business plan

Want to Make More Money? Strategically Spend More, HERE’S HOW

Jan 14, 2021

There seems to be this weird dichotomy that rules many real estate agents: that the money they spend promoting their business cuts into the amount of money they’ll have for personal use.

In the short-term this may be true. But if you plan to be in the real estate business for the long-term, not promoting your real estate business, or not promoting it well, is crazy.

You’ll remain on that hamster wheel, spinning and spinning and spinning in your efforts to earn more.

“Too many business owners under-spend on marketing, thinking that not spending is the same as saving,” claims Heidi Sloss, author of “Fortune is in the Follow-Up: Five POWER Strategies to Grow Your Business.”

While it’s an old and somewhat tired adage, it really does “take money to make money.”

What comes first, the spending or the making?

Almost a decade ago, the folks at ActiveRain.com published the results of a survey of 2,000 agents in the form of an infographic, “How Much do REALTORS® Work, Earn & Spend.”

The “average” agent (those earning, on average, $35,000 a year) spend only $1,070 a year on marketing. That’s $89 a month. They spend more on their car than on promoting their businesses.

Agents who earn, on average, $100,000 a year spend five to ten times more on marketing than those that make $35,000 per year.

It’s easy to assume that “Well, yeah, they have the money to spend.” It could be, however, that they understand the value of promotion and aren’t afraid to spend the money.

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 we drive and what we 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

In a commission-based business, parting with money is frightening. Who knows when you’ll close another escrow? What if you make the wrong marketing decision?

It’s only natural then that you might question whether any particular investment is really the right thing to do. Marketing dollars are especially 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. Then, once the money is budgeted, consider it spent.

And, make careful, informed decisions about where to spend the money when it comes time to do so.

The bottom line is that if you really want to succeed in your real estate business, you’re going to have to spend some money on it – whether it’s on marketing, staff or technology.

So, overcome the fear and lose the death grip on the pocketbook.

Start your strategic plan to “Make More Money” today by scheduling an SOI Campaign with the Content Card Series.

And, remember, with Scheduled Campaigns YOU DON’T PAY until each month’s mailing goes out (you can change or cancel up until the night before mailing).

Don’t put off until tomorrow what can get done today, because what GETS SCHEDULED, GETS DONE!

TO GET STARTED:

STEP 1: Choose the SOI Campaign, Content Card Series.
STEP 2: Then, choose your “Start Date” (See image illustration below), which postcards to send & for how long. It’s that easy!

LAUNCH A CAMPAIGN NOW, CLICK HERE

Need help targeting a specific niche of buyers or sellers? Use our prospect list tools 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 some helpful resources we’ve made available to support your success.

1. 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 Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

2. 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

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

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The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

5. 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 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

7. The Free Real Estate Marketing Guide “CRUSH IT”

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

Make 2021 the Year for Real Estate Domination! Here’s the Plan.

Jan 12, 2021

If you’re still putting the finishing touches on your 2021 business goals, read on, for some great, actionable insight on how to make this year, your year for real estate domination.

If you don’t want to end up someplace else…

You need to know where you’re going, according to the late Yogi Berra. Unless, of course, you want to spend the entirety of this year, flailing about for leads, for prospects, for income.

For your Free *One-Page, Interactive Real Estate Business Plan*, Click Here

Decide on a destination, a goal to shoot for by year’s end. Whether that’s a specific GCI or a certain number of closed deals, this goal should define how you run your business in 2021.

And, how about making a vow that the journey to that destination is one that you’ll enjoy?

“There is no one pathway to success. Set goals you enjoy traveling to not just goals that check out with your Broker, Team Lead, or Coach,” suggests David Serpa at labcoatagents.com.

Learn from the past

Dig out your business plan from 2020 and take some time to ask yourself some questions:

Did you reach your goals?
If not, why? Were they unrealistic, was it due to the pandemic? Get clear on the why.
What is within your power to change so that you will hit your 2021 target?

Then, get clear on how many contacts you’ll need to make to get the leads and prospects required to hit your income goal. The Free One-Page, Interactive Business Plan, and Free online SOI calculator are both perfect tools to help you do this fast.

Dust off your real estate business marketing plan

Marketing your services in a way that will grab consumers’ attention is one of the most challenging aspects for many agents. With so many agents in a market, you may feel it’s almost impossible to stand out from the crowd.

