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Tuesday, November 19, 2024

In Step with Awesome Agent Ariana Gillette

By Julie Escobar

How do top producers stay at the top and continue to grow their businesses? We got the answers to that and more when we caught up with top producing agent Ariana Gillette who shared her thoughts on what it takes to make it – and KEEP making it in this competitive business.

Here’s what she shared…

Q:  Thanks for sharing your ideas with us! Can you first tell our readers a little about yourself?

A:  Hi Readers! I am a Northern Virginia native. My Husband, two kids, two German Shepherds & I currently live in Loudoun County. Real Estate is my passion and I have handled a Gazillion issues as a Realtor in this fast-paced, yet rewarding business. I have been licensed since 2003 and do $10 million in production per year, yet I am always looking for fun and creative ways to expand my business. I have a Master’s Degree in Public Policy and am a Licensed Real Estate Broker.  I bring a depth of knowledge into every transaction as well as a solid sense of humor. My goal is to educate & empower my clients to make the best decisions they can while buying and selling. I want them to have the best experience possible.

Q:  You entered the Master Marketing Schedule contest – can you share what you like about using this agent tool and what your favorite strategy was?    

A:  Let’s be honest … the everyday practice of Real Estate is tedious. Yet, that is exactly what makes us successful running our businesses. If we don’t prioritize meaningful engagement with our clients it’s just NOT going to happen. The Master Marketing Schedule makes it easy to time block your calendar to do mailings, pop-by gifts, and farming pieces.

Q:  Are you working a geographic farm as well as your sphere – and can you tell our readers any tips you might have for staying top of mind?

A: My sphere is the life of my business. I door knock with door hangers, I do print for my Coming Soon, Just Listed, Just Sold marketing, and of course everyone’s favorite the Neighborhood Update. I mail the update one time per quarter, which reminds me, I’m due for Q3 mailing to my Farm! My advice? Get involved with your community and give back. That is how to make your Farm thrive with referrals.

Q: What are some of your favorite ways to stay in touch with the VIPs in your sphere of influence?

A: Coffee, lunch, pop-by gifts, invites to events and free stuff when I get tickets or passes, etc. Facebook shout-outs to customers on the anniversary of their home purchases.

Q: A lot of agents struggle with follow-up – do you have any words of wisdom for them?  

A: Order Thank You cards that are blank inside and start shooting them out, and have stationary made from ProspectsPLUS! to write handwritten notes. ANYONE who gives you their email, add to your database right away — not a month from now.  I am bad about this, but it does make a huge difference.

Q:  One of the reasons we created the Master Marketing Schedule was to put some fun into marketing for agents, and give them outside the box ideas for connecting with clients. Do you have any fun things you do to stay motivated and on track?

A: Accountability groups, a life coach, webinars, and conferences. I’m a busy mom – but I make time for all of these when I can.

Q:  If you had one piece of advice for a brand-new agent in today’s market, what would it be?

A: Use systems. Run your Real Estate business like any other business. Show up. Follow systems that every office provides or connect with one of the bigger named coaches. Create and maintain meaningful relationships with every client you work with. Go above and beyond to provide value. AND don’t TEXT all the time. Make phone calls, and meet with clients in person to develop those relationships that will be your referral business for years to come.

Q:  If agents have a referral for you, how can they reach you?

A:  Sure. I am available via email at Ariana@Dwellus.com, on Zillow at www.zillow.com/profile/Ariana-Gillette or Facebook — search Ariana Gillette Real Estate.

Awesome information — thank you SO much, Ariana!

Be like Ariana! Jump into the contest!  

CLICK HERE TO LEARN HOW YOU CAN WIN $10,000.

Need help with your marketing? Visit www.prospectsplus.com or call our marketing team at 866.405.3638 today! 

Insights from Helene Nunez

by Julie Escobar

We seriously have the best customers. They are always so generous in their willingness to share ideas, experience, and strategies with our readers. I loved the spirit of one of our customers who recently jumped into the $10K Realtor Contest with a fun entry, who turned one Master Marketing Schedule idea into an exciting and fun opportunity to reach out to some of her current clients. Meet Helene Nunez and see what SHE’S doing to shake things up in her market!

