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Saturday, February 14, 2026

    It’s Time to Take an Easier Path

    Imagine what the future would look like if you could stop cold calling, door knocking, or chasing after FSBOs indefinitely – or at least cut way down on those activities?

    Ditching the more distasteful aspects of your real estate lead generation routine may be possible. If you vow, right now, to get serious about your CRM database.

    Warm calls are so much more pleasant. Making phone calls and having happy people answer the phone beats a cold call any day.

    It’s time to make building better relationships with people you already know, your priority.

    Are you only fishing for a day?

    Have you ever heard the adage “You can give someone a fish and they have food for a day or you can teach them to fish and they’ll be fed forever?

    I look at an SOI database in a similar way.

    You can get by living “listing to listing” just making ends meet or you can build a robust SOI database that will feed you ongoing listings, indefinitely.

    The Holiday Scheduled Campaign is shown above. It’s the perfect way to stay in touch with your sphere. Learn more, HERE

    The first method is all about instant gratification and takes a smaller amount of effort.

    The second method is about building something for the future, something substantial, that will take ongoing effort, but the rewards will be significant and lasting.

    So the question is, how do you want to live your life – fish by fish or with an endless stream of dinners?

    That being said, how’s your sphere of influence going?

    Agents who have been in the business for more than a minute tell horror stories about friends and even family members who “forgot” that they were in real estate and listed their homes with another agent.

    I guarantee you at some point this has happened to you, whether you’re aware or not.

    In fact, NAR states,

    “The typical real estate agent, sadly, earned 13 percent of their business from repeat clients and 17 percent from referrals.”

    Look at those numbers – they’re frustrating, aren’t they?

    Especially when NAR also states that nearly 90 percent of real estate consumers say they would use their agent again in the future.

    If past clients liked their experience with their agent shouldn’t agents be getting more than 17 percent of their business from them?

    Did they forget about you because you’ve forgotten to stay in front of them and nurture them?

    What has neglecting your sphere REALLY cost you?

    If your strategy has been only chasing new leads instead of working on your sphere, you may have lost sight of the lifetime value of your client.

    Take a past client for who you earned $4,000 in commission. Assume (by staying present in their life) you are their agent for four more buying and selling transactions (of the same value) over time that’s $16,000 in revenue.

    Now let’s say they send you two referrals per year for the next 10 years (of a similar value) that’s $80,000. This ONE client has a potential lifetime value of $96,000. How many clients, just like this, have you let fall to the waste side over the years?

    What has that decision cost your real estate business?

    Time to refocus your attention

    We get it, agents have a ton of irons in the fire during the typical work week, and keeping in contact with their SOI typically ends up as a low priority.

    What would happen, though, if you moved your SOI up on the “To Do” list? Made those warm contacts (instead of contacting strangers) a priority?

    You’ll end up on the minds of the people in your sphere, including your past clients, and when someone mentions to them they’re thinking about buying or selling a home, guess what happens next?

    So, how to get your real estate business on the referral track?

    Step 1: Organize your database

    Yeah, it doesn’t sound like a whole lot of fun, but it’s necessary to keep you on track. If you already have an organizational method, you’re one step ahead. If not, let’s create a simple one.

    Start by grouping your contacts. There are many ways to group them, so choose labels that make sense to you. Some suggestions include:

    • Hot leads (new incoming leads)
    • Cold leads (people you haven’t been able to reach)
    • Family, friends, past clients
    • Vendors
    • People you know through your kids
    • Neighbors
    Step 2: Go through all of the contacts and verify the information

    At a minimum, you should have the contact’s full name and the name of immediate family members. Naturally, you won’t have family member info for some contacts, such as leads, and that’s okay.

    Step 3: Pick up the phone and start calling people

    Start with people you know, like past clients, relatives, and friends. Let them know you’re thinking of them and checking in to see if you can help them with anything.

    While on the phone, tell them you’re updating your database and want to ensure you have their correct contact information. Verify that their addresses (mailing and email) are current and that you have the best phone number to contact them.

    Birthdates are important too (people LOVE getting birthday cards and it’s a great excuse to call). You don’t need a year, just ask for the month and day.

    When you make these calls, listen carefully to their end of the conversation for any tidbits you can add to the database. Great information to note in their record includes important family milestones, news on their business/job, or events involving their children or spouse.

    Then, as soon as you hang up, DO THIS! Update their information in the database, don’t “think” you’ll remember, just do it.

    And, schedule a follow-up call in your database, and a reminder to prompt you to send them a birthday card, anniversary card, etc.

    If they told you about an important event that’s coming up, wouldn’t it be great to mark your calendar with a reminder to shoot them an email and ask how everything went?

    Step 4: Committ to a time in your weekly schedule to work your Sphere

    You’ve started the process of building toward a future don’t stop now. Before you know it, you’ll have an organized, clean database, making your real estate lead generation a much more enjoyable and rewarding process.