The 2021 Real Estate Marketing Planner is not only Free-To-You but an incredible tool that will help you to plan your marketing for the entire year.

Free, 2021 Real Estate Marketing Planner

When the pandemic broke out, in-person marketing, such as holding events, door knocking, and the like, were put on hold. If these were among your chosen marketing methods, you may need to still “pivot” in 2021.

Direct mail marketing will always remain a highly effective vehicle for agents.

Direct mail marketing is also an affordable way to put something tangible into the hands of your potential clients.

For instance, on ProspectsPLUS.com you can schedule a monthly campaign, that includes 150 jumbo-sized postcards, mailed standard-class for only $121.00.

Consider the potential outcome of these 150 postcards, touching your specified market every month – it’s truly all upside.

Is this the year you’ll hire help?

Determining your goals for the new year and how you’ll reach them financially is the backbone of your business plan.

If your plan is aggressive, and it calls for making a massive move to the next level, you should probably consider hiring help of some kind. If you’re brave enough to take your business to the next level, you shouldn’t even wince at the thought of bringing someone on staff to help you.

Whether virtual or in-person, an assistant or transaction coordinator is a must, so tack on another transaction or two so you can pay him/her.

The time is now to let go of areas you fell short of your business goals in 2020, pivot, where necessary and move forward, armed with the tools and strategies needed to dominate in 2021.

Start your 2021 domination today by scheduling a Geographic Farm, Get More Listings Campaign.

And, remember, with Scheduled Campaigns YOU DON’T PAY until each month’s mailing goes out (you can change or cancel up until the night before mailing).

Don’t put off until tomorrow what can get done today, because what GETS SCHEDULED, GETS DONE!

TO GET STARTED:

STEP 1: Choose the Geographic Farm Campaign, Get More Listings Series.
STEP 2: Then, choose your “Start Date” (See image illustration below), which postcards to send & for how long. It’s that easy!

LAUNCH A CAMPAIGN NOW, CLICK HERE

New *Master Marketing Magazine*, Click Here

The article, above, is highlighted in our New, Free Master Marketing Magazine.

You don’t want to miss this magazine. It’s overflowing with informative, actionable articles that will assist you in achieving your goals this year. To check it out now, Click Here.

Need help targeting a specific niche of buyers or sellers? Use our prospect list tools 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 some helpful resources we’ve made available to support your success.

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

2. The Free One-Page Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

Christmas Has Come Early! The NEW MASTER MARKETING MAGAZINE IS OUT!

Dec 10, 2020

The NEW MASTER MARKETING MAGAZINE is the ultimate educational and inspirational guide for real estate agents ready to catapult their business to the next level through highly effective real estate marketing tactics and easy, actionable steps.

Be sure to waste no time turning to the ProspectsPLUS! first time ever, “3 EXTRA CLOSINGS A YEAR GUARANTEE”. It’s an absolute game-changer for you and your real estate business!

Make sure the contents of this magazine are a “MUST INCLUDE” in your 2021 marketing success plan.

A Few Surprises That Await You Inside the Magazine Include:

The 50 people to add to your sphere to get more referrals
7 local market opportunities in your area right now
How to prove you’re the neighborhood expert & dominate
Go from one new listing to becoming a market maker
How to use Direct Response Reports to get more listings
How to uncover a goldmine with absentee owners
And, more…

Click the button below to check out the NEW MASTER MARKETING MAGAZINE, NOW!

And, don’t forget to thank Santa!

GO NOW

PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

1. Become a Neighborhood Brand

Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

2. The Free Real Estate Mailing List Guide

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

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4. The Free One-Page Real Estate Business Plan

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

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

7. The Free Real Estate Marketing Guide “CRUSH IT”

What Financial Lessons Did You Learn During Lockdown?

Jun 19, 2020

If you think that nobody foresaw the economic and emotional turmoil that the pandemic of 2020 has wrought, think again.

A Netflix series, filmed in 2019, not only predicted a pandemic but narrowed it down to a coronavirus. To say a series titled, “Pandemic: How to Fight an Outbreak” was prophetic would be an understatement.

Unfortunately, we’re not virologists, pulmonologists, chief science officers nor do we work in the Special Pathogens Program, so we had no clue what was coming.

