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An Interview with REALTOR Eric Hardy

by Julie Escobar

As we head into holidays and turn our eyes towards the new year ahead, I was eager to get back to some basics by sharing agents stories of best practices for building solid businesses.  Customer care and attention to detail are two factors that are critical keys to success for top performers.  To tackle that topic, I touched base with my old friend and awesome agent Eric Hardy who put customer care on the top of his priority list. Here’s an excerpt from our interview:

Q: Hey Eric – thanks for sharing with us today.  Before we jump in, can you tell the readers a little about yourself?

A:  Yes, I am 45 years old, married, and a father of two. I have been in the wedding business for over twenty years, and recently decided to go back into real estate after a 15 year break. I currently work for Dennis Eric HardyRealty in Lutz, Florida.

Q: You’ve recently re-entered the real estate game. What do you feel is the most important strategy for fast-tracking a successful first year ahead?

A: A positive attitude, a genuine love for what we do. You have to enjoy your wok because it shows to people when you do, and when you don’t. We get to help people with a major event in their life.

Q: How are you building your sphere of influence and staying top of mind with them?

A:  Nowadays social media is key, and understanding the power of it. Along with keeping in touch with people with even just a simple phone call to see how they are. I always tell everyone what I do for a living. When they think real estate, I want them to think of me.

Q: What advice would you give other new agents for hitting the ground running?

A:  Get as much training and education as you can, knowledge is power. Be humble and listen to advice from jl-cards-2people older and younger. And most importantly put the time in, and try new things till you learn what works best for you. Don’t skip on the traditional marketing tools that work either.  Just Listed and Just Sold postcards always have been a staple in our industry for a reason — they work. They help market you as an agent, your listings, and your business.

Q: Do you belong to a mentor or networking group in which you can share ideas?

A:  I work for a great company. We all sit at a round table once a week and discuss marketing plans, odd questions and different scenario’s agents come across. This way when we see a new situation or issue we are prepared.

Q: You were in the wedding business, are you transitioning those clients and customers into your sphere and do you see a niche market there for yourself as an agent?

A:  Yes, absolutely. Most of my couples once they are married their next major life event is usually buying a home. After working with me on their wedding they see that I am competent, intelligent and easy to work with. I want their home buying experience to be a stress free and fun, the same as planning their wedding. There are bumps in the road you may run into, but we are here to help you through that. And thank you for thanksgiving2016v6thumbsstndletting me be part of your big day, and part of a major event in your life.

Q: How important is servicing and staying connected with your customer base to you?

A: It is crucial. One thing I really liked about the REALTOR that helped me buy my home, is he still keeps in touch. I get an email at least once a month and every holiday, and occasionally see him around town and he is genuinely happy we love our home. I strive to give that level of customer service everyday.  Monthly postcards, phone calls, and social media make it easy to stay in touch in today’s world. Your customer base is going to be your strongest line of referrals. Always take good care of them even when the transaction is completed, stay in touch!

Q: Are you working a geographic farm? If so – what are you doing that’s working?free offer door hanger

A:  For me I work best face to face with people. I love to knock on doors, talk to people in my area. I get into conversations with them, and have even made friends and have gotten to know some really great people. The person in front of you may not be buying or selling, but if they like you they will put you in touch with anyone they know who is. Treat every person with kindness, people always do business with people they like. We are not just trying to find the next “sale” but building a career helping good people.

Q: How can people reach out to you with referrals?

A:  I am always available by phone or email, seven days a week. You can reach me anytime at 813-770-2150 or at Hardysline@verizon.net, if you just have a question I can help you with.

Thanks Eric for your time and your advice for what’s working in your corner of the world! Agents love to learn from other agents. I so appreciate your sharing your experience.

Need help marketing YOUR real estate business?  Contact our team at 866.405.3638 today or visit www.prospectsplus.com. 

How to Stay Top of Mind All Season Long

By Julie Escobar

Fall is in the air and the holidays will be in full swing before you know it.  We’ve entered the season of Pumpkin Spice everything and parties and plans are already in the works.  While many agents send Christmas, New Year’s and Calendar cards come December, why not beat the competition to the mailbox and thumbhalloweenv7stndstart with our adorable Halloween postcards. They’re fun, charming and perfect for kicking off your fall well wishes to your sphere of influence.

You can then follow up with Thanksgiving and Christmas holiday postcards and stay top of mind all season long.

AWESOME AGENT IDEA:  Use the reverse side of the postcard to make special offers to your VIP clients.  Here are some ideas that we’ve heard from agents for holiday time:

  • Invite to a holiday open house or customer appreciation event
  • Many agents give away pumpkins or pies during October and November, share where you clients can thanksgivingget theirs.  (One agent we talked to gets her pies and pumpkins from charity organizations so she’s contributing to good causes and connecting with her sphere.)
  • Order trick-or-treat bags and let customers know where they can get hold of theirs
  • Let them know how much you appreciate them and that you are there if they, or someone they know have questions!

Be sure to have some fun this last quarter of the year.  Head over to our Master Marketing Schedule to see all the fun and creative ways you can touch base with your sphere and farm this season and make the kind of connections that will get you noticed — and earn you business.

