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.

Build Your Real Estate Business for the Long Haul. Choose a Speciality

Oct 21, 2021

In the medical field, a physician that deals with the masses is a general practitioner. In the real estate industry, an agent that deals with the masses is . . . well, a real estate agent.

Just as there are medical specialties like neurosurgery and psychiatry, so are their specialties in real estate, yet the industry professionals have been slow to catch on.

Seth Godin, author, entrepreneur, marketer, and public speaker, in a speech to a group of real estate agents, talks about micro-specialization and claims that it’s the best way to build financial assets for the long haul.

Micro-specialization is drilling down into the various specialties you might offer and choosing just one. So, instead of being the guy or gal in town that handles everything from condos to ranches, you would be the Empty-Nest expert or the Move-Up Market, expert.

Then, you can employ hyper-targeted marketing until you own that specialty. It’s not a quick process, but if you stick with it, you will find long-term success.

Some Markets aren’t Conducive

Niche marketing in large real estate markets, such as Los Angeles or Chicago is easy. Agents in tiny markets, however, will probably find that the strategy narrows your potential client pool drastically and the benefits you might find in a large market just won’t present themselves.

Sure, it’s a Scary Thought

Many real estate agents are cut from the same cloth. They present like they’re unique in their market yet copy other agents. Does “It’s a GREAT time to buy a home!” ring a bell?

Why?

Because everyone else is doing it and because breaking away from the pack is frightening to many people. So, they allow the fear of driving away even one potential client to fuel their march, in lock-step, with every other agent in town.

Godin likens this fear to burning all other bridges in the industry. But to become memorable – to own a specialty – you must burn those bridges. You must step outside the safety zone of the pack.

The Bonus

Choosing a specialty comes with a bonus – branding and targeted marketing are a snap. Once you’ve settled on a niche, you know exactly who your audience is, you know where to find them and, sometimes, even their ages.

“Let me tell you, the day I decided to cut all the other specialties loose to concentrate on my niche, I was terrified. The future was so unsure, but I did it anyway,” one of our Florida clients recently told us.

“Am I sorry? No way!”

If you want to stop chasing business, choose a niche and own it. Become the First Time Buyer Specialist, the Absentee Owner Expert, or go after the Move-Up Market and let prospects come to you instead of you chasing after them — while competing with every other generalist in town.

You won’t be sorry.

Ready to own the Move-Up Market? Discover Move-Up Market Prospects in your area and get the first 100 prospects for free – for 3 MORE DAYS!

Right now, the first 100 on a **Move-Up Market Prospect List** are FREE TO YOU! (sale expires Oct. 23rd).

HOW TO FIND MOVE-UP MARKET PROSPECTS IN YOUR AREA.

Hit “CLICK HERE”, below (from a desktop or laptop computer) and choose the Demographic Search Tool.

USE PROMO CODE: MOVE100 to get the first 100 prospects free.

Discover Move-Up Market Prospects in your area, now, CLICK HERE!

This sale expires on 10/23/21. 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…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 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. The Automated Way to 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. The 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

Direct Mail Marketing on a Budget: How to Get the Best Bang for Your Buck

Oct 19, 2021

Why direct mail?

According to a CMO survey (a company that collects the opinions of top marketers), only 16.3 percent of marketers “are confident about recommending investing in social media marketing.”

If professional marketers aren’t able to justify spending their clients’ money on social media marketing, then you may want to pass for now, specifically if you’re working with a tight budget.

So where do you spend your marketing dollars when you’re funds are limited?

The proof is in the numbers

Direct mail marketings response rate, according to the DMA Response Rate Report, stands at nine percent to warm leads and five percent to cold.

In addition, the DMA states 56% of consumers believe print marketing is the most trustworthy of all marketing channels.

The email marketing response rate is one percent. Online display ads are even worse, at 0.30 percent.

Clearly, if you are looking for the best place to spend your limited marketing dollars, the answer is direct mail marketing.

How much should you allocate

Before getting clear on your budget you must understand your revenue goals and objectives.

As a guide, businesses spend, on average, 9.8 percent of revenue on marketing, according to the aforementioned CMO survey.

We see you wincing. But consider this: according to NAR, the overall budget item that agents spend the most money on every year is on their automobiles.

Cars aren’t exactly lead-generating machines, yet there you have it.

So, determine a percentage that you can feel comfortable with, based on your goals, and commit to spending that budget during the remainder of the year.

The following are three tips to get the most bang for your direct mail marketing budget

1. The List

For any marketing campaign to be successful you must know your audience. This is even more critical when you’re on a tight budget. Now is not the time to attempt to be all things to all people.

Call to Action Postcard Campaign is shown above

The easiest way to whittle down the audience is by first figuring out if you’re going after buyers or sellers. Make a choice.

This not only ensures that what you mail is relevant to the recipient, but helps you choose a farming area (subdivision vs apartment building, for instance).

Be very picky who you mail to. Throwing stuff against the wall to see what sticks is a sure way to burn through your budget with nothing to show for the time and money spent.

Once you have defined your target markets, use our mailing list tools to create your prospect list.

2. The marketing pieces

After taking into account how many mailed pieces your budget will allow you to send, it’s time to determine an economic format. Postcards are most likely your best bet. They’re inexpensive to print and mail.

If your budget is super tight, consider foregoing postage costs and delivering door hangers. The advantages to using door hangers include that they stand out more and because you’ll save on postage your list can be larger.

Disadvantages include the labor intensiveness of having to visit each home on your list. Also, door hangers aren’t quite as effective when used in neighborhoods where people routinely enter their homes through the garage.

3. Offer something

Come up with a compelling offer and feature that on your direct mail postcards. A free home price analysis, buy first vs sell first evaluation or a free home equity analysis are all effective options.