Now that we’re knee-deep in it, with a few weeks or months of not generating income, we’ve learned some hard, financial lessons.

To avoid them in the future, we’ve rounded up some of the best advice we could find.

*Quote Series*, *Travel the World* postcard

Do you have a business continuity plan?

Because agents are small business men and women it amazes me how many lack a business plan, or don’t consult the one they have.

The business plan is the roadmap for your business and should contain a continuity plan (or, “Plan B,”) for slow periods. Pay close attention to the marketing section of the plan during this planning.

Marketing should be one of the last tasks to cut, yet many agents slash it completely when times are tough.

If you need help compiling a business plan, check out our Free One-Page Business Plan.

Then, ensure that it contains a continuity plan – a document that details how your business “… will continue operating during an unplanned disruption …,” according to the pros at IBM.com.

Ensure your plan accounts for a short-term economic slowdown as well as a major downturn.

How’s that emergency fund?

Good for you if you have one. Many Americans don’t. “By saving anywhere from three to six months of expenses (expert recommendations vary), an emergency fund cushions a sudden reduction or stoppage in income and gives breathing space,” according to Utpal Dholakia Ph.D., at PsychologyToday.com.

Start small, if you must, but direct a certain percentage of each commission check to a dedicated emergency fund savings plan. You do it for your quarterly tax payments, right? Do the same for you and your family.

Keep filling the pipeline

Now that you have a business plan you should be able to easily identify your marketing budget in a “Plan B” scenario.

The least you should do under these circumstances is keep in touch with your Sphere, but it’s important to keep filling the pipeline with new leads as well.

Yes, money is tight right now, but it’s possible to do some pretty stellar marketing at very low cost. Check out our Real Estate Marketing on a Tight Budget blog post for ideas.

Keep your marketing messages (to both your sphere and pipeline) more helpful than salesy and as uplifting as possible. Yes, show your expertise, but in a low-pressure way.

Need some ideas for topics?

Local real estate market trends. Check out the COVID Looking For Listings Series.
Rekindling family time (stuff families can do at home to stave off boredom). Check out the COVID At-Home Series, Family Activities postcard.
Anything having to do with gardening (the nation’s new favorite pastime). Check out the COVID At-Home Series, Gardening Fun postcard.
Binge-worthy movies
Recommend some of your favorite books
Send uplifting quotes. Check out the Quote Series of postcards.
Address the changes in mortgage lending standards
Recommend some DIY projects to stay busy. Check out the COVID At Home Series, Organize Your Kitchen postcard.

Lockdowns are easing at various rates across the country and agents are getting back to work.

Don’t forget the financial lessons we’ve all learned during the crisis. Be prepared for anything.

Send the Not How Much postcard from the Quotes Series to your Sphere.

Let them know they’re in you’re thoughts.

Need help targeting a specific niche of buyers or sellers? Use our prospect list tools 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 some Free resources we’ve made available to support your success.

1. The Free Real Estate Mailing List Guide

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

3. The Free One-Page Real Estate Business Plan

4. Become a Listing Legend Free eBook

5. The Free Online ROI Calculator

6. The Real Estate Marketing Guide “CRUSH IT”

Three Brilliant Ways to Remain Productive as the Season Slows

Oct 9, 2019

As the season begins to slow in the coming months, one way to remain productive is to spend your time reflecting on your marketing efforts and determine what’s been working and what hasn’t. This way, you’ll have all your ducks in a row to kick off 2020 with a brand-new and ultra-strategic marketing plan.

Stop being a generalist

One of the most interesting dichotomies apparent in real estate professionals is between the longing to stand out and the strict adherence to the standard way of doing business.

This results in marketing messages that are nearly identical, which is why the public claims “all real estate agents are alike.” If you truly want to stand out from everyone else you need to do something different. Start with your business structure.

Instead of trying to convince potential clients that you’re good at everything, why not concentrate on being THE BEST in one area? Ditch the rookie mentality that too many agents hang on to – that you are an all-purpose generalist who “specializes” in all areas of real estate. There’s nothing unique about that.

Be great at one thing

Decide that you’ll stop trying to be good at everything and concentrate on being GREAT at one thing. Be productive during your slower time and think long and hard about becoming the true expert in a niche area of real estate.

