Free Reports

Why NOW is the Time to Re-Think Real Estate Handouts

Nov 4, 2021

Once upon a time in real estate land, agents used handouts as a large portion of their business marketing.

Today’s real estate consumer demands and expects “value” from those with whom they do business, even down to the stuff they get free.

While handouts may seem unnecessary to you, they’re actually an effective marketing tool to increase engagement and perfectly complement your marketing strategies.

Real estate handouts cut out the middle-man or woman

It’s probably not much of a stretch to claim that the average real estate agent will never make it to page one of Google’s search results for the most common real estate search terms, organically.

Instead of going after that holy grail, the marketing experts at clientexpand.com suggest advertising within the sites that do show up on page one. An example would be Houzz.com.

While that may make a nifty addition to your digital strategy, we think it’s best to cut out that middle step and go direct to the consumer.

Some possible topics for real estate handouts

The benefits of owning versus renting.
4 low down payment mortgage options.
Neighborhood real estate statistics (sold, pending, listed). Still one of the most-read pieces of information that homeowners receive. Especially valuable to out-of-town owners.
Client testimonials.
Community entertainment calendar.
Target tenants with a list of ways to improve credit scores.
Magnetic Football schedule cards and calendars
Tips for the FSBOs in the area.

How to use real estate handouts

Handouts can be one page (a typical flyer) or multiple pages, depending on the topic and your goal. Many agents find that direct response reports make ideal flyers.

Use them in:

Pre-listing packets
Listing presentations
Buyer packets
On your website
On doorknobs
As direct mail pieces
On windshields in parking lots
Use digital copies in your emails, on your blog, in your newsletters and as social media posts

Offered consistently, real estate marketing handouts not only supply valuable information to homeowners or tenants but cement your brand as the area specialist.

Going after baby boomers? The ideal handout to offer them is the direct response report 3 Easy Steps to Pain-Free Downsizing.

And, right now, you can get 100 Baby Boomer prospect list contacts for FREE – For 3 MORE DAYS!

HOW TO FIND BABY BOOMER PROSPECTS IN YOUR AREA.

Hit “CLICK HERE”, below (from a desktop or laptop computer) and choose the Demographic Search Tool.

USE PROMO CODE: BOOM100 to get the first 100 prospects free.

Discover Baby Boomer Prospects in your area, now, CLICK HERE!

This sale expires on 11/6/21. 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

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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. The Become a Listing Legend Free eBook

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

6. The 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

3 tips to stay motivated until spring

Feb 19, 2020

It may not seem like it, but winter is almost over. The “famine” part of the equation will be history and we can wallow in the “feast” that spring brings.

Until then, dealing with the snail’s pace of the market at this time of year can dishearten even the most optimistic among us.

Direct Response Reports are available under the Free Report section on ProspectsPLUS.com

But it doesn’t have to. Check out these three tips to help you stay motivated through the final month of winter.

1. Take action, even if it’s puny

“Your income right now is a result of your standards, it is not the industry, it is not the economy,” claims motivational coach Tony Robbins. Easy for him to say when he doesn’t work in real estate, right?

If you’re familiar with Robbins you’ll know that he’s big on taking action – especially if it’s “massive.” Even a small step toward your goals, however, helps raise those standards he speaks about.

“Even if you take the wrong action, if you keep changing your approach you can succeed in anything,” according to Robbins.

Actions to consider taking during the remaining downtime include:

Clean up and organize your CRM
Prepare a mailing list of past clients
Research a farm area for listings
Organize a summer event for past clients

One action – just one step toward a goal – taken every day can move you from inertia to progress.

Turn the eyes upside down

While people you hang out with can stifle your professional progress, “the what that you surround yourself with …can either propel you forward…or hold you back,” according to Amy Blaschka at Forbes.com.

In other words, get out of the office, the car and your head by changing your environment. Samuel R. Sommers, associate professor of psychology at Tufts University claims that this one change can lead to “a burst of fresh thinking and increased drive.”

Take the laptop to a coffee shop or, if it’s not too frosty outdoors, head to the local park. Invite a prospect for coffee or lunch. Take a walk in nature.

“Turn the eyes upside down, by looking at the landscape through your legs,” suggested the late Ralph Waldo Emerson.

Watch, listen, read

The world is filled with motivational coaches, speakers, and gurus. Take advantage of their knowledge by scheduling time each day to watch, listen to or read their works.

If it’s a video you prefer, check out “5 Lessons to Live By” from the late Dr. Wayne Dyer and “Take Action In Your Life” with the brilliant Les Brown.