Q:  Thanks for sharing your ideas with us! Can you first tell our readers a little about yourself?

A: Sure, I am a mother of three daughters and two stepdaughters, and I am so blessed to have 12 healthy grandchildren. I am a native of Tampa, Florida, where Irma just paid a visit! I am so thankful my family is all safe. I am a family of seven. I have two older brothers, then me, then two more brothers, then two sisters. (We are all a family of workaholics!) My Mom, Abby, and stepdad, Bob, came here to Louisiana to avoid Irma. My mom is/was a licensed broker in Tampa, and if truth be known, she could sell ice to an Eskimo!  My sister Paula is also a Realtor in Tampa. And she is super amazing and is a true workaholic, like me! I moved to Louisiana in 1995.  I started real estate in 2003 with Keller Williams, then three years later opened Helene Team Realty. I was very nervous taking the broker exam, and I told my two clients that wanted me to list their home that failure is not an option. I had to pass this broker exam, and God was with me, and I passed!  I always wondered what I wanted to do when I grew up, and in my very first week of being a Realtor, I KNEW I’d found my calling. I was terrified, but absolutely love what I do.

Q:  I loved that you took on one of the fun Master Marketing Schedule tips and chose the Trail Mix Day! How fun is that?  What made you choose that and what kind of reaction did you get from clients?

A: Well, when I saw that it was National Trail Mix Day, I thought, I can do that! So, I went out and purchased several bags of Trail Mix, and took it to the clients I was currently working with, and man, oh man, they were so excited! And, their excitement, made me realize even more that I found the right company to work with. I love your ideas!

Q:  What do you like most about the Schedule and what, if anything, surprised you about it?

A: I was totally surprised by most of the ideas. Man, they are fantastic. I love the schedule because it gives me ideas that I could not possibly think of myself. What great inspiration.

Q:  What’s most important to you in terms of staying top of mind with your sphere of influence and farm area prospects?

A: Staying top of mind with your sphere is everything. It is so important. If you don’t stay in touch, your past client can and will buy from another agent. Real estate is about building long-standing relationships. You see, you want to sell to your client, and when done the right way, then, they refer their family, friends, and even their children to you when they come of age!

Q:  So many agents struggle to market because they never put a database together. What advice would you have for them?

A:  No database??? You have to have a database to build your business. That is the most basic need. And, be sure to feed it daily. And, one day when you retire, you will actually have a business to sell.  Your book of business IS your database.

Q:  How often do you personally connect with your sphere?

A: I try to contact my sphere four times a year. Some have moved and have different addresses, and some have changed their cell phone numbers, but I drive by their house and drop off a little gift. Maybe some fresh baked cookies, or a treat of some kind. But it is so important to stay top of mind with your sphere.

Q:  What expert advice would you have for agents just beginning to brand and market themselves in an area?

A: In order to grow your business be consistent. Start with a database. That IS your business. Educate yourself. Knowledge is power, and the more you know, the more you can protect your clients’ interest. Yes, it takes time and money. But, if you stay disciplined, the money will follow and you can build a great business.  I’d also like to share one of my favorite quotes by Albert Einstein: “Strive not to be a success but rather be of value.”  If being of value is your focus, success will follow.

Q:  If agents have a referral for you, how can they reach you?

A: The best way to reach me is by my cell phone 504-427-6183. My office number is 985-639-3991. Email helene@heleneteam.com and my office is in Olde Towne Slidell, 2010 First Street, Slidell, LA 70458.

Thank you so much, Helene! You’re awesome! If you are a customer and would like to share ideas of your own, please contact me today to set up an interview! I can be reached at julie.escobar@prospectsplus.com.

Be like Helene! Jump into the contest!  

CLICK HERE TO LEARN HOW YOU CAN WIN $10,000.