    Two free tools that will make the process of building up your database much easier:


    1. The Free 12 Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    2. The BusinessBase, SOI building system

    The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes, but it is a business building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

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

    The Free Interactive Real Estate Business Plan

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

    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 Take a Listing Today Podcast

    The Take a Listing Today Podcast

    Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here

    Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you in your success.

    We’re here to support you.

    Your ProspectsPLUS! Team

      If only I had a dollar for every online article and blog post I’ve read about home buying and how “difficult”, “scary” and “challenging” it is.

      “Buying a house is exciting, intimidating, and, honestly, a bit complicated,” says one agent.

      “The first time you undertake a home purchase, the complexity of the transaction can be particularly frustrating because there are a number of unknown rules and procedures that you are generally forced to learn through ‘the school of hard knocks,’” says another.

      The combination of highfalutin’ words and the imagery of the “school of hard knocks” is enough to scare any real estate consumer into staying put.

      My initial reaction to these fear-inducing blog posts and articles is, “If the process is this difficult, scary, or complex, it may be time to find another agent.”

      Be the expert who soothes their fears

      If clients aren’t completely familiar with the buying/selling process going into it, the best agents counsel them so that they learn and ultimately feel more comfortable.

      Unfortunately, there are agents that think scaring potential homebuyers about the complexities of real estate is a way to win their business.

      The first quote above is from a national real estate company’s website. It’s fine to caution folks that buying a home because it’s an unfamiliar process, might be challenging. However, a better statement would be to mention that it won’t be challenging if they work with you.

      Because you, the superhero of the real estate world, will teach them what they need to know and be with them every step of the way.

      You are an awesome communicator who wouldn’t dream of allowing your client to enter into the process without being armed with all the information he or she needs.

      You are the expert and are happy to share your expertise with your clients. Want proof, you might ask? “Here’s my testimonials,” (list of former clients saying how amazing you are and how you explained everything and made the process so easy).

      Think what a breath of fresh air your website, blog posts, and other marketing materials will be to a consumer who has surfed all the negative and scary agents’ sites.

      When they land on your website and read words of encouragement and simplicity they will breathe a sigh of relief.

      Looking for the right words to instill confidence? How about:

      “Buying (or selling) a home doesn’t have to be scary, intimidating, confusing, or challenging. Allow me to show you how it’s done.”

      Imagine THAT phrase added to all of your real estate marketing materials.

      6 Reasons to Go After Baby Boomers Right Now
      • They own 26 million homes in the U.S.
      • They control 70% of all wealth in this country.
      • They hold more than 50% of all owner-occupied homes.
      • 41% state they will definitely purchase another home.
      • They are almost completely ignored by the real estate industry. 
      • And, we’re giving you the first 100 prospects on a Baby Boomer list for free right now!
      That’s Right, Discover Baby Boomers in Your Area and GET THE FIRST 100 FREE!

      To get the first 100 on a Baby Boomers Prospect List FREE USE PROMO CODE: BOOM100.

      CLICK HERE to create your list (From a desktop/laptop computer) with the Demographic Search tool.

      This offer expires on January 29th, at midnight.

      Do You Need Help Creating Your Baby Boomer List? Watch This How to Video Below.

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

      1. The Free 12 Month Done-For-You Strategic Marketing Plan

      The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

      2. The Free Interactive Real Estate Business Plan

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

        There seems to be this fundamental fallacy among many real estate agents that the more money they spend on their businesses, the less there will be for their personal use.

        That simply isn’t the case, according to Heidi Sloss, author of “Fortune is in the Follow-Up: Five POWER Strategies to Grow Your Business.”

        “Too many business owners under-spend on marketing, thinking that not spending is the same as saving,” claims Sloss. While it’s an annoying adage, it really does “take money to make money.”

        Want proof?

        An older study by ActiveRain determined how much real estate agents made and how much they spent.

        Top producing agents earning more than $100,000 per year spent five to 10 times more money on marketing than lower-earning agents.

        Let’s face it, there are a number of money pits in the average real estate practice, from keeping up with the latest technology to what you drive or what you wear.

        The truly important stuff, however – most of what’s in your business plan – is where to focus if you’re looking for ways to gain more clients and grow your business.

        So, while it’s important to invest money in continuing education, professional development, and ensuring you have the office systems in place to make your job easier, none of it means a thing without clients.

        Overcome your Fear

        Remember the scene in the motion picture “Ghost,” where Whoopi Goldberg’s character is forced to endorse a $4 million check “to a bunch of nuns?”

        She struggles, claiming to “… just want to touch it one more time.” Finally, at the point of almost hyperventilating, with tears streaming down her face, Whoopie’s character, Oda Mae, hands the check to one of the nuns but then refuses to let go of it. A tug-of-war of sorts ensues until she finally releases it and dissolves into sobs.

