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Saturday, November 16, 2024

listing inventory

    A for-sale sign went up in the front yard of a home down the street from me. Each time I drove by, I wondered what the listing price was. I finally looked it up online. I shouldn’t have had to do that. Nor should other neighbors have to do that.

    A buyers’ agent with frustrated clients should’ve circle prospected around that listing. A postcard to every home in the subdivision, letting them know that a home just went on the market and the price of the home would put that agent front and center in the residents’ minds.

    That is just where he or she needs to be if one of them is thinking of selling. And the chances are excellent that another home will go on the market soon.

    It’s no longer enough to counsel clients on being patient, adjusting their expectations, and coming into the market fully prepared.

    It’s time to get proactive. Not only is it a way to secure listings, but to expose your brand to a wider audience.

    Direct mail as the centerpiece of a circle prospecting campaign is probably the best way to take charge. But, it’s not the only way, and this market demands a multi-pronged strategy.

    Just Listed Postcards perfect for circle prospecting. See more HERE
    1. Add a pinch of social media

    You don’t need to be an influencer to obtain results on social media. Get busy posting and responding. Let your followers know what your buyers’ needs are. Share articles on the huge amount of equity that homeowners are sitting on right now and create a sense of urgency to get them off the fence and into the market.

    I once read an inman.com article from seattlehome.com managing broker Sam DeBord. In it, he shared a story about how he dealt with a low inventory situation by blogging consistently and sharing his posts on Facebook.

    It worked. He got a call from a stranger who read one of his Facebook posts and offered him the listing.

    2. So, you didn’t take the listing

    Go through your CRM and dredge up information on every listing presentation you’ve made but didn’t get the listing. Check to see if the home ever sold and, if it didn’t, reach out to the homeowner. This one is especially effective if the original market value is significantly higher today than it was when you made your listing presentation.

    Chances are, it is.

    3. Equity is a game-changer

    Again, the equity angle will most likely move someone if they’re not opposed to selling. As I mentioned earlier, homeowners who keep up with the news understand that home prices are high.

    Most, however, don’t have the vaguest notion of what their home is worth and how much equity they’re sitting on.

    A proactive agent would’ve not only sent me a postcard when that home in my neighborhood hit the market, but she would’ve followed up a week or two later with an unsolicited, basic CMA. Again, circle prospecting around current real estate activity is one of the best ways to get listings.

    No, these three steps aren’t new, but they may be game-changers for an agent who is struggling to find homes for their buyers. They are also terrific at getting you back to that coveted top-of-mind position with your sphere.

    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 all of 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

    6. The Take a Listing Today Podcast

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

      In March 2021, the average list price reached an all-time high of $370,000, up 15.6% compared to this time last year.

      Home sales were 9.1% higher than one year ago and although the mortgage rates have increased slightly to the highest levels this year at 3.09% for a 30-year fixed, there are reasons to believe the housing market will continue to be strong throughout 2021 (NAR source).

      This means it’s still a seller’s market, which is the key point you’ll want to make when communicating with the homeowners in your CRM.

      1. Nothing better than a warm call

      Comb through your CRM for the warmest leads among your homeowners and start your campaign with these people as your target audience. Yes, even friends and family and past clients.

      Pick up the phone and start dialing for dollars. And, naturally, during the conversation you’ll want to let them know how desperate homebuyers are for homes in the area and, oh, by the way, “Do you know anyone who might be considering selling their home?”

      You’ll most likely not get the name of a red-hot listing lead, and that’s ok. You are now top-of-mind with these people.

      Real Estate Times postcard
      2. Go back after lost listings

      Not taking the listing after a presentation is painful. But, remember another old real estate lesson: “Stay in touch until they list – and beyond.”

      St. Paul, MN broker Teresa Boardman once spoke about one of her most cost-effective listing generating techniques that you can copy.

      Go through your CRM, looking for homeowners for whom you gave a listing presentation over the past three years.

      Check the MLS to find out if the home ever sold with another agent. If not, take this condensed list of sellers and send them a Real Estate Times postcard. Catch them up on the current hot market and explain why now is the perfect time to join it.

      Or stay in front of this hand-picked list for six months or more with a scheduled FARM, Get More Listings campaign. Learn more, HERE.

      Remember, #StayHome made millions of homeowners overly familiar with their homes, and many have found that the home no longer fits their needs.

      Always let these potential listings know how ideal the market is for sellers, how much equity they’ve built up, and about the super low current mortgage rates.

      Very early in her campaign, Boardman had taken one listing and another homeowner felt like a “real strong possibility.” A third was debating renting out her home or selling it.

