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Tuesday, November 19, 2024

3 Powerful Steps to Engage Customers

By Julie Escobar

You’ve probably heard it said a time or two (or more) that the business will go to those who show up not just once, but again and again.  To succeed in sales today, professionals have to dig in, refuse to cut corners, commit to consistency and the big key?  FOLLOW UP.  Engagement of your customers, your sphere, and your farm – isn’t something you can take a ‘stand-back’ approach to.  You can ‘warm’ the call, set up the stage for prospecting, and share the information that people need to see to consider you the expert they should turn to when they are ready to list or sell their home – but you have to go the EXTRA step – and follow up.  Voice to voice.  Face to face.  Belly to belly.

Is that always easy?  No, for many–not at first.  But for those who dive in and get it?  That their real job, true passion is to help people?  And they practice getting outside their comfort zones?  That’s when the game-changing happens.

So here are a few ways to engage, follow up and make the difference between what could be and what will be a rest of the year. 

  1. SEND! For most agents – from the brand new to experienced – warming that prospecting call is more buyers cardsomething that puts them at ease.  One direct mail series that is getting a lot of attention and results is our Listing Inventory cards.  They speak to what is happening in today’s market and get people’s attention.  Or you may want to go with a classic direct mail piece such as a holiday card (and don’t wait for the winter holidays – go ahead and send something every month and be different than your competitors.) Even recipe cards that feature great appetizers or dishes that people can share are great. You may also want to take a tip from top producers and send handwritten notecards to five VIPs on your SOI list each week.
  2. CALL! I can’t tell you how many agents I talk to that just have a hard time getting past this one.   Don’t worry so much!  Make the call.  ENGAGE.  Talk to people.  Be yourself.  Be helpful .  Ask questions.  It doesn’t have to be scary and it doesn’t have to be “salesy.”  It can be as simple as this:  “Hi!  It’s Julie from ABC Realty – just wanted to let you know we have a lot of things changing in our market — and to see if you have any questions about that or anything real estate related?” Then LISTEN and respond to what they say.  Some won’t need anything but odds are in your favor that some will.  Be sure to let people know that you’re expanding your business and that not only is every referral APPRECIATED, but you realize what an honor everyone is – and you can promise that each will be treated like royalty. Finish with the question,  “Is there anyone you know that might be looking to buy or sell now or in themerchandising review near future?”  You may also want to choose to offer a great free report or fair trade item to FSBO’s such as the Merchandising Review, who might be more than anxious about getting their homes sold. Many of our reports are a great conversation starter when you’re on the phone and a perfect reason to email or even stop by! Check them all out here.  Be the resource that goes the extra step for them and it will be appreciated.  Get something in front of your prospects and sphere that gives you a great ‘reason’ to follow up.  Break your calls down into manageable numbers so you don’t get overwhelmed – 15-25 calls per day is a good goal for agents who are in high-productivity mode.  Time block this prospecting into your schedule then commit to making it happen.
  3. SEE!  Get out there and SEE people.  As a professional real estate agent – meeting new people and adding to your sphere is a MUST DO not a SHOULD DO.  Walk your neighborhood farm, attend your community garage sales and meet the folks in the neighborhoods you service.  Go to the fall festivals at the schools.  Attend the neighborhood and community events. Wear your name badge, bring your business cards, and shake some hands.  Stop in a the local restaurants, delis, shops and businesses in the community you represent and get to know the people there and 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, amazing customer experience, incredible health care providers and more in your area on your social media, blog or newsletter.  You’ll not only make new friends, you’ll gain new customers (and respect for being pro-active and a resource people can trust).  Be sure to SEE those in your sphere at least twice a year as well.  Take your top referral customers to coffee or lunch or stop by with a special treat.

The truth is, to stand out as someone who presents themselves as someone who will go the extra miles for their customers and clients – you have to SHOW that characteristic in everything you do – INCLUDING marketing your OWN business.  It’s that simple.  Ultimately it’s not the business of HOMES that we’re in – it’s the business of PEOPLE.  So show up again and again – and follow up over and over.   The results will take care of themselves!

Need help?  Call our marketing team to help get you started, restarted or fired up this fall at 866.405.3638.  They’ve got the experience, knowledge and solutions you need to succeed.  And they’re FUN!  Can’t beat that!  Have a good one and happy follow up!

