scheduled campaigns

Two Common Real Estate Objections and How You Can Overcome Them

Sep 8, 2021

Don’t be surprised if, at least at the beginning of a new client relationship, you’re treated with skepticism and mistrust.

This is specifically true during uncertain times.

Building trust is a barrier that must be scaled for every agent when developing a new client relationship.

And, even after you’ve won them over, there are plenty of new objections you may have to overcome.

Objection Handling Brochure, *Pitfalls of Overpricing*

The following are two of the biggies you might encounter that prevent consumers from moving forward, specifically during a pandemic.

The commission negotiator

Agent commissions are the most common area of negotiation, specifically during a time when market stability is uncertain.

First, most consumers know that, by law, commissions are negotiable. What they don’t typically know is that you don’t pocket the entire commission. So your first objective is to educate them. Use numbers they can relate to in your example.

“Joe, suppose I earned $20 in commission. Half of that, $10, right off the top goes to the broker whose agent brought in the buyer for your home. The other $10 goes to my broker who then pays me my share, $5.”

If all else fails, fall back on a time-tested commission objection handling technique:

“Sure, Joe, you may well find another agent who is willing to cut her commission right now. But, ask yourself: If she can’t negotiate with you over keeping her earnings, how can you expect her to negotiate with the buyer when it comes to you getting the highest price possible? If she can’t convince you she is worth her full commission, she can’t very well convince anyone of anything”

The market challenged

Objection Handling Brochure, *Timing is Everything*

Then there are the consumers who have a misunderstanding of what’s happening in the market and how it might affect them. “We’d love to sell and buy another home, but prices are too unstable right now.” In the current housing market, you may be hearing this objection frequently. The alternative to this one is “We’ve decided to wait until the market gets better.”

Either way, if the market truly is conducive to selling and/or buying, crunch the numbers for them.

In the current market, most sellers will still get what they want for their homes. It’s the buy-side they’re concerned about.

What they’re often overlooking are two very important factors:

They have loads of equity right now
Mortgage rates are at all-time lows

Combine the equity with the savings from low mortgage rates and you most likely have a situation where they can afford to buy a replacement home.

The bottom line

Objection Handling Brochures, *Think It Over*

Objection handling requires a delicate balance – one that can be achieved through empathy. Dan Lok, entrepreneur, author, and founder of Closers.com uses what he calls the “3 Fs,” Feel, Felt, Found.

I understand how you feel
Others felt the same way
Here’s what I found

An example of this is the following statement, “I understand that you’re frightened you won’t be able to afford a replacement home. Others feel the same way. But this is what I’ve found.”

For a Limited Time: Download an Objection Handling Brochure PDF For FREE!

Just select “Download Only” from the Shipping Option and use the promo code FREEBROCHURE at check out to get your Free Objection Handling Brochure PDF, Click Here.

Now that you’re armed with an Objection Handling Brochure, it’s the ideal time to launch a marketing campaign.

Did you know our Farm, Call to Action Scheduled Campaigns are currently on sale 10% OFF the first month!

Farm, *Call to Action* Scheduled Campaign is shown above. Learn more, HERE

TO LAUNCH A CALL TO ACTION CAMPAIGN:

Hit “CLICK HERE”, below (from a desktop or laptop computer) and choose the Call to Action Series of postcards.

USE PROMO CODE: ACTION10 to get 10% Off at check out.

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). This sale expires on 9/11/21.

Launch a Call to Action 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…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

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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

How to Become a More Productive Real Estate Agent in 2 EASY Steps

Sep 2, 2021

Much of your daily activity may be necessary, but some tasks may be keeping you from being the top-producing real estate agent machine that I know you can be.

And, some of the suggested methods for becoming a high-yielding agent might surprise you.

For instance, Sir Winston Churchill, former prime minister of the United Kingdom, insisted that he got twice as much done after napping (I’ve always liked that man).

“Don’t think you will be doing less work because you sleep during the day,” he said. “That’s a foolish notion held by people who have no imaginations. You will be able to accomplish more,” he concluded.

Fellow napper geniuses include Leonardo Da Vinci, who snoozed for 15-minutes, every four hours. President John F. Kennedy made it a habit to doze off every afternoon for one to two hours and who can forget the many photos of President Clinton, fast asleep, at some pretty inopportune moments?

So, go ahead and take a nap, but not before finding out other ways to become more productive.

1. Say “no” to overtime

Back in 2008, the powers-that-be at Microsoft Japan gave employees “five consecutive three-day weekends.”

While this cut operating costs for the company, it also increased sales. In fact, sales increased, per employee, 40% overproduction from the previous year.

Then, there is the study from a construction company wanting to figure out how scheduled overtime impacts their projects.

It turns out that working 60 hours or more per week over the course of two months correlated with a significant drop in productivity. Working more than 8 hours a day, 48 hours per week tanked productivity to the point where it was taking 3 hours to accomplish what had been done in 2 hours.

