How to use IP Targeting for Real Estate

IP Targeting

Are you trying to increase your listings in an efficient way? IP targeting allows you to lock in on specific homes so that you can focus your advertising resources on the best prospects. Keep reading to learn more about how IP targeting works and how it can help you grow your book of business.

What is IP Targeting?

IP targeting allows you to show advertisements to specific people or groups of people. It does this by showing ads to specific IP addresses on your list.

An IP address is a unique number that identifies each computer network. It works much like a physical home address. Every house with an internet connection has its own IP address. IP addresses also contain geographic information including the following.

  • Country
  • State
  • City
  • Zip code
  • Area code
  • Latitude and longitude

This allows you to lock in on a specific home or target a group of homes in a defined area. You can see it in action by using an IP location finder. The location finder will automatically detect your IP address and show the publicly available information tied to it. This is the same type of information you can use for IP targeting.

How Does IP Targeting Work?

When you buy online ads, you can set who you want to show them to. There are a variety of options available including geographic area, demographic information, keyword searching, and IP targeting. For example, you might set your ad to show in the New York City metropolitan area. That would show your ad to a potential audience of 8 million people and eat up your budget showing ads to people who aren’t considering buying or selling a home.

If you target your ads by IP address instead, your ads will only show on computers matching an IP address on the list or range that you provided. This doesn’t mean that your ads are guaranteed to show. You still need to outbid other potential advertisers. But, it does mean that your ads will only show to people who you’ve qualified in some way.

What’s the Cost and Benefit of IP Targeting?

When you buy online ads, you usually pay for each person who either sees or clicks on your ad. Across the entire real estate industry, the average percentage of people who click on an ad is 3.71% for search engine ads and 1.08% for display ads on websites. Of those clicks, many of the visitors still won’t have any interest or need in your services.

Per ad view or click, IP targeting can be more expensive. Your advertising network may charge more for IP targeting, you may have to bid higher to win ads in a narrower market, or you may need to pay for a list of IP addresses. However, if you have a good list of IP addresses, the people you’re targeting should be more likely to use your services and more likely to sign with you.

As a way of simple example, say with a broadly targeted ad you expect a 1% conversion rate with an expected client value of $1,000. That means you need to spend less than $10 per click (1% x $1,000). The point of IP targeting is to increase your conversion rate and/or your expected value. Changing the above example to a 10% conversion rate gives you a budget of up to $100 per click. If your expected client value increases to $2,000, that increases your budget per click to $200.

In short, IP targeting may have a higher upfront cost, but you’ll win out by closing more deals at a higher value.

How Do You Get a List of IP Addresses?

There are several different ways you can get a list of IP addresses.

  • Track people who visited your website or clicked on your ad.
  • Purchase broad databases that show things like IP addresses tied to physical mailing addresses.
  • Purchase databases of specific consumer profiles such as people who have checked for mortgage rates.

This may sound complicated, but it’s no different than how you may have obtained direct mailing lists in the past. In fact, IP targeting can be combined with your traditional marketing methods so you can reach customers on multiple channels.

How to Use IP Targeting to Get More Real Estate Deals

The goal in real estate IP targeting is to find the people who are most likely to sell their homes or buy a new home in the near future. There are a few different ways you can do this.

Broad Approach

A broad approach targets groups of people with similar characteristics. This might include homeowners in a hot neighborhood who may be willing to sell to take advantage of recent market price increases. Or, it could be renters in an apartment complex who may be looking to buy. A broad approach works very similarly to a traditional direct mail campaign except you’re using online ads instead of postcards.

Tailored Approach

The problem with a broad approach is that you aren’t really narrowing your list down any more than you could have done with traditional marketing methods. You’re really just shifting to an online medium while your ads still reach people who have no interest in selling or buying.

A tailored approach lets you reach specific homes whose online behavior or consumer transactions demonstrate that they’ve shown some sort of interest in buying or selling a home. These users are also ranked by their probabilities, so you can only target people who are actively looking to enter the market or play the long game by targeting everyone who has shown interest.

Combining with Traditional Methods

As you’re aware from experience, it usually takes multiple conversations before you can convince someone to become a client. IP targeting can combine with your traditional marketing methods.

  • Send ads to people who you’ve met with in person.
  • Pair up digital ads with your direct mail marketing campaign as before or after reinforcement.
  • If you have business contacts who send you referrals, put them on your digital ad list so they don’t forget you.

With the right IP address list, there are no limits to what you can do or who you can target.

Use ProspectNow to Build Your IP Targeting List

ProspectNow offers a database of over 140 million residential and commercial properties including 23 million that are predicted to sell. We offer a full range of marketing options including digital marketing, direct mail, and phone and email contact information. Instead of worrying about how to find your next listing, you can focus on closing more deals. To learn more, start your free trial or contact us with any questions you have.

