Wednesday, July 18, 2018

The 3 May Contest Winners Revealed Below!

Thank you for the wonderful and thoughtful reviews we received in May! We really appreciate you taking the time to give us your feedback.

Remember, if your name isn’t announced in this month’s contest, a new contest starts in June with new opportunities to win!

Our First Winner of the $100 ProspectsPLUS! Gift Card is  – Tanzania Daniel

Tanzania’s shared her experience using ProspectsPLUS! with the following feedback.

“I love how easy it is to design a postcard on ProspectsPLUS and send it out to your clients or potential clients.”

“I really appreciate the option to send out as many or as few postcards as I would like. I’m not strong-armed into ordering a certain amount when I do wish to place an order.”

“This company also gives back to its consumers by offering different discount codes and promotions. You can’t beat that!”

Tanzania’s Latest Marketing Purchases – Listing Inventory Series, Market Quote Series, Fence Sitter Series, Just Sold Series.
Our Second Winner of Our $100 ProspectsPLUS! Gift Card is – Kathryn Marshall

Kathryn shared her experience using ProspectsPLUS! with the following feedback.

“The ONLY company I trust with my marketing materials.”

“I have been using Prospects Plus mainly for postcards for almost 3 years now, and I have received at least 15 sales from their products.”

“They have a quick turn around time, and tons of options to suit your needs.”

Kathryn’s Latest Marketing Purchases – Just Sold Series postcards.

Our Third Winner of Our $100 ProspectsPLUS! Gift Card is – Henry Schubel

Henry’s shared his experience using ProspectsPLUS! with the following feedback.

“I’ve become a bit fan of ProspectsPLUS too. No fuss, no muss, no bs.”

“I can design a flyer in a half hour with all my doodling and changes, lasso the specific area I want to target, then launch the order.”

“I get feedback when the order goes to processing, when it leaves their hands, and when it arrives at the local post office. A terrific tool for a busy Realtor !”

Henrys Latest Marketing Purchases – Just Listed, Just Sold Series, and Upload Your Own Design Postcards. 

Take the lead from Tanzania, Kathryn & Henry and send Just Listed/Just Sold Postcards to the areas around your current & sold listings. Start the process of declaring yourself the neighborhood expert now!

Need help targeting the perfect niche of sellers? Use our mailing list tool to create the ideal list or call our support team for assistance at 866.405.3638!

In the words of the ultimate real estate marketer, Dean Jackson, “If you have one listing, you actually have an opportunity for at least five transactions.” Dean Jackson is the founder of GoGoAgent and Listing Agent LifestyleThe following is his breakdown of how to turn one listing into 5 or more transactions using his listing multiplier method.

The Listing Multiplier Index

To understand your current ability to multiply your listings you need a measurement tool that defines where you stand and what you are leaving on the table. Enter the Listing Multiplier Index, a tool created just for this purpose.

Before you figure out where you stand, let’s review the 5 transactions available to you that all stem from that one, initial listing.

Listing Opportunity Number One:

Of course, your first opportunity is to actually get your initial listing sold which is where most agents focus their attention, right? You follow the three Ps, price it right, put it in the MLS, put up a sign, and pray it sells (ok four Ps). And, usually, it does.

You did your job, you launched a property and got it out there, a buyer came along and purchased the property, and now everybody celebrates. You walk away smiling content with your commission.

Listing Opportunity Number Two:

Hold on, don’t walk away so happy. You missed the opportunity to find the buyer. The person who actually buys the house you listed.

You have a chance to double-end your listing if you’re in an area where that works for you. It’s a wonderful way to make twice as much money from every transaction – find the buyer who’s going to buy the house you list.

Listing Opportunity Number Three:

So you are now on the hunt for the perfect buyer for your listing, guess what, you have just opened up another opportunity. That buyer you find, if not interested in your listing, may buy another house through you, cha-ching, that’s the sound of opportunity number three.

Listing Opportunity Number Four:

Because of the marketing that you are doing in the neighborhood of your original listing, if you play your cards right (and market right), you now have an opportunity to get another listing in this same neighborhood. Time to make sure everyone knows who that neighborhood’s expert agent is.