        Is that not exactly what you do in your mind when it comes time to part with your hard-earned money? Especially in a commission-based business, parting with money is frightening. Who knows when you’ll close another deal?

        It’s only natural then that you might question whether any particular investment is really the right thing to do. Marketing dollars are particularly hard to spend.

        What if the campaign doesn’t work? What if I lose this money? These are perfectly valid questions as you tenaciously hold on to your dollar.

        One of the best ways to overcome the fear of spending is by paying close attention to the annual budget every year when you revisit your business plan. Once the money is budgeted, consider it spent. Then, make careful, informed decisions about where to spend the money when it comes time to do so.

        To help you make better buying decisions, visit review sites. Here you can read opinions – both good and bad – about the products real estate agents use in a typical day. Here’s our Google reviews page. Knowing what works for other agents arms you with the information you need to make sound spending decisions.

        The bottom line is that if you really want to grow your real estate business, you’re going to have to spend some money investing in it – whether it’s on marketing, staff, or technology. So, overcome the fear and lose the death grip on the pocketbook.

        6 Reasons to Go After Baby Boomers Right Now
        • They own 26 million homes in the U.S.
        • They control 70% of all wealth in this country.
        • They hold more than 50% of all owner-occupied homes.
        • 41% state they will definitely purchase another home.
        • They are almost completely ignored by the real estate industry. 
        • And, we’re giving you the first 100 prospects on a Baby Boomer list for free right now!
        That’s Right, Discover Baby Boomers in Your Area and GET THE FIRST 100 FREE!

        To get the first 100 on a Baby Boomers Prospect List FREE USE PROMO CODE: BOOM100.

        CLICK HERE to create your list (From a desktop/laptop computer) with the Demographic Search tool.

        This offer expires on January 29th, at midnight.

        Do You Need Help Creating Your Baby Boomer List? Watch This How to Video Below.

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

        1. The Free 12 Month Done-For-You Strategic Marketing Plan

        The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

        2. The Free Interactive Real Estate Business Plan

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

          The ProspectsPLUS! “3 Extra Closings a Year Guarantee”, That’s What!

          Not many companies offer guarantees anymore, but when they do it’s clear it’s because they know their product works.

          This is the case with our SOI Scheduled Campaign.

          We believe so much in what our SOI Scheduled Campaign will do for your real estate business we’re guaranteeing it.

          Here’s How it Works:

          Launch a one-year SOI Scheduled Campaign with a minimum of 150 postcards per month and if after one year you haven’t generated 3 extra closings, and have incorporated the Free BusinessBASE, we will refund the money spent on your campaign.

          It’s that simple!

          Plus, with our SOI Scheduled Campaign,

          • There are no contracts
          • You pay-as-you-go
          • And, you can change or cancel the campaign at any time up to midnight the night before a mailing goes out.

          What does it mean to you to get 3 extra closings this year risk-free?

          So, what are you waiting for? CLICK HERE, to get started.

          Below are a Few of the Exciting SOI Campaigns You Can Launch Today!
          A QUOTE SERIES SOI CAMPAIGN

          Inspire and engage your Sphere with thought-provoking quotes from The Quote Series.

          Schedule any length SOI campaign using the Quote Series. Or schedule a one-year SOI campaign and take advantage of the 3 Extra Closings a Year Guaranteed.

          CLICK HERE to Get Started.
          A CONTENT SERIES SOI CAMPAIGN

          Educate and inform your Sphere while providing valuable content with the Content Series.

          Schedule any length SOI campaign using the Content Series. Or schedule a one-year SOI campaign and take advantage of the 3 Extra Closings a Year Guaranteed.

          CLICK HERE to Get Started.
          A GET MORE LISTINGS SERIES SOI CAMPAIGN

          Excite, educate, and inspire action with your Sphere with the Get More Listings Series.

          Schedule any length SOI campaign using the Get More Listings Series. Or schedule a one-year SOI campaign and take advantage of the 3 Extra Closings a Year Guaranteed.

          CLICK HERE to Get Started.
          A RECIPE SERIES SOI CAMPAIGN

          Share fun recipes, that everyone appreciates, with your Sphere with the Recipe II Series.

          Schedule any length SOI campaign using the Recipe II Series. Or schedule a one-year SOI campaign and take advantage of the 3 Extra Closings a Year Guaranteed.

          These are just a few of the many SOI campaigns available to schedule. To see more CLICK HERE.

          Are you ready to start growing your real estate business risk-free?

          Take advantage of our 3 Extra Closings a Year Guarantee! CLICK HERE to get started.

          Because WHAT GETS SCHEDULED – GETS DONE!

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

          1. The Free 12 Month Done-For-You Strategic Marketing Plan

          The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

          2. The Free Interactive Real Estate Business Plan

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

            If you find yourself craving a piping hot peppermint mocha, going home and lighting a cozy fire, and wishing you could wear your hoody to a listing presentation, it must be winter.