Property Shark Review

Property Shark

Gone are the days of manually pulling comps and searching endless records of properties to figure out your next move. The complexities of real estate are by no means gone, but with today’s powerful analytical tools, professionals like yourself no longer have to pour hours into searching and researching. Of course, knowing which tools to use is critical to your success. PropertyShark is one that might come up in your search, but is it worth the hassle?

Overview of PropertyShark

PropertyShark claims to have comprehensive property data for homes and businesses across the nation. However, it seems as though they are quickly being outpaced by other solutions that are more oriented on professional applications.

With the recent overhaul, the platform expanded to be more appealing to non-professional users. The update did declutter and simplify the overall interface, but existing users say it is now less effective for real estate professionals, investors, and others looking to perform in-depth research. Here’s a look at what the platform offers.

PropertyShark Features

  • See maps of properties in the platform along with recorded owner information.
  • Get property photos and comparable listings if you opt for the Pro tier or higher.
  • Foreclosure and pre-foreclosure information is available for the Elite tier or higher.
  • Unlock People Search and Branded Market Reports at the highest tiers.

PropertyShark has a slew of features, although many complain that the pricing does not include everything you’d typically need–at least not at the lower tiers. To access the majority of the features that PropertyShark boasts about, you’ll have to opt for Pro, Elite, or higher with plans going up to $199.95/month to access all of the features.

User Testimonials

TrustPilot gives PropertyShark a high overall rating, but many users frown upon recent upgrades. One of the top reviews, having just been posted June 2019, discusses the new comparable tool. PropertyShark took away some of its features and made it “more user-friendly” but less functional. The user concluded, “I guess PropertyShark is expanding to [a] market [other than] professional. Don’t subscribe if you are [a] professional user.”

Jonathan Held agreed that PropertyShark could be a useful resource, but even as a veteran user, he feels his opinions and suggestions have gone unheard. “For years … I have been suggesting that Propertyshark acquire NYC’s collection of 1930’s Tax Lot photos,” even with New York City being one of PropertyShark’s major focal points.

With this aside, another review summed up the challenges he faced with the platform and made some worthy suggestions: “Nassau County and Suffolk County are limited, lots of misspelling on the people’s names and company names. It needs to be more streamlined like LAVAMAP. I need hyperlinks for taxes and zoning. The worst are the comparables, there is no way of knowing which house is renovated or needs renovation.”

PropertyShark Pricing

PropertyShark allows you to get one property report for free to test out the service. If you only need access to data from one state, like Idaho, you can get started with the “Express” plan for as low as $19.95/month. However, the monthly pricing does change depending on the state you select. Some states, like California, have multiple tiers available, starting at $34.95/month.

If you opt for the site-wide plan, the pricing starts at $59.95/month for the Express tier, which gives you access to 150 property records per month, information on recorded owners, maps, and mailing/data lists. Other information, like verified phone numbers, is only available in certain areas and for the higher tiers. The platinum tier is required to unlock the “People Search” feature.

Alternatives to PropertyShark

ProspectNow is one of the top alternatives to PropertyShark, offering a user-friendly platform that’s bundled with countless intuitive features. Here’s a look at how it compares.

ProspectNow Features

  • Detailed information for over 100 million residential properties, 40 million CRE properties, and 30 million companies. Includes an LLC database and owner contact information.
  • Predictive analytics allow you to identify off-market properties that are most likely to sell while giving you the contact information for the property owner.
  • Digital marketing and direct mail tools allow for each, time-saving outreach campaigns that demand results.
  • APIs and a download-enabled interface allow you to integrate your systems with the data provided by ProspectNow.

One of the primary advantages of using ProspectNow is the predictive algorithm, which focuses on all property types and uses comprehensive data to forecast potential listings. The guided search feature is also highly praised as it makes finding prospective properties extremely quick and simple. 

When looking for neighborhoods to market to, the predictive algorithm can identify all the homes in a given area that may go up for sale soon and, with the in-built digital marketing tools, you can easily limit your marketing to a hot neighborhood, saving thousands on advertising and ultimately getting better results with your promotions. 

User Testimonials

James, Senior Regional Account Manager who reviewed ProspectNow on G2 stated: “I like that in less than a minute I can get an entire database of owners in an area I’m targeting … I actually like the interface for prospecting and logging calls. I like being able to look at “How many units,” “Year purchased,” “Lender name,” etc all in the same screen. Every other Commercial Real Estate CRM requires multiple clicks just to see all this information when prospecting.”

Another reviewer from G2 said, “[Y]ou can not beat the analytics you get with Prospect Now. As a residential real estate agent, it shows me data on those neighbors that are most likely to sell in the next home. I can use that information to advertise to just those people. That saves thousands on our marketing budget.”

ProspectNow Pricing

You can start using ProspectNow for free with a 3-day plan that gives you access to the “Likely Seller” algorithm; national company and tenant data; and property searches in one county. You also get 15 credits to export information along with chat and email support.