Three Easy Steps to Success

By Jim Schimpf

Ease of doing business is the name of the game in 2017. For those looking to buy a house, for example, the most information needs to get to them in the fastest way possible.

Millennials are starting to buy houses, and that generation has become accustomed to instant information. They expect that any information they receive is complete and worth their time. When they find their dream home, they don’t want to wait several days to find out whether they can afford it or how much they can afford to offer on the house. You don’t want to lose a hard-earned new client because they don’t have the right mortgage broker.

REALTORS® are constantly marketing to find leads on new homes. Whether it’s sending postcards, updating websites or posting on social media, the need to get your word out is constant. Your success is based on three major areas – sourcing actionable leads, developing strong branding and following up to close prospects.

Mortgage brokers go through the same process, so why not combine your efforts to land the client and then follow that client through the whole process? The process will be seamless, and you’ll have a complete picture come closing day.

Follow these three simple steps to work more closely with mortgage brokers and close on more properties:

  1. Develop relationships with mortgage brokers. You may have one or several brokers whom you work with. Having a broker you trust and who has a large variety of products available gives you confidence when referring clients. You know that if any issues arise, the broker will let you know so you can work it out together.  The client knows and trusts you so, by extension, he or she feels comfortable with the broker you recommend and doesn’t have to waste time searching for a lender. Additionally, by having just a few lenders in mind, you know what types of loans they offer. No matter the buyer’s situation, you should have a broker to refer them to.
  2.  Combine your marketing efforts, and co-brand. Develop a marketing plan together, and make sure your marketing materials have a cohesive look so buyers will immediately associate the two of you. Every dollar that either of you spends on marketing will magically go twice as far. Buyers will trust that your communication will be intact through the whole process.  Share your ad space and your leads. Communication is your top priority in this relationship. If you choose to use postcards for your marketing, social media, word of mouth or even radio advertising, be sure to mention your access to the broker, and make sure the broker is referring new leads back to you. You each have different sources for new leads so, by combining your efforts, you each double your actionable leads.
  3.  Communicate through the whole process. From the time you start working with a new lead until closing, you and the mortgage broker should keep in touch so everyone knows the status of the loan. Surprises at closing are the worst-case-scenario. You want good, clear communication from beginning to end so you never have to wonder about the status of the project. This communication can lead to faster closings, and who doesn’t want that?

Co-marketing is the wave of the future. More and more buyers are looking for “one-stop” shopping and referrals. Everyone’s time is valuable, so help speed up the process. Combine your efforts for ease of doing business, and everyone wins.

NOTE:  Co-branding is NOT allowable in every market. Please check with your broker or attorney before starting this strategy to ensure that it is an acceptable form of marketing for your area.

Learn more by visiting www.prospectsplus.com/mortgage or by calling our team at 866.405.3638.

Your Bottom Line Depends On It

by Julie Escobar

An agent’s ability to earn consistently and continuously earn referrals is in direct proportion to their willingness and ability to stay top of mind with their sphere and farm.

Consistency. Since the beginning of real estate there have been agents that send one or two massive mailings and when they unsurprisingly get no results, stop marketing.  Many others take the “holiday” approach to staying in touch by sending an annual holiday card in the hopes that they are remembered. Both of these approaches are a waste of time, energy and valuable marketing dollars.

To stay ahead of the curve, you should be in contact with your sphere of influence at least every 30-45 days. Using the popularlisting-inventory send-call-see approach (part of our free BusinessBASETM), you can easily set up a system for contacting your VIPs each month. Send a postcard, letter, newsletter, flyer, novelty or note one month.  Many of our customers find the Listing Inventory Series, Content Cards, and Market Dominator among their favorites.

One other series that is growing in popularity is one of this month’s Master Marketing Schedule tip which are our Call to Action Postcards which include powerful direct response offers call to actionthat help make your phone ring!

Once you’ve gotten in the habit of “touching” your sphere and farm once a month, be sure to deploy the call part of send-call-see.

Call with a friendly event reminder, helpful hint, or just to say hello the following month. During the third month, arrange to see them via a networking event, social gathering or quick in-person visit (with notice, of course) where you drop off a small token, informational item or card. Then start the “rotation” over again. Such consistency creates vital ‘top-of-mind’ awareness that often becomes “the key to the kingdom” when growing your referral base and creating a reliable income.

