FREE REAL ESTATE TOOLS INSIDE
MASTER A MAGAZINE FOR SUCCESSFUL REALTORS ®
MODERNIZE YOUR MARKETING IN 2022 pg. 2
How to stir up
MOMENTUM pg. 6
Get Your Market LEANING IN pg. 8
Build Your Real Estate Empire Faster pg. 12
Real Estate Business Plan 1. My income goal for the next 12 months:
1. ______________________
2. Average commission earned per closing:
2. ______________________
3. Number of closings required to reach my goal: (Divide line 1 by line 2.)
3. ______________________
4. Number of my sales required to close to hit my goal: (Multiply line 3 by .25)
4. ______________________
5. Number of my listings required to close to hit my goal: (Multiply line 3 by .75)
5. ______________________
LISTINGS ARE THE NAME OF THE GAME: A good listing agent’s income is 75% listings sold and 25% sales. 6. Average percent of listings taken by my office that close during the listing period:
6. ______________________
7. Average percent of sales contracts written by me that close:
7. ______________________
8. Number of sales contracts needed to write in the next 12 months: (Divide line 4 by line 7.)
8. ______________________
9. Appointments needed to obtain one listing:
9. ______________________
10. Number of contacts needed to obtain one appointment:
10. ______________________
OBJECTIVES: A. Number of new listings I will obtain in the next 12 months: (Divide line 5 by line 6.)
A. ______________________
B. Number of listing appointments needed annually: (Multiply line A by line 9.)
B. ______________________
C. Number of listing appointments needed per month: (Divide line B by 12.)
C. ______________________
D. Number of listing appointments per week: (Divide line B by 52.)
D. ______________________
E. Number of contacts needed per week to reach my listing goal: (Multiply line D by line 10.)
E. ______________________
Scan the QR Code to check out the interactive Business Plan or go to: www.Prospects.PLUS/BPM Business Plan compliments of Floyd Wickman
TABLE OF CONTENTS 6 How to Stir Up Momentum
Modernize Your Marketing
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8 Get Your Market Leaning In 10 Go Forth & Conquer with Circle Prospecting 12 Build Your Real Estate Empire Faster 14 This Year: Get on Track and Stay on Track — FREE TOOLS
Stand Out Above the Noise
18 The Year to Celebrate Your Sphere — FREE TOOLS
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24 7 Local Market Opportunities in Your Area Right Now
Our Mission
To be the best in the world at empowering our customers with the “right marketing piece” for the “right person” at the “right time.”
Our Vision
To be the performance marketing resource for 100,000 customers.
Searching for Listings?
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Our Values
• Honesty • Integrity • Productivity • Responsibility • Professionalism • Win-Win Relationships
CONTACT US 10510 Portal Crossing, Suite 107 Bradenton, FL 34211
Toll Free: 800-287-5710 www.ProspectsPLUS.com
President of ProspectsPLUS! Jim Morton
EXECUTIVE PUBLISHER Jim Morton
EXECUTIVE EDITOR, WRITER Lisa Gray
EDITORS Megan Carver Jim Studebaker Steven Pulcinella
DESIGN & LAYOUT Jason Waid
All examples with names, company names, or companies that appear in this manual are imaginary and do not refer to any actual names, companies, entities, or institutions. Any resemblance to any real person, company, entity, or institution is purely coincidental. We have done our best to ensure that the material found in this publication is both useful and accurate. However, please be aware that errors may exist in this publication, and that neither the authors nor the publisher make any guarantees concerning the accuracy of the information found here. The information in this publication is subject to change without notice. This magazine is designed to provide accurate and authoritative information regarding the subject matter covered. It is provided with the understanding that the authors and publisher are not engaged in rendering legal, accounting, or other professional services to any person. If legal advice and/or other expert assistance is required, the service of a competent professional should be sought. © ProspectsPLUS!, Inc. All Rights Reserved.
Over $203,551 Raised!
4.9
of 5 Stars
www.ProspectsPLUS.com | 1.
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THE FUTURE OF MARKETING IS HERE! And it is clear: The fastest route to real estate business growth is through marketing automation. This is the year to get rid of time stealers and focus on the tasks that will have the biggest impact on your real estate business.
www.ProspectsPLUS.com | 2.
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ou have created your real estate business, and you have poured your heart and soul and countless hours into building up a marketing strategy, curating a prospect list, and strengthening network ties. It all takes so much time, and you wear a dozen different hats in the office trying to balance everything and keep things moving in a positive direction. When clients need a real estate agent, it pays to have an easily recognizable name at your client’s fingertips. But coming up with fresh, eye-catching content and sticking to a regular schedule is so time consuming. Build your brand and build trust with scheduled marketing campaigns. Make efficiency work for you.
PUT YOUR TIME TO BETTER USE Automating your marketing ensures you adhere to your long-term marketing strategies and you never miss a single mailing. Scheduling postcard campaigns to go out automatically at regular intervals frees up time to focus on prospecting, handling listing appointments, and developing other business growth strategies. Meanwhile, targeted campaigns are working in the background to drive customer engagement and ensure clients have your name in mind when it is time to list a home or find a new property.
SCHEDULED POSTCARD CAMPAIGNS GIVE YOU THE COMPETITIVE EDGE
The real estate market is active and saw notable growth this year, ending with home sales 3.3% higher according to USA Today. As housing starts continue to stabilize, both first-time homebuyers and homeowners looking to trade up or relocate are thinking about taking the plunge. With scheduled postcard campaigns, you ensure your name is front and center with your target market. In addition, you can customize your campaign message to better fit your local housing market: There may be many fence-sitting homeowners who are unsure this is the right time to sell, or you may be in a market that is seeing tremendous growth with fast-moving listings.
THE SMART MONEY IS ON AUTOMATION Did you know, according to Entrepreneur, that 78% of marketers reported marketing automation increased revenue for them? And 75% of brands saw a return on investment within 12 months as a result of using automated marketing campaigns. Designing a campaign from scratch that looks professional and hits the right notes is no easy feat. The pressure to consistently come up with unique campaigns can take time away from client meetings and new market networking efforts. You can make every moment count, raise your name, your brand profile, and stay relevant, launching automated marketing campaigns.
Now more than ever, your time is valuable. Real estate marketing must keep up with fast-paced market demands. The supply-and-demand crunch in the real estate market continues. When you automate your marketing with a scheduled postcard campaign, you can invest that time staying competitive. www.ProspectsPLUS.com | 3.
STAND OUT above the noise
Social media. Pay-per-click. Email. With real estate agents, digital marketing is hot! This provides an amazing opportunity for the agent who decides to take a different approach and stand out above the noise.
4. | Master Marketing Magazine
Why market for listing leads in the vast arena that is digital? Doesn’t it make more sense to cast your net in a more strategic area filled with people who you are certain actually own homes? According to the U.S. Postal Service, nearly 70% of Americans feel that “… direct mail is more personal than the internet.” Nearly half of respondents said that a direct mail piece prompted them to go online to get more information about the sender. The volume of direct mail plummeted from 213 billion pieces in 2016 to 120 billion last year. Interestingly, despite the drop in volume, the response rate skyrocketed nearly 200%. Direct mail marketing is not only strategic, but it can also be laserfocused on a particular audience. If you’re looking for a way to stand out above the noise, strategic direct mail marketing works.
homes. And as the generation ages, more will be jumping into the real estate market. Next in line are the millennials, born between 1977 and 1995. They number 83 million. According to NAR, millennials, at 37%, are currently the largest group of homebuyers in the U.S. That’s 5% more than baby boomers.
