How to Stay Focused and Positive, and Ignore the Real Estate Industry Headlines

Jul 22, 2024

Adversity is an inevitable part of any business journey. What sets remarkable companies apart is their ability to survive challenging times and thrive in adversity. Here are some inspiring stories of businesses that have overcome adversity and continued to prosper.

Learn from their journeys and discover valuable strategies for staying focused on achievement, no matter what the real estate industry headlines say.

IBM: Reinventing the Tech Giant

IBM, a global technology and consulting company, has experienced numerous ups and downs in its long history. One of its most remarkable comebacks came in the early 1990s. Facing dwindling market share and financial difficulties, IBM changed its strategy by focusing on software and services. This shift in direction allowed the company to reestablish itself as a leader in the tech industry.

Apple Inc.: Steve Jobs’ Resurgence

Apple Inc., the tech giant known for its iconic products, faced adversity in the 1980s when co-founder Steve Jobs was ousted. After Jobs returned in 1997, he initiated a series of innovations, including the launch of the iPod, iPhone, and iPad. This visionary leadership made Apple one of the world’s most valuable companies.

Ford Motor Company: Rising from the Brink

The Ford Motor Company has encountered multiple setbacks in its journey, one of the most notable being the 2008 financial crisis. Ford mortgaged all of its assets, including its iconic Blue Oval logo, to survive. The bold decision allowed the company to avoid bankruptcy and recover rapidly, proving that smart financial strategies can triumph over adversity.

The Inspiration Series is shown above. To see more, click here.

Starbucks: Brewing a Turnaround

During the Great Recession of 2008, Starbucks faced declining sales and store closures. The company revamped its business model, closing underperforming stores and introducing new products.

One of the most notable launches was Starbucks Ready Brew, an instant coffee product that allowed customers to enjoy Starbucks coffee on the go. In addition, they introduced a line of natural energy beverages.

Starbucks also expanded its food selection, offering items like Bistro Boxes and La Boulange pastries. It ventured into the juice market by acquiring Evolution Fresh, launching a line of fresh-pressed juices.

These innovations played a crucial role in Starbucks’ recovery, repositioning the brand as a provider of premium coffee experiences while broadening its product portfolio to cater to various customer preferences and demands.

General Electric: Pioneering Innovation

General Electric (GE), a symbol of American innovation, had to overcome major instability with its financial arm during the 2008 financial crisis. This downturn led to a substantial decline in GE’s stock value and the company’s removal from the Dow Jones Industrial Average.

In response, GE undertook a massive restructuring effort, selling off assets, streamlining its operations, and focusing on core industrial businesses. This allowed the company to regain financial stability and shift its focus toward innovation and long-term growth in a rapidly changing global marketplace.

Netflix: Adapting to Disruption

Netflix, initially a DVD rental service, faced adversity when it transitioned to a streaming platform, losing a significant number of subscribers. However, its bold decision to invest in original content, including shows like “House of Cards” and “Stranger Things,” led to a comeback, making Netflix a household name in streaming entertainment.

These stories of resilience and adaptability remind us that adversity often catalyzes innovation and growth. While each company faces unique challenges, its success lies in its ability to adapt, innovate, and persevere.

These stories testify to the power of determination, mindset, and creative thinking when faced with adversity.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

2. The Free 6-Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

3. The Free Interactive 6-Month Real Estate Business Review

The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here

4. The Become a Listing Legend Free eBook

This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

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

The Biggest Reasons Your Listing Presentation Didn’t Win the Client

Jul 17, 2024

Securing a listing is critical to a real estate agent’s job, and losing out on a potential client can be disheartening.

Understanding the reasons behind a failed listing presentation can help you refine your approach and increase your chances of success in the future. Here are some of the most common reasons your listing presentation might not have won the client.

Lack of Preparation

Preparation is crucial for any successful presentation. If you didn’t research the property thoroughly, failed to prepare a detailed Comparative Market Analysis (CMA), or overlooked important market trends, the client might perceive you as unprepared or unprofessional.