As a real estate agent, you need to be even more cautious of how much time you spend working. Without someone scheduling your work, it’s far too easy to keep working until you’re doused in that ‘midnight oil.

Set your schedule, keeping in mind the aforementioned studies. It may take some time to train yourself to turn off the lights and close the door at a set time each day, but it’s imperative if you hope to become a more productive real estate agent.

2. Take more breaks

You are your boss. As such, it is amazing how many agents treat themselves like sweatshop workers.

If you had a boss, you would be granted, by law, a number of breaks from work, scattered throughout the day.

Yet more than 60% of Americans claim to eat lunch at their desks.

Our brains need rest, according to Meg Sellg at psychologytoday.com. And to achieve it, avoid “Doing activities that don’t rely heavily on prefrontal cortex function [the area of your brain you are using when you work] but rely on different brain regions instead …,” says Nir Eyal, author of “Indistractable: How to Control Your Attention and Choose Your Life,” tells Sellg.

Need a tip to turn off that prefrontal cortex?

Get up and move. Whether it’s a 5-minute walk or any other physical activity, Stanford researchers have learned that movement makes us more creative and, thus, productive.

Eat your lunch at the park or even on a bus bench. Views of nature and streetscapes relax and rejuvenate.

Whether you work remotely or in a brick-and-mortar brokerage, stop chaining yourself to your desk. Take naps, take breaks and close your “office” at a specified time each day. Then, watch your productivity soar.

Looking for an attention-grabber? How about sending a Real Estate Times Scheduled Campaign to your Sphere of Farm? The Series contains trending real estate news and statistics.

And, guess what? The Real Estate Times Scheduled Campaign is currently on sale 10% OFF the first month – but only for 3 MORE DAYS!

Real Estate Times Scheduled Campaign (shown above). Learn more, HERE

TO LAUNCH A REAL ESTATE TIMES CAMPAIGN:

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

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change mailing up until the night before it goes out).

USE PROMO CODE: TIMES10 to get 10% off at checkout.

Launch a Real Estate Times 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…below are some helpful tools to support your success.

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

Become branded in a specific neighborhood with a NEW 12X15 marketing piece sent automatically every month to an exclusive carrier route (membership includes your own online Homes & Life Agent Magazine). Watch this video to learn more or Click Here.

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Become Unforgettable with the RIGHT Elevator Pitch. Here’s How

Aug 31, 2021

What do you tell people when they ask what you do for a living?

“I’m in real estate” is a common answer to the question. So is “I’m a real estate agent (or REALTOR®). Sure, those are answers to the question, but they aren’t exactly memorable.

Here’s how to craft a real estate agent elevator pitch that will make you unforgettable.

20 to 30 seconds

According to a Princeton University study, people form an opinion based on facial appearance within one-tenth of one second. Pass that test and then you’ll have a mere 20 to 30 seconds to wow them with your real estate elevator pitch.

Yup, it’s not much time, but if you can squeeze vital home information into the puny word count the MLS allows, you can certainly sell yourself in half of a minute.

It’s a tool you’ll use a lot

From responding to online leads to introducing yourself at cocktail parties and in marketing materials, a real estate elevator pitch is something you’ll find quite useful.

I love NextDoor.com, especially when a neighbor posts that he or she is looking for a real estate agent. Unfortunately, I’ve yet to see a really compelling response from agents. And, even sadder is that the agent responses are so similar they could be mistaken to have come from the same person.

“I go the extra mile” and “I go above and beyond” are common refrains. If that is your USP as well, please, do the industry a favor and dump it.

Agents can buy a NextDoor Neighborhood Sponsorship and, in my neighborhood at least, only three have done so. What they pay for, is an ad that looks like this (image left):

I haven’t come across an agent-sponsored ad yet that answers the questions suggested by the platform. Yet, they pay for the space.

Here’s a Sponsorship ad from another business (image right):

This phone and computer repair person understands the value of what he’s paying for and uses the space for all it’s worth with his or her elevator pitch.

Create your own real estate agent elevator pitch

“You know [the real estate pain point]? Well, I [solution]. In fact, [proof].”

That’s the formula for the ideal elevator pitch, according to author Allan Dib. “Good marketing takes the prospect through a journey that covers the problem, the solution and, finally, the proof,” according to Dibs.

Keep it quick. Keep it simple. Ensure it’s not too promotional.

Put in real estate terms, Dibs’ formula may look like this:

“You know how people who want to buy a home are having a hard time finding one? What we do is reach out to the homeowners in our database with a list of our buyers’ needs. This has been so successful that we have found homes for 25 of these clients just in the past 30 days.”

Go ahead and plug your elevator pitch into the formula or feel free to steal ours, if it fits.

Another way to grab your audience’s attention and keep it is with a Real Estate Times Series Campaign. The Real Estate Times Series has timely real estate news and statistics that is of value to homeowners.