CAPTURE YOUR AUDIENCE’S ATTENTION AND KEEP IT!
WHO TO TARGET FOR THE BEST ROI Now that you’re looking for listings in all the right places, it’s time to decide who you’re going to target. There are currently four generations of Americans who are most actively involved in buying and selling real estate. Our youngest group is Gen Z, born between 1996 and present day. Believe it or not, these “youngsters” are buying
Next comes Generation X, born between 1965 and 1976. They’re often referred to as the “forgotten generation,” ignored by the media and marketers. These individuals, in our opinion, are the ones savvy agents will pursue. Why? They are in their peak earning years, they (by and large) need larger homes, and they typically have a home to sell. Plus, they have experience with real estate, so they don’t require as much education and hand-holding as the younger generations.
Finally, we have the baby boomers. Born between 1946 and 1964, this group is now between the ages of 55 and 73. Since the most common age to retire is 62, many of the members of this generation are still working and make up the nation’s highest wage earners. Once you’ve determined your target market, the next step is to schedule a direct mail marketing campaign that hits their mailbox consistently over a period of time. If you follow the marketing Law of Branding, and shoot for a minimum time frame of seven months, you’ll ensure you are branded within this market.
HELP EMPTY NESTERS BEGIN THEIR NEXT CHAPTER LAUNCH the EMPTY NESTER POSTCARD CAMPAIGN SCAN TO SEND
LAUNCH THIS CAMPAIGN FROM YOUR PHONE!
AUTOMATE YOUR MARKETING IN MINUTES! No contracts. Pay-as-you-go. Change or cancel anytime.
www.Prospects.PLUS/Empty www.ProspectsPLUS.com | 5.
How to stir up
MOMENTUM THE SALE AFTER THE SOLD
You sent out your Just Sold postcards to 100 homes in the vicinity of your sale and patted yourself on the back. Now it’s time to move on to the next potential listing, RIGHT? WRONG! You just introduced yourself to a new list of potential clients, so don’t be so quick to leave them behind.
6. | Master Marketing Magazine
SCAN TO SEND LAUNCH THIS CAMPAIGN FROM YOUR PHONE!
A new relationship door is open, and you’ve demonstrated your ability to get the listing sold: Don’t shut that door NOW! Anecdotal evidence claims that when one home in a neighborhood goes on the market, another three or so are listed within the next few months. Whatever the mysterious reason behind this phenomenon, you’ve seen it in action.
LAUNCH the JUST SOLD FOLLOW-UP POSTCARD CAMPAIGN Because it’s what happens AFTER the sale that matters the most
The trick is to reach these thinking-of-selling homeowners before other agents do. They’re already curious, and possibly considering selling, so you’ll be reaching them at the most opportune time. But how do you reach out to these possible sellers? A cold call? How does that intrusion make you memorable?
AUTOMATE YOUR MARKETING IN MINUTES!
HOW TO GET ATTENTION AND KEEP IT
No contracts. Pay-as-you-go. Change or cancel anytime.
Since building relationships with prospects is so critical, the initial approach must be well-thoughtout. A cold call isn’t always the wisest use of this über-important task.
purchased their homes (again, you decide on the time frame). We’ll use five years for this scenario.
Agents are fond of reminding people that they aren’t salespeople because “real estate is a relationship business.”
DO THIS TO STIR UP NEW LISTINGS
Whether you’ve just sold a home or are aware of a recently sold listing in a specific neighborhood, use this sale to stir up more listings. Here’s how. Begin with narrowing down your targeted audience (the Demographic Search Tool is perfect for this task). Since we’re talking about listings, homeowners are the target. Actually, let’s narrow down that audience even further: homeowners within a certain radius of the recent sale. You decide the size, but agents we’ve spoken with who use this method usually choose the entire subdivision or stay within a 1-mile radius. Wait, we aren’t done yet. Let’s make this targeted mailing list ideal: Remove homeowners who recently
www.Prospects.PLUS/Solds
Now you have a list of homeowners who live in the same subdivision (or within a 1-mile radius) of a just-sold home and who have owned their homes for at least five years, some of whom are most likely considering selling. There is no better way to capture their attention than to let them know one of their neighbors just sold their home with a Just Sold postcard. Then, create momentum by reaching out to the prospects on this mailing list repeatedly over a period of time. Consistency is key. A Just Sold Follow-Up Campaign is an ideal solution. You can schedule a campaign in just minutes, then get back to business at hand. You have now stacked the odds in your favor that these thinking-of-selling homeowners will be calling YOU when they’re ready to sell. www.ProspectsPLUS.com | 7.
Get Your Market LEANING IN by Using These Three Simple Rules Before you launch your next direct mail marketing campaign, make sure to add these rules to your list of MUST-DO’S.
Rule #1 Provide a Compelling Call-to-Action
Retailers have an easy time with calls-to-action. Offering a percentage off, free shipping, or buy-one, get-one-free are all popular examples. What about real estate agents though? What kind of callto-action can you provide that might compel a recipient of your postcard to lean in for more information? The following are a few examples that are attentiongetting and have the potential to engage home owners and get them requesting more information. • Free Buy First vs Sell First Evaluation • Free Home Equity Analysis • Free Curb Appeal Evaluation • Free Home Staging Strategy Keep in mind, however; the number of hoops you force your prospects to jump through to take advantage of these offers does impact the response rate, according to Bob McCarthy at DMNews.com. The more they have to do to receive that offer, the lower the response rate.
Rule #2 Utilize Standout Designs
“One strategy we use to get our highest response rates is to 8. | Master Marketing Magazine
ENGAGE HOME OWNERS with ATTENTION-GETTING OFFERS LAUNCH the CALL TO ACTION POSTCARD CAMPAIGN
SCAN TO SEND
LAUNCH THIS CAMPAIGN FROM YOUR PHONE!
AUTOMATE YOUR MARKETING IN MINUTES! No contracts. Pay-as-you-go. Change or cancel anytime.
www.Prospects.PLUS/Action
make the call-to-action the centerpiece of the direct mail piece,” McCarthy claims. Whether you choose to include an image representing the free offer or use text to describe it, mention it boldly and repeatedly. Your message (its length and graphic requirements) determines the size and style of the medium. Plan on keeping it plain and simple? A standard-sized postcard may do the trick, although jumbo, panoramic, and mega-sized postcards stand out in mailboxes, which makes for a genuinely lasting impression. If it is graphics-heavy and you include substantial copy, using one of the larger postcard sizes (jumbo or panoramic) becomes even more important. Choose a font that is easy to scan as people sift through their mail. As direct mail experts, we recommend using a sans serif font, such as Arial, rather than Times New Roman or another serif font. Consider varying the font size throughout the text. For example, you can highlight important items with a larger version of the font you choose.
Additional design tips to keep in mind include ensuring your headline is bold and compelling, yet short and specific. Use lots of white space to make the piece appear to be easily digestible. Subheadings are important, as they help guide the reader through the text. Don’t forget to use high-resolution photographs, and avoid placing text over photos. Last note, ensure that your call-to-action stands out and that your contact information is easy to find.
Rule #3 Track Your Results
Tracking your results is vital to your direct mail campaign. One of the most popular methods used by agents is the creation of a dedicated landing page on their websites. The URL should be unique to the campaign, so you are able to learn your exact response rate (number of responses divided by the total number of pieces sent). Marketing experts vary when quoting an “average response rate” for direct mail. The most recent figure puts it at 9%. How close or far you are from that figure depends on how closely you follow the guidelines outlined above.
www.ProspectsPLUS.com | 9.