 

Leaving Nothing Left to Chance

By Julie Escobar

Competition hasn’t been this fierce in years so savvy agents are using every tool at their disposal to generate new listings, stay top of mind, and brand themselves as the neighborhood expert to call.  Staying in touch with the VIPs in your sphere of influence makes sense. Those folks know you, trust you, and are already willing to do business with you. But how do you cultivate new relationships in markets that you really want to make an impact?  You use smart tools that connect you with consumers in communities. You offer items of value. And you get out there and meet the people.

Todd Robertson recently shared five tips for making the most of your geographic farm and sphere:

  1. Ask for referrals. Never be afraid to ask for new business. When you get comfortable with the level of service you provide, asking for the business gets easier. Get to the point where you KNOW that you have a marketing plan that helps sellers get the most from their house. Know that you can assist buyers in finding the perfect home for their family. Know that you are an advocate for consumers, and know that you are the best person for the job – then you have an obligation to let people KNOW that you are a real estate professional who can help.
  2. Mail consistently (3-7-27 law). We’ve shared before the 3-7-27 law of branding, which is that it takes three contacts for someone to recognize your name, seven to put your name with your business and twenty-seven to become a brand in someone’s mind. If you are losing business to other agents in your market area, is it because they are consistently md jan backmaking more contacts and staying more top of mind than you are?  It’s a tough question to ask, but if you can show up, and show value consistently, then sellers and buyers are going to consider you the brand to trust with their real estate investment questions and needs. Mind-share equals market share.  Our Market Dominator members know that they are showing up month after month with the 12×15 Market Dominator to ensure this kind of consistency and value are creating that mind-share and market share.
  3. Let people know what areas and price points that you service. Through your marketing and prospecting, let people know where you do business. If you’ve ever lost a listing because a friend or acquaintance said, “Oh, I didn’t know you worked that area,” you’ll get the message behind this step.
  4. Train on how you take referrals. Let folks know that their referrals are important to you and how they can best deliver that information to you. “Shoot me a text, an email – or give me a call if you know someone who is looking to buy or sell a home.”
  5. Thank your VIPs. Thank everyone for their referrals. Go the extra mile. Send a card or letter to them after the fact. Say, “Thank you for your kind referral. It’s the lifeblood of my business and no small thing, I know, so I appreciate it. Know that I’ll treat them with the highest possible level of care and you can rest assured they, and their interests, will be well taken care of. I’ll also keep you posted on how that referral is going so that you know your friends or relatives are in good hands.”   Stand out in every way. People want to do business with those who they know can get the job done with the least number of headaches and the highest return on investment. They also want to work with people who are service-minded and extraordinary in their client care.  That old adage, “they don’t care what you know until they know that you care” has never been more true.

Showing up in every way possible in your market place is critical to owning that market share.

  • Take the time THIS month to put your plan in place to ask for referrals. Can you make ten extra calls this week towards that goal?
  • Be consistent. The 12×15 Market Dominator is a powerful way to show up each month with value-added content and calls to action. Follow those mailings up with phone calls and door knocking in that geographic farm to help folks put your face with your name and know you are a resource they can count on.
  • Review your marketing tools, your website and social media. Are you letting people know the areas you serve?
  • Remember to let people know how to reach you if they have referrals. Review your business cards, email signature line, and marketing tools.
  • Send thank you messages weekly. We’ve got some easy-to-order Thank-You postcards that can streamline that process.

Make real estate farming a top priority this season and you’ll start to see returns on that investment. Stay strong, and let us know if we can help you.

If you’d like to learn more about the Market Dominator, call Todd Robertson at 702-683-1967.

Need additional marketing help? Contact our team at 866-405-3638.

The Answer? Only If You USE Them!

By Julie Escobar

Can we start with how cool our customers are? They are always there to share ideas and what’s working in today’s markets and we so appreciate it.  We know other agents do as well, because while most like hearing from industry coaches and experts, sometimes hearing what other agents just like you are doing is a just what you need most. just sold card

That’s why we wanted to showcase some of what our awesome customers have shared with us that could work for you too!