Books more your speed? Grab Gary Keller’s “Shift: How Top Real Estate Agents Tackle Tough Times” or Ian Schechter’s “Breathe, Focus, Attack: A Triple – Threat System for Creating the Life You Want.”

In our ears, we prefer The Zig Ziglar Show and the über-energetic Gary Vee’s Audio Experience.

Be brave, strong and smart

Winnie the Pooh fans will recall Christopher Robin’s admonition that “You’re braver than you believe, stronger than you seem, and smarter than you think.”

We tend to forget this fact when we aren’t actively participating in whatever it is that reminds us of our greatness.

Fight the malaise by taking action, even if it’s one small step.

Download the 5 Reasons Why Your Home May Not Sell Report and offer it in all of your marketing including your emails, direct mail, on your website, and as a hand out at your Open Houses and listing presentations.

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!

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

4. Become a Listing Legend Free eBook

5. The Free Online ROI Calculator

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

The Biggest Client Complaint & How NOT to be That Agents

Feb 12, 2020

“Before I got an agent, I would try to inquire about their services … and I’d say 90% of the time agents did not return my call,” complains a real estate client (Trulia reviews).

If some agents can’t respond to a hot lead, how can a client expect them to communicate effectively during the listing period?

Agents have come up with a lengthy list of excuses for why they don’t call. They run the gamut from “I don’t call if nothing is happening,” to “I didn’t get your message.”

Which is why the biggest client complaint against agents is lack of communication.

So why aren’t agents working harder to provide this most in-demand aspect of customer service?

Communicating with your client helps dispel the oft-repeated complaint that real estate agents don’t do anything to earn their commissions. It builds trust and it makes for a more relaxed working relationship.

Here’s how NOT to be that agent.

Examples go a long way

Let them know you’re on the ball (available in the postcard section under Get More Listings)

Explanations, walk-throughs, and examples go a long way in helping a client understand the complicated selling process, especially when working with first-time home sellers.

“We didn’t know there were all these things we had to pay for,” says a real estate client at a Hear it Direct event (pity they aren’t doing these any longer).

The gentleman went on to complain that his agent “never brought it up.”

Yet another client was so disgusted by her agent’s lack of an explanation of the process that she won’t use any agent’s services in the future.

“We’ll probably just do it on our own – we kind of feel like we are already,” she said.

A real estate client who feels isolated during the sale of such a huge investment is not only in a sad situation, but it’s uncalled for in an industry that prides itself on “building relationships.”

Take a tip from buyers agents who hold buyer consultations before showing homes. Take the time to walk your listing client through the entire process, from what happens immediately after signing the listing agreement to the closing table.

Outline the costs of selling the home, what might go wrong during the process and their responsibilities.

Explain the following during your consultation:

What happens after they sign the listing agreement – detail the process beginning to end. Don’t assume they know.
Describe your marketing plan and when and how you’ll implement it.
Explain what a broker’s open is and how important it is.
Show them a lockbox and explain how it works, what to expect from buyers’ agents and everything else they need to know about the marketing period.
How offers are presented.
The period after an offer is accepted. Explain the escrow process, the paperwork they’ll encounter, disclosure duties. Remind them that they’ll need to be accommodating to the appraiser and home inspector.
Explain the closing process.
Keep them in on area real estate action (available in the postcard section under Content postcards)

Even the smallest aspects of the home sale process may be completely foreign to a client, so don’t assume that you don’t need to explain them.

Aside from an actual, sit-down seller consultation, there are a number of other ways to provide this information, from a book or e-book to a video or the plethora of information on your website (you have a plethora, right?).

Ask and listen

Ask questions—lots and lots of questions. How do they prefer to communicate, by text, email, phone? How often would they like to hear from you? Is once a week okay or do they want more frequent contact?

How do they feel about open houses? What are their biggest fears about the process? Is there anything about it they would like to know more about?

One home seller who vented his frustrations at CityData.com complained that “I figure an email a week telling me how many hits I’ve gotten on the various real estate sites, calls about my property (if tracked) and general market conditions would work, but I shouldn’t have to chase my agent down to hear what’s going on.”

Asking questions isn’t enough. You need to listen to the answers and ask for clarification if needed. Ensure there are no misunderstandings about their expectations.

Communicate often

Toss the old advice about not saying anything if you don’t have anything nice to say. Homeowners crave communication so provide it as often as possible.

