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Sunday, December 22, 2024

Fence Sitters

    Think back to the days before you got involved in the real estate industry. Did you truly understand the workings of the housing market? 

    Sure, there are the economic geniuses among us, but many, many agents come from careers far removed from that. It’s safe to say that the teachers-turned-real-estate agents didn’t have the time or energy to pay attention to the real estate market.

    Congratulations! You’ve just put yourself in the typical homebuyer’s and seller’s shoes.

    Imagine how they’re feeling right now, and you can understand why “housing market bubble” has been a highly-searched term on Google.com in recent months.

    This is despite agents across the country doing their best to let folks know that the odds that we’re facing another burst real estate bubble are slim to none.

    If you have clients who have decided to watch the market instead of getting in it to sell their homes, you have some convincing to do.

    As we all know, if they hope to sell for a reasonable price, the time to jump into the market is right now.

    The Fence Sitter Campaign is shown above. To learn more bout this series, Click Here.

    If I were you

    I’m not. But if I were, I’d send a postcard to every potential home seller in my CRM.

    It would be simple yet effective.

    Perhaps the front of the card would say, over a lovely real estate-ish graphic, something along the lines of:

    “Home prices continue to climb”

    Under that headline, I would place this recent quote from Devon Thorsby at US News and World Report:

    “Home prices are down month-over-month but still up year-over-year annually.”

    Additional salient points to make, space permitting, of course, include:

    • Ignore month-to-month figures. As Thorsby says, “… month-to-month data is more volatile and does not signal a drastic shift in the market on its own.”
    • Home price growth is slowing, but it’s a sign of current economic conditions (higher mortgage rates, inflation, etc.), not a housing bubble.
    • The national median home sale price in November “… is 3.5% higher than the same month the year before. This represents “… the 129th consecutive month of a year-over-year increase in the median home price, the longest-running streak of increasing year-over-year prices, per NAR data.” According to Thorsby.
    • Finally, Realtor.com’s economists claim that the median list price nationwide was $416,000. This represents an 11% increase compared to the same month last year.

    Express the urgency of listing sooner rather than later. Few economists expect the price growth to last, so getting the home on the market now gives your clients the advantage of getting the most money possible for the foreseeable future.

    And this good news comes just in time for these folks to take advantage of the spring market. 

    Reach out if you need help with your postcard campaign. We are happy to help.

    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 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 and when. Four key market segments include 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 these boxes but is also 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 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    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

      Shown above: Wendy Clausen’s Upload Your Own design. Learn more, HERE

      Congratulations, Wendy Clausen you are the winner of this week’s $120 gift card!

      Wendy had the following words to say about her success after sending marketing from ProspectsPLUS!,

      “It was easy to set up and customize my postcards. I was able to upload my own mailing list which was nice. The turnaround was quick and a good quality product”

      -Wendy Clausen

      Thank you, Wendy!

      NEW CONTEST STARTS NOW: Get the FIRST MONTH of Any Scheduled Campaign For FREE! ($120 value)
      FARM, Fence Sitter Scheduled Campaign shown above. Learn more, HERE
      Enter this week’s contest for a chance to win a $120 gift card covering the first month of ANY Scheduled Campaign.

      The scheduled campaign includes 150 jumbo-sized postcards, sent standard postage (excluding data and tax. Including only the first month free of a new campaign).

      HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.

      Mention a “scheduled campaign you’ve launched” in your review and your entry into the contest is doubled.

      Leave a review on Google, HERE.
      Leave a review on Facebook, HERE.

      Don’t forget to watch out for next Friday’s email announcing the weekly winner!

      Ready to Schedule an SOI, Farm, Get More Listing, Holiday or Absentee Owner Campaign?
      Holiday Scheduled Campaign shown above, learn more HERE
      Launch a Scheduled Campaign today and save time on your marketing by automating it!

      You Can Launch a Scheduled Campaign to any of the following Markets in Just Minutes:

      Sphere of Influence
      Geographic Farm
      Just Sold Follow-up
      Holiday
      Renters
      Absentee Owners
      Expireds
      FSBOs
      Fence Sitters*
      Get More Listings*
      Empty Nesters*
      Move-Up Market*

      (*Located under Farm Campaigns)

      And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before mailing goes out. The price shown at check out is per mailing, not campaign total).