The no contract Local paid tier is the next step up, offered at $99/month. This plan gives you the same features as the free trial, along with 500 credits to export data. If you need more, you can opt for the Metro plan at $119/month, which includes 9,000 credits and extends your ability to search properties in 1 county to 4 counties.

If you need a plan with team access, API access, and/or additional credits, you can choose a custom-priced plan that’s tailored to fit the needs of your work.

Try It For Yourself

ProspectNow is able to offer professional-grade features at an affordable price. When you consider the marketing tools and other aspects that make this a truly effective pre-CRM software, ProspectNow becomes the obvious winner–but why not see for yourself? With a free trial, you have absolutely nothing to lose. Click here to signup.

How To Find Out Who Owns A Property

How To Find Out Who Owns A Property

Determining the owner of a piece of property can be an important process for those who work in fields such as real estate, government, business, and law. Both the internet and old fashioned methods like going to a government office do provide some efficient ways to find out more about a piece of property and its owner. Individuals or businesses who need this information can find what they need if they are diligent and willing to use a number of different methods, even if they come across some dead ends or gaps in the available information from one source.

Here is a guide that functions as an overview of just a few of the best ways to find a property owner. For many standard real estate transactions, you will probably end up finding out who owns the property by dealing with the agent or business who represents them. However, there are many situations that require other means and a person needs to dig deeper and exhaust several methods of searching before they will find any useful information.

Online Searches

Because of the convenience of being able to search from anywhere, many inquiries about property owners will begin with the internet. While the term online searches can seem vague, this can consist of real estate websites that list all property for sale and prior transactions, search engines that can find a lot of info just by typing in the address, contact information for local real estate professionals such as agents and brokers, or government records that are tied to the property which may come up in various forms.

Search Engines

Sites such as Google, Yahoo, and Bing have pretty much mapped out the entire world along with the online presence of every individual, business, and government agency. If the property in question is owned by a business, simply typing in the address of their office or other physical workplace should bring up a website with contact information as well as other methods of finding the owner. Tools like Google Maps can also provide information by just clicking on the relevant location. Search engines can be a good starting point because they can save the cost and hassle of some of the more in-depth means of searching for a property owner if their name or corporation has some kind of searchable web presence.

Property Tax Records

A lot of governmental bodies such as states, counties, and townships will have online databases that keep property tax records. Information such as the property address, lot numbers, and former owners can be used to find out the tax history of a piece of land. Many times this may also include that name of the person who has most recently paid the property taxes. It is likely that the most recent person to pay the taxes is still the owner unless there has been a recent foreclosure or eviction. Some locations with more advanced websites can conveniently display this information in a map or other easy to navigate program. If anyone currently owns the property, you can be sure the government is trying to collect property taxes from them.

Premium Databases

There are a number of companies such as Lexis Nexis and WestLaw that maintain large databases of information that are commonly used by law enforcement, lawyers, private investigators, and other professionals who need access to very specific types of information. For someone who needs to regularly determine who owns a piece of property, these databases can be worth the investment. Most charge a monthly fee or have some kind of other paid membership options, but they are essential to any business that needs to constantly access ownership records and related pieces of information. There can be a bit of a learning curve for those who have never used similar databases, but they are not too hard to figure out and there is plenty of help available on their sites.

Old Fashioned Methods

When staying in front of the computer and using the internet fails, there are physical tools and records available with roots that go back centuries to find out more about properties. Keep in mind that maintaining records about property ownership is one of the original functions of government, and some of these operations have consistently been keeping property records for several generations.

Local Property Clerk Offices

Each local government subdivision will likely have either a city hall, county clerk, or other administrative body that is responsible for recording all property deeds and transactions that trace changes in ownership. When a piece of real estate goes through the closing process, it is required that the buyer to do their own title search and pay the recording fees to make sure the seller legitimately owns the property and can transfer a clear title to the buyer. This means that this local government office should have property records for everything within the boundaries of the city or county, including the name of the current or most recent owner.

Local and National Archives

Some states, towns, cities, or counties may have separate archives that deal with records for things like taxes, automobile registrations, and real property. These may be located in a physical office, housed in a library branch, or they might have been uploaded to the internet at some point depending on the area where the property sits. These government archives can also be used to obtain information about past property owners depending on how record keeping is divided by their local government. Today, there are state and national archives that can be accessed online, which contain volumes of historical information about properties. These large databases contain information about millions of pieces of land and transactions in print and digital form.

Title Search Companies

These businesses are usually at least somewhat involved in every real estate transaction. They specialize in finding out pieces of information such as if the property was subjected to any liens, repossessions, evictions, or finding records of when ownership has changed hands. Their services are commonly used during real estate closings and property disputes. By paying a title search company, they can usually find the owner along with any other person, bank, or business that has claimed an interest through a mortgage, or other means. At the beginning of your search, you should be able to contact a local title search business and ask if they will have access to any specific information you need to know about the owner before you pay for their services. They are essentially specialists in finding out everything about the history of a piece of property, and they can find out who the owner is in exchange for payment.