Even if you have nothing to communicate, reach out to your client and let them know. I bet you can come up with something of value to communicate:

How many people toured the home during the past week?
How the open house went.
What type of feedback did they, or their agents leave?
Anything going on with the overall real estate market that they should know?
If under contract, let them know how escrow is progressing.
Find out if they have any questions such as, what comes next.

The Merriam Webster dictionary defines “consultant” as “one who gives professional advice or services.” These homeowners could have chosen to sell the home without an agent but chose to go with you because of your professional knowledge.

By consistently communicating with your clients throughout the sales process, you’ll make them very happy they chose you and, hopefully, more likely to recommend you to others.

An effective way to communicate with and encourage prospective clients is to offer the Free Report “5 Sure-Fire Tips For a Quick Home Sale”.

Include it in all of your marketing and offer it as an opt-in on your website.

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!

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

3. Become a Listing Legend Free eBook

4. The Free Online ROI Calculator

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

5 podcasts for the burned-out, stressed-out, ready-to-quit real estate agents

Sep 23, 2019

You know those times in your business where you seem to hit the groove? You cruise blissfully along, engulfed in it, with heightened awareness, and everything just seems to fall perfectly into place.

“Hitting on all cylinders” is what some call it. Whatever the label, it may last a day, a week or even longer. But it does end, and with it comes the let-down.

Some agents get stressed, others paralyzed. Both are symptoms of burn-out from the ups and downs (especially those dratted downs) of life in real estate.

Thankfully, help is easy to find — encouragement, insight, and tips from others that can propel you back to at least a semi-groove state.

You can visit a counselor, talk to your coach, read one of nearly 130 million published books, watch an inspiring video or listen to motivational podcasts.

Which is the perfect segue into our offering today: 5 podcasts that we think can lift the funk.

Tony Robbins Podcasts

“Why live an ordinary life, when you can live an extraordinary one?” Tony Robbins asks in one of his most famous quotations. If your life is feeling rather ordinary right now, take a cruise over to Robbins’ podcasts and turn it all around.

When it comes to dispensing motivation, nobody does it better than Tony Robbins.

Worth a listen: “If you’re ready for a major breakthrough in your business, hungry for change and you’re hungry for growth,” we recommend learning “momentum shifting” in “From Home Business to Billion Dollar Fitness Empire.” (Skip to 52 to jump right in).

Also, check out “Fear will Destroy you or Drive you.” Fast forward to 4:09 to skip the intro.

The School of Greatness — Lewis Howes

Once upon a time, a New York Times bestselling author built a wildly successful online media company, becoming known as among the “5 Internet Gurus Who Can Make You Rich.”

Easy for him to say, right?

Howes promises, however, to help you “learn the wisdom, skills, and tools to write your own story” and he does that through his weekly interviews with someone sure to inspire.

The Dangers of Overpricing Free Report is available on ProspectsPlus.com under the Free Report tab.

Worth a listen: Rise Above your Circumstance (forward to 2:28) and Set Yourself up for Success (skip to 1:45).

Invisibilia (from NPR)

Invisibilia is, according to publisher NPR, a podcast that “discusses the invisible concepts that control our behaviors, including beliefs, assumptions, cultural norms, and emotions.”

Slickly produced and professionally narrated, Invisibilia is most definitely easy on the ears as it captures the listener’s imagination.

They promise to “help you learn new things, or they take a common concept and present it in a new light, so you walk away with a completely different perspective.”

And, a new perspective may be just the answer for the burned-out, stressed-out, ready-to-quit real estate agent.

Worth a listen: If you think you have problems, you’ll love this! The End of Empathy

Aware Broadcasting – The Ziglar Show

The late Zig Zigler is still known as “America’s most influential and beloved encourager and believer that everyone could be, do and have more.”

He and a couple of partners, in fact, invented the modern sales seminar, traveling the country, teaching salespeople skills they didn’t know they needed.

Zig Ziglar motivated millions of people for many years, and The Ziglar Show continues his legacy by teaching you how to be the best you can be.

The next time you feel rejected by a client or prospect, think about Ziglar. His first book was rejected 39 times before finally being published.

His son, Tom, and Kevin Miller host the Aware Broadcasting podcasts, offering up enough motivation to get you back to lead generating like the real estate Rockstar you are.

We recommend “Find your motive or abandon the effort.”

Burnout to Breakthrough

Not as slickly produced as some of the above, but Dr. Eric Shuemake offers up some brilliant tips to deal with burnout.

Tip number one? Don’t quit – redefine your business. “Only do the things that only you can do,” he suggests.

We recommend: “What is Burnout Costing You?” Not just in money, but in time, health and quality of life?