Clients expect you to comprehensively understand their property and the local market.

Poor Presentation Materials

Using outdated or low-quality materials can negatively impact your presentation. Clients want to see polished, professional materials that reflect your expertise and attention to detail.

High-quality photographs, clear graphics, and well-organized documents can significantly affect how you are perceived.

Ineffective communication skills are presentation killers. If you talked too much about yourself without addressing the client’s needs, failed to listen actively, or couldn’t articulate your value proposition clearly, the client might not feel confident in your ability to represent them.

Engaging with clients and addressing their concerns is key to building trust.

Inadequate Marketing Plan

Clients want to know how you plan to market their property effectively. If your marketing plan lacks detail, innovation, or a clear strategy, the client might doubt your ability to attract potential buyers.

Presenting a robust, tailored marketing plan that leverages both traditional and digital channels is essential.

Failure to Build Rapport

Building a personal connection with the client is crucial. If you come across as impersonal or don’t make an effort to understand the client’s unique situation, the client might choose an agent they feel more comfortable with.

Showing empathy, being personable, and establishing a genuine connection can set you apart from competitors.

Misalignment on Pricing

Disagreements about the listing price can be a deal-breaker. If you suggest a price that seems unrealistic or doesn’t align with the client’s expectations, it could lead to a loss of trust.

Ensuring your pricing recommendations are backed by data and communicating the rationale clearly is important.

Inability to Handle Objections

Clients often have concerns or objections that need to be addressed. The client might question your expertise if you can’t handle these objections confidently and convincingly.

Being prepared to address common objections with well-thought-out responses can help reassure the client.

By addressing these common pitfalls and continually refining your approach, you can improve your listing presentations and increase your chances of winning over clients.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Fight USPS Rate Hikes: Choose EDDM for Budget-Friendly Real Estate Marketing

Jul 7, 2024

Every Door Direct Mail (EDDM) is a powerful marketing tool for real estate agents looking to reach potential clients effectively and affordably. This service allows you to send targeted mailings to specific neighborhoods without the need for a mailing list, making it an ideal choice for localized real estate marketing.

Cost savings

Traditional direct mail campaigns have a higher cost due to the purchase of a mailing list and the postage paid on individual addresses.

EDDM eliminates these costs by allowing agents to select postal routes and send mail to every address along those routes. This bulk mailing approach significantly reduces postage expenses and maximizes budget efficiency.

Targeted marketing

Real estate agents can choose postal routes that align with their target market, such as neighborhoods with high turnover rates or areas with desirable demographics. This ensures that marketing materials reach the right audience, increasing the chances of generating leads.

Marketing options

EDDM supports the delivery of a variety of marketing materials, including postcards, flyers, and brochures. To see the various real estate marketing materials, designed by industry professionals, and available through ProspectsPLUS!, Click Here.

Ease of use

Moreover, EDDM is user-friendly. ProspectsPLUS! provides an online tool to help you select your routes, and then schedule your mailings.

With the continued USPS postage increases impacting the cost of marketing, EDDM provides agents with an affordable, targeted, and effective way to reach potential clients.

By leveraging this service, agents can enhance their local presence, engage with their community, and ultimately drive more business.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

Transform Your Listing Presentation: Secrets to Gaining More Clients

Jun 27, 2024

Studies indicate it takes a tenth of a second to begin to form an impression of someone you don’t know.

Therefore, be aware that a potential client may start to decide about hiring you while you are still standing on their doorstep. This is why it’s important to ensure your first impression is amazing.

Here are three tips to master your listing presentation and win that client.

1. Send a pre-listing packet

I couldn’t find any statistics about how many listing agents send a pre-listing presentation packet to homeowners. I hope you will be among those who do.

The pre-listing packet is part of your curb appeal, so make it as compelling as possible.

