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Building Your Brand and Business

Nov 14, 2016

With Geographic Farming Done Right

By Julie Escobar

Geographic farming has roared back to the marketing forefront for agents in our industry in ways we haven’t seen in years. Why? Because – when done right – it works.

And what exactly is “done right”? It’s when agents who are committed to consistency step up to make themselves known in a neighborhood in real and meaningful ways – getting out into communities, shaking hands, meeting people, making introductions and making a difference.

To talk about one creative tool for geographic farming, the Market Dominator, I sat down with Dominator Director Todd Robertson to learn a little more about the system, the agents who are using it and what it takes to really make an impact on a market area.

Q: Todd, you work with agents across the country who are growing their market share by doing smart geographic farming. Can you tell us a little about the Market Dominator?

A: Sure! This product evolved out of necessity. Agents around the country were asking for a consistency program that would allow them to truly dominate a neighborhood or piece of geography. After six months of research with our team, we came up with the product for our agents called the Market Dominator, which utilizes Every Door Direct Mail with the USPS. At 12” x 15”, it’s the largest legal size that can be sent through the mail, so it doesn’t get overlooked in the mailbox. The content is created every month by our team of writers, who do an outstanding job of weaving in the eight best practices of direct mail. And agents love it because it’s either 100% done for them or 90%, meaning they can make some changes to the back. And with our national sponsors on board now, we can literally send it for the price of a first-class postcard. The other great thing about it is that it’s a two-year campaign… kind of like joining the gym, your personal trainer makes you go.

Q: We both have been in this industry for a long time, and we both know that marketing alone is not what takes agents to the top of their game. It’s follow up and relationship building. Can you tell us some of the powerful ways Market Dominator members are going above and beyond to support their marketing mailing efforts by connecting with the folks in their farm neighborhoods?

A: In terms of what our best agents are doing supplementing the Market Dominator to increase their success rate in their numbers, we’re seeing them do things like canvassing their farms with door hangers, introducing themselves to everybody in the neighborhood, being consistent in sending out new on the market or Just Listed postcards when they get a listing and holding open houses in their carrier routes and making a splash in the area with signs and balloons on every street, every artery when they do. That way, when the Market Dominator shows up in that mailbox, the homeowners will see it and say, “Oh yeah, that’s Susie. I see her all over the place; she’s the neighborhood specialist.”

Q: We’ve talked about the tremendous opportunity agents have to reach out to the businesses that surround or are in their farm area to build reciprocal referral relationships. Can you share your thoughts on that?

A: Some of our Market Dominator members have given us ideas that we never thought about before that we try to share with our new members. One of them is to go after the local businesses in and/or around that carrier route. It’s really an outstanding strategy, because they can utilize the extra 20 Dominators that we give them each month in a clever way.

One of our great agents up in the Northeast simply takes her 20 and goes to every business where people have to wait, such as a hair salon, oil change shop and restaurants. She said the best was actually auto dealerships. What she would do in auto dealerships is first go in and make an introduction to the general sales manager that goes something like, “Hi, I’m Susie with XYZ Realty. I’m the neighborhood real estate specialist in this area. Would you mind if I leave a couple of these in the lobby of your service department?”

What’s great about that strategy is, number one, she’s prospecting the service manager, who becomes a mover and shaker on her SOI list – meaning she visits every month and has offered to let him or her know if a great listing comes on the market. Think about how most cities have what they call “auto dealership row,” where several dealerships are all on the same street. If you’re like Susie, you go right down that strip and pass out two or three Dominators in each dealership, meet some incredible new people and start establishing relationships in a pretty short period of time.

Number two, she’s leaving valuable content, with her name, face, contact information and calls to action in a place where a lot of people congregate. Think about when you have to have your car serviced, and you’ve had to wait anywhere from an hour to a full day in the guest services lounge. What are most people doing when they’re waiting? They’re looking at their phones or whatever magazines are sitting there, right? Imagine if two or three Market Dominators were sitting there with Ritz Carlton quality, filled with great information for people to peruse. Agents who are utilizing this tiny local business strategy with consistency, who have mastered their presentation skills and aren’t afraid to follow up, could find themselves with anywhere from two to 20 extra closings per year.

Q: What about agents who are afraid to follow up, either in person (door knocking) or on the phone? Any advice for them?