PLUS — From now until October 15th, we will donate 10% of EVERY holiday postcard order (excluding taxes, postage and handling) to St. Jude Children’s Research Hospital!  Help us help the kids — and stay top of mind all season long! Get started today.

Back to School Real Estate Marketing

Six Lessons for Success 

By Julie Escobar

Back to School Real Estate Marketing

You can almost feel it — that anxiousness, excitement and uncertainty that envelopes us around this time year after year. Tens of millions of children headed back to classes, and even those without little ones can get caught up in the thirst for knowledge, need for more certain schedules and the never-too-old-for allure of new notebooks and supplies. All right, maybe that last one is just me, but you’ll have to admit there is something exciting about creating a clean slate, learning to the best of our abilities and growing as a sales professional as well as a person.

Ready to get started? You’ve had a healthy breakfast, donned your uniform (name badges everyone!) put on your thinking caps and you’re ready to learn – right? Here are the “classes” you must master in this market:

1.   Direct response.  Is your postcard  asking your prospects a question?  Are you raising their awareness?  Are you giving them a reason and means to contact you?  Are you just staying in touch or do you need them back 2to take action?  When you use your marketing to ask the questions that are already in the minds of your prospects, you create a connection that makes people want to reach back out to you.

Even holiday postcards can effectively raise awareness and include a message to not only have a great holiday but to call you should they need you or have questions.   A Just Listed card too – is not just a just listed card.  It’s an invitation to see a new listing, to get a list of other homes like it, answer questions or evaluate another potential seller’s ability to sell their home.  Content cards offer valuable information consumers are looking for and offer an invitation for buyers and sellers to learn more or get free reports. The Neighborhood Update/Free Offer Series, a popular one for agents, offers free reports, valuable consultation, and other items of value to the consumer — as well as neighborhood stats that appeal to buyers and sellers on a hyper-local level.

2.  Consistency.  Again and again and again.  That’s how often you need to “show up” in their mailbox, on autumn cardtheir radar and in the lives of your prospects and customer base.  Our market is too competitive and life is too short for one-shot wonders.  Plus – it’s just too expensive to waste time, effort and of course, marketing dollars on a one-hit mailing.  They don’t work.  Never have, never will.  And in today’s world – people want to see that you’ve got what it takes to stick with it and get results before they want to work with you.  If you give up easily on your marketing – what message does that send to your customer base?  Success comes to those who show up not once but over and over again. With the right message, the right attitude and the right promise of service.  Show them you’ve got what it takes.

3.  List care. Your mailing list is not just “a list.”  It’s not just a spreadsheet of names and addresses.  It represents the lifeblood of your business.  It hosts the people that, if cared for, if catered to, if serviced right, if stayed in touch with, if impacted – will take care of you for the entirety of your career.  In fact, studies show that one in twelve will result in a transaction per year of you consistently and effectively stay in touch.  That said- how many do you want on your list and how committed are you to taking care of them like the  VIPs that they are?

Find a database you’re comfortable with and don’t stop with names, addresses and phone numbers.  Fill in the gaps.  Who is their spouse? What are their kids’ names?  What do they do?  What do they like?  When did they purchase/sell with you last?  What referrals have they sent?  What common interests do you have?  It’s not easy at first – but once you’ve formed the good habit of contacting your list at least three times a year (not all at once, of course!) you’ll start to be able to feed the details into your database.

Don’t lose those lists you get when you purchase a just listed postcard either!  Every time you send a postcard out with us and choose to do a radial or neighborhood search, that list is yours to keep so that you can continue to build your book of business.  Add them to your list and start building a relationship with them as well.  For more ideas of who should be in your sphere of influence – download our free BusinessBASE – and check out the 150 Questions to Help You Build Your Business Relationships.  It’s a great ‘refresher’ course for remembering all the people you SHOULD be building relationships with!

4.  Niche Marketing:  Niche players fare better, earn more, usually are better at time management and can lifestyle selects cardsmore quickly define themselves as an expert in their market area. Why? First, it gives you clarity of purpose, so you’re more efficient in the way you conduct your business, in the manner you build your skill sets and your knowledge base and in how you grow your customer base. You don’t need to be all things to all people. You just need to be the best at reaching out to, teaching and building relationships with that core group or niche. That not only builds your business faster, but it gives you a sense of certainty and confidence that you wouldn’t have if you were trying to work with any and all customer types.

So who do YOU want to work with most?  Seniors?  First time home buyers?  FSBOs? Luxury Markets? Boaters? Golfers? Or maybe outside the box ideas like horse enthusiasts, Harley riders, yacht club members, golfers? Find the fit that’s right for you – then be the BEST for that niche! Now with new mailing list options that include specialty lifestyle interest data, or Nielsen Prizm codes you can easily find more the customers you most want to work with.

That’s not to say you ignore your sphere – just keep enhancing it by building niche markets that help it (and your business) to grow!

10 ways to prospect to schools

By the way – one really time-appropriate niche to start is working with your local school communities. The rewards are great – not just in your bottom line, but the experience you get and connections you create and the very real difference you can make in the lives of students and educators.  Download our Free Report:  10 Ways to Prospects To and Support Your Local PTAs. (You’ll find it close to the bottom of the free reports page.) While you’re there – download a few more great reports to use in your fall marketing!