      TO GET STARTED:

      STEP 1: Create your prospect list using our mailing list tools, HERE.

      STEP 2: Then, once you have your list, choose your Campaign, select your start date, and add your list, HERE or hit “Launch a Scheduled Campaign”, below.

      Launch a Scheduled Campaign now, CLICK HERE!

      Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you in your success.

        Social media. Pay-per-click. Email.

        Digital marketing is hot with real estate agents. This provides an amazing opportunity for the agent who decides to take a different approach and become a BIG FISH in a small pond.

        How do you do this? with direct mail.

        Oh, I know what you’re thinking. “She works for a direct mail marketing company, of course, she will say this.”

        Statistics, however, don’t lie. Direct mail marketing is not only strategic, but it can also be laser-focused to a particular audience and it works.

        Why fish for listing leads in the huge ocean that is digital? Think about it; doesn’t it make more sense to cast your net in a smaller pond filled with people who you are certain ACTUALLY OWN HOMES?

        Some things to consider

        In a recent survey of real estate agents, 82% said their marketing goal this year is to “improve their social media presence,” according to Becky Brooks at theclose.com.

        A worthy goal, but not very focused. Think about this: while they are chasing after Facebook leads, you’ll have little competition vying for attention in homeowners’ mailboxes.

        With targeted direct mail you will not only reach homeowners. If you narrow your mailing list to only homeowners who have lived in their homes a certain number of years, or who live in starter homes or any other preferred criteria, you will have a far greater chance of taking listings than by randomly posting on social media.

        For instance, by targeting homeowners who have been in their home for seven or more years, you’re creating a great list of potential fence-sitters to go after.

        Fence Sitter postcard campaign shown above. To learn more, click HERE

        Another thing to consider is the pandemic. In a recent USPS study, slightly more than 40% of Americans said that since the pandemic began, their excitement about receiving mail increased.

        Nearly half of respondents said that a direct mail piece prompted them to go online to get more information about the sender.

        The volume of direct mail plummeted from “… 213 billion pieces …” in 2016 to 120 billion last year. Interestingly, despite the drop in volume, the response rate skyrocketed nearly 200%.

        You’ll have far less competition for eyes on your mail pieces and a better response rate than ever before.

        Who makes up your potential seller audience?

        Now that we’ve got you looking for listings in all the right places, what will you be sending? Keep in mind your audience – older generations, such as Baby Boomers and Gen X make up 75% of the real estate market combined.

        When considering your direct mail marketing piece, don’t take valuable time out of your day to create marketing from scratch.

        ProspectsPLUS! offers hundreds of marketing templates targeted specifically to your niche audience and designed by direct response experts.

        Next, determine your recipient’s needs (boomers may want to downsize or move near their grown children) and offer a solution that is compelling (don’t worry ProspectsPLUS! has this covered for you as well). Check out the Empty Nest Series located under Farm campaigns.

        Decide on the compelling offer to get those homeowners reaching out

        A market update is always a good way to break the ice. Yes, it may be time-consuming, but it doesn’t have to be.

        Direct Response Report, Advice For Cash-Strapped Landlords.

        A simple chart of recently listeds, under contracts, and solds, along with bedrooms, baths, square footage, and prices, is something that hits my mailbox once a quarter. Do I read it?

        You bet I do!

        Then, there are the absentee owners to consider. Many have been hit hard by the rent moratorium and want out from under their investments. Take a look at what we offer to market to these possible listers.

        If you have a freebie they can download or you can deliver, all the better. Offer them the Direct Response Report, Advice For Cash-Strapped Landlords.

        Consistency is key in any lead generation campaign, so send just-listed and just-sold postcards when appropriate. Keep reminding them just how much their neighbors are getting for their homes in this on-fire sellers’ market.

        FOMO (fear of missing out) is real.

        Another way to keep those listings flowing? A YEAR ROUND Holiday Postcard Campaign. Staying top of mind with Your Sphere & Farm is easy with a Monthly Holiday Campaign.

        And, Holiday Campaigns are ON SALE 10% OFF the first month – 3 More Days!

