Monday, November 18, 2019

    This time of year is ideal for reviewing and reestablishing strategies that have been successful in the past.

    With this in mind, let’s look at three strategies that have proven successful at attracting new clients, for many agents.

    Strategy 1: Start with what’s warm 

    Remember when you first started in real estate? The answer to “how do I attract new clients?” was typically met with “reach out to everyone you know.” And, that advice is still pertinent.

    Dust off your CRM and dig into it, starting with the warmest contacts. Reach out to family, friends, former colleagues, parents of your kids’ friends, and anyone else who you have even a modicum of a relationship. Ask them who they know that may be thinking of selling their home.

    Our Holiday Postcards are a fun, easy way to reach out to your Sphere without feeling too salesy. Or choose a handwritten notecard, for a more intimate way of saying hello and reminding your Sphere you’re only a phone call away.

    Don’t be discouraged if your contacts don’t respond with interest after the first mailing. You’ve begun the process of making yourself top-of-mind for the time when their interest changes or that of their friend.

    Now, take a look at all the potential clients you’ve spoken with in the past – especially anyone that requested or received a listing presentation but ended up not selling. Find out what their current status is and reach out.

    This tactic worked for St. Paul broker Teresa Boardman. First, she determined that they hadn’t listed with someone else and then she contacted them.

    Shortly after starting the tactic she reported that “One homeowner, I’m going to list for sure and another one looks like a real strong possibility and another is trying to decide if he should rent out the house or sell it.”.

    Strategy 2: Go where others won’t

    If you think that every other agent in town is pursuing canceled, withdrawn and expired listings, Tom Ferry coach Tom Toole would beg to differ with you.

    He looks at an expired listing as an ideal opportunity, because “most people are afraid to call them.”

    And, it works for him. In a case study at tomferry.com, Toole reports that his annual gross commission income from working with expired listings is $525,000. His marketing investment is $3,000 a month.

    He makes those icy-cold calls and those that aren’t ready to re-list go into a drip campaign of direct mail marketing. This is where newsletters and postcards can really pay off.

    If you are getting ready to go after this lucrative niche our Expired Postcard Series is an effective solution.

    Let them know you can get their home sold (Available under the Expired Series in the postcard section)
    Strategy 3: Cast a wider net

    With the media running endless stories of rapidly escalating home prices and potential rate hikes, it’s understandable that homeowners can be reluctant to sell.

    Which makes now the perfect time to add another niche to focus on by going after homeowners who don’t have to sell – absentee owners.

    Our Get More Listings Series offers postcards with content that effectively reaches out to these absentee owners.

    Depending on how far away they live from their investment property they may have no idea how values have skyrocketed and the equity they’re currently sitting on.

    Nearly 80 percent of landlords plan on owning their properties for five years, so seek out those who have owned for at least three years. You can get that specifically targeted mailing list here.

    Consider these suggestions for direct mail marketing to absentee owners, from Louisville, Kentucky real estate investor Sharon Vornholt:

    • Personalize your direct mail – Use the owner’s name, instead of “Homeowner.”
    • Use the same “best practices” for this mail as you do your blog posts: Lots of white space, subheadings and bulleted points.
    • Don’t talk about you or your brokerage. Get to the point quickly and address the benefits for the homeowner (such as an increase in value).

    Nobody knows what the foreseeable future holds for the real estate market. However, there’s one thing we do know and that is to last you need to continue to list.

    Therefore, there’s nothing more important, as you finish this year and make plans for 2020 than to reacquaint yourself with the best ways to attract clients.

    Notecards are available under the Notecard tab on ProspectsPLUS.com

     

    Order personal Notecards and send out a couple handwritten notes every day to your Sphere of Influence.

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

    PLUS: When you have time…here are Free killer tools to help your success this year!

    1. Become a Listing Legend Free eBook 

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

     

     

    2. “Get More Listings” Free Online Webinar

     

    “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

     

     

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

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

     

     

    4. The Free One-Page Real Estate Business Plan

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

     

     

    5. The Free Online ROI Calculator

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

     

      Once a year we like to take a look at the late-summer real estate market.

      What we’ve been reading in the media lately is pretty confusing.

      If it baffles people who work in the industry, imagine how the average buyer or seller, or even potential buyer or seller, feels right now. Talk about “fake news!”

      Here’s one example among the many misleading news pieces we’ve read.

      Late last month, Yahoo Finance published an article titled “Goldman Sachs reveals what’s holding back the housing market.”