Go Forth and Conquer with Circle Prospecting Wanting to expand your client base? It’s time to think outside of the box. Here are three ideas to get you going, starting with circle prospecting.
I shouldn’t have had to do that. Nor should other neighbors have to do that. An agent should’ve circle prospected around that listing (even if it wasn’t theirs). A postcard sent to every home in the subdivision, letting them know that a home just went on the market and the price of the home, would put that agent front and center in the residents’ minds. That is just where he or she needs to be if one of them is thinking of selling. And the chances are excellent that another home will go on the market soon. Direct mail is at the centerpiece of a circle prospecting campaign and is probably the best way to take charge. But it’s not the only way, and this market demands a multi-pronged strategy.
Add a Pinch of Social Media You don’t need to be an influencer to obtain results on social media. Get busy posting and responding. Let your followers know what your needs are. Share articles on the huge amount of equity that homeowners are sitting on right now, and create a sense of urgency to get them off the fence and into the market. I once read an inman.com article from Sam DeBord, seattlehome.com managing broker. In it, DeBord shared a story about how he dealt with a low inventory situation by blogging consistently and sharing his posts on Facebook.
10. | Master Marketing Magazine
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A for-sale sign went up in the front yard of a home down the street from me. Each time I drove by, I wondered what the listing price was. I finally looked it up online.
It worked. He got a call from a homeowner who read one of his Facebook posts and offered DeBord the listing.
So, You Didn’t Take the Listing Another creative idea when searching for listings is to go through your CRM, and dredge up information on every listing presentation you’ve made but where you didn’t get the listing. Check to see if the home ever sold, and, if it didn’t, reach out to the homeowner. This one is especially effective if the original market value is significantly higher today than it was when you made your listing presentation.
Chances are, it is.
Equity Is a Game Changer Again, the equity angle is one that will most likely move someone if they are not opposed to selling. As I mentioned earlier, homeowners who keep up with the news understand that home prices are high. Most, however, do not have the vaguest notion of what their home is worth and how much equity they are sitting on. A proactive agent would have not only sent me a postcard when that home in my neighborhood hit the market, but the agent would have also followed up a week or two later with an unsolicited basic CMA. Circle prospecting around current real estate activity is an effective way to get listings.
Dire
No, these three steps aren’t new, but they may be game changers for an agent in search of listings. They are also terrific at jetting you back to that coveted topof-mind position within your farm area.
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ct M PIQUE INTEREST and DRIVE MORE LISTINGS LAUNCH the GET MORE LISTINGS POSTCARD CAMPAIGN
SCAN TO SEND
LAUNCH THIS CAMPAIGN FROM YOUR PHONE!
AUTOMATE YOUR MARKETING IN MINUTES! No contracts. Pay-as-you-go. Change or cancel anytime.
www.Prospects.PLUS/Listings
www.ProspectsPLUS.com | 11.
Build Your Real Estate Empire Faster with Branding that Packs a One-Two Punch
Why are so many business owners still creating, producing, printing, and mailing newsletters? Interesting question…
And, Kim Walsh-Phillips, founder of Powerful Professionals, a multi-seven-figure business, is the person to answer that question (she’s shared the stage with Tony Robbins and Gary Vaynerchuk). Her response? “The effect of printed, mailed newsletters… cannot be replicated.” “My business empire has been built with print newsletters at its foundation and as a centerpiece around which everything else orbits,” Walsh-Phillips explains. “Well over 50% of my high-value clients rise up out of my newsletter subscriber base …” She is not alone.
12. | Master Marketing Magazine
Here’s the Proof “Print and direct mail marketing boasts a 9% customer response rate compared to other digital marketing channels, which hover around 1% … or less,” according to a study cited at rcbrayshaw.com. Based on a recent study, it is highly likely emailed newsletters are not getting opened at a level worthy of the effort. The study, conducted by SuperOffice Marketing, found only around 22% of business emails are opened. The response rate, or CTR (click through rate), is even more abysmal, at slightly more than 2.5%. Compare that to direct mail’s response rate of 9%, and it is a no-brainer.
“Well over 50% of my high-value clients rise up out of my newsletter subscriber base …”
Not only is the Market Dominator fully automated, making life easier for the busy real estate agent, every month includes new, engaging, high-value content. Visually, the Market Dominator packs a punch with its 12inch x 15-inch mega-size (U.S. Postal Service largest legal size allowed), resulting in a piece “impossible to miss” in homeowners mailboxes. Now for the TWO in the “One, Two Punch” The branding capacity of the Market Dominator has been taken to new heights with the addition of an agent magazine (Homes & Life magazine). Together they create an unstoppable branding fusion of highly consumable content that will not only be carried in from the mailbox but kept and enjoyed over time. Each new Homes & Life magazine is filled with appealing, valuable articles and fun projects that draw the reader in, allowing them to develop a deeper relationship with the real estate agent without the disruption of high-pressured sales tactics. Homes & Life magazine can be read by the homeowner, both online and in printed form, making it easy for an agent to ensure it is both seen and digested. If you are interested in building your real estate empire faster, it may be time to consider adding a newsletter and agent magazine to your marketing arsenal.
When you think about why there is such a vast difference, it makes sense. “Direct mail newsletters give people time to think,” notes Chris Barr, director of marketing for Taradell, LLC at neilpatel.com. “With printed marketing, we’re not anticipating the next click… We’re not bombarded with competing ads from half a dozen alternatives who bid for our attention… It’s quiet,” he concludes. Don’t Have a Newsletter? The Market Dominator newsletter is a branding masterpiece that stands alone in its category.
Woman reading the Done-for-You Market Dominator Newsletter from ProspectsPLUS!
BECOME the NEIGHBORHOOD BRAND with the MARKET DOMINATOR NEWSLETTER and HOMES & LIFE MAGAZINE Why Use this Unstoppable Branding Duo? • Standout size – 12” x 15” (largest allowed by USPS) • New monthly content written by industry experts • Fully automated marketing – you do nothing • Exclusive carrier routes • FREE personalized 12-page magazine
www.Prospects.PLUS/MD
SCAN TO LEARN MORE www.ProspectsPLUS.com | 13.
THIS YEAR: Get on Track and STAY ON TRACK!
Free Tools to Help You DOMINATE Throughout 2022
Learn from the Past, then Build for the Future Dig out your business plan from last year, and take time to ask yourself some questions: • Did you reach your goals? • If not, why? Were they unrealistic? Not clearly defined? Understand why. • What is within your power to change so that you hit your 2022 target? Then, get clear on how many contacts you need to make to get the closings required to hit your income goal.
The following are three tools that help you lay the foundation for some attainable goals, then stay on track all year long. Make this year your year for real estate domination. Listen, If You Don’t Want to End up Someplace Else… According to the late Yogi Berra, you need to know where you’re going. Unless, of course, you want to spend the entirety of this year flailing about for leads, for prospects, for income. Therefore, decide on a destination, a goal to shoot for by year’s end. Whether that’s a specific GCI or a certain number of closed deals, this goal should define how you run your business throughout the year. And how about making a vow that the journey to that destination is one that you enjoy? “There is no one pathway to success. Set goals you enjoy traveling to, not just goals that check out with your Broker, Team Lead, or Coach,” suggests David Serpa at labcoatagents.com.