We have spoken with our customers about what they include in theirs:

Current local market conditions
Your agent bio, in the form of a personal brochure (so classy and so professional!)
Information about your brokerage, including any impressive sales stats
A mock-up of Just Listed marketing pieces you will use if you get the listing
Client testimonials (a must-have)
A blank listing agreement (you may want to watermark it)
A step-by-step explanation of the listing process.
Direct response reports such as “Inventory is LOW, Now is the Time to Sell,” “What If I Sell My Home and Can’t Find One to Buy”, and “Reasons Why Your Home May Not Sell”. All of these reports are available, HERE.

Ensure that the packet is ultra-professional and client-centric (in other words, not a lot of overt self-promotion), and highlights the value of working with you. Send it out to the homeowner at least three days before the listing presentation appointment.

2. Prepare to impress

The groundwork begins when you get that first phone call from a homeowner requesting to meet with you. Ask the important questions now, so that you are better prepared during the actual listing presentation.

Experts state to include the following questions:

May I ask why you’re selling?
Is there a date by which you need to be out of your current home?
How long have you owned the home?
Have you remodeled or renovated your home? Any repairs?
Is anyone else on the title? Is it possible he/she/they could be present when we meet?
How did you hear about me?

Take notes of each answer so that you don’t repeat these questions during the listing presentation.

Your last step should be to take a drive by the home you’ll be listing (hopefully!). Take note of its curb appeal, or lack thereof, the neighborhood, and any nearby amenities that will positively or negatively impact value.

3. Take a deep breath

You may have heard from more experienced agents that “People do business with those that they know, like, and trust.”

It’s a big challenge to achieve all three of those in the time it takes to give a listing presentation, especially for agents who are new to the industry and lack the confidence that experience brings.

Be genuine; people can tell in a heartbeat if you’re faking it. “You can’t force rapport,” claims the president of the RAIN Group, Mike Schultz.

Walk up to the door, stretch, shake your hands to get the jitters out, and take a deep breath. And don’t forget to smile.

During the presentation, listen carefully, and nod to acknowledge that you’re listening. Take notes if you need to.

You’ve got this.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

2. The Free 6-Month Done-For-You Strategic Marketing Plan

3. The Free Interactive 6-Month Real Estate Business Review

4. The Become a Listing Legend Free eBook

From Contacts to Connections: The CRM Relationship Marketing Advantage

Jun 24, 2024

It’s been years, but I still remember my landlord — a real estate agent — calling me and asking if I knew anyone who wanted to buy or sell a home. At the time, I didn’t.

More than that, I truly wanted to help him and felt bad I couldn’t. I genuinely liked the man, and, believe me, the next day, I kept my ears open for real estate chatter.

Step one toward getting new referrals is to be a nice person people want to help. Step two? Ask for referrals.

Ask everyone. Your sphere of influence then connects to their sphere, and each person you contact broadens your possible referral base exponentially.

But that just covers the basics. There is so much more that agents can do to get more referrals.

The Bedrock: Relationship Marketing

According to author Mari Smith, relationship marketing emphasizes customer satisfaction and retention intending to build profitable long-term relationships.

It differs from other forms of marketing by focusing more on the client relationship. Its key principle is client retention.

The good news for the real estate agent is that relationship marketing is less expensive in the long run than other forms of marketing.

“Acquiring a new customer can cost five times more than retaining an existing customer,” according to Taylor Landis at OutboundEngine.com.

The Get More Referrals Series is shown to the left. To see more, Click Here.

Who’s in your Database?

If your database is populated with only former clients, you’re missing out on a huge chunk of business.

You should have everyone you know in your CRM – from your hairdresser to your aunt Martha. If they’re breathing, they should be in there.

Here’s why this is important: the relationship marketing approach also focuses on customizing your marketing efforts.

In his book “Purple Cow: Transform Your Business by Being Remarkable,” marketing whiz Seth Godin agrees and insists that you should “differentiate your customers … Find the group that’s most likely to influence other customers,” suggests Godin.