5.    Leveraging Technology Tools: Leveraging technology and available networking to maximize your potential for lead generation, prospecting and keeping your pipeline of customers filled is crucial to your success.  That means learning how to use Facebook, Twitter, LinkedIn, YouTube and the social networking tools that are available today. It can also mean hosting weekly or monthly conference calls, webinars and workshops for those in your niche, community or sphere of influence. These are great ways to inexpensively and effectively establish and reinforce your niche. Technology allows you to be in many places and in front of many people at one time, which helps you build relationships by using these tools to share information on a regular, consistent basis.

Technology also allows you to put systems in place such as automating the marketing of your listings using systems such as MLSmailings.comwww.GettingListingsSold.com  which can take some of the daily, weekly and monthly marketing chores off your to-do list, freeing you up to spend more time at what you do best – getting face-to-face with customers and prospects.

6.    Work High Priority Activities First. Real estate agents get paid to build relationships and provide exceptional service. There are plenty of ways to be BUSY in this business- but the activities that matter most are the ones that are directly tied to your bottom line.  You need to have absolute focus on scheduling the time to prospect, present, close and build relationships before anything else. That means making and KEEPING that appointment with yourself every day.

The last thing we wanted to cover in our time together is how, as sales professionals, we can create good study habits that will also contribute to our success. Got down time?  In the car, on the treadmill, during your commute?  Make the most of it by ‘plugging in’ to top speakers, trainers and coaches that you can listen to on the go.

Need help? To learn more about how we can help you fuel your business, streamline your systems and take your career to the next level, call our marketing team today at 866.405.3638 or visit our website www.prospectsplus.com.
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Staying Ahead of Your Competition

By Julie Escobar

The weather and the market are both HOT and agents are asking us for strategies and how to’s for august dominatordominating in a geographic farm.  To answer that – we turned to Todd Robertson for some tips and ideas that are working for Market Dominator Members across the nation.

Q:  Hey Todd, a lot of our readers don’t want to wait for the fall market to work on their competitive edge – do you have some ideas for them?

A:  Sure – the year is already more than half over and a lot of agents are looking at the calendar and thinking, “No way am I going to hit my goals.”  That’s a little intimidating, right? For some, it’s enough to make them already start to shut down.  Don’t.  Instead, realize it’s time to dig in. To put a source of accountability into your career – your weekly routine and create a game plan. You know, we’re really glad that we can be a source for agents. The Master Marketing ScheduleTM that you’ve created is a powerful tool to help agents stay on track and put some consistency into their marketing.  It takes the “what do I do?” out, which is a big stress for a lot of agents.  First step I would say, is to start there, and develop a game plan that will allow you to connect CONSISTENTLY, with your Sphere of Influence, a Geographic Farm, and a niche market. If you can work a campaign for each of those marketing segments without fail, month after month, your results will grow exponentially.

Q:  I agree!  We share a lot of strategies about staying consistent.  How often should agents connect withdominator back listing their sphere, farm, and niche?

A:  At least monthly. Those ‘touch’ points are so important in terms of staying top of mind and creating brand awareness.  Send something every month to all three, and not necessarily the same thing.  For your sphere, many agents choose a postcard campaign such as a holiday series (not just at Thanksgiving and Christmas!), recipe cards, content cards, inspirational postcards, or a newsletter each month.  For their geo farms they send our Market Dominator, or Listing Inventory, or the Free Offer/Neighborhood Specialist cards – all are popular.  For a niche, they are specific to that group – for example: Expireds, FSBOs, First Time Home Buyers, Investors, etc. Top agents are also diligent about sending out Just Listed/Just Sold postcards with every listing and sale they have. Without exception. Why? They spotlight you as the agent that can generate RESULTS – and they showcase the properties you are marketing. That’s a powerful combo. Then they do that thing that agents desperately steer clear of but shouldn’t if they want to fire up their career on all levels – they FOLLOW UP.

Q:  There’s the sticking point, right?  The old getting on the phone or walking the farm and knocking on doors part that stops agents in their tracks. Any suggestions?

A:  Yes, the first step we just talked about – putting a campaign in place that touches your customers and prospects every month. That makes it way less intimidating when you call them. Why? Because you have a reason to touch base with them.  It doesn’t have to be a “SALES call”, it is a follow up call – or visit if you are walking a farm.  “Hey there, Todd Robertson here, from Success Realty, just wanted to touch base.  We’ve got a LOT of changes in the market, and I just wanted to see if you had any questions.”  (Yes or no, doesn’t matter really, you’re just touching base, asking questions.) Or you can do a combination of touching base and letting them know that you have a big goal to hit.  “Hey there, Todd Robertson, Success Realty, how are you?  You may have seen me in the neighborhood and I hope you’re receiving my mailings.  I just wanted to touch base, see if you had any questions about our market or what homes are selling for right now?  By the way, I am committed to helping as many clients as I can take advantage of this market.  Who do you know who might be interested in buying or selling in the next 90 days? Maybe someone from work? Or your kids’ sport team?  Or church?  If you think of someone, I sure hope you’ll remember my name and pass it along. Thanks so much.”