        Holiday Postcard Campaign (shown above). Learn more, HERE

        TO LAUNCH A HOLIDAY CAMPAIGN:

        Hit the “CLICK HERE” link, below, to schedule your campaign (from a desktop or laptop computer).

        USE PROMO CODE: HOLIDAY10 to get 10% Off at check out.

        And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change up until the night before the mailing goes out). This sale expires 10/2/21.

        Launch a Holiday Campaign Now, CLICK HERE!

        Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you with your success.

        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

        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. The Automated Way to 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

        This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

        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. The Become a Listing Legend Free eBook 

        This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

        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

        This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

        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” 

        This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

        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

          (Shown above: Get More Listings Scheduled Campaign similar to the ones Chan Wiley sent out)

          Chan Wiley, You’re This Week’s $120 Gift Card Winner!

          Chan had the following words to say about his success using ProspectsPLUS! marketing materials as part of his strategic marketing plan to get more clients,

          “ProspectPLUS! Offers a great variety of professional marketing tools that are easy to customize and easy and efficient to reach my farm area”.

          Thank You, Chan!
          NEW CONTEST: Get the FIRST MONTH of a Get More Listings Scheduled Campaign FOR FREE! ($120 value)
          Farm Scheduled Campaign shown above
          Enter this week’s contest for a chance to win a $120 gift card covering the first month of a Get More Listing Scheduled Campaign.

          The scheduled campaign includes 150 jumbo-sized postcards, sent standard postage (excluding data and tax. Includes only first month free).

          HOW TO ENTER: Just leave a review regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.

          Mention a “scheduled campaign you’ve launched” in your review and your entry into the contest is doubled.

          Leave a review on Google, HERE.
          Leave a review on Facebook, HERE.

          Don’t forget to watch out for next Friday’s email announcing the weekly winner!

          Ready to Schedule an SOI, Farm, Get More Listing, or Absentee Owner Campaign?
          Farm Scheduled Campaign shown above, schedule HERE
          Launch a Scheduled Campaign today and save time on your marketing by automating it!

          You Can Launch a Scheduled Campaign to any of the following Markets in Just Minutes:

          Sphere of Influence
          Geographic Farm
          Renters
          Absentee Owners
          Expireds
          FSBOs
          Fence Sitters*
          Get More Listings*
          Empty Nesters*
          Move-Up Market*
          (*Located under Farm Campaigns)

          And, remember, YOU DON’T PAY for each mailing until it actually goes out (cancel or change each mailing up until the night before mailing goes out. The price shown at check out is per mailing, not campaign total).

          TO GET STARTED:

          STEP 1: Create your prospect list using our mailing list tools, HERE.

          STEP 2: Then, once you have your list, choose your Campaign, select your start date, and add your list, HERE or hit “Launch a Scheduled Campaign”, below.
          Launch a Scheduled Campaign now, CLICK HERE!

          Please reach out to our support team at 866.405.3638 with questions or if there is anything we can do to help you in your success.

            If you sell real estate in Minnesota, Wisconsin, or some other snow-prone state, you may feel you can’t be as busy in winter as you are in spring. But, if you play your cards right, you’ll find winter can be just as profitable a time of year in real estate.

            The first step to building a winter book of business is to let potential sellers know just how much they stand to benefit from selling when the weather outside is frightful.

            The proof is in the numbers

            More homes sell in spring than in winter, according to the NAR. No surprise there.

            Unfortunately, this is where the media usually stops when they write about selling a home in winter. What they neglect to state is although home sales can be down in the winter,

            …the likelihood of selling a home in winter is better than at any other time of the year, they sell faster and for more than asking price according to a Redfin study.
            Fence Sitter Series

            Interestingly, this statistic holds true regardless of market.

            If you want to make more money this winter, you’ll need to get the word out to sellers. “It’s the Most Wonderful Time of the Year” isn’t just a song title.

            Let other sellers buy into the myth of winter-is-bad

            Dahna Chandler at themortgagereports.com wrongly assumes that “… most people shiver” when considering a winter home sale. “It’s likely the hardest to sell a house in most areas.”

            Then, there’s Natalie Campisi at bankrate.com who, when explaining why “… fall/winter is the worst time to sell a house,” says that “December is when homebuying activity comes to a standstill and there’s little inventory available.”