And, Don’t Forget: Take a Listing Today

Actionable strategies to get you out of the office and taking a listing today. Brought to you by ProspectsPLUS! A popular episode is “How to Up Your Game & Scale-Out.”

Download the “Chop Your Mortgage” Free Report and use it in all of your marketing (direct mail, emails), and on your website as an opt-in.

The Chop Your Mortgage Free Report is available on ProspectsPlus.com under the Free Report tab.

Make sure you stay top-of-mind with the people that matter most!

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

July $250 Gift Card Drawing Winner!

Jul 31, 2019

We have two winners!

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

1.Congratulations Virginia Enoch on winning our 1st Prize $250 ProspectsPLUS! Gift Card!

Virginia shared the following feedback with ProspectsPLUS!

“A recent postcard publishing was so successful that we ordered another 100 postcards.

We know that our success is rewarded by partnerships with proven vendors such as ProspectsPLUS!. Your products do enable us!

I constantly see amazing new products and benefits you provide for your customers. What can I say? Well done and thank you”.

Virginia’s latest marketing pieces she’s using include – The following Free Reports – 9 Ways to Get More Money in Less Time”, 5 Killer Tips to Sell This Summer”, “Don’t Leave Money on The Table”.

2. Congratulations Chris Ditoro on winning the 2nd Prize $100 ProspectsPLUS! Gift Card

Chris shared the following feedback with ProspectsPLUS!,

“Hands down the products that ProspectsPLUS! put out are second to none. I have compared other Just Listed, Just Sold postcards and ProspectsPLUS! blows them out of the water.

Tons of design options, Free customizable PDF reports and soooo much more. What’s there not to love about their products and services. Highly recommend 🌟🌟🌟🌟🌟

I also didn’t mention. I download their PDF reports and include them in my weekly marketing email to my clients. Also I print them out and have them at open houses and when we door knock as a handout or offer in an email. So many ways to use their products”.”

Chris’ latest marketing pieces she’s sent out include – The Free Report, “6 Critical Questions to Ask”, the Get More Listings Series postcard, “I have a Buyer”, and the Just Sold postcard.

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

You might also like to read:

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!

5 simple rules of writing real estate content for the web

Jul 17, 2019

Content is the cornerstone of your online presence and your brand’s biggest ambassador. Done right and shared frequently, it will deliver visitors to your website where you can work your conversion magic.

Writing isn’t easy for those who don’t do it every day. But you don’t need to bend it like Dostoevsky or Shakespeare. Once you realize that, you free yourself of that little nag in your head that tells you that you suck at writing.

Let’s take a look at some of the basics, as applied to your blog posts but transferrable to most website content.

Know your audience

It’s crazy to try to target every conceivable real estate consumer in one blog post. You won’t succeed.

Before setting fingers to keyboard, take the time to think about to whom your topic will appeal. That is your audience for this particular post.

That’s the person you’ll imagine as you write. For instance, when writing a post on downsizing, your audience is most likely:

A homeowner
A member of the baby boomer generation
Someone who owns a large home
Someone who needs help both selling and buying

Draw an imaginary picture of this person, sitting at his or her computer reading your article. Keep that picture top-of-mind while writing.

Remain focused on the topic

Nothing will tick your readers off more than a snappy title luring them into reading a post that ends up having little to do with the title. The anger will be worse if your post offers no solutions and few answers.

Their anger toward you is well deserved; you’ve effectively ripped off their time.

It’s a common problem with folks who don’t write for a living. A solution to this is to create the title of your piece last.

Free Report for Real Estate Marketing to sellers — available under the Free Report tab on our website.

Then, when you’re finished writing and you proofread it, determine your main theme, come up with a brilliant title and remove anything in the post that strays from it.

Short and simple

This rule applies to sentences as well as paragraphs and even words.

Don’t use a $5 million word when a $2 word will suffice

For example:

We will accompany you – We will go with you
When you relocate to – When you move to
The optimum time to buy (or sell) – The best time to buy (or sell)
Obtain a mortgage – get a home loan
Purchase a home – Buy a home

The same holds true for sentences and paragraphs; keep them short and easy to read.

Looks matter

When a visitor lands on your blog post, it’s the visual appeal that he or she will notice first. If your post appears too wordy, too challenging to read, the chances are good your visitor will leave.

Aside from that snappy title, one of the best ways to “trick” them into staying is by making the post appear to be a quick, easy read. Use the following in each post:

Lots of white space. You can get this by keeping your paragraphs short – no longer than five sentences, but shorter is better.
Bullet points
Numbered lists
Stand-alone quotes

Proof and edit – a couple of times

Congratulations! You’ve got yourself a first draft. Keep in mind that

“The first draft of anything is sh#$”

According to the late Ernest Hemmingway.