This month we shared a great listing strategy one of our Dominator members uses — and that’s to take the extra 20 Market Dominators that he gets each month and bring them with him when he is walking his farm or going on listing appointments.  He lets people know that he is the only one in that market that is willing to consistently show up in a big way (12×15!) each month and that when they list with him – he will dedicate an entire 1/3rd panel of his Dominator to market that listing until it sells.  That’s helped him close for the signature again and again. You may want to give that a try as well!

Here’s a quick video I did for our members on the topic:

Q:  Awesome — lastly, what about those agents who need the extra push or accountability? 

A:  For a lot of agents coaching is a good investment, but it can be out of the budget for many.  Instead, perhaps consider starting or joining a Mastermind group in your area.  Think and Grow Rich has an entire chapter on this topic that is still incredibly relevant and powerful today.  Participating in a group like this costs you zero – but your return will be extraordinary.  You’re involved with like-minded people, all with the goal of lifting each other up, cheering each other on, and holding each other accountable. That’s the missing link for many agents.  If there’s not one in your area that you want to join – start one.  Your career, customers, and bank balance will all be the better for it!

We’re hosting  a new webinar next week, Wednesday, Jul 27, 2016 2:00 PM – 3:00 PM EDT How to Own More Market Share & End the Year WIth 5 Extra Closings — we hope you’ll join us!

Click here to register. 

Thanks Todd.  Great stuff.  If you’d like to learn more about the kind of tools that we have to help keep YOU on track and ready for the fall market and beyond, head over to our Master Marketing ScheduleTM  or main site today.  If you’re interested in dominating a geographic farm and would like to speak with Todd about that directly, click here to learn more.  Our team is here to help you with all your marketing needs, call us today at 866-405-3638!

Positioning Yourself to Be the Go-To Agent

By Julie Escobar

It’s certainly a whole new ball game out there isn’t it?  The buyers are out in force and agents are now fast and furiously competing to both find and market new listing inventory.  If EVER there’s been a time where listings are the name of the game?  It’s right now. We recently did a poll to see what people were most interested in this month in terms of their marketing — the number one choice? HOW TO GET MORE LISTINGS.  Enter this week’s topic!

Let’s look at four tips and tools you can use to position yourself as the go-to agent for listings in your market.

  1. Systematically work For Sale By Owners and Expired listings. Make this on the top of your to-do list each week.  Send them something. Get voice-to-voice. Go see them. Since they’re already motivated sellers-make sure they know how motivated you are to help them achieve the results you want!
  2. Include a PDF. Another strategy came from one of our top agent customers who, before every listing jl jsappointment, creates a pdf version of a Just Listed postcard with a picture of the potential seller’s house and all listing details and includes it in every listing presentation as an example of the marketing that she will get started immediately upon getting their signature!  (Very clever!) Click here to see a selection of Just Listed Postcards you can download.
  3. Host an Open House to generate listing leads.  In areas where homes are just starting to turn over, you’ll more than likely shake out the 3-4 (or more) other homeowners in the neighborhood who have been thinking about selling.  Be sure to do your homework – canvas the neighborhood well in advance of your open house.  Advertise it well.  Send open house cards, use door hangers or flyers to your existing sphere of influence or farm areas as well.  Some agents create an open house field day – where they’ll advertise 3-6 open houses all on the same day, one right after the other.  While it makes for a long day, it does showcase you as an agent who has a lot going on and knows how to get things done.  I 6 pitfalls of overpricingalways recommend having powerful collateral pieces at your open houses as well.  Like 6 Pitfalls to Overpricing Your Home, Saving for a Down Payment and the Cash Buyer Checklist.  When you have more creative collateral than just the home listing flyer you present yourself at a higher level of service and resource.
  4. Saturate Your Target Neighborhood.  Working an area or areas where you know turnover is starting to happen?  Blanket those areas with a powerful inventory-needed campaign that speaks to the mindset of potential sellers and spotlights you as the agent to call when they are thinking of selling now or in the near future.  Our Listing Inventory Series is great for getting attention. Or, if you really want to turn up the heat, learn more about our Market Dominator System which takes saturation mailing and direct response marketing to a whole new level!  Then be sure to follow up on that saturation mailing and make the most of your marketing efforts.

Good luck getting those listings, and remember if you need help – call our marketing team at 866.405.3638!  Be sure to check out our Specials Page this month as well if you haven’t already and see what’s new and get your budget-saving promo codes!  

 

8 Tips for Using Seasonal Marketing

by Julie Escobarearth day

While a lot of sales pros send out holiday greetings for Thanksgiving and Christmas, we’re finding that lots of top agents stay in touch with seasonal messages for the sphere of influence all year around.

Great idea as staying in touch and top of mind never goes out of season.  Before you buy a card, stick a stamp of figure out where your mailing list is — consider these eight tips for sending seasonal marketing.

