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.
The real estate market has significantly changed since the pandemic, and this year has been no exception.
Buyers and sellers have adapted to new lifestyle priorities, and as an agent, staying attuned to these shifts is crucial for closing deals in the final quarter of the year.
Home Features in High Demand
Post-pandemic buyers are prioritizing homes that offer flexibility. Home offices, larger outdoor spaces, and multi-use rooms are in higher demand than ever.
Agents must highlight these features during tours and marketing to attract buyers looking for properties that accommodate evolving needs like remote work or homeschooling.
Just Listed Postcards are shown above. To learn more, click here.
The Rise of Suburban and Rural Living
The trend of moving away from densely populated urban areas continues in 2024. Buyers still seek suburban or rural homes for more space, privacy, and a quieter lifestyle.
Agents should emphasize the benefits of properties outside major cities, especially for buyers looking to escape fast-paced urban life.
Sellers Want Speed and Efficiency
On the selling side, clients seek a swift, hassle-free process. Virtual tours, streamlined paperwork, and digital transactions are the new norm.
As agents, offering these services makes you stand out as the go-to professional for today’s fast-paced market.
Understanding these trends will help you better serve your clients and close more deals as we enter the final months of the year.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
As 2024 draws to a close, it’s time for real estate agents to sharpen their strategies and finish the year on a high note.
With the holiday season approaching, many agents assume business will slow down, but this is a golden opportunity to push forward and make the most of the final quarter.
1. Tap Into Holiday Marketing
The holiday season offers a chance to connect with clients more personally. To engage potential buyers, use festive social media posts, email campaigns, and even holiday-themed open houses.
Think of creative yet simple ways to market properties during this busy time of year.
Holiday Postcard Campaign. Learn more Here.
2. Target Motivated Buyers and Sellers
The year’s end often brings urgency for those looking to buy or sell.
Many buyers want to settle before the new year, and sellers may be eager to take advantage of favorable market conditions. Position yourself as the go-to expert to guide them through the process quickly and efficiently.
3. Prepare for 2025
Now is also the time to start preparing for next year. Update your marketing strategies, refine your processes, and set clear goals for Q1 2025.
Reflect on what worked this year and where adjustments can be made to kick off the new year with momentum.
Finish 2024 strong by staying proactive, and you’ll be well-positioned for success going into the new year.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
Clients have access to vast online resources, and many are tempted to buy or sell properties without the assistance of a real estate agent.
As a real estate professional, defining your value clearly and communicating it to your clients is crucial. Educating them on the unique benefits you bring to the table reinforces your expertise and helps build trust, leading to long-term relationships and referrals.
Articulate Your Role Clearly
One of the key challenges agents face is the misconception that buying or selling a home is a simple, DIY task. To counter this, you need to clearly articulate your role as more than just a facilitator of paperwork.
Explain to clients that you are an advisor, negotiator, market expert, and problem solver. Your knowledge of local markets, access to off-market listings, and ability to navigate complex negotiations are invaluable for buyers.
Sellers benefit from your pricing strategy expertise, professional marketing, and negotiation skills to get the best possible price for their home.
You can highlight your value by sharing real-world examples of how you’ve helped clients save time, avoid costly mistakes, or secure better deals. Use testimonials to back up your claims and emphasize the importance of having a knowledgeable professional on their side.
Set Boundaries and Expectations
Setting clear boundaries with clients from the beginning of your working relationship is crucial. Many agents fall into the trap of being “always available,” which can lead to burnout and unrealistic expectations.
Instead, explain how you will communicate and set clear guidelines on response times. This will not only show professionalism but also demonstrate that you value your time and are efficient in your approach.
Be Transparent When Negotiating Commissions
Commission negotiations can be a sensitive topic, but it’s also an opportunity to show your worth. Rather than focusing solely on price, emphasize your full range of services.
For example, explain the marketing strategy you will implement, including professional photography, staging, online advertising, and open houses, all of which contribute to getting the best outcome for the client.
If clients push for a lower commission, remind them that cutting costs could mean cutting corners, potentially resulting in a lower sale price or missing out on ideal properties. Demonstrating the long-term financial benefits of your expertise will help justify your fees.
In conclusion, by clearly defining your value, setting boundaries, and negotiating transparently, you can establish yourself as an indispensable partner in your client’s real estate journeys.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
In today’s real estate market, agents face unprecedented challenges, making mindset and personal development more critical than ever.
