Sunday, July 22, 2018

Clock dial with 2016-2017 change represents the new 2017, three-dimensional rendering, 3D illustration

With Just 100+ Days Left in the Year…Timing is Everything

By Julie Escobar

It’s funny to think that what you do today – this week – this month will affect whether you and your family will celebrate a stress-free holiday season and finish the year strong, or whether you’ll be worried and hurried and wind up with more year left than budget!   With just over 100 days left in the year – let’s take some ideas from the top producers and look at the five things they continuously put into place to guarantee a great fourth quarter.

  1. Know your numbers.  Savvy entrepreneurs already know how much business they need to  bring in before year’s end.  They also think ahead – and know what they need to do to head into the new year with momentum.  Don’t wait another day to get a handle these numbers if you haven’t already.  Figure out what you want and need to make and how many listings you want to have heading into the year then work the math to see how many contacts you need to make to get the number of appointments you need based on your closing ratio to achieve the number of listings you need to realize your goals.Happy Halloween Card  Make yourself a daily chart to ensure that you stay on track.
  2. Leverage the opportunities to connect.  The fourth quarter is filled with holiday gatherings and neighborhood invites.  The holidays create an amazing reason to reach out and connect with your customer base.  Don’t wait for Christmas either! Be the agent that connects all season long with a postcard and a call.  Call every existing customer you have and wish them a happy holiday season ahead.  Let them know that with all the chatter in the national news and even local headlines, you’ve found that many people have questions about how this will affect their family, their investments and their future.  Be sure they know that you’re on top if it all and there to answer any questions they might have.Thanksgiving card
  3. Ask for referrals.  Before you hang up – be sure to ask your clients if they know of anyone who might need some help.  There’s plenty of people struggling and unsure of what their options are in today’s market. Let them know you are a resource they can turn to – whatever their situation.  If you don’ t have the immediate answers –you’re your clients know that  you’ll be first in line to get them.  On the reverse side of your holiday cards, make an offer for something of value. A free Comparative Market Analysis, or one of our great free reports such as 5 Ways to Build Equity in Your Home. 5 ways to build equity
  4. Don’t leave your marketing to chance.  Life gets in the way sometime – no doubt.  We get busy, over-scheduled and over-committed – especially as we make our way toward the fall and winter holidays.  That’s when things like marketing and prospecting fall through the cracks or take a back seat.  Put a plan in place today to make sure that you have all systems “go” to make sure you are staying top-of-mind and that your listings are being showcased and syndicated in all the ways that matter for great exposure and results. Set aside 20-30 minutes at the beginning of each month or each week to set your marketing in motion by ordering your holiday postcards, and your Just Listed/Just Sold or Open House postcards. Knocking out your marketing in under half an hour gives you a lot more time to prospect, present and close – the three things closest to your bottom line.  It also helps you make up for larger than normal volume of downtime you’ll spend at holiday activities.  Spend guilt-free time with friends and family, attend winter recitals and holiday concerts without worrying so much about what’s not getting done in the office.  If you need help – call the terrific folks in our client care center at 866.405.3638 – they’ll help you get everything all lined up this month so you slide into the home stretch of this year without stress.
  5. Commit to the extra mile.  I love the Wayne Dyer quote, “It’s never crowded along the extra mile.”  Commit to 10 extra calls a day over the next 17 weeks.  Commit to adding just ONE new person to your prospect list each day.  That’s 109 more folks that can and will bring you new business and referrals in the coming year if you stay top of mind.  Do you think that could be worth a commission or three…or more?

The truth is that the bottom 80% of the salespeople in our industry won’t be doing any of these five things over the next quarter.  Many will look at how far behind they already are from their goal, throw their hands up and give up.  Many will do the basics – no more and no less and continue to live commission check to commission check.  It will be those of you who strike out, step up and stay laser-focused who will be out on top this year, crushing their goals and kick starting 2017 with a fiery passion.

Where do you want to be in four months?  Top 20 or bottom 80?  What you do this month will make all the difference.10 percent

If you need help – call us.  Our team has been helping eager agents get to the next level and top producers stay on top for more than 20 years.  We can do the same for you, call 866.405.3638 today! Head over to our Specials Page to see what’s new and get the latest budget saving promo codes! 

 

Webinar button on keyboard with soft focus

We had a great webinar last week where Todd Robertson shared some terrific strategies, ideas, and tools for owning more market share, hitting every goal you ever set, and finishing the year strong.  We wanted to share it on demand for all of you who did not have an opportunity to join us!

Need help? To learn more about how we can help you fuel your business, streamline your systems and take your career to the next level, call our marketing team today at 866.405.3638 or visit our website www.prospectsplus.com.