      So, what did Goldman Sachs base its gloomy conclusion on? Chief among the reasons:

      Just Listed postcards are available in the postcard section under the Just Listed Color Series.
      Tax Reform:

      “The reduced tax incentives effectively increases a home’s cost of ownership.” What they neglected to add, which is significant, considering the average Yahoo Finance reader isn’t a 1 percenter or isn’t even remotely connected to anything Goldman Sachs-ish, is that this primarily affects wealthy homeowners, not the average homeowner.

      Construction Labor Market:

      Apparently, tightening illegal immigration policies have diminished the number of low-cost laborers these multi-billion-dollar corporations choose to hire.

      “In the real world, however, there is a very limited number of potential employees in any given labor market. To attract more workers, you need to raise the wage rate,” according to Scott Sumner at the Library of Economics and Liberty.

      Makes sense, right?

      Instead of offering higher wages for American unemployed workers, the Associated General Contractors of America (AGC) has turned to the federal government with pleas to allow more of these immigrants to work here legally.

      “When a reporter stops by, you [the builder] tell her that you face a “shortage” of workers, even though there’s someone willing to do the job” for a higher wage, Sumner concludes.

      In other words, the reporter (and thus, the public) isn’t told that the reality is that there isn’t a labor shortage, there is a living wage shortage among those who hire the labor.

      The truth is, the unemployment rate in the construction sector is 0.4 percent higher this summer than last and it’s among the top four unemployed industry sectors.

      These are American workers, sitting on the sidelines.

      Start paying more and the labor “shortage” will turn into a glut. Therefore, Goldman Sach’s claim of a labor shortage is quite misleading.

      This is the perception that real estate consumers are receiving from many in the media.

      Just Sold postcards are available in the postcard section under the Just Listed Color Series.

      The people spreading the perception may be folks who aren’t told the truth, such as the aforementioned reporter. They are definitely people who haven’t spent a day listing and selling real estate in the current market.

      The reality is quite different

      Holding back the housing market?

      Many regions across the country (Rockford, IL; Houston, TX and Lexington, KY, for example) are experiencing record-breaking sales.

      Certain housing sectors boast the same. For instance, multi-family housing showed quite positive gains in late August, according to MPMag.com.

      While existing home sales increased 2.5 percent, nationwide, housing starts fell 4 percent in July. But the number of building permits, on a national basis, increased 8.4 percent.

      Even the roller-coaster-like new-home (single-family) sector doesn’t tell a tale of woe. While sales are down, they’ve been up for the previous couple of months.

      Additionally, SFR, condo and apartment builder sentiment is rosy, according to WorldPropertyJournal.com. Add to that Fannie Mae’s numbers that show consumer confidence in housing is at a record high.

      So, why all the doom and gloom about the real estate market?

      The “R” word

      Recession. The U.S. is years overdue for one so it’s not a question of if the economy will contract, it’s when. After all, we’re now in the longest economic expansion in our history.

      The “R” word, however, scares the public. Few mainstream Americans are aware that recessions are a natural part of the U.S. economic cycle and place the blame on the president, congress or whoever holds the current bogeyman title.

      The last recession was largely caused by the real estate market, the memories of which are giving current real estate consumers the jitters.

      Most economists say that the impending recession will not be caused by the real estate sector. Therefore, we can look to past recessions (with the exception of the last) to learn how real estate was affected.

      If we’re about to experience a global economic downturn, as some doom and gloomers in the media are claiming, it certainly isn’t affecting many foreign housing markets.

      News out of Australia claims “Australian homes fly at auctions in a boon for prices.” Toronto, Canada is enjoying a healthy real estate market as well as is Manilla, PH and even Vietnam. The UK is seeing a more-than 6 percent jump in home sales over this time last year.

      You may need to talk your prospects down off the ledge with all of this anti-market hype. It’s only natural for them to be completely confused right now and you can help them clear it up.

      Write a blog post stating the truth about the market and then share it on social media. Send infographics with the “Myths and the Realities” of the current market to your prospects.

      Most of all, let your potential sellers know that they can relax because the chances are good that their homes may actually increase in value when we enter a recession,

      The media is doing a disservice to not only real estate consumers but to our country’s economy as well. The misleading headlines, the omissions of positive aspects of the market lead to a widespread perception of a problem that simply doesn’t exist.

      Show consumers homeowners are selling by sending out the Multi-Photo Just Listed postcard from the  Multi-Photo Series.

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

      PLUS: When you have time…here are Free killer tools to help your success this year!