14. | Master Marketing Magazine
The free interactive 2022 Real Estate Business Plan is a quick and easy way to reverse engineer your annual revenue goals. Just plug in the requested numbers, and you are pointed to the weekly contacts, listing appointments, and listings needed to make your annual income goals a reality. << SCAN ME to go to the free interactive 2022 Real Estate Business Plan (see printed version of the 2022 Real Estate Business Plan on the inside cover of this magazine).
www.ProspectsPLUS.com/BPM
12 Months of Marketing Strategies Made Simple
Set Your Marketing Budget Based on Revenue Goals
We completed a survey asking real estate agents across the country what marketing challenges consumed most of their time on a monthly basis.
Determining how much to allocate for your annual marketing budget can be challenging. However, understanding this number can dramatically increase your bottom line.
42.6% of these agents stated deciding what marketing to focus on each month was their biggest time stealer. We are determined to change this statistic. Which is why we created the 2022 Real Estate Marketing Planner and have made it available to agents for free.
The Free Online ROI Calculator, allows you to discover how much to spend on your annual marketing based on your revenue goals. << SCAN ME to go to the Free Online ROI Calculator.
www.ProspectsPLUS.com/ROI
The 2022 Real Estate Marketing Planner is a powerful 12-month guide that strategically defines what marketing to do when. This planner offers a monthly calendar with observances and weekly SEND, CALL, SEE activities. Four key market segments are included in the weekly plan: Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence, along with their recommended corresponding campaigns.
Outlining your goals each year and how you will reach them financially is the backbone of any successful real estate business. The time is now to let go of areas you fell short of in your business goals before and move forward armed with the resources to dominate THIS YEAR!
<< SCAN ME to go to the free 12-Month Real Estate Marketing Planner.
www.ProspectsPLUS.com/Plan
www.ProspectsPLUS.com | 15.
Searching for Listings? Try Focusing Your Attention HERE Instead.
What methods are you currently using to get listing leads? Prospecting? Pursuing the periodic FSBO or Expired? Throwing random ideas against the wall to see what sticks? If you are like many agents, employing one of these methods is how you spend a good portion of your workday. There is another way to go, and it includes hanging out with people who know, like, and trust you. Maybe it’s time to focus on SOI marketing?
16. | Master Marketing Magazine
If you have been running your business intelligently, you have a CRM full of warm leads to which you can make warm calls. All the time and energy expended convincing a stranger to like and trust you may be better spent tending to your sphere of influence and nurturing the amazing possibilities in your CRM.
The History of the Sphere The term “sphere of influence” didn’t originate as a sales term but as a political one. According to britannica.com, it first popped up in the late 1880s, and it described a country that exercised “… exclusive or predominant control over a foreign area or territory.” Today, the term is applied to a “business model” in which the aim is to attract customers and clients from people one knows instead of strangers. It is a list that should include relatives, friends, friends of friends, the parents of your children’s friends, your parents’ friends, and more. Essentially, your list should include everyone you know. These are people who recognize your name on a direct mail piece and who won’t hang up on you when you call.
Build your sphere-ofinfluence list FAST You can finally have a complete list of 150 SOI contacts, ready for marketing, without spending hours and hours of your own time creating it. Introducing the Easy SOI Button!
What’s included: You’ll get a dedicated marketing specialist to help you build your list. You’ll get assistance launching your first SOI campaign. And you’ll get your first month’s mailing of 150 jumbo postcards FREE.
What Can Happen When You Focus More Attention on Your SOI? I recently read a blog post where the author mentioned a real estate team whose coach advised them to focus on growing their SOI. At the time, their CRM contained around 280 members of the team’s SOI. Within four years after heeding their coach’s advice, the team’s revenue skyrocketed from zero to nearly $100 million.
SCAN TO GET STARTED www.Prospects.PLUS.com/Easy
It’s inspiring, isn’t it? Like most lead generation methods, focusing on your SOI won’t make you an overnight success. But if you’d prefer doing business with people you know, it’s the ideal way to generate new listings and referrals while building a valuable book of business.
www.ProspectsPLUS.com | 17.
The Year to CELEBRATE Your Sphere Throughout this year, you should have one goal: Do not let anyone in your sphere of influence complete a real estate transaction with an agent other than you. Your sphere has the ability to be an ongoing listing and referral generator. Don’t let this opportunity pass you by.
A recent NAR statistic states 75% of buyers and sellers choose the first agent they speak with for their real estate transaction instead of calling their previous agent. This means that just because you worked with a client in the past, doesn’t mean they will remember you years from now. They definitely won’t remember you unless you consistently keep in touch with them.
Let’s explore three ways to make sure this doesn’t happen to you.
1. The SOI Calculator We conducted a recent survey asking agents if they knew how many contacts should be in their sphere of influence in order for them to meet their revenue goals. The response showed 57.3% had no idea. No need to worry though, we’ve solved that problem by creating a free online SOI Calculator that will instantly determine how many people should be in your sphere based on your goals. All you need to do is plug in two numbers: your desired annual income and your average commission per transaction. The SOI calculator will let you know how many transactions a year you will need to achieve your goal, how many of those transactions will come directly from your sphere, and lastly, how many people you need in your sphere. It’s a very powerful tool to have. Try it for yourself!
To find out how many people you need in your SOI scan this QR Code.
www.ProspectsPLUS.com/Sphere
18. | Master Marketing Magazine
2. Take Your Sphere to the Next Level with the Free BusinessBASE™ The key to business growth is to become more visible, more trusted, and get more people to remember you. In three easy steps, the BusinessBASE™ helps you do this by cultivating and growing the three groups of people that will provide the majority of your repeat business and referrals (family, friends, and close acquaintances). According to NAR, the average person moves every five to nine years. Not all of the people in your BusinessBASE™ will move this year, but approximately 15% of them will.
3. Schedule an SOI Postcard Campaign We say it repeatedly: “Consistency is key” for marketing success. But why? Statistically, people need to see information about a company at least seven times before they can recall the brand. And 71% of consumers state they will more likely do business with a brand they recognize. Scheduling an SOI direct mail campaign is a quick and easy way to market to the friends, family, and close acquaintances in your sphere consistently.
Are you going to be the agent that helps them do this or is someone else?
A scheduled campaign ensures you stay in touch with your VIPs without having to babysit your marketing. This frees up more time for priority activities like listing appointments and closings.
By following the BusinessBASE™ guidelines, you should accomplish at least 25 transactions a year as a result of your efforts.
In addition, ProspectsPLUS!® offers an incredible threeextra-closings-a-year guarantee when you schedule an SOI campaign (turn the page for more details).
The BusinessBASE™ includes numerous contact suggestions to help build your base, as well as 30 effective ways to connect with your base, 30 creative reasons to use for calling your base, the ideal information to include in each contact profile, and the method behind using sendcall-see.
The best part about a scheduled SOI Campaign is you don’t pay until each month’s mailing goes out, and you can change or cancel your mailing up until the night before.
To download the Free BusinessBASE™ scan this QR Code.
www.ProspectsPLUS.com/Base
This degree of flexibility has made Scheduled Campaigns a big hit with real estate agents nationwide.
To learn more about launching an SOI campaign scan this QR Code.
www.ProspectsPLUS.com/SOI
www.ProspectsPLUS.com | 19.
GET 3 EXTRA CLOSINGS A YEAR, GUARANTEED! Schedule a One-Year Campaign Today
66% of the business generated by top real estate agents mostly comes from their family, friends, close acquaintances, and referrals from all three of those groups. Consistently marketing to these groups is the key to growing your real estate business. A Scheduled Sphere-of-Influence Campaign can do this for you, while freeing up time for more important tasks like listing appointments and closings.