            “Little inventory” sounds like the real estate market in general over the past year. Besides, “little inventory” means less competition for sellers, which might be why homes in popular areas, in good condition, sell for more than asking in winter.

            Our point is that this is the type of stuff that other agents are reading that scares them away as we approach winter.

            It’s time to dust off your blogging skills and make sure sellers in your area know the truth: if you need to sell, this can be a profitable time of year to do so.

            Winter buyers are highly motivated to buy
            Fence Sitter Series

            Think about it: Especially in frigid winter areas, to trudge around town looking at homes for sale takes a certain level of motivation.

            It turns out that the rate of job transfers is quite high in the early part of the year. This winter, however, the pandemic-caused migration may still be underway. Those are two groups of highly motivated homebuyers.

            Then, there are the nearly 3 million homeowners who are still in forbearance, many of them with mortgages not backed by a GSE. Will they sell rather than bite that bitter pill of the catch-up payment?

            Let them know that they’ll do well to sell this winter.

            Inventory is even lower

            Our squeaky tight inventory of homes for sale doesn’t appear to be loosening up. When winter hits and sellers take their homes off the market, the competition will dwindle even more.

            Urgency is the overall feeling you want to convey whether your writing a blog, and email, sending direct mail, or speaking to someone in person.

            As all of us have learned in 2020, there is a lot that we have absolutely no control over. Urgency will get those fence-sitters off the fence and into the market.

            Take your main “urgency” points and add them to a Fence Sitter Series postcard from ProspectsPLUS!, then send it out to your listing of Fence Sitters. If you don’t have a Fence Sitter list, you can create a list in minutes with the demographic search tool.

            Direct mail marketing is such an affordable way to put something tangible into the hands of your potential clients. For instance, on ProspectsPLUS.com you can send 150 Jumbo sized postcards, standard class for only $121.00.

            Consider the potential return on investment of these 150 postcards – and it’s truly all upside.

            Make sure to include the Timing is Everything brochure in your listing presentation folder. In fact, here’s a promo code (FREEBROCH) for you to download the brochure for FREE, for a limited time.

            If you send a newsletter, publish an article on the topic of winter selling creating the same urgency.

            Then, start writing about ways to make their homes more attractive in winter via staging, sprucing up the landscaping, etc.

            Winter doesn’t have to be the doldrums for your real estate business. All it takes is an effort to counteract the naysayers by getting the word out that selling in winter has definite benefits.

            Fence Sitter Series
            Send the Time is Running out postcard from the Fence Sitter Series to your Fence Sitter prospect list.
            Use the Demographic Search tool, from a desktop or laptop, to generate your Fence Sitter prospect list in just minutes.

            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!

            Follow the 3-7-27 Law of Branding and send a series of Fence Sitter postcards over a period of time. Use the “Schedule Orders” tool to schedule months of mailings all at once.

            And, remember with scheduled orders YOU DON’T PAY until the order goes out!

            Just click the “Schedule for Later” button and pick your mailing date – it’s that easy!

            Because what GETS SCHEDULED, GETS DONE!

            Watch the video below to learn how to schedule a mailing in just minutes!

            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

            This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

            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

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

            This image has an empty alt attribute; its file name is 2020-Planner-3D-999x1024.jpg

            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

            4. The Free One-Page Real Estate Business Plan

            This image has an empty alt attribute; its file name is Business-Plan-3D-Book-New1-270x300.png

            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 

            This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

            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

            This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

            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” 

            This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

            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

              Never will you find a cardiac surgeon dispensing advice about gynecological problems. Nor will you likely find blog posts on pet websites counseling readers about DIY home projects.

              Yet, many real estate agents have the notion that they can be everything to everyone. Those that typically sell single-family homes think nothing of listing a condo. Those that list mobile homes don’t hesitate to take on a luxury home listing.

              While this may be ok for your bottom line, it does a real disservice to real estate consumers. In all other professions they have a choice of specialists.

              Fence Sitters Series

              They can consult a divorce attorney instead of a bankruptcy lawyer. When they need a root canal, they see an endodontist not an orthodontist and they can take their Porsche to a mechanic who specializes in them.