Now, you need to hone that blog post. Read through it, looking for spelling, grammar and punctuation mistakes. Then, check it for factual and logical errors. Ensure that claims you make are backed up by facts.

We found the perfect example of a logical error on a New Jersey luxury agent’s blog. He opens it with a question, asking the reader if he or she is considering “knocking down the walls of an existing property.”

As opposed to a non-existing property? Hopefully, had the agent proofed his post, he would’ve caught this. Obviously, he didn’t proof.

After making your edits, read the post once more for flow. Organize the information so that each thought leads logically to the next.

Then, set it aside for a few hours and repeat the process. You may be surprised how many mistakes you missed on the first-read.

available under the Free Report tab on our website.

Your final task is to share your content — in as many places as possible.

Offer the Free Report, “Five Ways Waiting to Sell Can Cost You Thousands” as an opt in our your blog in exchange for email addresses.

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

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

Keep Your Real Estate Email Newsletters From Being Trashed

May 15, 2019

One surprising rule ✔️

It may seem odd for a company that provides direct mail services to the real estate industry to offer advice to agents about best practices for email. Especially when statistics claim that direct mail is more effective than email marketing.

But we agreed to set aside this space on our website to offer up the latest real estate marketing advice of all stripes, even if it doesn’t directly sell our products.

Besides, most successful agents use a multi-pronged marketing approach that includes a mix of different marketing techniques.

If email is one that you use and you’re not getting the ROI you expected, read on for some tips on how to turn it around.

There is no such thing as a 100% open rate

So, wipe that goal from your list.

“If you want a 100 percent open rate, send one email to your mother,” says Dela Quist, an email pioneer and CEO of Alchemy Worx.

If your goal is to improve your click-through rate, without depending on Mom, start with what’s “above the fold” in your email message – the subject line.

That’s the come on – the lure. Head to a magazine stand (yes, they still exist. . .even in supermarkets). Check out which tantalizing blurb on each cover makes you want to purchase the publication so you can learn more.

The same holds true for blog post headlines – notice what it is about the title that makes you want to read more.

Your marketing email’s subject line is its “main cover line” (magazine industry lingo), title (in blogging) or headline. Treat it with all the attention it requires. It will make or break your open rate.

“69% of email recipients report email as spam based solely on the subject line,”

according to OptinMonster.com.

Think about the last time you wrote a listing description. Your MLS limits the number of words you can use, some more than others. It’s frustrating to fit enticing, compelling text into such a small space, but not impossible.

Now take that same skill to your email newsletter. With even less space, you’ll need to make the subject line irresistible.

Ways to deal with the subject line

Choose the lead story from your newsletter. If the headline isn’t enticing, change it. “3 steps to beat an investor to win your dream home,” is far more intriguing than “How to win a bidding war.”

It also includes the numbered list, which many email experts say is a favorite among email recipients.

Then, ensure that your subject line includes at least one adjective and the more powerful, the better. To understand the psychological punch some adjectives convey, think about restaurant menus.

For instance, you’re going to order lunch in a diner. Which entree sounds more intriguing?

Chicken pot pie
Grandma’s flaky chicken pot pie with garden-fresh vegetables.

For dessert, are you more likely to order “chocolate cake,” or “5-Layer, Espresso-Soaked Chocolate Cake?”

Need a template?

“Number or Trigger word + Adjective + Keyword + Promise = Clickable Headline”

According to an unnamed writer at BlogSiteStudio.com, copywriter and autism specialist Catherine Pascuas claims that “When you’re writing, you want to think about pulling psychological strings. Appeal to each person’s needs, wishes, joys, and sorrows.”

To do that, she came up with the above formula for headlines.

Use either a number or a trigger word, not both. If you choose to use a number, make it odd and reasonable (not more than 9). Trigger words include what, when, how and why.
Slip in a powerful adjective or one that describe resolution of a pain point. These include brilliant, incredible, amazing, effortless, easy, painstaking, fun, free, powerful, surprising.
Next comes what Pascuas mistakenly calls a “keyword,” and the unnamed writer explains as “rational” [sic]. Neither hit the mark. The word both of them were looking for is “noun,” because the next thing you’ll plug into the formula is the noun that the adjective or trigger word describes (duh).

These include words such as tips, reasons, shortcuts, facts, mistakes, ideas, ways and secrets.

