Master Marketing Magazine | Issue 2 by ProspectsPLUS!

MASTER MARKETING MAGAZINE REALTOR® GUIDE TO STRATEGIC MARKETING

THE BIG DATA

GAME IS ON

NIELSEN PRIZM CODES. SMART SEGMENTS. GROUNDBREAKING TECHNOLOGY.

PAGE 26

HOW TO DOMINATE IN A GEOGRAPHIC FARM AREA PAGE 10

6-MONTH MASTER MARKETING SCHEDULE INSIDE

P G OSS IF T IBL CA E RD $2 0 IN SI D

A W RE IN YO N U ER A ?

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PRINT • PUBLISHING • DIRECT MAIL

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MASTER MARKETING MAGAZINE - FROM ALL OF US AT PROSPECTSPLUS!

Hello from all of us at ProspectsPLUS! Our Mission is to be the best in the world at empowering our customers with the “right marketing piece” for the “right person” at the “right time.” With that mission in mind we’re proud to introduce Nielsen PRIZM codes to our platform, allowing you direct access to this science-backed behavior-based data. We invite you to scan the QR code on the next page to watch a video on what this data can do for you. We truly appreciate the opportunity to serve you and appreciate the 4.9 Star Google Rating you’ve given us! We’re also happy to announce our relationship with Google and that ProspectsPLUS! is now an official Google Partner.

PROSPECTSPLUS! IS AN OFFICIAL GOOGLE PARTNER.

TAKE A VIRTUAL TOUR OF

ProspectsPLUS!®

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TABLE OF CONTENTS 8 WORKING ON YOUR BUSINESS – NOT JUST IN YOUR BUSINESS 10 HOW TO DOMINATE IN A GEOGRAPHIC FARM AREA 12 THE RIGHT TOOLS FOR THE RIGHT PEOPLE AT THE RIGHT TIME 13 EVERY DOOR DIRECT MAIL – WHY IT’S A HOT-TICKET ITEM

THE BIG DATA GAME IS ON!

ARE YOU IN IT TO WIN IT? PAGE 26

14 HOW TO TAKE MORE LISTINGS NOW 15 8 REASONS TO REFER A FRIEND 16 4 WAYS TO USE HYPER-LOCAL CONTENT FOR A COMPETITIVE EDGE 17 10 DIRECT MAIL BEST PRACTICES 18 6 STRATEGIES FOR MAXIMIZING YOUR MARKET 20 WHY DATA NEVER SLEEPS 22 HOW FREE REPORTS CAN HELP BUILD YOUR BOOK OF BUSINESS 24 4 PROVEN TIPS FOR A STRONG SECOND HALF 25 7 SMART TIPS FOR USING DOOR HANGERS 26 THE BIG DATA GAME IS ON: ARE YOU IN IT TO WIN IT? 36 MASTER MARKETING SCHEDULE 42 CATALOG

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MMM | TIPS & TRICKS

PLAN TO ENJOY A GREAT CAREER

WORKING ON YOUR BUSINESS – NOT JUST IN YOUR BUSINESS What separates top producers from their less-successful counterparts in this and every market? Their ability to work on their business while working in their business. What’s the difference? For most, it begins with the right mindset. Real estate sales is not just a job; it’s a career and a business that requires planning, careful thought, organization and systems that create and maintain balance, accountability and forward momentum. You need to put all systems in place to enjoy a great career and avoid the dreaded feeling of being on a commission roller coaster. Here are three steps to get you there: Step 1: Have a plan. Part of working on your business is creating a written plan. You likely fall into one of three categories: • •

•

You’re brand-new and more than a little overwhelmed at where to start. You’re an early adapter to the concept of effective planning and are enjoying a stable, productive career despite market peaks and valleys. You’ve been at this for a while and, while still in business, you don’t have a formal plan to create sustainable, repeatable success. You find yourself working 12-hour days with high stress and little certainty as to where your next deal will come from.

Planning is critical to realizing your goals, generating consistent income and creating an exit strategy that ensures you have a valuable “book of business” that you can sell when you’re ready to retire. Your plan should: • •

Be written out and clearly defined Have a realistic and comprehensive budget • Be based not only on your goals, but also on your family’s goals (very important to maintaining the support system necessary during long days or tough weeks!) • Outline the number of transactions you need to reach those goals – based on commission dollars, list-to-close ratio and fall-through rate • Outline the number of contacts, appointments scheduled and appointments attended you need to realize your transaction goal • Break your numbers down into daily, weekly and monthly activities so that you always know where you are in relation to your goal Be sure to share your plan with a manager, mentor, coach and/or partner to set up a system of accountability. Step 2: Employ smart marketing. In today’s competitive arena, effectively marketing yourself, your listings and your business requires both consistency and laser focus:

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•

BY JULIE ESCOBAR

Consistency. Countless agents send single marketing pieces to blanket areas of several thousand consumers with no intention of following up. Many others take the “holiday” approach to staying in touch by sending an annual holiday card in the hopes that they’re remembered throughout the year. Both of these approaches are a waste of time, energy and valuable marketing dollars. The truth is, you should be in contact with your sphere of influence at least every four to six weeks. Using the popular send-call-see approach (part of our free BusinessBASETM), you can easily set up a system for contacting your VIPs each month. Send a postcard, letter, newsletter, flyer, novelty or note one month. Call with a friendly event reminder, helpful hint or just to say hello the next month. During the third month, arrange to see them via a networking event, social gathering or quick in-person visit (with notice, of course) where you drop off a small gift, informational item or card. Then start the “rotation” over again. Such consistency creates vital “top-of-mind” awareness that often becomes “the key to the kingdom”