If you’re not sure where to start, our popular Master Marketing Schedule shares monthly Action Items that agents tell us help them stay consistently on track.

SEND-CALL-SEE.  Be the resource they need and want in a time where consumers have LOTS of questions regarding the value of their property, their buying power, investment opportunities, and what’s happening in their market.  You’re not bothering people – you’re providing a SERVICE.

What can you SEND?

What can you SAY when you CALL?

  • Hi.  I have buyers, the Smiths (insert real names!), that are looking for a home in the _____________ neighborhood, and I wanted to know if you’ve ever thought about selling your home or know someone who is so I can help this nice family find what they are looking for?
  • Hi!  Just checking in on you! We’ve got a lot of activity in our market, and I thought you might have some questions—do you?
  • Is there anything I can do to help you?
  • I’m expanding my business and I could use your help…
  • Have you thought about selling your house now or in the near future?
  • Have you been receiving my information?  Any questions?

What do you do when you SEE them? 

  • Create opportunities for appointments
  • Take someone to lunch
  • Attend a neighborhood block party
  • Organize a charity drive in the community
  • Sponsor a free workshop and invite everyone to attend
  • Get out there and be visible in the community you’re servicing
  • Walk your farm and start making friends

Working ON your business requires dedication and a commitment to the activities that earn you top dollar and allow you to “feed” the career you’re building. Never lose sight of the fact that prospecting, presenting and closing should always be at the top of your list.

Visit http://www.prospectsplus.com/ to get your FREE copy of our BusinessBASETM (Plus learn the 250 people who should be in your SOI), and be sure to bookmark our Master Marketing ScheduleTM .

Go for it. Remember that we’re here if you need anything. Contact our team today at 866.405.3638. 

Success Advice from Power Agent Buddy Keene

by Julie Escobar

Tapping into what works for our customers is a great way to get a read on what agents need now and what is right around the corner as well. We caught up with one of our VIP customers Buddy Keene to learn what he’s doing to take his business to the next level.

Here’s what we learned:

Q:  Thanks for the interview! Can you start by telling our readers a little about yourself?

A:  Sure, I’m a Tampa native whose background as a business owner and executive brings a new and innovative approach to the sale of real estate. I take pride in providing personal and responsive service tailored to each client’s individual needs. I am a high-energy individual who delivers start-to-finish service with the sale or purchase of primary residences, vacation/secondary homes, and rental properties. My company, Great Blue’s mission is to become both the best respected and the most successful real estate brokerage in the state of Florida.

Q:  We know that staying consistent with your marketing is one powerful key to branding yourself and generating business. Can you tell us what you find most effective in terms of staying top of mind with your sphere and farm?

A:  I concentrate my marketing budget on direct mailings. I mail three communities every month. The total number of homes that I reach is just over 2,500. 90% of all of business comes from this mail campaign. If you want to be top of mind for the homeowners in your farm area, you have got to be consistent with your touches. If you intend to simply mail one time, or even on a quarterly basis, you’re wasting your money. I consider 12 touches per year to be the optimum exposure for my listing services.

Q:  We appreciate your trusting us to be the resource for your marketing tools – what drew you to our organization and what is your go-to tool for getting results?

A: I learned about ProspectsPLUS.com from a postcard that you mailed to me. So, I’m proof that direct mail produces results!

Q:  It’s a competitive market out there. What advice would you give fellow agents for creating an edge over their competitors?

A: For years, I produced my own Real Estate Reports for my farm area. I would gather the info from the MLS, analyze it, write a report, print it, and the envelopes, stuff them, and mail them. It was a massive effort to put the campaign together. My printing toner cost alone was $500 per month. At that time, I was only mailing on a quarterly basis. While I was surviving, the return on my investment just wasn’t where I felt it should be. After contacting prospects Plus, and learning about the Market Dominator product, I made the change, and hired your profession organization to produce my mailing pieces. This is by far the best marketing decision I have made to date. The mailings are always top notch quality, both the graphics, and the copy. My personal branded image has never been more professional. And I’m spending less time on my mailings than ever before.

The very first thing that homeowners tell me when we meet at the listing appointment, is that they love my mailers.

Q:  Many agents are reluctant to do any follow up activities with their book of business.  What words of wisdom can you share with them?