Historical Societies

This is a bit more specific to older properties or buildings that may have some kind of historical value. If a piece of property has been around for a long time and changed hands many times of the years, a historical society may have information about previous owners as well as whatever family or business currently owns and maintains it. Utilizing the local historical society may turn your ownership search into a larger research project, so this may be most beneficial if you need to know more about the property than just the name of the owner or if all of the more convenient methods have failed. However, if the building has some kind of obvious historical purpose, the society that keeps all of this information may be the best place to start to find the current owner.


Although it may take some time and effort, finding the owner of a property is now more convenient than ever because there is so much information on the internet and sitting in record halls. There are also many different methods are available to gain access to this wealth of information.

Before searching it can be helpful to decide exactly what your purpose is when trying to find an owner. This can help in both avoiding unnecessary time and expense, along with choosing the best option to make sense of where to start and what kind of information to look for.

How to Find Off Market Properties that are Predicted to List

Off market properties

Traditional sales make up only a portion of the residential and commercial real estate market each year. Off-market property sales are on the rise and they are more than just great investment opportunities. 

Every off-market property represents a potential client. In fact, about 75% of sellers sell their property with the first agent they interview. By accessing off-market properties, you have the first opportunity to present your services to new clients. Here are our top tips for finding and using off-market real estate to grow your business.

What is Off-Market Real Estate? 

Also known as quiet listings or pocket listings, off-market properties fall into a number of categories. The owner of the property either wishes to sell quietly, hopes to test the real estate market before listing, or has not considered selling—yet. 

There is one thing that off-market properties have in common. They are not listed on the multiple listing services (MLS). This means that if they are for sale, they are not publicly advertised. 

What makes off-market properties so unique is that not all of them are actively for sale. In fact, until they are approached by an agent or a buyer, many off-market property owners don’t even realize they want to sell. 

Finding these prospective clients is what makes ProspectNow a great tool for real estate agents. The same metrics that are used to analyze why a property sold can also be used to determine if a property is likely to sell. Your future clients currently own off-market real estate. Knowing how to access these properties is key to growing your business. 

Who Benefits from Off-Market Properties?

The short answer is everyone. Off-market property sales can benefit buyers and sellers depending on the reason for the sale taking place off-market. They also benefit agents looking for new clients. Here is a variety of ways pocket listings benefit all the different interested parties. 


Sellers who want to quietly hand off a property benefit from the privacy of an off-market sale. Property owners experiencing financial difficulties often wish to sell privately in order to quietly get out from under a difficult situation. Off-market selling affords them a level of confidentiality. 

In a competitive market, much like today, sellers can use off-market strategies to get higher offers than they might expect in a public sale. Owners generate interest in their property through word of mouth. Because the property is not listed on the MLS or available to the public, buyers and investors are often intrigued and eager to win the sale. 

Another way off-market sales benefit the seller is if they wish to sell a rental property without disturbing the current tenants. This is particularly applicable to commercial properties. Commercial property owners often like to test the market or explore their options quietly without disrupting the businesses that occupy their properties.

Buyers & Investors

Buyers can equally benefit from an off-market property sale. When a buyer has access to off-market properties, they have the advantage of being one of only a few prospective buyers. Without the intense competition of the public market, buyers can take their time with negotiations. 

Investors often pursue off-market properties to benefit from discounted prices and reduced fees. When a seller hopes to quickly and quietly get out from a property, they are more willing to accept a lower offer. 

Without third party involvement, both the seller and investor can save money on fees. In public sales, these fees can add up quickly. Avoiding these extra costs benefits buyers who want to flip the property and get a higher return on their investment. 

Often, Investors offer cash to buy off-market real estate. This gives them an edge on buyers who require a loan and the extended timeline that goes along with that. Investors commonly focus on finding off-market owners who would benefit from a cash sale. 

Real Estate Agents

Off-market real estate offers a huge advantage to agents. Some off-market sales take place without any agent involvement. Many off-market owners, however, are prospective clients. Whether or not they are currently interested in selling, their commercial or residential property will sell—eventually. 

Connecting with these off-market property owners adds to your network of potential customers. With the right tools, you can access the off-market properties that are most likely to sell. That is when the off-market properties are most advantageous to your real estate growth. 

Finding Off-Market Properties

What are the right tools to help you access off-market properties? ProspectNow uses predictive analytics to determine which properties—commercial and residential—are most likely to sell or refinance in the near future. 

In 2018, approximately 5.34 million homes sold according to public statistics. ProspectNow has detailed property ownership for over 100 million residential properties. This means the MLS and public sales reflect only a small portion of existing properties. 

The same trend is true for commercial properties. ProspectNow reflects property info for nearly 40 million commercial real estate properties. Other platforms and listing sites show only a fragment of that number, meaning agents and investors are missing out on an entire platform of off-market properties. 

