business growth

If You Need Real Estate Business, Get Out and Network

Apr 12, 2022

Remember the days when real estate agents considered themselves sales professionals?

Today, most consider themselves to be ace relationship builders and wince when anyone regards them as someone in the same category as a person who sells cars.

However, a strong, well-maintained network can sustain your business for decades to come.

But, wait, “network” isn’t only a noun

When you “… interact with others to exchange information and develop professional or social contacts,” and relationships, you are networking. Generally speaking, there are three types of networks that real estate agents participate in:

Professional
Peer
Client (or prospects and leads)

All three provide different results, but today we are addressing the potential client variety of networking.

While it’s the wise agent who schedules time to nurture their current networks, those a step ahead are also adding to it, by networking.

Networks should be diverse

Unless you’re building a professional network, choose events and opportunities outside of the real estate industry. This might include chamber mixers and school board or PTA meetings where you’ll be exposed to those who are active in bettering your community.

Diversity in your networking, however, is critical, so branch out to other opportunities as well.

Consider creating a community service network by joining the local chapter of the Lions Club, Rotary or Jaycees.

“If you consistently push your boundaries and work to broaden your sphere of connections, over time, you will run into opportunities that others would only be able to describe as luck,” suggests Maria Arauz with the Keller Center for Research at Baylor University.

The Content Card Series is shown above. See Content Card postcards, HERE. See Content Card scheduled campaign information, HERE.

Break the ice … Gently

Naturally, you’ll want your new network of possible clients to understand what you do for a living, but there’s a right way and a wrong way to let them know.

“If you go to networking events with the intention of just trying to sell to people, they won’t want to meet with you later because they know you’re going to pitch to them,” cautions author and keynote speaker Ivan Misner at entrepreneur.com.

These are the overtly salesy folks who approach others at events, business card in hand.

“Be interested, not interesting” Misner continues. “It’s not all about you.”

If you want to make a true connection, make the conversation all about them. No pitches, no asking for business.

Sure, it takes time to network. Step one is making the time. Step two is showing up.

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 esthetic. It includes compelling, direct response-driven articles written by real estate industry experts, combined with 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 12 Month Done-For-You Strategic Marketing Plan

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

3. The BusinessBase, SOI building system

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

4. The Free Interactive Real Estate Business Plan

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

5. The Become a Listing Legend Free eBook

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

6. The Take a Listing Today Podcast

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

Grow Your Real Estate Business and Overcome Your Fear of Spending

Jan 25, 2022

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

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

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

Want proof?

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

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

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

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

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

Overcome your Fear

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

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

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

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

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

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

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

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

6 Reasons to Go After Baby Boomers Right Now

They own 26 million homes in the U.S.
They control 70% of all wealth in this country.
They hold more than 50% of all owner-occupied homes.
41% state they will definitely purchase another home.
They are almost completely ignored by the real estate industry.
And, we’re giving you the first 100 prospects on a Baby Boomer list for free right now!

That’s Right, Discover Baby Boomers in Your Area and GET THE FIRST 100 FREE!

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

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

This offer expires on January 29th, at midnight.

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

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

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

2. The Free Interactive Real Estate Business Plan

Want more real estate referrals?

Feb 17, 2020

That commission kerfuffle in which the NAR is embroiled, brings with it lots of discussions, questioning the value the agent brings to the real estate process.

Buyers’ agents, especially, are under the magnifying glass and it’s not at all uncommon to find quotes from consumers testifying that these agents do little to earn the “big bucks” the public thinks they make.

However, the results of a recent Century 21 survey say otherwise.

Ninety-nine percent of buyers claimed that their agent “added value” to the process.

Which is not quite what we’re hearing from the media, right? And, if I were a gambler, I’d bet against that study seeing the light of day in the mainstream media.

But buyers’ agents can take heart in knowing their clients approve of the job they do.

There were also other tidbits of information from this particular survey that, if heeded, can help listing agents maintain their relationship with clients long after the deal is done.

And, successful relationships result in referrals.

Use handwritten notecards to send a special message to your Sphere. Available on ProspectsPLUS.com.

First, let’s talk about buyers’ agents

Sadly, nearly a quarter of homebuying clients interviewed said they hadn’t heard from their agents since closing. It’s bad enough that so many agents can’t seem to follow up with leads and prospects but that they also ghost their clients – people they know – is simply mind-boggling.

Then, when we consider the C-21 survey results about how happy these clients were with their agent, what kind of crazy does an agent have to be to not follow up?

Would it help if you knew that these clients feel “abandoned” when they don’t hear from you? Would it help to know that more than one-third of survey respondents said they “were unlikely to recommend or rehire the agent they just worked with?” (Emma Ludman, Chicago Agent Magazine).

It’s easy to assume that since they just bought the home, they won’t be needing your services for some time. But they most likely have friends, family, and colleagues, right? If your name is top-of-mind when someone asks your clients which agent in town they recommend, you’ve got yourself a referral.