A: Some agents just want to send their marketing out, then sit back and see what happens. In my mind, to be great in real estate you have to be obsessed, or you end up being average. By “obsessed,” I mean you’ve already made a commitment to your neighborhood farm, so why not stretch yourself a little and go make an introduction? One way or another, knowing that you’re simply providing a great service to help these people buy or sell real estate is powerful motivation to meet people.

I also would say if somebody is still afraid or hesitant to follow up, spend a couple days and get so good at your listing presentation, get so great at overcoming objections, so great at your value proposition that you can’t help but have a relaxed sense of confidence. This will do a couple of things for you: It will get you excited to go out and meet people and prospect, which is the one thing most people hate doing (usually because they aren’t as confident in their presentation), and it will force you to fine-tune your skills, which will help you enjoy a long-term career.

Q: Consistency and sticking to a plan is a powerful combination for success in our business. Will you share why making the Dominator part of a consistent marketing plan is a smart strategy?

A: In terms of doing any marketing, consistency has to be part of the plan – whether it’s in real estate marketing, building wealth or getting in shape. The Market Dominator gives agents what they told us for many years they wanted: a two-year campaign. According to the National Association of REALTORS®, if your competition is going to do any marketing, history says they quit after the third contact. Yet we know that most activity doesn’t happen until after the fifth contact. So staying in the game for the duration is vital.

Q: Any last words of advice for our readers?

A: First, I would say that if you’re reading this article or reading our magazines or blogs and looking for real estate strategies and insights, you’ve already separated yourself from the competition. Because for you and me to get great at anything, we must remain a student of life. So I congratulate you on taking that step. Whether it’s the Market Dominator, one of our other great products or you just want to call our home office and brainstorm, our team is always willing to help you find the real estate marketing product that best fits your needs, your market and your area.

Thanks for the information and insight, Todd!

If you’d like to learn more about the Market Dominator System, visit www.prospectsplus.com/dominator, or call Todd directly at 855-383-6646.

It Comes Down to Commitment

Oct 24, 2016

Inspired Insights from World-Class Real Estate Speaker and Coach Darryl Davis

by Julie Escobar

When you are looking for straight-talk strategies for building not just a business — but a successful book of business, it’s always a good idea to go to someone who not only knows how to help agents succeed at exceptional levels — but one who just tells it like it is. For that? I reached out to my old friend Darryl Davis. He’s an author, speaker, trainer, coach — and one of the funniest guys you can talk to. His analogies and ability to weave a story into a message are epic. It’s part of what makes him such an effective speaker – it’s also why I wanted to interview him for this topic!

Q: Hey Darryl, thanks for sharing your insights with us again for this edition. Our focus this time around is really building a strong business base. Can you share some thoughts on that?

A: Building a business? You know I’m a FSBO/Expired guy – but when we are talking about building a business foundation? Know that there are two types of contacts to focus on.

First there is your geographic farm. These folks don’t know you yet, so it’s your job to help them with that. For this group, you’ve got to stay in touch monthly. Your name, your face, your brand, your results each and every month. Of course, you guys make that easy for them with products like the…

You’re building trust and establishing yourself as the agent to call.

Secondly, there’s your sphere – or those folks that know your name, face, what you do, and trust you enough to do business with. This breaks into people you haven’t worked with before, (family, friends, acquaintances) and those you have (past sellers or buyers). For these folks to remember you, remember that you’re in real estate and that well, you know, they should call YOU before the guy down the street when they have a real estate question or need or an amazing referral, you need to stay in touch. I usually recommend at least 4-6 times per year with this crowd with things like:

I’ll give you a great tip: Every single January I’d send a copy of the HUD statement to everyone who has every purchased a home through me in the last year with a note saying, “Congratulations on owning a home! I’ve taken the liberty of making a copy of your HUD statement so you have it handy to give to your
accountant. Hope things are going great! I’d love to hear from you if you need anything.” Wow – see you just saved them time and stress and made a contact that personal to them. Win-win-win.

For every other client/customer of mine? At the first of the year I would send an updated market analysis to with a note that said something like, “Just as you would check your stock portfolio, 401K, etc., it’s also a good idea to do a check in on the market analysis of your home investment. As always, I’m here to help if you have any real estate questions or needs!”