It starts with asking the right question: “Who do you know who is looking to buy or sell a home?”

If you’re looking for a CRM that allows you to send out direct mail marketing, look no further. We have a free CRM available for you on ProspectsPlus.com.

Keep in touch with your prospects and sphere, and creating custom lists on the fly for targeted mailings. To learn more, Click Here.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here

4. The Become a Listing Legend Free eBook

10 Conversation Ideas for Real Estate Agents Reaching Out to Their Sphere

Jun 20, 2024

Maintaining and nurturing your relationships within your sphere of influence (SOI) is crucial for generating leads and building a successful real estate business. Here are ten conversation ideas to help you engage with your SOI effectively.

1. Local Events and Community News

- - Keep your SOI informed about upcoming local events, community news, and happenings. This positions you as a community expert and keeps the conversation engaging.
  - Example: “Did you hear about the new park opening downtown? It’s going to be a great addition to our community!

2. Home Valuation Offers

- - Offer to provide a complimentary home valuation for homeowners. This can spark interest in selling and allows you to discuss their real estate goals.
  - Example: “Hi [Name], would you like to know what your home is currently worth? I’d be happy to provide a free home valuation.”

3. Home Maintenance Tips

- - Offer seasonal home maintenance tips to help homeowners maintain their property value. These tips can be shared through newsletters, social media, or direct conversations.
  - Example: “Hey [Name], with winter approaching, it’s a good time to check your home’s insulation and heating systems. Proper maintenance can help you save on energy bills.”

4. Client Success Stories

- - Share success stories from recent transactions. Highlight how you helped clients navigate the market, negotiate deals, or sell quickly. This builds trust and showcases your capabilities.
  - Example: “I recently helped a family sell their home in just two weeks for above asking price. It’s a great market for sellers right now!”

The Market Update Series is shown above. To learn more, Click Here.

5. Investment Opportunities

- - Discuss real estate investment opportunities in your area. Highlight potential rental properties or market conditions that make it a good time to invest.
  - Example: “Have you ever considered investing in rental properties? There are some great opportunities right now with high rental demand.”

6 Personal Touches and Check-Ins

- - Simply check in to see how your contacts are doing. Personal touches can strengthen relationships and keep you top-of-mind when they or someone they know needs real estate services.
  - Example: “Hi [Name], it’s been a while! How have you been? Anything new with you or your family?”

7 Neighborhood Spotlights

- - Highlight different neighborhoods in your area, discussing their unique features, schools, amenities, and market conditions. This can pique interest in both buying and selling.
  - Example: “I’ve been exploring [Neighborhood] recently. It has some fantastic new restaurants and highly rated schools. Have you visited lately?”

8 Educational Content

- - Provide educational content about the home buying or selling process. This could be tips on preparing a home for sale, navigating mortgage options, or understanding market conditions.
  - Example: “I’ve put together a guide on the home selling process. Would you like me to send you a copy?”

9. Celebrating Milestones

- - Acknowledge important milestones such as anniversaries of when clients bought their homes, birthdays, or other significant events. This shows you care about them beyond just business.
  - Example: “Happy Home Anniversary, [Name]! Can you believe it’s been [X] years since you moved in? Hope you’re still loving your home!”

10. Plan an Event

Put together an event for past clients or invite everyone in your sphere. It could be a summer picnic, a movie night, or a family baseball game at a local park, the ideas are endless.
Then reach out to your sphere with individual invites. USe this time to also catch up on what’s going on in their lives and see if they know of anyone thinking of buying or selling.

By incorporating these conversation ideas into your interactions with your sphere of influence, you can strengthen relationships, demonstrate your expertise, and stay top-of-mind for future real estate needs.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

Generate More Real Estate Website Traffic By Using Keyword Intent

Jun 17, 2024

Using keywords has gotten technical. Gone are the days when “real estate agent in [your city]” could help you capture interest. Nowadays, it is more important to cast a smaller net, niche down your keywords, and find those folks who intend on transacting soon. Enter keyword intent.