  1. Be clear about your message.  Even when you’re sending holiday postcards, you can use the reverse side to send a great message to your customer base.  If you are sending to both your sphere and farm, you may want to consider altering the message mother's day cardslightly for each. Make it personal and heart-felt, with a note of thanks for allowing you the opportunity to serve them as customers — or in the case of your farm – the community.
  2. Serve two purposes.  Are you having a holiday open house? Customer event?  Charity drive?  Looking for a good time to stop by with a small gift? You can include that information on the cards as well.
  3. Don’t be salesy.  Holiday greetings are not about the sale – they are about the connection.  Keep it warm and personable.
  4. Don’t wait for just Christmas.  Many top agents send a holiday message once a month to their sphere. Mother’s Day, Father’s Day, Independence Day, Back to School, and Halloween are all favorites. There’s summer timesomething to celebrate all year round, and it’s a fun way to stay connected and stand out as someone who is “there” more than just in the month of December.
  5. Have some fun with it.  Got a great team? Or just a great personality?  Take some fun pictures and opt for a photocard rather than a more traditional card and don’t be afraid to get a little creative with your photos. Create a fun message and send out each quarter.
  6. Don’t leave anyone out! You know all those mailing lists you’ve been collecting throughout the year? For Just Listed postcards, or the stack of business cards that have been sitting on the corner of your desk collecting dust?
  7. Order early.  We suggest sending your holiday cards out at LEAST two weeks in advance of the holiday back to schoolevery month — and sending first class as opposed to standard-class to ensure timely delivery.
  8. Follow up.  Sending cards is a great way to easily stay in touch.  Pick a postcard, edit your message, add a list – and you’re done!  In a matter of minutes you’ve created a connection.  However to really get the full impact of ANY mailing (holiday and otherwise) — be sure to follow up – at least with the top 25% of your list.  There is no substitution for this step.  Imagine if you made it a point each year, every year, to speak with every single person in your sphere at least twice a year?  Touch base, see if they have questions, thank them for being great customers, and say hello.  Here’s what happens when you do:  they remember you.  They don’t list with another agent because your name wasn’t on the radar.  They are grateful that you take the time to call.  And one out of 12?  Statistically will do business with you or refer business to you.

Here’s to staying in touch with your sphere and farm!

If you’re new to ProspectsPLUS!, watch this quick video to learn how fast and easy it is to register for your free membership, and place a postcard order in ten minutes or less!

Need help?  We’re here for you!  Call our team at 866.405.3638 today.  We’ll help get your holidays started and save you money at the same time! Have a great one!  

Real Estate Agent Success

Insights from the Front Line with Ramona Williams

By Julie Escobar

When it comes to knowing EXACTLY what real estate professionals, and specifically our ProspectsPLUS!
customers want and need to grow their businesses in today’s market, I knew that there was one person who would be perfect to interview. My closest friend and always one of the smartest people in the room, our Director of Business Development, Ramona Williams.  With both an MBA and more thirty years of experience working with real estate agents and brokers, she’s the go-to resource for insights and ideas.

Here’s what we learned:

Q:  You are on the phones with customers every day, where do you think agents are needing the most help in terms of marketing their businesses and their listings?

A:  Consistency – hands down. That’s honestly where most agent’s marketing breaks down.  One and done listing inventory snapshotmarketing doesn’t work, never has and never will.  Secondly, what hurts agents is having no strategy at all.  That’s not a new problem of course. That’s historically where agents fail to grow their businesses, and why so many don’t make it.  Unfortunately, the majority of agents try lots of little things, including whatever the “shiny new idea” is in the office at the moment and never commit to anything consistently.  The result is they end up all over the place in terms of the message they are sending out into their market, and they’ll actually spend considerably more money trying every new thing that comes along than they would if they just put a solid, strategic plan of tested direct marketing that works in place and stuck to it.  Consistently sending branded, direct response marketing every 21-45 days to a sphere and farm is still the best means of driving results in our industry.

Q:  We’re seeing a huge rise in agents using EDDM® as a means to strategically market for less – what is your take on that and what advice do you have for others eager to do the same?

A:  I think Every Door Direct Mail® is a terrific way for agents to cover a large geographic area because of the Dominator April 16lower postage costs.  It makes it really affordable for agents to get back to those basics like working a geographic farm.  What I really like about seeing agents return to geo-farming is that it helps them focus their marketing efforts. For a long while we saw agents just chasing the next deal. They’d follow internet leads wherever they took them – sometimes driving hours to take a listing.  EDDM helps them to find a geographic market area that makes sense for them and literally get in every door. When used consistently, it creates a much more predictive business and income model than constantly chasing new business.  Here’s what else I can tell you – the great agents get that. They know that it’s not only OK to be in control of their marketing and business, it’s a must if you want to create a consistently growing business with commissions and referrals you can count on.  I think so much of the time you see agents who look at the business of real estate as risky to start with or unpredictable because it’s commission based.  So their mindset is that their business is supposed to be all over the place, or unpredictable as well.  Savvy agents know that real estate is a business and can be a very lucrative one if they treat is like it is and work a plan.

Q:  What product do you see the most demand for in today’s market?

