Master Marketing Magazine | Issue 6

MASTER

MARKETING MAGAZINE

REALTOR® GUIDE TO STRATEGIC MARKETING

w e N SIX-MONTH

MASTER MARKETING SCHEDULE PULLOUT PAGE 33

THREE STEPS TO DRIVING MORE LISTING INVENTORY PAGE 23

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PAGE 26

P G OSS IF T IBL CA E RD $2 5 IN SI D

A W RE IN Y N OU ER ? A

See Page 32 for more details!

ONE THING YOU CAN DO TO EARN THREE TIMES THE NATIONAL AVERAGE E

WIN $10,000!

PRINT • PUBLISHING • DIRECT MAIL

MASTER MARKETING MAGAZINE - FROM ALL OF US AT PROSPECTSPLUS!

Hello from all of us at ProspectsPLUS! We’re thrilled to bring you the Interviews and Experts edition of Master Marketing Magazine.

In this edition, we’ve reached out to some of our best VIP customers to learn the powerful strategies and resources they’re using to get take-it-to-the-bank results in their markets.

We’ve sprinkled that with some amazing advice and how-tos from industry experts. We hope their stories and ideas inspire you and spark a solution that allows you to knock it out of the park this year.

Our customer care team is 100% committed to providing the exceptional service you deserve.

Ready to kick your marketing into high gear? Call our team today at 866.405.3638!

PROSPECTSPLUS! IS AN OFFICIAL GOOGLE PARTNER.

TAKE A VIRTUAL TOUR OF

ProspectsPLUS! ® prospectspl.us/VT

2 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

TABLE OF CONTENTS 10 INTRODUCING THREECLICKPOSTCARDS.COM 12 SUCCESS SPOTLIGHT Q&A WITH POWER AGENT JENNIFER INGIALD

13 EMBRACING THE ELEMENT OF SURPRISE 14 FOUR STEPS TO PUTTING EDDM TO WORK FOR YOU

16 FIVE ACTION STEPS TO GROW YOUR BUSINESS

18 BRINGING REAL VALUE TO THE TABLE

SUCCESS ADVICE FROM POWER AGENT BUDDY KEENE

20 PRICING MAKES PERFECT 22 THREE WAYS TO PUT SOME FUN IN YOUR MARKETING

23 THREE STEPS TO DRIVING MORE LISTING INVENTORY

24 FIVE WAYS TO USE CONTENT CARDS 25 MARKETING THAT PAYS FOR ITSELF

INSIGHT AND EXPERIENCE FROM AGENT DEBBIE FIGUEROA

26 ONE THING YOU CAN DO TO EARN THREE

TIMES THE NATIONAL AVERAGE IN STEP WITH MARKETING GURU STACY STATEHAM

29 CO-MARKETING THAT PACKS A REMARKABLE ONE-TWO PUNCH

30 EXCEEDING EXPECTATIONS AND SECRETS

TO SUCCESS INSPIRATION FROM TOP AGENT CARMEN WIECK

33 MASTER MARKETING SCHEDULE POSTER 34 PLANNING YOUR WORK AND WORKING YOUR PLAN SAGE (AND FUNNY) ADVICE FROM TOP AGENT STEVE TURNER

WIN $10,000!

Enter our Master Marketing Schedule Contest today!

37 THREE WAYS TO GET OUT IN FRONT OF

PAGE 8

THE COMPETITION

44 MASTER MARKETING CATALOG

See Page 32 for more details!

4 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

LETTER FROM THE PRESIDENT - JIM MORTON We are so blessed to share some stories of our amazing customers – who they are, what they do, and the incredible strategies and ideas they implement to ensure their success in our wonderful, ever-changing industry. My heartfelt thanks go out to each and every one of them.

It’s an exciting time to be in real estate and take part in the innovation and streamlining of marketing and salesmanship for our customers. Our goal is to make branding yourself as the expert to call as simple and affordable as possible. From done-for-you content to an easy ordering process to a wellversed customer support team eager to help, customer satisfaction is top priority.

We know that customer loyalty is earned, repeatedly, with every transaction. That’s why we pull out all the stops to ensure that every experience is a phenomenal one. We have a 100% satisfaction guarantee. We offer 100% tracking on all orders. We’re constantly retooling our support, shipping and handling practices to ensure quality and timely delivery.

We continuously add new marketing tools that reflect the demands and needs of our customers and our changing industry.

In addition, we’re on the Inc. 5000 list of top companies for growth, and we’re proud members of the Direct Marketing Association.

We’ve also renewed our commitment as a St. Jude Children’s Research Hospital business partner and – together with our customers – have raised tens of thousands of dollars for kids and families in need.

We look forward to continuing to earn your trust, your business and your loyalty, and we thank you for allowing us to bring best-in-class service, tools and strategies to you and the entire real estate community. We’re here if you need us, and we thank you for the privilege of being your marketing resource.

To your success!

SEE MORE ONLINE ABOUT

ProspectsPLUS! ®

Jim Morton President

prospectspl.us/About

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 5

ARE YOU ON TRACK? A six-month checkup

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FOUR SHIFTS TO MAKE THE REST OF THE YEAR THE BEST OF THE YEAR!

By Floyd Wickman

SHIFT #1: KNOW YOUR COMPETITION. You have to know what you’re up against in order to outpace the competition.

Ask yourself: • Who are your top 10 competitors?

• If you lose a listing, whom do you lose it to in most instances?

• How many agents do each of your primary competitors have?

• What is their average experience level?

• What is their annual perperson production?

• What is the average number of listings in each office?

• What is their list-to-sell ratio and list-to-sale timeframe?

There are other questions that agents could ask, and it may be a great exercise for you

and your team to write out all those questions so you know precisely what qualities buyers and sellers are looking for and understand how you stack up against your competition.

SHIFT #2: FILL YOUR TOOL CHEST WITH THE BEST. Throughout history, all of the great competitors got to be the best because they had the essential tools needed to do the job better than their opponents. Real estate agents today must have the right tools to battle the highly skilled competitors they meet in much the same way. Objection-handling techniques, visuals, stats, dialogues, Just Listed/ Just Sold postcards, door hangers, Free Reports and sphere of influence tools are just a few of those tools.

SHIFT #3: LOSE WHAT DOESN’T WORK. Too often, we hang on to old patterns, old habits, old mindsets and old routines simply because that’s the way it has always been done.

Our world is moving WAY TOO FAST for that. Before

the first of the year, take a good, long look at your daily, weekly and monthly activities.

Write them all down. What can you lose? What’s costing you time, energy and money that isn’t bringing you a return personally or professionally?

Time to get rid of them. “Clean house” before the first of the year — you’ll find yourself with a whole lot more momentum and a great running start to the next year if you do.

SHIFT #4: BECOME A COMPETITOR. Stay nice, but be a competitor.

Put people first, but be a competitor. Care about what they care about, but be a competitor. Never verbally knock the competition, but be a competitor.

For more coaching advice from Floyd Wickman, visit www.floydwickmancoaching. com. For more on how to build your book of business and market effectively this year and every year, visit www.prospectsplus.com, or call our team at 866.405.3638.

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 7

UPLOAD YOUR OWN DESIGN Already have your OWN creative and just need to print and mail easily and affordably? We’ve got you covered!

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PRICES STARTING AT JUST .24¢ PER PIECE! Need assistance uploading your own custom design or branded pieces?

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PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 9

MMM | TIPS & TRICKS

INTRODUCING THREECLICKPOSTCARDS.COM

BY JULIE ESCOBAR

SEND POSTCARDS DIRECTLY FROM YOUR MOBILE PHONE It’s no secret that being a real estate professional in today’s world can feel more like roller derby pace than a stroll in the park. Time blocking and on-the-go resources (and, for many, a giant to-go cup of coffee) are staples for managing hectic schedules.

That’s why we’re thrilled to announce a brand-new marketing tool designed to help agents get more done in less time.

It’s called ThreeClickPostcards.com, and it’s the easiest, fastest way to turn one listing into many.

your geographic farms and sphere of influence. Top agents continuously add the homeowners on these lists to their drip-marketing campaigns to create referrals and new business – long after the listings are sold!

It’s the perfect on-the-go way to turn one listing into multiple opportunities.

Use your list to send: •

Open House postcards

•

Price Reduction postcards

In a matter of minutes, you can market your listing and yourself with... well... just three clicks!

Here’s how: 1. Snap a picture of the property, and upload it and the property address into the system.

2. Pick a postcard template (Just Listed, Just Sold, Contract Pending). You can customize the header title, color and copy in minutes.

3. Send the postcard to the nearest confirmed homeowners surrounding your listing.

Postcards are sent within one business day, with 100% trackability. You get a copy of your mailing list, which can then be used to continue sending listing updates (Contract Pending, Just Sold, Price Reduction). These lists are extremely valuable as you grow

•

Contract Pending postcards

•

Just Sold postcards

•

Listing Inventory postcards (designed to help you get more listings)

The system is intuitive and uses your MLS number to populate listings on the fly, so you can market existing listings quickly.

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You also have the ability to add a listing in a matter of minutes or send postcards for open houses and sales on listings other than your own.

TIP: This handy tool also is an affirmative way to ask for the listing agreement during an initial presentation. Before sitting down to meet with potential sellers, take a picture of the property, add it to the system, and create a PDF of the Just Listed postcard.

During your presentation, share the pdf with the sellers to let them know that you will start marketing their property before you’ve even left the listing appointment and that 100 (or however many postcards you’d like to send) will be on their way to potential buyers within one business day.

That differentiates you as a proactive listing agent with the means to get the job done quickly.

We invite you to try this simple new service to get the most from your listing experience! Visit www.threeclickpostcards.com today to set up your free account. As always, your satisfaction is our top priority! If you need help, please feel free to give us a call at 866.405.3644! Happy listing!

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 11

MMM | TIPS & TRICKS

SUCCESS SPOTLIGHT

Q&A WITH POWER AGENT JENNIFER INGIALD MARKET YOUR LISTINGS AND YOURSELF We are so fortunate to have extraordinary customers who are willing to share their experiences with what works – and sometimes what doesn’t – with our readers.

We recently caught up with power agent Jennifer Ingiald to see what she’s doing to knock it out of the park in her market.

Q: Can you please tell our readers a little about yourself?

A: I’m a REALTOR® in central Wisconsin. I focus mostly on waterfront homes and condos in the Castle Rock Lake area and Wisconsin Dells. Being from Schaumburg, Illinois, my family always vacationed in the Wisconsin Dells area. Castle Rock Lake is the fourthlargest lake in Wisconsin, so it’s a lot of fun to work with buyers and sellers purchasing or building their dream vacation homes there.

Q: How long have you been using ProspectsPLUS!, and what made you choose us as your resource?

A: I’ve been using ProspectsPLUS! for about a year and a half now. My broker recommended it, as she had great success with it. She was absolutely right! The website is very user friendly and so easy to navigate to create awesome postcards.

real estate photographer for listing photos, which I can then import into ProspectsPLUS.com postcard templates for a “Just Listed” or “Just Sold” campaign. The end result is a completely professional postcard that always yields amazing results.

Q: I know you wisely use Just Listed and Just Sold cards in your market. Can you tell us what kind of results you’re getting and why you’re so passionate about using these time-tested tools?

A: This is by far my most important marketing tool. Every single time I send out a Just Listed or Just Sold card, I get at least one new listing. With the last Just Sold card I sent, I received two new listings. I prefer to use the jumbo postcards as opposed to the standard size, as I think they catch the eye better and help me stand out from the competition.

Q: Any advice for agents eager to get more results from their sphere and farm?

A: I would absolutely recommend a ProspectsPLUS.com direct mail campaign, especially for farming. It may

Q: What do you believe is the most important part of your marketing plan?

A: Listing photos and direct mail campaigns. I like to utilize a professional 12 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

seem like more money than you’d like to spend at first, but if you get one listing, and thus one sale out of it, it’s worth it!

I like to use the postcard templates with a lot of photos, as I think photos grab a reader’s attention. I also think it’s important to consistently send out either a Just Listed or Just Sold postcard once you have a new listing or sale in a particular area you’re farming, as you will start to be viewed as the market expert in your area.

Q: Awesome! Thank you so much, Jennifer! How can readers connect with you if they have referrals in your market?

A: If anyone has referrals in the Wisconsin Dells or Castle Rock Lake areas, please feel free to call me at 608.548.3307, or visit www.CastleRockLakeAreaHomes.com.

If you’d like to learn more about consistently marketing your listings and yourself, call our marketing team at 866.405.3638, or visit www.prospectsplus.com. We’d be happy to help you develop a plan that takes your business to the next level.

“Every single time I send out a Just Listed or Just Sold card, I get at least one new listing.”

- Jennifer Ingiald

MMM | TIPS & TRICKS

EMBRACING THE ELEMENT OF SURPRISE

BY JULIE ESCOBAR

MAKE CONNECTIONS IN UNEXPECTED WAYS While I’m a firm believer in the power of consistent top-of-mind marketing using series such as our Neighborhood Update postcards or content postcards, I always like to remind agents to also include an element of surprise in their marketing efforts as well.

It’s terrific to keep people informed – that brands you as an expert and resource people can trust and call on for their real estate questions or needs. And combined with a genuine thank you and note of appreciation, you also brand yourself as someone who cares about your customers – and about details!

One Master Marketing Schedule tip is to send the Out of the Blue postcard from the Customer Appreciation Series to 200 of your past clients. What if you did that at least four times a year?

Or took a few moments to send these types of messages to a block of your sphere of influence VIPs each month?

Do you think it might be worth a few transactions or referrals? You bet it would!

For the reverse side of the card, I recommend choosing the “standard back with message.” Here are some ideas for customizing your message: •

Invite to a customer appreciation event. Now is a great time to host a party!

•

Offer something of value. We have some terrific Free Reports that are

easily customized and downloadable. Nine Strategies to Get 17% More for Your Home and 10 Renovations That Reap Return on Investment are two great ones that come to mind.

•

•

Keeping people informed brands you as an expert and resource people can trust and call on for their real estate questions or needs.

Offer a service. Let them know that the market and mortgage rates are changing – and that has a lot of people asking questions about what that might mean for their home value. Offer to meet with them to share a home price evaluation and answer any questions they have.

Let them know when you’ll be in the area! Schedule a time for you and your team (if you have one) to walk your geographic farm or be available for a meet and greet at a local coffee shop or community

center. Then share that information with your fans, offer to answer any questions they have, and even tell them to invite a friend!

Then follow up. Block time to connect with at least 25 past clients per week with a kind word, a thank you and an offer to assist. We’re in the business of people, and when you reach out on a regular basis and let people know you genuinely care, you’ll be rewarded with new business and customers for life!

Need help with your marketing? Contact our team today at 866.405.3638.

Customer Appreciation cards are an agent favorite!

See more examples on Page 57.

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MMM | TIPS & TRICKS

FOUR STEPS TO PUTTING EDDM TO WORK FOR YOU

BY BRIAN FOX

FIND THE “RIGHT” EDDM GROUP TO DELIVER TO By now, you probably know about the value and benefits of mailing postcards via Every Door Direct Mail™ (EDDM) by the United States Postal Service.

They are plentiful. The postage rate for delivery is attractive (17 cents per door), and the residences are all in a close, neat geographical location. This allows you to get the best postage rates for your mail marketing and – when it’s time to walk your farm to meet homeowners – the residences are all in a geographical location for easy walking and knocking.

The challenge is finding the “right” EDDM group to deliver to. Although it can be tricky, there are real data solutions that can help. Let’s break the moves down into four very important steps: 1. Locate EDDM groups within a ZIP Code or city by finding the EDDM groups with the highest turnover rates available. In other words, the higher the ratio of homeowners who move annually, the higher the chance of finding more sellers within those areas in the future.

Why? Every real estate coach in the United States teaches paying clients to find areas of “high turnover,” defined as 7% turnover rate or higher. Statistically, they have shown that finding areas where homes are selling provides agents with areas that will continue to sell at high rates. This will help make your marketing more efficient.

2. Once you have the EDDM groups ranked from highest to lowest turnover rate, locate the EDDM groups that have “Sales Price Points” that interest you. In other words, if two EDDM groups have similar turnover rates but different home price selling points, it’s much better to sell a home for $600K then $350K, right?

3. Compare the number of “owned homes” in the EDDM group against what the USPS will deliver to in the same EDDM group. Keep in mind, EDDM via USPS delivers to every resident (homeowners, apartment renters) within the EDDM group. Most agents don’t want to mail to renters; agents mail market to find potential sellers. So you wouldn’t want to mail to 500 residences via EDDM if only 300 of them are “owned” properties. Look

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for EDDM groups on the USPS website that have a similar number of “delivery” vs. “properties owned within the EDDM group.”

See the example provided for ZIP Code 98006 in Bellevue, a suburb of Seattle, WA, above. Two EDDM groups with similar turnover rates (7.95% and 7.84%), but the 7.84% group (Carrier Route C037) has 536 owned properties within the EDDM group of 543 units that the USPS will deliver to. Therefore, Carrier Route C037 has a much higher “ownership deliver rate” than Carrier Route C028, providing a better value for you as a paying customer.

4. As a last step, look to see the “average years owned” for the EDDM group you select. Average home ownership rates in the

MMM | TIPS & TRICKS seven-to 10-year range seem to indicate areas that folks purchase into and then sell rather quickly – possibly to upgrade to a larger home or to a home in a more desirable location – which results in higher annual sales rates.

Also look to see what the nonowner occupancy rate is for the EDDM group. Many times, nonowners will sell property more frequently than owner occupants, so high non-owner occupancy rates could help facilitate more sales, more often.

In the example provided for ZIP Code 98006 in Bellevue, WA, the perfect EDDM group was found utilizing Benutech’s “Title Toolbox” data. Carrier Route C037 had a high turnover rate (7.84%), it had 536 owned units within a 543unit EDDM group, it had one of the highest sales price points in Bellevue ($1.3M), and it had an average years owned of 8.6%, indicating that it could be an area where folks purchase and sell rather frequently. If you’re farming in

Bellevue, this would be the place to farm!

This may seem like a lot of information to digest… and it is… so I recommend contacting ProspectsPLUS! to help you with the process. They are mail marketing experts and, by utilizing Benutech data and their technology, they can complete these steps for you and place you in the perfect EDDM group to start your successful farming campaigns.

to KNOW YOU. It’s that simple. Having homes in EDDM groups allows you to easily walk and talk to the homeowners within the EDDM groups. Don’t rely just on the mail. You are way more powerful than a postcard. Meet the folks in the EDDM group so that they can hire you when it comes time to sell. Seize the day, meet some folks, and take new listings!

But please realize you are not done once you find that perfect EDDM group to market to! Now it’s time to make you known to the homeowners within the group. Let’s go back to those real estate coaches… their expensive advice is to market monthly. You have just located the perfect farming location, so FARM it!

Brian Fox is VP Business Development at Benutech, Inc., a real estate data company out of Costa Mesa, CA, and is the creator of “ReboGateway” (for real estate agents and investors) and “Title Toolbox” (for title companies and other property-related business). You can contact Brian at Brian@benutech.com or 714.580.8099.

Start by getting mail marketing pieces out to this EDDM group once a month.

ProspectsPLUS! will help you select the perfect mail pieces.

Once the mail is out, you need to get out. Homeowners aren’t going to hire you to sell their homes unless they get

Need help choosing the right EDDM piece? Contact our customer care team at 866.405.3638 today!

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HOLIDAY POSTCARDS - MASTER MARKETING MAGAZINE | 15 PROSPECTSPLUS.COM

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FIVE ACTION STEPS TO GROW YOUR BUSINESS

BY JULIE ESCOBAR

WORK ON YOUR BUSINESS, NOT JUST IN IT If you’re an agent who’s ready to take the ACTION you need to drive your numbers up and build momentum, then now is the time to be proactive and work ON your business as well as in it.

There’s no doubt agents are increasingly busy, but when they fail to time-block for business-driving activities such as prospecting and database building, they often fall into the commission-chasing category as opposed to having a steady business and referral stream they can count on.

Statistics tell us that for every 12 people in your sphere of influence whom you regularly connect with, you can expect one deal or referral per year. That’s valuable information.

Then why do so many agents lose business? Because they fail to stay top of mind and connected with their sphere.

Many times it’s because they find a farm with a healthy turnover and they don’t actively market to that area.

Here is some great advice for getting ahead in this business:

International Speaker and Coach Darryl Davis: I tell my students and coaching members to focus on the activity rather than the results. Why do people fail? Because they don’t see immediate results. So they do what?

They QUIT. When you switch your thinking to focus on the ACTIVITY, not the results, it helps you get past the fear.

Think of it like baseball averages.

Ballplayers know the more times they get up to bat and take a swing, the more likely they are to get a hit. After playing a while, they know their numbers… their average. The same is true in prospecting – you’ll get to know your numbers.

So maybe out of 10 calls, you get five connects and two appointments. I tell my students that their goal should NOT be to get the appointment; it should be about building relationships.

Why? Because it takes the pressure off.

Focusing on getting an appointment is a win/lose scenario. If you don’t get it, your reaction is, “I lost. I’m bad.” When you focus on building a relationship, every call is a win. The truth is, you’re not going to get an appointment unless there’s trust. By building relationships, you build trust – and the appointments will happen by themselves.

Power Agent Denise Buscemi, Florida: My advice?

Several things.

First, remember when you are meeting customers and clients, make everything you do about that person and only that person; the rewards will naturally follow. Next, read more – be a lifelong learner. It makes you more competitive. Be a great listener – not only does it make you a better communicator, buyers and sellers will tell you everything you need to know to help you close the deal. Send the postcards that keep your name in front

Statistics tell us that for every 12 people in your sphere of influence whom you regularly connect with, you can expect one deal or referral per year.

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MMM | TIPS & TRICKS of them. Do your homework, and always go the extra mile.

Power Agent Kathy Casarin, Pennsylvania: I would say first, there are no timeouts for replays! Engage your clients, and get back to them fast whether on Facebook, by email, in person or with a phone call. Don’t wait, or you’ll find they’ve already called someone else.

Next, assure your client that you are the professional; you are experienced, successful and know what works and what doesn’t.

Earn your client’s trust up front. Become your absolute best at communication.

Keep your client in the loop every step of the way, including periodic emails as to how their listing is doing vs. competitors. Make that phone call to discuss price, home improvements, showings, open houses, etc.

Regular contact reassures the clients you haven’t forgotten about them or their listing or the homes they want to buy… so when you have to advise them on, say, a market adjustment on home price, they agree and know it is in their best interest because you are always with them to get it SOLD. Stay current, and do what works. The truth is that it all works – but only if you do it – so don’t forget to post on your social networks, answer real estate questions on Trulia, use ProspectsPLUS!

to send out postcards, attend social gatherings to see and be seen, and be that constant reminder to say, “Hi! I’m in real estate!”

Our challenge to you?

1. Calculate your SOI. See how many people you need in your sphere to hit your goals this year by heading over to www.prospectsplus.com/ soi-calculator.

college student or virtual assistant for a short-term project to get this done. It’s one of the most important things you can do as an agent. Here are some sources that you can pull from: •

Past purchased lists. Think of all those Just Listed and Just Sold postcards you’ve sent out. Have you done anything with those saved lists you’ve purchased? Put them all in a database, and use it to send Listing Inventory postcards or Neighborhood Update/Free Offer postcards.

•

Past buyers and sellers. Hand over those files to someone who can pull all of the contacts and put them into a database for you. These people already have trusted you enough to do business with you.

•

Get creative. Download our BusinessBASETM to see the 250 people who should be in your sphere, and start adding!

2. Thank people. Send Thank You postcards from our Customer Appreciation Series to at least 100 people on your sphere of influence list this month.

3. Pick up the phone. Make at least 20 calls per day to your sphere of influence (100 per week is a big goal!). There are some really fun connectivity ideas on our Master Marketing Schedule if you’re looking for interesting reasons to connect! Consider Darryl Davis’s advice at the beginning of the article if you’re nervous about talking to people.

4. Knock on at least 100 doors. Use door hangers so that, even if folks aren’t home, they’ll know you were there.

5. Add 100 people to your database.

This one may sound hard, but it doesn’t have to be. Some agents are on top of their game, adding new people all the time. But a LOT of agents we talk to don’t really have a handle on their lists. Hire a

It’s time to go above and beyond. To stretch yourself, your goals and your reach in your community. Take some time this week to plan out your calendar, and then go for it.

Need help? Our marketing team is amazing! Call them today at 866.405.3638. They’ll walk through any questions you have and help get your marketing on track!

“I had been using another company for our ‘New Listing’ and ‘Open House’ postcards until I found ProspectsPLUS! I have been EXTREMELY happy with all of their services. I love their capture address tools; the fact that they use the ‘mailing address’ from the property appraiser instead of the physical address is a HUGE asset to me since we are largely a second homes market. I have far fewer postcard returns.”

– Mike Holloway

“I have used ProspectsPLUS! to market my farm area with great success. They have a terrific selection of marketing materials to choose from, and the quality is excellent!”

– Kathleen Carhart PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 17

MMM | TIPS & TRICKS

BRINGING REAL VALUE TO THE TABLE SUCCESS ADVICE FROM POWER AGENT BUDDY KEENE TAKE YOUR BUSINESS TO THE NEXT LEVEL Tapping into what works for our customers is a great way to get a read on what agents need now and what’s right around the corner as well.

“If you want to be top of mind for the homeowners in your farm area, you have to be consistent with your touches. If you intend to simply mail one time or even on a quarterly basis, you’re wasting your money.”

We caught up with VIP customer Buddy Keene to learn what he’s doing to take his business to the next level. Here’s what we learned: Q: Can you start by telling readers a little about yourself?

A: Sure! I’m a Tampa native whose background as a business owner and executive brings a new and innovative approach to the sale of real estate. I take pride in providing personal and responsive service tailored to each client’s individual needs.

I’m a high-energy individual who delivers start-to-finish service with the sale or purchase of primary residences, vacation/secondary homes and rental properties.

The mission of my company, Great Blue, is to become both the best-respected and the most successful real estate brokerage in the state of Florida.

Q: We know that staying consistent with your marketing is one powerful key to branding yourself and generating business. Can you tell us what you find most effective in terms of staying top of mind with your sphere and farm?

A: I concentrate my marketing budget on direct mailings. I mail to three communities every month. The total number of homes that I reach is just

- Buddy Keene over 2,500; 90% of all of my business comes from this mail campaign.

If you want to be top of mind for the homeowners in your farm area, you have to be consistent with your touches.

If you intend to simply mail one time, or even on a quarterly basis, you’re wasting your money. I consider 12 touches per year to be the optimum exposure for my listing services.

Q: We appreciate you trusting us to be the resource for your marketing tools.

What drew you to our organization?

A: I learned about ProspectsPLUS! from a postcard that you mailed to me. So I’m proof that direct mail produces results!

Q: It’s a competitive market out there.

What advice would you give fellow agents for creating an edge over their competitors?

A: For years, I produced my own Real Estate Reports for my farm area. I would gather the info from the MLS,

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analyze it, write a report, print it and the envelopes, stuff them and mail them. It was a massive effort to put the campaign together. My printing toner cost alone was $500 per month. At that time, I was only mailing on a quarterly basis.

While I was surviving, the return on my investment just wasn’t where I felt it should be. After contacting ProspectsPLUS! and learning about the Market Dominator product, I made the change and hired your professional organization to produce my mailing pieces.

This is by far the best marketing decision I have made to date. The mailings are always top-notch quality – both the graphics and the copy. My personal branded image has never been more professional. And I’m spending less time on my mailings than ever before.

MMM | TIPS & TRICKS The very first thing that homeowners tell me when we meet at the listing appointment is that they love my mailers.

Q: Many agents are reluctant to do any follow-up activities with their book of business. What words of wisdom can you share with them?

A: My farm areas consist of $400,000 properties. When you start charging people the amount of money that I charge, you’d better bring some real value to the table.

I have added services to my marketing plan that most other REALTORS® simply don’t offer. For example, I pay for a professional appraisal. The fact that we have a professional third-party opinion of market value is very comforting to sellers. It’s amazing how much stress this practice removes from the selling process for my clients. Another benefit to having this info is that sellers don’t go into the selling process with unrealistic expectations.

I bring in a professional photographer

and have him shoot High Dynamic Range photos as well as aerial photos shot with a drone. I have a virtual tour software that I invested in, and it’s so much better than anything else the sellers have ever seen.

I also use an appointment center service so that we never miss a call to show. I employ an internet service that syndicates my listings to more than 50 websites and delivers an email report to my sellers on the 1st and 15th of each month showing how many views we have gotten and from which websites.

Q: How valuable have you found it to be to stay in touch with your past clients?

A: Being mostly a listing agent, many of my past clients have actually moved out of my market area. So the majority of my book of business is made up of buyers whom I have worked with in the past. This is one of the areas where I have some serious room for improvement. While I have been fortunate enough to have very good relationships with my past buyer clients, I have not established a formal drip-

mail campaign to keep myself top of mind with them.

My past clients have become a strong source of referrals. In fact, I have one family that has purchased and/or sold six properties with me. We’ve been working together for over 10 years.

Many of my past buyers were first-time buyers. Now that they’re ready to move up, they’re calling me to both sell their current property and to help them buy their new home.

Q: Last, how can agents get in touch with you if they have a referral they’d like to share in your area?

A: I can be reached at buddy.keene@greatblue.us, or by phone at 813.727.7110.

Awesome information. Thanks, Buddy!

If you’d like to learn more about growing your book of business, earning more referrals and branding yourself in a geographic market, visit www.prospectsplus.com, or call our team today at 866.405.3638.

“I love how easy and fast ProspectsPLUS! is. Whenever I need postcards or mailings sent, their online ordering is so easy to use and creates amazing results in just minutes! Great prices, easy to use and full of helpful ideas.”

– Steve Turner

“A few months ago, when I started working with ProspectsPLUS!, I had some hiccups. HOWEVER, when I called to talk about my issue, Hayley was beyond helpful and made everything smooth for me. I got a listing from that mailing and then a referral from that listing – BOOM, two in one shot! Now I am ‘addicted’ to ProspectsPLUS! I do all my marketing with them. Love the quality, customer service, the professional copywriting on their marketing pieces. I am a customer for life.”

– Carmen Wieck

“I just started using ProspectsPLUS.com and sent out my first mailer. It generated my first phone lead a few days later. I am getting ready to send out another. Love this type of marketing.

So easy!”

– Shauna Beckendorf PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 19

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PRICING MAKES PERFECT

BY JULIE ESCOBAR

GET YOUR LISTINGS PRICED RIGHT THE FIRST TIME Getting past what sellers THINK their home is worth to what the market will bear is sometimes a little tap dance in sales skills for agents.

To help the cause, I pulled a few excerpts from our 21 Ways to Get Your Listing Priced Right eBook and tapped a few friends for some powerful dialogues and strategies that can help you get sellers to sign on the dotted line. Here are a few: 1. The waiting game. Use when a seller wants to wait to lower the price.

look at a house? How long has it been on the market, right? Long time on market = problem in the eyes of a buyer. In this market or any market, that’s not a position that gives you any kind of leverage. Let’s price it right and get it sold.”

2. Pick a price. This is a good strategy to use when a seller says another agent would take it at an overinflated price.

Dialogue: “Mr. and Mrs. Seller, I appreciate that you want to get the

who has your best interests at heart, I’m not going to pick a price out of thin air, and I can’t in good conscience just tell you the figure you want to hear in order to take the listing. I will tell you that if you really want to get your home sold quickly and get the most money possible in this market with the least amount of headaches, we should ‘pick’ a price that’s based on those facts and figures. Agreed?”

Have your comparables there to illustrate how you arrived at your suggested list price.

Getting past what sellers THINK Dialogue: “Mr. & Mrs. Seller, let me ask you: their home is worth to what What do you think 3. The Dollar Bill happens to an overpriced the market will bear is sometimes Close from our friend home that doesn’t sell Darryl Davis. When faced a little tap dance in sales skills. right away? Do you think with this classic: “My it eventually sells? More most from your home, and I know the home is special.

I did all of these often than not, the answer to that other agent told you he’ d list it at that improvements myself, so it’s worth is no. Listings get the most traction higher price.

Now what I don’t know is much more than what others are in terms of buyer traffic, agent how he got that number. listed for!” attention and offers in the first two to four weeks after coming on “You know, as agents, it’s not like we Dialogue: “Mr. and Mrs. Seller, I the market. If you wait, you’ll lose can really just ‘pick a price.’ When I certainly understand how you feel. that traction. Worse than that, the brought you what I felt was the right But let me ask you something: If I longer it sits on the market, the asking price for your property, it was were to give you 100 $1 bills that more buyers will begin to wonder based on facts and factors such as were crisp, clean, beautiful and hot if there are more serious problems what similar homes in this area have off the presses – and I sent you to than price in terms of why it hasn’t sold for, the age and condition of your the mall and asked you to sell them sold yet. property, the location, etc. It’s not a for 95 cents, you’d probably sell guess; it’s based on real market value. them pretty quickly, wouldn’t you?

“Think about it… What’s the first question you would ask when you “So what I’m saying is, as a REALTOR®

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MMM | TIPS & TRICKS And if I asked you to sell them for 85 cents, even quicker – right?

“Now what if I asked you to sell each one for $1.10? You probably wouldn’t sell any – am I right? The point is that no matter how crisp, clean and beautiful your house is, you can’t sell a dollar for $1.10.

“Now let’s say there are only two $1 bills – a crisp, clean, beautiful one and one that’s ratty, old, stained and dirty. If you had a choice, which would you choose first? The clean one, right? So what I can tell you is that while all the wonderful improvements you’ve made won’t mean it will sell for more, it does normally mean that it will sell before the others.”

4. Reduce the price or cancel (a favorite from Floyd Wickman).

Sometimes a good way to get a price reduction is by offering to cancel the listing. This is from Floyd’s 101 Dialogues.

Dialogue: “Mr. & Mrs. Seller, the reason I asked to come by tonight is that we had a meeting concerning your home in our office today. I think we had, collectively, about 70 years of real estate experience in attendance, and we all agreed that if we were to keep your home on the market at the current price, it would be like not having it on the market at all.

“I brought two forms for you to look at. The first is what we call a Price Change Form. It was collectively agreed that if you want to get your home sold, this is the price we have to adjust it to. Now it’s not easy for me to say that after I’ve had the house on the market for a couple of months, but 70 years of experience agreed that this is the price your home will sell for. But before you say anything, I wanted to tell you that the second form I brought over is a complete cancellation of the listing form.

“Now if you can see your way clear to signing this (price reduction) tonight, then I’ll be able to get your house sold and get you into the new house relatively fast. If you decide to sign this cancellation and assuming my broker will, this will free you up to list with someone who, well, maybe

One of the most powerful things you can do as an agent is to know your market inside and out, know the numbers, and practice the closing skills that will help you take more SALABLE listings each month. doesn’t care.

“So the reason I wanted to stop by is rather than keep you tied up the way we are, I wanted to have you ‘OK’ one of these tonight. Fair enough?”

Be sure you have a copy of both forms with you, and stick to your guns! This technique is not for the meek! You may want to practice the dialogue a few times until you’re comfortable.

Pricing dialogues and negotiation skills take practice, drill and rehearsing. One of the most powerful things you can do as an agent is to know your market

inside and out, know the numbers, and practice the closing skills that will help you take more SALABLE listings each month.

As Floyd would say, “Worse than no listing is a listing that won’t sell.” Don’t find yourself in that category.

To learn more pricing skills, head over to read more about our eBook, 21 Ways to Get Your Listings Priced Right (Despite the Seller’s Best Objections)!

In it you’ll find bonus objectionhandling visuals and tips from industry experts. Need more marketing help?

Contact our team at 866.405.3638!

“Since I am relatively new, I emailed the agents in my office to find out which company serves REALTORS® best for postcards and farming. I was given a number of different companies to use. I called some and searched the internet on others. After doing my due diligence, I landed on ProspectsPLUS.com.

Your organization is fantastic. It is easy to use, has more choices than all the others, and the quality and workmanship of the postcards is second to none.

Thank you for making my life as a REALTOR® easy and income-producing.”

– Mark Dreves We love hearing from our customers, and we’re always thrilled to give away $400 or more each month in gift cards to agents who join in the conversation and share their strategies on our Google+ page and our Facebook page.

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THREE WAYS TO PUT SOME FUN IN YOUR MARKETING

BY JULIE ESCOBAR

STAY TOP OF MIND WITH YOUR SPHERE Consistency is key when marketing, and agents call us every week asking for ideas on what to send. We offer these three suggestions to get you started:

an easy way to communicate some of what’s going on in the market right now... and have a little fun at the same time!

list: those who know you, like you and trust you. This list is usually comprised of your friends, family, acquaintances and past customers.

1. Holiday postcards. Agents love our Holiday postcards because they’re timely, can be easily customized with a fun message, and the consistency (sending one per month) is just what the doctor ordered for staying top of mind.

Just be sure to order the first-class option for speedier delivery.

Follow these steps to get the most from your postcard campaign:

Statistically, if you stay in touch with these folks every month, one in 12 will produce a listing, sale or referral per year! If you need a list of the 250 people who should be in your sphere, head over to www.prospectsplus.com, and download our BusinessBASETM.

2. Animal II Series. There’s a reason why the internet is filled with puppies and kittens: They make people smile. As our friend Darryl Davis says, that’s one BIG key to building rapport and making connections with people!

•

3. Market Quote Series. This series is

•

HOLIDAY POSTCARDS

•

Pick a postcard.

•

Choose a size.

•

Choose first-class delivery for Holiday postcards, and your choice of delivery options for non-timesensitive postcards.

Choose the prewritten copy or, better yet, customize the back of the card with a message of your own. You can offer an item of value, invite customers to an event such as a home buying or selling workshop, or just send well wishes.

Upload your sphere of influence

ANIMAL II POSTCARDS

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Be sure to check out our online Master Marketing Schedule too. Each month includes fun and interesting ways to connect with the folks in your market and differentiate yourself from the competition.

Need more help? Call our team at 866.405.3638! They’re happy to assist!

MARKET QUOTE POSTCARDS

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THREE STEPS TO DRIVING MORE LISTING INVENTORY

BY JULIE ESCOBAR

FOLLOW THIS FORMULA FOR LISTING SUCCESS In today’s market (or any market, for that matter), if you’re not networking, making calls, reaching out to your sphere and farm, being PRESENT in your marketplace and even knocking on doors, then you’re leaving your success as a real estate agent to chance.

The truth is, it’s not LUCK... it’s LISTINGS. And listings are STILL the name of the game.

What three things can you do to drive listing inventory in your market?

STEP 1: SEND. Send a direct-response postcard or flyer to the folks in the hot-turnover neighborhoods or even those that are right on the cusp of turnover. Let them know that the buying market is HOT and that the time to sell is NOW. Be sure to send any marketing you choose in increments of at least three.

(Remember the 3-7-27 rule: It takes three contacts for someone to recognize your name, seven to put your name with what you do and 27 to become a brand or household name in the mind of the consumer. Most transactions happen after FIVE contacts.)

Our Listing Inventory Series speaks directly to the mindset of sellers in this market.

STEP 2: CALL. Here’s where a lot of

Be consistent with these three steps at least once a quarter, and you’ll reap the benefits for years to come. agents either fall down on the job or lose their muster. Call people? Yikes! Can it be nerve-wracking? Sure. Will you get no’s? Absolutely. But the numbers are in your favor.

If you call enough people and make enough contacts, you’ll get a yes. And that yes can turn into a listing, and a listing into a sale, and a sale into a commission – so no leaving it to chance.

Make a contact (or 20 or more…)!

Here’s a sample dialogue to help you get started: Agent: Hi, my name is _____. As you may know, our market is on the move, and we’ve got more buyers than we have listings. Have you thought about selling your home now or in the near future?

Seller: How much do you think I could get for my house?

Agent (à la Floyd Wickman): I don’t know; I haven’t seen your house yet.

Let’s get together!

STEP 3: SEE. Don’t knock the idea of old-fashioned door knocking! Getting

out there and visible in the neighborhoods and communities you’re eager to service and becoming a brand name is just good business. Why? It’s personal.

People can put the face with the name.

They can see that you are committed to making an impact, and you get a chance to get the real lay of the land.

Door hangers or even shell-printed postcards are a great leave-behind for those who aren’t home – and a nice collateral piece for those who are.

I challenge you to take these three steps to grow your listing inventory, your market share and your confidence! Be consistent with it at least once a quarter, and you’ll reap the benefits for years to come.

Want to learn more about how to drive listing inventory and build a stronger market share? Visit us at www.prospectsplus.com, or call our marketing team today at 866.405.3638!

They’re terrific at helping agents figure out exactly what they need to market themselves in a budget-friendly way!

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FIVE WAYS TO USE CONTENT CARDS

BY JULIE ESCOBAR

DRIVE LEADS AND ATTRACT MORE LISTINGS Did you know that there are more than 50 designs in our Content Card Series? Agents are loving them for a fast and easy way to stay in touch with their sphere and farm and position themselves as a resource in their markets.

The best part about it is, they don’t have to come up with any content. We do all the work!

Agents tell us that they like using them as a newsletter alternative as well because they contain great consumer-friendly information, just in smaller quantities. All the agents have to do is choose a mailing list, add whatever personal touches they want to the copy and place their order!

Here are five ways you can use Content Cards to drive more customer leads, increase your credibility and present yourself as the turn-to agent to call: 1. Send one per month to your sphere or farm (or both) to easily stay in touch and brand yourself as an information specialist.

2. Choose several of your favorites, and have them printed and shipped to you to use as leave-behinds in local businesses, as open house

collateral or as fair trade offers when prospecting.

3. Purchase as a PDF, and use as a downloadable item of value on your website. This allows you to build your email database.

4. Channel your inner Toastmaster, and create some local real estate workshops that you can present to area consumers. Print and ship the card with the topic of your choice to hand out at your event.

5. Share on social media. For many agents, figuring out WHAT to say on social media leaves them stumped. These tools are perfect, with titles such as “Four keys,” “Five ways” and “Six factors.” You can share one a day during the workweek, and invite followers to email you for the whole list.

You can even send them the PDF you’ve downloaded!

Get started today, and kick your marketing into high gear! Take a look at our Content Cards, choose your favorites, and start driving credibility and gaining new customers!

As always, if you need help, contact us at 866.405.3638.

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CONTENT POSTCARDS

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MARKETING THAT PAYS FOR ITSELF

INSIGHT AND EXPERIENCE FROM AGENT DEBBIE FIGUEROA GROW YOUR BUSINESS BY STAYING IN TOUCH We have the best customers. They’re insightful, fun, professional and willing to share what’s working for them. That’s gracious in today’s competitive market, and we truly appreciate their candor.

We were eager to learn what’s working for top agent Debbie Figueroa, so we reached out to get her thoughts on growing a real estate business.

Q: Thank you so much for sharing your insight, Debbie. Can you start by telling our readers a little about yourself?

A: Sure. My name is Debbie Figueroa of the Real Estate Power Houses. I’ve worked in the real estate industry for more than 25 years – as a full-time REALTOR® for almost five years. I primarily work with residential homebuyers and sellers in the El Paso, Texas, area.

Q: It’s a competitive market. What’s your go-to tool for staying branded in your market and getting results?

“Staying in constant contact with past clients and your sphere of influence is key to helping your business grow and continue in the future.”

- Debbie Figueroa A: I reach out to my sphere of influence every other month by mail, at least three times a year by text, twice a year by phone and once a year with a personal marketing “pop by.” I also email a monthly newsletter and send an electronic postcard for each of my listings to my sphere of influence. Some in my sphere of influence have not directly done business with me, but they’re fabulous at passing my name along to their friends and family.

Q: What are your thoughts on differentiating yourself in your market?

A: The Just Listed/Just Sold postcards are a huge tool. They not only help promote my listed or sold properties, but they also help get my name out in the marketplace. I obtain at least one solid buyer or seller lead from each mailing.

It’s a huge tool to utilize during listing presentations as well.

A: It amazes me when I meet clients who have either purchased or sold a home in the past, and they don’t remember the name of their agent. Staying in constant contact with past clients and your sphere of influence is key to helping your business grow and continue in the future.

Q: How are you staying consistently in touch with your sphere and farm, and what advice do you have for agents eager to boost their listings and referrals?

Q: What brought you to ProspectsPLUS!, and what’s your favorite marketing tool?

the transition back to selling real estate full time recommended the site. The Just Listed/Just Sold postcards are such a helpful tool in growing your business.

Obtaining at least one lead from each mailing pays for itself multiple times over.

Q: Any last fun advice for agents?

A: Enjoy it! Make sure to take time during the week for yourself to relax and enjoy life and laugh. Humor is needed to get through those tough times.

Q: If agents would like to connect with you for referrals, how can they reach you?

A: They can reach me directly at 915.261.8077 or via email at debbie@debbiefigueroa.com.

Awesome advice, Debbie! Thank you!

If you’re ready to get the kind of terrific results Debbie is getting and take your business to the next level, visit our site today at www.prospectsplus.com, or contact our team to get started at 866.405.3638.

A: The broker I was with when I made PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 25

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ONE THING YOU CAN DO TO EARN THREE TIMES THE NATIONAL AVERAGE IN STEP WITH MARKETING GURU STACY STATEHAM BUILD AND LEVERAGE YOUR DATABASE We’ve been really fortunate to meet some extraordinary people in this industry – bright lights who are always willing to share some brilliance with like-minded people.

One person we’ve really enjoyed getting to know and learn from is BloomTree’s Stacy Stateham. She’s witty and smart and has a lock on what it takes to elevate your career to the next level in this business. She was kind enough to share some of that with us. Here’s what we learned: Q: Can you tell the readers a little about yourself?

A: I’m one of the founders of BloomTree Realty, and my function is VP of Marketing and Branding. In addition to working on building our name as a company, I spend a lot of time training and coaching agents, and I also work on your tech and systems.

When we started BloomTree, we set out to create a company built around providing the absolute best level of service possible to clients and, to do that, we knew that we needed to create an environment where the best agents can grow and thrive.

Everything we do is built around our culture of collaboration, sharing knowledge and support. Not just the company supporting our agents, but

agents supporting each other. It’s awesome to see how successful agents can be when they work together!

Q: You’ve been around this real estate game for a long time and, in your position, you’re helping agents get their careers started off on the right foot. As we’ve spoken of many times, one BIG component of developing a long-term real estate success story is really focusing on building a database that represents your book of business. Can you expand on that for us?

A: A database? I’d say it’s one of the biggest differentiators between agents who earn the national median income and those who earn three-plus times that. Unfortunately, it’s also one of the things agents are most likely to neglect – not just having one, but constantly building on it AND really leveraging it as a regular daily function of doing business. Agents should be constantly building their databases over time – whether the real estate market is good or not – from the start of their careers to the time they retire.

Think of it this way: We all know that when we invest money long term, we can weather the ups and downs of the stock market. Investing by a consistent trickle – whether the market is good or bad over time – lets us ride out the lows, leverage the highs and, in the long

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run, earns a higher rate of return. Just Google “dollar cost averaging.”

If we see our database as a “fund” of business for when the real estate market fluctuates, the effort that we invest in building it is not only a source of business when times are good, but it also is a safety net for when the market is down.

If you’re going to start doing just one thing today to set yourself up for a successful business in the long term, get started on building a strong database.

Q: If putting your database together is the first priority, helping agents understand the importance of CONNECTING with those folks in a consistent and effective way so they stay top of mind as the agent to call is definitely equally as important. How do you recommend agents stay in touch, and how often?

A: In any business, clients and potential clients are a salesperson’s most valuable asset, yet many agents keep their contacts on sticky notes, in their Gmail contact lists, try to manually update spreadsheets, etc. Working that way, it’s easy enough to see which contacts have turned into clients, but it’s nearly impossible to see which haven’t.

So the first step is to use a CRM. We have all of our agents on FiveStreet for

MMM | TIPS & TRICKS lead routing and TopProducer for their CRM as part of our overall tech package, so that all of their leads feed to their databases without having to do manual entry. It helps us as a company to have our agents use one system, because we’re better able to offer support and training.

But whichever CRM is best for an individual agent is the one that they’ll actually use. They all have benefits and downsides, so just choose the one that fits best.

How often to stay in contact? As often as possible, provided that it’s done the right way (don’t be creepy). With so many tools at an agent’s fingertips today, it’s easy to mix it up with methods and platforms – newsletters, social media, postcards, in person with a friendly call, holiday greetings and so on. The key to success is to be approachable, genuine and human. Be consistent with your style and content. Give information in an honest way, and be a resource. People don’t like being sold to, but they love someone who’s there to help and guide them.

On average, people move every seven years. And even though NAR stats say that most would refer a friend to their agent when they’re asked immediately after closing, a dramatically lower percentage actually do. That tells me that many agents aren’t staying in touch as much as they could. Most people will use the agent that’s front of mind when their need arises, so being that agent whom they know and trust is crucial to being the one who gets the phone call.

Q: I know you’re a fan of making a strategic plan for marketing a real estate business rather than that whole “throw enough things against the wall” approach. Can you share what you

“I’d say (a database) is one of the biggest differentiators between agents who earn the national median income and those who earn threeplus times that.”

- Stacy Stateham believe to be some must-have elements of an effective marketing plan?

A: A balanced marketing strategy is like a balanced diet. We can’t stay healthy on just French fries (but wouldn’t that be awesome?). We need protein, fruit, veggies, etc. too.

I see so many agents focusing on just one or two marketing platforms because they like them and they’re comfortable with them, and not layering those with other points of contact. They’re great at calling, so that’s what they do, while they ignore print and online. Or they have a killer website, so they don’t take the time to reach out in person. Or they’re great in person, so they don’t think they need a strong website.

Agents absolutely should focus on what they’re best at, but they can offset their weaknesses on other platforms through training, learning over time or by finding a great solution provider who can help them.

Eating a balanced diet every day keeps you healthy, and maintaining a balanced marketing strategy can do the same for your business.

Q: You’re also a social media strategist.

Can you share some of your top tips for using those resources to build a strong real estate business?

A: It wasn’t all that long ago that social media was considered optional in marketing. It’s not anymore!

If you’re only going to use one, use Facebook. Agents should have both a personal profile and a business page, keep both active and use them in the appropriate ways. It’s super easy to set up a list in “friends” to keep clients and prospects separate from school friends and Aunt Harriet, and it allows us to be more personally connected than ever before.

Business pages not only help keep business posts separate, but they also allow agents to use Facebook Ads (I looooove Facebook Ads!). They’re much less expensive than regular pay-perclick, and the targeting capabilities are downright awesome. Probably the two coolest things you can do with Facebook Ads are to target only people who have been on your website (low cost, and you know they’re interested because they’ve already checked you out online) and to aim ads only to people in your database.

There we are with the database again… yes, you can upload your database to your Facebook Ads account and send ads specifically to those people.

Pinterest, LinkedIn, Instagram, YouTube, etc. are all extremely powerful tools too.

“I had referred a mortgage lender to ProspectsPLUS.com after mailing our first postcard to a geo-farm area. Uploading our own postcard design was so easy. He had problems uploading our combined door hanger designed by his marketing department. I sent a request for help and quickly had a reply to email the files to them. I was then requested to call when it was done. I was given tips and a promo code to reduce the cost for the door hangers. WOW! Great customer service and couldn’t beat the cost. Ready to have another postcard printed by ProspectsPLUS!” – Kelly Stern PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 27

MMM | TIPS & TRICKS Q: You’ve been a ProspectsPLUS! fan for a long time. Can you share which tools you most recommend to other agents?

A: Is all of it an option? If I had to choose, I’d say Just Listed/Just Sold campaigns and property brochures.

The neighbors around your listings are a great source of business for the next one, and people always want to know what’s going on in their neighborhood.

Just Listed and Just Sold campaigns are a solid way to let them know that you’re actively selling in their neighborhood.

Pro Tip: Getting back to Facebook Ads, did you know that you can layer over Just Listed/Just Sold mailings with a Facebook Ad that runs just to that neighborhood? In the geographic options in ad setup, you can drop a map pin to exactly where your listing is and limit the radius to as low as one mile.

Doing both print and online together dramatically increases the likelihood that your marketing will get seen. Go ninja level, and tie that hyper-targeted Facebook Ad back to your listing on your website, collect a lead, and have that lead go to your CRM. Consumers today expect something better than an MLS printout on the kitchen counter at a listing. Aim for something modern and sharp and, for heaven’s sake, don’t go DIY unless

you’re awesome at graphic design. Make sure your photos look amazing, then check out the Luxury Marketing section on ProspectsPLUS.com (your listing doesn’t have to be high end to look high end!). How you market this listing not only helps get it sold, but also may very well be the tipping factor in whether or not you get the next one.

Q: Any last hot tips for agents eager to knock it out of the park this year in terms of their goals?

A: What I tell our agents? First, do a business plan. Second, stick to it. Third, set one hour aside every week to focus on long-term improvements to their business.

Let’s be real… our future selves can’t be trusted. Thinking to yourself that you’ll do it eventually doesn’t get the job done.

Actually put it on your calendar as a critical meeting with yourself so you actually do it. One hour once a week spent on setting up systems, automating a process, learning something new, setting up a long-running ad, training an assistant, adding SEO to a website or whatever will pay back big time in the long term.

If your goal is to earn $100K a year, one hour is worth about $48 if you’re only working 40 hours a week. In our market,

commission on one side of a deal averages about $5,000 for the agent in earnings. So if you spend an hour once a week building your business for the long term, the math works out to a time investment annually of about $2,500, or half of one of our average deals. But what we see with our agents is that those who actively work their plans do more deals and, with just one more closing, it’s a win. Some have as much as doubled their business by working smarter.

Q: Awesome! How can readers connect with you if they want to learn more or send referrals your way?

A: Hit me up on Facebook! I’m there more than I am anywhere else online. I don’t personally list and sell anymore, but if you need a great agent in Arizona, just let me know. We have three offices full of amazing agents who can take care of a referral client for you.

Terrific, Stacy! As always, thanks for your amazing insight. You’re a treat to talk to and learn from.

If you’d like to know more about building your book of business, staying in consistent touch with your sphere and farm, and generating more listings and leads, visit our blog at blog.prospectsplus.com, or call our marketing team today at 866.405.3638.

“I have been using ProspectsPLUS! for postcards for a while now.

Great service and great prices. I just started using Market Dominator and, after my very first mailing, I was called by a home seller to discuss listing his home. That’s a really fast return on my investment! Highly recommended.”

– Carl Borrmann

“ProspectsPLUS! has helped my marketing plan significantly. It has doubled my business. The quality of the marketing materials is A1. I’d recommend them to anyone.”

– Sophia Hernandez

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MMM | TIPS & TRICKS

CO-MARKETING THAT PACKS A REMARKABLE ONE-TWO PUNCH

BY JIM SCHIMPF

TEAM UP WITH MORTGAGE BROKERS TO SAVE TIME AND MONEY Ease of doing business is the name of today’s game. Homebuyers need the most information in the fastest way possible.

Millennials, who are starting to buy houses, are accustomed to instant information. When they find their dream home, they don’t want to wait several days to find out whether they can afford it or how much they can afford to offer.

You don’t want to lose a hard-earned new client because they don’t have the right mortgage broker.

REALTORS® are constantly marketing to find leads on new homes. Whether it’s sending postcards, updating websites or posting on social media, the need to get your word out is constant. Your success is based on three major areas – sourcing actionable leads, developing strong branding and following up to close prospects.

Mortgage brokers go through the same process, so why not combine your efforts to land the client and then follow that client through the whole process?

The process will be seamless, and you’ll have a complete picture come closing day.

Follow these three simple steps to work more closely with mortgage brokers and close on more properties: 1. Develop relationships. You may have one or several brokers you work with. Having a broker you trust and who has a large variety of products available gives you confidence when referring clients. You

Co-marketing is the wave of the future.

More and more buyers are looking for “onestop” shopping. know that if any issues arise, the broker will let you know so you can work it out together.

The client knows and trusts you, so he or she feels comfortable with the broker you recommend and doesn’t have to waste time searching for a lender. Additionally, by having just a few lenders in mind, you know what types of loans they offer. No matter the buyer’s situation, you should have a broker to refer them to.

2. Combine your marketing efforts, and co-brand. Develop a marketing plan together, and make sure your marketing materials have a cohesive look so buyers will immediately associate you. Every dollar that either of you spends on marketing will magically go twice as far. Buyers will trust that your communication will be intact through the whole process.

Share ad space and leads. Communication is top priority in this relationship. If you choose to use postcards, social media, word of

mouth or even radio advertising, be sure to mention your access to the broker, and make sure the broker is referring new leads back to you.

You each have different sources for new leads so, by combining your efforts, you each double your actionable leads.

3. Communicate through the whole process. From the time you start working with a new lead until closing, you and the mortgage broker should keep in touch so everyone knows the status of the loan. Surprises at closing are the worst-case scenario. You want good, clear communication from beginning to end so you never have to wonder about the status of the project. This communication can lead to faster closings, and who doesn’t want that?

Co-marketing is the wave of the future.

More and more buyers are looking for “one-stop” shopping and referrals. Everyone’s time is valuable, so help speed up the process. Combine your efforts for ease of doing business, and everyone wins.

Learn more by visiting www.prospectsplus.com/mortgage or by calling our team at 866.405.3638.

NOTE: When developing your co-marketing strategy, consult with your broker or attorney to ensure it does not violate any applicable laws.

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 29

MMM | TIPS & TRICKS

EXCEEDING EXPECTATIONS AND SECRETS TO SUCCESS INSPIRATION FROM TOP AGENT CARMEN WIECK

PUT CUSTOMER CARE AT THE TOP OF YOUR LIST It’s so powerful to learn from our customers, hear their stories and be able to share their insights and ideas with others. Every time we do, it’s wonderful.

We often get a behind-the-scenes glance into what brought them to our great industry – and what they do that allows them to flourish.

& Gamble, Kraft, Frito-Lay and Ipsos Research.

What a treat it was to learn more about our VIP customer Carmen Wieck. Her story inspired us, and I know it will inspire you too. Here’s what we learned:

A few years ago, we decided that the best thing for our two daughters was to benefit from the educational system in the United States, so we moved to Florida. One of the best decisions for our family!

Q: Carmen, can you first tell our readers a little about yourself?

A: I was born and grew up in communist Romania, and 1989 was a big turning point in my destiny. I always felt I was missing something big, but I never knew what it was.

After graduating from the Academy of Economic Studies, I had a very short period of “trial and error” in finding the right career path for myself. I was a lieutenant in the Romanian Police, dreaming of “bringing justice for all.”

I also worked for the government, dreaming of “making a difference,” until I finally found that working in marketing for private multinational companies was where I fit best.

I was so fortunate to work with exceptional managers in several blue chip companies such as Coca-Cola, Procter

While I was living in Croatia working for Coca-Cola, I met my husband, who’s from Wisconsin. Life took a big turn for both of us, as we started a family and moved around the world with new job assignments.

I know from several hands-on experiences that navigating the real estate environment can become overwhelming and emotionally wrecking. Moving so many times from country to country gave me enough personal exposure as a customer… and not always very pleasant.

After more than 18 years in the corporate environment and one too many traumatic experiences in real estate, I decided to become a REALTOR® and bring my contribution to restoring the belief that this profession can be conducted with high ethics and, more important, with genuine care about the needs of customers.

Q: What is your go-to marketing tool for branding yourself in your market and driving new business?

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A: I’ve “toyed around” with several marketing tools when it comes to marketing in real estate and had my fair share of no’s and wows! One thing I would say is that driving new business starts with exceeding expectations on your existing business. That will always secure your “organic” growth, which should be the foundation for your longterm business.

For tapping into new business opportunities, I’ve learned that a combination of passive and active prospecting works best for me. For example, a combination of three touchpoints direct mail campaign for Expireds (which I adapted to fit my brand and personality from existing marketing materials/postcards from the ProspectsPLUS.com library), followed by direct contact (calls or door knocking) can prove really productive.

I consider Just Listed/Just Sold postcards a must. However, don’t just sell it or list; put a spin on it, and have an unexpected approach or added value. Give your target a reason that matters TO THEM, not to you.

I absolutely dread the postcards I receive in my mail from agents stating, “Thank you for making me the #1 agent in your neighborhood.” To me, that is such a turnoff. As a customer, I don’t care that you are #1; I care about my motivation

MMM | TIPS & TRICKS

“How does one become a successful real estate agent? Same as one becomes a butterfly: You must want to fly so much that you are willing to give up being a caterpillar.”

- Carmen Wieck

for selling and buying and how you as a real estate agent fit in my motivation!

Again, the ProspectsPLUS.com library is such a great source of inspiration. My first Just Sold postcards using a template from ProspectsPLUS! generated two listings!

Q: How do you believe agents can differentiate themselves from other agents in today’s competitive market?

A: Exceeding expectations, going the extra mile. Anybody can put a listing on the MLS now, even FSBOs (with the flat-fee companies that offer this service to FSBOs for a nominal fee), everybody offers free CMAs, everybody has a marketing plan that includes internet, maybe open houses, maybe Just Listed postcards, maybe flyers, etc. All seen and done by all REALTORS® to a certain extent.

In a market that’s becoming more and more of a commodity, where everybody knows at least one REALTOR®, true differentiation in added value on trending aspects of real estate is what sets you apart.

For example, offering complimentary staging analysis and assistance, complimentary home protection plan during listing, complementary inspection or appraisal before listing, complimentary full cleaning of the house before listing, etc., depending on the

property, owners, their motivation, etc.

Q: Any outside-the-box ideas you’d like to share for building your book of business?

A: Yes. Use an introductory video for your pre-listing package. Tell your short story, show who you are, instill confidence and energy. It helps homeowners get more comfortable and relaxed about meeting you before you show up at the door.

Find something that’s your “thing,” and embed it into your touchpoints with your customers to show genuine care.

For example, I LOVE baking, and my whole family loves my signature appleraspberry pie I make from scratch.

So I bring my signature pie for my clients at closing and drop by at their one-, twoand three-year home anniversaries and bring them the pie. One time I had the extended family of one of my past clients waiting for me at the house, just to make sure they got to taste the pie while it was still warm.

Q: How often do you connect with your sphere and farm, and what kind of results do you get from that?

A: I recently started the Market Dominator for my farming area. I find this approach indeed standing out from the crowd – the content, the quality of the printing, everything spells out

professionalism, exceeding the “norm.”

It’s basically a monthly touchpoint approach with my farm, and I do expect to see results in the next few months.

With my sphere, I make sure I stay in touch and call, drop by or send a card for special holidays or birthdays, usually three to four times a year.

Q: Any fun advice to help agents master this business?

A: How does one become a successful real estate agent? Same as one becomes a butterfly: You must want to fly so much that you are willing to give up being a caterpillar.

Q: Last, where can our readers send a referral if they have someone in your area?

A: My focus is in Broward County, and I can be reached at carmen.realtorflorida@gmail.com or 786.449.9882.

Wonderful, Carmen! Thank you so much for sharing your inspired story with our readers. You’re amazing!

If you’d like to stand out in your market and soar past your competition the way Carmen does, please don’t hesitate to contact us today at 866.405.3638. We can put you on the path to success.

“After doing extensive research on mailing companies, I could see that ProspectsPLUS! was the clear winner for multiple reasons. Sometimes I like to create a mailer that stands out by uploading my own personal design, and sometimes the situation calls for a template to be most effective. Either way, I get the same level of granular control in mailings to meet the specific needs and, when I compare it to my previous printer/mailing company, it wins on pricing too!”

– Erik Laing PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 31

BACK BY POPULAR DEMAND OUR SIX-MONTH MASTER MARKETING SCHEDULE! We decided to get a little crafty in this issue and create a pull-out poster for you to use! In it you’ll find...

•

Weekly marketing strategies, color-coded by category: Purple: Listing Inventory Orange: Niche Marketing Blue: Geographic Farming Green: Sphere of Influence

•

Monthly Holiday Observances

•

Tip of the Month

For a full calendar, including fun ways to connect with your sphere and farm all month long, visit blog.prospectsplus.com/schedule.

We hope you enjoy all of these terrific marketing strategies and ideas.

BONUS: Remove your Master Marketing Schedule Poster to learn how you could win $10,000!

32 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

THANKS FOR USING YOUR MASTER MARKETING SCHEDULE!

Megan Agent

Ten Th o u s Contes and t Winn er

Nov. 1 5

17 $10,00 0.00

Prospe ctsPL US!

WIN $10,000!

Enter our Master Marketing Schedule Contest today!

Enter our Master Marketing Schedule Contest for a chance to win the Grand Prize of $10,000! The Second Place winner will receive a set of steak knives (a $19.49 value!)

If your calendar is missing you can request an additional copy at blog.prospectsplus.com/magazine

While you’re there, “LIKE” our page to stay up-to-date with the latest real estate marketing strategies and tips from the experts!

No purchase necessary. For full contest rules and conditions, go to blog.prospectsplus.com/contest.

Winners will be chosen by our team based on creativity and originality. Entries must be submitted by 5:00pm Eastern Time on November 10, 2017.

Entering is easy! Take a photo or video of you with your Master Marketing Schedule poster. Then, go to www.facebook.com/ProspectsPLUS, upload your photo or video, share your favorite strategy, then click POST. It’s that easy!

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 33

MMM | TIPS & TRICKS

PLANNING YOUR WORK AND WORKING YOUR PLAN SAGE (AND FUNNY) ADVICE FROM TOP AGENT STEVE TURNER STAY ON TRACK FOR CONSISTENT RESULTS We love agents who take a walk on the funnier side of life. They’re fun to interview and amazingly good at sharing perspective and insights.

Catching up with our VIP customer Steve Turner was a perfect example of that. He has a great approach to business, life and staying on track. Here’s an excerpt from our interview: Q: Hey, Steve! Can you please start by telling our readers a little about yourself?

A: I consider myself the rookie with 19 years of experience – and the Big Guy of New Home Sales!

Since 1997, I’ve been an employee of various homebuilding companies, leading their sales teams. About two years ago, I figured I could make it even bigger by being an independent agent, as I was sure I knew everything I needed to succeed. Little did I realize, I had A LOT to learn (or unlearn) about being a REALTOR®.

Q: It’s crazy competitive in most markets. What advice would you share with agents for staying top of mind and edging out other agents for branding and business?

A: Planning your work and working your plan is timeless advice that I continue to utilize. I make sure I have a plan such as what I am going to do this month, next month and even six months from now.

Working the phone, sending emails, mailings and pop-bys are all in my plan. I’m also guilty of using the plan you publish in your magazine for my mailings. Then all I have to do is figure out when I think my postcards or mailers will arrive in their mailbox so I can plan my calls and follow-up emails around those dates.

Q: What is your go-to marketing tool for generating new business?

A: I have several that always seem to work for me. With first-time buyers, I love using door hangers to canvass

certain areas to pull from. Also, memorable postcards to targeted homes help me get listings.

Another one that helps me is postcards to just keep in touch with my settled buyers for referrals. Don’t forget your past clients; they truly are some of the best sources for your next clients.

Q: I know you’re a fan of the Master Marketing Schedule. It’s fun, right?

What can you tell readers about how that works for you and what you like about it?

A: The Master Marketing Schedule is great because I don’t have to put much thought or effort into what message or theme I focus on during the different months. I can just pull from the monthly suggestions and then build my monthly marketing and follow-up plan around that.

My energy is best focused on helping clients instead of trying to figure out my own marketing ideas, and the

“My energy is best focused on helping clients instead of trying to figure out my marketing ideas, and the Master Marketing Schedule from ProspectsPLUS! gives me ideas for success without taking time from my income-generating activities.”

- Steve Turner

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MMM | TIPS & TRICKS Master Marketing Schedule from ProspectsPLUS! gives me ideas for success without taking time from my income-generating activities.

Q: How often do you stay connected with your sphere and farm, and why, in your opinion, is that so important?

A: Working for builders over the years, I relied too much on their marketing and didn’t focus on building my own sphere.

That truly was my biggest mistake of the past.

Imagine how amazing it would be to know every single owner in a community because you sold every home there with the builder? However, making calls years later saying, “Remember me? I’m the guy who sold you your home 10 years ago and haven’t spoken to you since! Are you looking for a professional to sell it now?” That conversation doesn’t go over well.

Really, I now try to stay in touch with my sphere on a monthly basis and more frequently, if possible. Social media helps make it easy to stay in front of

them, but it can’t be your only way of staying in touch. I want to be on their Facebook feed, at their charity event, in their mailbox and a voice on the other end of the phone with them.

There’s an amazing high that comes with getting my clients the offer or home of their dreams. I always say that sales is a job for a manic depressive – if you’re not one when you start, you will be!

Q: Any fun, out-of-the-box ideas you care to share with readers?

Q: Last, how can our readers send referrals your way?

A: I’ve been told that I have a good sense of humor, and I love having fun.

As such, I tend to use a lot of humor in my follow up.

A: Brand-new homes and custom homes are still my specialty. I’ve built a network that has become the best team in new construction in Central Pennsylvania and Northern Maryland.

I’ve designed a few memes on Facebook so that every time my friends and clients share it, my website address is watermarked across it. To get a good long life out of it, I’ve used the same meme as postcards too. These tend to get stuck to their fridge or posted to their pin board at their work cubicle.

Q: I love that! What keeps you motivated and on track for your goals?

A: Nothing is more motivating than helping someone buy or sell their own home. Seeing their joy helps lift me up and keeps me wanting to go do it again, for someone else.

My contact info can be easily found on my site: www.TheSteveTurner.com, or follow along on Facebook at www.

Facebook.com/TopAGENTinCentralPA. Wonderful, Steve! Thank you so much for sharing. We hope everyone takes a little time to implement some of your terrific strategies and ideas.

If you need help getting started or implementing part of your marketing plan, call our team at 866.405.3638 today, or visit www.prospectsplus.com.

“I have been using ProspectsPLUS! for all of my direct mail campaigns for about two years now and have yielded awesome results! The last jumbo postcard I sent was for a Just Sold campaign, and I received two new listings just from that postcard. I love how they are always adding new design templates too, so I can choose a new one each time.

Phenomenal customer service too!”

– Jennifer Ingiald

“I have recently returned to my original farm area after an 18-month absence. One of the best ways for me to reacquaint myself and let my sphere know what I was doing was to send out high-quality postcards. I chose the jumbo size that emphasized high-quality pictures of my new listings to support my brand promise. Quality over quantity. My farm, while using mobile technology more and more, is still the paper generation. The new jumbo cards are a good value that has high perceived value with my audience of 1,800 doors in an upscale 55+ community. ProspectsPLUS! is my quick reaction force when I need to get a campaign out fast. I have gone from two listings to nine in just 60 days. Paper does work, and the various layout designs that the jumbo cards offer is modern, classy and catchy!”

– Scott Wolf

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 35

MMM | TIPS & TRICKS

THREE WAYS TO GET OUT IN FRONT OF THE COMPETITION

BY TODD ROBERTSON

DOMINATE YOUR GEOGRAPHIC FARM AREA There’s something I say at the end of every speech I give to sales professionals: “If the game is scheduled and you’ve decided to play, you might as well win.”

What I mean is, if you’re going to do the work, be in the game and put in the time, you might as well give yourself the best chance to knock it out of the park.

There are three powerful ingredients to putting yourself at the top of the game: 1. Presence. Make it easy for people to find you. If you’re playing to win, you have to have an internet presence.

That said, what you DON’T want to do is put ALL of your eggs in that basket. Make sure you have a presence, are ranking, driving traffic and showcasing not only your listings, but your credentials as the specialist in your area and can back that up.

Opt-ins that keep your listing growing are a great add in as well. Make it easy for people to find you when they’re searching, and you’re one up on your competition.

2. Skills. There are SO many great trainers, speakers, courses and connections these days – many even on demand so you can learn at your leisure. There’s no reason – and frankly no excuse – for an agent who is eager to succeed to not be

playing at an extraordinary level.

Tony Robbins calls it CANI – for Constant And Neverending Improvement. What do your skill levels look like in terms of presentation, negotiation, pricing and prospecting – or all of the above?

Never stop learning and fine tuning.

You can have all the internet leads in the world or all the referrals in the world, but if you don’t have the skills to close, then you’re leaving money on the table.

3. Good ground game. What I mean by this is modern-day farming. It’s easier than ever and so important. To pull it off, though, you have to deliver Ritz-Carlton quality and service. That means picking the right area, then creating a dominating presence. To do that, I suggest you: •

Pick the absolute right area.

Don’t just choose your carrier routes or neighborhood without doing your homework.

Not long ago, we invited our friends from Benutech and ReboGateway to join us for a webinar in which they taught our customers how to use turnover rate, sales price, homeowner-to-renter ratios and additional data to find the right farm. You can watch it on demand at blog.

prospectsplus.com/3-ways-getfront-competition/.

•

Send out the largest mailing possible (12” x 15”). That sends a message to local homeowners that you’re in the game to win.

Show up BIG, and let them know you mean business.

That’s where the Market Dominator becomes your differentiator.

•

Make it a campaign. In other words, if you’re going to be like 90+% of agents and drop one or two marketing strategies then call it a day, farming is not going to work.

If you do, however, decide that you are going to commit for the duration and consistently show up month after month after month with a strong message and direct-response offers, you’ll be positioning yourself to win.

If you’re ready to knock it out of the park and learn how the Market Dominator System can give you a competitive edge, give me a call today. We’ve got the systems and tools to help you do just that. Visit us at www.prospectsplus.com, or give us a call today at 866.405.3638.

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 37

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MASTER MARKETING CATALOG

HOLIDAY POSTCARDS

PAGE 45

CONTENT POSTCARDS

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JUST LISTED/SOLD POSTCARDS

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LIFE EVENT/LIFESTYLE POSTCARDS

PAGE 54-56

CUSTOMER APPRECIATION POSTCARDS

PAGE 57

MAILED ANNOUNCEMENT POSTCARDS

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AGENT NOTECARDS

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MORTGAGE CO-BRANDED POSTCARDS

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MAILED BROCHURES

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MAILED FLYERS

PAGE 62-63

FEATURE PROPERTY FLYERS

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DOOR HANGERS

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OBJECTION-HANDLING BROCHURES

PAGE 68

PROPERTY BROCHURES

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DOUBLE-SIDED BUSINESS CARDS

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PRESENTATION FOLDERS

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BROKER/MANAGER RECRUITING

PAGE 73-75

LUXURY MARKETING PORTFOLIOS

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FSBO KITS

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PAGE 80-81

THE MARKET DOMINATOR SYSTEM

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6 MORE DESIGNS ONLINE

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 49

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI

SPHERE OF INFLUENCE POSTCARDS STARTING AT JUST

$0.22

PER PIECE

• Stay top of mind with your sphere of influence • Easy order platform • No minimums SEE PRICING GUIDE PAGE 86

ONLY $65

6 DESIGNS ONLINE

ANIMAL SERIES II

100 FULL-COLOR STANDARD-SIZE POSTCARDS PRINTED AND MAILED FIRST CLASS

50 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI

HAPPY BIRTHDAY POSTCARDS

AGENT INTRODUCTION POSTCARDS

CALENDAR POSTCARDS

4 DESIGNS ONLINE

3 DESIGNS ONLINE

13 DESIGNS ONLINE

44 DESIGNS ONLINE

RECIPE SERIES II

6 DESIGNS ONLINE

MARKET QUOTE POSTCARDS

CONTINUED ON NEXT PAGE

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 51

INSPIRATION SERIES

18 DESIGNS ONLINE

HOLIDAY PHOTOCARDS

19 DESIGNS ONLINE

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI

FREE OFFER POSTCARDS

WALL STREET POSTCARDS

SOCIAL MEDIA POSTCARDS

5 DESIGNS ONLINE

8 DESIGNS ONLINE

21 DESIGNS ONLINE

52 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI

WHAT’S THE LIFETIME VALUE OF YOUR CUSTOMERS? SEE ALL DESIGNS AT WWW.PROSPECTSPLUS.COM/SOI

7 DESIGNS ONLINE

FENCE SITTER SERIES (BUYERS)

13 DESIGNS ONLINE

LISTING INVENTORY SERIES

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 53

LIFE EVENT POSTCARDS | PROSPECTSPLUS.COM/LIFEEVENT

LIFE EVENT POSTCARDS Become the resource your clients turn to when life happens, such as: • Divorce • Foreclosure/Distressed homeowner • Listing expiration • Growing families • Downsizing • Estate sales SEE PRICING GUIDE PAGE 86

ONLY $65

18 DESIGNS ONLINE

LIFE EVENT SERIES

100 FULL-COLOR STANDARD-SIZE POSTCARDS PRINTED AND MAILED FIRST CLASS

54 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

LIFE EVENT POSTCARDS | PROSPECTSPLUS.COM/LIFEEVENT

LIFE EVENT POSTCARDS Target the right person with the right message at the right time with Life Event mailing lists and done-for-you postcards.

SEE ALL DESIGNS AT WWW.PROSPECTSPLUS.COM/LIFEEVENT

18 DESIGNS ONLINE

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 55

LIFE EVENT SERIES

CONTINUED ON NEXT PAGE

LIFESTYLE POSTCARDS | PROSPECTSPLUS.COM/LIFESTYLE

LIFESTYLE POSTCARDS Connect with home buyers and sellers with specific lifestyle demographics, such as: • Boaters • Golfers • Tennis enthusiasts • Do-it-yourselfers • Health and fitness fans • Equestrian enthusiasts • RV enthusiasts

18 DESIGNS ONLINE

LIFESTYLE INTEREST SERIES

SEE PRICING GUIDE PAGE 86

56 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

CUSTOMER APPRECIATION POSTCARDS | PROSPECTSPLUS.COM/CUSTOMER

CUSTOMER APPRECIATION POSTCARDS STARTING AT JUST

$0.22

PER PIECE

• Perfect for sending to the VIPs in your sphere of influence • Easy order platform • Shipped to you or mailed for you SEE PRICING GUIDE PAGE 86

100 FULL-COLOR STANDARD-SIZE POSTCARDS PRINTED AND MAILED FIRST CLASS

ONLY $65

8 DESIGNS ONLINE

CUSTOMER APPRECIATION SERIES

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 57

ANNOUNCEMENT POSTCARDS | PROSPECTSPLUS.COM/ANNOUNCEMENT-CARDS

ANNOUNCEMENT POSTCARDS STARTING AT JUST

$0.22

PER PIECE

• Perfect for sending to your sphere of influence when you move to a new brokerage • Easy order platform • Shipped to you or mailed for you

10 DESIGNS ONLINE

MAILED ANNOUNCEMENT POSTCARDS

SEE PRICING GUIDE PAGE 86

58 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

AGENT NOTECARDS | PROSPECTSPLUS.COM/NOTECARDS

AGENT NOTECARDS STARTING AT JUST

$0.58

PER PIECE

• Perfect as thank you cards • Easy order platform • Envelopes included • Shipped to you or mailed for you SEE PRICING GUIDE PAGE 87

16 DESIGNS ONLINE

AGENT NOTECARDS

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 59

MORTGAGE CO-BRANDED POSTCARDS | PROSPECTSPLUS.COM/CO-BRANDING

MORTGAGE CO-BRANDED POSTCARDS STARTING AT JUST

$0.22

PER PIECE

• Use our targeted mailing lists to identify people who may need a new mortgage • Easy order platform • Shipped to you or mailed for you SEE PRICING GUIDE PAGE 86

7 DESIGNS ONLINE

MORTGAGE CO-BRANDED POSTCARDS

The perfect fit for marketing partners!

60 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

MAILED BROCHURES | PROSPECTSPLUS.COM/BROCHURES

MAILED BROCHURES STARTING AT JUST

$1.63

PER PIECE

• Perfect for showcasing your listings • Advertise your open houses • Market multiple properties, or feature one listing using many photos • No minimums SEE PRICING GUIDE PAGE 86

E IN

SI D

E

O

U

TS I

D

E IN

SI D

E

O

U

TS I

D

E D IN

SI D

E

O

U

TS I

D TS I U E

O SI D

12 DESIGNS ONLINE

IN

ONLY $177

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 61

11" x 17" BI-FOLD MAILED BROCHURES

E

100 FULL-COLOR GLOSSY 11" x 17" BI-FOLD BROCHURES PRINTED AND MAILED STANDARD CLASS

MAILED FLYERS | PROSPECTSPLUS.COM/FLYERS

MAILED FLYERS STARTING AT JUST

$1.56

PER PIECE

• Great addition to listing and prelisting presentations • Use as an opt-in piece on your website • Ideal collateral for open houses or workshops • Perfect for adding direct response offers to your marketing • Terrific for objection handling SEE PRICING GUIDE PAGE 87

FREE REPORTS

ONLY $168

28 DESIGNS ONLINE

100 FULL-COLOR GLOSSY 8½" x 11" FLYERS PRINTED AND MAILED STANDARD CLASS

62 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

N T O K A C B T N O FR K

T K

B A C

K

FR

FR A C B N O FR

7 DESIGNS ONLINE

15" x 12" MAILED FLYERS

B A C

12 DESIGNS ONLINE

11" x 8½" MAILED FLYERS

O N T

MAILED FLYERS | PROSPECTSPLUS.COM/FLYERS

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 63

FEATURE PROPERTY FLYERS | PROSPECTSPLUS.COM/FEATUREFLYER

FEATURE PROPERTY FLYERS STARTING AT JUST

$0.27

PER PIECE

• Perfect for showcasing your listings • Advertise your open houses • Market multiple properties, or feature one listing using many photos • No minimums All feature property flyers are available in these 11 colors

100 FULL-COLOR GLOSSY 8½" x 11" PROPERTY FLYERS PRINTED AND SHIPPED DIRECTLY TO YOU

SEE PRICING GUIDE PAGE 87

ONLY $44

64 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

(plus shipping)

FEATURE PROPERTY FLYERS | PROSPECTSPLUS.COM/FEATUREFLYER

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 65

DOOR HANGERS | PROSPECTSPLUS.COM/DOORHANGERS

DOOR HANGERS STARTING AT JUST

$0.30

PER PIECE

• 50 door hangers with business card tearoff: $24 plus shipping • Inexpensive, easy marketing • Agency designs • 100% editable • UV coating available • Target to FSBOs, Expireds, Listing Inventory, Open House, Price Reduced, Just Listed/Sold

DOOR HANGERS

59 DESIGNS ONLINE

SEE PRICING GUIDE PAGE 87

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - OCEAN

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - RED VINE

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - BLUE HOUSE

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - BUBBLE

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - TRI-COLOR

JUST LISTED/SOLD DOOR HANGER - SQUARES

66 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

DOOR HANGERS | PROSPECTSPLUS.COM/DOORHANGERS

SEE ALL DESIGNS AT WWW.PROSPECTSPLUS.COM/DOORHANGERS

“Activity equals results. Top producers consistently get out and get visible in the neighborhoods and communities they service. Talk to people. Pass out door hangers. Let folks put the face with the name. Make connections.”

– Floyd Wickman

WHEN YOUR LISTING DOESN’T SELL DOOR HANGER - EXPIRED

KNOWING THE MARKET MATTERS DOOR HANGER - FSBO

GET YOUR HOME SOLD DOOR HANGER - FSBO

DON’T LIMIT YOUR EXPOSURE DOOR HANGER - FSBO

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - BLACK

TWO-SIDED FEATURED PROPERTY DOOR HANGER - FRONT

TWO-SIDED FEATURED PROPERTY DOOR HANGER - BACK

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 67

DOOR HANGERS

WHEN YOU STILL HAVE TO SELL DOOR HANGER - EXPIRED

59 DESIGNS ONLINE

DID YOUR LISTING EXPIRE? DOOR HANGER - EXPIRED

OBJECTION-HANDLING BROCHURES | PROSPECTSPLUS.COM/OBJECTION

OBJECTION-HANDLING BROCHURES STARTING AT JUST

$0.66

PER PIECE

• Perfect addition to listing and pre-listing presentations • Adds validation and authority to objection-handling dialogue

IN

SI

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E D TS I U

IN

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68 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

E SI D IN

O

U

TS I

D

E

THINK IT OVER

O

COMMISSION OBJECTION-HANDLING

O

TIMING IS EVERYTHING

SEE PRICING GUIDE PAGE 86

PROPERTY BROCHURES | PROSPECTSPLUS.COM/PROPERTY

PROPERTY BROCHURES STARTING AT JUST

$0.95

PER PIECE

• Beautifully display listed properties • Perfect for open houses and neighborhood canvassing • A must for luxury listings SEE PRICING GUIDE PAGE 86

E D SI IN

D TS I

E D SI IN

D

E

O U TS I U

LUXURY MARKETING BROCHURE LETTER SIZE

O

LUXURY MARKETING BROCHURE 11x17 DELUXE

E

CREATE OBJECTION-HANDLING OR PROPERTY BROCHURES NOW AT WWW.PROSPECTSPLUS.COM!

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 69

DOUBLE-SIDED BUSINESS CARDS | PROSPECTSPLUS.COM/QR

DOUBLE-SIDED BUSINESS CARDS STARTING AT JUST

$0.10

PER PIECE

• QR Codes can add your contact information to a cellphone instantly • QR Codes can direct someone to a specific website • Great conversation starter • Puts technology at your fingertips

OVER 40 FRONTS AND 55 BACKS TO CHOOSE FROM ONLINE!

• Drives online traffic and helps build your database SEE PRICING GUIDE PAGE 87

BUSINESS CARD FRONT LANDSCAPE - MAGENTA & PINK SWOOSH w/ PHOTO

BUSINESS CARD FRONT LANDSCAPE - QR CODE BLACK & YELLOW SWOOSH

BUSINESS CARD FRONT LANDSCAPE - BLUE & RED SWOOSH w/ PHOTO

BUSINESS CARD FRONT LANDSCAPE - BLUE & WHITE w/ PHOTO

BUSINESS CARD FRONT LANDSCAPE - QR CODE V02 WHITE & TEAL

BUSINESS CARD FRONT LANDSCAPE - ORANGE & WHITE w/ PHOTO

SCAN THIS QR CODE TO SEE ALL OF OUR BUSINESS CARD DESIGNS! prospectspl.us/BC

70 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

DOUBLE-SIDED BUSINESS CARDS | PROSPECTSPLUS.COM/QR

BUSINESS CARD FRONT LANDSCAPE - BLUE HOUSE w/PHOTO

BUSINESS CARD FRONT PORTRAIT - QR CODE V06

BUSINESS CARD BACK LANDSCAPE - REFERRAL A

BUSINESS CARD BACK PORTRAIT - QR CODE V01.2

BUSINESS CARD FRONT LANDSCAPE - CERULEAN & WHITE

BUSINESS CARD FRONT PORTRAIT - WHITE & BLUE

BUSINESS CARD BACK LANDSCAPE - AMORTIZATION 5-25

BUSINESS CARD BACK PORTRAIT - QR CODE V03.1

BUSINESS CARD FRONT LANDSCAPE - RED FLOWER w/PHOTO

BUSINESS CARD FRONT PORTRAIT - LIME GREEN w/ WHITE CAPTION

BUSINESS CARD BACK LANDSCAPE - NOTES B

BUSINESS CARD BACK PORTRAIT - QR CODE V05.1

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 71

PRESENTATION FOLDERS | PROSPECTSPLUS.COM/FOLDERS

PRESENTATION FOLDERS STARTING AT JUST

$2.35

PER PIECE

• Professionally present your luxury listings • Terrific for sending a polished pre-listing package • Totally editable and easy to customize • Order as few as 10 folders • Stand out from your competition

13 DESIGNS ONLINE

PRESENTATION FOLDERS

SEE PRICING GUIDE PAGE 87

PRESENTATION FOLDER BLUE & RED

PRESENTATION FOLDER BLUE HOUSE

PRESENTATION FOLDER BLUE SWOOP

PRESENTATION FOLDER RED, YELLOW & BLACK

PRESENTATION FOLDER YELLOW DOTTED

PRESENTATION FOLDER PERSONALIZED INSIDE

72 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

BROKER/MANAGER RECRUITING | PROSPECTSPLUS.COM/RECRUITING

BROKER/MANAGER RECRUITING STARTING AT JUST

$0.66

PER PIECE

• Perfect for interviews • Great handouts at training functions • Terrific mailers to top recruiting candidates • Great fair trade items and opt-in pieces for your recruiting website SEE PRICING GUIDE PAGE 86

RECRUITING NEW AGENT BROCHURES

BEGIN WITH THE END CAMPAIGN

SCHOOL’S OUT CAMPAIGN

SIX THINGS TO LOOK FOR CAMPAIGN

RECRUITING EXPERIENCED AGENT BROCHURES

TOP AGENT CAMPAIGN

WITHOUT MARKETING CAMPAIGN CONTINUED ON NEXT PAGE

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 73

BROKER/MANAGER RECRUITING | PROSPECTSPLUS.COM/RECRUITING

BROKER/MANAGER RECRUITING STARTING AT JUST

$0.22

PER PIECE

• Connect creatively and consistently with recruiting prospects • Stay top of mind • Customize to reflect your company's value propositions • No minimums • Inexpensive, easy marketing SEE PRICING GUIDE PAGE 86

AGENT INTRODUCTION POSTCARDS

SCHOOL'S OUT POSTCARD

7 DESIGNS ONLINE

RECRUITING EXPERIENCED AGENTS

BEGIN WITH THE END POSTCARD

74 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

BROKER/MANAGER RECRUITING | PROSPECTSPLUS.COM/RECRUITING

6 DESIGNS ONLINE

GLS RECRUITING

19 DESIGNS ONLINE

RECRUITING NEW AGENTS

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 75

LUXURY MARKETING PORTFOLIOS | PROSPECTSPLUS.COM/LUXURYMARKETING

LUXURY MARKETING PORTFOLIOS SILVER PACKAGE STARTING AT

$48.75

• 25 luxury postcards • 25 8½" x 11" luxury brochures ALL SHIPPED STRAIGHT TO YOU

GOLD PACKAGE STARTING AT

F SH REE IPP ING

$57.50

• 25 luxury postcards • 25 11" x 17" luxury brochures ALL SHIPPED STRAIGHT TO YOU

F SH REE IPP ING

PLATINUM PACKAGE STARTING AT

$109.50

• 25 luxury postcards • 25 8½" x 11" luxury brochures • 25 11" x 17" luxury brochures • 10 luxury presentation folders ALL SHIPPED STRAIGHT TO YOU

76 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

LUXURY MARKETING PORTFOLIOS | PROSPECTSPLUS.COM/LUXURYMARKETING

EVERYTHING YOUR LUXURY MARKETING PORTFOLIO CAN INCLUDE!

LUXURY POSTCARD 11" X 5½"

LUXURY BROCHURE 8½" X 11"

LUXURY PRESENTATION FOLDER 12" X 18"

LUXURY BROCHURE 11" X 17"

WWW.PROSPECTSPLUS.COM/LUXURYMARKETING PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 77

FSBO MARKETING KITS | PROSPECTSPLUS.COM/FSBOKITS

FSBO MARKETING KITS F SH REE IPP ING

SILVER PACKAGE STARTING AT

$113.45

THREE IMPRESSIONS • 3 sets of 25 jumbo-size postcards • 25 brochures • 1 "Free Report" PDF download

F SH REE IPP ING

GOLD PACKAGE STARTING AT

$206.90

SIX IMPRESSIONS • 6 sets of 25 jumbo-size postcards • 25 brochures • 2 "Free Report" PDF downloads

F SH REE IPP ING

PLATINUM PACKAGE STARTING AT

$300.35

NINE IMPRESSIONS • 9 sets of 25 jumbo-size postcards • 25 brochures • 3 "Free Report" PDF downloads

78 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

FSBO MARKETING KITS | PROSPECTSPLUS.COM/FSBOKITS

EVERYTHING YOUR FSBO KIT CAN INCLUDE!

FRONT

BACK

SETS OF JUMBO-SIZE POSTCARDS

8½" X 11" BROCHURES

“FREE REPORT” PDFS DIRECT-RESPONSE OFFERS

WWW.PROSPECTSPLUS.COM/FSBOMARKETINGKITS PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 79

EXPIRED MARKETING KITS | PROSPECTSPLUS.COM/EXPIREDKITS

EXPIRED MARKETING KITS F SH REE IPP ING

SILVER PACKAGE STARTING AT

$113.45

THREE IMPRESSIONS • 3 sets of 25 jumbo-size postcads • 25 brochures • 1 "Free Report" PDF download

F SH REE IPP ING

GOLD PACKAGE STARTING AT

$206.90

SIX IMPRESSIONS • 6 sets of 25 jumbo-size postcards • 25 brochures • 2 "Free Report" PDF downloads

F SH REE IPP ING

PLATINUM PACKAGE STARTING AT

$300.35

NINE IMPRESSIONS • 9 sets of 25 jumbo-size postcards • 25 brochures • 3 "Free Report" PDF downloads

80 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

EXPIRED MARKETING KITS | PROSPECTSPLUS.COM/EXPIREDKITS

EVERYTHING YOUR EXPIRED KIT CAN INCLUDE!

FRONT

BACK

SETS OF JUMBO-SIZE POSTCARDS

8½" X 11" BROCHURES

“FREE REPORT” PDFS DIRECT-RESPONSE OFFERS

WWW.PROSPECTSPLUS.COM/EXPIREDKITS PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 81

THE MARKET DOMINATOR SYSTEMSM | DABBLEORDOMINATE.COM

ProspectsPLUS! presents the Market Dominator SystemSM, made possible by the United States Postal Service’s Every Door Direct Mail® Program • Agent exclusivity per carrier route(s) • Select your carrier route(s) & branding theme • Automated monthly printed & mailed newsletter

• 12" x 15" poster with a 100% impression rate • Complete two-year campaign done for you

82 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

THE MARKET DOMINATOR SYSTEMSM | DABBLEORDOMINATE.COM

BECOME A NEIGHBORHOOD REAL ESTATE BRAND & OWN A 20% MARKET SHARE!

START DOMINATING TODAY! 855-38-DOMINATE WATCH THIS VIDEO TO LEARN MORE WWW.DABBLEORDOMINATE.COM prospectspl.us/MD

PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 83

EVERY DOOR DIRECT MAIL® | PROSPECTSPLUS.COM/EDDM

EVERY DOOR DIRECT MAIL® STARTING AT JUST

$0.42

PER PIECE

YOU CAN USE EDDM FOR: • Newsletters • Flyers • Brochures • Certificates • Postcards • Booklets (up to 3.3 oz.)

• Community Updates • Open House Invites • Listed/Sold Announcements • Workshop Invites

NO mailing lists NO sticky labels NO deliverability questions Shipped to you or mailed for you SEE FULL PRICING AT WWW.PROSPECTSPLUS.COM

CHOOSE YOUR ROUTES. Not sure whom to send to? No worries.

The way this system works is that it’s less about the WHO and more about the WHERE. Most agents choose the geographic farm area or areas that they most want to IMPACT. The USPS™ folks have made it REALLY EASY – they have this handy mapping tool that lets you choose which areas you want to connect with. They’ll tell you HOW MANY are on that postal route and give you the option to deselect businesses if you want to.

84 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

EVERY DOOR DIRECT MAIL® | PROSPECTSPLUS.COM/EDDM

THREE SIZES TO CHOOSE FROM 8½" x 11" DONE FOR YOU 5½" x 11" TEMPLATES 12" x 15" TEMPLATES PROSPECTSPLUS.COM - MASTER MARKETING MAGAZINE | 85

PROSPECTSPLUS.COM - PRICING GUIDE

Postcards - Mailed First Class Quantity

1-99

100-249

250-499

500-999

1000+

Standard Size 5½" x 4¼"

$0.66

$0.65

$0.63

$0.62

$0.61

Jumbo Size 8½" x 5½"

$0.98

$0.95

$0.94

$0.93

$0.92

Panoramic Size 11" x 5½"

$1.15

$1.10

$1.09

$1.07

$1.05

Mega Size 11" x 8½"

$1.92

$1.87

$1.83

$1.79

$1.75

Postcards - Mailed Standard Class Quantity

1-99

100-249

250-499

500-999

1000+

Jumbo Size 8½" x 5½"

$0.83

$0.80

$0.79

$0.77

$0.75

Panoramic Size 11" x 5½"

$0.99

$0.95

$0.93

$0.91

$0.88

Mega Size 11" x 8½"

$1.73

$1.68

$1.64

$1.60

$1.56

Postcards - Shipped to You Quantity

25-99

100-249

250-499

500-999

1000+

Standard Size 5½" x 4¼"

$0.45

$0.34

$0.30

$0.25

$0.22

Jumbo Size 8½" x 5½"

$0.60

$0.49

$0.44

$0.39

$0.35

Panoramic Size 11" x 5½"

$0.80

$0.64

$0.59

$0.52

$0.46

Mega Size 11" x 8½"

$1.20

$1.02

$0.88

$0.78

$0.70

All postcards are printed on 130# Coated Cover Cardstock and include full-color printing on the front and back and protective UV coating on the front at no extra charge. Mailed postcards include addressing and tracking from the United States Postal Service at no extra charge.

Brochures - Mailed Quantity

1-99

100-249

250-499

500-999

1000+

11" x 17" - First Class

$1.96

$1.94

$1.90

$1.86

$1.82

11" x 17" - Standard-Class

$1.82

$1.77

$1.72

$1.68

$1.63

Mailed brochures printed on 100# Coated Text

Brochures - Shipped to You Quantity

25-99

100-249

250-499

500-999

1000+

8½" x 11" - Tri-Fold

$0.80

$0.76

$0.72

$0.69

$0.66

11" x 17" - Bi-Fold

$1.15

$1.09

$1.04

$0.99

$0.95

Tri-Fold brochures printed on 100# Coated Text. Bi-Fold luxury brochure printed on 100# Coated Cover.

*WE ARE PROUD TO USE 10% POST-CONSUMER WASTE PAPER THAT IS FOREST STEWARDSHIP COUNCIL (FSC) CHAIN OF CUSTODY CERTIFIED MIXED SOURCES PAPER, WHICH COMES FROM WELL-MANAGED FORRESTS AND OTHER CONTROLLED SOURCES *PRICES SUBJECT TO CHANGE PLEASE VISIT WWW.PROSPECTSPLUS.COM/PRICING FOR CURRENT PRICING

SEE OUR GOOGLE REVIEWS ONLINE WWW.PROSPECTSPLUS.COM/REVIEWS USPS PREFERRED VENDOR

92% DELIVERABILITY GUARANTEE

86 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

PROSPECTSPLUS.COM - PRICING GUIDE

Business Cards

One-Sided - 3½" x 2"

Two-Sided - 3½" x 2"

Quantity

250

500

1000+

250

500

1000+

100# Coated Cover

$25

$45

$80

$30

$55

$100

130# Coated Cover

$30

$55

$100

$35

$65

$120

Magnetic Vinyl

$150

$285

$540

N/A

N/A

N/A

Front-side UV coating: add 1¢ per card

Door Hangers

One-Sided - 4" x 11"

Two-Sided - 4" x 11"

Quantity

50-99

100-249

250-499

500-999

1000+

50-99

100-249

250-499

500-999

1000+

100# Coated Cover

$0.44

$0.39

$0.35

$0.32

$0.30

$0.54

$0.44

$0.43

$0.38

$0.35

100# Coated Cover with Tearoff Perforation

$0.48

$0.43

$0.39

$0.36

$0.34

$0.58

$0.48

$0.47

$0.42

$0.39

Front-side UV coating: add 4¢ per hanger

Presentation Folders

One-Sided - 9" x 12"

Two-Sided - 9" x 12"

Quantity

10-24

25-99

100+

10-24

25-99

100+

100# Coated Cover

$2.90

$2.80

$2.35

$3.50

$3.43

$2.70

130# Coated Cover

$3.20

$3.07

$2.54

$3.80

$3.51

$2.87

Notecards Quantity

25-99

100-249

250-499

500-999

1000+

5½" x 4¼" with matching envelopes

$0.88

$0.76

$0.71

$0.67

$0.58

Notecards printed on 100# Matte Text

Flyers - Mailed Quantity

1-99

100-249

250-499

500-999

1000+

8½" x 11" - First-Class

$1.92

$1.87

$1.83

$1.79

$1.75

8½" x 11" - Standard-Class

$1.73

$1.68

$1.64

$1.60

$1.56

12" x 15" - First-Class

$2.57

$2.51

$2.45

$2.40

$2.35

12" x 15" - Standard-Class

$1.92

$1.87

$1.82

$1.77

$1.72

Mailed Flyers printed on 130# Coated Cover

Flyers - Shipped to You

One-Sided - 8½" x 11"

Two-Sided - 8½" x 11"

Quantity

50-99

100-249

250-499

500-999

1000+

50-99

100-249

250-499

500-999

1000+

70# Matte Text

$0.42

$0.37

$0.33

$0.30

$0.27

$0.61

$0.54

$0.48

$0.43

$0.40

100# Coated Text

$0.52

$0.44

$0.40

$0.38

$0.36

$0.75

$0.60

$0.57

$0.54

$0.51

CALL 866.405.3638 FOR MORE INFORMATION

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