      1. Become a Listing Legend Free eBook 

      Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

       

       

      2. “Get More Listings” Free Online Webinar

       

      “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

       

       

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

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

       

       

      4. The Free One-Page Real Estate Business Plan

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

       

       

      5. The Free Online ROI Calculator

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

       

        You know those times in your business where you seem to hit the groove? You cruise blissfully along, engulfed in it, with heightened awareness, and everything just seems to fall perfectly into place.

        “Hitting on all cylinders” is what some call it. Whatever the label, it may last a day, a week or even longer. But it does end, and with it comes the let-down.

        Some agents get stressed, others paralyzed. Both are symptoms of burn-out from the ups and downs (especially those dratted downs) of life in real estate.

        Thankfully, help is easy to find — encouragement, insight, and tips from others that can propel you back to at least a semi-groove state.

        You can visit a counselor, talk to your coach, read one of nearly 130 million published books, watch an inspiring video or listen to motivational podcasts.

        Free Report agent opt in tool.
        The 5 Facts Free Report is available on ProspectsPlus.com under the Free Report tab.

        Which is the perfect segue into our offering today: 5 podcasts that we think can lift the funk.

        1. Tony Robbins Podcasts

        “Why live an ordinary life, when you can live an extraordinary one?” Tony Robbins asks in one of his most famous quotations. If your life is feeling rather ordinary right now, take a cruise over to Robbins’ podcasts and turn it all around.

        When it comes to dispensing motivation, nobody does it better than Tony Robbins.

        Worth a listen: “If you’re ready for a major breakthrough in your business, hungry for change and you’re hungry for growth,” we recommend learning “momentum shifting” in “From Home Business to Billion Dollar Fitness Empire.” (Skip to 52 to jump right in).

        Also, check out “Fear will Destroy you or Drive you.” Fast forward to 4:09 to skip the intro.

        1. The School of Greatness — Lewis Howes

        Once upon a time, a New York Times bestselling author built a wildly successful online media company, becoming known as among the “5 Internet Gurus Who Can Make You Rich.”

        Easy for him to say, right?

        Howes promises, however, to help you “learn the wisdom, skills, and tools to write your own story” and he does that through his weekly interviews with someone sure to inspire.

        The Dangers of Overpricing Free Report is available on ProspectsPlus.com under the Free Report tab.

        Worth a listen: Rise Above your Circumstance (forward to 2:28) and Set Yourself up for Success (skip to 1:45).

        1. Invisibilia (from NPR)

        Invisibilia is, according to publisher NPR, a podcast that “discusses the invisible concepts that control our behaviors, including beliefs, assumptions, cultural norms, and emotions.”

        Slickly produced and professionally narrated, Invisibilia is most definitely easy on the ears as it captures the listener’s imagination.

        They promise to “help you learn new things, or they take a common concept and present it in a new light, so you walk away with a completely different perspective.”

        And, a new perspective may be just the answer for the burned-out, stressed-out, ready-to-quit real estate agent.

        Worth a listen: If you think you have problems, you’ll love this! The End of Empathy

        1. Aware Broadcasting – The Ziglar Show

        The late Zig Zigler is still known as “America’s most influential and beloved encourager and believer that everyone could be, do and have more.”

        He and a couple of partners, in fact, invented the modern sales seminar, traveling the country, teaching salespeople skills they didn’t know they needed.

        Zig Ziglar motivated millions of people for many years, and The Ziglar Show continues his legacy by teaching you how to be the best you can be.

        The next time you feel rejected by a client or prospect, think about Ziglar. His first book was rejected 39 times before finally being published.

        His son, Tom, and Kevin Miller host the Aware Broadcasting podcasts, offering up enough motivation to get you back to lead generating like the real estate Rockstar you are.

        We recommend “Find your motive or abandon the effort.”

        1. Burnout to Breakthrough

        Not as slickly produced as some of the above, but Dr. Eric Shuemake offers up some brilliant tips to deal with burnout.

        Tip number one? Don’t quit – redefine your business. “Only do the things that only you can do,” he suggests.

        We recommend: “What is Burnout Costing You?” Not just in money, but in time, health and quality of life? 

        And, Don’t Forget: Take a Listing Today

        Actionable strategies to get you out of the office and taking a listing today. Brought to you by ProspectsPLUS! A popular episode is “How to Up Your Game & Scale-Out.”

        Download the “Chop Your Mortgage” Free Report and use it in all of your marketing (direct mail, emails), and on your website as an opt-in.
        The Chop Your Mortgage Free Report is available on ProspectsPlus.com under the Free Report tab.