Listing Opportunity Number Five:

The most important opportunity to orchestrate at the time you are setting up your initial listing is your referral from the seller. Do not leave your chances for a referral sitting passively in the realm of  “wing and a prayer”. Start to plant this seed early on with your seller, so it is a natural occurrence for them to provide you with referrals by the end of their experience, if not before.

Time to check your score.

To determine your score, use the last 10 listings that you have had. You get one point for selling your listing, one for finding the buyer, one for finding additional buyers to work with, one for getting another listing in the neighborhood, and one for your referral. You have the ability to achieve 50 points total, that’s 5 points (transactions available) for each of the 10 listings.

How many points out of 50 did you have? The score I find most agents fall into is between 8 and 15. Maybe you ended up with 10 points total, meaning all of your listings sold, but nothing more.

You achieved those 10 listings because your current “system” is set up to get a property on the MLS, stage it, price it right, promote it to other agents and get the property sold quickly.

In the past, you may have celebrated your average 7 to 10 days on market or your 98% of the asking price or 99% or 102% or whatever it is. But the reality is you likely lost a lot of money as well.

Money left on the table

Let’s take another look at your initial listing and say that each side of those transactions is worth $10,000. If you’re in an area of $300,000 homes or $350,000 homes, you’re looking at a $10,000 commission times 10 listings, which means you would have made $100,000. But what you missed out on was the $400,000 that you could have had if you had created a systematic way of multiplying your listings.

Just focusing on this fact can make a difference for you going forward. Even simple awareness can change things. Knowing that you’ve lost $400,000 on the last 10 listings that you had, that’s an interesting place to start over from.

Your listing index number

So to complete this picture let’s use the Index. Take the score you ended up with above we’ll use 10 for our example, and divide it by 10 to get an index. If you had 10 listings and we divide that by 10, it gives you an index of 1.0. If you had 15, you would have an index of 1.5.

What this translates to is with your current system every listing that you take is worth one transaction or 1.5 transactions, depending on your index score. This means your missing out on three or more possible transactions from that listing.

Now you can see why becoming focused on taking the ” listing multiplier” approach is the answer. Rather than the approach that you don’t need to do Just Listed/Just Sold cards, infoboxes, or open houses because all of your listings sell so quickly.

All of those things that you currently may feel “you don’t need to do,” are costing you money when you think of it in this context. Specifically, if your goal is to maximize the dollars you get out of every listing you touch.

Your business’ future

By focusing on the above method, I’ve seen agents go from a 1 on the Listing Multiplier Index to a 3.5, with some simple changes and attention to detail. They went from making $10,000 in commission to  $35,000 from one initial listing! That’s working smarter at its finest.

Imagine what it will be like to turn every listing that you take into multiple transactions. Imagine what kind of effect that will have if every time you take a listing, instead of getting one transaction, you get three or more.

What kind of impact will that have on your business going forward?

To learn more about the incredible tools and resources Dean has available for agents go to GoGoAgent.com and ListingAgentLifestyle.com.

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

PLUS: When you have time…here are 3 free ways we can help you CRUSH IT in 2018!

1. The Free 2018 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

2. 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

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, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here  – Click Here

Also…check out these cool tools 🙂

 Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

MLSmailings.com – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand

Most agent website problems are easy fixes. Let’s take a look at the three most common agent website problems and see if we can get them fixed for you.

 1. Lack of focus

Many agent websites seem to reflect a common agent mindset: “I am a jack of all trades and master at none.” When agents are trying to reach every, last conceivable prospect, their websites end up with a vague and meaningless focus.

No, “Buyers” and “Sellers” aren’t target audiences – at least not in a way that sets you apart from every other agent in town. If you truly want these two, overly-broad groups as a target, create two websites, one for each.

Your buyer’s site can then be narrowed down even further. Are you looking to work with first-time buyers? Condo buyers? Move up buyers? Retirement buyers? Luxury or ranch home buyers?

The same holds true for the seller-focused site: first-time sellers, downsizers, selling the luxury or waterfront home, for instance.

“One of the biggest marketing mistakes is to attempt to appeal to everyone at once.”

Suggests Tom Hallissey at Fat Guy Media. “The most-efficient way to reach more qualified consumers is to target smaller, more specific groups.”

