Master Marketing, A Magazine For Successful REALTORS®

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?

16

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.

MODERNIZE Y

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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

D

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.

ail

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

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32. | Master Marketing Magazine

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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