After sending out my monthly cards, I received 3 calls!!! – Marlene Shelton Giles

I received an email with Just Listed postcards on my new listing from Prospects PLUS!. I changed the copy a bit to announce my first open house sneak preview for the neighborhood. The turnout for the Open House was awesome, and I got an offer from one of the neighbor’s family members within a week later! Thanks! – Margie D’Anna BirchIluxury cards

The first time I used ProspectsPLUS! just listed post cards it was a winner. I received several calls within the first month for new listings and I’ve already ordered my second set. Thanks so much for making my job a little easier. I also donated to my favorite charity, St. Jude Children’s Research Hospital. – Kathy Christian Reynolds

Prospect PLUS! was a great way to send out my Just Closed Postcard. I was able to also add my lenders information so future clients will know that we work as a multi photo cardsteam to get the home and the loan that is right for them. – Sasanna Strozier‎

I have been very impressed with the service I get through ProspectsPLUS. I just started implementing Just Listed/Just Sold cards and have gotten two listings; what an amazing return on my investment. I also enjoy the engagement I get from you with your catalogs and Jumbo postcard discount card. Market Dominator is next for my farm! – Duane Wright Realty

ProspectsPLUS! is a great tool for Realtors® everywhere! Their variety of products and services is perfect for any of your real estate needs. I have ordered a number of different postcards and have never been disappointed. The content is effective and gets results! Also a huge fan of their Master Marketing Schedule and the fun ideas for social media sharing. Highly recommend. – Brittany Bairexpired door hanger

I decided to try something new so I ordered Expired Listing door hangers instead of making cold colds or sending out letters. I ordered them on a Thursday evening, and the package was at my office on Monday morning. That was standard delivery. That’s fast! I spent Monday morning putting out the door hangers. This is Thursday. I’ve had 5 listing appointments and 4 new listings as a result. WOW! Thank you ProspectsPLUS! for designing incredibly professional artwork and allowing me to edit/make content changes online. I’ve found my new go-to advertising source. You guys rock! Thank you so much! – Wanda Bond

I found ProspectsPLUS.com while searching online for prospecting material. I’m glad I did.  I placed my order and received it promptly. Love the door hangers. So professional looking and great price. I was so excited that I referred a friend who placed an order. Then, the next thing I just listed door hangerknow I’m being sent a $25 gift card because of my friend’s order! Thanks and I’m ready to place another order and spread the word about ProspectsPLUS.com! – Landa White

Wow! I ordered postcards to mail to a 55+ complex that included recent sales and existing sales. Within two weeks, I had two listings from my mailing and I couldn’t be happier! Because of ProspectsPLUS!, I had the opportunity to work with a client from another state to help him sell his mother’s condo. It was listed and sold within two weeks. I will use them on a regular basis! – Sandy Schafer Hayford

We love hearing from our customers and we are always thrilled to give away $400 or more each month in gift cards to those agents who join in the conversation and share their strategies on our Google+ Page and our Facebook Page.  If you haven’t joined in the fun yet, please head over to one or the other of those today and share your story!  You could be one of our next winners.

You may also want to head over to our Master Marketing Schedule and see what’s in store for the rest of this month and all the fun fall ideas we have for you as well.  This week’s tip is to send the Hello Autumn postcard from the Holiday Series to your Sphere-of- Influence.

Need help getting started? We’ve got you covered! Head over to www.prospectsplus.com or call our marketing team at 866.405.3638 today and they’ll put you on a path to marketing success!

 

 

It’s Not Too Soon to Create Your Plan

by Julie Escobar

Hard to believe it’s almost September isn’t it? Taking a cue from this week’s Master Marketing Schedule tip which is to send the Hello Autumn postcard from the Holiday series, I thought it was a great time to share some tips for getting a jump on staying connected with your sphere and farm in this fun way, because staying in touch and top of mind never goes out of season.  Before you buy a card, stick a stamp of figure out where your mailing list is — consider these eight great holiday tips!