Of the collective 140 million off-market properties in the ProspectNow database, not all will become sales or potential clients. Yet, over 30 million properties in the database are predicted to sell.  

According to Statista, home sales in the U.S. are predicted to reach 5.25 and 5.46 million in 2019 and 2020, respectively. 

Predictive analytics give agents and investors access to over 30 million potential clients and investments. Instead of only networking with property owners who are ready to list immediately, you have the opportunity to connect with a huge pool of off-market property owners. 

Searching Off-Market Through ProspectNow

Previously, finding off-market properties required a combination of networking, real estate connections, direct mail marketing, or access to real estate wholesalers. 

While these methods are still useful in some settings, the digital tools on ProspectNow give you immediate access to the most advantageous off-market properties. Instead of posting signs advertising your investment business, you can connect directly with owners who are most likely to sell their properties. 

Owner contact info

Every search renders contact info for off-market property owners, including phone numbers, emails, and mailing addresses. 

Commercial property owner information is also available. ProspectNow connects investors and agents with managing members of U.S. corporations that own CRE that is predicted to sell. 

Owner contact info for over 140 million properties gives you a direct line to owners and managers so you can make a personal connection. Whether you prefer to contact people on the phone, through email, or even using direct mail, a database of key contact information gives you every option for connecting with potential clients. 

Predictive Analytics

Predictive analytics make off-market property searches increasingly more effective. A study by Deloitte showed how technology is impacting the real estate industry. Without access to essential data, it is getting harder to keep up with competitive real estate trends. 

ProspectNow looks at the data points that are significant in properties that have sold and uses those same metrics to help determine if a property is likely to sell. This approach to off-market properties helps agents and investors connect with the right property owners. 

Predictive analytics ensures agents are focusing on relevant leads and not wasting time or resources on unproductive ones. 

The ProspectNow platform is the only database that uses predictive analytics for commercial real estate properties as well as residential. CRE investors and agents can save an enormous amount of time and energy by concentrating on the commercial properties that are more likely to sell in the near future. 

Digital Marketing

Once you have access to the most advantageous off-market properties, the next step is deciding how to connect with interested owners. 

Previous methods of advertising focus on a large segment of properties based on location or incomplete data. ProspectNow takes off-market property searches a step further. After you identify your key property owners, the platform uses IP targeting to help you display digital ads to your target audience. 

This approach to digital marketing helps agents and investors fine-tune their off-market property search, making it easier to connect with property owners who are likely ready to sell. 

Direct Mail

The direct mail approach has been around for a long time, but it is far from dead. While we have new techniques and digital marketing tools that are becoming increasingly more effective, direct mail is still a go-to marketing tool.

According to a 2018 ANA/DMA response rate report, direct mail response rates are still higher than digital marketing, including email and social media. As digital tools and analytics improve, this trend may start to change. For now, however, direct mail should still be part of your marketing repertoire. 

What does this mean for off-market property potential? In the same way ProspectNow targets key off-market property owners through digital marketing, the platform also offers direct mail tools.

Now that you’ve identified which off-market properties in your area are most likely to sell, you can use the platform to mail postcards and marketing material directly to those clients. 

The Advantages of Off-Market Listings

Off-market properties represent the majority of properties in the United States. This means those properties also represent an abundance of untapped real estate potential. ProspectNow’s tools help you not only find off-market property owners but also identify the most advantageous opportunities and reach out to those potential clients. 

Off-market real estate is increasingly accessible through predictive analytics and searchable databases. Grow your real estate business and tap into millions of real estate opportunities and connections through ProspectNow.

15 Ways to get Endless Expired Listings

Expired Listings

When you call homeowners with expired listings, there’s a good chance that you’re not the first to reach out to them. So how do you stand out from the rest? cHow do you deal with disappointments? Here’s how you gain an edge in this industry where competition is the name of the game.

First, Build that Resolve

Success is an inside job. And one of the first steps you must take to work your way to the top is to stick to the daily grind.

Start with the End in Mind

You can ask top-performing agents their secret sauce to success. There’s a good chance that the one common thing they all have that sets them apart from the rest is that they all have goals

Goals keep you focused. You can have your daily activity revolving around achieving your goals. It helps you say no to the numerous distractions that could derail your efforts. But for goals to keep you motivated, you need to do these:

Break down your goal into small actionable steps. You can’t build an empire in a day. But you can build it one day at a time. For instance, if you notice that you can make one property owner to say yes out of the 10 you’ve met or talked on the phone, you can then work out the number so you can break down your goal on a weekly, daily, and hourly basis.

Thus, if your target is 20 listings per month, that would entail talking and meeting 200 people. That’s a very daunting number. But if you break it down further, that’s just around 50 people per week, 10 per day, and 3-4 people per hour if you allot 3 hours of work on expireds. This is how you make the law of averages work in your favor.

