrative. Join some groups, post some content, because the site is quite popular with 30-to-49-year-olds.

Pinterest is another time and labor-intensive platform, but its demographics fit tidily with your target audience. “The median age of a Pinterest user is 40,” according to Salman Aslam, founder and CEO of Omincore.

Check out these boards to help you decide if Pinterest is worth your time:

Consider hiring a social media manager to do the heavy lifting, freeing you to focus on other parts of your real estate business.

Send the Should I Stay or Go postcard from the Get More Listings Series to your Farm or an area where you’re currently prospecting.

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

1. 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.

2. The Free Real Estate Mailing List Guide

3. 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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Increase the Odds of Selling Your Next Listing to Your OWN BUYER

Dec 1, 2020

Become a market maker

Dean Jackson, Founder of GoGoAgent and Listing Agent Lifestyle, is an expert in educating agents on the importance of becoming a real estate Market-Maker.

Dean states, “Most agents begin focusing on finding a buyer after they get a new listing. Often agents are only focused on getting listings because their belief is they need these listings to be able to find buyers”.

“But what if you reversed this thinking?” Dean continues, “What if instead of matching buyers and sellers, listing by listing, you become a Market-Maker who’s truly controlling your market?”.

How incredible would it be to arrive at your listing appointment with a list of buyers, you’ve already been communicating with, from the surrounding area?

As Dean says, “There’s nothing more powerful than this position because you’ve got the very thing that the seller wants more than anything”.

“Regardless of who else is competing for this listing they can’t win when you already have buyers in hand”.

When you begin to see your listing appointments in this way you are changing the game completely and taking your first steps toward becoming a Market-Maker.

NAR statistics show home buyers, on average, move within 15 miles of their last location. This means there’s a good chance your listings home buyers are renters located in the same area.

Based on this fact, it only makes sense to create a Renter Prospect List in the area that you are currently prospecting/farming and begin marketing to this list.

This will allow you to show up at your listing appointments already armed with a list of prospective buyers.

*Renter Prospect List* pinpointed on map

In fact, you can demonstrate this by printing out your Renter Prospect List in map form on ProspectsPLUS!. Use the List Management Tool under your account options to do this.

Then, take your map with you on your listing appointments.

Show this map to homeowners and tell them you’ve been looking for their home’s buyer for months.

State you have a pool of potential buyers you’ve been communicating with that live in the surrounding area. Then, discuss the high probability that their home buyer is on your list (based on statistics).

Imagine the feeling you’ll have selling this listing to your own buyer – that’s a true Market-Maker!

Watch this video (below) to see how to build a list of High-Income Renters and then map your list and print it out.

How to turbo-charge the buyer pool for your current listings

If you already have a listing and are getting ready to send out your Just Listed postcards, here’s how to increase your buyer pool and the odds of selling this listing to your own buyer.

FIRST: Choose your Just Listed postcard on ProspectsPLUS! and complete any edits that you may need.

NEXT: Once you get to the “proof screen”, you’ll see a blue box in the right vertical column (See photo on right).

Click the yellow “add renters list” button inside the blue box.

BAM! you just added a list of renters, in the same area, to your Just Listed campaign.

It doesn’t get any easier than that to increase your buyer pool, and the odds of selling to your buyer, for that listing.

Bottom line

Whether adding a renter list to your existing just listed campaign or marketing to renters in your farm area, the most essential item you can have in your arsenal is a large pool of buyers within 15 miles of your listings.

While other agents are discussing (with fingers crossed) what they’ll do to find a buyer once the listing agreement is signed you stand alone because you’ve already done the work.

Send a Just Listed postcard from the Multi-Photo Series to a radius surrounding your listing.

Don’t forget to add a list of renters to your just listed campaign to increase the odds of selling to your own buyer.

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!

By The Way, Happy Giving Tuesday Everyone!

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

1. 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.

2. The Free Real Estate Mailing List Guide

3. 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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

With Gratitude at Thanksgiving!

Nov 26, 2020

A special message to express to you our sincere appreciation for your business, your confidence, and your loyalty.