We believe so much in the power of scheduled campaigns and what it will do for your real estate business growth, we’re offering a guarantee. Launch a one-year SOI Scheduled Campaign with a minimum of 150 postcards per month. If after one year you haven’t generated three extra closings and have incorporated the Free BusinessBASE™, we will refund the money spent on your campaign.
Postcard Campaign shown above: Get More Listings I
For full details visit
www.Prospects.PLUS/Extra
20. | Master Marketing Magazine
Ready to start growing your real estate business and get 3 EXTRA CLOSINGS A YEAR, GUARANTEED?
LAUNCH YOUR FIRST SOI CAMPAIGN FOR FREE! Pay-as-you-go
Over 10 SOI campaigns to choose from, including:
Content Cards
The Joke Series
No contracts or fees Make changes or cancel at any time — up to midnight before the postcard is scheduled to go out
Inspiration Series
Schedule a campaign from 3 months to 2 years in length
Recipe Series I
Scan this QR Code to watch the video
www.Prospects.PLUS/SOI
Animals and Fun
www.ProspectsPLUS.com | 21.
10
WAYS TO GET MORE DONE WITH AUTOMATED MARKETING
1. Animals and Fun
2. Real Estate Times
Scan this QR Code to launch your Sphere of Influence Campaign
Scan this QR Code to launch your Geographic Farming Campaign
www.Prospects.PLUS/Fun
www.Prospects.PLUS/RET
3. Renting by the Numbers
4. Absentee Owners II
Scan this QR Code to launch your High-Income Renter Campaign
Scan this QR Code to get started with your Absentee Owner Campaign
www.Prospects.PLUS/Numbers
www.Prospects.PLUS/Absent
22. | Master Marketing Magazine
5. Investor Postcards
6. Recruiting New Agents
Scan this QR Code to get started with your Investor Campaigns
Scan this QR Code to get started with your Recruiting Campaigns
www.Prospects.PLUS/Investor
www.Prospects.PLUS/Recruit
7. Holidays
8. Expired Postcards
Scan this QR Code to get started with your Holiday Campaign
Scan this QR Code to launch your Expired Campaign
www.Prospects.PLUS/Holidays
www.Prospects.PLUS/Expired
9. FSBO Postcards
10. Just Sold Campaign
Scan this QR Code to launch your For Sale by Owner Campaign
Scan this QR Code to launch your Just Sold Campaign
www.Prospects.PLUS/FSBO
www.Prospects.PLUS/JustSold
www.ProspectsPLUS.com | 23.
7
LOCAL MARKET OPPORTUNITIES IN YOUR AREA, RIGHT NOW!
High-Income Renters (Income + $70k)
State & Cities
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
ALABAMA BIRMINGHAM
13,859
74,929
29,423
23,747
7,498
1,500
46,837
HUNTSVILLE
9,103
49,237
21,024
17,374
6,881
860
33,614
MOBILE
8,169
59,996
23,704
18,158
7,862
882
39,795
MONTGOMERY
6,347
46,100
19,332
11,588
5,045
471
27,906
TUSCALOOSA
4,617
20,983
8,519
8,036
2,721
384
14,235
ALASKA ANCHORAGE FAIRBANKS
16,591
49,088
21,911
21,786
7,263
1,099
32,114
4,709
12,388
5,768
4,527
1,832
198
8,393
ARIZONA CHANDLER
13,285
54,320
23,757
21,526
4,517
970
38,001
GILBERT
9,478
47,615
21,198
23,092
4,344
1,328
37,780
GLENDALE
9,282
57,660
25,217
12,600
3,991
453
35,340
20,427
106,423
48,648
27,126
7,010
1,132
70,998
6,637
43,518
20,104
14,082
2,990
590
30,770
PHOENIX
50,682
250,450
101,333
69,315
16,019
3,213
145,803
SCOTTSDALE
18,698
75,169
34,719
47,951
6,542
1,970
53,251
9,869
28,170
11,502
10,545
2,203
451
18,977
28,194
196,326
82,884
46,638
14,896
1,604
113,604
FAYETTEVILLE
5,903
18,288
8,205
9,506
2,400
770
16,145
LITTLE ROCK
8,182
48,623
21,508
19,238
6,009
1,171
35,043
MESA PEORIA
TEMPE TUCSON ARKANSAS
CALIFORNIA ANAHEIM
14,638
61,853
22,867
15,548
4,543
631
29,007
BAKERSFIELD
12,351
99,155
41,247
20,507
7,946
1,023
54,557
CORONA
6,871
37,423
15,020
13,410
3,165
714
20,712
FRESNO
14,131
107,265
43,483
20,213
8,964
805
55,899
HUNTINGTON BEACH
14,221
48,975
21,662
25,120
5,922
992
31,685
IRVINE
20,736
50,155
19,965
32,415
5,459
1,384
29,076
113,141
391,513
127,309
104,214
20,509
5,115
157,114
MODESTO
LOS ANGELES
8,535
52,772
22,985
11,265
4,471
363
29,502
OAKLAND
24,104
75,009
29,222
30,057
5,611
1,339
33,560
OCEANSIDE
10,324
39,131
16,959
11,910
2,664
482
23,884
RIVERSIDE
11,250
64,601
25,690
16,753
5,495
805
33,916
SACRAMENTO
33,783
161,066
68,042
38,565
8,646
1,490
84,929
SAN DIEGO
76,471
247,744
94,726
102,284
19,202
4,866
140,638
SAN FRANCISCO
89,413
165,863
66,822
109,948
10,914
4,390
81,017
SAN JOSE
60,980
184,627
79,081
118,646
22,445
5,152
93,812
SANTA ANA
10,216
49,630
16,813
10,147
3,453
441
19,660
SAN BERNARDINO
4,843
39,467
13,129
3,388
1,648
112
15,639
STOCKTON
9,869
67,966
27,232
12,575
5,604
425
32,416
Begin a custom search for YOUR specific target market in YOUR selected zip code(s) using our Demographic Search Tool at: www.Prospects.PLUS/Target 24. | Master Marketing Magazine
High-Income Renters (Income + $70k)
State & Cities
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
COLORADO ARVADA
6,468
32,046
14,745
15,517
3,286
1,106
26,504
AURORA
19,712
77,514
32,623
29,009
4,921
1,785
52,372
BOULDER
10,532
23,738
10,076
18,979
3,685
1,113
18,200
COLORADO SPRINGS
30,848
122,402
53,561
46,870
11,041
2,723
96,101
DENVER
64,893
147,193
58,726
81,491
12,533
6,650
111,432
FORT COLLINS
12,420
36,789
16,649
22,890
4,778
1,429
31,309
GREELEY
4,258
20,573
8,958
6,202
1,701
301
14,285
LITTLETON
9,075
43,348
19,990
26,199
4,839
1,705
36,380
BRIDGEPORT
5,286
25,728
9,207
3,385
833
153
11,005
HARTFORD
3,571
19,868
5,936
1,863
485
86
6,725
NEW HAVEN
6,292
20,901
7,153
4,824
693
310
10,076
WATERBURY