What Is Keyword Intent?

As you know, keywords are the words and phrases people type into search engines like Google. However, not all keywords are created equal. Keyword intent is about understanding the reason behind a search query.

Why is someone searching with that specific term? This is the intent. And it gives you something to aim for to provide them the answer.

There are three main types of keyword intent:

Informational Intent
Navigational Intent
Transactional Intent

Understanding these different types helps you know what your potential clients are really looking for. How to use keyword intent in your real estate business So, how do you put this into practice? Let’s break it down.

Identify the searcher’s intent

First, figure out what kind of intent matches your target keywords. Are people looking for information, trying to navigate to a site, or ready to take action?

Here’s a quick way to identify intent: The pros at SEMRush.com offer a great example of the differences between the three types of keywords/keyword phrases:

“Informational keywords are search queries used by people who want to learn something . . .
Navigational: Searchers want to find a specific site or page
Transactional: Searchers want to complete an action (e.g., make a purchase)”

The Content Card Series is shown above. To learn more, Click Here.

Create targeted content

It’s pretty safe to say that most real estate agents who are trying to generate leads will need to target the transactional searcher. These are the ones ready to take action soon. But don’t disregard the other two types of content.

Informational Content: Write blog posts, guides, and how-to articles that answer common questions. Example: “10 Tips for First-Time Home Buyers.” Or sellers.
Navigational Content: Use your brand name and specific services to guide users to the right place. Example: “Visit [Your Real Estate Company] for Lakefront Property Listings.”
Transactional Content: Focus on listings, service pages, and calls to action. Make it easy for potential clients to take the next step. Example: “Browse Homes for Sale in [Your City].”

Optimize Your Website

Make sure your website is optimized for the keywords you choose. Use them in your page titles, headers, and meta descriptions. This helps search engines understand your content and match it with the right search intent.

Use in your advertising and marketing

When creating online ads, match your keywords with the right intent. For instance, if you’re targeting transactional intent, use strong calls to action like “Contact Us Today” or “Schedule a Viewing of this Gorgeous Home in [name of town].”

Monitor and adjust, as needed

Keep an eye on how your content performs. Use tools like Google Analytics to see which keywords are bringing in traffic and what kind of engagement they’re getting. Adjust your strategy based on what works best.

Bringing it all together

Understanding keyword intent isn’t just a fancy marketing term; it’s a powerful tool to help you connect with the right clients at the right time. And that “right time” is when they’ve decided that it’s time to buy or sell.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

How AI Can Streamline Your Real Estate Business and Free Up Time

Jun 13, 2024

It’s large and in charge, apparently. One can barely find a website that isn’t, at least in part, utilizing artificial intelligence (AI).

But AI isn’t just the King of the World Wide Web. Many industries are using it, including:

Healthcare
Financial services
Data Analytics
Sales and marketing
Energy
Transportation

Even Starbucks utilizes AI’s predictive analytics capability to better understand their customers Let’s look at a broad overview of a few ways that real estate agents can use AI in their businesses too.

Kick lead generation into high gear

One of the most attractive aspects of AI for real estate agents is its ability to simplify lead generation. Traditional methods of finding potential clients can be time-consuming, and tedious and often yield mixed results.

AI, on the other hand can analyze a huge amount of data from various sources to identify high-quality leads. These sources may include social media, online behavior, and market trends to name just three.

These insights allow agents to target the right audience more effectively, ensuring that their marketing efforts are both efficient and impactful.

Streamline follow-up

Talk about tedious and time-consuming! Consistent follow-up with leads and an agent’s SOI often fall through the cracks because of how odious the thought of it is.

As we all know, however, a lead that sits with no nurturing is useless and, “the fortune is in the follow-up.” An AI-powered CRM system can be a game changer, especially for agents who generate a lot of leads.