            Winter this year started on December 21 and lasts until March 20, 2022. Before the winter season ends, there is a lot happening, although local pandemic regulations may restrict some winter events.

            These festivals and other celebrations make welcome blog post topics. Today we take a look at some of what your readers are craving.

            1. Winter blog posts for homebuyers

            “3 must-have tips for buying a [name of town] home this winter”

            Need more ideas?

            • What’s going on in the local market? Is inventory still low? Are prices softening or rising? What are interest rates like? Warn readers that interest rates are expected to rise in 2022, so choosing to buy now is a wise decision. Check out this example Neil Kearney of Boulder Real Estate.
            • Handy with Canva? Head on over there and create an infographic addressing the age-old question of whether to buy now or wait. 
            2. Fishing for sellers?

            “3 must-have tips for selling a [name of town] home this winter”

            Most potential sellers want to know what’s happening with home prices. A market update, such as the one for buyers, mentioned previously, will most likely be quite welcome.

            Few agents do reader-friendly and hyper-local market updates like Kirkland, Washington’s Jim Badgley. Check it out at badgleyhomes.com.

            Don’t forget to add local keywords throughout all blog posts.

            3. Winter events in the community

            Winter events and festivals abound in the US. There’s Wintersköl in Aspen, CO, the amazing Winter Carnival in St. Paul, MN, the Winter Festival in Portland, OR, and more.

            Even non-snowy regions have winter events, like the Borrego Springs Film Festival in San Diego, CA, and Gasparilla Music Festival in Tampa Florida.

            Details about these events are ideal for a hyper-local blog post. Plus, they’re immensely sharable.

            Use various smaller holidays as topics. For instance, January 27th is Chocolate Cake Day. Write a listicle naming all the places in town one can get a great piece of cake.

            Other holidays that are easy to hyper-localize include:

            • National Frozen Yogurt Day (February 6, 2022)
            • National Pizza Day (February 9, 2022)
            • Valentine’s Day (February 14, 2022)
            • National Puppy Day (March 23, 2022. Great opportunity to write about the various pet shelters and rescues in your area).
            • St. Patrick ‘s Day (March 17, 2022. Who has the best corned beef and cabbage?)

            Then, there is the old standby “Best places” in your town to (or nearby):  

            • Take out-of-town guests
            • Sled, ski, etc.
            • Celebrate Valentine’s Day
            • Celebrate St. Patrick’s Day
            • Ice skate
            • Indoor and Mall walking tracks in your town

            There is far from a shortage of hyper-local winter real estate blog topics. Write ‘em up and don’t forget to link to them on social media.

            Discover Move-Up Market Prospects in Your Area and GET THE FIRST 100 FREE!

            5 Reasons To Go After the Move-Up Market Right Now!

            • Two sales in one (they’re selling their current home and buying another larger home.
            • They’ve purchased real estate before and understand the process, making for an easier transaction.
            • They know what they want, so less guesswork on your part.
            • They typically have a nice amount of equity in their home, meaning more money to spend on a new home.
            • They’re excited to enter the marketplace and take advantage of the low mortgage rates and buy bigger.

            To get the first 100 on a Move-Up Market Prospect List Free use PROMO CODE: MOVE100

            CLICK HERE to create your list (From a desktop/laptop computer) with the Demographic Search tool.

            This sale expires on January 15th.

            Watch this video: to learn how to create a Move-Up Market prospect list with the Demographic Search tool and launch a campaign.

            Once You Have Your Move-Up Market List, Launch a Campaign
            FARM, Move-Up Market Campaign shown above, learn more

            Schedule a Move-Up Market Postcard Campaign in Just Minutes!

            Scheduled postcard campaigns not only save you time, they’re sent standard class postage saving you money.

            And, remember, YOU DON’T PAY until each month’s mailing goes out (cancel or change up until the night before mailing).

            CLICK HERE (from a desktop or laptop computer) to get started on your campaign.

            To send a one-time postcard mailing to the Move-Up Market postcard series, CLICK HERE

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

            1. The Free 12 Month Done-For-You Strategic Marketing Plan

            The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

            2. The Free Interactive Real Estate Business Plan

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

              Goodbye, 2021!

              I think 2022 is going to be an amazing year, both for real estate agents and for the rest of us.

              But it won’t be if we don’t plan. And, no, it’s not too late. Consider an old Chinese proverb:

              “The best time to plant a tree was 20 years ago. The second-best time is now.”

              So, let’s get to it.

              Go back before moving forward

              To get a clear starting point, planning for the new year requires looking back at your efforts and outcomes from last year.

              • What went well?
              • What activity should you be doing more?
              • What didn’t go well?
              • Is there a way to tweak the unsuccessful efforts or should you drop them?