Track everything. Since this is a numbers game, keeping track of your metrics gets you ahead of the curve. By tracking regularly, you will know if you’re getting sidetracked and you can correct your course to stay focused on achieving your monthly goals. 

Say for some reason you didn’t hit your target that Monday, you have the rest of the week to make up for it. And if you didn’t hit your goal for that week, then you can put more effort into your prospecting so that the following week can make up for it. By religiously tracking where you are on your daily, weekly, and monthly goals, you can easily take some corrective course of action.

Persist. You will have bad days and you will have difficult calls, those are a given when you’re prospecting for expired listings. How you respond to those grinding situations can set you in the league of successful agents or be one of those who couldn’t consistently pull their numbers. You have to learn not to take it personally. And to help you deal with it, get used to a daily routine. Make it a habit to go through your schedule even if you just had the phone slammed on you. Make that next call. Set that next appointment. Mail those letters. And once you’ve formed that habit of sticking to your daily schedule, you’ll be unstoppable. No amount of rejection can hold you back from hitting those numbers.

Ways to Reach Out to Owners

Never limit yourself to one source of clients. Here are the best ways to keep those expired listings coming

Calling Leads

Calling expired lists have drummed up sales of many agents. And it still remains the most common way of getting endless expire listings. To excel in this, consider these tips:

Follow a script. Knowing what to say before you even pick up the phone can shore up your confidence in ways nothing else can. And property owners are more likely to respond positively to you if you exude confidence. You can also anticipate their questions and prepare excellent answers to those queries. But to take this to the next level, formulate some of your own questions as well. Aside from encouraging interaction, this will also give you insights into how motivated the owners is in selling their property and if this listing is even worth your time to pursue.

Record and listen. Improving is the only way forward. And the best way to make the most out of a bad call is to learn from it. That’s why it’s wise to record and listen to your calls and take note of areas you can improve.

Empathize. Get in their shoes. Make the discussion about them and not about you. Encourage them to talk by asking the right questions. And when they talk, listen to understand their situation. You’ll learn more and you’ll earn people’s trust by listening. The industry is rife with stories of property owners losing their confidence in agents. You have to buck that trend.

Schedule an Appointment. Your main goal in calling should be to set an appointment. Although there are cases where you can instantly get the listing over the phone, but still, there’s no replacing face-to-face human interaction. If you can’t schedule an appointment, ask for their email instead. This gives you additional channels for you to follow up with them and get further information in front of them.

Direct Mail Marketing

Reaching out to expired list owners through the mail is another prospecting technique you can master. Here are some good practices you can employ with this strategy:

Use Postcards. Pictures and bright-colored letters capture your prospects’ attention. In an age where people are bombarded with marketing stunts designed to snatch their attention, a well-designed postcard is your best bet to even compete with those other marketing messages.

Provide a FREE Service. Don’t deny it, your eyes gravitated towards the word FREE. There’s a good chance your prospects will be attracted to that too. For example, you can offer a free consultation or a free appraisal.

Online Advertising

Digital advertising through social media or website banner ads is a great way to build brand recognition. You can get in front of potential clients without exerting much effort and without being too intrusive. You just have to be very savvy with this as this can be a very competitive platform and may cost you serious money if you don’t know how to set up an effective campaign.

Pound the Pavement

At a time when technology is advancing and there are many ways to reach out to clients without meeting them face to face, going door to door may seem like an overlooked technique. It’s definitely more strenuous and time-consuming than the other two strategies. However, agents who still do this report that they have a better conversion rate with this strategy compared to calling in or mailing postcards.

Which is the best approach to snag that expired listing?

The bad news is, you don’t know for sure until you see them coming. The good news is, you can stack the odds in your favor by using advanced tools with predictive algorithm. Marketing tools like ProspectNow analyzes thousands of transactions every week to give you insights on the best approach to reach out to clients and the probability of them relisting their property. This way, you can laser-focus and pour in your energy into efforts that will most likely yield successful results.

Whether you see the fruits of your labor right away or it takes time, keep going at it. Even if you don’t see success right away, think of it as a process where you get to cultivate the right skills and mindset—two important things to have to get to the top.

4 Strategies to Improve Your Email Open Rates in 2019

What good is the content of an email if no one opens it? If you are dedicating time and effort into creating valuable email marketing campaigns, but finding that your emails have a low open rate, you may want to rethink how you are approaching the creation and distribution of your emails. Here are six strategies that can help you improve your email open rates in 2019.

Fix Your Subject Line

Think of the subject line as a first impression. It is the first thing the recipient sees and it helps them determine whether or not they are going to open the email. Many people will open an email solely based on the subject line. By being honest with your readers about what the topic of the email is within the subject line, you will increase your open rates. Be creative, but concise and don’t lure recipients in under false pretenses with misleading subject lines. The shorter the subject line, the better. Don’t use capital letters or a lot of punctuation.