Think about what you like best about your current practice. Are there certain clients you enjoy working with more than others? Buyers? Sellers? First-timers, Baby Boomers, families?

Are there certain properties that you’ve worked with more often than others? Maybe waterfront, ranches, condos or vintage homes.

Speak the same language

If all else fails, imagine your ideal client and then create a profile of that person. For example, suppose I’m a veteran and I’ve always felt most comfortable assisting other veterans in their real estate transactions.

After all, we have shared experiences and speak the same “language.” There’s my niche right there.

Maybe you’re an equestrian and love working with other horse owners. Horse properties may be what you should specialize in.

Now you have someone specific to speak to. You understand their needs and can speak directly to them, instead of speaking in vague terms to all real estate consumers. Your content then becomes more valuable, your brand is better defined and your entire real estate practice is unique.

I once interviewed Steve Israel, owner/broker of Buyer’s Edge in Bethesda, MD. Notice his niche is in the brokerage’s name – buyers.

But, not just any buyers. Israel specializes in condos in downtown D.C. I asked him how he came up with this specialization.

He told me that his clientele was, by and large, first-time homebuyers. He also realized that “the condo market is a very vibrant part of the local market and that it lends itself well to being a niche.”

His first productive step was to create a website packed with information and details about the various condo communities. Yes, it was time-consuming, which is why we suggest that you use the slow season to get this started.

Niching your real estate practice works best if you work in a medium to large market. Those in small markets may not find it quite as valuable.

The Demand is High postcard is available in the Postcard section under the Content Card Series

We are rapidly approaching a new year. Consider being productive and using the slower times to create something unique and prosperous that results in a powerful jump-start for the new year.

Send at least 100 of the Demand is High & Inventory is Low postcards from the Content Card Series to an area where you want more listings.

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

5 Ways Agents Sabotage Their Career

Jun 12, 2019

Although it depends upon whom you ask, estimates vary about the average length of time a real estate agent stays in their career. Trainer Tom Ferry says that 87 percent wash out within five years and others say that the churn rate is around 95 percent.

If you’re a new agent who hopes to be in it for the long haul or an established one who is facing challenges, read on to understand some of the stumbling blocks you may face and how to overcome them.

Let complacency take hold

When that sense of security settles over you, when you decide that being average is good enough – wake up!

NAR’s member survey claims that fewer than one-fourth of real estate agents earn more than $100,000 annually. The median earnings, at least according to the Bureau of Labor Statistics, is $44,090.

What’s interesting, is how the business behaviors of the lowest and highest earners differ. Rich agents, for instance, aren’t afraid to spend money. And, no, it isn’t because they have more of it to spend. Most claim that they started their careers with the mindset that “it takes money to make money.”

An Active Rain survey of these agents finds that they spend more of their incomes on tech upgrades and 10 times more on marketing than the poorer agents.

Refuse to spend money

Remember the NAR member survey we mentioned above? Ever wonder what separates the two groups of earners (aside from experience)?

Those who earn more aren’t afraid to spend the money necessary to set them apart from the rest of the agent-pack in their area.

The wealthier agents spend their money on their websites, their CRM, and email marketing. In fact, this group of agents spends 10 times more on marketing than the lower-earning agents.

Keep hanging on to every last nickel and you’ll fail. It’s as simple as that.

Don’t grasp “When you list, you last”

The holy grail in academia is to publish. It’s one of the few ways to promote yourself as an authority and, thus, further a career. In fact, the admonishment is “Publish or Perish.”

We have one of those in real estate: “When you list, you last.” When you consider that your listings will generate far more clients than your buyers will (if you work them properly), you understand the dictum.

Servicing a listing is also a lot less labor-intensive than working with a buyer. Focusing on listings “will allow you to get what you want a lot faster and allow you to have a life,” according to real estate trainer Knolly Williams.

In his book “Millionaire Real Estate Agent,” Gary Keller claims that listings are vital if you hope to build your business to its highest level, “with the lowest costs and highest net.”

Finally, Matt Williams at Realtor.org challenges agents to walk into any real estate broker’s office and ask to meet their most successful agent. The chances are pretty good, he says, that “you’ll soon be shaking the hand of someone whose income comes mostly from listing.”