Back to School Real Estate Marketing

Six Lessons for Success 

By Julie Escobar

Back to School Real Estate Marketing

You can almost feel it — that anxiousness, excitement and uncertainty that envelopes us around this time year after year. Tens of millions of children headed back to classes, and even those without little ones can get caught up in the thirst for knowledge, need for more certain schedules and the never-too-old-for allure of new notebooks and supplies. All right, maybe that last one is just me, but you’ll have to admit there is something exciting about creating a clean slate, learning to the best of our abilities and growing as a sales professional as well as a person.

Ready to get started? You’ve had a healthy breakfast, donned your uniform (name badges everyone!) put on your thinking caps and you’re ready to learn – right? Here are the “classes” you must master in this market:

1.   Direct response.  Is your postcard  asking your prospects a question?  Are you raising their awareness?  Are you giving them a reason and means to contact you?  Are you just staying in touch or do you need them back 2to take action?  When you use your marketing to ask the questions that are already in the minds of your prospects, you create a connection that makes people want to reach back out to you.

Even holiday postcards can effectively raise awareness and include a message to not only have a great holiday but to call you should they need you or have questions.   A Just Listed card too – is not just a just listed card.  It’s an invitation to see a new listing, to get a list of other homes like it, answer questions or evaluate another potential seller’s ability to sell their home.  Content cards offer valuable information consumers are looking for and offer an invitation for buyers and sellers to learn more or get free reports. The Neighborhood Update/Free Offer Series, a popular one for agents, offers free reports, valuable consultation, and other items of value to the consumer — as well as neighborhood stats that appeal to buyers and sellers on a hyper-local level.

2.  Consistency.  Again and again and again.  That’s how often you need to “show up” in their mailbox, on autumn cardtheir radar and in the lives of your prospects and customer base.  Our market is too competitive and life is too short for one-shot wonders.  Plus – it’s just too expensive to waste time, effort and of course, marketing dollars on a one-hit mailing.  They don’t work.  Never have, never will.  And in today’s world – people want to see that you’ve got what it takes to stick with it and get results before they want to work with you.  If you give up easily on your marketing – what message does that send to your customer base?  Success comes to those who show up not once but over and over again. With the right message, the right attitude and the right promise of service.  Show them you’ve got what it takes.

3.  List care. Your mailing list is not just “a list.”  It’s not just a spreadsheet of names and addresses.  It represents the lifeblood of your business.  It hosts the people that, if cared for, if catered to, if serviced right, if stayed in touch with, if impacted – will take care of you for the entirety of your career.  In fact, studies show that one in twelve will result in a transaction per year of you consistently and effectively stay in touch.  That said- how many do you want on your list and how committed are you to taking care of them like the  VIPs that they are?

Find a database you’re comfortable with and don’t stop with names, addresses and phone numbers.  Fill in the gaps.  Who is their spouse? What are their kids’ names?  What do they do?  What do they like?  When did they purchase/sell with you last?  What referrals have they sent?  What common interests do you have?  It’s not easy at first – but once you’ve formed the good habit of contacting your list at least three times a year (not all at once, of course!) you’ll start to be able to feed the details into your database.

Don’t lose those lists you get when you purchase a just listed postcard either!  Every time you send a postcard out with us and choose to do a radial or neighborhood search, that list is yours to keep so that you can continue to build your book of business.  Add them to your list and start building a relationship with them as well.  For more ideas of who should be in your sphere of influence – download our free BusinessBASE – and check out the 150 Questions to Help You Build Your Business Relationships.  It’s a great ‘refresher’ course for remembering all the people you SHOULD be building relationships with!

4.  Niche Marketing:  Niche players fare better, earn more, usually are better at time management and can lifestyle selects cardsmore quickly define themselves as an expert in their market area. Why? First, it gives you clarity of purpose, so you’re more efficient in the way you conduct your business, in the manner you build your skill sets and your knowledge base and in how you grow your customer base. You don’t need to be all things to all people. You just need to be the best at reaching out to, teaching and building relationships with that core group or niche. That not only builds your business faster, but it gives you a sense of certainty and confidence that you wouldn’t have if you were trying to work with any and all customer types.

So who do YOU want to work with most?  Seniors?  First time home buyers?  FSBOs? Luxury Markets? Boaters? Golfers? Or maybe outside the box ideas like horse enthusiasts, Harley riders, yacht club members, golfers? Find the fit that’s right for you – then be the BEST for that niche! Now with new mailing list options that include specialty lifestyle interest data, or Nielsen Prizm codes you can easily find more the customers you most want to work with.

That’s not to say you ignore your sphere – just keep enhancing it by building niche markets that help it (and your business) to grow!

10 ways to prospect to schools

By the way – one really time-appropriate niche to start is working with your local school communities. The rewards are great – not just in your bottom line, but the experience you get and connections you create and the very real difference you can make in the lives of students and educators.  Download our Free Report:  10 Ways to Prospects To and Support Your Local PTAs. (You’ll find it close to the bottom of the free reports page.) While you’re there – download a few more great reports to use in your fall marketing!