Pascuas final element of the headline formula is “promise,” described as “a value proposition or a dare.” We would add that it might also be a desired outcome or a disaster avoided.

“5 brilliant ways to ensure you get a home loan.”

“3 Surprising Shortcuts to Come up with a Down Payment”

“How to Easily Dispute a Home Appraisal”

If you publish a lot of list-type blog posts and newsletter articles, you may prefer the following, easier formula, that has made the rounds across the internet as well.

(odd number) (adjective) (mistakes/tips/insights/shortcuts) for (achieving/avoiding) (desired outcome/disaster)

And, here it is in action:

“3 Surprising Tips to Beat the Competition in a Bidding War”

“5 Easy DIY Projects to Help your Home Sell Quickly”

“7 Disastrous Mistakes to Avoid when Hiring a Listing Agent”

Addressing a poor click-through rate starts at the top of your email. Starting with the subject line may just bring you somewhat instant gratification.

Include the Free Report Offer, “9 Ways to Get More Money in Less Time, with Less Headaches.” in your next email newsletter to get hands raising.

You might also like:

Creative Marketing: Be Daring, Be Memorable

Avoid These 4 Common Real Estate Agent Marketing Mistakes

Need help targeting the perfect niche of buyers or sellers? Use our mailing list 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

How to Overcome First Phone Call Fears

Apr 23, 2019

Tried-and-true methods for success

You’ve cleared the first hurdle by generating a response to your marketing. Now, it’s up to how you handle the first phone call out to that lead that will result in you winning the business.

That’s intimidating for many of us.

Intimidation gets us stuck. So, back away from the phone and take a deep breath. Then, learn the tried-and-true techniques successful agents use when following up on real estate leads.

Change your perspective

Remember, this first follow-up call isn’t a cold one. You’re returning a call (or email, etc.). This person reached out to you and expects a response. You’ve actually been given permission to contact her.

She may not be ready to pull the trigger on a real estate transaction right now, and you should be prepared for that, but she was motivated enough to take the first step and that’s a cause to celebrate, not back away.

Besides, who has too many leads in their pipeline? There’s always room for one more.

Generate Leads With a Free Report Offer (Available in Free Reports)

It’s all in the timing

While our industry is known for its “location, location, location” mantra, what outsiders don’t know is that “time is of the essence” is more than just a contract term to real estate agents.

When faced with an initial contact from a real estate lead, time can either be your enemy or your best friend. In this case, it’s critical that you place that follow-up call within minutes of receiving the lead.

If you don’t, another agent most certainly will.

Whether it’s call reluctance or that you’re insanely busy, we get it. But studies show that the chances of reaching the lead are the highest if you return the call within five minutes.

Years ago, two guys from InsideSales.com teamed up with James B. Oldroyd, from Massachusetts Institute of Technology (MIT) to conduct a survey of more than 600 businesses.

Their aim was to study “lead response rates, timing and effort, and their influence on the outcome of a lead,” they told Steve Olenski at Forbes.com.

What they found should be etched into the minds of every real estate agent:

Call back within five minutes and you’re most likely to connect with the lead.

If you wait a half hour and you are 100 times less likely to reach the lead.

Wait five hours and your odds of ever connecting with that lead drop by 3,000 times.

An immediate call-back is not only most likely to result in a conversation with your lead, but it’s impressive as well.

“We call it the ‘wow effect’ as in wow, that was fast! You are impressive,” InsideSales.com’s CEO Dave Elkington tells Olenski.

And, how could they not be impressed, especially if they’ve placed calls to other agents? The odds are pretty low that they got a return call this quickly from anyone else.

But this isn’t all we can take away from the survey; conversion rates – “the rate at which the lead contact is willing to set an appointment and enter the sales cycle,” according to Olenski — increases with a quicker return call.

Obviously, getting an appointment is the goal with real estate lead gen follow-up, so ignore time being of the essence at your peril.

Compel Your Target Market With Free Reports (Available in Free Reports)

**What not to say after “hello”**

Before making the call-back, take a minute to familiarize yourself with everything you learned from his or her message. If it was a call about a specific property, get the MLS listing in front of you. Then look it over to determine the neighborhood, size, and anything of interest that may not be included in the public-facing listing information.

Focus solely on the lead and his or reasons for reaching out to you, no matter how tempted you are to toot your own horn. Naturally, if you’re asked, you’ll want to answer questions about yourself, but unsolicited remarks about your sales stats, designations, etc. make you appear overly “salesy.”

Don’t push for an appointment until you understand where in the pipeline this lead falls. At this point, you’re a counselor, not a real estate salesperson.