A: My farm areas consist of $400,000 properties. When you start charging people the amounts of money that I charge, you’d better bring some real value to the table. I have added services to my marketing plan, that most other Realtors simply don’t offer. For example, pay for a professional appraisal. The fact that we have a professional third party opinion of market value is very comforting to the sellers. It’s amazing how much stress this practice removes from the selling process for my clients. Another benefit to having this info, is that they sellers don’t go into the selling process with unrealistic expectations.

I bring in a professional photographer, and have him shoot High Dynamic Range photos, as well as aerial photos shot with a drone. I have a virtual tour software that I invested in, and it’s so much better than anything else that the sellers have ever seen. I also use an appointment center service, so that we never miss a call to show. I employ an internet service that syndicates my listings to over 50 websites, and delivers an email report to my sellers on the 1st, and the 15th of each month, showing how many view’s we have gotten, and from which of the website.

Q:  How valuable have you found it to be to stay in touch with your past clients?

A: Being mostly a listing agent, many of my past clients have actually moved out of my market area. So, the majority of my book of business is made up from buyers that I have worked with in the past. This is one of the areas where I have some serious room for improvement. While I have been fortunate enough to have very good relationships with my past buyer clients, I have not established a formal drip-mail campaign to keep myself top of mind with them.

My past clients have become a strong source of referrals. In fact, I have one family that has purchased, and or sold six properties with me. We’ve been working together for over 10 years. Many of my past buyers were first time buyers. Now that they are ready to move up, they are calling me to both sell their current property, and help them buy their new home.

Q:  Lastly, how can agents get hold of you if they have a referral they’d like to share in your area?

A: I can be reached at Buddy.keene@greatblue.us, or by phone at 813.727.7110.

Awesome information. Thanks Buddy!  

If you’d like to learn more about growing your book of business, earn more referrals and brand yourself in a geographic market, visit us online at www.prospectsplus.com or call our team today at 866.405.3638.

Success Spotlight Q & A with Power Agent Jennifer Ingiald

By Julie Escobar

When you really want to know what’s working for your customers, you reach out and ask them.  We are so fortunate to have extraordinary customers who are willing and happy to share their experiences of what works, and sometimes what doesn’t with our readers.  Agents love to learn from one another and we love sharing their stories.  This week?  We caught up with power agent Jennifer Ingiald to see what she’s doing to knock it out of the park in her market.

Here’s an excerpt from our interview:

Q:  Can you please tell our readers a little about you?

A:  I’m a Realtor in the central Wisconsin area. I focus mostly on waterfront homes and condos in the Castle Rock Lake area and Wisconsin Dells. Being originally from Schaumburg, IL, my family always vacationed in the Wisconsin Dells area and Castle Rock Lake is the fourth largest lake in Wisconsin, so it’s a lot of fun to work with buyers and sellers purchasing or building their dream vacation home.

Q:  How long have you been using ProspectsPLUS! and what made you choose us as your resource?

A: I’ve been using ProspectsPLUS! for about a year and a half now. My broker had recommended the site as she had great success with it as well. She was absolutely right! The website is very user-friendly, and so easy to navigate and create awesome postcards.

Q:  Can you tell us what you believe is the most important part of your marketing plan?

A: Listing photos and direct mail campaigns.  I like to utilize a professional real estate photographer for listing photos which I can then import into ProspectsPLUS.com postcard templates for a “Just Listed” or “Just Sold” campaign.  The end result is a completely professional postcard that always yields amazing results.

Q: I know you wisely use Just Listed and Just Sold cards in your market – can you tell us what kind of results you are getting and why you are so passionate about using these time-tested tools?  

A: This is by far my most important marketing tool.  Every single time I send out a Just Listed or Just Sold card, I get at least one new listing.  With the last Just Sold card I sent, I received two new listings.  I prefer to use the Jumbo postcards as opposed to the standard size, as I think they catch the eye better and help me to stand out amongst my competition.

Q:  Any advice for agents eager to get more results from their sphere and farm? 

A: I would absolutely recommend a ProspectsPLUS.com direct mail campaign, especially for farming.  It may seem like more money than you’d like to spend at first, but if you get one listing, and thus one sale out of it, it is worth it!  I like to use the postcard templates with a lot of photos as I think photos grab a reader’s attention. I also think it’s important to consistently send out either a Just Listed or Just Sold once you have a new listing or sale in a particular area you are farming, as you will start to become viewed as the market expert in your area.