5.    Leveraging Technology Tools: Leveraging technology and available networking to maximize your potential for lead generation, prospecting and keeping your pipeline of customers filled is crucial to your success.  That means learning how to use Facebook, Twitter, LinkedIn, YouTube and the social networking tools that are available today. It can also mean hosting weekly or monthly conference calls, webinars and workshops for those in your niche, community or sphere of influence. These are great ways to inexpensively and effectively establish and reinforce your niche. Technology allows you to be in many places and in front of many people at one time, which helps you build relationships by using these tools to share information on a regular, consistent basis.

Technology also allows you to put systems in place such as automating the marketing of your listings using systems such as MLSmailings.comwww.GettingListingsSold.com  which can take some of the daily, weekly and monthly marketing chores off your to-do list, freeing you up to spend more time at what you do best – getting face-to-face with customers and prospects.

6.    Work High Priority Activities First. Real estate agents get paid to build relationships and provide exceptional service. There are plenty of ways to be BUSY in this business- but the activities that matter most are the ones that are directly tied to your bottom line.  You need to have absolute focus on scheduling the time to prospect, present, close and build relationships before anything else. That means making and KEEPING that appointment with yourself every day.

The last thing we wanted to cover in our time together is how, as sales professionals, we can create good study habits that will also contribute to our success. Got down time?  In the car, on the treadmill, during your commute?  Make the most of it by ‘plugging in’ to top speakers, trainers and coaches that you can listen to on the go.

Need help? To learn more about how we can help you fuel your business, streamline your systems and take your career to the next level, call our marketing team today at 866.405.3638 or visit our website www.prospectsplus.com.
Google

Staying Ahead of Your Competition

By Julie Escobar

The weather and the market are both HOT and agents are asking us for strategies and how to’s for august dominatordominating in a geographic farm.  To answer that – we turned to Todd Robertson for some tips and ideas that are working for Market Dominator Members across the nation.

Q:  Hey Todd, a lot of our readers don’t want to wait for the fall market to work on their competitive edge – do you have some ideas for them?

A:  Sure – the year is already more than half over and a lot of agents are looking at the calendar and thinking, “No way am I going to hit my goals.”  That’s a little intimidating, right? For some, it’s enough to make them already start to shut down.  Don’t.  Instead, realize it’s time to dig in. To put a source of accountability into your career – your weekly routine and create a game plan. You know, we’re really glad that we can be a source for agents. The Master Marketing ScheduleTM that you’ve created is a powerful tool to help agents stay on track and put some consistency into their marketing.  It takes the “what do I do?” out, which is a big stress for a lot of agents.  First step I would say, is to start there, and develop a game plan that will allow you to connect CONSISTENTLY, with your Sphere of Influence, a Geographic Farm, and a niche market. If you can work a campaign for each of those marketing segments without fail, month after month, your results will grow exponentially.

Q:  I agree!  We share a lot of strategies about staying consistent.  How often should agents connect withdominator back listing their sphere, farm, and niche?

A:  At least monthly. Those ‘touch’ points are so important in terms of staying top of mind and creating brand awareness.  Send something every month to all three, and not necessarily the same thing.  For your sphere, many agents choose a postcard campaign such as a holiday series (not just at Thanksgiving and Christmas!), recipe cards, content cards, inspirational postcards, or a newsletter each month.  For their geo farms they send our Market Dominator, or Listing Inventory, or the Free Offer/Neighborhood Specialist cards – all are popular.  For a niche, they are specific to that group – for example: Expireds, FSBOs, First Time Home Buyers, Investors, etc. Top agents are also diligent about sending out Just Listed/Just Sold postcards with every listing and sale they have. Without exception. Why? They spotlight you as the agent that can generate RESULTS – and they showcase the properties you are marketing. That’s a powerful combo. Then they do that thing that agents desperately steer clear of but shouldn’t if they want to fire up their career on all levels – they FOLLOW UP.

Q:  There’s the sticking point, right?  The old getting on the phone or walking the farm and knocking on doors part that stops agents in their tracks. Any suggestions?

A:  Yes, the first step we just talked about – putting a campaign in place that touches your customers and prospects every month. That makes it way less intimidating when you call them. Why? Because you have a reason to touch base with them.  It doesn’t have to be a “SALES call”, it is a follow up call – or visit if you are walking a farm.  “Hey there, Todd Robertson here, from Success Realty, just wanted to touch base.  We’ve got a LOT of changes in the market, and I just wanted to see if you had any questions.”  (Yes or no, doesn’t matter really, you’re just touching base, asking questions.) Or you can do a combination of touching base and letting them know that you have a big goal to hit.  “Hey there, Todd Robertson, Success Realty, how are you?  You may have seen me in the neighborhood and I hope you’re receiving my mailings.  I just wanted to touch base, see if you had any questions about our market or what homes are selling for right now?  By the way, I am committed to helping as many clients as I can take advantage of this market.  Who do you know who might be interested in buying or selling in the next 90 days? Maybe someone from work? Or your kids’ sport team?  Or church?  If you think of someone, I sure hope you’ll remember my name and pass it along. Thanks so much.”