Let AI send out personalized messages, schedule follow-up calls, and even predict the best times to reach out based on the lead’s engagement history.

The Holiday scheduled campaign is shown above. To learn more, Click Here.

AI: The appraiser in your back pocket

Whether working with a buyer or a seller, getting an accurate property value is crucial. AI can help here, too. By using algorithms, it can analyze details such as location, market conditions, and property features.

Improved client satisfaction

How about an AI-driven chatbot and virtual assistant? Yup, that, too is possible. These tools can handle a variety of tasks, from answering common inquiries to offering instant responses and personalized service.

Efficient transaction coordination

This one is an agent favorite. AI can automate document management, scheduling, and communication between parties to the transaction.

For instance, AI-driven platforms can track the progress of each transaction, send reminders, and ensure that all necessary paperwork is completed and all parties are notified.

Check out AI tech to see how it can help streamline the business end of your business, freeing you up to bounce down the street and make money!

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

Keep the Referrals Flowing: Essential Tips for Real Estate Agents

Jun 7, 2024

We all know that referrals are the lifeblood of a real estate business. Nothing beats the trust and credibility that come with a word-of-mouth recommendation. But how do you get those golden referrals flowing? Read on.

Develop a reputation for providing excellent client service

First things first: knock it out of the park with your current clients. When you provide stellar service, people remember. Go above and beyond in every interaction. Be available, listen to their needs, and solve problems before they even arise.

Stay connected

Out of sight, out of mind, right? Keep in touch with past clients through regular follow-ups. This doesn’t mean bombarding them with sales pitches. Instead, send a friendly email or a holiday card, or give them a quick call to check-in. A postcard or newsletter campaign can serve this purpose brilliantly. If you don’t reach out, they may forget you. “If you don’t go after what you want, you’ll never have it. If you don’t ask, the answer is always no. If you don’t step forward, you’re always in the same place.” Nora Roberts

Ask for referrals

It might feel a bit awkward, but don’t be shy about asking for referrals. The key is timing and approach. When you’ve just closed a deal and your clients are thrilled, that’s a perfect moment. Something like, “I’m so glad we found your dream home! If you know anyone else looking to buy or sell, I’d love to help them out, too,” can go a long way.

Put some skin in the game

Who doesn’t love a little incentive? Set up a referral program that rewards clients for sending new business your way. This could be a gift card or even a donation to a charity of their choice. Make sure it’s something valuable enough to motivate them but still within your budget. The Market Dominator Trifold Newsletter is shown above. To learn more, Click Here.

Network, network, network

Is networking still a thing? Sure is, so get out there and mingle! Join local business groups, attend community events, and participate in online forums. Building a strong network of connections increases your chances of getting referrals from other professionals and community members.

Use social media for all it’s worth

Your social media platforms are powerful tools for staying engaged with your audience. Share your successes, post testimonials from happy clients, and offer helpful real estate tips. Warning: Do this only on your business page, not on those you visit. Give the content a local angle and all the better.

Show appreciation

Always, always thank your clients for their referrals. A handwritten note, a small gift, or even a heartfelt email can go a long way. Gratitude encourages repeat referrals and solidifies your relationship. Getting real estate referrals doesn’t have to be challenging. Focus on building relationships, providing outstanding service, and staying connected with your past clients.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

How to Be the Agent Sellers Choose in a Crowded Real Estate Market

Jun 3, 2024

In today’s competitive real estate market, establishing a strong brand is crucial for real estate agents looking to attract sellers and stand out from the crowd.

A well-defined brand not only sets an agent apart but also instills confidence in potential clients.

Here are some key strategies for real estate agents to establish a strong brand that attracts sellers:

Define your unique value proposition

Identify what sets you apart from other agents and articulate this clearly in your branding. Whether it’s your expertise in a particular neighborhood, your personalized approach to client service, or your innovative marketing strategies.

Your unique value proposition should resonate with potential sellers and differentiate you from the competition.