Stay top of mind with these folks by sending them something to help them stay connected to you and recognize that you’re there as a resource. And don’t be shy about picking up the phone and saying hello and asking if people need anything a couple times per year. Or creating opportunities to see them in person.

Q: Darryl, I loved your message in our last magazine where you talked about listing INVENTORY being the name of the game, not just listings. Can you share a little more about that?

A: What I’ve been teaching is that agents need to look at their business as if they were running a store. With a store, you’ve got a location, employees, and you’ve got to stock and manage your inventory. So, say you were selling candy? You must have enough candy on the shelves when customers come in right? Otherwise people are going to buy their candy somewhere else! So if you’re a real estate agent your inventory is real estate. I tell agents to make a chart January-December on the bottom and the numbers 0-20 on the left side. Next, plot it out. Say your goal is to get four listings per month and build your inventory. Now you have get four listings in January, but you sell two. You know you need to replace those two, plus get four more for February and so on. Creating a visual to see whether your graph is going up (the right direction) or down (further from your goals) helps you think like a business person. And that? Is a big key to success. Because there are a LOT of agents running around with a fly-by-the-seat-of-their-pants approach to their real estate career – which is fine if you want to always wonder where your next commission is coming from or if burn out is your thing. But top agents who want to be at this a long time and have a lot to show for it, understand that applying true business practices and mindsets is the win-win they need.

Q: You hit the nail on the head. One topic that seems to come up a lot with agents is the idea that they just don’t have the time to focus on databases and marketing and details! What would your advice be in terms of time management?

A: First, I would tell them to be crystal clear on their priorities. In real estate, it’s easy to get distracted with things that don’t forward your business. I’ll tell you a little story. There’s a woman named Rachel Lust who is a Hula Hooper. If you look her up on YouTube, you’ll see she has hundreds of thousands of views and likes. She did the halftime show for the Chicago Bulls. She is the most famous person in the world of hula hooping. She’s got a line of videos, hoops, clothes, you name it. Do you know what Rachel does for two hours a day, six days a week, no matter what? Yep. She Hula Hoops. Why? Because literally NOTHING else matters if she’s not good at her trade. It’s the same with agents. If you aren’t prospecting, looking for listing inventory, and taking new listings – the rest doesn’t matter.

I’ll give you another example. I ran the NYC Marathon. Now here’s what you might not know about me: I HATE exercise. Hate it. Five days a week, I had to get up in the morning and run, and one day a week I had to cross train. For five months, I had to do this. Didn’t want to do it. Didn’t feel like doing it. It was uncomfortable. For me to meet this commitment I made, and log in the two hours of running every day, I had to get up two hours earlier to make it work. Here’s the thing: I couldn’t fit running into my life, I had to fit my life around the commitment to run.

That’s how you’ve got to look at what it takes to make it at high levels in this business. You see the agents that say, “I’ll get to prospecting after I check my Facebook, and my emails, and my this or that.” Time management is not the problem there. Commitment is the problem. Everything you need to do lines up behind the commitment.

Say you’re having a party. That means there’s cooking, cleaning, preparing all that has to be done. But you’re running late–right? Now you say you’ve got two hours of work to do in just thirty minutes. Do you do it? YES! That? Is a BREAKTHROUGH. Because when you REALLY have to get something done you do it. Manage your activities, and what dictates those activities is your commitment. People who are passionate about commitment don’t have time management issues. They are focused, clear, and committed. They don’t just do commitments – they are commitment.

Q: What additional advice do you have for agents who want to really knock it out of the park this year in real estate?

A: That one is easy. Systemize your business. Run it like a business. Think like Rachel Lust. She has moves that she has absolutely mastered with that Hula Hoop. Then she masters another, and another. It’s like dancing. If you only know five dance steps – you don’t look so good out there on the floor-right? In real estate there are definitely some dance moves to master. Moves like…

Prospecting
Listing Appointments
Customer Service
Working (playing) with Buyers (I call this a break from real work)
Negotiating offers
Use of metaphors and analogies (these are what set you apart – give you distinction)

All of these moves take commitment, solid commitment. Figure out what you real commitment is. What you really want to accomplish, then let everything else line up behind that goal. I just caution you to make it more about the people – the lives you help – rather than the money. When you do it right and your passion is for the people you can help, the money comes.

Awesome stuff Darryl. Thanks for sharing. If you’d like to learn more about Darryl’s training courses and products, please visit www.DarrylSpeaks.com – and read his bio below.