MMM | TIPS & TRICKS when growing your referral base and generating a reliable income. •

Laser focus. Gone are the days when agents could afford to take a “shotgun” approach – casting a wide net in the hopes of “catching a few.” This approach wastes precious resources on prospects that couldn’t, wouldn’t or shouldn’t do business with you for any number of reasons. Response rates increase dramatically when you speak directly to the needs and interests of a particular group. Wise agents seek out demographics and/or geographics that they relate to or have a history of success with. The more comfortable you are speaking to a particular group or segment, the more you become recognized or thought of as a specialist in that field. As you discover the wonderful world of data mining, your watch and your wallet will thank you for it! Here are just a few examples: •

•

• •

First-time homebuyers. Try MapMyMailSM to quickly data mine for local renters. Send a postcard or letter that explains the advantages of home ownership as well as the possible monthly savings and opportunity to build equity! Builders. Offer to help builders eliminate their biggest worry: standing inventory. Create a list of every builder in your area, and then send a flyer or brochure explaining how you can data mine for the perfect customers to purchase their homes! FSBOs. There are many effective search products for this demographic. Fear leads many agents to steer clear of FSBOs, which eliminates at least a portion of your competition. Because you know that they are (or at least were) motivated to sell, you can pull out the stops, give them the tools they need to sell, and use your best skills to price the home right for your particular market. Investors. Find high-income earners who would be great potential investors. A new geographic farm. Find an area in your market that’s beginning to see turnover but doesn’t currently have

another agent with more than a 10% market share. Start connecting each month using the Neighborhood Update/Free Offer series to present yourself as the turn-to agent in your market. Step 3: Put systems in place. Without systems, you’re like a hamster on a wheel – spinning incessantly without ever getting anywhere. Systems are the only way to establish and maintain the delegation, automation and streamlining necessary to continuously work on your business. Systems allow you to: • • • • • •

Manage your time effectively Create a consistent standard of service Assure clients that their needs are being met by a “team” Provide checks and balances for fine-tuning your business Promote efficiency and accuracy Reduce training time when bringing on new team members

•

• • •

do you know someone who is – so I can help this nice family find what they’re looking for? Just checking in! With all of the activity in our market, I thought you might have some questions. Is there anything I can answer for you? Is there anything I can do to help you? I’m expanding my business and could use your help… Have you been receiving the information I send out? Do you have any questions?

What can you do when you see them? • • • • • •

Create opportunities for appointments Take them to lunch Attend a neighborhood block party Organize a charity drive in the community Sponsor a free workshop, and invite everyone to attend Get out there and be visible in the community you serve Walk your farm, leave door hangers, and start making friends

What systems should you have in place?

•

• • • • • • • •

Working on your business requires dedication and a commitment to the activities that earn you top dollar and enable you to “feed” the career you’re building. Never lose sight of the fact that prospecting, presenting and closing should always be at the top of your list.

•

Time management Lead generation/prospecting Pre-listing/listing presentations End-to-end marketing Closing Price reductions Automated Just Listed/Just Sold Send-call-see for connecting with sphere and farm Measurable ROI tracking

Send-call-see. Be the resource of choice at a time when consumers have lots of questions regarding the value of their property, their buying power, investment opportunities and what’s happening in their market. You’re not bothering them – you’re providing a service. What can you send them? • • • • • • • •

Postcards Newsletters Handwritten notes Something fun An email A message on social media An offer for an item of value A card

What can you say when you call them? •

I have buyers who are looking for a home in your neighborhood. Have you ever thought about selling – or

Visit www.prospectsplus.com to get your FREE copy of our BusinessBASETM (plus learn the 250 people who should be in your SOI), and be sure to bookmark our Master Marketing Schedule. And while you’re online, please take a moment to like our Facebook page. We’re always sharing new ideas, strategies and dialogues with industry experts and real estate professionals just like you! Need help? Contact our team today at 866.405.3638.

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MMM | TIPS & TRICKS

PUT THE PIECES IN PLACE TO OUT-BRAND, OUT-MARKET AND STAND OUT

HOW TO DOMINATE IN A GEOGRAPHIC FARM AREA Successful agents realize that the people they need to touch aren’t always waiting for their next email or hanging on their every Facebook post. They’re out in their neighborhoods and communities and – in this powerful information age – they’re seeking out the resources they know will make a difference in terms of how they make decisions for their families. How do you brand yourself as that resource? Here are a few ideas: 1. Focus on consistency and content. Farming a geographical area is a proven way to garner new listings and referrals. Yet for many agents, the what (what to send, say, create), the when (how often) and the cost (that one speaks for itself) stop them from farming consistently. Maybe a mailing here or there, but nothing that truly helps them become a brand name in a market area. That’s why we created the Market Dominator. The “what” and “when” are buttoned up for you with a monthly mailing that has two powerful consumer-centric articles on the front, bright eye-catching infographics, engaging direct

response offers, free reports that can be used as fair trade items, fun conversation starters and a timely agent message. The back includes content-rich articles and ideas that consumers love to share. This attention-grabbing 12” x 15” poster can be delivered to every house in your farm area every month via the cost-saving Every Door Direct service from the USPS. And the cost? A dollar or less per piece, depending on whether you take advantage of our marketing partnership opportunity with a national home security organization. 2. Get out of stealth mode. A powerhouse agent and coach recently challenged her coaching members and agents worldwide to get away from their computers and get out front and center in the communities they serve. Social media is an amazing place to speak one-to-many, develop powerful agent-to-agent referrals and connect with your sphere, but nothing will ever take the place of meeting and greeting people in the neighborhoods you serve.