  1. Be clear about your message.  Even when you’re sending holiday postcards, you can use the reverse side to send a great message to your customer base.  If you are sending to both your sphere and farm, you may want to consider altering the message slightly for each. Make it personal and heartfelt, with a note of thanks for allowing you the opportunity to serve them as customers — or in the case of your farm – the community.
  2. Serve two purposes.  Are you having a holiday open house? Customer event?  Charity drive? Looking for a good time to stop by with a small gift? You can include that information on the cards as well.
  3. Don’t be salesy.  Holiday greetings are not about the sale – they are about the connection.  Keep it warm and personable.
  4. Don’t wait for just Christmas.  Many top agents send a holiday message once a month to their sphere. Back to School, Halloween, Thanksgiving, Christmas, New Year’s, etc.  There’s something to celebrate all year round, and it’s a fun way to stay connected and stand out as someone who is “there” more than just in the month of December.
  5. Have some fun with it.  Got a great team? Or just a great personality?  Take some fun pictures and opt for a photo-card rather than a more traditional card and don’t be afraid to get a little creative with your photos.
  6. Don’t leave anyone out! You know all those mailing lists you’ve been collecting throughout the year? For Just Listed postcards, or the stack of business cards that have been sitting on the corner of your desk collecting dust?
  7. Order early.  We suggest sending your holiday cards out at LEAST two weeks in advance of the holiday every month — and sending first class as opposed to standard-class to ensure timely delivery.
  8. Follow up.  Sending cards is a great way to easily stay in touch.  Pick a postcard, edit your message, add a list – and you’re done!  In a matter of minutes, you’ve created a connection.  However to really get the full impact of ANY mailing (holiday and otherwise) — be sure to follow-up – at least with the top 25% of your list.  There is no substitution for this step.  Imagine if you made it a point each year, every year, to speak with every single person in your sphere at least twice a year?  Touch base, see if they have questions, thank them for being great customers, and say hello.  Here’s what happens when you do:  they remember you.  They don’t list with another agent because your name wasn’t on the radar.  They are grateful that you take the time to call.  And one out of 12? Statistically, will do business with you or refer business to you.

Here’s to a great holiday season ahead – and to staying in touch with your sphere and farm!

Need help?  We’re here for you!  Call our team at 866.405.3638 today.  We’ll help get your holidays started and save you money at the same time! Have a great one!  

And Have Some Fun With Your Marketing

by Julie Escobar

Consistency is a powerful element in successful marketing. That’s why so many of our clients wisely choose to pick a postcard series to stick with for three to six months at a time. It’s also why you’ll see this strategy play out in our Master Marketing Schedule. We pick a series and make the postcards from it a monthly tip for reaching out to the consumers in your marketplace to build your book of business.

This week’s schedule strategy is to send the Waiting Could Cost You postcard from the Market Quote Series to at least 100 new prospects in an area where you want more listings. I love this series. It’s simple and effective and gives potential buyers and sellers insights into what is happening right now in the real estate market.

If you’ve thought about using it, here are some suggestions for the copy on the backside of the card. 

  1. Invite people to a real estate question and answer event. Have some fun with it.
  2. Offer something of value such as a Comparative Market Analysis, Home Price Analysis, or a Free Report.
  3. Share some hyper-local information such as listing and sale metrics, or even local event information such as school schedules, neighborhood event calendars, etc.
  4. Share your personal insights on what people need to know about real estate on a local level.
  5. Drive people to a blog post or social media page to learn more information.

Make sure you are writing your copy in a conversational and engaging way and don’t be afraid to let your personality show through! Be sure to spell-check before you finalize your postcard, then place your order. (It’s sometimes helpful to write out what you want in a Word document first and paste it into the system for less frustration and spell-checking.) Many of our top agent clients choose the first week of every month to spend 30-60 minutes to make sure their marketing is done and checked off the list for the month for each category of customers they want to reach or they break it down by week, based on the Master Marketing Schedule.  Be sure you are connecting with:

Need help putting your marketing in motion? Contact our team today at 866.405.3638! They are terrific at helping agents grow their businesses. 

The Difference Between Calm & Commission Chasing

By Julie Escobar

One of the biggest challenges for people getting into the business of real estate is the fear of NOT knowing when they will get paid.  Commission only? Are you kidding me?  While that’s a genuine concern when you’re brand new and haven’t learned the ropes yet, what’s interesting is how many people are STILL unclear about when and where their next commission will come from though they’ve been in the business for years.  The common denominator for that dilemma lies in whether they take a proactive or reactive approach to their business.