              Remaining a real estate generalist is easier. It’s safer. After all, you don’t want to miss out on even one deal by narrowing your business focus, right?

              What’s unique about that?

              It’s unfortunate so many real estate agents harbor a reluctance to break away from the herd. The truth is, however, if you always follow the leader you will always be behind.

              Then, there’s that lump in the gut when you think of closing off your business to some parts of the real estate industry and narrowing your focus to only one or two specialties.

              This move away from being “a jack-of-all-trades but the master of none” is necessary if you’re to become the best in the market in your niche.

              Seth Godin, blogging master and best-selling author, suggests that real estate agents should consider “micro-specialization.”

              Choose a niche and work to dominate it.

              Step away from the Herd

              “… you’re either the best in the world (where ‘world’ can be a tiny slice of the environment) or you’re invisible,” Godin continues.

              He says that to become “visible,” requires “… being Draconian in your choices. No, you can’t also do a little of this or a little of that. Best in your world means burning your other bridges and obsessing,” Godin says.

              Scary thought, right?

              Let’s look at a scenario:

              You’re an agent in Las Vegas, chasing after every lead that comes your way – single family homes, duplexes, condos, whatever, you’ll take it. Your website even proclaims as much – “I can help you will all your real estate needs!”

              If you consider yourself the average agent, you make about $45,610 a year, give or take a few dollars, according to Daniel Bortz at Realtor.com.

              Life Event Series – Downsizing

              Suppose you decide to step away from being “average” and that you will specialize in listing and selling high-rise condos. Last year, 607 Las Vegas high rise condo units sold, with an average sales price of $598,728.  This represents a commission of about $17,962 per side (based on 6 percent total commission).

              As a generalist, how many of these condos would you have listed or sold? Be honest. The average Las Vegas agent was lucky to have listed one or two in an entire year.

              The specialist that targets the high-rise condo market with a laser-like focus and dominates the brand as the niche expert in the area increases his or her chances of taking more than a handful of those sides from other agents.

              Let’s be conservative and say that you only close one of these condo-deals a month. Even on a 50/50 broker split, you’d be making nearly $9,000 a month in GCI, give or take a few dollars and nearly $108,000 a year – almost three times what the average agent in the Las Vegas Valley brings home.

              Remember, our scenario is based on conservative estimates. Your mileage may be a lot better.

              The bonus is that the more you enforce your condo-specialist brand, the more condo leads you’ll get and folks that want to buy or sell high-rise condos will seek you out.

              Imagine selling 5 of these condos a month.

              If you’ve been casting as wide a net as possible in the hope of reeling in the maximum number of leads, consider setting yourself apart from other agents by claiming a niche and dominating it.

              Absentee Owner Series
              Send the Tired of Being a Landlord postcard from the Absentee Owner Series to a targeted list of Absentee Owners in your area.

              Need help targeting a specific niche of buyers or sellers? Use our Demographic Search 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 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

              This image has an empty alt attribute; its file name is Real-Estate-Mailing-List-Guide2-3-D-999x1024.jpg

              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

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

              This image has an empty alt attribute; its file name is 2020-Planner-3D-999x1024.jpg

              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

              4. The Free One-Page Real Estate Business Plan

              This image has an empty alt attribute; its file name is Business-Plan-3D-Book-New1-270x300.png

              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 

              This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

              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

              This image has an empty alt attribute; its file name is ROI-calculator-b-233x300.jpg

              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” 

              This image has an empty alt attribute; its file name is CRUSH-IT-Guide-3-d-298x300.jpg

              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

                Ah, the things we learn online.

                Homer – you remember him from school, right?

                In “The Odyssey,” Odysseus went to war and left his household in the capable hands of a Mentor, his son’s teacher. Apparently, the Mentor was really good at dealing with personal dilemmas.

                As a new agent, you have lots of those, right?

                While being mentored isn’t just for new agents, they seem to be the ones that most need it. Seasoned agents typically hire a coach, or trainer, to assist with increasing their production, hiring management and staff and learning better business practices.

                For the nuts and bolts of how to actually hit the ground running in a real estate career, however, latching onto a mentor is the way to go.

