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.
Steven recently sent a postcard from the Real Estate Times Series shown above. To see more postcards from this series, Click Here.
Congratulations Steven Brown on winning this week’s contest!
Steven had the following words to say about his success sending marketing out from ProspectsPLUS!,
“They got them out fast and in this market, if it’s not extremely quick in printing and mailing, it’s not worth the money to put out! They have options to target specific markets in specific neighborhoods without having to do a random shotgun approach. Been using them for years. The easy design process with plenty of templates to choose from or upload your own design”. -Steven Brown
Steven, thank you for that incredible review. Wow! We truly appreciate you and are here to support your success in any way that we can!
Don’t Forget to Enter For Your Chance to Win a $125 ProspectsPLUS! Gift Card! (see how below)*
What Can You Do With a $125 ProspectsPLUS! Gift Card? Here are 5 Things:
Launch and pay for the first month of a Sphere or Farm Scheduled Campaign consisting of 130 jumbo postcards.
Send 130 jumbo Just Listed or Just Sold Postcard to a radius surrounding your listing.
Send 130 Jumbo Get More Listings postcards to an area where you want more listings.
Create a niche prospect list (empty nesters, move-up market, etc.) and send a mailing of 130 jumbo postcards.
HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.
*If you’ve already entered our contest in the past and haven’t won, you don’t need to enter again. Your entry remains valid and you still have a chance to win.
Don’t forget to watch out for next Friday’s email announcing the weekly winner!
PLUS: When you have time…below are some helpful tools to support your success.
1. The Free 12-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
2. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
Kevin recently sent the Homes & Life Magazine shown above. To see more about this personally branded magazine, Click Here.
Congratulations Kevin Robison on winning this week’s contest!
Kevin had the following words to say about his success sending marketing out from ProspectsPLUS!,
“I have been sending out postcards and magazines for just a few months. I already have received my first sale from the postcard which has covered my marketing expenses for the year. People do read the postcards- this seller read what I had to offer and called me immediately because it mentioned my ‘timely communication’ guarantee!” -Kevin Robison
Kevin, congratulations on your marketing response! Your Homes & Life Magazine looks incredible too!
Don’t Forget to Enter For Your Chance to Win a $125 ProspectsPLUS! Gift Card! (see how below)*
What Can You Do With a $125 ProspectsPLUS! Gift Card? Here are 5 Things:
Launch and pay for the first month of a Sphere or Farm Scheduled Campaign consisting of 130 jumbo postcards.
Send 130 jumbo Just Listed or Just Sold Postcard to a radius surrounding your listing.
Send 130 Jumbo Get More Listings postcards to an area where you want more listings.
Create a niche prospect list (empty nesters, move-up market, etc.) and send a mailing of 130 jumbo postcards.
HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.
*If you’ve already entered our contest in the past and haven’t won, you don’t need to enter again. Your entry remains valid and you still have a chance to win.
Don’t forget to watch out for next Friday’s email announcing the weekly winner!
PLUS: When you have time…below are some helpful tools to support your success.
1. The Free 12-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
2. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
4. The Become a Listing Legend Free eBook
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
“Do You Even Need a Real Estate Agent to View a Home Anymore?” asks Robert Farrington at thecollegeinvestor.com.
While he admits that “… viewing properties online will never replace checking out a property in person,” he offers two ways to view homes without an agent: “open houses, or you could simply go to the house and peek in the windows!”
Yes. He. Did.
Imagine the homeowners at the effect of this advice, with potential buyers creeping around their property, peeking in their windows.
“The only time you actually need to call a real estate agent is if you want to get inside the house without breaking in!” Farrington concludes.
One agent bravely responded to Farrington in the comment section: “Getting people who don’t know you to trust you and understand your value is hard enough without articles like this.”
So true.
When you meet a new client, there is most likely mistrust from the get-go and your first job is to win them over.
Let’s take a look at what some of the experts suggest to help you win this battle.
1. It all starts with the buyers’ consultation
Your first lengthy interaction with potential buying clients is an ideal opportunity to distinguish yourself from other agents they may have spoken with. It’s also the start of building the rapport required to instill trust.