First and foremost?  You are an independent contractor, and as such you are running a business entity, so treating it as such is more than common sense – it’s a must.  Proactive agents know where their leads are coming from because they are putting systems in place to ensure that they are marketing themselves in the areas that matter most such as:

  • Their sphere of influence: Those folks that already know them, like them, trust them and would do business with them. They know that if they stay in touch monthly, contact regularly, and make these VIPs a priority, they can expect a referral, listing or sale from one in twelve each year. (Marketing methods of choice: Newsletter, Holiday Postcards, Recipe Cards, Content Cards, Annual Customer Appreciation events, and a phone call or visit at LEAST twice per year.)
  • Their geo farm: The market area they most want to dominate. Smart agents choose a neighborhood that already has some turnover, does NOT have another agent with the substantial presence or market share, and has a price point that makes sense for them to invest in marketing. (Marketing methods of choice:  Market Dominator, Just Listed/Just Sold postcards, Open Houses, Neighborhood luxury cardsUpdate/Free Offer Series and farm canvassing at least three times per year.)
  • A niche: That tribe of people or customers you most like to work with.  Maybe it’s first time home buyers, or seniors, or medical professionals, or boaters. Whatever group you feel connected with – make yourself known as the go-to agent.  (Marketing Methods of choice, Newsletters, Lifestyle Interest Postcards and attending or sponsoring events specifically targeted to that niche.)
  • Lead generation: Continuously casting new nets for new business as well as constant prospecting the three segments above. (Marketing Methods of choice: Reaching out to local businesses for networking and referrals, partnering with local PTAs and sporting teams, using Every Door Direct Mail to market to blanket a new carrier route, Listing Inventory postcards.)

These agents aren’t shy about sharing their success rates either.  They use social media wisely, are active and visible in the communities they service and they broadcast their results via Just Listed/Just Sold postcards and online announcements.  Examples: Sold in TWO days!  Was on the market with another agent for six months. Now sold in just one week!

Reactive agents? Pretty much none of the above. They spend the bulk of their time working with buyers and usually only actively seek a new listing once the one or two they have in inventory sell.  I love what Darryl Davis shared in his last article with us.  “It’s no longer listings are the name of the game – it’s listing INVENTORY is the name of the game.”  He compares it to owning a shoe store and having no shoes left to sell.

Bottom line: When you are reactionary, as in, “I have no income coming in – let me go take a listing now,” your life is stressful. You worry about providing for yourself and your family.  You aren’t sure if you need to go “get a real job”.

When you are proactive, you make marketing and prospecting part of your daily routine.  You KNOW your numbers.  “I need to speak with X number of people each day to get X amount of appointments, to do X number of listings, X amount of sales, and X number of closings.”  You use time blocking to prioritize your time and activity. You use systems to automate your marketing or simplify the processes.

If you’re a brand new agent or are an agent that needs less stress, more business and are ready to get to the next level in your career – kick that reactive stuff to the curb and jump in with a proactive plan to build your business.

Need help working with your sphere, farm or niche? We’ve got everything you need to succeed at www.prospectsplus.com or call our team at 866.405.3638.

 

And Make a Difference for You Bothraf gift card

By Julie Escobar

Referrals as real estate professionals are a lifeblood of your business, we know.  They can make all the difference in expanding your sphere, increasing your productivity, and of course, turn into valuable commissions throughout the year.  In that, we are very much alike.  Your business is not just about real estate (buying and selling of homes) – it’s about PEOPLE.  Our business not just about real estate marketing tools – it’s about PEOPLE as well.  So it seems, we’ve got some common ground.  That’s why we recently implemented a new Refer-a-Friend system so that our valued customers can benefit from those referrals, as well as share the kind of tools that you know will make your friends’ lives a little easier in the process.

Let’s take a look of eight reasons to refer a friend today!