How much is “mostly?” The experts recommend that 60 percent of your business should be listings.

Ignore past clients

One of the most amazing real estate statistics to come out of the NAR is that the majority of real estate consumers (85 percent, according to the latest survey) loved their agent so much that they promised to use them again in the future.

Yet, fewer than 25 percent actually do use the same agent

This is a direct result of a failure to follow up on the agent’s part. The most awesome closing gift ever given won’t make these people remember you five years down the line when it’s time to sell their home. Especially if another agent has been farming them or otherwise getting their name in front of them more often than you do yours.

Inconsistent or non-existent follow-up is like throwing money away and a surefire way to sabotage your business.

Consider this: a 5 percent increase in your client retention rate can bump your income as much as 95 percent, according to research by Harvard Business School.

Don’t neglect others in your sphere of influence, either. According to NAR, as much as 65 percent of your business can come from that pool if you consistently reach out to them.

Don’t worry about how to keep in touch. Put these people on a drip campaign and send out postcards, newsletters, market updates, free reports and anything else that will keep you top-of-mind.

Fail to plan for success

It’s difficult to remain focused on your goals if you lack a plan. Guessing or hoping that you meet your objectives isn’t smart. An assumption of where you stand at any given moment is about as accurate as a Zestimate of a property’s value.

Avoid the hit-or-miss chaos and make a business plan. Yes, it’s boring and yes, it’s time-consuming. There are lots of guides online to help you, but we’re rather partial to the Free One-Page Real Estate Business Plan.

Don’t accept being an average agent, spend the money it takes to market your business, chase listings instead of buyers, send past clients lots of love, and create and follow a business plan.

Answer their burning question and get them reaching out (available in the postcard section under the Get More Listing Series)

THAT is how to ensure your success and tenure in real estate.

Send at least 100 Should I Stay or Should I Go postcard from the Get More Listings Series to an area where you want more listings.

You might also like:

The Biggest Client Complaint and How Not to Be That Agent

Professional Agent Behavior: 101

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

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

1. Become a Listing Legend Free eBook

2. “Get More Listings” Free Online Webinar

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

New Agent RoadMap to Success

Agent Success

May 16, 2018

New agents, tortured by what feels like an enormously long wait between license application and receipt, typically tend to want to hit the ground running the minute that license is in the broker’s hands.

It’s only natural to want to jet down the runway to success, but how will you get from here to there?

That’s what a business plan is: a roadmap of how to reach your income goals from where you are right now. Once you’re familiar with the real estate terrain, and you know the shortcuts, the map may feel like an unnecessary encumbrance, but it’s not.

Business plans aren’t static and require tweaking as you move up in your real estate career. Your sphere of influence grows, requiring the use of good contact management software. Your personal expenses may change and you will no doubt need to adjust your marketing expenses along the way.

The process of creating a “roadmap for success” for the new agent is a bit challenging, though. I mean, you have no past expenses with which to estimate a budget. How do you plan for marketing when you don’t know how much money you’ll have to play with?

You estimate. It’s that simple.

Map out your first-year goals

Make a realistic determination of where you want to be in your new business by the end of your first year.

This should include both a financial goal (how much money you’ll make) and other goals as well. For instance, your goals may include adding 100 people to your sphere of influence or to come up with a killer listing presentation. A financial goal could be planning to put aside a certain dollar amount to buy additional tools.

Create a budget

To come up with an accurate budget requires understanding your personal as well as business expenses, both fixed and variable.

Start with your personal expenses, such as your house payment or rent, what you pay for utilities, groceries, entertainment and the like. This will give you an idea of the total amount of income you’ll need to cover these expenses.

Determining your business expenses will be a bit more challenging since you have no figures from last year on which to base your assumptions. Breaking these expenses into smaller chunks will help you get a handle on them.

Startup expenses: These include your NAR, state and local association fees, MLS dues, lockbox expenses and the cost of any tools you’ll need to buy to get going (laptop, software, website expenses, etc.).

Marketing expenses: You’ll need to market your business as well as any homes you may list this year. We offer a series of Agent Introduction, Listing Inventory and Just Listed postcards that will get you off on the right foot.

Ongoing expenses: Your automobile gas budget is about to explode now that you are part of the real estate industry. Plan on spending a good deal of your budget on your vehicle – maintenance and gas for starters.