Did you know, the Real Estate Times Scheduled Campaign is currently on sale for 10% OFF the first month?

Real Estate Times Scheduled Campaign (shown above). Learn more, HERE

TO LAUNCH A REAL ESTATE TIMES CAMPAIGN:

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

USE PROMO CODE: TIMES10 to get 10% Off at check out.

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). This sale expires 9/4/21.

Launch a Real Estate Times 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…below are some helpful tools to support your success.

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

2. The Free Interactive Real Estate Business Plan

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

5. The Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

2 Tips on Writing for Real Estate Consumers

Aug 26, 2021

It’s safe to assume that most home sellers and buyers don’t know the meaning of “LTV,” they may have never used the word “contingency”, and the word “title” is just a name of a book.

Studies show that the average adult reads at a 9th-grade level and that we actually prefer our reading material to be at a 7th-grade level.

The words you choose to use on your website, in your listing descriptions, and direct mail pieces can make or break the visitor’s or recipient’s experience.

The good news is that writing for an audience of everyday people isn’t at all like what you learned in high school or college. It’s easier, and it’s more fun.

1. Ditch the insider lingo

Unless your audience consists solely of other real estate professionals, using real estate lingo is like writing in a foreign language to an English-only reader. Check out this real-life example:

“If you’re buying a home and apply for a mortgage, one critical factor in

whether you secure financing is your loan-to-value ratio.”

There’s no crime in using normal, everyday American English. So, let’s redo it:

“Something you’ve probably never heard of may stand between you and the interest rate of your dreams: The loan-to-value ratio, or LTV for short. Welcome to the world of real estate, my friend, this is just the beginning of a list of terms you’ll be hearing a lot in the months to come. So, what is the LTV?”

Don’t’ assume that your reader understands commonly-used words and acronyms used in real estate, such as LTV, CMA, contingency, addendum, consideration, and one that we see frequently in the current market, absorption rate.

Take the time to explain them, in plain, friendly English.

2. Why so overly-formal?

“Remember that the basic rule of vocabulary is to use the first word that comes to your mind if it is appropriate and colorful,” author Stephen King cautions in his book “On Writing: A Memoir of the Craft.”

Let’s take another look at our first example. Check out the formal-yet-clunky vocabulary. “Critical factor” can easily be replaced with “an important factor” and “secure financing” should be changed to “get a loan.”

After all, when one of your clients gets the mortgage he wants, that’s exactly how he describes it: “I got a mortgage,” not “I obtained” “procured” or “secured financing.”

Take off your real estate hat for a minute and imagine that you’re a consumer, wanting to buy a house. You run across this on an agent’s website or a direct mail piece:

“Our agents will apply their extensive community knowledge and professional

resources to find your dream home.”

Is there anything in that sentence that would make you pick up your phone and ask to hire one of their agents? All we can imagine is sitting in a car, hour after hour, with someone who speaks like this.

No thanks.

Consider replacing some of the most common formalities you find in real estate blogs and other written content:

“Use our services” rather than “utilize” them.
“Talk about the process” instead of “discussing” it.
Dare we suggest this one? “home loan” instead of “mortgage.”
Finally, can we all agree that “real estate” and “properties” are things investors buy and that everyday people buy homes, condos, houses?

An engaging, friendly writing style will help potential clients get to know and like you, and offering them valuable information in an easy-to-understand form gets their trust.

Use the same, short, easy-to-understand sentences you use when speaking with a friend and you’ll be on your way.

DID YOU KNOW WE’RE HAVING A WE HEART YOU 10% OFF POSTCARD SALE?

BUT ONLY FOR 3 MORE DAYS!

Use Promo Code – HEART10

at check out to take advantage of this limited-time offer (excludes postage, data, EDDM, and scheduled campaigns).

Hurry! This offer expires Saturday, August 31st at midnight!

GO 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

3 Things You Can Do To Make Every Day a Great One

Aug 24, 2021

Some days are diamonds, some days just downright stink. The good news is that you can take the stinky ones and make them better, more productive, happier and, even more tolerable.

You don’t need gobs of cash or even a lot of time to change your day for the better. All you need is the desire and will to put simple strategies into action.

1. Develop an attitude of gratitude

Barbara Koltuska-Haskin, Ph.D., neuropsychologist, and author of “How my Brain Works” suggests that you prevent having a lousy day as soon as you wake up in the morning.

Practice gratitude.

Keep a journal next to the bed and, every morning, record several things, people, situations, etc. for which you are grateful. Can’t think of anything? How about the fact that you woke up? Add to that any of the other conditions of your life that make you better off than others in the world.

Journaling once or twice a week for six weeks leads to happiness and it just so happens that happiness leads to success.

“Happy individuals are predisposed to seek out and undertake new goals in life and this reinforces positive emotions, said Sonja Lyubomirsky, Ph.D.

“Happy people are more likely to achieve favorable life circumstances,” she concludes.