About Darryl Davis

Darryl became a real estate agent at the age of 19 and quickly climbed the ladder to become a top producer, averaging six transactions a month. He became a licensed broker and manager of a new office that became the #1 listing and selling branch within its first 6 months of operation. He’s been named one of the highest-rated speakers at the National Association of REALTORS® convention for the past several years and is the ONLY real estate speaker who is a best-selling author with McGraw-Hill Publishing for his book, How to Become a Power Agent in Real Estate. He is the founder of The POWER Program®, a yearlong real estate coaching program that has proven results of agents doubling their income over their previous year. He’s also the creator of the nationally acclaimed three-day program S.U.R.E. Results, where agents generate an average of $33,504.82 over their previous year. And as creator of the nationally recognized term “Next Level^®,” Darryl strives to bring his students and attendees to their “Next Level^®” of success by training them on how to have more fun and less stress in their business and personal lives. To learn more about Darryl and his training tools and services, visit www.DarrylSpeaks.com, or contact him at 1-800-395-3905.

To learn more about staying in consistent touch with your sphere and farm (as Darryl teaches), visit www.prospectsplus.com, or call our support team at 866.405.3638 today.

Listing INVENTORY is the Name of the Game

Feb 29, 2016

Insights and Strategies from Real Estate Coach Darryl Davis

By Julie Escobar

Since the dawn of real estate, it seems we’ve been hearing phrases such as, “Listings are the name of the game” or “List to last.” While those sayings are as true today as they’ve always been, we caught up with our old friend and real estate coach Darryl Davis to learn why “just listings” aren’t enough to propel your way to the top and stay there anymore. Today’s agents need to focus on building listing INVENTORY if they want to stay in the game and compete at the highest levels. Here’s an excerpt from our interview:

Q: Darryl, you’re teaching your students and coaching members that they need to step up their game in terms of building (and keeping) listing inventory. Can you share a little more about that with our readers?

A: Sure! First, I like to share the WHY – WHY it’s important to build and maintain listing inventory. I’m a big analogy guy, so I sometimes ask agents to think about their friends, family members or neighbors and what they make. You know, a lot of times you don’t know exactly how much other people make, but you have an idea, and sometimes you think to yourself, “I know I make more than that, but they have more than I do or don’t seem to struggle as much as I do.”

Two words explain that: cash flow. See, those other folks are usually salaried people with consistent income, so they can budget and plan their lives around that. In real estate, we don’t have that. Most agents run their business in surge-and-drought mode – right? But it doesn’t have to be that way. If I asked every agent reading this if he/she had a consistent $5,000 (or whatever your number is) every month, would it make your life less stressful? The answer is 100% yes.

Q: That helps put it in perspective, doesn’t it? So there’s the WHY. Can you tell them HOW building inventory solves their surge-and-drought problem?

A: Yes. I like to tell agents to focus on listing inventory rather than listings like this: Imagine you’re selling shoes instead of houses. If you want to sell shoes for a living, you’ve got two choices: One is to get a store, some racks and some shoes, and promote your store… right? The second is to find a buyer who wants to buy shoes, put him/her in your car and drive around to every shoe store in town until he/she finds the perfect ones. Get the picture?

Here’s the thing: Every time you put a buyer in your car to show a listing that’s not your own, you’re basically taking that buyer to another agent’s “shoe store.” You’re essentially becoming an “employee” of sorts for that other agent. Bottom line? No inventory = no business.

Q: Great analogy. Can you expand on that?

A: Think of it like this: You’ve got six listings or, for this purpose, we’ll go back to shoes. So you’ve got six pairs of shoes, and you put four under contract this month. YEA, right? That’s terrific! Well yeah, it is – BUT look at your inventory. You went from six to two. When you close on them, you’ll have a surge of cash, of course, but if you don’t replenish your inventory, then you’ll head into a drought. To create continuous cash flow, you have to at least MAINTAIN or, better still, INCREASE your inventory.

Let’s say you’re brand-new, and you want to build inventory by one per month. You start out month one with one listing. Month two you get another. Month three you get another, but you close on one. So that means month three, you have to get TWO to make up for the one under contract and keep your inventory up. If the average commission is $5,000 per listing sold, and you start with zero and focus on building your inventory by one per month, you should be able to earn $100,000 within 12 months.