The idea is to move recipients to act or, at the very least, hang on to your postcard until they’re ready to act.

Bottom line

Now, when your budget is tight, isn’t the time to take chances with marketing your real estate business.

Jumping on time-consuming and costly social media bandwagons that don’t deliver your target audience or wasting time and resources on an email that may not be opened, let alone read, can wait.

Use your budget on marketing that has the highest response rate – direct mail marketing.

The Move-Up Market is a great market to target right now. Especially since, with our current sale, you can get the first 100 prospects on a Move-Up Market list for FREE!

Discover Move-Up Market prospects in Your Area and Get the First 100 for **FREE** with the Demographic Search Tool.

HOW TO FIND MOVE-UP MARKET PROSPECTS IN YOUR AREA.

Hit “CLICK HERE”, below (from a desktop or laptop computer) and choose the Demographic Search Tool.

USE PROMO CODE: MOVE100 to get the first 100 prospects free.

Discover Move-UP Market Prospects in your area, now, CLICK HERE!

This sale expires on 10/23/21. 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…below are some helpful tools to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. The Automated Way to 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. The Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

The Contact Manager Tutorial

Oct 18, 2021

STEP ONE: Send a List to the Contact Manager

To send contacts from a list to the Contact Manager, click on your email address from the horizontal black navigational bar in the upper right-hand corner. A drop-down menu will appear. Choose “Mailing Lists.” from the menu.

Once in your mailing list section, decide which mailing list of contacts you want to move over. This list will also still remain in the “Mailing List” section as well.

Once you decide on your list, click the blue “Options” button for that list and choose the option “Send List to the Contact Manager” (see screenshot below).

STEP TWO: Add Tags to Your Mailing List

A window will pop up after you complete STEP ONE, allowing you to add tags to the list you are sending to the Contact Manager.

You can type in one tag or multiple. There are some tags already available in the tag drop-down menu. If you don’t see a tag you want there, you can create a tag by typing it into the provided space.

Once you are done adding tags, click the yellow “Import” button, and your contacts from this list will be imported into the Contact Manager.

STEP THREE: View Contacts in Contact Manager

You can now go to your Contact Manager and view contacts from this list. You will not see your list title from the mailing list section in Contact Manager, only the contacts from the list.

To get to Contact Manager, click on your email in the upper right-hand corner of the website and choose “Contact Manager” from the drop-down menu (see screenshot below).

Once in the Contact Manager, you can filter the contacts listed by using the “Tag Filter” located at the top center of this section to see how many tags there are with a specific tag title.

You can also add a new contact name to your Contact Manager by clicking the yellow button that says “Add Names.” Be sure to complete the new contact’s birthday and home anniversary date if there is one.

The “Add Names” yellow button can also be used to download your entire “contact Manager” list with tags and export it from the website.

STEP FOUR: Send a Postcard to a Specific “Tag” of Contacts

To send a postcard to a specific “tag” of contacts, choose your postcard from our postcard section.

Once you are on the postcard series screen, select the blue button titled “Add List’ (see screenshot below).

A drop-down menu will appear. Select the “Contact Manager List” and hit the “select” blue button (see screenshot below).

STEP FIVE: Add Specific Contact “Tags” to Your Mailing List for Your Postcard Mailing

Now add the “tags” you want to use to create your super-targeted mailing list in the box provided (see screenshot below). As you add the tags you want for this mailing list, they will appear in blue (see screenshot below). The screen will also give you your new quantity of contacts for this “tagged” mailing list.

Once you are done adding your tags, you are ready to continue editing your postcard and send it out to your new targeted list.

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

This Week’s ProspectsPLUS! $120 Gift Card Winner (Oct. 15th)

Oct 15, 2021

Shown above: Hansel Duran’s Just Sold postcard and other Just Sold postcard designs. See more Just Sold postcard designs HERE

Congratulations, Hansel Duran you are the winner of this week’s $120 gift card!

Hansel had the following words to say about his success after sending marketing from ProspectsPLUS!,

“They are less expensive than the previous company I used for mailers and better software to upload your own file or edit their templates. Also, a lot of great material for free if you signup for their emails. The scheduled campaign I’ve launched was a great experience!”

-Hansel Duran

Thank you, Hansel, for all of your kind words!

NEW CONTEST STARTS NOW: Get the FIRST MONTH of Any Scheduled Campaign For FREE! ($120 value)

FARM, *Get More Listings* Scheduled Campaign shown above. Learn more, HERE

Enter this week’s contest for a chance to win a $120 gift card covering the first month of ANY Scheduled Campaign.

The scheduled campaign includes 150 jumbo-sized postcards, sent standard postage (excluding data and tax. Includes only the first month free of a new campaign).

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.

Mention a “scheduled campaign you’ve launched” in your review and your entry into the contest is doubled.

Leave a review on Google, HERE.

Leave a review on Facebook, HERE.

Don’t forget to watch out for next Friday’s email announcing the weekly winner!

**Ready to Schedule an SOI, Farm, Get More Listing, Holiday or Absentee Owner Campaign?**

*Holiday* Scheduled Campaign shown above, learn more HERE

Launch a Scheduled Campaign today and save time on your marketing by automating it!

You Can Launch a Scheduled Campaign to any of the following Markets in Just Minutes:

Sphere of Influence
Geographic Farm
Just Sold Follow-up
Holiday
Renters
Absentee Owners
Expireds
FSBOs
Fence Sitters*
Get More Listings*
Empty Nesters*
Move-Up Market*

(*Located under Farm Campaigns)

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

TO GET STARTED:

STEP 1: Create your prospect list using our mailing list tools, HERE.

STEP 2: Then, once you have your list, choose your Campaign, select your start date, and add your list, HERE or hit “Launch a Scheduled Campaign”, below.

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 in your success.

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