Then, there are your phone, internet, web hosting and the other costs that will recur routinely throughout the year.

How much do you need to make?

This is the trickiest part of your business plan, but the most critical as well. You’ll want to estimate how many sides you’ll need this year to get the money you want to make. This means figuring out how many prospects it will take to get a transaction, knowing the average sales price in the area in which you work and crunching some numbers.

We have put together the perfect simple yet effective business plan worksheet to help you do these calculations. You can find it online here.

Once you know how many listings or sales you’ll need each month to reach your financial goals, you’re on your way to success.

It’s time to introduce your new status to the world (or at least your corner of it).

Send out the Neighborhood Specialist postcard from the Agent Introduction Series to at least 100 new prospects in an area you want listings.

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

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

1. The Free 2018 Real Estate Business Plan.

2. The Free Online ROI Calculator.

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

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

Also…check out these cool tools 🙂

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

MLS Mailings – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand

A Time to Reflect

Agent Success

Dec 20, 2017

“The holiday season is a perfect time to reflect on our blessings and seek out ways to make life better for those around us.” – Terri Marshall

What a perfect quote for Realtors.

You help people discover the place they embrace as home, where they raise children, nurture relationships, and seek comfort and peace – and that help truly makes life better.

So when you are reflecting on blessings, include the combination of characteristics and skills that you have, that allow you to help people in such a positive, life-changing way.

Then take some time to reflect on everything you have accomplished in 2017.

In the daily grind we get so close to what we are doing, the outcome we are after, and the high stakes associated with that outcome, we can lose sight of the bigger picture.

We forget that little wins throughout the year can add up to meaningful big wins overtime.

For instance, at ProspectsPLUS! we had an important goal of our own.

A committment to raising $50,000 for St Jude Children’s Research Hospital®. We matched contributions on our website, dollar for dollar, and offered 1, 5, & 10 optional donations at check out. With smaller donation levels you might think our goal is a bit too big.

But we achieved it!

Little by little, donation by donation, we climbed that hill to an incredible joint success with our amazingly generous customers!

That’s how goals often are accomplished…

In small steps – a few forward a few back – all the while keeping an eye on the prize until you get there.

Now it’s your turn, to take a look back at the goals you set last year and the effort ‘over time’ that went into achieving them.

It’s a great precursor to deciding what it is you want to accomplish in the new year.

Once you are done, take a few moments to celebrate your accomplishments!

…Then prepare your new goals for an explosive 2018!

Lisa

PLUS: Whenever you have a moment…here are 3 things to check out that will help you CRUSH IT in 2018!

1. The 2018 Online Real Estate Business Plan

Treating your business like a business is a vital component to succeeding long term in this industry. While some agents put together elaborate business plans, detailing every aspect of their marketing plans, business goals and budget needs, there is something powerful to be said for keeping it simple. Check out our one page Online Real Estate Business Plan.

2. The Sphere of Influence Calculator

Top real estate professionals state 66% of their business comes from their sphere of influence. So how many people do you need in your SOI? Check out our Sphere of Influence Calculator (from your desktop) to find out the answer.

3. A 12 Month Strategic Marketing Plan

The Master Marketing Schedule is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence.

Remember, we are always here to help you in any way we can. Reach out to our support team at 866.405.3638 for help with new mailing lists and marketing materials for 2018.

Your 2018 Business Plan

Business Plan

Dec 6, 2017

It’s that time of year…

When we take a moment to look back at our previous year’s successes and shortcomings,

and get our adrenaline running for the start of the new year.

If you had goals or a business plan for 2017, this is your opportunity to compare last year’s plan with what you actually achieved, and learn from the difference.

If you haven’t written a business plan before and find the thought of doing so overwhelming and off-putting, I’d like to change your mind.

You don’t need a degree in business to write an effective business plan.

But you do need a path to follow.

In fact, statistically people who follow a business plan or establish set goals are nearly twice as likely to successfully grow their business than those who do not.

So how do you put a plan together that’s easy and will have you excited about the coming year?

I’m going to tell you how, but first to stack the deck…

Statistics on the Power of Goal Setting:

Goals that are written down are 50% more likely to be achieved than unwritten goals.
Sharing your goals is proven to increase the success rate of achieving them.
The world’s most successful people agree that what you get by achieving your goals and plans is not as important as what you become in the process.
Our brains are wired to achieve goals.
The act of writing down a goal or business plan is a very powerful motivator.