  1. You get $25! Each time you refer a friend to our ProspectsPLUS.com site and they register and make a purchase of any kind, we’ll send you a $25 gift card code use towards your own real estate marketing.
  2. Your friend gets $25! We know trying new things isn’t always easy so we will give your referral friend a $25 gift card code so they can try the site without trying their budget!
  3. No limits! You can refer as many friends as you like, and they can do the same!
  4. 100% satisfaction guarantee. Here’s our promise:  We’re so committed to continuously raising the bar and delivering the very best products and service possible for our customers. With that – should you (or your friend) have a problem with any order, please simply let us know within 30 days of placing that order. We will then work with you to the best of our ability to ensure that the problem is solved quickly and efficiently. If necessary, we will refund your order up to 100% or resend your order without any hassles or headaches for you.
  5. The right marketing tools for the right people at the right time. When you refer a friend to ProspectsPLUS.com – you can rest assured that you are sharing a site that is focused on delivering the tools that are specifically designed and written for real estate professionals, by real estate professionals.  The bulk of our creative team, like you, have been out there in the trenches listing and selling.  So we get you and your business in a way that many companies can’t.  And our customers tell us that is the differentiator they appreciate.
  6. New tools, strategies, and training opportunities each and every month. Our industry is constantly changing, and the marketing needs of our customers and the way they need to speak to their customers is in a constant state of change as well.  That’s why you’ll find new done-for-you tools available on our site each month.  From postcards, to flyers, to brochures and blog posts – all are designed to help you continuously move your business forward without having to ever reinvent any wheel.  We know that creating is hard – so we make it our business to do all the homework for you.  We keep tabs on what is trending in the market so you always have what you need to connect with your customers.  Check out our Specials page each month to see what’s new.
  7. Savings doesn’t end with your gift card. Our specials page always has the latest promo codes posted so that you can save additional marketing dollars on any order, and you can use these in conjunction with your gift cards.  Click here to see what this month’s codes are now.
  8. Customer service is at your fingertips. You never have to go it alone when choosing or ordering the marketing materials that are right for you. Simply call our team at 866.405.3638 or use our chat option to connect with our support team.

We hope you’ll take advantage of our new Refer-a-Friend program, earning gift card dollars for both you and your friends and enjoying marketing materials that are designed to help you grow your business with fewer headaches and greater success.  Click here to get started!  

Need help? Call us today at 866.405.3638.

by Julie Escobar

Do you know the biggest difference between the agents who not only survived but thrived during the market downturn? They had a book of business. A solid one. A database of people that they consistently connected with month-after-month. Year-after-year.  Why does that make such a difference? Because we know that statistically one in twelve of those people — the ones who already know you, trust you, and like you — will send business your way each year.  So, it SHOULD be on the top of every agent’s to do list – but it is not.

First, build it! If you’ve not yet put your sphere of influence database together, there’s no time like the present to start.

  • 20 Year Value of a Real Estate CustomerInclude every one of your past buyers or sellers. (Unless there are people you would truly never want to work with again, and we’ve all had those!) This is a top tier in your book of business.
  • Add friends, family and colleagues.
  • Get creative!  Start adding all the people that you connect with on a regular basis such as your children’s coaches, doctors, dentists, optometrist, car salesman, insurance salesman, hairdresser, mechanic, electrician, plumber, etc. Anyone you do business with, is a great candidate for referrals. You can find a list of the 250 people who should be in your sphere here. 

Next, grow it! As we head into a new month, remember to make an appointment with yourself every month to review for at least one hour where you are in terms of your book of business.  Ask yourself these four questions:

  1. How many past clients will I contact this month? 
  2. What is my focus? 
  3. Who can I add to my database?
  4. What’s working and what’s not? 

Lastly, nurture it!  Some of the best ways to nurture your list are…

  • Send: monthly postcards or newsletters.  Our Community News is very popular and agents love the done-for-you content. The Content Cards and Listing Inventory Series are also top performers.
  • Call: Connect with everyone in your book of business twice a year. Most agents break their lists down into weekly and daily increments, then hit the phones as part of their daily to-do list.
  • See: Host a customer appreciation event once a year. An end-of-summer picnic might be perfect for getting face-to-face with past customers and thanking them for their business (and referrals).

