Sunday, April 14, 2024

FSBO

    You can own 100% mindshare of the FSBO market by sending daily postcards.

    The reason most FSBOs have decided to try and sell themselves is usually they are eager to save money. Many also don’t trust agents due to a bad experience from their past.

    However, the truth is…

    Most FSBOs do end up using an agent.  According to NAR, statistics show only 8% of the homes sold are FSBOs. And 31% of FSBOs don’t market their properties. They need someone like you to lend your expertise for a headache-free sale that achieves the most money.

    Other tasks that NAR has shown are difficult for FSBOs include: pricing the home right (18%), preparing the home for sale (13%), understanding the paperwork (12%), helping the buyer obtain financing (6%), timely selling (3%) and time to devote to the sale (3%).

    Therefore, it is your job to earn their trust by demonstrating how your expertise can be of help.

    Campaign, FSBO Series

    How you accomplish this is through consistent, daily communication, professional marketing, and effective presentation tools.

    The Merchandise Review

    A great strategic tool that allows you to walk sellers through all the components of the saleable listing is the Merchandising Review. It even helps to answer some questions before they’re raised. The Merchandising Review is available as a Free Download Here.

    Merchandise Review

    As soon as you see a new FSBO, contact them to offer to complete a ‘no obligation” Merchandising Review. Explain the tool allows you to make a comprehensive analysis of whether their home is salable in today’s market. Then schedule a 20-minute time to meet with them to go over the Review.

    Walk them through each item and negotiate the issues that might keep the property from selling.  Correct these issues, and ask if they would allow you to show them your marketing plan.

    Compelling marketing

    Getting the attention of a FSBO can be challenging. Often their guard is up, and they aren’t open to talking to agents.

    You can begin to open the lines of communication with something as simple as a door hanger.

    Keep a stack of FSBO Door Hangers in your car trunk for a quick leave-behind any time you see a For Sale By Owner sign.

    FSBO First Aid Report

    Then, add that new For Sale By Owner to your daily FSBO scheduled campaign.

    To encourage inbound calls, offer a Free direct response report with all of your FSBO marketing. The report, For Sale By Owner First Aid is the ideal tool to encourage FSBOs to reach out to you.

    The report contains persuasive statistics and educational content that will pique the seller’s interest and open their mind to an agent solution.

    Now, you can send a FSBO postcard every day for the next 27 days & OWN THE FSBO MARKET

    To own 100% mindshare in the FSBO market, every new FSBO you encounter should be put on a daily marketing campaign with the FSBO Series of 27 postcards.

    And, now, your ability to do this just got TEN TIMES EASIER with the ProspectsPLUS! FSBO Scheduled Campaigns.

    In one quick order, you can schedule FSBO postcards to go out for 27 days in a row and own 100% mindshare of the FSBO market.

    And YOU DON’T PAY until each mailing goes out (change or cancel up until the night prior to mailing)!

    To Launch a FSBO Scheduled Campaign:

    1. Choose Your Start Date (see image below)
    2. Pick your mailing interval
    3. Then attach your FSBO prospect list (you can even schedule a series to go out to just one seller).

    To get started on your FSBO scheduled campaign from a desktop or laptop computer, click the “Go Now” button below.

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

    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 each month automatically to an exclusive carrier route. Watch this video to learn more or Click Here.

    2. 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

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

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    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

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

    5. Become a Listing Legend Free eBook 

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    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

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    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

    Engage the right audience

    Ok, I’ll say it: some real estate clients are better than others. The qualities that go into the making of the ideal client are subjective, but the fact remains that your favorite clients, financially and otherwise, are head and shoulders above the rest.

    So, how can you attract more like them and fewer of the others?

    It starts with your branding. Since it’s the chief attractor of leads, improving your branding will help you attract more of the leads you are seeking.

    You are your branding

    Scary, right? Unless you are the agent that has spent a great deal of time working on your brand, what you are putting out there may appear unfocused and too general.

    Let’s break it down and see where you might need a new strategy.

    First, who is your target client? And, no, “anyone with a pulse” isn’t the correct answer. In fact, pursuing all real estate consumers is one of the most common mistakes real estate agents make. When you try to be the “every agent” to everyone, you lack focus and your brand gets watered down.

    Instead of standing out, you blend in.

    Take some time to think back on your past clients, picking out those you truly enjoyed working with and who were most profitable. See what each of them have in common and then write out their client profile, combining the commonalities among those on your list.

    Focus in

    Are you suffering a brand identity crisis? It happens frequently when agents don’t take the time to focus on a target client pool.

    For instance, suppose the primary real estate consumers in your area are Gen Xers with a family and a home to sell before they buy another. However, your blog posts and social media shares are about condos and your happy hour cocktail client events don’t speak to the primary client pool at all.