3,000
21,510
7,498
2,644
1,070
88
11,108
NEWARK
6,268
29,519
12,737
11,405
2,841
651
19,679
WILMINGTON
8,639
53,531
22,628
20,821
5,683
1,165
35,038
63,518
123,797
45,629
68,294
10,010
5,313
76,479
BOCA RATON
12,589
56,543
26,856
33,612
5,408
1,652
38,619
BRADENTON
11,401
61,852
30,423
22,211
5,001
784
45,164
CORAL SPRINGS
5,640
27,439
11,517
7,561
2,058
246
15,449
FT LAUDERDALE
23,277
100,733
40,951
33,367
8,387
1,599
56,218
GAINESVILLE
9,884
38,472
16,292
14,844
3,918
861
27,144
HIALEAH
7,422
63,803
21,020
7,407
4,132
279
22,174
JACKSONVILLE
40,752
207,660
92,855
58,883
18,456
2,955
139,775
MIAMI
58,198
300,338
109,383
80,982
23,149
4,194
125,021
NAPLES
16,700
78,259
37,345
33,971
7,743
1,137
56,452
ORLANDO
48,822
189,352
77,143
54,920
14,640
2,980
114,422
PENNSACOLA
11,620
67,660
30,776
18,008
8,319
874
48,224
ST PETERSBURG
16,018
80,959
37,843
23,259
6,316
1,094
56,132
TALLAHASSEE
12,105
58,755
25,838
21,998
8,416
1,233
44,317
TAMPA
39,065
159,372
65,171
55,797
12,979
3,359
102,439
WEST PALM BEACH
13,186
64,027
26,512
17,656
5,246
757
36,499
ALPHARETTA
9,363
39,565
17,401
30,301
4,584
1,660
29,555
ATHENS
5,337
20,684
8,121
8,122
2,202
460
14,283
60,257
177,252
70,868
88,665
15,331
5,933
113,919
COLUMBUS
5,346
37,239
14,618
8,733
3,160
379
22,852
DECATUR
8,074
39,275
17,267
12,068
3,090
725
21,573
KENNESAW
4,514
19,825
8,666
9,086
1,953
448
14,720
LAWERENCEVILLE
9,193
46,438
19,817
14,570
3,520
573
26,483
MACON
4,665
37,090
14,468
8,514
5,000
372
22,979
12,197
67,743
29,456
35,863
8,206
2,233
49,342
SMYRNA
5,375
15,293
6,311
7,025
1,504
508
11,228
STONE MOUNTAIN
4,095
26,474
11,342
6,426
2,110
198
13,245
27,198
78,261
31,176
35,135
9,584
1,090
45,174
13,831
57,940
26,113
28,906
6,977
1,632
46,637
CONNECTICUT
DELAWARE
DISTRICT OF COLUMBIA WASHINGTON FLORIDA
GEORGIA
ATLANTA
MARIETTA
HAWAII HONOLULU IDAHO BOISE
Begin a custom search for YOUR specific target market in YOUR selected zip code(s) using our Demographic Search Tool at: www.Prospects.PLUS/Target www.ProspectsPLUS.com | 25.
High-Income Renters (Income + $70k)
State & Cities
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
ILLINOIS AURORA
6,267
32,456
12,182
10,874
2,441
542
19,354
CHICAGO
131,796
446,730
163,773
148,784
26,174
9,153
236,921
ELGIN
4,334
23,798
9,698
7,031
1,813
317
14,256
JOLIET
4,623
33,984
13,561
7,418
3,107
334
21,478
NAPERVILLE
6,890
35,728
15,042
28,499
4,144
1,898
26,916
PEORIA
3,588
26,335
10,426
6,599
2,570
310
18,015
ROCKFORD
4,219
41,108
16,307
8,242
3,574
366
27,088
SPRINGFIELD
3,816
35,276
14,378
8,219
2,963
395
25,146
BLOOMINGTON
3,993
22,006
9,220
9,059
3,009
520
15,438
EVANSVILLE
4,377
44,091
18,681
10,781
5,004
581
31,942
INDIANA
FORT WAYNE
8,416
70,299
28,676
18,134
6,792
1,021
55,185
INDIANAPOLIS
31,079
193,409
77,140
49,589
14,460
2,603
121,551
LAFAYETTE
3,431
21,325
9,026
7,004
2,325
344
15,964
SOUTH BEND
3,125
32,800
14,040
6,749
3,289
326
23,002
VALPARAISO
2,677
19,687
8,789
8,353
2,319
408
15,670
CEDAR RAPIDS
4,582
30,970
12,879
11,965
2,386
700
27,872
DES MOINES
7,473
45,153
17,014
10,628
2,667
625
34,971
IOWA CITY
3,799
13,616
5,376
7,321
1,136
480
11,105
KANSAS CITY
3,929
27,506
10,518
6,032
2,533
259
15,422
LAWRENCE
5,300
17,593
7,377
7,343
1,569
422
13,740
OLATHE
5,121
26,704
11,094
12,992
2,144
704
23,111
OVERLAND PARK
11,113
39,426
17,437
24,640
3,285
1,512
31,907
WICHITA
13,710
80,152
32,767
22,513
7,331
1,041
56,075
IOWA
KANSAS
KENTUCKY LEXINGTON
16,257
64,508
26,507
25,044
5,073
1,579
46,592
LOUISVILLE
24,806
177,562
73,169
49,632
17,576
2,529
125,763
12,926
79,202
33,929
29,534
8,353
1,920
51,200
LAFAYETTE
5,868
32,245
13,532
12,746
3,497
1,014
23,297
LAKE CHARLES
4,187
28,488
12,345
8,476
3,685
467
19,335
METAIRIE
5,183
34,700
14,781
12,590
4,419
800
22,791
20,119
92,603
37,119
29,116
9,771
2,271
48,136
5,412
51,482
21,601
13,478
5,475
759
31,667
4,954
14,465
5,650
5,622
1,523
351
9,684
BALTIMORE
23,930
122,294
45,705
30,575
6,735
2,050
63,817
COLUMBIA
5,983
21,251
9,666
12,477
2,116
649
14,010
FREDERICK
7,264
29,675
12,656
13,700
2,835
785
21,323
GAITHERSBURG
7,267
24,449
10,250
14,178
2,364
725
14,379
HYATTSVILLE
5,908
20,862
7,313
4,089
474
190
8,800
LAUREL
7,188
22,411
9,386
9,331
1,862
473
12,856
17,534
59,408
24,934
27,779
5,366
1,436
30,767
LOUISIANA BATON ROUGE
NEW ORLEANS SHREVEPORT MAINE PORTLAND MARYLAND
SILVER SPRING MASSACHUSETTS BOSTON
17,434
22,420
8,172
17,731
1,642
1,131
13,541
BROCKTON
2,987
19,233
7,100
2,814
863
97
8,870
CAMBRIDGE
13,291
17,294
7,019
11,443
1,217
712
9,408
FALL RIVER
3,565
18,492
7,817
2,577
903
105
10,875
Begin a custom search for YOUR specific target market in YOUR selected zip code(s) using our Demographic Search Tool at: www.Prospects.PLUS/Target 26. | Master Marketing Magazine
High-Income Renters (Income + $70k)
State & Cities
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
MASSACHUSETTS continued LOWELL
4,820
19,691
7,592
3,676
1,180
170
LYNN
3,284
17,754
6,670
2,847
878
151
9,408 8,359
NEW BEDFORD
3,516
19,677
8,361
2,724
1,047
106
11,411
QUINCY
7,979
21,108
8,276
6,715
1,437
383
12,538
SOMERVILLE
9,579
11,287
4,493
6,716
720
584
7,806
SPRINGFIELD
3,357
29,454
10,641
3,182
1,790
115
14,955
WORCESTER
7,796
34,131
13,375
8,094
2,128
372
19,213
11,257
30,830
13,048
22,249
3,396
1,526
22,422
3,988
26,028
11,433
7,856
2,084
349
19,793
14,296
127,264
45,406
12,060
11,729
611
58,502
