Thursday, May 6, 2021

3 Great Strategies for Creating PRESENCE This Season

By Julie Escobar

It’s that time of year.  The holidays are here and with them much of your competition is settling in – for shorter days, slimmer work calendars and that ‘wait ‘till the first of the year’ slump.  Not you.  You’ve got your eye on a new year filled with promise and kicked off with momentum-right?

Here are three things you can do to create vital PRESENCE now that will carry you through the holidays and long into the New Year with powerful, forward, full-steam-ahead strength.

Commit to Consistencythanksgiving cards

You know what you see a lot of?  Agents who ONLY send a postcard or greeting card once a year.  Start now and make it a point to ‘touch’ your sphere and farm at LEAST once every 21-30 days for the duration.  Consumers today are savvy – they’re not swayed, influenced or impressed by the ‘one-and-done’ marketing efforts.  From their perspective?  If you’re that lax in how you market YOURSELF – how will you be at marketing THEIR property?  Show the consumers in your market place that you’ve got the chops – and the commitment to be front and center not just once, but again and again and again.

Community Countsworkshop cards

Want to be known as the neighborhood resource or the market specialist?  Get out of the office, out from behind your desk and out in FRONT of the people in the community you serve.  Make it a point to calendar at least ONE community event in your market per quarter – or even per month.  It’s an edge that will set you apart, win favor and create a presence that you’re the top agent to talk to. Team up with your local schools, libraries, chamber of commerce, or even a network of like-minded business professionals to help create awareness, increase attendance and bring a wide spectrum of information to those who want it most.

Think AHEADlisting inventory1

The smartest agents in the business are never satisfied with doing things the ‘same old way’.  They’re keeping their ear to the ground, eyes open, and thinking ahead.  What can you do to make a splash?  How can you best keep the ‘buzz’ going?  I love Tony Robbins who has served up the motto ‘Constant And Never Ending Improvement’ for years.  In a 24/7, 365 world, you can’t let your skills, your top-of-mind awareness, or your passion to coast or slip to the back burner.

Need help?  Call us at 866.405.3638.  We’ve got answers you can count on.  From direct response postcard marketing that keeps you top-of-mind, to Holiday messages that make a difference, to real world resources that you can adopt and make part of that empowered new marketing and business plan for 2017 that we know you are ALREADY working on!  Have a great week!

 

 

It’s an exciting time to be an agent!  Did you know? Each month we add powerful new tools to help sales professionals stay top of mind in their markets.

Here’s what’s new for October!  oct-toolsHoliday postcards are a great way to reach out to your sphere each month. Savvy agent DON’T just wait for Christmas and Easter to stay in touch.  When choosing holiday postcards, please allow two weeks for timely delivery.

Rules of thumb for postcard mailing timeliness:

Need it fast? Choose First Class Mail Option:  Delivered by the Post Office in 3 – 5 days. Best for time-sensitive mailings, such as “Just Listed”, “Just Sold” or “Open House postcards.

Got a little more time? Choose Standard Class: Delivered by the Post Office in 14 – 21 days. Best for recurring mailings, such as Recipe or Inspiration postcards.4-reasons

Our Content postcards are perfect for agents who like to use education-based marketing tools. An alternative to full newsletters, these gems are filled with insightful, timely information that consumers love to read (and share), they are a simple way to stay top-of-mind with both your sphere and farm — and present yourself as an expert in your field.  You’ll find over 20 varieties in this series.oct-com-news

And our all new Community News newsletter series is a great way to stay connected with your sphere as well. Filled with timely information and done-for-you content! A new issue is released each month and perfect for staying time of mind with potential buyers and sellers.

Head over to our Specials page to get all your budget-saving promo codes which will save you 10% on your next orders.

Don’t forget! For every Holiday Postcard order placed through the end of the year, we’re donating 10% to St. Jude Children’s Hospital. Get started today.

Need help? Call our team at 866.405.3638.

How to Stay Top of Mind All Season Long

By Julie Escobar

Fall is in the air and the holidays will be in full swing before you know it.  We’ve entered the season of Pumpkin Spice everything and parties and plans are already in the works.  While many agents send Christmas, New Year’s and Calendar cards come December, why not beat the competition to the mailbox and thumbhalloweenv7stndstart with our adorable Halloween postcards. They’re fun, charming and perfect for kicking off your fall well wishes to your sphere of influence.

You can then follow up with Thanksgiving and Christmas holiday postcards and stay top of mind all season long.

AWESOME AGENT IDEA:  Use the reverse side of the postcard to make special offers to your VIP clients.  Here are some ideas that we’ve heard from agents for holiday time:

  • Invite to a holiday open house or customer appreciation event
  • Many agents give away pumpkins or pies during October and November, share where you clients can thanksgivingget theirs.  (One agent we talked to gets her pies and pumpkins from charity organizations so she’s contributing to good causes and connecting with her sphere.)
  • Order trick-or-treat bags and let customers know where they can get hold of theirs
  • Let them know how much you appreciate them and that you are there if they, or someone they know have questions!

Be sure to have some fun this last quarter of the year.  Head over to our Master Marketing Schedule to see all the fun and creative ways you can touch base with your sphere and farm this season and make the kind of connections that will get you noticed — and earn you business.

PLUS — From now until October 15th, we will donate 10% of EVERY holiday postcard order (excluding taxes, postage and handling) to St. Jude Children’s Research Hospital!  Help us help the kids — and stay top of mind all season long! Get started today.

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.
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