    Once you have narrowed down your ideal client, it’s time to customize your brand (and content is a main component) to appeal to and speak to that client.

    When you strategically focus your brand’s “voice,” you’re more likely to attract the clients you prefer.

    Keep it simple

    Hopefully, your brand communicates to potential clients in a way that engages them. Unless you’re a strictly luxury home agent, this means keeping your web content and blog posts simple – writing in plain English and at a 9th-grade level.

    Sounds weird until you understand that the average American adult reads at a 9th-grade level, although studies show that we prefer to read at a 7th-grade level, according to the National Assessment of Adult Literacy.

    Other studies show that nearly 80 percent of us don’t really read the words but scan the content. Therefore, the average reader isn’t looking for flowery prose, real estate jargon they can’t decipher, clichés or self-promotion.

    And, whatever you do, avoid trying to sound like every other agent in town.

    “Would you go to a dinner party and repeat what the person to the right of you is saying? Would that be interesting to anybody? Why are so many businesses saying the same things at the biggest party on the planet — the marketplace?” Jason Fried, co-founder of Basecamp asks in an article at Inc.com.

    Keep your content simple in vocabulary, friendly and engaging while you supply your ideal client with the real estate information he or she craves. How’s the current market? What step should I take next?

    Your brand’s voice, evident in your content is important, but it’s speaking to an empty room if you don’t promote it. Use social media channels and direct mail marketing to push out your branded content and bring more eyes back to your website and more calls to your phone.

    Brand voice is just one part of a brand, but, for real estate agents, it may just be the most important aspect.

    Are you currently focused on attracting sellers? What do sellers want more than anything? Buyers!
    Send the I Have a Buyer postcard from the Listing Inventory Series to 100 prospects in an area where you want more listings.

    Need help targeting 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 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

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

    Real Estate Door Hangers That Work

    Door Hangers are the perfect tool for branding yourself as the neighborhood expert. They catch attention, provide the perfect reason for canvassing, and are an easy and effective leave behind.

    Here are seven ways to SCORE BIG using Door Hangers.

    1.  Content is key

    The right door hanger for the right situation is key. Who are you trying to attract? Our Listing Inventory Series of Door Hangers are designed specifically to help agents find more sellers.

    We also offer FSBO’s Door Hangers and Expireds Door Hangers, which are handy to have in the car when you come across a FSBO that just popped up or see an expired come off the market that’s close by.

    In addition, you can use door hangers to brand yourself, spotlight a new listing, or advertise an open house.  The possibilities are endless.

     

    2.  Include a call to action

    Often agents will put time and energy into getting their message right, then forget to tell their prospects what they want them to do next.  Always make sure there is a call to action that’s simple and direct on your marketing pieces. For a memorable call to action select our Free Competitive Market Analysis Door Hanger.

    3.  Know your neighborhood

    Know how many homes are in the neighborhood you are canvassing. Then, based on the number of homes, come up with a strategic plan for conquering the whole area over time. An easy way to confirm how many homes are in a neighborhood is to use a tool available on our EDDM page (HERE). Once there click the “Get Started” link. On the next screen, there is a link to “choose your carrier route” this tool will allow you to find out how many homes are in a given area so you’re sure to order enough door hangers.

    4.  Keep them readily available 

    Keep a variety of door hangers available to address different niche markets so you are prepared for any opportunity that might cross your path. Many agents stock their trunks with various materials including, objection handling brochures, extra business cards, listing agreements, presentation folders, and door hangers.  As the saying goes, “To be prepared is half the victory”.

    5.  Timing is everything

    If you want to just get the hangers on the door without actually talking to many people, mornings (after people leave for work) are good.  If shaking hands and making connections with potential sellers and buyers is what you are after, then early evening after people have made their way home, is a smart choice.

    6.  Blitz an Area

    Take your team along and create a plan of attack that includes breaking up the canvassing in sections. Then blitz the neighborhood from all sides and begin the process of branding the area and officially introducing everyone to the new area experts.

    7.  The layered approach

    Prior to delivering door hangers to a specific neighborhood or in conjunction with this effort, make a few phone calls, send some agent introduction postcards or a community newsletter.  That way when you are meeting face-to-face, your prospects will be more likely to recognize you as the ‘neighborhood expert.’  If you’re using the listing inventory door hangers, we have Listing Inventory Postcards that compliment them nicely. You can find them here.

    Get prepared for your next FSBO sighting by ordering 100 FSBO Door Hangers today to have available to leave on the door of the next home you see with a FSBO sign.

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

    PLUS: Get Instant Access below to 3 FREE tools that will help you CONQUER Your Market this year!

