Monday, December 10, 2018

And Increase Your Listings in 2019

Engaging your sphere of influence isn’t an area for spontaneous effort. To prosper as a Real Estate Agent today you have to commit to building your database, then applying consist follow-up and marketing.

Combine these elements and it’s the secret to growth and long-term success.

So here are a few ways to engage in consistent follow-up through and make the difference between what might be and what WILL BE A GREAT 2019!

Send Something Meaningful

The goal, for consistent results, is to maintain an ongoing connection with your database on a regular basis. In fact, the Direct Marketing Association recommends reaching out to your database every 21-45 days.

The Holidays are an ideal time of year for easy and inspired connections with your database. Sending a well-timed Holiday postcard or Recipe postcard is sure to be appreciated and is a nice way to show your sphere you’re thinking about them. You can also send a free report that offers advice and industry insight such as the report, “How to Chop $24,000 & 4 Years Off Your Mortgage”.

If you become the resource that goes the extra mile, it will be valued and remembered. And by getting something in front of your sphere via direct mail, it will give you a great reason to make a follow-up phone call.

Call Just Because

Calling someone you don’t know well can be uncomfortable. This makes it the perfect task for an agent to avoid at all costs. You just need to ignore this instinct, move past the fear, and do it anyway.

Remember you could be just the person they needed to hear from that day. Timing is everything. Be yourself.

This phone call doesn’t have to be scary or pushy. Ask if there is anything you can do for them. Do they have any questions about current topics trending in the real estate industry?

Then listen and respond.

After you have made a few phone calls to the same person, you’ve earned the right to ask if there’s anyone they know that might be interested in buying or selling now or in the future?

Break your calls down into manageable numbers so you don’t get overwhelmed – 10-20 a day. Then add them to your calendar like an appointment and commit to making it happen.

Put a face with a name

Get out there from behind your desk and car and see people face to face. As a professional agent, meeting new people and continually adding to your sphere is not an option, it is a must.

Walk your neighborhood farm with Market Dominators, Community Newsletters or Door Hangers in your hands. Introduce yourself to anyone you happen upon.

Attend community garage sales, fall festivals or winter carnivals at the nearby schools.  Wear your name badge, bring your business cards, and shake some hands.

Stop into local restaurants, shops, and businesses in the community and get to know people there. Let them know you work on referrals and you’d love to refer your clients back to them as well.

Share your stories about a great meal, terrific new shop or amazing customer experience on social media.

You’ll not only make new friends, but you’ll also gain new clients.

Finally, take your top referral clients to coffee or lunch or stop by with a special treat. Stand out as someone who goes the extra distance for their clients.

Ultimately you’re not just in the business of selling homes. You’re in the business of helping people. So show up again and again through the mail, phones calls and face-to-face visits.

And the results will take care of themselves!

Start now by sending a Thanksgiving postcard greetings from the Holiday Series to at least 100 people in your database.

Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

PLUS: When you have time…here are 4 free ways we can help you STILL CRUSH IT in 2018!

1. 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 

2. The Free 2019 Real Estate Business Plan.

Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan  – Click Here

3. The 12 Month Done-For-You Strategic Marketing Plan.

The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here

4. The Free Online ROI Calculator. 

Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! – Click Here

Also…check out these cool tools 

 Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

MLSmailings.com – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand

Want to Refer a friend or colleague? Refer them, Here. THEY get a Free $25 Gift Card and YOU become their hero. BTW, you also get a $25 Gift Card too (now that’s what I’m talking about)!

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.