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BY JULIE ESCOBAR

Our Dominator customers know that owning a market is like peeling an onion – there are many layers. Door knocking; canvassing; Q&A sessions at your local market, coffee shop or library; open houses; charity drives; school sponsorship participation – all of these help consumers put your face with your name and your name with your business... and brand you as the community resource they can turn to for all of their real estate needs. 3. Beef up your collateral (and sell yourself). What do consumers really want to know about the agent they choose to help with one of the biggest financial transactions of their lives? Your results. Fire up those Just Listed and Just Sold postcards – share statistics and testimonials, showcase what makes you unique, and describe how that benefits them. Use door hangers and flyers to extend your reach and the extra Dominators you receive to show potential sellers how you’re going the extra mile to ensure that every home you list is sold as quickly as possible and at the highest price possible.

MMM | TIPS & TRICKS next deal. Chasing the next commission is not a fun way to earn a living or live. Our industry is a treasure trove of opportunity. It’s one of the few where there’s no cap on how much you can earn or how far you can go – For example, you can break the regardless of gender, “nine strategies” into biweekly posts race, religion, geography, on social media, with an offer to history or anything else. email the entire report to those who It does take planning, are interested. You also can use the courage, consistency, reports as opt-in pieces on your skill building, a stickwebsite or as fair trade items in your to-it attitude and the follow-up phone calls. right tools, but those are simple things compared People want to see two things on the WIIFM (What’s In It For Me) channel that with the ROI you’ll enjoy. they’re tuned into every day: resources So commit to being part and results! of the 7%. Fire your business on all cylinders. National speaker and coach Todd Work your sphere, your Robertson shared this thought: “As the farm and your niche market heats up, this country’s great each and every day. The agents – and those on their way to result? A career that’s becoming great – are very focused on fun, exciting, rewarding three things: and everything you want • Qualifying people stronger than ever it to be. 4. Repurpose your direct response content. Using the free reports such as Nine Strategies for Getting up to 17% More for Your Home as a direct response offer on your neighborhood update postcards, in your social media or in email campaigns is a great way to layer your marketing.

•

Separating themselves from the competition • Having a consistent campaign in place to farm and create passive income for years to come. This is simple, yet it’s not always easy. Simple because most of your competition will not commit to an area for any real length of time. Simple because we’ve seen results of at least 10% market share in the first year and 20+% in the second year. The truth is that it’s not always easy, because you have to believe in yourself. Believe in your selling skills and, most important, believe that you deserve to be wildly successful. It all starts there.” Most agents simply won’t commit to geographic farming. “It takes too long” and “It costs too much” are the two biggest “reasons” for not jumping in. That’s good news for the agents who do, because it means that they fall into the 93/7 rule: They’ll be the 7% of agents ruling their markets while the other 93% continue “one-and-done” marketing or worse – no marketing, just chasing the

Got questions about how to DOMINATE in your market? Call Todd Robertson at 702.683.1967, or email us today at team@prospectsplus.com. Need help building your collateral materials, sending Just Listed/Just Sold postcards, finding the right free reports for your buyers and sellers or building a better brand for yourself? Visit us at www.prospectsplus.com, or give us a call at 866.405.3638. “The Market Dominator works! Of the 8 properties that changed hands in my carrier route over the past year, I was responsible for 3 sold listings! One came directly from a Dominator call, and the others were indirectly related. I use the Dominator not only to share real estate news, but also to share parts of my personal life, which proves helpful in starting conversations.” – Adam L. Kabinoff, Esq

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FOR MORE MARKET DOMINATOR INFORMATION & EXAMPLES

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MMM | TIPS & TRICKS

HIT YOUR TARGET, AND YOU’LL HIT YOUR STRIDE

THE RIGHT TOOLS FOR THE RIGHT PEOPLE AT THE RIGHT TIME As a busy real estate agent, it’s easy to get overwhelmed. You have lots of plates spinning and can quickly get stretched thin trying to be “all things to all people.” That strategy is a recipe for burnout and stress. Focus instead on the right people for you. Whom do you enjoy working with? Whom do you want to connect with month after month? Put the tools, marketing, strategies and plan in place to work with more of those people and less of the “everyone” you may be chasing. Why? First, we’re always better when we’re in our own element – working with the types of people we’re in sync with. Second, just like anything else, the more you work with specific niches, the more skillful you become at knowing everything that might come your way with those buyers and sellers – and precisely how to deal with it. Here’s what’s also cool: We can help! Our marketing tools are created by real estate professionals for real estate professionals. We’ve been in your shoes. We keep our eyes and ears on the market and deliver what you need to get the job done. That brings a sense of relief to our customers, as they know right where they can get what they need at a price they can afford. Here are a few examples: •

Luxury home marketing. Love to work with high-end sellers and

fabulous luxury properties? Who could blame you? Having beautiful high-end property portfolios that are cost-effective and simple to create is easier than you might think. We’ve done it all for you with coordinating materials. •

FSBOs and expireds. These turn-to niches are a staple for most real estate pros, especially when they’re eager to ramp up listing inventory. We’ve developed entire kits – complete with postcards, free reports and brochures – to help you market to them effectively and affordably. Pick the one that works best for you! Remember: The key is at least three to five contacts with these potential sellers, and follow up with phone calls!