        Make sure you stay top-of-mind with the people that matter most!

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

        PLUS: When you have time…here are Free killer tools to help your success this year!

        1. Become a Listing Legend Free eBook 

        Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

         

         

        2. “Get More Listings” Free Online Webinar

         

        “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

         

         

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

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

         

         

        4. The Free One-Page Real Estate Business Plan

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

         

         

        5. The Free Online ROI Calculator

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

          If you follow the annual “The 1000” list from RealTrends, you may wonder how those agents make it so big in real estate.

          In our opinion, the list tends to be a bit misleading, with team agents often listed as solo and vice versa.

          Then, there’s Ben Caballero, always ranking number one in the “Individuals by Transaction Volume” category.

          He is most likely an excellent agent. But he is not your traditional “solo” agent, as the category implies.

          He “oversees a team of 22 people” who helped him sell “$2.2 billion worth of homes in 2018,” according to BusinessInsider.com.

          For the purposes of this blog post, however, he makes all that money by specializing in a real estate niche. He sells only one type of home, which happens to be first on our list of profitable real estate niches.

          New Home Sales

          Caballero “only sells new-construction residential properties and he only works with volume builders, or companies that build several hundred homes per year — sometimes up to 3,000,” according to BusinessInsider.com’s Katie Warren.

          He and his team sell, on average, 92 homes per week.

          The niche is competitive and requires a bit of education before pursuing it. There is additional paperwork and, often different contracts than you’re accustomed to.

          Financing may be tricky, and if the buyers don’t have an agent, your job description grows exponentially to include assisting the buyers through not only the purchase process but helping them choose a lot, floor plan, options and more.

          Some builders require the agent to come up with a marketing plan, track and follow up with leads and develop relationships with title reps, lenders and others.

          Some new home sales agents are employees, with employer-offered health insurance benefits, retirement plans, paid time off and bonuses.

          Obviously, Caballero is proof positive of the amount of money it’s possible to make in this real estate niche.

          The Luxury Market postcard is available in the postcard section under the Luxury Market Series.

          If you’re curious about who is hiring new home sales agents and the job requirements, check out some online job boards, such as at Indeed.com and Monster.com.

          Luxury Homes

          When discussing lucrative real estate niches, luxury home sales is sort of a no-brainer. High-end homes are more expensive so commission checks are bigger. If you can develop a decent volume, you’ll be all set.

          Knowing you want to specialize in luxury property and knowing how to go about it, however, are two different things.

          First, you’ll need to truly understand your target audience. What are their needs? How do they differ from buyers and sellers of lower-priced homes?

          Then, you’ll want to know how to reach the affluent. Marketing to them isn’t the same as marketing to other real estate consumers.

          Finally, consider micro-concentrating within the luxury home niche. Choose to work with certain luxury clients, such as those who share common interests (belong to the same country club, work in a certain industry).

          The Picture Yourself Here postcard is available in the postcard section under the Millennial Series.

          If you plan on specializing in listing luxury property, check out this video from Michael LaFido.

          Focus on a Generation

          There are currently four generations of Americans who are most actively involved in buying and selling real estate.

          Our youngest cohort is Gen Z, born between 1996 and today. This means that the oldest turned 23 this year. Believe it or not, these “youngsters” are buying homes. And, as the generation ages, more will be jumping into the real estate market.

          Next in time are the millennials, born between 1977 and 1995 (they are between the ages of 24 and 42 in 2019). They number 83 million, more than the baby boomer cohort.

          According to NAR, millennials are currently the largest group of homebuyers in the U.S. at 37 percent. That’s five percent more than baby boomers.

          Forget the moaning and groaning over how “broke” they are. Yes, many have student loan debt. Many others, however, are finding ways to pay down this debt and acquire a decent credit rating.

          Millennials, on average, boast an average FICO® Score of 665, squarely in the “fair” range according to Fair Isaac. The older of the group have the best scores and purchase more expensive homes.

          Next comes Generation X, born between 1965 and 1976. They’re often referred to as the “forgotten generation,” ignored by the media and marketers.

          These folks, in our opinion, are those the savvy agent will pursue. Why?

          They are in their peak earning years, they (by and large) need larger homes and they typically have a home to sell. Plus, they have experience with real estate so they don’t require as much education and hand-holding as the younger generations.

          Finally, we take a look at baby boomers. Born between 1946 and 1964, this group is now between the ages of 55 and 73. Since the most common age to retire is 62, many of the members of this cohort are still working and make up the nation’s highest wage earners.