              Then, take stock of your systems and tools. Are you using all of them? Could your CRM use some love? Perhaps you need to update to newer, better tools or systems.

              Money, money, money

              An assessment of your end-of-year finances, and how you got there, will be a huge help in determining what you need to do in the coming year. Look at not only your income and outgo but the number of transactions it took to bring in the money.

              Then, come up with a transaction count required to meet your 2022 financial goals. The Real Estate Business Plan is an ideal free tool to help you do this.

              It takes consistent effort to increase performance.

              Ensure you have the infrastructure, tools, and systems to support you. Then, go out and slay some real estate dragons.

              Real estate marketing tools to help you write your 2022 success plan

              1. The Free 12 Month Done-For-You Strategic Marketing Plan

              The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

              2. The Free Interactive Real Estate Business Plan

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

              3. The Free Online ROI Calculator

              This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

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

              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

                If you’ve been in the real estate business for at least 5 years, congratulations! It’s a testament to your tenacity.

                If you’re still struggling to achieve the level of success you desire, you’re not alone. However, now is the time to put the past behind you and start off 2022 committed to making your real estate business dreams a reality.

                You can do this by executing at least one of the following 2022 New Year’s resolutions listed below.

                Or adopt them all and truly DOMINATE IN 2022!

                1. Resolve to let go of old expectations

                Remember your pre-agent days when you thought that, to make the big bucks, all a real estate agent had to do was buy a fancy car, dress like Serhant, and schmooze with folks?

                Not only that but there’s no boss in charge of your workday. You can come and go as you like and it won’t matter to anyone. Your pocketbook may take a hit, but you’re free and in control of your life.

                Here’s a sample of some additional rookie agent assumptions and expectations:

                • Your broker will supply you with what you need to become wildly successful.
                • You’ll receive expert training on the day-to-day business aspects of real estate.
                • You are not accountable for your success.
                • You can work short days and weeks, take lots of vacations and still make a killing in real estate as a newbie.

                If you still harbor any of these misconceptions, do yourself a favor and let them go. They aren’t serving you or your business growth.

                2. Promise yourself to pursue more listings in 2022
                2022 Real Estate Marketing Planner, HERE

                Why? Because “when you list, you last.”

                Sure, buyers are abundant in the current market, and finding a homeowner willing to sell is like trying to find gold in a silver mine.

                But if you’re going to focus on one area of your business in 2022, and you hope to be wildly successful without putting in so many hours that you become a stranger to family and friends, concentrating on becoming a listing agent is critical.

                Yeah, it’s a bit like trying to eat an elephant, but start slow and start small, taking one bite at a time.

                The 2022 Real Estate Business Plan will walk you through just how many more listings you will need in 2022 to meet your goals.

                3. Resolve to enter the new year with a solid marketing plan

                Every business needs a roadmap for the upcoming year. Marketing goals and objectives are part of this roadmap. To meet them, you’ll need to know how to get there and the 2022 Real Estate Marketing Planner is the ideal guide to help you.

                Check Out Two More Free Marketing Tools to Help You achieve Your Goals:

                 

                Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.

                  SOMETHING ‘JUST FOR YOU’ TO START THE NEW YEAR OFF RIGHT!

                  Our Interactive 2022 Real Estate Business Plan

                  The 2022 Real Estate Business Plan is a quick and easy way to reverse engineer your annual revenue goals.

                  Just plug in the requested numbers, and you are pointed to the weekly contacts, listing appointments, and listings needed to make your annual income goals a reality.

                  Here’s the best way to use the Business Plan to learn from your past and build for your future:

                  Dig out your 2021 business plan and ask yourself these questions:

                  • Did you reach your goals?
                  • If not, why?
                  • Were they unrealistic goals?
                  • We’re the goals not clearly defined?
                  • Take the time to understand why.
                  • What is within your power to change so that you hit your 2022 target?

                  Now, get clear on how many contacts you need to make to get the closings required to hit your income goals in 2022 by using the 2022 Real Estate Business Plan.

                  Click HERE to complete your interactive 2022 Business Plan and download it for your records.

                    It takes more than a statement on your website or business card to truly be considered a neighborhood expert.

                    There are many agents using this title as a marketing tool, while not doing the necessary work to make the title a reality.

                    Let’s consider some ways to prove to potential clients that you are what you say you are.

                    1. Prove it in your marketing materials

                    True neighborhood experts, by and large, market to farm areas.

                    Whether that is a condo community, a specific zip code, or by subdivision, focusing on a smaller pool of homeowners is a brilliant way to become known as the expert in a community.

                    The best way to reach these homeowners or tenants or whomever you are targeting is via direct mail. It’s quick, it’s inexpensive and it works.

                    Shown above, FARM, Get More Listings postcard campaign. Learn more, HERE
                    Geographic Farm marketing

                    Here’s an idea of what to send to your chosen neighborhood: the Get More Listings postcard campaign.