                The Timing is Everything postcard is located under the Fence Sitters Series in the postcard section

                And before you get all uppity and indignant that we are assuming you know nothing about how to be a real estate agent, consider that Beethoven was humble enough to accept mentoring from Hayden. Plato turned to Socrates for help and then, in turn, mentored Aristotle. Then, there was Freud and Jung.

                What is a Real Estate Mentor?

                Taking over the king’s household was an enormous responsibility for the Mentor.

                It meant that he “had to be a father figure, a teacher, a role model, an approachable counselor, a trusted adviser, a challenger, an encourager,” according to J. Carruthers in “The Return of the Mentor: Strategies for Workplace Learning.”

                Which is exactly what a real estate mentor should be — well, sans the father figure part.

                A mentor is someone in your office who takes you under his or her wing – free of charge – and shows you the ropes.

                Mentors have various ways of teaching, but the best will let you shadow them for a couple of weeks. Going on some listing presentations with a top listing agent is an amazing opportunity to learn how it’s done, successfully.

                Why have a Mentor?

                It’s safe to say that Renton, Wash. broker Sheila McGraw knows a thing or two about how to achieve success in real estate. In 1995, her first year in the business, she earned more than $150,000 in commissions and was named Rookie of the Year.

                McGraw claims that the best way to learn “is to model oneself after someone that has achieved the level of success one aspires to.”

                Tony Robbins takes it much further and insists that you need a mentor to obtain “mastery.”

                Mastery is a noble goal if you hope to last in the real estate industry. “One of the things new agents need to learn early on is that no two transactions are the same. By shadowing a mentor, they’ll not only learn this first-hand, but they’ll be able to see how a master deals with the various situations,” says Realty Billings broker/owner Amber Uhren.

                While shadowing your mentor on listing presentations and showings is an excellent way to learn that end of the business, a mentor can also assist with the back-end.

                The Tiem is Running Out postcard is located under the Fence Sitters Series in the postcard section

                Do you know how to run a small business? How to allocate your time? From choosing the right technology tools to learning how to prospect effectively, a mentor in your corner is invaluable.

                Pick a Winner

                Be careful who you choose as a mentor. Resist the temptation to choose someone purely on the basis of his or her production level.

                “I firmly believe that what you eat, what you think, who you hang out with, who you emulate all makes you who you are. Emulate a jerk and you’ll probably turn into one!” says Jolenta Averill, broker/owner at Lake and City Homes in Madison, Wisc.

                When considering who to approach for mentorship, look beyond production. If you’ve chosen a niche, a good choice would be someone who specializes in that corner of the market.  But also look closely at personal qualities, such as integrity and reliability.

                Finally, look for an agent who is open and willing to allow you into her business world, sharing her professional accomplishments and failures.

                Building a business takes time so consider this mentorship period part of the initial process. Don’t rush it and don’t expect to learn everything overnight. You’re building a foundation on which will sit a thriving real estate practice.

                A couple of years ago I spoke with California agent Dorothee Crawford and she explained to me how even after three decades in real estate, she remained motivated by the words of her mentor, Cam Merage, founder and CEO of First Team Real Estate.

                “I am Persian and Jewish, with an accent and I am not a native to the United States – If I can do this, you can do this.”

                Get those fence-sitters off the fence by sending the It Doesn’t Take a Crystal Ball postcard from the Fence Sitters Series to an area where you want more listings.

                The It Doesn’t Take a Crystal Ball postcard is located under the Fence Sitters Series in the postcard section.

                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. 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

                 

                 

                 

                4. 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

                 

                 

                 

                5. 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

                 

                 

                  We have two winners!

                  A first place $250 Gift Card winner & a second place $100 Gift Card winner!

                  1.Congratulations Mila Mendoza on winning our 1st Prize $250 ProspectsPLUS! Gift Card!

                   

                  Mila shared the following feedback with ProspectsPLUS!

                  “I’m using ProspectsPLUS! Real Estate Marketing Planner. I like every step of it!!!”

                  Mila’s latest marketing pieces she’s sent out include – the Fence Sitter Series, First Time Home Buyer Series, and Agent Introduction Series.