Be Timely

Timeliness is a big factor in whether an email will be opened. If someone signs up to receive your newsletters in October and they don’t see anything from you until March, your open rates will not be very high. By sending an automated “Thank you” email or a “here is what you can expect from my newsletters/emails” message, you can ensure higher open rates. Set a schedule and keep it consistent. Use testing to see what send times your emails have higher open rates for.

Be Personable

The biggest way to increase your open rate is to be real and be human. People are far more likely to open an email that is from someone they have a personal connection with. Never send emails from a generic email address and try to personalize the content as much as possible. Spam filters are much more likely to see an email from a business as spam than from a person. If your email comes from a person and not a business, it has a much higher chance of being opened.

Don’t Purchase Email Lists

This is a given. You are practically asking for your email to be sent to a Spam folder if you purchase an email list. Open rates are always low and bounce is always high in these situations. This isn’t worth the risk. If you are looking to increase open rates, you need genuine subscribers. Add a subscribe form to your website and your email signature. You should also consider sifting through your email list and eliminating old email addresses or duplicates and removing inactive subscribers.


A great subject line, sending the emails out at a prime time, sending to genuine subscriber lists and including personable content can help increase open rates. Since email marketing is one of the top forms of marketing in today’s world, as a real estate agent, you need to be utilizing all it has to offer your business.

5 Mistakes All Agents Are Making on Social Media

Social media is a powerful force in the modern world. Statista estimates that by the end of this year, over 2.7 billion people will be using some form of social media. With this much opportunity, there is no reason why you shouldn’t be taking advantage of a free and built-in audience for your real estate business, just make sure you are avoiding these five mistakes.

Not Engaging

Social media is built for interaction. It gives you as an agent the opportunity to directly interact with your clients and prospects in a professional but casual manner. The goal of a social media post isn’t to just send out info, but to get people to engage with it. If people are commenting on your posts, you need to make sure you are responding so that your prospects and clients don’t feel neglected. Make sure your responses are timely and informative.

Bad Branding

If you choose to use multiple different social media platforms, you want to make sure you are branding yourself appropriately and consistently across all platforms. Simple things like using the same username or profile photo can go a long way in keeping your profiles in sync. When prospects see you on multiple platforms, you will give your brand a larger presence in their mind.

While you want to instill consistent branding, you also want to make sure your content is adhering to the different types of audiences on each. For example, LinkedIn is very professional, whereas Twitter is more conversational and casual.

Only Posting Listings

One of the quickest ways to lose business is to only post your listings or your deals. These types of posts can bore your audience if that is all they see from you. It is perfectly fine to pepper in listings every now and then but don’t make it the sole focus of your social media content. Try to only post unique listings and keep it to once a week.

Having Outdated Information

Social media is a platform for you to provide info about yourself, your business, your services and what sets you apart from your competitors. A half-written LinkedIn profile can deter people from wanting to connect with you or engage with you. A Twitter profile with no profile photo will not do you any favors in trying to gain followers. Try to update your profiles as often as you can so that your information is always fresh and your audience knows that you are active.

Never Posting

If you are on social media, but you don’t post content, you are going to quickly fade into the background and may even find yourself being forgotten. Find a healthy balance and try to post at least 2 times a week to stay relevant. Find solid articles that potential homebuyers may find valuable or comment on others’ posts and start a conversation. After all, that is what social media is for — to spark conversation and keep us all connected.


Update Your LinkedIn Profile With These 5 Steps

LinkedIn is a hub of business professionals. It’s a prospecting tool, a way to stay on your clients’ radar and a place to share content to establish yourself as a thought leader. The key to utilizing all that LinkedIn has to offer is by keeping your profile fresh and as up to date as possible. Here are five steps to keeping your LinkedIn profile updated.

Have a Current Headshot

An old headshot will hurt you more than it will help you in the digital world of LinkedIn. You want connections, prospects, and clients to be able to recognize you both online and in a crowd. If you do not have a current professional headshot, make sure your LinkedIn profile photo is high resolution and professional. You don’t want to leave your profile without a photo either as this can deter people from connecting with you.

Update Responsibilities

Have you switched jobs recently or taken on a new role or title at your current job? Make sure your current job responsibilities are completely up to date so that connections know your current role. Things like your title, company, responsibilities, and location should all be updated. This is one of the first things people will look at on your profile.

Rewrite Your Headline

Your headline is the first thing people see when they look at your LinkedIn profile. Every single time you change positions or companies, LinkedIn defaults your headline to this new title. This isn’t the best way to attract new connections, so you will want to come up with an original headline that separates you from others.

Follow the Right People

LinkedIn goes far beyond your personal network. This social media platform helps you connect with people in your industry along with influencers who inspire you. Through following these influencers and leaders, your LinkedIn newsfeed will be full of knowledge, advice and plenty of content that is relative to you and your goals.

Along with following the right people, you should also follow companies you are interested in or are interested in working for or with. Having a company’s content filter through your feed can give you valuable info that you could find useful in certain professional situations.