                    Be sure to include on the back of the postcards an offer for a free “local market stats” report, that details home listings and sales in that area.

                    It shows them that you know your stuff and are on top of what’s happening in their area.

                    And, when homeowners reach out for this report, ensure that your explanation is in plain English. Unless you explain the meaning, avoid insider jargon, such as:

                    • “absorption rate”
                    • “months’ supply of real estate inventory” (what does months’ supply and “inventory” mean?),
                    • “the median price range” (explain median vs. average)
                    • “time on market” or “days on market” (why is this important to the average homeowner thinking of selling?)
                    We found lots of other examples online of what to AVOID in your Market Stats or CMA reports, such as:

                    “During this quarter, sales dollar volume increased year over year by 3% to $599,080,374. New listings rose 22% to 2,820, active listings increased 21% to 5,840 and pending sales increased 11% to 2,452. Monthly housing inventory increased by 0.4 months to 2.3 months.”

                    “Sales dollar volume” is meaningless to a homeowner. We would reword the paragraph to read more like a narrative than a dry list of statistics:

                    During this quarter, 22 percent more homeowners put their homes on the market here in Any town than in October. As quickly as they’re listed, however, buyers snap them up. One indication of that is the increase in pending sales, which were up 11 percent more than pending sales during the previous quarter of 2021.”

                    Since potential home sellers are your primary audience when farming, leave out the increase in inventory unless it’s significant (0.4 months isn’t). And, if you must express inventory in “months,” do the readers a solid and explain what that means.

                    Additional effective farming pieces include:

                    • Just listed and just sold postcards (even if you haven’t sold or listed the property, if the agent in question has chosen not to announce this news, use their loss as your gain and send these postcards out).
                    • A Just Sold Follow Up Campaign
                    • The Market Dominator, an automated mega-newsletter that’s sent to an exclusive carrier route monthly through the use of EDDM.
                    2. Prove your neighborhood expertise on your website

                    Your website provides the ideal platform to strut your neighborhood expertise. Start by ensuring it’s localized.

                    So many agents pay the big bucks for a professional website and fail to remove or change the template text that comes with it.

                    Add your market area everywhere possible, starting with the above-the-fold area on your home page. Don’t make visitors wonder where on earth you sell real estate.

                    Create a neighborhoods section on your site and fill it with valuable, hyper-local content. In-depth neighborhood descriptions, quotes from folks who live in the neighborhood about why they love it, links to listings, and lots of photos are the bare necessities for neighborhood pages.

                    Finally, if you don’t have a blog, start one. It’s the ideal place to post local content and, if promoted across your social media platforms, it will help drive traffic back to your site.

                    Related: Ramp Up Your Website’s Neighborhood Page

                    3. Prove it in person

                    Get your face known around your chosen neighborhood(s). There are many ways to accomplish creating visibility. Here are a few:

                    • Hold home seller seminars in the area.
                    • Join the PTA.
                    • Sponsor a community sports team and, in exchange, ask that your banner be displayed at games. And, do attend the games.
                    • Join the neighborhood YMCA or gym.
                    • Attend the HOA meetings.
                    • Host a monthly coffee-and-pastry or happy hour event at the neighborhood café or watering hole.
                    • Patronize neighborhood merchants and introduce yourself. Become a repeat customer.

                    Your aim is for people to think that they see you everywhere they go. Talk to folks, hand out your business card.

                    If you are truly the neighborhood expert, you need to prove it. It’s a brilliant way to stand out among the pretenders.

                    Ready to prove You’re the REAL DEAL When it Comes to Neighborhood Expertise?

                    Get Started by Creating Your Geographic Farm Prospects List While They’re on Sale 15% 0ff!

                    Why Build Your Geographic Farm List Now?
                    Because You Want The Following Things to Happen in 2022?
                    • Strategic focus – Centralized sales in one area. No more driving across town for a listing.
                      To become a neighborhood expert – You’re committed to a specific neighborhood where you will become known as the expert.
                    • Increased growth – You’re building toward the future instead of “just getting by” working on whatever comes your way.
                    • A branded business – You’re branding yourself and your business within a community and building relationships over time with the people who live there.
                    • Increased demand for your service – Sellers and buyers want to work with real estate agents who are experts in the community where they are buying and selling, and that’s YOU.

                    Build a geographic farm list (from a desktop or laptop computer) using the MapMyMail tool.

                    Hit the “CLICK HERE” link, below (from a desktop or laptop computer) and choose the MapMyMail listing building tool.

                    USE PROMO CODE: FARM15 to get 15% off of your geographic farm list.

                    Get started building your geographic farm list now, CLICK HERE!

                    For Help Creating Your Geographic Farm List, Watch This Video Below.

                    This sale expires on 12/25/21. Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.