Q:  Awesome – thank you so much Jennifer! How can readers connect with you if they have referrals in your market?

A:  If anyone has any referrals in the Wisconsin Dells or Castle Rock Lake areas, please feel free to call me at 608-548-3307 or www.CastleRockLakeAreaHomes.com.

If you’d like to learn more about consistently marketing your listings and yourself in your market, call our marketing team at 866.405.3638 or visit us online at www.prospectsplus.com. We’re happy to help you develop the plan that can help you take your business to the next level.

If you are a ProspectsPLUS.com customer and would be interested in potentially being featured on our blog or in our next Master Marketing Magazine, please email me today and set up a time to connect!

To Reach More People In Your Sphere and Farm

by Julie Escobar

Agents often ask us for ideas on what to send and when. We’re happy to help so they can get back to what they do best:  Prospecting, Presenting and Closing.  We know there are LOTS of option to choose from, and no real one-size-fits-all. That’s why we put new marketing tools on the site each and every month.  It’s also why we have over 1,000 postcards in the standard-size alone, and thousands more in Jumbo and Panoramic.

What we’ve found is that postcard marketing makes it easy for agents to “pull the trigger”, get their marketing ordered and move on to the next task. Expediency and ease are two factors that agents tell us are important to them.  The fact that the content is done, customization is easy and data is readily available to create marketing lists all help make the process quick and easy.

One series that’s really popular right now is the Listing Inventory Series, because it highlights the need for more listings!  Agents love having a series that has a wide selection because they can send month after month to your sphere and farm with consistent branding and similar messaging.

Here are some suggestions for the next three months using this series with a little bit of a twist! Pairing a
postcard with a Free Report Offer is a great way to offer something of value, brand yourself as a resource, and get people to pick up the phone or text you for the offer.  

March:  Send the Buyers are Waiting postcard from the Listing Inventory Series. When choosing a back, choose the “Standard Back with Message” option so you have a little more room.

Change up the front if you like, and on the back, change the copy to say something like:

There’s never been a more important time to have resources you can count on when it comes to buying and selling a home.  We currently have more buyers than listings, which makes them motivated to pay top dollar while interest rates are low and demand is high. If you are interested in selling, or know someone who is, please call or text me today at (your cell number) to get a copy of my Free Report: 5 Tips for a Smooth Quick Home Sale.  

April:  Send the Take Advantage of the Market postcard. Again, choose “Standard Back with Message” option so you have a little more room.

Change up the front if you like, and on the back, change the copy to say something like:

Timing is everything in the real estate market, and the time to get more for your home is right now.  We currently have more buyers than listings, which makes them motivated to pay top dollar while interest rates are low and demand is high. If you are interested in selling, or know someone who is, please call or text me today at (your cell number) to get a copy of my Free Report: 9 Strategies for Getting Up to 17% More for Your Home.

May:  Send The Big Question postcard, and change up the back message to:

Selling your home is a big decision. One of the biggest for most people.  You’ll want to make sure you have every question answered before diving into this competitive market. I can help. If you are interested in selling, or know someone who is, please call or text me today at (your cell number) to get a copy of my Free Report: 5 On the Money Reasons to Use a REALTOR. 

Get the full impact from your marketing tools.  

  • Add the report PDFs to your blog.
  • Or as an opt-in on your site.
  • Print them out to share at Open houses.
  • Share the jpg’s on your social media with a link driving people to your site to download.
  • Or use when you are walking your farm to follow up on your mailings.
  • Add additional marketing “touches” by sending Just Listed/Just Sold or Open House postcards.

Be sure to block time to speak with at least 100 people per week from your sphere list as part of our March challenge.  The market is competitive. That means it will take bold ACTION to gain market share. We challenge you to do just that.  

Need help?  Contact our team at 866.405.3638. They are there for you! 

 

 

Take the March Challenge! 

By Julie Escobar

Why leave all the “March Madness” stuff for the basketball fans?  This month, we’re looking at ways to inspire agents to take the ACTION they need to drive their numbers and build momentum.  That means being pro-active, and working ON your business as well as in it.  There’s no doubt agents are increasingly busy, but when they fail to time-block for business-driving activities like prospecting and database building, they often fall into the commission-chasing category as opposed to having a steady business and referral stream they can count on.