Building your book of business, for some, isn’t the exciting part of the business. But when your get the 20-year value of everyone on that list, you can start to see it as a priority! Look to our Master Marketing Calendar for some fun reasons to stay connected with your sphere and keep your conversations interesting!

You may also want to check out our Specials page which changes monthly as we add new content, tools and budget-saving promo codes! 

Need help? Contact our team today at 866.405.3638! 

 

 

Start by Answering the Questions Already in the Minds of Consumers

By Julie Escobar

A new month – and a new marketing season are straight ahead — and both buyers and sellers in our markets have been inundated with information regarding the economy and the housing industry on television, in print and on the internet.  Some good information – some misinterpreted, and some just flat out wrong.

What consumers need more than ever is a RELIABLE, TRUSTWORTHY resource to help them best understand how market changes affect them most. What’s my home worth today?  What if I wait a year to sell?  What are interest rates going to do?   Should they sell?  Should they buy?  Should they move up to the next size home or is that a risk?

The questions are many – and the answers are yours for the giving – IF you can capture (and keep) the top-of-mind attention of the folks in your area.

One direct response series that is getting great response for agents is our Free Offer Series.  Sending three over the course of 2-3 months can certainly help you create the top-of-mind awareness and show potential sellers that you are the agent to ask when they have questions.

Consider kicking off this campaign free home market analysis starting with the Market Analysis postcard.   This allows you to spotlight your ability to deliver the information sellers are looking for in a professional way and tap into today’s consumers’ natural desire to search out ‘free’ offers and trusted resources.

Step one:  Login to your free ProspectsPLUS.com account. (Or easily create an account and profile in a matter of minutes. Once your profile is ready – the system will automatically populate your information into all of the 680+ marketing tools on the site.)

Step two:  Select the Market Analysis Postcard.  You can leave as is or customize to suit your marketing style. Click here to watch a video on how to select a postcard series.

Step three:  Add your mailing list or use our mapping tools to create a mailing list. If you need help with mailing lists – call our support team at 866.405.3638 or click here to see all of our comprehensive mailing list solutions.

Step four:  Place your order then track it. It’s that easy! Click here to watch a video on tracking your postcard order.

Making your job easier is our goal.  That’s why we’ve re-engineered the Master Marketing Schedule to offer free offer door hangerstrategic and creative solutions for building your business faster, easier, more affordable and with way less headaches. In fact, if you’re following the Schedule – this week is a great time to get out in those geo farms and start making real connections.  Our Free Offer Door hangers are a great compliment to the Free Offer postcards and the perfect leave behind when you’re door knocking in the market area you most want to dominate.

Putting systems for staying in touch in place don’t have to be tough – or time consuming.  Most of our top customers schedule 15-30 minutes at the beginning or end of every month to focus on what marketing tools they want to go out.  When they choose a campaign, it’s easy — they simply pick the next one in the series, order and get back to their high priority tasks. Some even delegate a member of their team to make it their priority that something is always being sent to their sphere and farm so top of mind awareness is always there.

Kudos to the agents that are working their systems and are willing to share their experiences with others. We so appreciate you all. For example, Cozett shared with us on ResellerRatings, “I like how ProspectsPLUS! puts marketing at my fingertips and then handles the time consuming work of mailing and distributing materials if I need them too.”  Or Jeremy who wrote on our Google+ page, “ProspectPLUS! is a real lifesaver for me. I have been looking around on how to keep in contact with my sellers. I needed more than just a phone call. The postcards are a highlight to my business now. This has also allowed me to start farming a few neighborhoods that I drive through with a more personal touch.”  Or Bradley who wrote on our Facebook Page, “ProspectsPLUS makes it so easy for me to market to not only my sphere but also to my farming areas. In less than 5 minutes I can have all of my postcards ordered and off my plate so I can work on what I do best…selling homes!”

We’d love to hear from you too! In fact, give us a shout out with a review now on our Google+ Page and you’ll be entered to win one of our monthly prizes! Wait until you see what’s in store for July!

Have questions or need help developing the marketing plan that’s right for you?  Call us today at 866.405.3638 or email us at pmc@prospectsplus.com.  We’re here to assist!

 

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