Identify yourself and the name of your brokerage, and quickly add that you’re returning his or her call.

At this point, the lead may launch into the reason for the original call. Listen carefully to what’s being said and answer all questions.

When the call is for information about a particular listing, describe it and then, again, listen.

If you feel that the lead is open to remaining on the phone with you, begin a gentle probe, asking if he has spoken with a lender, if he has a home to sell before buying another and, naturally, if he’s interested in touring the home he called about.

Before disengaging the caller, let him know that you have no intention of hounding him like some of the other agents he’s spoken with but that you’re available if he has additional questions.

Ask for permission to email alerts about new listings similar to the one he called about.

The wrap-up

If you offer free reports or an e-book, offer it toward the end of the call. “I just created a market report for the Pleasant Skies neighborhood that will give you an idea of what the different models are selling for, can I email you a copy?”

Great free reports to offer that are popular with consumers include, “Chop Years Off Your Mortgage“, “5 Reasons Your House Didn’t Sell” “Sure-Fire Tips For a Quick Sale“, “6 Dangers of Overpricing“, all of which are available here.

Be sure to include your free report offer with your emails direct mail, social media and website to drive those inbound phone calls.

No freebies? Hey, a list of new listings matching his criteria is a freebie, so offer that. “I’ll tell you what, Joe, give me your email address and I’ll be happy to email you alerts of new listings that match what you’re looking for.”

End the call with something along the lines of: “Terrific. Now, if you see any other listings you’re interested in touring, don’t hesitate to give me a call, or text me. I’m happy to set appointments for you and show you around the neighborhood,”

The key to success with a lead who leaves you a message is lightning-quick response time. Then, remember not to come on too strong. Counsel the lead, don’t sell to her.

Order the 5 Sure-Fire Tips For a Quick Sale Free Report and share in person, through direct mail, email and add to your website as a free download in exchange for an email.

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

3 ideas to help you stay motivated until the market heats up

motivation

Mar 13, 2019

That period from winter into mid-spring is typically akin to a drought followed by a raging storm for real estate professionals.

It’s just as the drought is ending, however, that our fingers ache from clinging to our wits and our wallets.

Yes, it will end. Business will pick up, if it hasn’t by the time you read this.

We have some suggestions to consider if you’re still dealing with a snail’s pace real estate market.

1. Take action

Regardless of how few clients you have right now, there are actions you can take to advance your business that don’t involve showing homes or chasing listings.

In fact, taking just one action each day can get you out of the doldrums and into motivation.

A good first action to take is getting away from your desk. A change of scenery is an excellent way to get your brain moving in another direction.

Take a walk (in a different location every day). Take a few hours off just to think. Or, work from your favorite coffee shop that offers Wi-Fi.

Make lunch or coffee dates with former clients or vow to meet colleagues after work for cocktails.

If you must remain tied to your desk, get back to the basics that have kept you in business. Think back: which activities have delivered the most successes?

If you once did well with door-knocking but ditched it for the next shiny object, pick it up again, dust off your skills and start knocking for dollars.

2. Get help from the great motivators

Some of the world’s greatest motivational speakers are just a book, DVD or CD away.

If you prefer reading, check out some of our favorites:

“Shift: How Real Estate Agents Tackle Tough Times” Gary Keller
“The 10X Rule: The Only Difference Between Success and Failure” Grant Cardone
“Better than Good: Creating a Life you can’t wait to Live,” Zig Ziglar

Turn off the radio in the car and pop in a CD or listen on Audible. Here’s a few we think you might like:

The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results. Gary Keller and Jay Papasan
Unlimited Power: The New Science of Personal Achievement. Tony Robbins

Ditch the TV for one night a week and watch a motivational video instead:

Denzel Washington
Eric Thomas
Motiversity’s videos (here’s one to start you off)
Engage your audience with Free Reports (available under the Free Report tab)

3. About that stuff you’ve let fall through the cracks

As a small business owner, you know that even when you’re not working directly with clients or on ways to do so, there is still work to be done. When you’re busy, those are the things that typically fall through the cracks.

Website – how are those neighborhood pages coming? Is it time to localize your home page and feature a testimonial or two? Also, don’t forget to add a Free Report offer on your website in exchange for an email address.

Testimonials — Do you have a system to generate them? Agents use various methods, from hiring a company who specializes in collecting your testimonials to putting together a questionnaire that you offer your clients at closing.

While the latter is a good way to collect testimonials for your website and other marketing materials, aim to convince them to leave you one at the online review sites.