Q: It helps to put it in dollars and cents, doesn’t it? It’s more than just the money though – it’s about managing time as well, right?

A: Exactly. When you think like a businessperson instead of solely like a salesperson, you can balance your time. I’ll give you an example: I’ve got a student who earns a quarter million per year and takes two full months off every year to spend with family… two full months! Now if he owned a shoe store instead of a real estate business, would he close down those two months? Of course not. He’d hire a manager to handle things. In real estate, if you don’t have a “store,” or inventory, that can sell while you’re away, you can’t take time off. No inventory = no income, no time off. Lots of inventory = consistent income, ability to take time off.

Q: Love that… treating your business like a business. What a concept, right? Darryl, you’ve always been amazing at teaching agents how to succeed by marketing to FSBOs and expireds, but recently you’ve been sharing why it’s important to stay top of mind with a book of business and geo farm as well. Can you tell me more about that?

A: Because the worst of the housing market crash is mostly behind us, we’re going to see more and more people come into the market in the next few years. Because of that, it’s important for agents to have a consistent marketing campaign. People need to know your name, your face and what you do for a living. I still say working with FSBOs and expireds is a great way to generate listings fast – simply because they’ve already identified themselves as the hand-raisers. That said, think of your business like a wheel – the more spokes you have, the more efficient the wheel works. You eventually hit a point of diminishing return, or too many spokes, but it’s important to find the balance. One or two spokes isn’t enough to generate business momentum.

I’ll give you another example: I have a student named Marty who makes a six-figure income. He lives in South Carolina, but his business is on Long Island. He goes to Long Island once a month to take listings and meet clients. He can do that because one of his “spokes” is a mailing campaign that he sends out consistently to his sphere and farm promoting himself, his business and his listings – all while living in another state! THAT’S the power of staying positioned consistently with the right marketing tools.

Q: Wow! That’s incredible. One of the things our readers tell us is tough for them is following up. They’re either afraid of it (picking up the phone) or don’t make it a priority. Can you share some secrets to success in that area?

A: I would say focus on the activity rather than the results. Why do people fail? Because they don’t see immediate results. So they do what? They QUIT. When you switch your thinking to focus on the ACTIVITY, not the results, it helps you get past the fear.

Think of it like baseball averages. Ballplayers know the more times they get up to bat and take a swing, the more likely they are to get a hit. After a while of playing, they know their numbers… their average. The same is true in prospecting – you’ll get to know your numbers. So maybe out of 10 calls, you get five connects and two appointments. I tell my students that their goal should NOT be to get the appointment; it should be about building relationships. Why? Because it takes the pressure off. Focusing on getting an appointment is a win/lose scenario. If you don’t get it, your reaction is, “I lost. I’m bad.” When you focus on building a relationship, every call is a win. The truth is, you’re not going to get an appointment unless there’s trust. By building relationships, you build trust – and the appointments will happen by themselves.

Going back to the last question, one of the things I like best about consistently sending out mailings is that it helps agents “warm” those calls – which makes follow-up easier, because you have something right off the bat to talk about.

Q: I love the title of your new book, How to Design a Life Worth Smiling About. I just downloaded it and can’t wait to read it! Can you tell us about it?

A: Absolutely. It’s got a lot of fun content in it, and people seem to love it. You know, I ask agents all the time, “When a homeowner lists their house with you, what do you think they want as an end result?” I get a variety of answers, of course. “To sell the home.” No. “To get the most money.” No.

Tune in, and take it all a step further. When you’ve been in the business a while, you’ll often hear homeowners say something like, “If these walls could talk.” They’re not selling a house – they’re selling their HOME. Shelter is the second most important thing to people. They’re leaving the comfort of shelter and going into an unknown. When you’re the agent who can tune into that and realize that every client you help is heading into a new chapter in their lives – and you are a part of that – don’t minimize the powerful impact. Great agents help change people’s lives for the better. When you get THAT… you’re no longer selling.

Q: Darryl, any last words of wisdom?

A: The money we make is actually the thermometer as to how many lives we’ve helped. Focus on the lives you can help, and the money will come.

Awesome insights, Darryl. Thank you so much for sharing with us. I look forward to reading your new book and, as someone who’s known you more years than we care to count, I know all of your students, coaching members and audience members are fortunate to learn from you. Your ability to help people both laugh and learn is extraordinary.