Statistics tell us for every twelve people in your sphere of influence that you regularly connect with, you can expect a deal or referral per year.  That’s valuable information to know. Yet, how come so many agents lose business because they failed to stay top of mind and connected with their sphere?  And when you find a farm that has the a healthy turnover and you’re NOT actively marketing to that area? You’re leaving money on the table.

Here are three pieces of great advice for getting ahead in this business:

International Speaker and Coach Darryl Davis: “I tell my students and coaching members to focus on the activity rather than the results. Why do people fail? Because they don’t see immediate results. So, they do what? They QUIT. When you switch your thinking to focus on the ACTIVITY, not the results, it helps you get past the fear. Think of it like baseball averages. Ballplayers know the more times they get up to bat and take a swing, the more likely they are to get a hit. After a while of playing, they know their numbers… their average. The same is true in prospecting – you’ll get to know your numbers. So maybe out of 10 calls, you get five connects and two appointments. I tell my students that their goal should NOT be to get the appointment; it should be about building relationships. Why? Because it takes the pressure off.  Focusing on getting an appointment is a win/lose scenario. If you don’t get it, your reaction is, “I lost. I’m bad.” When you focus on building a relationship, every call is a win. The truth is, you’re not going to get an appointment unless there’s trust. By building relationships, you build trust – and the appointments will happen by themselves.”

Power Agent Denise Buscemi, Florida:  “My advice? Several things. First, remember when you are meeting customers and clients, make everything you do be about that person and only that person–the rewards will naturally follow. Next, read more – be a lifelong learner. It makes you more competitive.  Be a great listener – not only does it make you a better communicator, buyers and sellers will tell you everything you need to know to help you close the deal.  Send the postcards that keep your name in front of them. Do your homework and always go the extra mile.”

Power Agent Kathy Casarin, Pennsylvania: “I would say first, there are no timeouts for replays!  Engage your client get back to them fast whether it is on Facebook, email, in person or a phone call.  Don’t wait or you’ll find they’ve already called upon someone else. Next, assure your client you are the professional. You are experienced, successful and know what works and what doesn’t. Earn your clients trust upfront. Become your absolute best at communication. Keep your client in the loop every step of the way, whether it is periodic emails as to how their listing is doing vs competitors.  Make that phone call to discuss price, home improvements, showings, open houses etc.  Regular contact reassures the client you haven’t forgotten about them or their listing or the homes they want to buy… so when you have to advise them on say a market adjustment on home price they agree and know it is in their best interest because you are always with them to get this SOLD. Stay current and do what works.  The truth is it all works–but only if you do it — so don’t forget to post on your social networks, answer real estate questions on Trulia, use ProsectsPLUS! to send out postcards, attend social gatherings to see and be seen and be that constant reminder to say, ‘Hi! I’m in Real Estate!’”

Our challenge to you this month? 

  1. Calculate your SOI. See how many people you need in your sphere to hit your goals this year by
    heading over to our SOI Calculator.
  2. Thank people. Send Thank You Postcards from our Customer Appreciation Series to at least 100 people on your sphere of influence list this month.
  3. Pick up the phone. Make at 20 calls per day to your sphere of influence. (100 per week is a big goal!) There are some really fun connectivity ideas on our Master Marketing Schedule if you’re looking for interesting reasons to connect! Consider Darryl’s advice above if you’re nervous about talking to people.
  4. Knock on at least 100 doors. Use door hangers so that even if folks aren’t home they’ll know you were there. According to the Master Marketing Schedule, March 12th is National Flower Day, it might be the perfect time to attached a packet of flower seeds to your door hangers and walk your farm! Have some fun with it!
  5. Add 100 people to your database. Now, this one may sound hard, but it doesn’t have to be. Some agents are on top of their game, adding new people all the time. But a LOT of agents that we talk to don’t really have a handle on their lists.  Hire a college kid or virtual assistant for a short-term project to get this done. It’s one of the most important things you can do as an agent. Here are some sources that you can pull from:
    1. Past purchased lists. (Think of all those Just Listed and Just Sold postcards you’ve sent out. Have you done anything with those saved lists you’ve purchased? Put them all in a database and use it to send Listing Inventory postcards or Neighborhood Update/Free Offer Postcards)
    2. Past buyers and sellers. Hand over those files to someone who can pull all those contacts and put them into a database for you. These people already have trusted you enough to do business with them.
    3. Get creative. Download our BusinessBASE, to see the 250 people who should be in your sphere and start adding.