Low inventory, fluctuating interest rates, and new NAR (National Association of Realtors) rules around commission transparency make the competitive landscape tough.
Fall typically signals a slower season, and many agents may feel the pressure to push harder. Still, it’s also an opportunity to focus on personal growth and mental health to stay resilient in the long term.
Stress Management in a Competitive Market
The current real estate environment can be stressful. Low inventory means fewer homes to sell, leading to fierce competition among agents.
The pressure to secure deals and satisfy clients can affect your mental well-being. Stress management should be a priority to avoid burnout. Simple practices like mindfulness, deep breathing exercises, or taking short breaks throughout the day can help reset your focus and energy.
Agents who manage stress effectively are likelier to make clear decisions and maintain better client relationships. To create balance and protect your mental health, set boundaries with work, such as not responding to emails or calls outside of designated hours.
Work-Life Balance: The Key to Longevity
Real estate is notorious for demanding hours, but maintaining a work-life balance is essential for long-term success. As the fall season brings fewer transactions, use this time to reflect on how you can better balance your work commitments with your personal life.
Setting clear goals, scheduling time off, and prioritizing self-care activities will help you recharge and prevent burnout.
Agents who invest time in their personal lives often return to work with a renewed sense of energy and purpose, which leads to better client interactions and more sustainable success.
Building Resilience in the Face of Rejection
Rejection is a part of the real estate business, especially in today’s market, where buyers may be more hesitant due to higher interest rates, or sellers may hold off due to uncertain market conditions.
Building resilience is essential to weathering these ups and downs. Focus on what you can control—your skills, your attitude, and your mindset.
One way to strengthen resilience is to view setbacks as learning opportunities. Whether you lose a deal or face difficult clients, every experience can provide valuable lessons that contribute to personal growth.
Mental Health: An Industry Priority
The NAR has recognized the importance of mental health in real estate, especially with the increasing pressure on agents.
Prioritizing mental wellness, practicing self-compassion, and seeking support when needed are vital in navigating this challenging industry.
In conclusion, as the real estate industry evolves and becomes more competitive, cultivating a strong mindset and focusing on personal development will be crucial for thriving in your career and personal life.
Direct mail marketing is still vastly more effective than email marketing for your real estate business. Sure, it isn’t free, which explains why we receive many emails daily.
Who doesn’t like free stuff?
The problem is the email burnout factor, as well as the fact that marketing emails are impersonal and annoying to many.
If one marketing method brings more clients and, therefore, more income, it should warrant a marketer’s attention, don’t you think? The increase in GCI you’ll realize by using direct mail may just pay for the campaign.
If you think I’m biased, read on for the latest statistics.
What do marketers in other industries say?
If email marketing is the be-all and end-all, ask yourself why companies such as Google, Amazon, LinkedIn, Adobe, and more rely heavily on direct mail marketing.
To “… acquire new customers and keep current ones loyal,” according to Paul Bobnak at Whosmailingwhat.com.
Now, there’s something all agents aspire to.
What about consumers?
A surprising headline from The California Business Journal Newswire: “People Give 65% Of Postcards In Their Mail Full Attention Vs. 35% Of Emails.”
Want more?
Direct mail advertising pieces are more often read than emails by all demographics.USPS
“A record 96% of all mail was engaged with. This is an increase from 2019 which was at 91%.” JICMAIL
75% of business mail stays home for over four weeks and is revisited an average of 5 times. MarketReach
Response rates for direct mail are compelling. In fact, they are five to nine times “… higher than any other advertising channel,” according to The Data & Marketing Association
One of the most important statistics for real estate agents is about your target audience, baby boomers. According to the USPS, half of those surveyed preferred direct mail advertisements.
Who knows what this current market is going to morph into?
Whether a buyer, seller or eventually a balanced market, honing in on your target client via direct mail is a habit; you should start now.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
Nurturing. It’s the most effective method of moving leads and prospects through the sales funnel. Do it right, and you end up with clients who, if nurtured, can provide you with referrals.
Nurturing your past clients requires reconnecting with them consistently after the transaction.
1. Ensure that your customer service is unforgettable
No, you don’t need to present them with a whirlwind trip worldwide at closing. It’s the small things that when added up, will leave the best impression and one that will last far into the future:
Keep probing, gently, until you fully understand their wants and needs.
Return calls as quickly as possible.
Reach out consistently to keep them abreast of the transaction’s process or see how they’re doing and if they have any questions or concerns.
Listen to your clients—really listen.
Let them know, in word and deed, that they are never alone during the transaction.