Craft a compelling brand story

Your brand story should convey your passion for real estate, your commitment to client satisfaction, and the results you’ve achieved for past clients.

Use storytelling techniques to create an emotional connection with potential sellers and demonstrate why they should choose you as their agent.

The Join the Market Campaign is shown above. To learn more, Click Here.

Invest in professional branding materials

Your branding materials, including your logo, website, business cards, and signage, need to be a reflection of the quality and professionalism of your services.

Choose a cohesive color scheme, typography, and visual elements that convey your brand identity and leave a lasting impression on potential sellers.

Leverage marketing to amplify your brand

Establish a strong online presence through social media channels, a professional website, and direct mail marketing.

Share valuable content, such as market updates, home buying tips, and success stories, to position yourself as a knowledgeable and trusted authority in the real estate industry.

Prioritize client relationships and referrals

Word-of-mouth marketing is incredibly powerful in the real estate industry, so focus on providing exceptional service to your clients and encouraging them to refer you to their friends and family.

Building strong relationships with your clients will not only lead to repeat business but also generate valuable referrals that can help grow your brand and attract more sellers in the competitive market.

By implementing these strategies, real estate agents can establish a strong brand that resonates with sellers and positions them for success in a competitive market.

5 Ways to Increase Real Estate Listings for a Bustling Summer

May 30, 2024

Yes, there’s still time! Here are six ways to help you stir up more activity in your market before the year-end.

1. Stick to the plan (or create one if you haven’t yet)

A marketing plan does much more than let you know how much money you’ll spend for over a period of time promoting your services. Chief among the additional benefits is that it helps you fill your days with prolific and directed activity.

That forward-thinking stuff you need to create a plan forces you to carefully consider each option, both in terms of its financial impact and effectiveness.

“Big ideas fail without a plan, and your marketing plan is the one thing that will still drive innovation and help you meet sales targets,” according to Mark Ellis, a business writer at Business2Community.com.

If increasing listing activity is your goal, hammer out a marketing plan for the next three months and stick to it.

2. Adhere to a regular prospecting schedule

Whether you door-knock, cold-call, chase after expireds and FSBOs or use another method of prospecting, ensure that it gets done by making it a part of your daily or weekly schedule.

Prioritize the task as well. It’s easy to keep putting it off when there are more interesting tasks to pursue, but it’s not wise. The more leads you steer toward that real estate sales funnel, the more prospects you can convert into new listings.

3. Nurture those relationships

People who sell customer relationship management software are fond of claiming that a CRM is the “lifeblood” of the real estate agent’s business.

Guess what? They’re right. Building and nurturing relationships is the key to increased commission checks, and to do it right, you need a way to keep track of leads, prospects, clients (both current and past), and just about everyone else you know.

While there are probably a million and one ways to set up a CRM, find a way that makes adding information and finding what you need easy. A way that works for you. Then ensure that you keep it safe, and back it up.

HOT TIP: We offer a free CRM, the Contact Manager, on ProspectsPLUS.com. With the Contact Manager, you can tag entire mailing lists or just one contact within a list, building one highly targeted list for your marketing materials.

In addition, you own your list, so you can export and download your CRM list anytime if you decide to move it. Now schedule time on a daily/weekly basis to reach out to the contacts in this database and nurture these relationships.

The Looking For Listing Scheduled Farm Campaign is shown above.

4. Fine-tune your response time to leads

You can’t turn a lead into a prospect that you’ll convert into a listing if you don’t respond to their initial contact promptly.

The short and sweet of it is that you have five minutes to respond to an incoming lead if you hope to reach the person live and get them into your sales funnel, according to InsideSales.com research.

In fact, the agent who responds within this period is nearly 25 percent more likely to snag the lead. Wait a half-hour? You might as well forget about it and let the agent down the street who responds quicker have the lead.

5. Start farming, via direct mail, if you haven’t already

Farming is a low-cost, effective, and easy way to reach out to many people simultaneously and build relationships over time.