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

                    1. The Free 12 Month Done-For-You Strategic Marketing Plan

                    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

                    2. The Free Interactive Real Estate Business Plan

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

                    3. The Automated Way to Become a Neighborhood Brand

                    Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

                    4. The Free Real Estate Mailing List Guide

                    This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

                    The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

                    5. 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

                    6. The Free Online ROI Calculator

                    This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

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

                    7. The Free Real Estate Marketing Guide “CRUSH IT” 

                    This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

                    The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

                    While you’re online scheduling your Holiday postcards to go out, consider launching an annual Holiday scheduled campaign.

                      THE 2022 REAL ESTATE MARKETING PLANNER IS HERE!

                      We Just Removed One IMPORTANT Item From Your 2022 Real Estate Business TO-DO LIST!

                      ✔️Creating a Strategic Real Estate Marketing Plan for 2022

                      With the 2022 Real Estate Marketing Planner, not only do you get a 12-month strategic plan, you also get:

                      • A monthly calendar, color-coded to match weekly action items.
                      • Weekly campaign postcard images with QR Codes for easy ordering.
                      • Monthly holiday mail-by-dates for mailing postcards standard class.
                      • A monthly list of fun activities to reference when contacting your Sphere of Influence.
                      • Monthly Observances.
                      Download your FREE 2022 Real Estate Marketing Planner NOW.

                      P.S. ProspectsPLUS! Members: Be on the lookout for your FREE 2022 Real Estate Marketing Planner in the mail, soon!

                      Please reach out to our support team at 866.405.3638 if there is anything we can do to help you in your success.

                      Wishing You Peace & Joy!

                      Your ProspectsPLUS! Team

                        One area of real estate marketing that can’t be ignored if you intend to enjoy long-term growth in your real estate business is Geographic Farming.

                        Why? Because it alleviates the ongoing frustration of constantly chasing new commissions.

                        You’re working strategically with a focus that will benefit you now and well into your future, ensuring you don’t end up like 85% of agents who continue to struggle.

                        The secret to choosing the right geographic farm

                        Adequate research is the key to locating the right farm for you and your business.

                        Even if you find a geographic farm that you think works for you based on location and number of homes your research isn’t done yet. There are two more crucial factors that can’t be missed.

                        Two Important Factors:

                        1. Turn-Over Rate – Ideally you want a location with at least a 10-15% turnover rate. You can easily determine the turnover rate by dividing the number of homes in the farm by the number of homes that have sold.
                        2. Competition – If you choose a farm that already has an agent who appears to have achieved penetration in that market, you will find yourself working much harder and longer to see any positive results. It’s preferable to find an area where an agent has less than 10% of market share. Or an area where a previously aggressive agent has slowed or stopped marketing.
                        Time to Take Action

                        Once you’ve chosen the perfect farm it’s time to take action.

                        Get out and meet the people in this location (weather and restrictions permitting) It’s time to make your name, face, and brand as visible as possible, to begin the process of becoming identified as the neighborhood expert.

                        Canvassing a neighborhood may be old school, but it also makes you highly competitive.

                        In a market where so many agents are relying on email and social media to spread the word, walking your farm gives you a definitive advantage.

                        Shown above, Holiday postcards. Mail first class by December 18th to arrive on time for Christmas. See more, HERE

                        Your goal is to help people get to know you, like you, and trust you enough to do business with you.

                        You can’t do that sitting in your office. In fact, statistically, it takes 27 contacts to create effective branding of who you are and what you do.

                        In addition, to walking your farm, send out direct mail marketing at least once a month and call them at least once a quarter.

                        A great marketing piece to send this time of year is a holiday postcard.

                        Work Smart – Automate

                        So, how do you free up the extra time your farm will need from you? By automating your marketing wherever you can.

                        The perfect place to begin your automation is with a postcard campaign. This ensures you are in front of your homeowners consistently no matter how busy you get.

                        More importantly, as the people in your farm become familiar with your face, they will begin to identify you as the real estate expert in their neighborhood.

                        And, people choose real estate agents who:

                        • Know their neighborhood
                        • And, know how to get results in their neighborhood
                        The Top 7% of Agents

                        The top 7% of agents in the country have one thing in common – they have strategic, focused long-term marketing in place.

                        They aren’t leaving things to fall through the cracks or living commission to commission. They’re following a solid, systematic plan to generate business utilizing a farm as one of their main areas of focus.

                        So, join the 7% by getting started choosing your geographic farm. Then launch a Get More Listings postcard campaign and begin the process of branding yourself as their neighborhood expert!

                        Right now, Geographic Farm Campaigns are on sale 10% off the first month!

                        Shown above: Get More Listings postcard campaign, available in the FARM Campaign section. Learn More, HERE.
                        To Launch a Farm Campaign,

                        Hit the “CLICK HERE” link, below (from a desktop or laptop computer).