About Darryl Davis

Darryl became a real estate agent at the age of 19 and quickly climbed the ladder to become a top producer, averaging six transactions a month. He became a licensed broker and manager of a new office that became the #1 listing and selling branch within its first 6 months of operation. He’s been named one of the highest-rated speakers at the National Association of REALTORS® convention for the past several years and is the ONLY real estate speaker who is a best-selling author with McGraw-Hill Publishing for his book, How to Become a Power Agent in Real Estate. He is the founder of The POWER Program®, a yearlong real estate coaching program that has proven results of agents doubling their income over their previous year. He’s also the creator of the nationally acclaimed three-day program S.U.R.E. Results, where agents generate an average of $33,504.82 over their previous year. And as creator of the nationally recognized term “Next Level^®,” Darryl strives to bring his students and attendees to their “Next Level^®” of success by training them on how to have more fun and less stress in their business and personal lives. To learn more about Darryl and his training tools and services, visit www.DarrylSpeaks.com, or contact him at 1-800-395-3905.

To learn more about staying in consistent touch with your sphere and farm (as Darryl teaches), visit www.prospectsplus.com, or call our support team at 866.405.3638 today.

Free Reports

Jun 17, 2014

We specialize in providing agents with powerful tools such as consumer and agent reports designed to ensure that you ALWAYS have the right collateral marketing piece to help you successfully grow your business.

Here is a wide variety of powerful free reports, tips and strategies for each as well as corresponding direct response postcards. Print a stack of these reports to give to clients, use as a ‘leave-behind’ piece for listing appointments, as an incentive for buyers to come into the office or as a collateral piece you can email in return for home buyer and seller’s valuable email addresses!

Cash Buyer Checklist

Download this report	With mortgages difficult to push through and cash investors now coming out in force, many agents are turning to these preferred buyers to make closings quick and referrals plentiful. These powerful direct response postcards coupled with our new FREE Report: Cash Buyer Checklist make reaching out to them fast and easy!Target Audience: Cash Buyers (Demographic TIP: Over 40 with a $150,000+ income) Mailing Frequency: Every 3-4 weeks
	Cash Buyer Series:

How to Save for a Down Payment

Download this report	The first time home buyer market is still booming – help steer those new customers your way with this powerful and informative new FREE REPORT! Export as a PDF and attach to emails or place as a download on your website or blog! Start using yours today!Target Audience: Buyers Mailing Frequency: Every 21-30 days
	First Time Buyer / Renter Series:

Making the Move this Spring?

Download this report	Moving is often a stressful time for both buyers and sellers. Show them you’re a resource they can turn to for helpful hints and expert advice with this powerful new flyer that even allows you to ADD YOUR CONTACT INFORMATION! Download today, scroll to the bottom of the flyer and add your Name, Title and Company and Contact Phone number then save to your desktop for quick access!Use as a mailer to your sphere, a fair trade for buyers, a download on your website or blog, or share in your social media circles. Target Audience: First Time Home Buyers & Renters Mailing Frequency: Every 21-30 days
	Fence Sitter Series – Buyers:

Plan Ahead: Save on Your Moving Expenses

Download this report	Moving is often a stressful time for both buyers and sellers. Show them you’re a resource they can turn to for helpful hints and expert advice with this powerful new flyer that even allows you to ADD YOUR CONTACT INFORMATION! Download today, scroll to the bottom of the flyer and add your Name, Title and Company and Contact Phone number then save to your desktop for quick access!Use as a mailer to your sphere, a fair trade for buyers, a download on your website or blog, or share in your social media circles. Target Audience: Buyers Mailing Frequency: Every 21-30 days
	Fence Sitter Series – Buyers:

Moving Made Easy

Download this report	Moving is often a stressful time for both buyers and sellers. Show them you’re a resource they can turn to for helpful hints and expert advice with this powerful new flyer that even allows you to ADD YOUR CONTACT INFORMATION! Download today, scroll to the bottom of the flyer and add your Name, Title and Company and Contact Phone number then save to your desktop for quick access!Use as a mailer to your sphere, a fair trade for buyers, a download on your website or blog, or share in your social media circles. Target Audience: Buyers Mailing Frequency: Every 21-30 days
	Fence Sitter Series – Buyers:

Merchandising Review Form

Download this report	Having the right collateral piece to help you handle objections often and early is critical in the sales and listing process. This tool is perfect for helping you get listings PRICED RIGHT the first time – and also VERY handy at helping sellers of expired listings to pinpoint exactly where their listing took a wrong turn that resulted in an expiration. It can help you get in the door – and get the listings you want at the price that fits your market.Target Audience: Expireds Mailing Frequency: Every 3-5 days after the listing has expired
	“7” Series – Expireds:

How to Help Maintain the Value of Your Home

Download this report	For most consumers, their home is their largest financial investment and they are eager to find new ways to ensure that it holds value from year to year. Make sure your name is always top-of-mind by giving them the resources and information they need to always be in the loop in terms of how they can best care for their investment.Target Audience: Your Sphere of Influence and farm area. Mailing Frequency: Monthly
	Free Offer Templates:

Six Move-Up Mistakes Home Buyers Make

Download this report	For many homeowners, today’s market is the perfect opportunity to move up into the next size home of their dreams. While they may not get as much for the home they’re selling, often times they will be able to get their next home at a significantly lower price. It’s a win-win-win!Target Audience: Homeowners who didn’t buy at the top of the market, have been in their homes for 8+ years and have equity. Mailing Frequency: Every 3-4 weeks.
	Move Up Market Templates:

Selling Your Home Should NOT be a Frightening Experience

Download this report	There’s a lot of scared folks out there wondering if now is a good time to sell, and in some cases, if they can get out from under a mortgage that’s too much for them. Take some of the fear factor out of their questions with this handy report.The Fence Sitter templates for Sellers will help you get in the door and start creating that relationship for consumers interested in selling their home. Target Audience: Area Homeowners and your Sphere of Influence, especially those neighborhoods where you are starting to see a higher than normal turn over. Mailing Frequency: Every 3-4 weeks for best results.
	Fence Sitter: Seller Templates:

Five Signs it’s Time to Hire a Property Manager

Download this report	As our market continues to change, many agents have found their niche in the property management end of the business. Use this report to attract the attention of local investment property owners and to spotlight the benefits of hiring a professional property manager! This powerful tool is a great piece to share in person, mail or email to FSBOs in your market and to add to your website as a download in return for an email!Target Audience: Area Investors Mailing Frequency: Every 3-4 weeks for best results
	Property Management Templates:

Six Pitfalls of Overpricing Your Home

Download this report	Handling the price objection is one of the biggest stumbling blocks for agents, especially in a changing market. Let this free report do the talking and get sellers listening when it comes to understanding that the first rule of salability in any market is to price their home right the FIRST time.Target Audience: Local FSBOs or Fence Sitting Sellers Mailing Frequency: Every 2-3 weeks
	Fence Sitter: Seller Templates:

Five Factors that Cause Properties NOT to Sell

Download this report	Use this report as a means to open a line of communication with FSBOs and to spotlight that selling their home themselves is usually more than a Seller bargains for. This powerful tool is a great piece to share in person, mail or email to FSBOs in your market and to add to your website as a download in return for an email!Use it in conjunction with the FSBO templates as a reason to consider your services as the best option for getting their home sold. Target Audience: Area FSBOs Mailing Frequency: Every 2 weeks for best results.
	FSBO Templates:

Seller’s Security Checklist:
Six Keys for Staying Safe When Showing Your Home

Download this report	This is a great tool for planting the seed with FSBOs that showing property can be risky business and that there is more to it than they might think. It spotlights you as a professional, an advocate for safety and someone who cares about the well being of people and their families.Use it in conjunction with the FSBO templates as a reason to consider your services as the best option for getting their home sold. Target Audience: Area FSBOs Mailing Frequency: Every 2 weeks for best results.
	FSBO Templates:

After the Tax Credit:
Five Top Reasons It’s Still a Great Time to Buy

Download this report

Now that the tax credit is over, spotlight all the reasons that it’s STILL a great time to buy! Use this handy tool to show renters the value in homeownership, and how it pays big to buy sooner rather than later!Target Audience: Local renters and current homeowners that have been in their homes at least five years.

Mailing Frequency: Every 21 days for best results.

Fence Sitter Templates:

Got an idea for a FREE REPORT you’d like to see? Contact us today at pmc@prospectsplus.com!

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