As we acknowledge our good fortune on this Thanksgiving Day, we also acknowledge how extremely lucky we are to have customers like you.

Thank you for your support this year.

We wish you and your family a Happy Thanksgiving!

Your ProspectsPLUS! Team

Tips to GET MORE LISTINGS This Winter

Nov 5, 2020

If you sell real estate in Minnesota, Wisconsin, or some other snow-prone state, you may feel you can’t be as busy in winter as you are in spring. But, if you play your cards right, you’ll find winter can be just as profitable a time of year in real estate.

The first step to building a winter book of business is to let potential sellers know just how much they stand to benefit from selling when the weather outside is frightful.

The proof is in the numbers

More homes sell in spring than in winter, according to the NAR. No surprise there.

Unfortunately, this is where the media usually stops when they write about selling a home in winter. What they neglect to state is although home sales can be down in the winter,

…the likelihood of selling a home in winter is better than at any other time of the year, they sell faster and for more than asking price according to a Redfin study.

Interestingly, this statistic holds true regardless of market.

If you want to make more money this winter, you’ll need to get the word out to sellers. “It’s the Most Wonderful Time of the Year” isn’t just a song title.

Let other sellers buy into the myth of winter-is-bad

Dahna Chandler at themortgagereports.com wrongly assumes that “… most people shiver” when considering a winter home sale. “It’s likely the hardest to sell a house in most areas.”

Then, there’s Natalie Campisi at bankrate.com who, when explaining why “… fall/winter is the worst time to sell a house,” says that “December is when homebuying activity comes to a standstill and there’s little inventory available.”

“Little inventory” sounds like the real estate market in general over the past year. Besides, “little inventory” means less competition for sellers, which might be why homes in popular areas, in good condition, sell for more than asking in winter.

Our point is that this is the type of stuff that other agents are reading that scares them away as we approach winter.

It’s time to dust off your blogging skills and make sure sellers in your area know the truth: if you need to sell, this can be a profitable time of year to do so.

Winter buyers are highly motivated to buy

Think about it: Especially in frigid winter areas, to trudge around town looking at homes for sale takes a certain level of motivation.

It turns out that the rate of job transfers is quite high in the early part of the year. This winter, however, the pandemic-caused migration may still be underway. Those are two groups of highly motivated homebuyers.

Then, there are the nearly 3 million homeowners who are still in forbearance, many of them with mortgages not backed by a GSE. Will they sell rather than bite that bitter pill of the catch-up payment?

Let them know that they’ll do well to sell this winter.

Inventory is even lower

Our squeaky tight inventory of homes for sale doesn’t appear to be loosening up. When winter hits and sellers take their homes off the market, the competition will dwindle even more.

Urgency is the overall feeling you want to convey whether your writing a blog, and email, sending direct mail, or speaking to someone in person.

As all of us have learned in 2020, there is a lot that we have absolutely no control over. Urgency will get those fence-sitters off the fence and into the market.

Take your main “urgency” points and add them to a Fence Sitter Series postcard from ProspectsPLUS!, then send it out to your listing of Fence Sitters. If you don’t have a Fence Sitter list, you can create a list in minutes with the demographic search tool.

Direct mail marketing is such an affordable way to put something tangible into the hands of your potential clients. For instance, on ProspectsPLUS.com you can send 150 Jumbo sized postcards, standard class for only $121.00.

Consider the potential return on investment of these 150 postcards – and it’s truly all upside.

Make sure to include the Timing is Everything brochure in your listing presentation folder. In fact, here’s a promo code (FREEBROCH) for you to download the brochure for FREE, for a limited time.

If you send a newsletter, publish an article on the topic of winter selling creating the same urgency.

Then, start writing about ways to make their homes more attractive in winter via staging, sprucing up the landscaping, etc.

Winter doesn’t have to be the doldrums for your real estate business. All it takes is an effort to counteract the naysayers by getting the word out that selling in winter has definite benefits.

Send the Time is Running out postcard from the Fence Sitter Series to your Fence Sitter prospect list.

Use the Demographic Search tool, from a desktop or laptop, to generate your Fence Sitter prospect list in just minutes.

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!