•

First-time homebuyers. This is a great niche for a lot of agents, especially newer ones, because first-time buyers typically are less intimidating. With interest rates low and home prices on the rise, now is the time for renters to invest!

•

Geographic farm or neighborhood niche. We recommend all agents

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stick close to a sphere of influence and market to a geographic farm. Two of the most popular marketing tools for this are our Neighborhood Update/Free Offer Series of postcards and the Market Dominator. Over time and with consistency, you can “own” those neighborhoods in terms of both loyalty and market share. Here are a few other niches you might try: Seniors, Investors, Short Sales, Foreclosures & REOs and Property Management. Matching your marketing to your market is one of the smartest things you can do to ensure success. When your marketing speaks specifically to your demographic, you have a much better chance of finding the hand-raisers who will pick up the phone. Whatever your target market is, we’re here to help! Call us if you need assistance: 866.405.3638.

FOR MORE FSBO AND EXPIRED KITS INFORMATION & EXAMPLES

MMM | TIPS & TRICKS

EVERY DOOR DIRECT MAIL – WHY IT’S A HOT-TICKET ITEM Every Door Direct Mail® is the buzz and a hot-ticket item – for three very good reasons: 1. It literally gets you in every door of the geographic neighborhoods you’re looking to farm. 2. At a reduced postage cost, it makes saturating an area affordable. 3. It takes the guesswork out of your marketing. You don’t need a specific mailing list; you can use direct response offers to increase your response rate, and you can let a company such as ProspectsPLUS! do all the heavy lifting for you! ProspectsPLUS! Director of Business Development Ramona Williams recently sat down to share what savvy agents are sending these days and why. Here’s an excerpt from the interview: Q: Ramona, EDDM orders are flying out of the print shop lately. What would you say are the top three types of mailings agents are ordering when using this service? A: I’d say by far the most popular pieces are the Panoramic Postcards for featuring a new listing and the all-new Neighborhood Update/Free Offer Series. Both are sleek, beautiful, allow you to

market new listings and are a great way to showcase an agent’s ability to get results. We’re also seeing a lot of agents using bigger pieces such as our Market Dominator System to spotlight multiple listings and really make a visual impact in the mailboxes of their target areas. Q: Great! Yes, the Panoramic Postcards and the Market Dominator System are definitely front-runner choices for our customers right now. How many routes, on average, are you seeing agents choose? A: I would say most agents choose one or two routes. With the average carrier route running anywhere from 250 to 500 homes, it just seems like a manageable area for most agents – not only to connect with, but also to follow up on. And that’s really the key. Q: Right! So what’s the response from agents you’ve talked to? Is it working? A: Absolutely! And I believe that most of the agents who are taking advantage of this powerful yet affordable new option from the post office are using it in some

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very smart ways. They’re using it to break into new areas where they’ve maybe got a little name recognition but want more, or they’re using it to consistently cultivate listing saturation. Both are really smart strategies. Q: They sure are! Any last words of advice for agents considering EDDM? A: Just that like any marketing, consistency is key. If budget is an issue, then I would say choose a smaller route, and be consistent in sending to that route often. One-shot mailings – even ones that saturate a market area – normally are not very effective. The agents who are seeing the best results from this system are sending every one to two months for at least six months. If you’re a real estate professional and would like to learn more about whether EDDM is right for you or whether another form of marketing might better suit your needs and market area, give Ramona and her team a call at 866.405.3638 today. They’ve got the answers you need to kick your marketing into high gear!

FOR MORE EDDM INFORMATION & EXAMPLES

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MMM | TIPS & TRICKS

BUILD EMOTIONAL MUSCLE

HOW TO TAKE MORE LISTINGS NOW There are three ways to get business as a professional REALTOR®: 1. Wait for it 2. Buy it 3. Put systems in place to go out and get it Let’s focus on the third one because it’s the one that will help you build a more profitable and predictable business. We only get stronger when we challenge, push and stretch ourselves. Imagine going to the gym (that would be a good start for a lot of us, right?). Which rep gives us the best result: the first one or the tenth one? Answer: the eleventh! So how does this relate to our real estate business, and what is emotional muscle? Emotional muscle means keeping your word with yourself. It means making those two extra calls when nobody’s watching. It means stopping by that FSBO’s house today on the way home. If you really want more listings now… if you’re ready to separate yourself from the competition… if you’re ready to build emotional muscle in your business, consider doing one or all of the following during the next five days – because it’s time to defy the odds, set new standards and step up!

•

BY TODD ROBERTSON

Knock on 50 doors in the geographic area you want to own. Let them know that you’re on a “30-day campaign” to help sellers get the most money in the shortest period of time. Real estate door hangers are a great compliment to your canvassing. Visit every expired, withdrawn listing and FSBO in your immediate area. Tell them, “If you’re still serious about selling your home, nobody will do more in the next 30 days to get it sold than I will.” Then ask for the listing. Sign up for a long-term marketing campaign such as the Market Dominator, a powerful farming tool that gets you noticed and branded and helps you win a 20% market share in an area over two years. Call your past clients and center of influence clients. Let them know you’re on a 30-day campaign to help people sell their homes while getting the most money in the shortest amount of time. Ask if they know anyone who’s thinking about selling their home now or in the near future. Stand on a street corner for a full day, twirling a sign that reads: “Need to sell your house? I’m in real estate. I can help!”