A:  I’d say in most areas of the country inventory is still historically low, so agents are looking for any vehicle that can help them get listings.  So we’re seeing a lot of EDDM, Just Listed postcards and Just Sold postcardsjl js cards (which are great for pulling double duty – marketing the listing and the agent), our Market Dominator, Listing Inventory cards, FSBO and Expired tools, and our Neighborhood Update/Free Offer cards. The last take a little more work to input the listing data, but it’s what consumers want to see, and they make direct response offers, so they work.  Again, it’s getting back to taking control of your marketing.

We are also seeing an uptick in agents struggling with pricing listings correctly and that’s where your eBook 21 Ways to Get Your Listing Priced Right the First Time (Despite the Seller’s Objections) is a terrific tool that’s really affordable and filled with the kind of objection handlers agents need today.

Q:  You and I go way back in this business – we won’t say how far!  How do you think the market has changed and what do you think agents can do to best get in front of those changes and be competitive?

A:  You know, surprisingly, it really hasn’t changed all that much.  Our business is and always be cyclical.  What is different, of course, are the amount of technology options agents have and how many different organizations are selling to them.  Many of which are amazing and game-changing solutions for agents, no doubt. It does, however, make it really easy for agents to take their eye off the ball and look for that “magic pill” that will skyrocket them to success.  While that’s understandably tempting, the keys to being the top in your field is the stay focused, build inventory, price listing right, have a strategic plan, and find areas you really enjoy working and stay the course.

Q:  Excellent advice! You work with top producers and high volume teams quite a bit as our Director of Business Development.  What are some factors from a marketing perspective do you think they deploy that allow them to continuously rise to the top?

A:  Much like we just talked about, top teams and top agents don’t roll the dice with their results. They build their businesses exponentially by putting systems in place so things don’t fall through the cracks and understand and implement the power of consistent marketing.  In other words, they don’t wait and they don’t shy away from marketing at high levels.  They prioritize immediate lead generation, but they also have systems that allow them to build their brand and their businesses long term.  They are also typically service-minded professionals.  They take excellent care of their customer base, and communicate effectively and often with their sphere and farm.  That’s smart business.

Q:  Awesome. Any last words of wisdom for the readers?

A:  Well I guess I would say that this is truly a great industry where people can make an excellent, lucrative living that is relatively affordable to get into with a strong return on investment.  I would tell them to be strategic, consistent and be mindful of who you model yourself after.  You and I have both seen, countless times, agents who have been in this business 3, 4, 5 – even 10 years or more in this industry and have never put a sphere of influence database together.  While some may do all right at that, it makes you really wonder where COULD their business be if they had put that basic but so important piece in place? That’s a lot of missed opportunity and money left on the table.  I’d challenge agents to not do the same.  Get back to the basics.  Have a plan. Use strategic, consistent marketing (both in terms of timing and branding) to build your inventory, price them right, follow up, and take care of your book of business and your farm.

As always, you’re a tremendous source of advice for today’s professionals. What’s great for our customers to know is that you’ve done such an amazing job of both training and managing our support and marketing teams that they have incredible skills and insights as well and are wonderfully adept at helping agents and brokers figure out the best plans for them, and helping them strategically implement those plans every day.  Kudos to you for that!  Thanks for sharing!

If you’d like to connect with a member of Ramona’s team, you can call them at 866-405-3638 or email us at pmc@prospectsplus.com.  They are eager to help make your job – and your life a whole lot easier!

Was YOUR Name Drawn?

Wow! A big thanks to all our amazing contestants this past month! We had some terrific entries – and we thank you all so much for sharing your ProspectPLUS.com experiences! If your name wasn’t drawn – no worries!  We’ll choose three MORE winners April 5th!  Congratulations everyone!

Our $250 Winner is Scott Fuller, who shared, “I found their website and began messing with some templates. I received an awesome package in the mail with amazing samples for my business, along with promos. I have just ordered my first two mail pieces through them and I’m making plans for a lot more. I am incredibly impressed! The ability to purchase beautiful postcards, personalize them, get my mailing list, and have them mailed all in one place (and all at a great price) is so beneficial to my business.

Our $100 Winner is Landa White, who shared, “I found ProspectsPLUS.com while searching online for prospecting material. I’m glad I did. I placed my order and received it promptly. Love the door hangers. So professional looking and great price. I was so excited that I referred a friend who placed an order. Then, the next thing I know I’m being sent a $25 gift card because of my friend’s order! Thanks and I’m ready to place another order and spread the word about ProspectsPLUS.com!”

Our $50 winner is Lorna Henry, who shared, “As a new REALTOR on a very limited budget, I very much appreciate the complimentary tools & resources that are available to help me grow my business. ProspectsPLUS.com made available to anyone a 2016 MASTER MARKETING SCHEDULE that helps me stay in front of my sphere of influence with scheduling a timely and seasonal message to them. Thank you ProspectsPLUS!”

Thank you to everyone who entered! Ready to throw your hat in the ring? It’s easy!  Leave your review of your ProspectsPLUS.com product or service on our Google+ Page or our Facebook Page today!  We’ll give away a total of $400 more in ProspectsPLUS! gift cards!  Next drawing is April 5th.