Now that I’ve warmed you up to the idea…

It’s time to rock out a killer 2018 business plan!

Step One: Determine your income goal

What income goal gets you excited to dive in an attack the new year?

Pick your number, then pull together a few additional numbers from 2017. This is worth a few minutes of your time. The results will be powerful and create a breadcrumb trail right to 2018 goal success!

Numbers to gather include, average commission earned per closing, average percent of sales contracts written that close, average appointments needed to obtain a listing.

Step Two: Complete your one page plan

Use our simple, online “2018 Real Estate Business Plan” to complete a few easy calculations based on the numbers you have gathered above.

Step Three: Calculate your sphere of influence

Since statistically 66% of a Realtor’s business comes from your sphere of influence. It’s time to determine how many people you need in your sphere to achieve the goals you have outlined above.

Use our easy online Sphere of Influence Calculator (from a desktop computer) to get a quick answer to this question.

Step Four: Create a strategic marketing plan

Now that you have your numbers, it’s time to create a strategic marketing plan for 2018.

Remember the 3-7-27 Law of Prospecting? Well it’s the key to your marketing success.

The foundation of this law states it takes 3 contacts for someone to recognize your name, 7 to associate your name with your business, and 27 to become a brand name in your market.

An ideal marketing plan that assists you in adhering to the magic of 3-7-27 is our done-for-you Master Marketing Schedule.

It’s a strategic month-by-month plan for the entire year that covers marketing for, listing inventory, niche marketing, geographic farming and sphere of influence.

Using the Master Marketing Schedule, takes the task of planning a years worth of direct marketing, from overwhelming to easy.

The future is now

With the above tools, and your killer 2018 business plan in place, your path to conquering your goals in the new year is crystal clear!

Is your adrenaline pumping?

The ProspectsPLUS! Team are your biggest fans! We are here to help you succeed in 2018. Please reach out to us if there is anyway we can help you at 866.405.3638!

Stop Chasing Commissions

sphere of influence

Nov 13, 2017

Average More Transactions Every Year

The difference between always chasing commissions, or having a reliable referral base to count on, depends on your investment in a sphere of influence.

Want to build a business that is strong, sustainable and competitive, and that you can sell when you’re ready to retire?

Start by creating your SOI.

It’s easier than you think – and will help you get on track to average more transactions every year.

Think about this, if you had 250 people in a database you consistently stay in touch with and develop a relationship with, who will they call when they have a real estate question, need or referral?

YOU.

If just 10% of your database sold or referred to you every year, what would that mean for your income?

Building a database doesn’t have to be hard.

It just needs to be a consistent part of your weekly business habits.

Not having a sphere of influence is hands-down, the single biggest obstacle to agent success.

It will keep you in the endless cycle of always chasing new business, without the benefit of ever gaining any traction.

And think about this, statistically, 1 in every 12 people in your SOI will either do business with you or refer business to you each year.

Not bad odds. Is this worth your time now?

Time to Create Your List.

Begin with the following names (including email, address, phone):

Family, spouse’s family, extended family, neighbors, past customers

best friends, close friends, children’s friends parents, church congregation

Children’s teachers, coaches, principal

Family dentist, doctors, optometrists, business coleagues

Employees/owners of retail establishments and restaurants you frequent

PTA board at your children’s school, Sunday school teacher

Manicurist, facialist, hair dresser, dry cleaner

Auto maintenance/repair shop, tire shop, mailman

Once you have compiled your list – Take Action

Start a touch marketing campaign every 21-35 days.

Send our done-for-you newsletters every month. They’re designed to be eye-catching, informational, and are filled with direct response offers that get results.

Or consider a series of postcards such as holiday, recipe postcards, customer appreciation cards, or listing inventory cards that will keep you top of mind until you have the opportunity to see or speak to them.

Even if your list is small, don’t wait to start your marketing.

Momentum doesn’t just happen. But over time you can build something powerful.

The 20 year value of a client is roughly $49,647.

With that number in mind – how many people do you plan to put in your book of business?

Need our assistance? We would love to help you! Call our support team a 866.405.3638.

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