Follow up, follow up, follow up

The very first thing agents need to do is show their appreciation and gratitude to the person or people responsible for that commission check they just received. You’ll find a wide selection of cards here on ProspectsPLUS!

If you prefer to send a hand-written note, keep it brief.

“We are truly grateful for the trust you placed in us during your recent home purchase/sale. Please don’t hesitate to reach out if you have any questions.

We hope to be your real estate team for many years to come.”

Get the card in the mail within a week or two after closing.

Then, create a follow-up campaign

Send the Neighborhood Update postcard, available under the Neighborhood Update Series.

If you don’t already have a follow-up system, it’s time to create one. In 2020, you’ll get the most bang for the buck with a direct mail campaign.

The mailings must be personalized and they must be strategic. Dig into your CRM and create lists, even if they’re as simple as a list of buying clients and selling clients. We would suggest an additional list of sellers who also bought a home. These experienced homeowners require different information than first-timers.

Decide what you’ll mail and how often. A list of what has sold in the neighborhood is welcome information for your buyers who are most likely keeping tabs on how their investment is doing. Also, consider:

Neighborhood update – Borino has a brilliant tip for making these more memorable and effective. Watch the YouTube video to learn more (market update letter is at 3:31).
Newsletters
Just listed/sold postcards for homes near them
Birthday and holiday greetings

“Defying the mediocrity that still exists in the real estate industry is a major part of our mission,” according to Mike Miedler, president and CEO of Century 21 Real Estate LLC.

Send the Multi-Photo Just Listed postcard to your Sphere and show them how active you are. Available under the Multi-Photo Series.

Make it a part of your mission as well by keeping in touch with past clients strategically and consistently.

Send the Multi-Photo Just Listed postcard to your Sphere, keep them apprised of what you’ve been up to and stay on their minds.

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

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

1. The 12 Month Done-For-You Strategic Marketing Plan – NEW 2020!

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

2. The Free One-Page Real Estate Business Plan – NEW 2020!

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

3. Become a Listing Legend Free eBook

4. The Free Online ROI Calculator

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

5. Get the ALL-NEW Real Estate Marketing Guide “CRUSH IT”

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

Real Estate Marketing That Leaves No Money Behind

Jun 10, 2019

The reality is, there is never enough time in the day to get all of your necessary work done, including marketing.

And certain important aspects of your work can only be done by YOU. This forces you to make hard choices about where to dedicate your time.

But what happens to the rest of the work?

Go from overwhelmed to an opportunity multiplier

Lets look at marketing activities.

The success of direct response marketing for branding and generating new clients is well known. This is especially true for Just Listed and Just Sold postcards.

However, the effort involved in uploading home photos, adding copy, and creating a targeted mailing list can drain you of valuable time.

We know the importance of getting Just Listed and Just Sold postcards out with every listing and sold. It’s the road map top agents follow to maximize each opportunity and ensure no money is left on the table.

And we also understand that you can’t stop in the middle of an already over-booked day to send out a Just Listed or Just Sold postcard.

Which means, very often, these postcards just don’t go out…and money gets left behind.

Therefore, automating this important area of your business plays a big role in cultivating ongoing business success…and growth.

Meet your problem solver – MSLmailings.com.

It’s the answer that frees you from this time-consuming work, yet provides you with the desired results.

You continue doing the work most important to your business – prospecting and going on appointments. MLSMailings.com takes care of sending out your Just Listed and Just Sold postcards – ensuring no money is left behind.

MLSMailings.com is like your own “invisible marketing assistant”.

It really is easy to maximize your opportunities

You may be thinking, “but I’m so busy, I don’t even have time to execute a process like this”.

Not so, using MLSMailings.com is easy.

Here’s how it works.

MLSMailings.com automatically generates postcards for your listings when they are active and sold. The data is received directly from your MLS and a postcard is generated automatically.

You receive an email 24 hours prior to printing, giving you the option to opt out. If you want the postcard to go out, you do nothing and the postcard is mailed to surrounding home owners of the property address.

That’s it!

There is no commitment for you to use this service and you can stop using it when ever you want.

However, it’s doubtful you’ll stop.

Once you’ve been freed of a time consuming activity and able to focus all of your attention on growing your business there will be no turning back.

There’s no longer a reason to leave money on the table. Your opportunity multiplying Just Listed and Just Sold postcards can go out EVERY TIME.

Go Now to MLSMailings.com and start freeing up time for the important tasks ONLY YOU can do for your business!

Order Free printed sample postcards from MLSMailings.com, here.

You might also like:

Creative Marketing: Be Daring, Be Memorable

Avoid These 4 Common Real Estate Agent Marketing Mistakes

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

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

1. Become a Listing Legend Free eBook

2. “Get More Listings” Free Online Webinar

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

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

4. The Free One-Page Real Estate Business Plan

5. The Free Online ROI Calculator

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