That last one, of course, was meant to be fun (another critical component to

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success). But the truth is, if we don’t stretch ourselves, get out of our comfort zones and do some things differently, we become one of the masses vs. the few who stand out in our industry. The tide has turned. Listings are now, have always been and always will be the name of the game. The old 80/20 in the area of sales and marketing is now 93/7 in the real estate arena – meaning there has never been an easier time in the history of real estate to separate yourself from the competition. You have to be ready, you have to be hungry, and you have to be open to building emotional muscle. If you want to learn more about building emotional muscle or dominating in your market, call Todd Robertson today at 855.383.6646. If you need help growing your brand in your market area, generating more listings with powerful, results-producing tools and straightforward insight, call the marketing team at ProspectsPLUS! at 866.405.3638. They’ve got you covered.

MMM | TIPS & TRICKS

MAKE A DIFFERENCE FOR BOTH OF YOU

8 REASONS TO REFER A FRIEND Referrals are a critical part of any real estate professional’s business. They can make all the difference in expanding your sphere, increasing your productivity and, of course, turning your hard work into valuable commissions throughout the year.

3. 4.

Your business is not just about real estate – it’s about people. And our business is not just about real estate marketing tools – it’s about people too. So it seems we’ve got some common ground. That’s why we recently implemented our Refer-a-Friend program – so that our valued customers can benefit from those referrals and share the types of tools that will make your friends’ lives a little easier in the process. We’ve even added content and easy-to-implement marketing tools for people in your network who are outside of the real estate industry (doctors, dentists, landscapers, designers, roofers, etc.). You can refer these friends as well.

Here are 8 reasons to refer a friend today: 1. You get $25! Each time you refer a friend to our ProspectsPLUS.com site and he/she registers and makes a purchase of any kind, we’ll send you a $25 gift card code to use toward your own real estate marketing. 2. Your friend gets $25! We know trying new things isn’t always easy, so we’ll

give your referral friend a $25 gift card code to try the site without trying the budget. No limits! Refer as many friends as you like, and they can do the same! 100% satisfaction guarantee. If you have a problem with any order, simply let us know within 30 days of placing that order, and we will work with you to ensure the problem is solved quickly and efficiently. If necessary, we will refund your order up to 100% or resend your order without any hassles or headaches for you. The right marketing tools for the right people at the right time. When you refer a friend to ProspectsPLUS.com, you can rest assured that you’re sharing a site focused on delivering tools designed and written specifically for real estate professionals, by real estate professionals. Most of our creative team, like you, has been out in the trenches listing and selling. We understand you and your business in a way that many companies can’t. Our customers tell us that’s a differentiator they truly appreciate. New tools, strategies and training opportunities each and every month. Our industry is constantly changing, and the marketing needs of our customers and the way they need to speak to their customers is constantly

changing as well. That’s why you’ll find new done-for-you tools available on our site each month. From postcards to flyers to brochures to blog posts, all are designed to help you continuously move your business forward without ever having to reinvent the wheel. We know that creating is hard, so we do all of the legwork for you. We keep tabs on what’s trending in the market so you always have what you need to connect with your customers. 7. The savings don’t end with your gift card. The Specials page on our website always has the latest promo codes to help you save additional marketing dollars on any order, and you can use them with your gift cards. 8. Customer service is at your fingertips. You never have to go it alone when choosing or ordering the perfect marketing materials. Simply call our team at 866.405.3638, or use the chat option on our site to connect with our support team. We hope you’ll take advantage of our new Refer-a-Friend program, earning gift card dollars for both you and your friends and enjoying marketing materials that are designed to help you grow your business with fewer headaches and greater success.

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MMM | TIPS & TRICKS

MAKE CREATIVE CONTENT AND CONSISTENCY WORK TO YOUR ADVANTAGE

4 WAYS TO USE HYPER-LOCAL CONTENT FOR A COMPETITIVE EDGE Today’s buyers and sellers are a savvy bunch. They want to work with people who not only have their best interests in mind but also really know their stuff when it comes to the communities they serve. They want information beyond what recently listed and sold; they want to know about local schools, area businesses, new restaurants, things to do, community events, growth plans, etc. That’s why today’s top agents go beyond the “neighborhood specialist” title and dig in to consistently understand and share the 411 on the communities they serve. The “one-and-done” marketing and mindset that some agents use is just not going to work anymore (if it ever did at all). Here are four ways to add more hyperlocal content to your marketing: 1. Share the numbers. Use the Neighborhood Update Free Offer Series to give the people in your sphere and farm the critical market information they want – with a spotlight on what you’re doing to make things happen! Grab your local stats (recent listings and sales), sign in to your account, go to the Neighborhood Update Series, enter your data, get your list (at least 100 homeowners in the neighborhood you want to brand

yourself in), and go! Why? Because people really want to know what homes in their neighborhood are selling for, how much they can get for their home and what’s happening in their own back yard. The postcards also appeal to the “What’s In It For Me?” factor by offering an item of value. Send a postcard each month, with a community information tip on the back. 2. Create a community Facebook or Google+ page for the geographic farm or area you specialize in. People are likely to visit a page that’s Facebook.com/theircommunityname because their curiosity will be piqued, and it’s something they feel is applicable to them. And you don’t have to manage it alone; team up with a staging expert or decorator, a mortgage lender, a local handyman, a lawn care specialist, etc. who can add weekly tips and information to the page. This will give it the depth and varietal content that people crave – and make it more interesting for you as well! Be sure to put the web address on all marketing you do in the area. If you need a mailing list of a certain geographic farm, we can help! Visit