          Since NAR studies show that the average real estate agent is a woman in her 50s, this may just be the ideal real estate specialty. Marketing is so much easier when you have something in common with your target audience.

          Get more information on how to market to Gen Z and millennials at the Center for Generational Kinetics’ website. Target boomers more effectively by reading up on them at KEAP.com (be aware, though, that the author got generational birthdates wrong) and SmallBizTrends.com.

          There are also a number of baby boomer-specific blogs that are worth a look:

          Send the Too Much House postcard from the Life Event Series to a targeted list of Baby Boomers.

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

          PLUS: When you have time…here are Free killer tools to help your success this year!

          1. Become a Listing Legend Free eBook 

          Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

           

           

          2. “Get More Listings” Free Online Webinar

           

          “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

           

           

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

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

           

           

          4. The Free One-Page Real Estate Business Plan

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

           

           

          5. The Free Online ROI Calculator

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

            Imagine what life would be like if you could stop cold calling, door knocking or chasing after FSBOs – or at least cut down on those activities.

            Ditching the more distasteful aspects of your real estate lead generation routine is possible, if you vow, right now, to chase after referrals, and get serious about your database.

            Warm calls are so much more pleasant and knocking on doors where people are happy to see you beats the alternative.

            Make building better relationships with people you already know, the center of your 2020 marketing plan.

            How’s your sphere of influence?

            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.

            In fact, NAR statistics say that “The typical REALTOR® earned 13 percent of their business from repeat clients and 17 percent from referrals from past clients and customers.” (The study doesn’t explain what they mean by “customers.”)

            Look at those numbers – they’re pathetic, aren’t they? Especially when NAR surveys say that nearly 90 percent of real estate consumers say they would use their agent again in the future.

            Past clients know you and, hopefully, they like and trust you. Shouldn’t agents be getting more than 17 percent of their business from referrals from them?

            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 it up on the list? Made those warm contacts (instead of contacting strangers) a priority? You’ll end up top-of-mind with your sphere when someone mentions buying or selling a home.

            The Barking postcard is available in the postcard section under the from the Sphere/Farm Animal II Series.
            Step 1 to get your real estate business on the referral track

            Organize your database. Yeah, 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 (people you don’t know yet)
            • Cold leads (again, people you don’t know)
            • Sphere (or “family,” “friends” “ladies I play tennis with” “past clients”)
            • Vendors
            Feel free to create subgroups, if it will help you to stay organized. Some of these may include:
            • Immediate family members
            • Extended family
            • Closest friends
            • Acquaintances
            • Neighbors
            • People you met through your kids
            The All Ears postcards is available in the postcard section under the Sphere/Farm Animal II Series.

            Thanks to the folks at TopProTraining.com for some of those ideas. Check out their list for more.

            Kim Hughes at KimHughes.com suggests that the next step in setting up your database to help you succeed should be to go through all of the leads, checking the information you have on them and adding anything that comes to mind.

            At a minimum, Hughes says 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.

            Pick up the phone and start calling people. Start with folks you know, like past clients, relatives and friends.

            Tell them you’re updating your database and want to ensure you have their correct contact information:
            • Verify that the addresses, both snail and email, are current.
            • Best phone number to contact them.
            • Birth date is an important one (folks LOVE getting birthday greetings). The birthdate might be a tough one to ask, but tell them you like to reach out to people on their birthdays. You don’t need a year, so that may make the question “Hey, when is your birthday?” a bit easier to ask.

            Get ideas for these conversations at TheRealEstateTrainer.com.

            Listen carefully to their end of the conversation for any tidbits you can add to their spot in your database – “something such as an upcoming surgery, new baby or vacation,” Hughes suggests.

            Then schedule a follow-up call, or a reminder to send a gift or flowers, depending on what they’ve told you.

            This is a project that, although it needs to get done sooner, rather than later, is one that can be done in chunks. Hughes brilliantly recommends starting the organization process with your past clients.

            But do schedule those time chunks and vow to stick by the schedule. Before you know it, you’ll have an organized, clean database, making your real estate lead generation a snap.

            The Fall Maintenance postcard is available in the postcard section under the Content Card Series.
            Send out the Fall Maintenance postcard from the Content Card Series to your Sphere and Farm.

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

            PLUS: When you have time…here are Free killer tools to help your success this year!

            1. Become a Listing Legend Free eBook 

            Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

             

            2. “Get More Listings” Free Online Webinar

             

            “Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

             

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

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

             

            4. The Free One-Page Real Estate Business Plan

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

             

            5. The Free Online ROI Calculator

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