2. Then, set aside “me” time before you start the day

“It is important to take time for yourself in the morning,” according to Koltuska. If you enjoy exercising, this is the perfect time for it.

“Physical activity may help bump up the production of your brain’s feel-good neurotransmitters, called endorphins,” said the staff at mayoclinic.org. It doesn’t take jogging or working out at the gym to achieve a rush of endorphins, either.

“… any aerobic activity, such as a nature hike, can contribute to this same feeling,” they continue.

Plan a morning neighborhood walk before you begin your workday.

3. Make prioritizing a habit

Most real estate agents have more tasks to accomplish than a day has hours. Stop attempting the impossible and prioritize accomplishing the three to five most important tasks to get done each day.

“Setting the right kind of goals not only lifts our performance but also makes us feel good,” according to Caroline Webb, author of “How to Have a Good Day: Harness the Power of Behavioral Science to Transform Your Working Life.”

What’s a “right kind of goal?” Something important, that will impact your business or life. Have at least one of these goals on your list and, at the end of the day, achieving that goal (or making a big dent in it) will bring you a sense of accomplishment according to Leo Babauta at zenhabits.net.

The number of goals you set is important as well. “Have a full schedule today? Cut it in half. You don’t need to do everything on that list,” said Babauta.

“If you cut your list down and do only half the things you want to do for today, you’ll have a much better day.”

Here’s hoping that tomorrow is your best day yet!

DID YOU KNOW WE’RE HAVING A WE HEART YOU 10% OFF POSTCARD SALE?

Use Promo Code – HEART10

at check out to take advantage of this limited-time offer (excludes postage, data, EDDM, and scheduled campaigns).

Hurry! This offer expires Saturday, August 31st at midnight!

GO 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

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

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

3 Ways to Keep Your Sphere Thinking About You Through the Rest of 2021

Aug 19, 2021

We’re halfway through the third quarter of 2021 and as we continue through the year your number one goal should be…

Don’t allow anyone in your Sphere to complete a real estate transaction with an agent other than you.

NAR has a statistic that states 75% of buyers and sellers choose the first agent they speak with instead of calling their previous agent.

We’re highlighting three ways to make sure your Sphere continues to be your best source for repeat clients and referrals through the end of 2021.

1. Take your Sphere engagement to the next level with the Free BusinessBASE™

The key to business growth is to become more visible, more likable, and get more people to remember you.

In three easy steps, the BusinessBASE™ helps you do this by cultivating and growing the three groups of people that will provide the majority of your repeat business and referrals (family, friends, and close acquaintances).

According to NAR the average person moves every 5 – 9 years.

Not all of the people in your BusinessBASE™ will move this year, but approximately 15% of them will.

Are you going to be the agent that helps them do this or is someone else?

By following the BusinessBASE™ guidelines you should do at least 50 transactions a year as a result of your efforts.

The BusinessBASE™ includes numerous contact suggestions to help build your base, as well as, 30 effective ways to connect with your base, 30 creative reasons to use for calling your base, the ideal information to include in each contact profile, and the method behind send-call-see.

To get your FREE BusinessBASE™ download, Click Here.

2. Pick up the phone and call

Go through your CRM and pick out past clients and those in your SOI who you haven’t been in touch with over the past year and give them a call.

The call serves several purposes:

It’s a personal touch – and those are always memorable
It’s a reminder to them that they know a real estate agent (just in case someone asks!)
Ask the right questions and you’ll be able to fill in missing information in their CRM file

What will you say?

Ask how they are faring during the pandemic. If they have a family, inquire about their well-being.

If asked about the current market, explain it without sounding salesy.

Most of all, listen.

3. Schedule an SOI campaign

Quotes and Inspiration Campaign shown above. Learn more, HERE

Statistics show that 66% of the business generated by top agents (closing 50+ transactions a year) comes from family, friends, close acquaintances, and referrals generated by the first 3 groups.

Consistently marketing to these groups is the key to the growth of your real estate business.

And a Scheduled SOI Campaign does this while freeing up time for more important tasks like listing appointments & closings.

In addition, right now, ProspectsPLUS! is offering an incredible guarantee when you schedule an SOI campaign.

We believe so much in the power of Scheduled Campaigns and what they will do for your business we’re guaranteeing “3 extra closings a year” from scheduling a 12 month SOI campaign or your money back.

Just launch a one-year SOI Scheduled Campaign with a minimum of 150 postcards per month and if after one year you haven’t generated 3 extra closings, and have incorporated the Free BusinessBASE™, we will refund the money spent on your campaign.

The best part about a Scheduled Campaign is you don’t pay until your mailings go out and you can change or cancel your mailing up until the night before.

This degree of flexibility has made Schedule Campaigns a big hit with agents nationwide.

Bottom line

Year after year, the NAR surveys say that although buyers and sellers claim they will use their agents in the future, most of them don’t.

Don’t assume that because you worked with a client in the past, they will remember you years from now. They won’t unless you keep in touch consistently.

Your Sphere has the ability to be a repeat client and referral generating machine, don’t let that opportunity pass you by!

Did you know our Absentee Owner Campaigns are on sale right now?

If you’re interested in adding some absentee owners to your client list, right now’s the ideal time to pursue them (sale ends in 3 days on August 21, 21).

Absentee Owner Scheduled Campaign (shown above). Learn more, HERE

TO LAUNCH AN ABSENTEE OWNER CAMPAIGN:

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

Get 10% Off, Use Promo Code: ABSENTEE10

And, remember, YOU DON’T PAY until each mailing goes out (cancel anytime or change up until the night before it goes out).

Launch an Absentee Owners 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Looking For Listings? How to Stir-Up Homeowner Interest

Aug 17, 2021

Anecdotal evidence claims that when one home in a neighborhood goes on the market, another three or so will be listed within the next few months. Whatever the mysterious reason behind this phenomenon, I’m sure that you’ve seen it in action.

The trick is to reach these thinking-of-selling homeowners before other agents do. They’re already curious and possibly considering selling, so you’ll be reaching them at the most opportune time.

How do you reach out to these possible sellers? Cold call?

Come on, how does that intrusion make you memorable?

Here’s one way to stir up some interest that begins with a Just Sold postcard, then takes your game to a whole new level with a subsequent Follow-Up Campaign.

*Just Sold* postcard, *Color Series*, **HERE**

Still doubt the effectiveness of direct mail?

Agents are fond of reminding people that they aren’t salespeople because “real estate is a relationship business.” In fact, we typed that phrase into Google, and here is just a very small sample of what we found:

The Secret to Building Relationships for Your Real Estate Business
Real Estate is, Indeed, a Relationship Business
Stats Don’t Lie – Real Estate is a Relationship Business
Real Estate: Relationship Business Built on Trust
Real estate is all about building relationships

Since building relationships with prospects is so critical, the initial approach must be well-thought-out. And a cold call isn’t always the wisest use of this über-important task.

Especially now, when Americans are feeling more than a bit beat up by real estate agents. Ready for another Google search? “Why are real estate agents calling me?”

I Had a Client Ask… Why Are All These Realtors Calling Me?
Why am I getting texts/calls from a million realtors all of a sudden?
Real Estate Agents, Stop Calling Me Darn It
How do I stop Realtor Harassment?

Ok, cold calling doesn’t help build relationships. And, yes, this may sound self-serving because I work for a real estate direct mail company, but the Just Sold postcard and Just Sold Follow-Up Campaign are probably the most effective listing tools for you right now.

According to the U.S. Postal Service, nearly 70% of Americans feel that “… direct mail is more personal than the internet.” Nearly 80% of millennials say that they actually read direct mail ads.

The stats about the effectiveness of direct mail are astounding.

How to Launch a Just Sold Scheduled Campaign video, shown above

Targeted marketing via direct mail works

Narrowing down the audience is a must for all marketing campaigns. Since we are talking about listings here, homeowners are the target.

Let’s narrow down that audience even further: homeowners within a certain radius of a new listing.

You decide on the radius, but agents we’ve spoken with who use this method usually choose the entire subdivision or within a 1-mile radius.

Wait, we aren’t done yet. Let’s make this mailing list ideal: remove homeowners who recently purchased their homes (again, you decide on the time frame). We’ll use 5 years for this scenario.

Now you have a list of homeowners who live in the same subdivision (or within a 1-mile radius) of a just-sold home and who have owned their homes for at least 5 years, some of whom are most likely considering selling.

What better way to catch their interest than to let them know one of their neighbors just sold their home with a Just Sold postcard?

What better way to get them to realize how much equity they’re sitting on than to see find out what other homes sold for (if that’s cool in your market)?

Then, continue the momentum by routinely reaching out to the prospects on this mailing list. Consistency is key.

And, there’s no better way to do this than with a Just Sold Follow-Up Campaign.

Happy new listings!

Ready to Turn Curious Homeowners into New Listings? Launch a Just Sold Follow-Up Campaign!

*Just Sold Follow-Up* Campaign is shown above. Learn more, **HERE**

TO LAUNCH A JUST SOLD FOLLOW-UP CAMPAIGN:

Hit the “CLICK HERE”, link below (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 a Just Sold Follow-Up 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

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

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Convert Renters Into Excited Buyers with Four Low Down Payment Mortgage Options

Aug 10, 2021

Too many Americans who want to buy a home feel they can’t because they don’t have the cash to put 20 percent down on the mortgage.

Yes, we know that 20 percent is “so yesterday,” but the general public is still operating under this illusion, specifically first-time buyers.

In fact, according to a NerdWallet.com survey, 44 percent of Americans think that the 20 percent down payment figure is written in stone.

Sadly, the respondents who don’t currently own a home said that what’s holding them back is the lack of this large down payment.

It’s safe to say that the down payment is one of the biggest obstacles to home buying today. And, it doesn’t have to be.

Get the word out to renters that there are various first-time homebuyer programs that many can qualify for.

We rounded up four that we think agents should bone up on.

1. Fannie Mae’s 3-percent-down mortgage

Launched a few years ago, Fannie Mae’s Conventional 97 is a brilliant alternative to the FHA-backed loan. In fact, it is “among the most in-demand programs for today’s homebuyers,” according to Dan Green at TheMortgageReports.com.

Conventional 97 is what FHA used to be — ideal for both the first-timer and repeat homebuyer who lacks a large down payment. While borrowers are still required to purchase mortgage insurance, the premiums “are usually less expensive than those of comparable FHA home loans,” according to Green.

*4 Mortgage Options*, Direct Response Report, **Click Here**

Best of all, according to Tim Lucas, editor at MyMortgageInsider.com, borrowers can qualify with scores as low as 620, and “gift funds can be used for the down payment and closing costs.”

Speak with your preferred lender to learn more about how to sell this to potential homebuying clients who think they can’t afford the down payment for a home.

2. Freddie Mac HomeOne℠ loan

If your preferred lender isn’t among those conventional lenders approved to offer the HomeOne loan from Freddie Mac, it’s time to add another to your vendor list.

Like Fannie Mae’s loan, it allows you to help your eligible first-time homebuyers achieve the dream of homeownership.

Features include:

No income limits
No geographical limits
Allows for the purchase of a single-family home, condo or townhome

Buyers are required to have at least 3 percent for a down payment and a credit score of at least 620. If first-time buyers, borrowers must agree to attend a buyer education course.

Naturally, there is more to know about Freddie Mac’s HomeOne loan. You can get the details either from your preferred lender or online at SFFreddieMac.com.

3. Freddie Mac Home Possible®

Freddie Mac offers an alternative to the HomeOne loan and that’s the popular Home Possible mortgage. This program is ideal for your lower-income buyers who lack a big down payment and require “flexible sources of funds.”

These sources can be family members, employer assistance “secondary financing and sweat equity,” or a combination of these, according to Freddie Mac’s website.

Your buyer’s qualifying income (on an annual basis) cannot exceed 80 percent of the AMI.

There’s a 3 percent down payment, but unlike other similar programs, a borrower can quality for 105 percent LTV with Freddie Mac’s Affordable Seconds®.

Consider mentioning Home Possible to your very-low to low-income buyers, move-up buyers, and retirees.

4. HomePath Ready Buyer™ program

Another Fannie Mae program, HomePath Ready Buyer, offers 3 percent down payment assistance for qualified borrowers who agree to participate in an online homebuying course and then purchase a HomePath property.

The bonus for agents whose clients use this program is that you end up with a client prepared for the process.

It’s important for you to understand your part in the process as well. Your client will need to request a course completion certificate and then you’ll need to include it when you submit the offer on a HomePath property.

“The request for closing cost assistance must be made at the initial offer in the HomePath Online Offers system,” according to information on the HomePath website.

The website includes the verbiage the buyer’s agent needs to use to make the request for closing cost assistance for the buyer. You’ll find that when you scroll to the bottom of this page.

Your buyer must not have owned a home within the past three years, they must agree to reside in the home as their primary residence and take possession within 60 days of closing.

There are plenty of other programs out there that will help you to assist reluctant buyers who think that they can’t buy without a huge down payment. Learn about them, then use them in your marketing.

Ready to generate some new listings to show your newly converted buyer clients? Launch a Get More Listing Campaign

They’re currently on sale 10% OFF the first month – (sale ends 8/14/21).

Get More Listings Scheduled Campaign (shown above). Learn more, HERE

TO LAUNCH A GET MORE LISTING CAMPAIGN:

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

Use promo code: LIST10 to save 10% off the first month.

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).

Launch a Get More Listings 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

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

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

SURVEY SAYS! What Marketing Matters MOST to Real Estate Agents

Jul 15, 2021

There is nothing more important to us than helping real estate agents succeed. We continually work to discover new ways to make your work life easier and more effective.

This is why we conduct ongoing surveys, to find out what aspects of real estate marketing are most important to you for your success.

Below are the results of our recent nationwide survey revealing how agents across the country weigh in on all aspects of real estate marketing.

The results may surprise you.

Survey Question #1. How Close are you to Achieving Your Income Goals for This Year?

Survey Question #2. Where do you Focus Most of Your Marketing/Lead Generation Efforts?

Survey Question #3. How Many Contacts in Your SOI Do You Communicate With on a Monthly Basis or More?

Survey Question #4. How Much Do You Spend Per Month on Marketing and Promotion?

Survey Question #5. Which Niche Markets Have You Targeted With the Most Success?

Survey Question #6. What Marketing Challenges Consume Most of Your Time?

Survey Question #7. If You Were Guaranteed 3 Extra Closings a Year From a One-Year Scheduled SOI Campaign, or Your Money Back, Would You Do it?

Survey Question #8. Do You Know How Many Contacts You Should Have in Your SOI Based on Your Income Goals?

The Free Online SOI Calculator

To learn how many contacts should be in your Sphere of Influence based on your income goals, try the Free Online SOI Calculator now, CLICK HERE

The SOI Scheduled Campaigns “3 Extra Closings a Year” Guarantee

Statistics show that 66% of the business generated by top agents comes from family, friends, close acquaintances, and referrals generated by the first 3 groups.

Consistently marketing to these groups is the key to the growth of your real estate business.

A Scheduled SOI Campaign does this while freeing up time for more important tasks like listing appointments & closings.

Our 3 Extra Closings a Year Guarantee

We believe so much in the power of Scheduled Campaigns and what they will do for your real estate business we’re offering a guarantee.

Launch a one-year SOI Scheduled Campaign with a minimum of 150 postcards per month and if after one year you haven’t generated 3 extra closings, and have incorporated the Free BusinessBASE, we will refund the money spent on your campaign.

*SOI, Content Card* Scheduled Campaign (shown above). Learn more, **HERE**

With Scheduled Campaigns, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

Click the “GO NOW” link, below (from a desktop or laptop computer) to get started.

I’m Ready to Start Growing My Real Estate Business by Launching a Scheduled Campaign – GO NOW

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

What Every Real Estate Agent Should Be Reading This Summer

Jun 26, 2021

I hear what you’re thinking; who has time to read? We aren’t suggesting a Netflix-type binge on a book, although some of the ones we found for you are certainly binge-worthy.

Keep it by the bed, poolside or in the car to read while waiting to meet a client.

“Reading is to the mind what exercise is to the body,” wrote the late Joseph Addison, British essayist.

And, apparently, he was right. Doctors in the UK have long understood the positive power of bibliotherapy to reduce stress, increase brain function and improve mental health. Added benefits include readers becoming more empathic, resulting in improved relationships.

Let’s dive into 3 non-fiction books that may just help with your real estate business as well.

“Atomic Habits,” James Clear

At 123 weeks on Amazon’s bestseller list and ranked 5 stars from 43,491 ratings, it’s pretty obvious that James Clear’s “Atomic Habits” is worth a read.

Clear, “… one of the world’s leading experts on habit formation,” show readers how to deal with habits, good bad and those that will “… lead to remarkable results.”

One reviewer at Amazon.com followed the author’s advice for 100 days and claims that “… they have sincerely worked.”

There aren’t many negative reviews but, if you read reviews often, you know that someone always leaves one. From complaining about the forced registration on Clear’s website to another reviewer complaining that “It could be summed up in a couple of pages,” only 1% of the book’s reviews are negative. You can purchase “Atomic Habits” at amazon.com, thriftbooks.com, and walmart.com.

“Believe IT: How to Go from Underestimated to Unstoppable,” Jamie Kern Lima

“Are you ready to believe in you?” Apparently, many people are; at least enough to help catapult author Jamie Kern Lima to the number one spot on Wall Street Journal’s bestseller list, the New York Times’ list, and the bestsellers list at USA Today.

Fellow author Glennon Doyle recommends the book especially for female entrepreneurs (which includes, by the way, the largest pool of real estate agents in the country).

Founder of IT Cosmetics, Ms. Lima is devoting all proceeds from the sale of this book to Feeding America and Together Rising.

Reviewers call the book “authentic,” “inspiring” and “motivational.”

Find “Believe IT” at amazon.com, walmart.com and barnesandnoble.com.

“Create Demand and Stop Chasing Business: Secrets From a Top Real Estate Producer,” Ron Howard

Perhaps best-known within the real estate industry for creating and launching contract-writing software for the residential real estate industry (ProForms), Ron Howard is also quite well-known as a local, Baltimore philanthropist.

In fact, a Maryland newspaper named him “… as one of Maryland’s most influential people due to his non-profit work,” according to the book’s Amazon page.

Well, that’s cool, but what qualifies him to write a book for real estate agents?

How about 16 years as a Baltimore top producer? His team ranks consistently among the top sellers in their market and Howard, personally, “… has earned his brokerages highest annual sales award – the Diamond Club – 9 times, while also being inducted into their Circle of Legends and Hall of Fame,” according to his bio at workmansuccess.com.

The book’s Amazon rave reviews include “Practical guidance with no BS filler,” “Ron’s approach is easily implemented in day to day life,” and “In a crowded field of real estate business books this stands out as current and relevant; worth the read!”

Get the book at amazon.com, goodreads.com and barnesandnoble.com.

Here’s wishing you a happy and productive summer 2021!

Grab the attention of your audience and keep it, with a Real Estate Times Campaign!

Real Estate Times Campaigns are currently on sale 10% OFF the first month – for 3 MORE DAYS! (sale ends 6/19/21).

Real Estate Times Scheduled Campaign (shown above). Learn more, HERE

TO LAUNCH A REAL ESTATE TIMES CAMPAIGN:

Hit “CLICK HERE”, below, to schedule your 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).

Launch an Real Estate Times 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

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

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

BUSY SUMMER? Schedule Your Marketing in Just Minutes & Get BACK TO SUMMER!

Jun 15, 2021

And, Don’t Pay Until Each Mailing Goes out, Cancel or Change ANYTIME!

Real estate clients, summer vacations, and family cookouts have you in over your head this summer?

Schedule your marketing in just minutes and get back to summer!

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

**Launch a FARM, Get More Listings Campaign**

Launch a FARM, Get More Listings Scheduled Campaign by clicking the “GO NOW” button, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

Get started, GO NOW

**Launch an SOI, Animal Series Campaign**

Launch an SOI, Animal Series Scheduled Campaign by clicking “GO NOW” below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

Get started, GO NOW

Launch a Year of Holidays in Just Minutes!

Launch a Holiday Series Scheduled Campaign by clicking the “GO NOW” button, below (from a desktop or laptop computer).

And, remember, YOU DON’T PAY until each mailing goes out (cancel or change up until the night before mailing).

Get started, GO NOW

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

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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

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

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

Americans are on the Move! There’s No Better Time to Offer a Relocation Guide Opt-In

Jun 1, 2021

Known as “The Great Reshuffling,” 11% of Americans moved last year. More than 7 million moved to a different county, many to another state.

Employers made it easy to do, offering remote working alternatives which, for many, appear to be the new normal.

The states with the highest cost of living, such as California, New York, and Minnesota were among the losers while Nevada, Idaho, and Arizona ranked among the most popular destinations. In fact, California has lost more than 182,000 residents since the start of the pandemic.

“It’s the first time in California’s recorded history, that the state’s year-over-year population dropped,” Kate Larsen reported at abc7news.com.

The states with the highest number of inbound moves, according to magazine.realtor, include:

Idaho
North Carolina
Maine
New Hampshire
Alabama
District of Columbia
New Mexico
Nevada
Alaska
Kentucky

If you sell real estate in any of these states and don’t offer a free relocation guide as an opt-in, what are you waiting for?

How to create a relocation guide

The first decision you’ll need to make is whether you’ll DIY the project or outsource it. Doing it yourself will take time away from your business. How much time will depend on how in-depth your guide will be (number of pages, photos, etc.)

Check out what other agents are offering to figure out what you like and which fit your needs. Here are a few examples to start with:

live-in-las-vegas.com: Although we love the layout of this one, the information is terribly outdated.

TIP: Concentrate on using evergreen content. That is content that remains relevant over time. For instance, How to Lose Weight is far better than How to Lose Weight in 2021.

If, however, you want a magazine-style layout, a guide in E-book form or another medium, you’ll be better served hiring a professional writer.

oliverrealty.net: Very simple guide with an “insider” vibe to it. The only thing we would’ve changed is to add more photos.
Long, full of yummy photos and valuable information, Team Aguiler in San Diego’s relocation guide is amazing. Yet, there are three glaring omissions: the lack of branding and contact information, a table of contents at the end rather than the beginning of the guide and it’s not being used for lead capture.

Don’t just give your guide away with an instant download. Ask for name and contact information in exchange.

What not to do

Avoid the urge to load up the guide with overt marketing. This document is meant to be of value to potential clients, not to your business.

Take care in the photos you use. Naturally, you’ll not want to use another’s photos without written permission. If you take them yourself, ensure that they look professional.

Even if you fancy yourself a writer, hire a proofreader before publishing. You’ll find some with reasonable rates online at fiverr.com and upwork.com. Otherwise, you may be embarrassed by something like this (and, yes, this photo is live on the agent’s site).

It’s an easy mistake to make and you may not even catch errors such as this (the URL at the top of the photo is misspelled). Get a proofreader.

Again, don’t give the guide away without capturing information. Set up a landing page to drive prospects to and keep it simple. Name and email or phone usually suffice.

According to a study by hitwise.com, relocators are more than 20 percent likely to visit real estate sites than the average consumer. Get that relocation published and grab your share!

Turn Your Just Sold Listing into MORE LISTINGS with a One-Year Just Sold Campaign!

*ust Sold Follow-Up* Campaign is shown above. Learn more, **HERE**

TO LAUNCH A JUST SOLD FOLLOW-UP CAMPAIGN:

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

Launch a Just Sold Follow-Up 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

2. The Free Interactive Real Estate Business Plan

3. Become a Neighborhood Brand

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

4. The Free Real Estate Mailing List Guide

5. Become a Listing Legend Free eBook

6. The Free Online ROI Calculator

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

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