2. Keep them abreast of the latest local housing market news
Create a customized housing market news report template to send to former clients quarterly, semi-annually, or annually.
Homeowners love to know how their home is holding or not holding its value. Keep it simple to understand by using lots of visuals.
3. Just Listeds and Just Solds
Be alert for just listed or sold homes in your former clients’ neighborhoods. This is the perfect time to reconnect and show you’re keeping abreast of local real estate. You’ll find some brilliant Just Listed and Just Sold postcards right here.
4. Celebrate with them
Hopefully, you’ve kept track of important dates in your former clients’ lives. This includes birthdays and anniversaries (especially the anniversary of when they purchased their home).
Mark those dates to send a small gift to the former client’s office.
Why the office?
Ask anyone who has received a bouquet of flowers at work how many of their co-workers asked who they were from and what the occasion was.
Just think how much free word-of-mouth advertising you’ll get when your former client tells coworkers that the gift is from their real estate agent to celebrate the anniversary of their home purchase.
5. Send an updated CMA
Your past client reconnection efforts should include an annual CMA to keep them abreast of how their home stacks up regarding market value. They may not be considering selling, but they are most likely curious about their home’s market value.
Make sure you put this task in your CRM so you won’t forget about it.
Reconnecting with folks you’ve done business with is a tried-and-true referral generator.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
Consistency in marketing is key to building recognition, trust, and long-term relationships, and holiday postcards offer a perfect, positive way to accomplish this.
Statistics show that consistent marketing yields far better results over time. According to the Data & Marketing Association (DMA), a prospect must hear from a business at least seven times before taking action.
Additionally, businesses that stay in regular contact with their audience are 60% more likely to be remembered when they are ready to make a decision.
This is why one-time mailings don’t have the same impact. Repetition builds familiarity, and familiarity builds trust, leading to a higher return on investment (ROI).
Holiday postcard marketing
Holiday postcards are especially effective because people love receiving them. They feel personal, festive, and thoughtful, making your message stand out in a positive way.
During the holidays, a well-designed postcard can convey warmth and good wishes while keeping your name and services in mind. It’s a subtle but powerful reminder of your real estate expertise without being overtly salesy.
Schedule your campaigns
Best of all, setting up a scheduled campaign on PRospectsPLUS! is incredibly easy and efficient. You can launch a campaign in just a few minutes.
Choose your design, customize your message, and schedule your postcards to be mailed monthly. Once set, your campaign runs automatically, keeping you in front of your market with minimal effort.
By committing to this consistent marketing approach, you’ll position yourself as a reliable, thoughtful agent, increasing your chances of long-term success.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
As a real estate agent, this fall presents a perfect opportunity to connect with buyers and sellers through direct mail marketing.
With shifting market conditions—such as increased inventory and the potential for lower mortgage rates—your message should emphasize why this season is an ideal time for both buyers and sellers to act.
Here’s how you can craft and deliver the right message through direct mail.
Highlight More Inventory
In your direct mail to buyers, focus on the fact that housing inventory is at its highest since May 2020, providing more options and less competition. Let potential buyers know that now is the time to find their ideal home without the summer bidding wars.
Phrases like “More homes on the market mean better choices for you” or “Find your dream home with less competition this fall” can resonate well with your target audience.
For sellers, the message should emphasize that serious buyers are still looking despite the increase in inventory.
Direct mail can include a statement like, “Fall is the perfect time to sell—buyers are still actively searching and ready to make offers,” or “List your home now and take advantage of motivated buyers before the end of the year.”
Promote Lower Mortgage Rates
Another key selling point is the possibility of falling mortgage rates. Use your direct mail to inform buyers that lower rates could make homeownership more affordable.
Messaging like, “Mortgage rates are expected to drop—act now to lock in a lower rate,” or “Lower rates mean more buying power for you this fall” can help urge buyers to act quickly.
For sellers, lower rates can attract more buyers. In your direct mail, tell sellers that falling rates can bring more offers and increase competition for their home.
Consider using statements like, “More buyers will enter the market as rates drop—list now to maximize your sale,” or “Capitalize on buyer demand fueled by lower mortgage rates.”
Customize for Local Market
When crafting direct mail, tailoring your messaging to your local market is crucial. Highlight neighborhood-specific trends, including inventory levels, average home prices, and nearby amenities.
For example, “Our area is seeing a rise in new listings—don’t miss your chance to sell!” or “The perfect home in your dream neighborhood is waiting for you this fall.”