The fact remains that direct mail is one of the most powerful marketing methods available. Mix that with a focus on a specific farm, and you have something powerful working for you.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

More Listings, More Money: The Impact of Professional Photography

May 27, 2024

Someday, probably sooner than we imagine, sellers will be competing for buyers, while buyers will have vastly more choices in homes. First impressions matter, but never more so than when there aren’t enough buyers in the market.

When it comes to showcasing your listings, high-quality photography can make all the difference. If you’ve never used the services of a pro real estate photographer, you’ll want to read on to learn why you should.

And, most importantly, discover the questions you should ask to ensure you get the right photographer for your real estate business.

Why clear, compelling listing photos are important

It makes a great first impression

Your listings are essentially your products, and first impressions are crucial. Compelling photographs are the first point of contact for prospective buyers, drawing them in and sparking their interest.

Showcases a property’s best features

Skilled real estate photographers know how to capture a property’s strengths and minimize its weaknesses. They use their expertise in lighting, composition, and post-processing to make a home look its absolute best.

Increases online visibility

We already know from the various ocular movement studies that buyers’ eyes go right for the photo as soon as they pull up a listing. If there is no photo, they leave the page.

If the photo is dark, crooked, or otherwise amateur in nature, most will also leave.

Results in faster sales and higher prices

Properties with professionally photographed online listings tend to sell faster and often at higher prices.

The Inspiration Series is shown above. To learn more, Click Here.

Helps you ace your listing presentations

Who is more likely to ace the listing presentation, the agent with DIY photographs of past listings or the one with gorgeous, jaw-dropping photographs?

Here are the questions to ask when interviewing a photographer

Can I see your portfolio? Reviewing a photographer’s previous work will give you a sense of their style and the quality of their work.
Are you insured? Ensure that the photographer carries liability insurance in case of any accidents or damages during the shoot.
What equipment do you use? Ask about the type of camera, lenses, and lighting equipment they use to ensure they have the necessary tools for the job.
Do you offer post-processing services? Inquire about their editing and retouching capabilities to enhance the final images.
What is your availability? Confirm that the photographer can accommodate your scheduling needs, including weekends and evenings if necessary.
Do you provide virtual tours or drone photography? These additional services can enhance your listings and attract potential buyers. Yes, hiring a professional photographer will eat into your commission check. But without one, you may not even get the listing.

With the right photographer, you’ll have the tools to make a lasting impression and close deals more effectively.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

IBM: Reinventing the Tech Giant

Apple Inc.: Steve Jobs’ Resurgence

Ford Motor Company: Rising from the Brink

Starbucks: Brewing a Turnaround

General Electric: Pioneering Innovation

Netflix: Adapting to Disruption

Lack of Preparation

Poor Presentation Materials

Inadequate Marketing Plan

Failure to Build Rapport

Misalignment on Pricing

Inability to Handle Objections

Cost savings

Targeted marketing

Marketing options

Ease of use

1. Send a pre-listing packet

2. Prepare to impress

3. Take a deep breath

The Bedrock: Relationship Marketing

Who’s in your Database?

What Is Keyword Intent?

Identify the searcher’s intent

Create targeted content

Optimize Your Website

Use in your advertising and marketing

Monitor and adjust, as needed

Develop a reputation for providing excellent client service

Stay connected

Ask for referrals

Put some skin in the game

Network, network, network

Use social media for all it’s worth

Show appreciation

Define your unique value proposition

Craft a compelling brand story

Invest in professional branding materials

Leverage marketing to amplify your brand

Prioritize client relationships and referrals

1. Stick to the plan (or create one if you haven’t yet)

2. Adhere to a regular prospecting schedule

3. Nurture those relationships

4. Fine-tune your response time to leads

5. Start farming, via direct mail, if you haven’t already

It makes a great first impression

Showcases a property’s best features

Increases online visibility

Results in faster sales and higher prices

Helps you ace your listing presentations