MICHIGAN ANN ARBOR CLINTON TWP DETROIT FLINT
3,191
34,082
13,331
4,352
3,206
139
20,409
16,491
72,682
29,984
29,315
6,273
2,080
62,490
KALAMAZOO
5,218
31,589
13,682
10,687
3,060
737
25,916
LANSING
6,727
36,169
15,145
9,198
2,860
471
27,211
LIVONIA
2,813
25,107
10,670
12,533
2,943
607
21,221
MUSKEGON
2,590
24,699
10,798
5,018
2,769
175
19,793
SAGINAW
3,065
31,980
13,525
6,438
4,204
272
23,086
STERLING HEIGHTS
3,537
31,001
12,496
10,746
3,012
462
20,748
WARREN
3,122
31,791
12,774
5,465
2,603
211
21,674
YPSILANTI
5,181
20,649
8,647
7,473
1,540
482
14,433
GRAND RAPIDS
MINNESOTA DULUTH MINNEAPOLIS ROCHESTER SAINT CLOUD SAINT PAUL
3,372
24,924
10,694
9,300
2,903
544
21,012
48,410
222,753
92,632
92,950
18,700
5,886
164,896
4,938
26,721
11,930
12,322
2,635
850
21,868
2,695
14,357
6,163
5,244
1,402
300
11,354
31,424
170,950
71,926
75,191
12,713
4,277
128,431
4,243
38,706
14,345
7,721
3,855
355
19,857
6,726
27,717
11,836
11,595
2,902
646
21,415
MISSISSIPPI JACKSON MISSOURI COLUMBIA INDEPENDENCE
3,636
29,947
12,868
5,372
2,752
139
19,612
23,904
116,508
46,813
36,422
10,070
2,118
79,055
4,689
30,267
13,276
11,464
3,240
598
26,054
SAINT LOUIS
30,737
208,504
83,177
67,079
17,382
4,439
141,207
SPRINGFIELD
7,776
50,782
22,529
14,616
5,060
770
38,522
BILLINGS
5,249
30,045
12,392
9,536
3,683
478
23,860
MISSOULA
5,072
19,278
7,758
7,971
2,298
462
14,896
KANSAS CITY SAINT CHARLES
MONTANA
NEBRASKA LINCOLN
9,876
58,823
23,889
19,413
4,813
967
46,325
OMAHA
18,863
111,414
43,892
44,650
7,739
2,679
86,475
NEVADA HENDERSON
21,918
79,528
40,410
31,841
5,890
1,180
58,211
LAS VEGAS
88,183
320,258
142,615
93,371
19,895
3,462
192,278
N LAS VEGAS RENO
9,460
45,956
20,263
8,640
2,444
298
26,280
19,285
70,621
32,082
28,897
6,219
1,260
51,941
6,719
25,499
10,275
5,922
1,758
254
16,159
NEW HAMPSHIRE MANCHESTER
Begin a custom search for YOUR specific target market in YOUR selected zip code(s) using our Demographic Search Tool at: www.Prospects.PLUS/Target www.ProspectsPLUS.com | 27.
High-Income Renters (Income + $70k)
State & Cities
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
NEW JERSEY JERSEY CITY
19,947
40,065
13,269
15,084
2,070
826
16,661
NEWARK
6,566
37,897
10,897
3,066
691
93
10,216
TRENTON
5,584
36,172
13,169
8,723
2,232
453
19,136
20,307
139,129
60,108
42,359
11,629
1,803
78,507
19,349
NEW MEXICO ALBUQUERQUE NEW YORK ALBANY
7,148
30,390
12,877
8,776
1,973
508
BRONX
46,866
237,041
86,225
27,235
4,731
999
61,961
154,779
399,528
164,729
120,468
17,945
8,869
149,872
BROOKLYN
18,343
119,187
47,466
26,954
11,582
1,645
81,714
NEW YORK
BUFFALO
192,933
318,354
129,791
158,269
5,788
11,191
145,026
ROCHESTER
17,169
106,347
44,720
22,446
7,787
1,212
73,907
SCHENECTADY
5,743
37,696
16,443
11,233
4,543
534
27,101
STATEN ISLAND
23,502
95,503
43,968
41,328
9,592
2,662
50,079
SYRACUSE
7,467
46,573
17,558
9,504
4,127
482
31,158
YONKERS
10,235
34,135
14,074
8,908
1,679
432
14,119
8,531
34,083
14,120
21,192
5,457
1,146
26,100
NORTH CAROLINA CARY CHAPEL HILL
6,663
20,936
9,007
15,314
3,084
888
15,218
CHARLOTTE
50,856
169,006
67,438
78,965
16,074
5,406
122,353
DURHAM
16,407
58,313
24,305
24,796
7,120
1,741
40,164
FAYETTEVILLE
11,384
49,789
19,912
14,796
4,712
821
31,691
GREENSBORO
13,267
70,100
28,436
22,265
8,598
1,246
50,597
GREENVILLE
4,821
20,847
8,374
7,019
2,978
408
15,063
JACKSONVILLE
3,606
17,930
7,544
4,461
2,795
276
14,405
RALEIGH
32,109
107,236
44,497
55,171
15,020
3,654
84,553
WILMINGTON
11,962
49,415
21,987
20,176
6,029
1,121
42,046
9,521
59,460
24,213
15,499
7,923
946
41,869
BISMARCK
2,938
19,786
9,061
7,526
2,336
481
19,762
FARGO
5,614
22,914
9,500
8,877
2,433
519
21,010
AKRON
6,912
56,618
24,048
11,472
6,287
642
43,996
CANTON
6,177
48,814
18,591
14,556
6,857
735
41,969
CINNCINNATI
32,605
176,303
73,602
62,382
14,031
4,297
143,113
CLEVELAND
23,999
175,170
71,414
33,477
8,379
1,832
115,983
COLUMBUS
44,585
166,164
68,348
54,651
9,774
4,009
128,305
DAYTON
16,122
105,505
46,177
26,281
9,958
1,309
79,177
HAMILTON
3,163
21,822
9,477
4,253
3,447
189
18,492
SPRINGFIELD
2,829
25,788
11,639
5,788
3,107
234
20,741
TOLEDO
9,785
69,888
28,833
13,366
6,778
568
54,573
WESTERVILLE
4,681
21,932
10,173
13,247
1,843
953
21,481
YOUNGSTOWN
3,505
40,477
16,901
8,831
5,287
378
32,376
6,483
37,096
18,017
19,723
4,053
1,234
33,440
WINSTON SALEM NORTH DAKOTA
OHIO
OKLAHOMA EDMOND NORMAN
5,310
24,671
11,725
9,087
2,584
446
19,809
OKLAHOMA CITY
19,956
123,851
53,589
28,334
10,239
1,370
83,165
TULSA
14,988
91,555
40,471
26,042
7,285
1,363
61,346
BEAVERTON
11,626
38,488
17,591
18,115
2,535
949
26,062
EUGENE
11,083
45,648
20,534
17,967
3,814
913
33,680
OREGON
Begin a custom search for YOUR specific target market in YOUR selected zip code(s) using our Demographic Search Tool at: www.Prospects.PLUS/Target 28. | Master Marketing Magazine
High-Income Renters (Income + $70k)
State & Cities
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
OREGON continued PORTLAND
57,771
186,700
78,247
92,890
18,206
5,579
126,219
9,785
47,663
21,398
16,981
3,329
1,064
34,733
ALLENTOWN
4,330
34,530
13,581
7,686
2,558
312
20,122
ERIE
3,675
41,774
17,176
10,094
5,002
288
32,364
SALEM PENNSYLVANIA
HARRISBURG
5,324
38,890
16,359
9,277
3,828
354
24,637
PHILADELPHIA
50,967
306,251
114,095
58,791
19,136
3,530
149,554
PITTSBURGH
24,429
157,335
67,880
45,807
19,062
2,511
115,971
5,221
45,545
18,051
10,391
4,172
372
28,814