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www.mapmymail.com, or call our team at 866.405.3638. 3. Use video. Grab a GoPro or even your smartphone to create some quick community videos, and start a YouTube channel for them. You can include the videos in your social media and on your website too. Because Google owns YouTube, your videos will do double duty toward driving valuable traffic. You can make videos of neighborhoods, interview local business owners or chefs, show your new listings, answer common community questions, spotlight schools in the area, highlight local attractions, etc. 4. Use our On the Web postcards to drive traffic to your community pages. They’re perfect for easily sharing the urls with your sphere and farm. Be sure to update these pages at least three to four times a week so people can see that there’s always fresh, new content to be shared. Send the postcard at least once a quarter. Know that if you need help showing up – over and over – affordably, easily and without stress, our team is here for you. Call 866.405.3638, or email pmc@ prospectsplus.com. We’ve got you covered!

MMM | TIPS & TRICKS

MAXIMIZE RESULTS FROM DIRECT MAIL

10 DIRECT MAIL BEST PRACTICES For more than 20 years, the people at ProspectsPLUS! have been producing the types of direct mail and direct response mail tools that help agents grow their businesses without breaking the bank. Throughout this time, it’s safe to say we’ve learned a few things! While we work hard to ensure that the direct response postcards, flyers, listing domination tools and brochures we produce have all of the elements we’re about to explore below, many agents still love to create their own marketing pieces – and we totally support them in that effort with our “upload your own” functionality. So for those of you who are feeling creative and putting together your own marketing materials to reach your sphere and farm, here are 10 direct mail best practices to keep in mind (adapted from a list created by the Direct Marketing Association):

3. Why They Should Believe You. What credibility or experience do you have (number of years, number of sales, largest, biggest, most experienced, etc.)?

prospect and, if possible, low cost to you. Free always generates the highest response. A card without an offer is simply an information piece.

4. Competitive Advantages. What is your Unique Selling Proposition (USP)? How are you different from your competitors? We call them differentiators.

10. Deadline. In most cases, if you don’t have a deadline or expiration date, your offer is not complete. The customer will delay his/her response because there’s no sense of urgency or “fear of loss.” What’s your deadline?

5. References or Testimonials. The more external social proof you have, the more credible you become.

We hope these guidelines help give you the results you’re looking for. We’re here if you need us: 866.405.3638.

6. Big Promise. What irresistible claim can you make about your service? 7. Create Drama. Use “before and after” pictures or pictures of you with your happy clients. Remember: Response is based on emotion. What happy feelings will they experience after they list with you?

1. Benefit Headline. What three main benefits will prospects experience by selling their home through you? Remember: A benefit is what’s in it for the customer.

8. Guarantees. In today’s consumerdriven world, nothing is worse than empty promises. What promises and/or iron-clad guarantees can you make? Make them strong!

2. Who You Are. Tell prospects why they should list with you.

9. Offers. These should be simply irresistible – high value to the

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GET YOUR GAME ON

6 STRATEGIES FOR MAXIMIZING YOUR MARKET Hitting the market with all you have and playing to win spells success for savvy real estate professionals. Here are six strategies you can implement to always stay top of mind and ahead of the curve – showing that you’re in it to win it without breaking the budget. 1. Prospect, promote and prosper. In changing markets, many agents stop advertising, redirect their marketing dollars and put their prospecting in park. Stay forward of the competition by continuing to market yourself with creative, consistent, targeted marketing all year long. 2. Spread the love. Make a point to reach out to your top 50+ clients with face-to-face visits. What may seem like a lot of time can really be broken down into 10 or so contacts a week. Would that be worth a sale or two? Sure it would! Make the calls, shake hands, bring a card, and thank these very important people for their contribution to your career. For your really special clients, bring a treat such as a box of quality chocolates or a bottle of wine, and you’ll find yourself becoming

more than their REALTOR® – you’ll become a friend. 3. Clean out your database. Wade through your database, and delete the contacts who are no longer relevant. If you don’t currently have a means of tracking your clients, check out our free BusinessBASETM client management system. Getting to know your prospects, their families, their needs and their personalities will help you build solid, long-term relationships that bring current listings and sales as well as referrals that build your book of business throughout your career. Ditch the people whom you DON’T want to work with, clean out old addresses (both email and snail mail), and update phone records so you’re always at the top of your game. 4. Live and learn. What a great time to be a professional salesperson. Never before has education, skill building and growth as an agent or as a person been simpler or more accessible. How fortunate we are to have the

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BY JULIE ESCOBAR

Internet 24/7, allowing us to tap in, download, read, discuss and explore ways to improve our life skills both personally and professionally. Gift yourself (and, in turn, your career and financial security) with some skill-building courses, great business books and valuable audio downloads to fine-tune your skills on an ongoing basis. 5. Implement systems for success. New agents tend to run on adrenaline, nerves and sheer exhaustive energy. Experience gives us the insight to set systems in place to plan for success. Calendar your direct marketing, implement BusinessBASETM to ensure ongoing automated contact with your clients, and employ creative campaigns throughout the year that differentiate you from your competition. In a shifting market, systems simplify your life, keep you on track and maximize your market share through consistent, results-producing planning. They allow you to focus on the revenue-based activities that