Follow the 3-7-27 Law of Branding and send a series of Fence Sitter postcards over a period of time. Use the “Schedule Orders” tool to schedule months of mailings all at once.

And, remember with scheduled orders YOU DON’T PAY until the order goes out!

Just click the “Schedule for Later” button and pick your mailing date – it’s that easy!

Because what GETS SCHEDULED, GETS DONE!

Watch the video below to learn how to schedule a mailing in just minutes!

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

1. 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.

2. The Free Real Estate Mailing List Guide

3. 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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Low on Listings? How to Blaze a Trail of New Listings

Oct 27, 2020

What if I told you that sending out 200 marketing postcards for less than $150 (postage included) could potentially net you five new listings?

Barbara Todaro, a Franklin, MA agent, sent 200 Just Listed postcards to an area that surrounded her new listing and her mailing resulted in just that number – five new listings.

Todaro’s advice, “Never eliminate a method because it’s basic, those are often the best methods. The reality is, everyone reads their mail”.

Yes, real estate postcard marketing has been around for a while. And, no, it’s not as innovative as digital marketing, but clearly – IT WORKS.

Left in the dust

We’ve definitely come a long way from the days of AOL dial-up connections to jet-propelled search engine rankings and the availability of real-time information.

It was a steep learning curve, but like most things in life, as agents became more tech-proficient, the demand for high-tech grew.

Unfortunately, along with this came new-fangled ideas regarding listing generation and conversion; that it should be quick and effortless. And, this false belief came at a price.

Old, yet highly effective marketing methods, were left in the dust by some agents, specifically the method with the longest history of success – direct mail marketing.

Snail mail? Guess again!

Direct mail outperforms email, social media, and all digital forms of marketing by 700 percent, according to research from the Data and Marketing Association (DMA).

In addition, the Marketing Sherpa survey showed that direct mail was the third most trusted form of marketing overall (behind magazines/newspapers and TV ads).

For comparison, search engine ads came in sixth and, at the bottom of the list? Online pop-up ads.

A customer of ours recently discussed his return to direct mail marketing, specifically Just Listed/Just Sold postcards, after spending some time away.

“My business was starting to be flat. I was still a top producer but where I used to have more listings than I did buyers, I now had twice as many buyers as I did listings”, Joe Cooper stated.

Is farming a thing of the past?

In the past, most agents chose farm areas to target their best potential customers and direct mail marketing was the best way for them to reach these people. Guess what?

Direct mail marketing still is the best way to target your ideal customer.

Neighborhoods that are ripe for the picking include those that haven’t turned over in a while. Or you can choose to circle prospect and campaign in an area surrounding a recent listing or sale.

Your research into the right farm doesn’t stop with choosing your neighborhood; learning the area’s demographics (especially the average age and income of the residents) is vital to a successful campaign.

The easiest way to ensure you are targeting the right list is to source it using our targeted mailing list tools.

The postcard winners

So, which are the most effective postcards for real estate? By far, the top agents we’ve spoken with chose Just Listed/Just Sold postcards.

“We host monthly events at our office and invite local businesses and residents. When we send a Just Sold postcard, it includes an invitation message to the party,” states Laurie Laykish, Engle & Volkers.

Though the invite isn’t the focus of the card (the just-sold home is), “we have had at least 2 people from each drop of 200 cards that attend an event and sign up to buy or sell with us,” Laykish concludes.

A tip to keep in mind, nearly 15 percent of direct mail recipients who responded to a Marketing Sherpa survey say they often discard mailed pieces when they are “too focused on the company’s needs and not enough on their own.”

This is why it’s important to keep your postcard’s focus on what’s important to your target market. Detailing what’s in it for them will engage them far more than self-promotion.

If a year-round direct mail marketing strategy isn’t currently part of your plan – the time to change this is now.

Send a Multi-Photo Just Listed postcard to a radius around your new listing. Use the MapMyMail tool, from a desktop or laptop, to generate this list in minutes.

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. 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.

2. The Free Real Estate Mailing List Guide

3. 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

4. The Free One-Page Real Estate Business Plan

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan. – Click Here

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

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