This month we shared a great listing strategy one of our Dominator members uses — and that’s to take the extra 20 Market Dominators that he gets each month and bring them with him when he is walking his farm or going on listing appointments.  He lets people know that he is the only one in that market that is willing to consistently show up in a big way (12×15!) each month and that when they list with him – he will dedicate an entire 1/3rd panel of his Dominator to market that listing until it sells.  That’s helped him close for the signature again and again. You may want to give that a try as well!

Here’s a quick video I did for our members on the topic:

Q:  Awesome — lastly, what about those agents who need the extra push or accountability? 

A:  For a lot of agents coaching is a good investment, but it can be out of the budget for many.  Instead, perhaps consider starting or joining a Mastermind group in your area.  Think and Grow Rich has an entire chapter on this topic that is still incredibly relevant and powerful today.  Participating in a group like this costs you zero – but your return will be extraordinary.  You’re involved with like-minded people, all with the goal of lifting each other up, cheering each other on, and holding each other accountable. That’s the missing link for many agents.  If there’s not one in your area that you want to join – start one.  Your career, customers, and bank balance will all be the better for it!

We’re hosting  a new webinar next week, Wednesday, Jul 27, 2016 2:00 PM – 3:00 PM EDT How to Own More Market Share & End the Year WIth 5 Extra Closings — we hope you’ll join us!

Click here to register. 

Thanks Todd.  Great stuff.  If you’d like to learn more about the kind of tools that we have to help keep YOU on track and ready for the fall market and beyond, head over to our Master Marketing ScheduleTM  or main site today.  If you’re interested in dominating a geographic farm and would like to speak with Todd about that directly, click here to learn more.  Our team is here to help you with all your marketing needs, call us today at 866-405-3638!

Positioning Yourself to Be the Go-To Agent

By Julie Escobar

It’s certainly a whole new ball game out there isn’t it?  The buyers are out in force and agents are now fast and furiously competing to both find and market new listing inventory.  If EVER there’s been a time where listings are the name of the game?  It’s right now. We recently did a poll to see what people were most interested in this month in terms of their marketing — the number one choice? HOW TO GET MORE LISTINGS.  Enter this week’s topic!

Let’s look at four tips and tools you can use to position yourself as the go-to agent for listings in your market.

  1. Systematically work For Sale By Owners and Expired listings. Make this on the top of your to-do list each week.  Send them something. Get voice-to-voice. Go see them. Since they’re already motivated sellers-make sure they know how motivated you are to help them achieve the results you want!
  2. Include a PDF. Another strategy came from one of our top agent customers who, before every listing jl jsappointment, creates a pdf version of a Just Listed postcard with a picture of the potential seller’s house and all listing details and includes it in every listing presentation as an example of the marketing that she will get started immediately upon getting their signature!  (Very clever!) Click here to see a selection of Just Listed Postcards you can download.
  3. Host an Open House to generate listing leads.  In areas where homes are just starting to turn over, you’ll more than likely shake out the 3-4 (or more) other homeowners in the neighborhood who have been thinking about selling.  Be sure to do your homework – canvas the neighborhood well in advance of your open house.  Advertise it well.  Send open house cards, use door hangers or flyers to your existing sphere of influence or farm areas as well.  Some agents create an open house field day – where they’ll advertise 3-6 open houses all on the same day, one right after the other.  While it makes for a long day, it does showcase you as an agent who has a lot going on and knows how to get things done.  I 6 pitfalls of overpricingalways recommend having powerful collateral pieces at your open houses as well.  Like 6 Pitfalls to Overpricing Your Home, Saving for a Down Payment and the Cash Buyer Checklist.  When you have more creative collateral than just the home listing flyer you present yourself at a higher level of service and resource.
  4. Saturate Your Target Neighborhood.  Working an area or areas where you know turnover is starting to happen?  Blanket those areas with a powerful inventory-needed campaign that speaks to the mindset of potential sellers and spotlights you as the agent to call when they are thinking of selling now or in the near future.  Our Listing Inventory Series is great for getting attention. Or, if you really want to turn up the heat, learn more about our Market Dominator System which takes saturation mailing and direct response marketing to a whole new level!  Then be sure to follow up on that saturation mailing and make the most of your marketing efforts.

Good luck getting those listings, and remember if you need help – call our marketing team at 866.405.3638!  Be sure to check out our Specials Page this month as well if you haven’t already and see what’s new and get your budget-saving promo codes!