                  Fence Sitter Series, First Time Buyer Series and Agent Introduction Series postcards

                  2. Congratulations Ana Steinman on winning the 2nd Prize $100 ProspectsPLUS! Gift Card

                  Ana shared the following feedback with ProspectsPLUS!,

                  “I have been using ProspectPLUS! for a few months and I am very happy with their service.

                  As a Real Estate Professional I find this company very professional and reliable.

                  I am sending postcards very often and so far it has given me good results“.

                  Ana’s latest marketing pieces she’s sent out include – The Just Sold Series, Get More Listings Series, and Neighborhood Update Series.

                   

                  Just Sold Series, Get More Listings Series, Neighborhood Update Series postcards

                  Take the lead from Mila and Ana and send at least 100 marketing pieces to an area where you want more buyers or sellers!

                  You might also like:

                  How to Harness the 5 Key Traits of ‘Rock Star’ Agents

                  Agent Facebook Success: Rules of Engagement

                  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!

                  Get ahead of the inevitable rate hike

                  Fannie Mae’s economists dusted off their crystal balls, peered into the housing market’s near future and came away upbeat.

                  In the overall economy, they predict strong growth and low unemployment rates to continue. So, bring on the rate hikes, right?

                  They predicted four rate increases in 2018 (up from the three they predicted in March) and then another three in 2019. Hopefully, this won’t impact too many of your buying clients.

                  Their housing market-specific news includes a continued tumble in the conventional mortgage application rate. Which is why, in a business so dependent on a healthy economy, it’s important to be strategically budgeting both your personal and business money.

                  I did a deep dive into the experts’ opinions on what it takes for an independent contractor to financially succeed during the tough times. Here are several of their basic tips.

                  Start with your personal budgeting

                  Taking care of your personal finances is job one. Once that’s done, you’ll have a clearer picture of how much money you need to make and how much of it you can devote to your business expenses.

                  When budgeting, you need to be flexible enough to accommodate your income swings and to allow for an emergency fund. Most financial pros suggest you’ll need enough to cover both your living and business expenses for six months.

                  Once complete, that budget may be a real eye-opener. Look for ways to cut needless spending and redirect that money elsewhere.

                  Forbes.com’s Laura Shin suggests taking a critical look at your recurring spending. “Are you really using all the offerings of your mobile phone plan …? Do you go to the gym often enough to justify the monthly cost? What if you took up running, played tennis with a friend or used exercise DVDs instead?”

                  She also mentions that you consider cutting the cord. Cable TV has become ridiculously expensive when there are other, less expensive options (streaming) out there.

                  Your business budget

                  If you don’t already have a business account, open one now. Your tax preparer will worship the ground you walk on.

                  And, if you do your own taxes, you’ll be immensely grateful every quarter that you don’t have to pick through your expenses to separate the business from the personal.

                  Your real estate business budget needs to include more than your listing expenses, gas, and auto maintenance costs. Among the other categories, ensure your budget includes money for: taxes, health insurance, disability insurance, website expenses, salaries, marketing your business, closing gifts, wardrobe, and professional fees.

                  Once you’ve created the budget, it needs to be maintained. Track your expenses and income and tweak the budget, as needed. 

                  Consider the bucket system

                  If you’re like a lot of us, you haven’t a clue where you spend your money and how much is wasted. Budgeting is a pipe-dream that you know will never meet reality.

                  So, make budgeting a game, of sorts. Divide your expenses into three “buckets.”

                  1: The first bucket holds all your ongoing expenses, such as utilities, house and car payment and other debt payments.

                  2: The next bucket is for expenses such as food (both dining out and groceries), entertainment and clothing.

                  3: The third bucket is for the money you’ll spend in the future for things like healthcare deductibles, retirement accounts, home repairs and maintenance and vacations.

                  Do the same with your business expenses.

                  Your business expense bucket

                  Start the system with bucket number three, decide how much of each commission check you’ll need to set aside for future expenses. Experts suggest that you open a separate account for your third bucket. The first payment you make from each commission check should go to this account. The rest of the check goes toward monthly personal expenses (bucket number one).

                  The amount left over after taking care of recurring expenses is what you can dump into bucket number two.