It’s a good month to go above and beyond. To stretch yourself, your goals, and your reach in your community.  Take some time this week to plan your calendar then go for it. We’d love to hear how you’re doing.  Connect with us on Facebook (and be entered into our March Contest), or leave a comment below.

Need help? Our marketing team is amazing! Call them today at 866.405.3638. They’ll walk through any questions you might have and help you get your marketing on track! Have a great month ahead!

To Drive Leads and Attract More Listings

By Julie Escobar

Did you know that there are over 50 designs in our Content Card series?  Agents are loving them for a fast and easy way to stay in touch with their sphere and farm, and position themselves as a resource in their markets.  The best part about it is — they don’t have to come up with any content. We do all the work! Agents tell us that they like using them as a newsletter alternative as well since they contain great, consumer-friendly information, just in smaller quantity.  All the agent has to do is choose their mailing list, add whatever personal touches to the copy on both sides and and place their order!

Here are five ways you can use the content cards to drive more customer leads, increase your credibility, and
present yourself as the turn-to agent to call:

  1. Send one per month to your sphere or farm (or both) to easily stay in touch and brand yourself as an content 4information specialist.
  2. Choose several of your favorites and have them printed and shipped to you to use as leave-behinds in local businesses, as open house collateral, or as fair trade offers when prospecting.
  3. Purchase as a pdf and use as a downloadable item of value on your website.  This allows you to
    build your email database.content 5
  4. Each one of these is popular subject matter for consumers. Why not channel your inner Toast Master and create some local real estate workshops that you can present to area consumers?  Print and
    ship the card with the topic of your choice to hand out at your event.
  5. Share on social media.  For many agents figuring out WHAT to say on social media content 6leaves them stumped.  These tools are perfect – with titles like “4 keys”, “5 ways”, “5 factors” – you can share one a day during the work week and invite followers to email you for the whole list.

You can even send them the .pdf you’ve downloaded!

Get started today and kick your marketing into high gear!  See our Content Cards, choose your favorites and start driving credibility and new customers! Oh, and click here to get our latest promo codes and save 10% on your order!

As always, if you need help, contact us at 866.405.3638 – that’s what we’re here for!

Happy listing!

A Formula for Success

By Julie Escobar

In today’s market (or any market for that matter) – if you’re not out there networking, making calls, reaching out to your sphere and farm, being PRESENT in your marketplace and even knocking on doors – then you are leaving your success as a real estate agent to chance.  The truth is?  It’s not LUCK — it’s LISTINGS.  And listings are STILL the name of the game.

So what are three things you can do to drive listing inventory in your market? 

Listing Inventory Cards

STEP ONE – SEND:  Use a direct response postcard or flyer to the folks in the hot-turnover neighborhoods or even those that are right on the cusp of turnover.  Let them know that the buying market is HOT and the time to sell is NOW.  Be sure to send any marketing you choose in increments of at least three.  (Remember that 3-7-27 rule – it takes 3 contacts for someone to recognize your name, 7 to put your name with what you do and 27 to become a brand or household name in the minds of the consumer.  Most transactions happen after FIVE contacts.) We’ve got a terrific series that speaks directly the mindset of sellers in this market called our Listing Inventory Series.

STEP TWO – CALL: Here’s where a lot of agents either fall down on the job or lose their muster.  Call people?  Talk to them?  Yikes!  Can it be nerve wracking for some?  Sure.  Will you get ‘No’s”? Absolutely.  But the numbers are in your favor.  If you call enough people, make enough contacts, you’ll get a yes. And that yes can turn into a listing and a listing into a sale and a sale into a commission – so no leaving it to chance.  Make a contact! (Or twenty, or more…)

Here is a sample dialogue  to help you get started:

  • Agent: Hi, my name is _____, and as you may know, our market is on the move and we’ve got more buyers than we have listings.  Have you thought about selling your home now or in the near future? 
  • Seller Question:  How much do you think I could get for my house?
  • Agent Answer (a la Floyd Wickman):  I don’t know, I haven’t seen your house yet, let’s get together!