We’d also like to invite you to join us in our goal to raise $50,000 for St. Jude Children’s Research Hospital®! We are matching every donation this year, dollar-for-dollar! Learn more at: blog.prospectsplus.com/st-jude

And if you’re in the mood to see what’s NEW – head over to our Specials Page and see all the new marketing tools for February and nab your 10% savings promo codes! 

    In a world where we are all swimming in technology from our smartphones to TVs in every room, to watchespp branded notecards that do everything but the dishes — sometimes it’s the old school ideas and strategies that gets the most notice.  Like hand-written notes.  They are back in a big way and helping agents connect with those superstars in their sphere of influence in an extremely personal way. In fact, studies show a personalized note can increase response to a marketing campaign by 30-50% – certainly not a figure to ignore.

    Time critical for busy agents, there is no doubt – so we have things like direct response postcards that we send en masse to our sphere and farms, automated just listed and just sold postcards that can relay our success rate and skill to the neighborhoods we are working, and email marketing that goes out in a blink of an eye.  Those are all marketing staples that keep our businesses humming along.

    You know what they say though about going the extra mile and it never being crowded? It’s true!  Each week choose 5-10 people to send a hand written note on branded note cards, and a business card enclosed.  This one little ‘extra effort’ idea could mean an extra closing or two (or 10) in your year.

    Send to:

    • People in your sphere of influence
    • Referring agents
    • Co-broking agents
    • Open House visitors
    • People in your network
    • New businesses in the area

    Ideas for messages: 

    • Thank you (for business, referral, professionalism, being a client, kind gesture)
    • Thinking of you (anniversary, birthday, anniversary of closing, general message)
    • Congratulations (life event – new job, graduation, baby), great transaction, award, special recognition)
    • Just Because (Have some fun with our Master Marketing Schedule suggestions for almost every day of the month!)
    • Saw this and thought of you (article, picture, cartoon, recipe)
    • Appreciation Gift (movie tickets, gift card, restaurant gift certificate)

    Little things mean a lot in today’s hurried and harried world.  Taking 20-30 minutes per week to personally reach out to the VIPs in your sphere, farm, and network will have a big impact on your career and these vital referral relationships!

    See all twelve designs for our branded real estate notecards here.  Need help? Call our team today at 866.405.3638.

     

      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!

        fun days large

        September Fun Days!September

        Fall into great fun this month with terrific celebrations, cool ideas and creative reasons to contact your farm area, sphere of influence, friends & family!

        September is…

        •     Classical Music Month
        •     Hispanic Heritage Month
        •     Fall Hat Month
        •     International Square Dancing Month
        •     National Blueberry Popsicle Month
        •     National Courtesy Month
        •     National Piano Month
        •     Chicken Month
        •     Baby Safety Month
        •     Little League Month
        •     Honey Month
        •     Self Improvement Month
        •     Better Breakfast Month

        Suggested postcards for this month:  (Always order holiday cards at least two weeks in advance please for timely delivery!)

        autumn postcard

        recipe postcard

         

        Each Day:

        1 Emma M. Nutt Day – the first woman telephone operator (one ringy dingy…two ringy dingys)

        2 VJ Day – Surrender ceremony aboard the USS Missouri formally ends WWII

        4 Newspaper Carrier Day –   (Do you still love the “crinkle of the newspaper” or do you read everything online now?)

        4 Rosh Hashanah – Happy New Year to our Jewish friends!  Wishing you a blessed and happy year ahead!

        5 Cheese Pizza Day – Order pizza for four of your favorite clients or send a pizza gift certificate with a note, “Happy Pizza day from your favorite neighborhood specialist!  If you need any piping hot real estate ideas – give me a call!”

        5 Labor Day – (USA) Enjoy your day of rest!

        6 Read a Book Day – Here are some of our favorite business books of all time!  What’s in Your Library?

        8 International Literacy Day – Host a neighborhood book drive in your farm area.  Donate the books to a local library, children’s home or inner city school.  Books open minds – and open minds open doors for a lifetime!

        8 Grandparent’s Day – If you’re blessed to still have grandparents – give them a call!  While you’re at it – call at least 6 of the seniors in your sphere that you know are grandparents and wish them a great day!  Maybe even take a little field trip to the local nursing home to brighten their day.

        10 Swap Ideas Day – Set up a networking meeting with top producers and local business pros to swap ideas, share referrals and get connected!

        12 Chocolate Milk Shake Day – Make it a Milkshake Monday!  If you’re doing any corporate marketing – consider bringing a milk shake surprise to the “gatekeepers” or executive administrators at six of the corporate offices you’re prospecting!

        13 Yom Kippur – Many blessings to our Jewish friends during this Holy Day!

        13 Fortune Cookie Day – You can have these custom made with your message inside!  http://fancyfortunecookies.com/ What a great treat and way to share your good fortune with you sphere or farm.  Think outside the box!

        13 National Peanut Day –   Head to your local Sam’s Club and buy a big box of individual packets of peanuts – attach a note – I’m Nuts About Great Clients Like You!  Call me with all your real estate questions or needs!  Sometimes just doing something funny and different on a random Tuesday can make you memorable for years to come!