Ask for Recommendations

LinkedIn’s recommendations are the perfect shortcut for references. Those who scroll through your profile will see all of the wonderful things others have said about the work you have done for them or with them. Take a few moments and ask a boss, colleague or current employer to write you a LinkedIn recommendation.

LinkedIn is a valuable tool for connecting with other professionals and staying at the forefront of prospects and clients minds. Carving out a few minutes a day to keep your LinkedIn profile updated and to share relevant content your network will enjoy. You never know what kind of value you may find from simply sharing articles, reaching out to other professionals in your industry and scrolling through influencers’ content.


Brokers: Know These 4 Things to Recruit and Retain Millennials

Millennials are the future, especially the future of real estate. Right now, millennials are the largest generation in the U.S. workforce. Brokerages are competing heavily to attract the young guns of the industry who have the tact and drive to thrive in such a fast-moving career. In order to find these rockstar professionals, brokers need to know these four things about recruiting and retaining Millennials.

Establish Your Culture

What kind of culture does your brokerage have? Do you have solid camaraderie among your professionals creating a supportive and collaborative office environment? Or maybe you have solid training and lead generating processes. These are the types of things you need to promote to the younger workforce. One of the biggest reasons millennials are attracted to brokerages is because of the culture and one of the reasons they stay is because of the work environment that is established by the culture.

A great way to establish culture is to host various events that bring the office together, such as happy hours. A laidback event that is still in a professional setting can help millennials see the culture without the pressure of a formal introduction.

Offer Career Training and Development

According to Ladders, 86% of millennials said that if they had “career training and development” through their employers, they would not leave. Presenting young brokers with plenty of opportunities to learn alongside successful real estate professionals will give your brokerage an edge above the others seeking out these millennials. For those who are entering a fast-paced industry, career training and development can be a big ticket item.

Establish Mentors

Millennials want time from their brokerage. They want to know that their employer is taking the time to nurture and mentor them in their career so that they feel comfortable venturing out on their own and performing the work to the standards of the industry’s most successful brokers. Mentorship programs can be a big attractor to millennials and through this type of established relationship, millennials will choose to stay.

Technology is Key

Millennials are some of the most tech-savvy people in the world. These young professionals will expect their brokerage to offer the same high-tech tools. They want to be able to work on the go, communicate easily and simplify business procedures. Mobility is a huge attractor for millennials. If a brokerage has outdated technology and old processes, it will be difficult to appeal to these young workers. Even if the outdated technology isn’t apparent at first, you will certainly not retain these millennials real estate professionals with old technology that has a lot of downtime.

Millennials have a lot to offer to the real estate industry. These well-educated, young workers are dedicated and driven to do what it takes to be successful in the industry. These four things can help brokerages compete for and retain the best talent out there in the generation that has over 56 million people currently in the workforce.


4 Things You Should Do Immediately After a Listing Presentation

So, you have just finished a listing presentation. You have spent hours preparing and planning to nail the presentation and you checked all of the boxes to ensure it was a success. What happens after the listing presentation? What is the next step?

Here are four things you should do immediately after a listing presentation.

Email Leads Hours After the Pitch

It doesn’t matter how you think the pitch went, an immediate follow-up via email is a must. You need to send a follow-up email containing the presentation information. You never know when you will earn your next client, so even if the next prospective business opportunity is on you aren’t too excited about, earning a commission is much better than not earning one.

Even if this lead turns cold after the listing presentation, they may still be able to refer you, so don’t close that door, at the very least, keep in touch with them.

Include Information You Didn’t Share During the Presentation

You should be establishing yourself as the go-to resource for all things real estate in your market, which means you need to provide a wealth of information. If you fail to do this, you will not impress or turn leads into clients. You need to quickly answer any questions your prospects have following the presentation. If sellers are looking for more comparable deals you have done for nearby homes. Give them a quick rundown of your online and offline marketing strategy.

Add Them to Your Email Drip Campaign

One easy way to stay top-of-mind is to add the client to your email drip campaign. They will then receive all of your emails and if you have testimonials and reviews in these email campaigns, you can show in a non-pushy way how you have helped your other clients achieve their real estate goals. The best referral is word of mouth, so this can be a deal maker for you if the client is iffy on whether to use you as their real estate agent.

Schedule a Reminder Follow Up

If things are trickling along and not moving as fast as you’d hope, schedule a reminder to send them a follow up comparative market analysis of their home 30, 60 and 90 days out so they can see the price fluctuations in the market. This can spark new conversations and might get the client moving faster; the key to remaining relevant without being too salesy or pushy. This is a way to get back on their radar by giving them the information they can use.

If you don’t end up winning the listing, take a step back and try to determine where you can improve. Give a mock presentation to friends, family or even colleagues for honest feedback. Maybe ask the client what you could have done better in order to earn their business and how you can make your presentation more effective. Ensure you have a solid real estate lead generation strategy so you can own every listing presentation.