      3. Don’t forget social media, especially now

      Connecting with people on social media is so easy right now. Since the outbreak of the pandemic over one year ago, internet usage has increased 70%, according to Mark Beech at Forbes.com.

      Real Estate Times postcard

      Studies from Pew Research claim that more than half (53%) of “… Americans say the internet has been essential in the past year. 

      The amount of time that Americans spend on social media platforms, in particular, has increased from 79 minutes per day in 2019 to 86 minutes per day in recent months.

      There is a lot of engagement to be had right now online, particularly on social media.

      Use all that important information you have up your sleeve to let sellers know that they won’t find a better time to sell their homes and to convince buyers that they should remain in the market.

      Yes, inventory is super tight and many homeowners still aren’t getting what an amazing time this is to sell their homes for top dollar.

      This is also the ideal time for real estate agents to market to niche prospects such as empty nesters, high-income renters, move-up market, fence-sitters, and more.

      With nine campaign categories to choose from, it’s now quick, easy, and affordable to schedule a targeted campaign.

      Hurry! FARM Scheduled Campaigns are on sale 10% OFF the first month for ONLY 3 MORE DAYS! (sale ends 4/17/21).
      Fence-Sitters Series, one of 19 FARM Scheduled Campaigns (shown above). Learn more, HERE

      TO LAUNCH AN FARM CAMPAIGN:

      Hit “CLICK HERE”, below, to get started on your FARM Scheduled Campaign (from a desktop or laptop computer).

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

      Launch an FARM 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 with your success.

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

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

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

      2. The Free Interactive Real Estate Business Plan

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

      3. Become a Neighborhood Brand

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

      4. The Free Real Estate Mailing List Guide

      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. 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

      Become a big fish in a small pond

      If you’re of a certain age, you’ll remember the advent of email and the rhetoric surrounding it.

      It was going to put the post office out of business, direct mail marketers would consider it the answer to their problems, and it was immensely less expensive than regular mail.

      Well, the post office is still in business and direct-mail marketing is a booming business.

      Think email is a more effective tool than direct mail to generate real estate leads? Read on to see the other side of the story.

      Direct mail cuts through the clutter

      “In the 1970s, it was extraordinary for a person to receive as many as 50 [email] messages a day. Today, it’s not unusual for someone to receive 1,000 messages in a day,” according to Dave Crocker, administrator of emailhistory.org.

      Raise your hand if you’ve ever received 1,000 pieces of direct mail on any given day.

      The truth is, the volume of direct mail has decreased, starting in 2016, according to the U.S. Postal Service and the Data and Marketing Association. While this may be bad news for the post office, it’s excellent news for real estate agents who use direct mail in their marketing mix. Why?

      Direct mail has a better response rate than email.

      Though the volume of mail sent decreased, the response rates increased. The decrease in the volume of “junk mail” that each American receives, means less competition for those who continue direct mail marketing.

      For real estate agents, that’s even better news.

      Go for the best ROI

      Let’s face it, many real estate agents are thrifty and when a less-expensive marketing alternative presents itself, they’ll take it. So, these agents rely more on email than on direct mail.

      “If competitors are abandoning the mailbox, they’re leaving you with a huge opportunity to dominate the channel that achieves the highest response rate,” says Debora Haskel of IWCO Direct.

      According to the Data and Marketing Association, direct mail boasts response rates that are from 10 to 30 times higher than that of email. It also delivers 10 percent more customers than email (according to the Direct Marketing Association, or DMA) and it’s more effective than email at inducing brand awareness.

      In fact, 75 percent of people could recall the brand immediately after seeing it in a direct mail piece while only 44 percent of them could recall the brand immediately after seeing a digital ad, according to Proactive Marketing. 

      The millennial misconception

      If you’re targeting millennial homebuyers in your marketing efforts, direct mail should be among your weapons. There’s a misconception that this generation is completely connected electronically in all aspects of their lives.

      Studies show, however, that when asked whether they were more likely to read an email with promotional content or a direct mail piece with the same content, 12 percent more millennials said they prefer the latter.

      Even more surprising, was their answer to this question: “Which is more effective at getting you to take action?” Thirty percent responded that direct mail prompts them to action, while only 24 percent said email.

      Choose your direct mail pieces strategically

      The perfect direct mail campaign starts with a plan. Define your goal, set objectives and determine your target audience. With this information, you can put together your mailing list and then design your marketing piece.

      Whether you’re mailing newsletters, postcards or anything else, your pieces need to cut through the clutter and stand out. To do that, keep text to a minimum and go heavy on the images.

      “Take as much time crafting the look of your mailer as you spend on crafting the words and messaging,” suggests exactask.com’s Adam Treiser.

      What formats do consumers prefer? The DMA found that oversized envelopes are opened more frequently than other direct mail pieces, followed by postcards.