        13 Positive Thinking Day – Personally – I believe every day should be positive thinking day! Share your favorite positive thought on your social networks today and ask everyone to share theirs right back in honor of this special day!

        14 National Cream-Filled Donut Day – Grab a box of your favorite donuts and treat the office staff today with these goodies.  Be sure to bring some home for the family too!

        16 POW/MIA Recognition Day – A somber day indeed – one to reflect those who protect and serve and their families.

        16 Working Parents Day – Celebrate your successes.  Juggling kids and careers has its challenges!  Get a few parents together for a Friday night cookout or celebration and share fun memories and fresh ideas!

        17 National Apple Dumpling Day –Break out your inner chef!  Found a great recipe for apple dumplings: http://allrecipes.com/Recipe/old-fashioned-apple-dumplings/detail.aspx — what a terrific treat with fabulous fall apples!

        17 Citizenship Day/Constitution Day – Little trivia for you to share with your social networks today: http://en.wikipedia.org/wiki/Constitution_Day_%28United_States%29

        18 National Cheeseburger Day – Ok – now we’re speaking my language!  Invite 4-6 clients or friends (or both!) over for a Sunday afternoon cheeseburger cookout.  Try some new recipes– spice it up!  Pepper jack?  Blue Cheese?  What do you like on YOUR burger?

        18 National Women’s Friendship Day – Show your circle of friends some love today – contact those closest to you and thank them for always being there.  Then spread the word in your social network!

        19 International Talk Like A Pirate Day – arrrggghhhh! Time for a little fun today!  Did you know you can change your Facebook Language to Pirate?  Go to Account Settings – Language – English (Pirate) – You’ll have fun all day!

        19 National Butterscotch Pudding Day – Now if that doesn’t make you think of Grandma nothing will!

        21 International Peace Day – Share this on your social network.  I love this site for great quotations: http://www.brainyquote.com/quotes/keywords/peace.html

        21 Miniature Golf Day – Well nothing like a little round of putt-putt on a Wednesday evening!  Grab the kids and have some fun. All work and no play makes for a dull salesperson!

        21 World Gratitude Day – The PERFECT reason to contact at least 20 people in your sphere.  Call up your client base and let them know that you are grateful for them on this very special day, and remind them that you are always only a phone call away!

        22 First Day of Autumn – Get the ‘everything you need to know in one spot’ package right here at the Old Farmer’s Almanac!  (Where else?)  http://www.almanac.com/content/first-day-fall-autumnal-equinox

        22 Business Women’s Day – How many women business professionals are in your network – celebrate them today with a card or a call and let them know how much you appreciate all they do and all they are.

        26 Johnny Appleseed Day – Grab some apples and share with clients and colleagues today.  (Planting seeds doesn’t always involve gardening.  Sometimes it just means connecting with people!  Old Johnny would have liked that!)

        28 Ask a Stupid Question Day – Ok this one is a riot.  (Makes you think of at least one person—come on you know it does!)  Put this one on your Facebook or Twitter status and see who can come up with the most stupid question of the day!

        28 National Good Neighbor Day – Perfect opportunity to walk your neighborhood farm.  (Bring some apples aka Johnny) – celebrate good neighbors and introduce yourself as the neighborhood specialist!

        29 Confucius Day – Here’s a great site for some wise words you can share from Confucius!  http://www.brainyquote.com/quotes/authors/c/confucius.html

        As always – we’re here to help!  Call us at 866.405.3638 if you need marketing assistance or help placing a postcard order!  Click here to see our monthly specials! 

          Spring is the real estate industry’s most dynamic season, and the smartest agents know that data isn’t just something you glance at — it’s a tool for strategic action.

          According to NAR, 42% of home sales in 2024 occurred between March and June, proving this season’s outsized influence on annual production. Agents who leverage that momentum with data-driven insights outperform those who rely on instinct alone.

          What to Track (and Why It Matters)

          Focus on local inventory levels, days on market, median price shifts, and buyer demand by zip code.

          A recent Zillow report found that homes listed in early May sell six days faster on average — a clear signal to align your campaigns with peak interest. Use these insights to time “Just Listed” mailers, retarget ads, and update your seller scripts with confidence.

          Data = Confidence in Conversations

          Buyers and sellers are flooded with headlines. When you can explain how your neighborhood’s days-on-market dropped 15% compared to last spring, you instantly differentiate yourself.

          “Statistics are your story when trust is on the line.” Tom Ferry

          Make Marketing Decisions That Perform

          Use your MLS or tools like Altos Research or Keeping Current Matters to spot hyper-local trends and translate them into smarter marketing.

          This isn’t about data overload — it’s about clarity, timing, and earning trust. The spring market is loud. Be the voice backed by facts.


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

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

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

          2. The Free 2025 Q1 Real Estate Marketing Guide

          Kickstart the second quarter of 2025 with our 2nd Quarter Real Estate Marketing Guide, designed to help you achieve your real estate business goals. Packed with tools like a goal-setting sheet, monthly insights, tailored task lists, and marketing recommendations, this free guide is your ultimate resource for success—download it today for FREE! –Click Here

           

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

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