STEP THREE – SEE:  Don’t knock the idea of old-fashioned door knocking!  Getting out there and visible in the neighborhoods and communities you are eager to service and become a brand name in is just good business.  Why?  It’s personal.  People can put the face with the name.  They can see that you are committed to making an impact and you get a chance to get the real lay of the land.  Door hangers or even shell-printed postcards are a great leave-behind for those who aren’t home – and a nice collateral piece for those who are.

I challenge you to take these three steps to grow your listing inventory, your market share – and your confidence!  Be consistent with it at least once a quarter and you’ll reap the benefits for years to come.

Want to learn more about how to drive listing inventory and build a stronger market share?  Visit us online at www.prospectsplus.com or call our marketing team today at 866.405.3638!  They’re terrific at helping agents figure out exactly what they need to market themselves in a budget-friendly way! 

Making Your Book of Business a Priority

By Julie Escobar

We’re excited about the launch of the fifth edition of the Master Marketing Magazine this month.  The printed copies should be hitting mailboxes soon, but you can sneak a peek inside the pages here and read the digital version today!  It all starts with a powerful but simple business plan shared with us by our old friend Floyd masket-marketing-magazine-5-3d
Wickman.  Find it here. 

Every edition of the magazine has centered around different themes such as Big Data, Experts & Insights, and Geographic Farming.  Our latest edition focuses on the heart of what should be every agent’s business foundation – their sphere of influence.  Why?  Statistics show that top producers consistently share that 66% of their business comes from their sphere.  That one in every twelve people in your sphere will either do business with you or refer business your way every year IF (and only IF) you consistently make reaching out to them a priority.

For every agent who sits scratching their head wondering why “Aunt Helen” listed with another agent or is stymied by the fact that the people they most closely do business with (lawyers, doctors, dentists, accountants, colleagues) aren’t choosing to make them their real estate go-to professional, there are the top agents who get it.  It costs less to KEEP and create a customer FOR LIFE than it does to cultivate new ones.  Plus, it is WAY less stressful than riding the commission roller coaster your whole career.

Step One: Know your numbers. How many people do you need in YOUR SPHERE to help you hit your goals this year?  We’ve created a sphere of influence calculator to help you figure out if you’re on track.

Find it here.

Step Two:  Stay in touch. The Direct Marketing Association recommends reaching out to your book of business every 21-45 days.  Savvy agents use a variety of methods to make sure that they are top of mind.  We recommend the Send-Call-See approach to staying connected.  That is to SEND something monthly to your sphere as a tangible reminder that you are a resource they can turn to. Then CALL everyone in your sphere at two-four times per year.  And SEE everyone at least twice per year.

For the SEND we can recommend:community-news

For the CALL, we recommend:

  • Take a look at our Master Marketing Schedule, for some fun, creative reasons to connect
  • If sending the content cards or newsletters, follow up on a topic and ask if they have any questions
  • Let people know that the market is in a constant state of change, and that change can raise a lot of important questions for folks. Ask them if they’ve got any questions, or know anyone who may be in need of real estate assistance.
  • If you’re following them on social media, and see that there has been a change in their lives (new job, new baby or grandchild, award or accomplishment), tell them you saw the news and you just wanted to check in and congratulate them, or the appropriate sentiment for the event.

For the SEE, we recommend:

  • Choosing at least five top clients a month to reach out to with an invite for coffee or lunch, or a drop by with something fun using the suggestions found in the Master Marketing Schedule.
  • Hosting an annual customer appreciation party. Suggestions:  rent out a movie theatre or do an outdoor movie in the park in the spring, a picnic, or an open house wine and cheese.

Taking care of the people in your sphere will help you grow your business faster and easier. Not sure where to start? Here are a few suggestions:

  • Download our BusinessBASE™ – includes suggestions for the 150 people who SHOULD be in your sphere plus the how/when and why for contacting them20-year
  • Harvest from past and present transactions – client contacts from both sides
  • Networking – Local Chamber of Commerce, Rotary Club, etc.
  • Connectivity – If you just added two people per day each business day of the year, you could effectively grow your book of business to more than 500 within 12 months
  • Acquire the client bases of agents leaving the industry

Why should you grow your sphere of influence SOONER rather than Later? It’s simple when you consider the average Lifetime Value of a Customer is more than $49,000!

We wish you every success this year and know that we are here to help!  Contact our support team if you have any questions at 866-405-3638. Good luck out there making it your Year of the Sphere!

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