Additionally, use your direct mail to position yourself as a knowledgeable expert. Include a call to action like, “Schedule a consultation to discuss how you can make the most of this fall market.”
By using direct mail marketing that emphasizes the benefits of acting now, you can effectively reach buyers and sellers and help them seize the opportunities this fall market presents.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
In the ever-changing landscape of real estate, market conditions can be as unpredictable as they are promising. As a real estate professional, safeguarding your business in an uncertain market is crucial to surviving and thriving in any economic climate.
Whether it’s a fluctuating economy, unexpected events, or shifts in buyer behavior, here are some strategies to help you navigate the uncertainties of the real estate market.
Diversify Your Services:
Diversifying your services is one of the most effective ways to protect your real estate business. Don’t solely rely on buying and selling homes.
Build a Robust Online Presence:
In today’s digital age, a solid online presence is non-negotiable. Ensure your website is user-friendly, mobile-responsive, and optimized for search engines.
Consider offering property management, real estate investment consulting, or rental services. By expanding your offerings, you can maintain a steady income stream even when traditional home sales slow down.
Engage with your audience through social media platforms and create valuable content that establishes you as an industry authority.
A solid online presence will help you remain visible and attract potential clients, even when the market is uncertain.
Cultivate Client Relationships:
Your clients are your most valuable assets. Nurture these relationships by providing exceptional service and staying in touch regularly.
Send personalized postcards, newsletters, or occasional check-ins to show your clients you care.
Building trust and maintaining strong client relationships can lead to repeat business and referrals, helping you weather market fluctuations.
Stay Informed and Adapt:
Uncertainty often arises from external factors like economic downturns or unforeseen events. Stay informed about local and global economic trends, market conditions, and regulatory changes to safeguard your business. B
e prepared to adapt your strategies as needed. Flexibility and a willingness to pivot when necessary can make a significant difference in your business’s resilience.
Manage Your Finances Wisely:
Proper financial management is essential during uncertain times. Create a budget, save for contingencies, and consider reducing unnecessary expenses.
Ensure that you have a financial cushion to cover your business and personal expenses during periods of reduced income. Consulting with a financial advisor can help you make informed decisions.
Network and Collaborate:
Networking with other real estate professionals and collaborating with complementary businesses can open new opportunities.
Building a network of trusted colleagues can lead to referrals and cooperative marketing efforts that expand your reach, even when the market is challenging.
Focus on Education and Training:
Invest in continuous education and training to stay ahead of industry changes. Learning about emerging technologies, market trends, and innovative sales techniques can give you a competitive edge.
Well-informed agents are better equipped to adapt to changing market conditions.
Safeguarding your real estate business in an uncertain market requires a proactive and adaptable approach. By implementing these strategies, you can position yourself as a resilient and successful real estate professional ready to face any market’s challenges.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
Delivering a buyer’s presentation that effectively communicates the new NAR settlement requirements can be challenging.
Still, with the right approach, it can be done in a way that’s both informative and comforting to your clients.
Here’s how to craft a presentation that ensures your buyers feel informed and supported:
1. Start with a Warm Welcome
Begin your presentation by establishing a rapport with your buyers. Highlight your commitment to helping them find their ideal home while ensuring they are fully informed.
Emphasize that your goal is to provide transparency and clarity, particularly with the recent changes in the industry.
2. Simplify the Settlement Overview
Introduce the NAR settlement changes by explaining that the real estate landscape has evolved to offer more transparency and flexibility. Frame the changes positively, mentioning that buyers now have more control over their agents’ compensation.
Use simple language to describe that, in the past, sellers typically covered the commission for both their agent and the buyer’s agent, but now buyers can negotiate and decide how their agent is paid.
The First Time Buyer Postcard Serie and Scheduled Campaign is shown above. To learn more, Click Here.
3. Explain the Written Agreement Requirement
Discuss the new requirement for a written agreement before touring homes.
Position this as a benefit, ensuring all parties are on the same page regarding services and compensation.
Explain that this agreement will clearly outline your services, allowing them to understand precisely what they’re getting and at what cost. Reinforce that this protects their interests and helps avoid surprises later on.
4. Focus on Value
Transition to discussing the value you bring as their agent.
Highlight your expertise, market knowledge, negotiation skills, and commitment to finding them the best home at the best price.
Reassure them that, although they will be directly involved in compensating you, your services are designed to save them time, money, and stress.