                  To remain on track, monitor your spending for two or three months to determine how much you’re spending from the second bucket. Take the average, multiply it by 12 and divide by 52. This will give you the amount of money you can spend, weekly, from the second bucket. Divide it again by seven to get your daily limit.

                  Remember to be mindful of your spending, especially for business items. “Expenses should create income. If an expense doesn’t create income, it should be eliminated,” Tom Wheelwright, CPA told Inman.com’s Dani Vanderboegh.

                  Question every purchase. If you don’t need to make it, don’t.

                  A smart way to utilize your marketing budget? Attract buyers with a proven method of marketing.
                  Send the Don’t Wait postcard from the Fence-Sitter Series to at least 100 prospects in an area where you want more buyers.

                  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 3 free ways we can help you CRUSH IT in 2018!

                  1.  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

                  2. The Free 2018 Real Estate Business Plan.

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

                  3. 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

                  Also…check out these cool tools 🙂

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

                  MLSmailings.com – Automated Just Listed, Just Sold Postcards

                  Market Dominator System – Become a neighborhood brand

                  Want to Refer a friend or colleague? Refer them, Here. THEY get a Free $25 Gift Card and YOU become their hero!

                  The right audience

                  Before you can sell anything to anyone, you must reach the right audience.

                  Your first step in creating a marketing plan for your new listing is to figure out and target the right buyer. The following are some avenues that will help you narrow down the buyer pool.

                  Go to the source

                  Talk to your listing client about their neighbors – are they primarily young families, older couples with kids still in the home, retirees, singles?

                  Location, as you know, is very important in determining a home’s value, but it can also help you pinpoint the likely buyer. Make note of it’s proximity to anything that is popular with homebuyers:

                  • Quality schools
                  • Shopping, dining and entertainment venues
                  • Parks
                  • Walking/biking paths
                  • Beaches
                  • Recreational opportunities, such as ski resorts, golf, equestrian center

                  The home holds clues

                  Everything from the price of the home to the square footage can serve as clues to help you narrow down your target market. For instance, smaller, single-story homes may be attractive to older clients while larger, roomier homes in the suburbs are hot with Gen X.

                  Also, consider any amenities the home offers. Homes with playrooms or a den are ideal for families. Backyards might lure pet owners, but backyards with space for entertaining are magnets for several different types of buyers (young professionals, families, etc.)

                  Then, use demographics to help you further define the buyer. Is this person single or married? Children? How old would you say the buyer is?

                  You can figure this out by using some of the various studies you’ll find on the internet.

                  • Luxury home? A female between the ages of 50 and 60 may be your target. This group of Americans controls more than half of the country’s wealth. One study found more than 60 percent of luxury home clients were age 45 to 54.
                  • A home with more than 2,000 square feet of living space, especially with close proximity to a decent school, your likely buyer will be a member of Gen X, with children.
                  • Starter home: If it’s located in the suburbs you’ll be visited by both Millennials and baby boomers. If it features a walk-in closet in the master bedroom and a front porch, you’ll attract the former, while a dedicated laundry room, air conditioning, and a patio will attract the latter.

                  If you find your buyer will most likely be a Millennial, hire a professional photographer to snap the marketing photos. According to a Zillow study, nearly 60 percent of buyers in this generation say professional pictures are an important factor in their homebuying decision.

                  The bottom line

                  You may need to come up with profiles for two or more buying groups. If so, distill each one into one persona and keep those specific personas in mind when targeting your marketing.

                  Once you figure out who to target when marketing your listing, you’ll find that many of your other listing duties fall into place naturally. You can more confidently recommend which items need to be repaired, for instance, and how to stage the home to appeal to the likely buyer.

                  Now it’s time to determine your target market and create the perfect mailing list, Go Here.
                  Then send the Waiting, Waiting Waiting postcard from the Fence Sitter – Buyers Series to at least 100 buyers that you have targeted.

                  Need help targeting those buyers? 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 3 free ways we can help you CRUSH IT in 2018!

                  1. The Free 2018 Real Estate Business Plan.

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

                  2. The Free Online ROI Calculator. 

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

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

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

                  Also…check out these cool tools 🙂

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

                  MLSmailings.com – Automated Just Listed, Just Sold Postcards

                  Market Dominator System – Become a neighborhood brand

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