Aside from the routine questions (when they plan on buying, whether or not they’ve seen a lender, etc.) consider asking why they are buying a home.
The answer to this may give you valuable information on which to start building a relationship, so pay close attention to what they say.
Whether your potential buying clients are getting married, growing their families, or just want a suitable space for Fido, the information gleaned from asking this question is something you can use to help build rapport.
The First Time Buyer Series is shown above. To see more designs, Click Here.
2. Which aspects of the home/neighborhood are non-negotiable?
Don’t be the agent so many real estate consumers complain about– “he kept showing us homes that were too big” “too small” “that didn’t have a pool” or “we’re in the wrong school district.”
3. You can’t build rapport in separate cars
As a buyer’s agent, think of all the rapport-building time that’s lost when your buyer takes a separate car and follows you from listing to listing.
Stop taking separate cars to view homes for sale. Use the driving time to get to know the client:
Familial status (married, children?)
Pets?
Hobbies? Your client tells you she loves to golf. “Have you played [name of golf course]?”
Job? Your client tells you what he does for a living. “What made you decide to work in [career choice]?”
Where did he or she grow up? “So, what was it like growing up in [name of town]?”
The time between viewings is so valuable. It provides the perfect opportunity to get to know your client and for him or her to get to know you.
In real estate, rapport is the basis of trust. The more that leads and clients get to know and like you, the more they will trust you enough to refer you.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine, with rich, full-color content, and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts, combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.
Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and, it costs less than sending a greeting card! – Click Here
2.The Free 12-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The BusinessBase, SOI building system
The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes, but it is a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. –Click Here
4. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
5. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
6. The Take a Listing Today Podcast
Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here
Good job on drumming up some future business. There comes a time, however, when you’ll need to start working on converting your leads into prospects and prospects into clients.
Listen, if you got into real estate to become a full-time lead generator, that’s cool. Not much money in it, but have at it.
If, on the other hand, you aren’t converting those leads into prospects and then into clients but want to learn what it takes, read on.
Snake oil doesn’t work
There are far too many agents who think that the snake-oil peddling coach, book, or podcast will lead them to prospect conversion heaven. Sure, there are a lot of great coaches, how-to books, and podcasts out there.
But, there’s no super-secret script or dialog. A magic bullet to close prospects just doesn’t exist.
Perhaps this is because real estate is a long game. The truth is, there is no one thing that leads to conversion; it takes a combination of personal qualities, habits, knowledge, and more.
How confident are you in your knowledge?
“Customers are more likely to trust salespeople who show confidence in themselves and what they are selling,” according to the experts with Business Queensland.
Knowing your business, inside and out, and knowing your “product” also help you sell the benefits:
Of working with you
Of buying this home
Of selling a home, right now
The southern California agent I once interviewed who took the time to visit every new listing, whether he had a buyer or not, exemplifies getting to know the product.
The Looking For Listings Series is shown above. To see more designs, Click Here.
The new agent who tagged along with a mentor for a solid year ended up with more real estate knowledge than many seasoned agents. That is what knowing your business is all about.
The listing agent who was presented with a problem that might impact a home’s market value, and came up with a solution in seconds, showed an impressive amount of confidence and knowledge.
Think about challenges that you and other agents have encountered and their possible solutions. Think creatively.
Get out in the market and view listings in your typical target clients’ price range. When someone asks about the home at 123 Main St. you can offer details, confidently.
Believe me, this is impressive.
When you can answer every question a prospect throws at you, when you can offer solutions to their problems, you’re one step closer to being the conversion king or queen.
As we mentioned earlier, we have a few other brilliant tips to help you convert your leads and prospects. Keep checking back because part two is coming up soon!
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine, with rich, full-color content, and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts, combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.
Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and, it costs less than sending a greeting card! – Click Here
2.The Free 12-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The BusinessBase, SOI building system
The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes, but it is a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. –Click Here
4. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
5. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
6. The Take a Listing Today Podcast
Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here
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