We once worked with a woman who specialized in mobile home buyers. Sure, one mobile home here and there seems hardly worth the effort, but this lady specialized and marketed herself as the expert. She made a killing in the mobile home market and, her website was one of her best lead generation tools.

2. Overly-focused on the wrong things

Real estate prospecting is all about building relationships and each visitor to your site is a prospect. What happens then when visitors are immediately bombarded by how great you are, how many homes you’ve sold and how much money you make?

Is the braggadocio the person you would want to build a relationship with? Of course not. Self-important bragging is unattractive and doesn’t tell your website visitor one thing about “what is in it for them”.

So, skip the hype about you and, instead, make your website client-focused. If your ideal prospects visit your website, what do they want to know? How can you help them find it? Use your knowledge of and experience in real estate to demonstrate why you are the agent they should hire.

3. Wait … isn’t real estate all about location?

We recently read a Facebook post from an agent who was complaining that, after six months, his website just wasn’t “working.” He was blaming the website company.

Yet, one look at his site points the finger right back at the agent. The only mention of his market – his geographic location – was in his email address, posted at the bottom of the page.

He bought a template website and did nothing to customize it, except to plaster his own name all over it. This, despite there being numerous opportunities on the home page alone to stick in at least the name of his town.

His neighborhood pages consisted of his IDX for the area. That’s it.

According to NAR’s 2017 study, Real Estate in the Digital Age, nearly half of homebuyers using the internet are interested in neighborhood information.

Many agents ignore this section (if they even have one) of their websites, and it’s a pity. What’s it like living in a particular community? What are the good points? Why would I – as a first-time buyer, a move-up buyer, a commuter, retirement buyer, someone with a family or any other type of buyer want to live there?

Use your website to show pictures, discuss local news and events in your blog posts and anything else that captures why this neighborhood is a great place to live.

If your website isn’t converting as you hoped it would consider tweaking it to be more consumer-focused and offer the information they’re craving.

Start providing your farm with the neighborhood information they crave today.
Send at least 100 Neighborhood Update postcards to your farm or an area where you want more listings.

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

PLUS: When you have time…here are 3 free ways we can help you CRUSH IT in 2018!

1. The Free 2018 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

2. 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

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, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here  – Click Here

Also…check out these cool tools 🙂

 Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

MLSmailings.com – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand

Why They are so Important

Sure, you’ll have a chance to dance the night away, sightsee and maybe, if inclined, get tipsy when you attend one of the multitudes of real estate conventions and conferences held every year.

But that shouldn’t trivialize the value they offer you as a business owner and real estate agent. Building relationships, gaining new knowledge and soaking in inspiration—all in one place—is multi-tasking at its finest.

Learning new ways of doing real estate

The educational opportunities offered through the workshops and by attending the lectures from well-known trainers and successful agents are worth their weight in gold.

Think about it: how much time can you devote during a typical work week to bring yourself up to date on the various tech trends agents are utilizing in their businesses?  And also find out what’s coming down the pike that may relieve some of the pressure on your schedule?

Attending a real estate convention forces you to take the time to slow down and pay attention to ideas and trends that you can employ in your own business.

Then, there are the hands-on demonstrations at the trade expos where you can actually see new products and technology in action, rather than just read about them online.

Schmoozing is good for business

Most of us have a circle of colleagues that we occasionally socialize with over a drink or a cup of coffee. Typically, we discuss clients, rarely touching on and sharing new ideas (they may be friends, but they’re our competition as well).

Getting away from the office, out of town, where you can make new connections with agents from different markets, frees you to speak more candidly. You may learn new marketing ideas (or new twists on old ideas). You’ll definitely broaden your referral base and build new relationships.

Don’t limit your networking to the event’s venue, but “look out for vendor parties and other events outside of the main stage,” suggests Kayla Matthews at inman.com. “Those outside events are great ways to deepen the connection you’ve made with other professionals at the conference during the day.”

Get inspired

From motivational lectures by some of the country’s top real estate coaches to success stories from other agents, inspiration abounds at real estate conferences.

And, no, it’s not the same as listening to a motivation CD in your car. Being surrounded by like-minded people, the applause and bright lights ratchet up the excitement level unlike what you can experience listening to a CD.