                        USE PROMO CODE: FARM10 to get 10% off the first month of a FARM Campaign.

                        Start now, CLICK HERE!

                        Details: Take 10% off the first month of a FARM Campaign for a limited time (excluding tax, postage, data, EDDM. Sale ends at midnight Saturday, 12/18/21).

                        Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.

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

                        1. The Free 12 Month Done-For-You Strategic Marketing Plan

                        The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

                        2. The Free Interactive Real Estate Business Plan

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

                        3. The Automated Way to Become a Neighborhood Brand

                        Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

                        4. The Free Real Estate Mailing List Guide

                        This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

                        The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

                        5. 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

                        6. The Free Online ROI Calculator

                        This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

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

                        7. The Free Real Estate Marketing Guide “CRUSH IT” 

                        This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

                        The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

                        While you’re online scheduling your Holiday postcards to go out, consider launching an annual Holiday scheduled campaign.

                          Sure, you can continue to throw stuff against the wall to see what sticks. It’s a common practice among real estate agents.

                          If you want to make more money, however, consider narrowing your focus to owning a specific real estate market or niche.

                          A real estate niche can be plucked from a number of categories. Take home type for example. According to a study by the folks at McKissock, a real estate education and professional development firm, agents who specialize in luxury homes are among the highest earners in the industry.

                          Aside from property type, there’s the location niche, type-of-client niche (first-time buyers, veterans, etc.), and others.

                          There are a lot of specialties from which to choose. Let’s take a look at the potential of older Americans, aka “empty nesters & baby boomers.”

                          Especially if you list and sell real estate in an area popular for retirees (Georgia, the Carolinas, and Florida, for instance), read on.

                          Empty Nest Campaign shown above. See more under FARM Campaigns, HERE
                          Why empty nesters & baby boomers?

                          Age 58 to 76 in 2022, older Americans spent much of the past two years reevaluating their priorities.

                          “We’re now seeing the ‘Great Retirement,’ a tsunami of Baby Boomers leaving the workforce,” according to Jack Kelly, the senior contributor at Forbes.com.

                          In fact, “3.2 million more of them retired in the third quarter of 2020 than did in the same quarter of 2019,” said Kathy Gurchiek with the Society for Human Resource Management (SHRM).

                          Most who want to sell, want to remain in close proximity to their adult children, but not necessarily in the same, large home in which they raised them.

                          Another reason to consider older Americans is they currently hold the most real estate wealth, owning 44% of homes in the U.S.

                          But, are they ready to sell?

                          Not all of them. Some became so freaked out over the inventory shortage that they decided to keep the home, renovate it, and age in place.

                          But, overall, those “… aged 65 to 73 … sold their homes at a higher rate than any other age group in 2020,” according to Natalie Campisi, a member of the Forbes Advisory staff.

                          And your association agrees. The 2021 National Association of REALTORS® “Home Buyers and Sellers Generational Trends Report” finds that baby boomers and empty-nesters make up the largest share of home sellers and second-largest share of buyers.

                          Millennials once again took the top spot in the buyers’ category.

                          Another area to give your attention is geographic farming

                          If you haven’t chosen a geographic farm to concentrate on yet, here are a few reasons to get started now,

                          • Provides strategic marketing – You’re centralizing your sales into one area. No more driving across town for a listing.
                          • Creates focus – You’re committing to becoming the neighborhood expert in a specific area.
                          • Contributes to future growth – You’re building toward the future instead of “just getting by” working on whatever comes your way.
                          • Brands you within a community – You’re branding yourself within a community and building relationships over time with the people who live there.
                          • Increases demand for your service – Sellers and buyers want to work with real estate agents who are experts in the community where they are buying and selling.

                          And, right now, Farm Campaigns are on sale 10% off the first month!

                          Shown above: Get More Listings postcard campaign, available in the FARM Campaign section. Learn More, HERE.

                          To Launch a Farm Campaign Hit the “CLICK HERE” link, below (from a desktop or laptop computer).

                          USE PROMO CODE: FARM10 to get 10% off the first month of a FARM Campaign.

                          Start now, CLICK HERE!

                          Details: Take 10% off the first month of a FARM Campaign for a limited time (excluding tax, postage, data, EDDM. Sale ends at midnight Saturday, 12/18/21).

                          Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.

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

                          1. The Free 12 Month Done-For-You Strategic Marketing Plan

                          The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

                          2. The Free Interactive Real Estate Business Plan

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

                          3. The Automated Way to Become a Neighborhood Brand

                          Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

                          4. The Free Real Estate Mailing List Guide

                          This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

                          The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

                          5. 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

                          6. The Free Online ROI Calculator

                          This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

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

                          7. The Free Real Estate Marketing Guide “CRUSH IT” 

                          This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

                          The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

                          While you’re online scheduling your Holiday postcards to go out, consider launching an annual Holiday scheduled campaign.

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