7,403
27,245
8,632
6,760
1,642
451
13,333
CHARLESTON
11,915
40,425
17,057
18,124
4,193
1,209
31,431
COLUMBIA
13,281
70,276
28,642
21,639
8,010
986
43,393
GREENVILLE
10,096
47,810
19,706
17,068
5,294
1,005
33,413
7,935
39,977
17,308
17,431
3,547
1,282
33,772
CHATTANOOGA
8,286
47,205
19,040
13,660
5,097
737
30,284
CLARKSVILLE
6,747
33,984
14,099
10,214
3,671
552
24,034
KNOXVILLE
14,527
92,723
38,309
30,031
11,839
1,560
67,214
MEMPHIS
17,534
132,730
51,948
26,597
9,385
1,278
64,572
8,554
39,050
16,621
16,517
3,475
710
29,320
27,256
91,013
34,664
48,827
9,246
3,519
62,448
AMARILLO
6,388
49,067
20,741
12,246
7,021
678
33,934
ARLINGTON
15,501
75,798
30,663
23,793
6,259
949
45,609
AUSTIN
76,497
184,353
74,654
103,422
22,083
6,752
137,072 12,573
READING RHODE ISLAND PROVIDENCE SOUTH CAROLINA
SOUTH DAKOTA SIOUX FALLS TENNESSEE
MURFREESBORO NASHVILLE TEXAS
COLLEGE STATION
4,968
15,238
6,408
8,493
2,320
484
CORPUS CHRISTI
11,025
67,575
28,188
16,226
7,863
764
43,254
DALLAS
66,882
243,480
91,378
95,141
20,853
6,205
135,034 18,165
DENTON
7,136
25,128
11,210
8,482
2,121
402
EL PASO
16,360
143,929
50,438
22,236
11,873
1,048
67,444
FORT WORTH
34,381
165,182
65,851
46,544
15,344
2,595
104,105
GARLAND
8,870
46,617
18,975
11,552
3,601
476
24,468
GRAND PRAIRIE
6,144
33,331
12,859
8,067
3,211
307
17,691
124,535
551,932
201,649
180,851
56,873
9,358
281,232
IRVING
13,636
39,490
14,444
11,456
3,183
488
20,180
KATY
HOUSTON
14,404
61,184
23,877
30,061
7,072
1,741
41,043
KILLEEN
6,042
25,761
10,457
5,471
2,292
201
16,064
LEWISVILLE
7,066
23,844
10,017
10,726
1,886
625
16,824
LUBBOCK
9,500
53,259
21,851
15,345
6,265
849
37,151
MESQUITE
4,859
27,621
11,323
5,510
1,958
170
14,675
16,371
59,335
25,414
35,983
6,490
1,817
38,587
ROUND ROCK
8,265
31,340
13,444
14,107
3,404
797
24,156
SAN ANTONIO
59,514
349,812
139,463
86,820
36,904
4,260
206,675
OGDEN
6,902
35,146
15,388
13,705
2,613
706
28,723
OREM
3,639
12,777
5,698
7,183
1,313
730
10,716
PROVO
3,231
10,640
4,600
5,848
1,104
577
8,792
23,790
74,410
32,045
39,066
6,519
3,036
55,928
PLANO
UTAH
SALT LAKE CITY
Begin a custom search for YOUR specific target market in YOUR selected zip code(s) using our Demographic Search Tool at: www.Prospects.PLUS/Target www.ProspectsPLUS.com | 29.
State & Cities
High-Income Renters (Income + $70k)
Baby Boomers & Seniors (Age 50+)
Empty Nesters (Likely to downscale)
High-Income Consumers (Income +$100k)
Investors (Self-reported lifestyle as an investor)
Move-Up Market (Likely to upscale home)
Lifestyle Interests (Golf, Tennis, Boat Owners, etc.)
UTAH continued SANDY
3,798
20,090
9,089
13,536
2,432
1,193
17,193
WEST JORDAN
3,552
16,952
6,893
7,351
1,204
424
14,155
ALEXANDRIA
26,069
66,854
25,430
40,948
7,374
2,435
43,222
ARLINGTON
25,693
39,191
14,346
33,563
4,948
2,325
28,351
VIRGINIA
CHESAPEAKE
7,809
53,618
21,336
17,463
6,527
1,010
41,108
120,002
39,948
15,902
29,035
5,304
1,819
26,342
FREDERICKSBURG
9,105
39,521
16,487
16,180
3,859
914
30,237
HAMPTON
5,185
31,040
12,295
6,905
2,825
268
20,313
NEWPORT NEWS
6,694
38,904
14,590
8,562
2,449
383
25,191
NORFOLK
9,060
43,359
15,989
10,428
3,543
512
27,989
RICHMOND
14,069
57,907
21,373
19,558
4,515
1,262
35,523
ROANOKE
5,347
42,319
16,779
10,876
5,695
481
30,875
VIRGINIA BEACH
20,444
99,915
40,024
35,741
9,223
1,979
78,628
WOODBRIDGE
10,186
38,256
14,841
15,572
3,311
791
22,354
BELLINGHAM
7,077
27,298
11,582
11,680
3,859
628
17,882
EVERETT
9,459
33,177
13,292
10,867
2,099
468
19,038
OLYMPIA
7,464
37,018
16,657
15,912
4,238
610
24,752
RENTON
8,505
28,105
11,395
13,370
2,684
612
16,293
SEATTLE
69,266
138,684
51,490
87,632
13,567
5,199
84,901
SPOKANE
10,574
66,364
28,285
19,937
7,051
1,019
49,763
TACOMA
15,057
61,403
25,131
17,446
4,733
786
36,854
VANCOUVER
17,629
72,281
32,367
28,633
5,075
997
50,404
3,297
15,946
6,298
6,112
3,029
402
13,064
APPLETON
5,630
27,792
11,674
11,952
3,399
617
25,660
GREEN BAY
7,368
40,953
16,719
11,793
5,183
595
36,305
MADISON
23,188
52,390
20,261
27,047
3,686
1,695
42,709
MILWAUKEE
38,615
168,675
63,358
45,276
10,074
2,214
114,399
3,647
24,062
9,993
5,529
1,870
168
17,653
3,516
21,356
9,365
6,353
2,566
252
15,839
FAIRFAX
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WEST VIRGINIA MORGANTOWN WISCONSIN
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Baby Boomers & Seniors
High-Income Renters
Investors
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Each month includes:
A monthly calendar, color-coded to match weekly action items Weekly campaign postcard images with QR Codes for easy ordering Weekly action items by segment, with defined tasks Monthly holiday mail-by dates for mailing postcards standard class A monthly list of fun activities to reference when contacting your Sphere of Influence Monthly observances
The Real Estate Marketing Planner 12 Months of Strategic Real Estate Marketing DONE-FOR-YOU The Real Estate Marketing Planner is a 12-MonthGuide that strategically defines what marketing to do throughout the year. Each week SEND, CALL, SEE action items are outlined for key market segments. These segments include SOI, farm, niche markets, and past clients. Statistically, 66% of your business will come from family, friends, referrals, or hand-raisers defined in the planner as one of four market segments.
Download your copy of the Real Estate Marketing Planner at:
www.Prospects.PLUS/MarketingPlan