Then, consider reaching out to past clients who didn’t leave a review. This contact also serves to put you back on the front burner of their memories.

Buyers’ consultation – Does yours need some work? Update any area that needs it. Anything you can do to add value to your consultations helps boost your customer service.

The key to pricing your listings right (available under our Objection Handling Flyers tab)

Listing presentation – If your listing presentation is hit-or-miss, consider taking some time to fine-tune it. Don’t know where to start? You’ll find a goldmine of ideas online, from coach websites to YouTube videos to social media groups where other agents hang out.

Don’t forget the magic of using a Merchandise Review at your listing appointment to help get your listings priced right the first time. Download the Merchandise Review now and keep copies on hand to use as part of your listing presentation.

Get involved – In case you haven’t heard, the generations aging into the real estate market say they check a business’ level of social responsibility before deciding to work with them. What are you doing to better the community at large?

Start small if you need to. Find a cause you can put your heart into and volunteer your time. Plan on promoting your cause on your website, social media and anywhere else you can.

The market is changing from what we’ve grown accustomed to over the past few years. Who knows what the spring and summer market will bring? At least now you won’t be at wits’ end should you experience a lull in business.

Free offers drive interest (available in the postcard section under Free Offer Series)

Start stirring up activity by sending at least 100 Free List of Homes postcards from the Free Offer Series to an area where you want more listings.

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 ways we can help you have an INVINCIBLE 2019!

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

October Challenge Winner Announced!

Contests

Nov 1, 2018

Congratulations to our $250 Gift Card Winner of our October Strategy Challenge!

Carmen Wieck!

Here’s what Carmen shared as her October Challenge Marketing Strategy!

“To establish myself as a local real estate expert, every month I have a short video about one of the local businesses, sometimes, even with giveaways that encourage engagement”.

“This month the video prepared will be about a well-established local restaurant that was destroyed in a fire 9 months ago and just re-opened this week“.

What a clever and informative way to embrace your target community! Well done Carmen!

To give you a little more insight into Carmen’s other marketing habits we’ve shared a few marketing pieces she’s sent out from ProspectsPLUS! including the Market Dominator, the Free Report, “5 Reasons Why Your House May Not Sell” and the Free Report, “6 Dangers of Overpricing your home”.

For more information on our NEW November Strategy Challenge, Go Now!

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 STILL CRUSH IT in 2018!

1. Become a Listing Legend Free ebook.

2. 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

2. The Free Online ROI Calculator.

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. BTW, you also get a $25 Gift Card too (now that’s what I’m talking about)!

12 Next

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Free Reports

Real estate handouts cut out the middle-man or woman

Some possible topics for real estate handouts

How to use real estate handouts

1. Take action, even if it’s puny

Turn the eyes upside down

Watch, listen, read

Be brave, strong and smart

Download the 5 Reasons Why Your Home May Not Sell Report and offer it in all of your marketing including your emails, direct mail, on your website, and as a hand out at your Open Houses and listing presentations.

Examples go a long way

Explain the following during your consultation:

Ask and listen

Communicate often

An effective way to communicate with and encourage prospective clients is to offer the Free Report “5 Sure-Fire Tips For a Quick Home Sale”.

Include it in all of your marketing and offer it as an opt-in on your website.

Download the “Chop Your Mortgage” Free Report and use it in all of your marketing (direct mail, emails), and on your website as an opt-in.

We have two winners!

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

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Know your audience

Remain focused on the topic

Short and simple

Looks matter

“The first draft of anything is sh#$”

Offer the Free Report, “Five Ways Waiting to Sell Can Cost You Thousands” as an opt in our your blog in exchange for email addresses.

One surprising rule ✔️

There is no such thing as a 100% open rate

Ways to deal with the subject line

Need a template?

And, here it is in action:

Include the Free Report Offer, “9 Ways to Get More Money in Less Time, with Less Headaches.” in your next email newsletter to get hands raising.

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Tried-and-true methods for success

Change your perspective

It’s all in the timing

What they found should be etched into the minds of every real estate agent:

What not to say after “hello”

The wrap-up

Order the 5 Sure-Fire Tips For a Quick Sale Free Report and share in person, through direct mail, email and add to your website as a free download in exchange for an email.

1. Take action

2. Get help from the great motivators

3. About that stuff you’ve let fall through the cracks

Start stirring up activity by sending at least 100 Free List of Homes postcards from the Free Offer Series to an area where you want more listings.

Congratulations to our $250 Gift Card Winner of our October Strategy Challenge!

Carmen Wieck!

**What not to say after “hello”**