5. Invite Questions
Conclude by inviting them to ask questions or express any concerns. Emphasize that you are there to guide them through every step of the process and that their satisfaction is your top priority.
By following this structure, you can deliver a buyer’s presentation that effectively communicates the new NAR settlement requirements, is reassuring, and is client-focused, ensuring your buyers feel confident moving forward.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
With the recent NAR settlement being enacted, real estate professionals must be more diligent than ever in ensuring their marketing efforts align with the new rules.
The settlement has introduced changes that require greater transparency, particularly in how commissions and business practices are communicated to clients.
As a result, you may need to adapt your direct mail marketing to clearly and accurately reflect how you conduct your real estate business to stay compliant and maintain trust with your audience.
Customizable Marketing Solutions from ProspectsPLUS!
This is where ProspectsPLUS! Becomes an invaluable resource. We offer a wide range of fully customizable marketing templates for postcards, brochures, newsletters, and more.
This flexibility is crucial in the current climate, as it allows you to adapt your marketing materials to meet the requirements set forth by the NAR settlement.
Adapting Your Marketing to Meet New Requirements
For example, if you are choosing marketing materials, you need to clearly explain how commissions are handled or how your business operates; you can easily modify the verbiage on our marketing materials in our editor.
ProspectsPLUS! templates are designed to be user-friendly, enabling you to quickly and easily make the necessary adjustments without compromising your materials’ professional look and feel.
Stay Compliant While Reaching Your Audience
In a time when clarity and transparency are not only recommended but required, it is essential to be able to tailor your marketing to meet these demands.
Our priority is to continue providing the tools you need to ensure your marketing aligns with the new regulations, helping you stay compliant while effectively reaching your target audience.
As you navigate the new landscape of real estate marketing post-NAR settlement, rest assured that with ProspectsPLUS!, you have the flexibility and support to keep your business thriving while staying within the rules.
Please call our support team at 866.405.3638 with questions or if there is anything we can do to help you succeed.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
The fact that 89% of homebuyers say they will use their agent again says a lot about the fantastic job real estate agents do with their clients.
Yet, only 12% of buyers used their former agent when buying another home (NAR).
Weird, isn’t it?
Something happens – or doesn’t – between the closing table and the time your client engages in another real estate transaction.
Let’s cure the disconnect between “first-timer” and “client-for-life.”
Former clients are “warm” contacts
Unlike picking up the phone for cold calling, a call to a former client is like calling a friend.
It is one of the more comfortable tasks in an agent’s business. If they hired you in the past, they clearly know, like, and trust you.
Your only job with these past clients, at least right now, is to remain top-of-mind with them.
Here’s just one reason why:
“Depending on which study you believe and what industry you’re in, acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one,” claims Amy Gallo at Harvard Business Review.
Here’s another stat that you may find impressive, “Increasing customer retention rates by 5% increases profits by 25% to 95%”, Frederick F. Reichheld and Phil Schefter, Harvard Business School
The Holiday scheduled campaign is shown above. To learn more, Click Here.
Large and splashy or understated?
Reaching out to former clients doesn’t have to cost a lot or be overly extravagant.
A phone call, a postcard dropped in the mail, or a check-in on social media are all perfectly appropriate ways to get your name back in front of a past client.
Here are a few more inexpensive ways to reach out to former clients:
Put together a quarterly market update and direct mail it to former clients.
Send out birthday, anniversary, and annual home anniversary postcards.
Include them in Just listed/Just sold postcards you’re mailing to announce transactions near your clients’ homes.
Take them out for coffee, cocktails, or lunch.
Naturally, a large and splashy “touch” would be more memorable. These include client appreciation events. The key to a successful client retention strategy is consistency.
The most important part of these conversations
The question used to be, “Who do you know that might be thinking of buying or selling a home?”
Today, the question is best when it’s narrowed down.
If you have read the book Guerrilla Marketing in 30 Days, you are familiar with this concept. In it, Jay Conrad Levinson suggests trying to narrow “… the universe of those you ask.”
Here’s an example:
Marcy is a former client who loves playing tennis. Instead of using the broad question, narrow it down to “Who do you play tennis with who might be thinking of buying or selling a home?”
Instead of combing through her mental database of everyone she knows, her mind turns to the tennis court and her conversations with fellow players.
Former clients most likely want your services when they buy or sell real estate.
Don’t let so much time go by that they forget your name. Reach out and stay in touch with them to stop leaving what should be easy money on the table.
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 and 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 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, 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
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
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