      Most marketing experts recommend multichannel marketing. If direct mail isn’t among the mediums you use in your marketing efforts, perhaps it should be.

      Start getting more seller leads now!
      Send the Time is Right postcard from the Listing Inventory Series to at least 100 prospects in an area where you want more seller leads.

      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!

       

      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!

      More words of wisdom from Dean Jackson (the king of real estate marketing). In today’s article, he explains his innovative approach to converting leads over time. Dean Jackson is the founder of GoGoAgent and Listing Agent Lifestyle. 

      Playing the long game

      I’ve heard many agents complain when they try different sources to generate leads, for a few months, and get nothing out of it. Unfortunately, the point being missed with this way of thinking is the real payoff with lead generation is in playing the long game.

      The correct approach is to look at your lead generation process, not as a short-term expense, but as a capital investment. Do not add unnecessary and misguided pressure to the action of generating leads by expecting to recapture your money in 30, 60 or even 90 days.

      It’s time to amend your perception of the value of a lead over time. And begin to cultivate your leads over 12, 18 and even 24 months (regardless of lack of response). Then you will begin to build a true capital asset. And this asset of unconverted leads will become an incredible treasure trove that will continue to pay dividends for years.

      A case study

      A great story defending the above philosophy is of agent Tony Kalsi. We tracked lead conversion results on Tony’s listings for four years in a “Getting Listings Case Study”. And we discovered 21 transactions he achieved over the four-years were from leads he had generated in the first year that he had continued to cultivate.

      If Tony had written off these 21 leads as “duds” due to not being able to convert them quickly, he would have missed out on – I don’t even want to think about how much money!!

      I’ve heard story after story like this from agents who understand the long-term approach to converting their leads. They patiently educate and motivate their lead list, then watch the yield from that portfolio continue to pay off year after year.

      Being conscious of your marketing dollars has its place. However, focusing only on what you can achieve “right away” from your marketing dollars and discarding the rest is a mistake. And this mistake will cost you longterm valuable assets.

      Every new lead that you add to your “lead portfolio” is a potential future client. Some leads may convert quickly, but many more will convert over time, even years after your initial contact.

      From “dud” to dynamite

      If you have leads gathered over the years that you’ve identified as “duds” due to not converting quickly, I have a great marketing campaign for you. This campaign has the potential to bring many of them back into the fold.

      Gather together an email list of your so-called “dud” leads and send them the following email. Put their “first name” in the subject line of the email and then ask them one simple question in the body of the email. “Hi  ‘insert person’s name’, “Are you still looking for a house in ‘insert city or neighborhood’?”. 

      That’s it.

      That little email and nothing more. Send that email to all of the dud leads you’ve generated and neglected for 90 days or longer (or you feel have neglected you). And you’ll be amazed at how many people respond “Yes, we’re still looking.” You’re also going to be surprised, not in a good way, at the number of responses you get from people that say, “No, we’ve already bought.”

      This second response will break your heart, but don’t sulk, just make a mental note that YOU can not predict when a prospect will be READY to move forward. This knowledge will become a reminder to not prejudge your leads. But instead to take the long-term “asset management” approach to nurturing your leads as the treasure trove that they are.

      Begin cultivating and nurturing your lead portfolio today by sending out the Ever Thought About Selling postcard from the Listing Inventory Series to at least 100 prospects from your lead list.

      To learn more about the other incredible tools and resources Dean has available for agents go to GoGoAgent.com  and ListingAgentLifestyle.com.

      Need help targeting the perfect niche of sellers or 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  – 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

      The 3 May Contest Winners Revealed Below!

      Thank you for the wonderful and thoughtful reviews we received in May! We really appreciate you taking the time to give us your feedback.

      Remember, if your name isn’t announced in this month’s contest, a new contest starts in June with new opportunities to win!

      Our First Winner of the $100 ProspectsPLUS! Gift Card is  – Tanzania Daniel

      Tanzania’s shared her experience using ProspectsPLUS! with the following feedback.

      “I love how easy it is to design a postcard on ProspectsPLUS and send it out to your clients or potential clients.”

      “I really appreciate the option to send out as many or as few postcards as I would like. I’m not strong-armed into ordering a certain amount when I do wish to place an order.”

      “This company also gives back to its consumers by offering different discount codes and promotions. You can’t beat that!”

      Tanzania’s Latest Marketing Purchases – Listing Inventory Series, Market Quote Series, Fence Sitter Series, Just Sold Series.
      Our Second Winner of Our $100 ProspectsPLUS! Gift Card is – Kathryn Marshall

      Kathryn shared her experience using ProspectsPLUS! with the following feedback.