If you plan on attending Inman Connect San Francisco this year (July 16 to 20), you’ll find a long list of speakers who are sure to inspire you to higher levels of tech use, to build a team, become a better leader and more.

Tom Ferry’s next Success Summit is happening in Anaheim, CA (August 6 to 9). There you can pick up tips on lead conversion, marketing strategies and get inspired to become more efficient.

If you’ve yet to attend a REALTORS® Conference & Expo, make it a point to attend this year when it’s held in Boston from November 2 through 5. Last year’s attendees learned about their successful competitors and what they bring to the table and information that inspired them to prospect “like never before.”

Or, step outside your box

If the thought of sitting in a room with 4,000 other people who work the same grind as you makes you want to curl up in a ball, consider different types of conferences.

For instance, if you want to utilize technology more in your business, get up to speed on what’s new and what’s coming down the pike at a Growth Hackers summit. While 2018’s was held in February, consider joining them next year. They promise to offer inspiration to “people looking to grow their businesses.”

Or, niche down even smaller and attend the next Traffic & Conversion Summit and learn how to convert your website traffic, content marketing, Pinterest promoted pins, Facebook video tests and more. The speaker’s list features leading minds from the digital marketing world. This is another that was held in February of this year, so make it a point to attend next year’s.

Attending industry and even non-industry conferences give you a chance to re-evaluate what you’re doing and find tips to learn how to do it better and more efficiently. Yes, they can be expensive to attend but consider it an investment in your business and don’t forget – they’re tax deductible.

To create growth in your business right now, send the Free List of Homes postcard from the Call to Action Series to at least 100 prospects in an area where you want more listings, today.

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

PLUS: When you have time…here are 3 free ways we can help you CRUSH IT in 2018!

1. The Free 2018 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

2. 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

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, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here  – Click Here

Also…check out these cool tools 🙂

 3 Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

MLS Mailings – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand

The Killer Tools That Make it Happen

Working with sellers of expired listings is almost always a great listing opportunity. Granted, some are disillusioned, worried and flat out angry they didn’t get results the first time around. But most of the time – they’re still motivated to sell.

One of the first things you have to do when working with Expireds is to help them figure out why their home didn’t sell. Was the selling price a factor, the terms, or maybe the home’s condition?

Whatever it was, the key to keeping a bad outcome from happening again is to make sure your sellers are 100% onboard and invested in creating a successful end result.

Using visuals aids while discussing an effective action plan can help you communicate with your clients more clearly.  In addition, they lend an extra layer of authority to the conversation, appeal to both auditory and visual thinkers and help you and your clients stay on track.

Killer tool #1 – The Merchandising Review

The Merchandising Review is the perfect visual tool for walking sellers through the potential pitfalls that can happen if you don’t follow a success track when listing a property.

It demonstrates some of the top reasons why a home will or will not sell.  Using this tool allows you the ability to make whatever adjustments are needed, with a sound explanation, to help get your clients on board.

Did I mention it’s free?

Yes, it’s one of many of our free resources available to you. Click here to go to our Resource Page and download the Merchandising Review now.

While you are there, download the 6 Pitfalls of Overpricing Free Report too – it’s a must-have for today’s listing presentation.

Killer tool #2 – Get Their Attention

Now that you have the perfect tool to guide you through the selling process with your clients, it’s time to make those Expireds aware of their neighborhood expert and get them raising their hands for help.

At least twice a week, pull the Expireds in your market and send them a series of 3-5 postcards from our Expired Series, mailing one every 5-7 days. Use the back of the postcard to announce that you have a “highly effective tool” that will help determine what went wrong with their home sale and ensure it doesn’t happen again.

Invite them to call you for a copy of their own. It’s a great way in the door to these potential sellers.

Begin to go after Expireds today by sending the Make Sure it Doesn’t Happen Again postcard from the Expired 7 Series.

It includes the perfect message to begin a conversation that’s already going on in the minds of these disappointed sellers.

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

PLUS: When you have time…here are 3 free ways we can help you CRUSH IT in 2018!

1. The Free 2018 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

2. 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

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, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here  – Click Here

Also…check out these cool tools 🙂

 3 Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

MLS Mailings – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand