A Sad But True Fact About Real Estate That Successful Agents Understand

Your marketing means nothing without focus.

Many, many agents & brokerages waste copious amounts of their money and time marketing without any focus.

“It’s just a numbers game!  Make enough calls, send enough postcards, run enough ads, and the deals will follow!”

Now, there’s nothing wrong with old school marketing techniques – cold calling, door knocking, and direct mail are tried and true ways to reach qualified prospects.

But where most agents we help have gone wrong is in marketing too broadly.

Scorched earth marketing works but in the Data Era it costs extra!

For example – John from Acme Realty and Loans decides to take massive marketing action for 2019:

He walks his farm and knocks on 100 doors a day.

Most of them aren’t even home, and 95% of those that do answer the door brush him off as fast as possible.

He’ll spend money sending everyone a postcard as well and of course he’s running Facebook ads.

You have to, right?

If there’s time, he may be able to get in some cold calling also (just have to scrub his list against the Do Not Call list first).

 

Ever feel like John?  Spinning your wheels but not really getting the desired results when it comes to your prospecting and marketing?

ProspectNow lets you quickly filter out low-quality prospects, leaving you with more time to focus on the most likely candidates in your sphere.

And it’s not just for real estate agents – lenders, insurance, and bankers all can use ProspectNow’s powerful search filters to identify deal opportunities, as well as massively enrich any existing database.

If you want to check out a FREE trial of ProspectNow for your business, its easy to get started by clicking HERE.

 

What is ProspectNow?

ProspectNow is a searchable online database made up of over 10 million commercial properties, 100 million residential properties, and 30 million businesses.

Easily find contact such as phone numbers and emails, as well as property portfolio information for:

  • Any property owner or business owner – even those behind LLCs and trusts.
  • Real Estate Investors with multiple properties
  • Absentee Owners
  • Apartment & Commercial Owners
  • Motivated Sellers

There’s also a LOT more inside and this email is starting to run long – we’ve been adding features for over 10 years now and have been described as “the best kept secret in real estate marketing.”

You can check out the entire platform for FREE.  It’s super easy, just click the button below to get started!

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6 Marketing Trends to Master Before 2019

There are countless tools and strategies to use to market yourself in the real estate industry. While there are plenty of options for marketing, there are a few that stand out among the rest. Let’s take a look at a few key marketing approaches to master before the new year.

Virtual & Augmented Reality Experiences

One of the biggest challenges with real estate marketing is that consumers want to be able to experience the home in person before engaging deeper. A host of new technologies including virtual and augmented reality are making it easier to show the property to potential buyers in a digital format. For homes in communities that have not been developed yet, real estate agents can market the properties before construction on the home even breaks ground.

Marketing Automation

Are you utilizing your CRM to its fullest? Many CRMs offer automated marketing and will automatically send emails like newsletters, etc. With the right CRM, you can automate tasks like tracking leads, running drip email campaigns and delivering targeted pieces at the right time. The good news is as more of these automated marketing platforms emerge, they will become even more powerful and cost-effective.

Advanced Social Media

Social media is a free platform that has an exponential reach. The opportunities are limitless. Social media is an effective way to market yourself, your properties and your thoughts. Post LinkedIn blogs, share valuable listings via Twitter, market your recently closed transactions via Facebook – there are countless ways to use social media to market yourself to potential and current clients.

Featured-Listing Ads

Digital platforms like Facebook & Google have evolved into pay-to-play platforms for businesses. Real estate specific channels are now beginning to follow this model. Consumers have often looked to sites like Trulia and Zillow to find properties, but now many agents are paying to list their properties prominently on other sites.

The move toward paid placements has allowed Facebook and Google to develop sophisticated tools to help real estate platforms. In 2019, making an investment in featured listings ads will give consumers access to new properties and targeting options that have not been available in the past.

Video

Video is a real estate marketing trend that really emerged in 2017. In fact, 73 percent of homeowners say that they are more likely to list with a real estate agent who offers to create a video for them. While photos are useful, they don’t offer the same exposure that a video can. A video can offer consumers neighborhood tours, overview videos the market and testimonials to build trust for potential buyers and sellers.

Drones

Drones are a unique way to market listings. For buyers, drone shots offer an opportunity to quickly look at the parameters and surrounding areas of the property. This can help market a property as a whole, including the neighborhood. This gives consumers a unique look at a home from a bird’s eye view.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

4 Ways to Engage Your Sphere Over the Holidays

The holidays can be a slow time for real estate. Many people don’t want to buy or sell a home during the time due to the weather and of course the hustle and bustle of all of the holidays. While this may be a slower time for real estate transactions, you should still be engaging with your sphere over the holidays.

Here are four smart ways to engage with your real estate audience over the holidays.

Holiday-themed Open House

You still have a few listings to push through the holidays, so why not make them a little bit festive? Decorate with little touches of the holiday to bring warmth to the listing and give potential buyers an idea of how cozy this future home could be around the holidays. Don’t go too overboard but bring a little bit of seasonal spirit like strategically placed candles and maybe some quick and subtle Christmas lights. You can also light the fireplace and offer Christmas cookies and apple cider.

Give Back to the Community

As a real estate agent, you are well connected to your community. If you have specific cause you would like to volunteer for or give back to during the holidays, make it known and send out a quick email invitation to have your clients and leads join you. Write a quick blog post about the charity and link the blog post in the email invite. This is a great way for clients to get to know you better and drives traffic to your website.

Winter-Themed Content

The content you push out on your blog and on your social media channels can have a little winter twist to go along with the holidays. Give tips on how to decorate for the holidays, suggest local events for the community to attend, and showcase your listings with a unique holiday-themed social media campaign or email campaign. Use images in your marketing materials that feature homes decorated for the holidays, etc. to keep the merry vibe going.

Sponsor a Local Event

Another great way to engage with your sphere is to sponsor a local event like a holiday market or fun run or really any event that you can connect with your community and sphere. Be sure to look at all of the sponsor benefits and see which events will likely cater to your targeted audience. Can you showcase your real estate services in any way? Can you list your name and agency anywhere in the event’s marketing collateral? These are things to consider when trying to choose an event.

These tips can help you stay top of mind during the busy holiday season. Consumers can be focused on holiday traditions, gifts, and food, but you can also be on their mind if you sponsor local events, push out winter-themed content, give back to your community and even host holiday-themed open houses.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

5 Tips Real Estate Agents Can Use to Convert Leads Via Email

Email is one of the most effective marketing tools used today. Real estate agents are using emails to connect with clients, seek out new leads, engage their audience with newsletters, promotions and information and of course, turn leads into clients. If you are struggling to convert leads via email, here are five tips you can use to boost your lead conversion.

#1. Use it to Reconnect

One of the best ways email can serve your real estate business is by helping you target pre-qualified leads. If someone visits your website and opts in with their email, their marketing efforts you put into converting this lead are more likely to pay off. Instead of assuming the prospect is not interested because they leave the site, you can now use email to remarket to the prospect, nurturing the lead and then converting them into a client.

#2. Personalize Emails

Email is so effective because there are so many opportunities to personalize the message, making it more likely that a lead will open the email. Use the prospect’s first name in the subject line to make it even more personalized. Personalized emails are 75 percent more likely to be opened and also have higher click-through rates. Not every lead is looking for the same thing, so you need to tailor the message.

#3. Keep the Message Short

Long emails will inevitably be deleted. No one has time to read through paragraphs of text. Keep the message directed, short and targeted. Use bullet points to get the message across. Try to include visuals if possible and make sure your contact info is bold and easily accessible. Don’t waste time including fluff and excess information.

#4. Send Emails at Different Times

One way to help convert leads via email is to make sure you are sending emails at the appropriate times so the lead sees it and opens it. Sending an email late at night, during lunch hours or early in the morning may send the email into a black hole. Try to test out sending emails at various times throughout the day to see when you have the best open and click-through rates.

#5. Insert Open-Ended Questions

If you want a lead to truly convert, you need to engage them in the email. Ask open-ended questions. Don’t just spout out information and expect a lead to engage with you. You have to find out as much information on the lead as you can and tailor this message by asking the right questions. If a lead feels like they are a part of a generic email campaign, they will likely read the message and delete it without reaching out further.

These tips will help you convert leads into clients via email. The biggest takeaway is to keep the email messages targeted and specific to the lead.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

5 Ways to Stay Relevant with Past Clients to Win Referrals

Many of the leads that are generated as a real estate agent come from referrals from past clients. Even though a transaction has completed doesn’t mean that your relationship with the client ends there, especially if you want them to come back to you for their real estate needs and if you want them to refer their friends and family to you.

Here are five ways to stay relevant with past clients to win referrals.

Create a Referral Rewards Program

If you give your clients some type of incentive to refer you, they will be more likely to take the opportunity. Oftentimes your client may not come across anyone who needs a real estate agent for years, which is why it’s crucial to keep the line of communication flowing. A great referral option is to offer discounted home staging.

Ask for Your Client’s Cell Phone Number

If you don’t have it already, make sure to ask for your client’s cell phone number. This offers a way to connect instantly and will ensure you are in the client’s contact list so if the opportunity arises, they can share your contact information with someone easily. If they only have your business card, it could easily be lost even just a few months after closing the sale.

Request Referrals On Your Website

One way to expand the reach of your client referrals is to collect them via your website. Create a system to collect positive client feedback and then display it on the different pages of your website. Collect photos for your website referrals as well to help tell the story about how you helped your client. This will help influence potential clients even more. Adding a testimonial collection into your current sales cycle will help you establish a robust stream of referrals for your site.

Attend a Real Estate Event

Attending a real estate event or even a community event that isn’t real estate related can help you build your network and land more referrals. The most recognizable and known agents are the most likely to land leads so it is vital that you build your network in more than just one way. These types of events help you get to know potential clients and leaders in the industry is a more personal way, which will increase the chance for real estate referrals over time.

Ask for Them

If you do not ask, you will never receive. Simply ask your clients if they know of anyone else looking to buy or sell a home. Ask them to give you a few names in a follow-up email after the transaction has closed. You’d be surprised at how many people know of someone either looking to buy o

Male real estate broker shaking hands with new property owners while sitting across a table. Property seller congratulating couple on making deal on new house.

r sell their home, but you will never know if you don’t ask.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

Sales Scripts: Not Just for New Agents (and How to Land the Listing)

Throw away the idea that sales scripts are only for new agents. A great sales script can save even the most seasoned real estate agent time and help them land more listing appointments which lead to more sales. Let’s take a look at how to use sales scripts to win listing appointments and land new listings.

Dangle the Bait

Offer something enticing with an urgent opportunity.

Hi, My name is _________ and I work for ______________. Are you the homeowner of __________. We have buyers currently very interested in purchasing a home in your neighborhood. Would you consider selling your home if you had a few buyers lined up?

Leverage a Recent Sale

This can help homeowners recognize that if their neighbors sold their home for a certain amount, they can too. Sometimes people choose not to market their home because they fear it will sit on the market for too long or that they won’t receive the price they want.

“Hello, I recently sold a property in your neighborhood at ________________ and was wondering if you have thought about selling your home if you knew you could sell it at a substantial price?

Boast About How Hot the Neighborhood Is

A lot of time people do not know how much their home has appreciated in value. The goal of this script is to get them to consider the conditions of the current real estate market and what this can mean for the sale of their home.

“Hi, my name is _________ and I work with ____________. As you probably know, your neighborhood market is on fire. I was wondering if you had thought about listing your home now that the home values in your neighborhood are higher than they have ever been. There is a lot of demand for homes in your neighborhood and there are not many for sale right now, which could mean a big opportunity for you.”

Use a Referral Method

This type of script allows you to connect with someone based on common ground, whether you were referred by a friend, former client or you have children who may go to the same school. It has been proven that people are more likely to list their home with an agent they know have been referred to by friends or family.

“Hi, this is ____________. We know each other from (event, party, etc.). How have you been? I was calling because as you may know, I am a real estate agent and I am touching base with friends and family to see if they have thought about upgrading, downsizing or selling your home. Have you yourself considered it given the positive real estate market we are in right now? Buyers are very interested in your neighborhood and it could be a great chance for you to sell your home quickly for a maximum profit.”

Having a sales script is not for beginner real estate agents and can really help to drive the cold calling to a more successful and positive process.

5 Ways to Improve Your Cold Calling in 2019

Cold calling is easily one of the most time consuming and stressful parts of working as a real estate agent. Maybe you feel you will encounter a gatekeeper or maybe you don’t think you have enough information to land a meeting – no matter the reason you are fearful of cold calling, there are ways to improve this sales tactic. The key thing to remember is that the call isn’t meant to close a sale, but rather establish a relationship with the client.

Here are five ways to improve your cold calling in 2019.

Just breathe

Don’t hold your breath while the phone is ringing. What is the worst that could happen? Get out of your own head and just relax. All you need to do on this phone call is to show that you know what you are doing and that you can help the client reach their real estate goals. Smile and keep a natural tone of voice. When you are relaxed, the client will be too.

Don’t Attempt to Close a Deal

The phone call is opening the door to closing a sale, but it isn’t the final stop. Use this conversation as a way to establish rapport and listen to what the client’s wants and needs are. Make notes so that you can follow up with the client and show that you are dedicated to helping them reach their goals.

Use Their Words

Use the same phrases and words they use on the call in your follow up. If they say they are looking for a deal, say you found a deal when you follow up. If they say they want listings in an excellent school district, tell them you have found multiple listings located within an excellent school district. Copying their words will help them trust that you are listening to what they want and applying this to your work.

Send Them What They Request

On the cold call, you should be asking what type of information they would like in order to assist in their home search. If they you want you to send them all of your listings or are looking for a specific home size or type, send them the info. Will they likely look through all of this? Probably not but don’t try to skimp on sending information simply because you don’t think all of it is necessary. You may rub them the wrong way if you don’t provide the information they are asking for. They may not know what they want, and this info can give them context to help them determine their wants and needs.

Follow Up on a Consistent Basis

One call or email isn’t enough of a follow up after a cold call. Frequently update and touch base with the person to build rapport and provide value to them. Be an agent who is consistent, but not pushy.

4 Sales Prospecting Strategies Most Agents Have Never Tried

Sales prospecting is often one of the biggest challenges real estate agents face simply because it’s time consuming. The hard truth is that if you continue to take the same approach as every other agent, you will not stand out or accomplish more than they do when it comes to gaining new clients. If you want to get different results than everyone else, try these four prospecting strategies that most agents have never tried.

Amp Up Marketing with Videos

Using video for sales prospecting can help increase engagement with email blasts. The video does not have to be anything to formal, scripted or fancy, it can just be a quick video where you are talking to the camera and saying a few educational words. You may be surprised at how a simple video can get people to engage with your content and how many leads will move down your sales funnel.

Learn from Losses

Take a close look at the last five deals you didn’t land and ask yourself what you could have done differently or better. If you lost to a competitor, find out what they did better or differently in order to win the deal. The best real estate agents are constantly seeking feedback in order to improve. The more knowledge you have, the more likely it is that you will land your next pitch.

Reach out to prospects and simply ask what you could have done different and you may be able to resurrect the deal. Maybe it wasn’t the right time and maybe just seeing that you are dedicated and want to improve will be enough to turn things around for the next time they want to buy or sell a home or even for them to refer you to someone who is looking.

Build Social Media Presence

Prospecting via social media is one of the easiest and most effective new ways to get in with potential new clients. LinkedIn and Twitter are two exciting platforms that can help you get your name in front of key people simply by sharing and commenting on articles and posts. Residential agents may be able to land new meetings by finding people with mutual connections and asking for an introduction via LinkedIn.

Ask for Referrals

Maybe you have asked for referrals before but how have you approached it? Try to map out a solid process for referrals by creating a follow up email template that you can send to every client after the close of a sale for them to fill out and give you the names of others looking to buy or sell a home. An email that offers a form that is simple and easy to fill out can help you create a database of already warm leads for you to work with and it takes minimal effort.

ProspectNow can help transform your prospecting game. Start your free 3-day trial today and see how many new clients you gain from utilizing this new and inventive product.       

Winning Expired Listings: 4 Tips for New Agents

The MLS contains many expired listings, and each is a true opportunity to gain a new client and land another closing. For sellers, it can be frustrating to go through the process of putting a home on the market only for it to sit on the market and not sell – this just gives you the chance to help the owner sell the home in a fresh new way that the previous agent could not accomplish. Here are four tips to help new agents win expired listings.

Take a Second Look at Price

More often than not, a home does not sell simply because the price of the home is not in line with the home’s value. A seller may think their home is worth more than it is, but this does not mean you go into a pitch with the top priority being to lower the price of the home. Approach the situation carefully and explain exactly why you value the home lower and then suggest a lower asking price after you have built rapport with the seller.

Show Your Differentiating Characteristics

One of the key ways to land an expired listing is to show how you will approach selling the home differently than the previous listing agent. If you show up to a pitch with the same plan as the previous real estate agent they worked with, then a seller has no reason to believe you will be able to sell their home if the other couldn’t. Craft a very different and unique approach by first speaking with the seller to find out what they thought the previous agent could have done better and then developing a plan to improve upon it.

Be Persistent

Winning an expired listing doesn’t happen just by calling a seller and keeping your fingers crossed. Be persistent in your approach and reach out via email as well to give the seller options as to how they want to communicate with you. Some people simply communicate better via email because it’s easier for them. Show the seller that you truly are interested in helping them sell their home by being persistent but not pushy. Don’t call more than once a day but reach out a least a few times throughout the week.

Show Visuals

Show sellers visual representations of how you will sell the home differently. The stronger your value proposition, the more likely a seller will choose you. Materials can be brochures of previous homes you have sold, testimonials from clients and examples of the marketing and advertising you can provide them. A professional brochure or catalog can make a big splash with sellers as they can visually see what you can offer them.

ProspectNow Can Help You Land Expired Listings

ProspectNow will help you identify properties that are most likely to be listed for sale in the next 12 months before other agents do. This will help you locate expired listings and be proactive in trying to win the seller’s business. Start your free trial here.

5 Ways to Build Relationships with Leads in a Digital World

When building a successful real estate business, it’s important to maintain healthy relationships with your prospects and clients, especially in a technology-driven world where there is less face-to-face interaction. So how can you build relationships with leads in a digital world? Let’s find out.

Send Drip Marketing Campaigns

People check emails constantly, which makes it one of the most successful forms of communication. A great way to establish a relationship with leads is to add them to your drip marketing campaign list. This way, they will receive valuable information from you on a weekly, monthly or quarterly basis when you send out your newsletter. Use your CRM to create fabulous newsletters with information on the market, popular neighborhoods, featured home listings you have, or real estate trends.

Interact on Social Media

Establish a strong digital presence and interact with clients and prospects on social media sites such as LinkedIn, Facebook or Twitter. Share articles, post listings and engage with your audience on social media. This is a fun, free and casual way to continue to build relationships with leads. Try to spend at least ten minutes a day on social media to stay relevant and interact with your leads. You never know what information is out there that you could utilize in your next listing meeting.

Send a Quick Text

This one may seem like a stretch, but more and more people are favoring communication via text rather than over the phone. Follow up with a lead with a text message to give them the time to respond when they aren’t busy and to give them an easy line of communication with you. Texting is a less formal than a phone call or email, but is still a great way to communicate with leads.

Advertise Online

One of the most exciting features of ProspectNow is digital marketing via online ads. ProspectNow will place your ads directly in front of leads and will market to your targeted audience of likely sellers and refinancers as they browse the internet. This gets you in front of the people who you want to work with and ProspectNow’s software makes it easy.

Start a Blog

A blog is a unique platform that you can add to your business website. Leads can revert to your blog for information and to get to know your business and your personality better. This is a great way for you to have full control over content and to offer a closer look into how you work. Blogs can be on any topic from hot neighborhoods to home renovation tips. You can include your blog posts in your newsletter to drive more traffic to the blog as well.

ProspectNow is the most effective prospecting system in real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.