      “The ONLY company I trust with my marketing materials.”

      “I have been using Prospects Plus mainly for postcards for almost 3 years now, and I have received at least 15 sales from their products.”

      “They have a quick turn around time, and tons of options to suit your needs.”

      Kathryn’s Latest Marketing Purchases – Just Sold Series postcards.

      Our Third Winner of Our $100 ProspectsPLUS! Gift Card is – Henry Schubel

      Henry’s shared his experience using ProspectsPLUS! with the following feedback.

      “I’ve become a bit fan of ProspectsPLUS too. No fuss, no muss, no bs.”

      “I can design a flyer in a half hour with all my doodling and changes, lasso the specific area I want to target, then launch the order.”

      “I get feedback when the order goes to processing, when it leaves their hands, and when it arrives at the local post office. A terrific tool for a busy Realtor !”

      Henrys Latest Marketing Purchases – Just Listed, Just Sold Series, and Upload Your Own Design Postcards. 

      Take the lead from Tanzania, Kathryn & Henry and send Just Listed/Just Sold Postcards to the areas around your current & sold listings. Start the process of declaring yourself the neighborhood expert now!

      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!

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

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

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

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

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

      You estimate. It’s that simple.

      Map out your first-year goals

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

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

      Create a budget

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

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

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

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

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

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

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

      How much do you need to make?

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

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

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

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

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

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

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

      1. The Free 2018 Real Estate Business Plan.

      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  – Click Here

      Also…check out these cool tools 🙂

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

      MLS Mailings – Automated Just Listed, Just Sold Postcards

      Market Dominator System – Become a neighborhood brand

      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

       

      Time vs Reward

      While a lot of real estate agents know about Google AdWords, there are many who don’t understand how it works and why they should consider using it to advertise their business.

      All advertising campaigns require careful consideration as to the amount of time they take, the cost and, most especially, the return on your investment dollar. Let’s take a closer look at these concerns and how AdWords fits in.

      Learning Curve

      Determining keywords, deciding how much to pay for them and tracking your ads takes time. For the busy real estate agent or those who are inexperienced with online advertising—especially advertising on Google—expect a huge amount of time on just the learning curve alone.

      Then, tracking the ads’ effectiveness involves another huge chunk of time.

      Cost

      Since it costs nothing to set up a Google Adwords account, the cheapest way to get started is to do it yourself. Navigate to adwords.google.com and you’ll find step-by-step instructions on how to set up the entire program.

      So, How Does it Work?

      Google is the largest search engine in the world and, last month, it garnered nearly 92 percent of the search market share, worldwide.

      Regardless of where you advertise online and whether you buy leads or clicks, the truth is that Google is so ubiquitous, whoever finds you probably uses Google.

      The good news is that Google tends to offer a fairly high return on investment. It works on an auction model, so the more popular the keyword you want, the more you’ll pay.

      Now, it’s not a straight auction model because they also care about relevancy, so if your landing page is judged highly relevant to your keyword, they’ll allow you to bid a little bit lower for the ad.

      Not only that, but the more relevant pages are ranked the highest.

      Google assigns what they call a Quality Score to every landing page for every keyword. Let’s assume that your landing page is generic and you want to bid on the keyword phrase “Portland Real Estate.”

      Any agents whose landing pages have a higher Quality Score, also bidding on the same keyword phrase, will rank above your page in the search results.

      Advantages

       In one sentence: Google AdWords is a fast, highly scalable, easy and somewhat predictable way to advertise – if you know what you’re doing.

      • Scalability: You decide how much you spend and when and how to adjust your ads.
      • Predictable: Once you know what you’re doing you can determine your ROI.
      • Quicker: You’ll see results faster than you will with trying to SEO your way to page one organically.
      Disadvantages

      Ok, so it’s not all perfect. The learning curve is steep and overly time-consuming. Then, there are the ongoing management and maintenance headaches. This combination can deter many from using Google AdWords.

      The bottom line

      If you choose to begin using AdWords, you’ll need to determine a daily budget and then keep up with prices, perform ongoing keyword research and understand the analytics well enough to figure out what is working and what isn’t.

      In the end, since all of these tasks take time, many agents choose to outsource the management and maintenance of their AdWords account.

      Start attracting new listings with a form of marketing that is studied to have a 75% brand recall – Direct Mail Marketing!*
      Send 100 Take Advantage of the Market Postcards from our Listing Inventory Series to an area where you would like more listings now.

      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 Dominate 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 these out 🙂

      Turn One Listing Into Many – From Your Mobile Phone

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

      Become a Neighborhood Brand – With the Market Dominator System

      (*Direct mail has a 75% brand recall. Source: DMA Response Rate Report)

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