    1. An Easy & Effective Agent Business Plan – Treating your business like a business it is crucial to your success. Our one-page simple, yet powerful agent business plan is the answer! – Click Here

    2. Marketing Dollars Success Tool – Enter your numbers into our Free online calculator to find out how to get the best ROI from your marketing dollar, instantly! – Click Here

    3. Get a 12 Month Expert Marketing Plan – Get a free 12-month plan for What marketing to do when. Four key target markets included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here

    Also…check out these cool tools created to make YOUR life easier 🙂

    Turn One Listing Into Many – All From Your Mobile Phone, Click Here

    Automatically Send Your Just Listed/Just Sold Postcards – Work Smarter Not Harder, Click Here

    Become a Neighborhood Brand – With the Market Dominator System, Click Here

     

    With inventory in high demand and buyers eager for deals, sometimes it takes a little objection handling skill and myth-busting to turn FSBOs into happy clients.

    The following are three common FSBO misconceptions. And how to turn them from myths to more listings.

    1.  FSBOs are hard to work with

    Really – all of them?  In truth, most sellers who are trying to sell themselves are eager to save money and fairly motivated, yet not well-informed regarding what it takes to price right in today’s market.

    Are they distrustful of agents?  Sure, many are but that doesn’t make them difficult it makes them human beings.  It’s your job to earn their trust, treat them with respect, develop a relationship and make them raving fans.

    How do you help develop that relationship? Consistent communication and professional presentation tools.  Our FSBO Postcard Series are a great way to communicate and educate over time raising questions that will compel FSBOs to call you for help.

    Our FSBO door hangers are also perfect for stashing in your car for a quick leave behind every time you see a For Sale By Owner sign.

    Anytime you are attempting to get in the door of a potential listing, especially a FSBO, consider offering something of value. A reason to contact you. Great ideas for this are free reports, market information and a list of resources.

    2.  FSBOs are overpriced 

    Many FSBO homes probably are overpriced but surprisingly with the information available on the internet, many get the price right. However, more often than not, they still don’t understand they can likely get more for their home using a real estate professional.  

    The biggest reason this is true is the exposure an agent can create for your property as opposed to what a FSBO can do on their own. An agent enters the property into the MLS where it is broadcast marketed via the paper, home guides, a wide range of internet sites, and to other agents. This creates greater property exposure and more competition leading to a higher selling price.

    A great strategic tool that allows you to walk sellers through all the components of the salable listing is the Merchandising Review. It even helps to answer some questions before they’re raised. The Merchandising Review is available as a Free Download Here.

     

    As soon as you see a new FSBO, contact them to offer to complete a ‘no obligation” Merchandising Review. Explain the tool allows you to make a comprehensive analysis of whether their home is salable in today’s market and what will assure it sells for the right price. Then schedule a 20 minute time to meet with them to go over the Review.

    Walk them through each item and negotiate the issues that might keep the property from selling.  Correct these issues, and ask if they would allow you to show them your marketing plan.

    3.  FSBOS can succeed on their own

    The truth is most FSBOs do end up using an agent.  According to NAR, statistics show only 8% of the homes sold are FSBOs. And 31% of FSBOs don’t market their properties. They need someone like you to lend your expertise for a headache free sale that achieves the most money.

    Other tasks that NAR has shown are difficult for FSBOs include: pricing the home right (18%), preparing the home for sale (13%), understanding the paperwork (12%), helping the buyer obtain financing (6%), timely selling (3%) and time to devote to the sale (3%).

    FSBOs really are the “low hanging fruit” but the keys to success are consistency and timely communication. Most deals are sealed after the fifth contact. Know your business and your market and you’ll create a presence as the expert in your market for FSBOs.

    Get prepared for your next FSBO sighting by ordering 100 FSBO Door Hangers today to have available to leave on the door of the next home you see with a FSBO sign.

    Remember -we’re here if you need us.  Call our team today at 866.405.3638 to help choose the marketing materials you need to capture this market!

    PLUS: Hey, don’t forget to check out 3 Free things below that will help you CRUSH IT this year!

    1. Easy Agent Business Plan

    Treat your business like a business. It is vital to long-term success in this industry. This business plan is both easy and highly effective. Check out the perfect one-page Real Estate Business Plan – Click Here

    2. Marketing Return on Investment Calculator

    Consistent marketing is the key to success. Discover how effective your marketing dollars can be. Enter numbers in our Free online Return on Investment Calculator to see instant results! – Click Here

    3. 12 Month Done-For-You Marketing Planner

    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 these out 🙂

    Turn One Listing Into More – from your mobile phone

    Automate Your Just Listed/Just Sold Postcards – work smarter not harder

    Become a Neighborhood Brand – with the Market Dominator System