MMM | TIPS & TRICKS are your strength – prospecting, presenting and closing – without expending energy on having to decide what your course of action should be each day. When putting your business plan in place, focus on your core – the customers and clients who know you, like you and trust you – and expand on that core as you move through your days. Social media not your thing? Delegate it. Direct mail too hard to create? Use ready-to-go and donefor-you solutions such as postcard campaigns and monthly newsletters. Just Listed & Just Sold marketing too much to task yourself with? Automate with MLSmailings, and don’t worry about it! Paperwork getting the best of you? Hire a virtual assistant. There are great assistants out there who are affordable, talented and allow you to focus on what you do best! Next, make it a point to add to your core each month. Can you add 10 new prospects to your list each week? Absolutely! It might be worth an extra deal or three (or more) throughout the year! 6. Fall in love with what you do. The secret to success is historically based in finding your niche and enjoying every minute of it. Whatever your passion, whatever industry demographic lights your fire, run with it, own it, and allow it to empower your prospecting with determination and enthusiasm. Take stock in the incredible opportunity you have to set your own pace, create your own calendar and chart your own course to financial freedom. Set your sights on new goals, family dreams and incredible opportunities. Whether it’s a much-needed vacation, a new family car or a boat, include your family’s goals when creating your budget and marketing plan. This not only will help them understand why you’re negotiating into the evenings and weekends, but it also will help them support you in it. Your goals are their goals; their goals are yours.

Balancing success, life and market twists and turns takes a lot of practice. With the right systems, tools and training in place, you will find your stride. We’re here if you need us! For more time-tested ideas on how to continuously impact your market area, visit www.prospectsplus.com and our Master Marketing Schedule page, which allows you to drop our action item tips right into your Google, Apple or Outlook calendar! If you need help putting systems together for your plan, call us at 866.405.3638. Our

marketing team is awesome at helping our customers find just the right solutions. And while you’re online, please take a moment to like our Facebook page. We’re always sharing new ideas, strategies and dialogues with industry experts and real estate professionals just like you!

TURN TO PAGE 36 TO SEE THE MASTER MARKETING SCHEDULE

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MMM | TIPS & TRICKS

REFINE DATA LIKE A NATURAL RESOURCE

DATA NEVER SLEEPS In April 2015, Charlie Rose interviewed IBM Chairman and CEO Ginni Rometty, who said, “Until you refine data like a natural resource, it’s of no good. You watch what happens to electricity, steam, fossil fuel for the 21st century, it’ll be data. But just like other resources, the benefits go to the people who do something with it, refine it.” She proclaimed, “Data is the natural resource of the 21st century.” Change normally happens on one front. For the first time in IBM history, they’ve identified change happening simultaneously on three fronts: big data, the Cloud and the Internet of Things (IoT). Way Back When In the 80s, I was introduced to SRI, a company that collected and compiled data and produced a study profiling the U.S. consumer based on social, economic and spending habits. The results divided the American market into four groups and multiple subgroups. It was exacting and showed the percentage of those groups not only by state but also by ZIP Code. It was sold to major corporations for $300,000. Madison Avenue snapped it up

BY ROSSI

and used it to create successful marketing campaigns. Mad Men Reinvent We were all vaguely conscious that our credit card purchases were being monitored to identify our buying habits; however, most of us were unaware of how powerful the knowledge derived from this data would be to sellers of products and services. The ability to tailor a marketing campaign that spoke directly to the individual whose lifestyle fit their product was the pot of gold! Unlike Mad Men, who took a product and enticed people to buy it with cleverly written copy and pictures, they began to make products designed for specific market profiles by targeting a specific market for their existing product in the ZIP Codes they lived in. For example, when they uncovered that “Belongers” (an SRI group) never went anywhere without filling the car with friends and family, Chrysler invented the Caravan (minivan) – and group specific target marketing was born. Data Collection Points As they collected additional data, the

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targets became more precise; however, the Data Collection Points (DCP) were minimal: IRS, Credit Card Services and the Census Bureau. Granted, there were tons of data in other areas, but it was not normalization. For data to be valuable, it must be normalized. What does that mean? For instance, there are huge amounts of medical data from multiple hospitals, clinics, doctors’ offices and insurance companies. Each such institution has multiple names and abbreviations for the same items. They don’t even know what they have. All of this data needs to be standardized (i.e., medical input from all entities using the same item names and/ or abbreviations). This is called data normalization. With millions of bits of information needing normalization, you can imagine that it’s a slow and arduous task. Once normalized, however, the value of data becomes exponential. Data Becomes EXPONENTIAL Technologists understood normalized data from the beginning and, as DCPs multiply, it becomes exponential like compounding interest! Just look at the amount of data that’s collected every

MMM | TIPS & TRICKS But Wait, There’s More No need to implant a chip in you – merely imbed a chip in everything you do, say and see! It’s called the PER MINUTE Internet of Things 4,000,000 SEARCHES (IoT).

minute on social media, 24 hours a day, seven days a week: SOURCES GOOGLE YOUTUBE

4,000,000 SEARCHES

Automobiles, homes, appliances, wearables, TWITTER 800,000 TWEETS EMAIL 200,000 SENT (75% UNOPENED SPAM) even parking meters are embedded with AMAZON $83,000 IN ONLINE SALES chips that collect, APPLE USERS 48,000 APPS DOWNLOADED store and send data to PANDORA 61,300 HOURS LISTENED TO a Cloud – a big, fat, fluffy, Cloud full of data where everything is Add to this texts, cell calls and photos. available for the asking! This is just a few of the more than 800 top social media apps reporting, with more Don’t Just Be Data, Use Data than 2.4 billion users! Data has become In real estate, you use data and the Cloud EXPONENTIAL! Times, times, times, every day for market analysis, forecasting, times, times, times… client reporting, transaction management, etc. Your MLS is full of data – verifiable But Wait, There’s More data, normalized data, data you can The doctor is in – and in it big time. The use for client customer identification fastest-growing segment of DCP is health to promote your business and generate and medicine. Consider that in one’s income. lifetime, his/her medical history will be comprised of: But I Already Have a Full-Time Job! As a productive real estate agent/broker, Personal knowledge 10% you know the value of your time! You Genomics 20% cannot be expected to purchase all of the Exogenous data 70% data necessary, add it to the data you have, (from your Fitbit, your Apple watch, educate yourself on how to define and what you eat, where you live…) sort it, learn the algorithmic calculations to read and apply it, then execute a That’s enough data to fill 300 million campaign! books in one person’s lifetime. Your full-time job is to be eye to eye with Big Brother is Watching people who want to buy and sell real In fact, we’re all watching! In the 50s, we estate, not to become a data applications called the TV the “boob tube.” “Video manager. Yet you don’t want to miss game addicted” is what we called kids something that will make your life easier. hooked on gaming, then came “computer addiction” or “kids needing digital detox,” Find a Marketing Solutions Company as games moved into our homes. Now, Simplify your life by finding an authentic, we’re all just known as “The Screen mobile-friendly marketing solutions Generation.” company that knows, understands and uses big data. More important, find The Screen Generation one that applies its knowledge to your There are more smart devices in the business to achieve the results YOU world today than toothbrushes! We log WANT. Don’t take their word for it; check countless hours on our smartphones, their success! smart TVs and smart watches, feeding data through photos, geographic locators, 7 Points to Prove Authenticity facial recognition technology, mapping 1. Their info can be accessed via mobile and Fitbits! application. Search them on your mobile device. If it comes up quickly and is easily read, this tells you they FACEBOOK

2,500,000 SHARES

are data native and Google ready. 2. Search their social media activity. Check out their Twitter, Facebook and LinkedIn pages. Are they involving (not just stuck on selfpromotion)? 3. Testimonials. Ensure they come from people who are in real estate or a similar sales business. 4. Contact names attached to testimonials yourself; not all companies tell the truth. 5. Clearly define the outcome you desire, and confirm that they understand and can monitor and monetize results. 6. Have a bailout plan. If it’s not working, have a way to release your contract. Good companies stand behind their word and their work. 7. If it’s working, spend more! Yada Yada Data Yada Yada Data is the name of Chapter 5 of my best-selling marketing book, Dog Eat Dog & Vice Versa, 9 Secrets To Put The Bite Into Your Marketing, published in November 2006. I wrote about the importance of collecting your personal data. This is truer now than ever before! You must have information on EVERYONE in your life to ensure success. Now you understand the importance of tapping into DCP using experts. Some believe it’s to enlarge the market pie. No, the market is the market – X number of houses will be bought and sold in your market area in the next 12 months. You have little or nothing to do with this. Your Job? Is not to enlarge the market pie. It’s to… GET A BIGGER PIECE! To connect with Rossi, visit www.rossispeaks.com today.

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MMM | TIPS & TRICKS

BECOME THE GO-TO RESOURCE IN YOUR MARKET

HOW FREE REPORTS CAN HELP BUILD YOUR BOOK OF BUSINESS BY JULIE ESCOBAR

Knowledge is power, right? Let’s face it: The world has changed a lot in the past 10 years. Where consumers once had to rely on experts to get information about a particular topic, they now literally have a world of data at their fingertips 24/7, courtesy of the Internet. So how do you differentiate yourself in your market, making yourself the resource buyers and sellers turn to even before they start “Googling”? National statistics tell us they’re going online to the tune of 87% or more when searching for a new home or agent, so how do you make sure they bookmark YOUR site? With free, content-rich reports! Here are five proven ways to make them work for you: 1. Give them what they’re looking for. Sounds simple, right? Trendwatching can be time consuming, but it’s good to keep in your peripheral vision. When you know that short sales, how to buy a house, how to avoid foreclosure, homes for sale, etc. are tracking through Google searches,

create keyword-rich short reports (or download the ones we offer for free!) to answer the burning questions that consumers have on these topics, and add them to your website. That way, when people search the topic – and you’ve made it available – you become the hero and “expert” in their eyes. 2. Let the world know it’s available. For each new report you create or download, send a postcard to your sphere of influence inviting them to get their copy, and post a press release on your blog, website, Facebook, Twitter and even in your local paper to announce that your new report is available. Use “teaser copy” and popular keywords to pique the interest of consumers in your area. When writing a press release, remember that both consumers and newspaper publishers look for relevance, the ability to get to the point, newsworthiness and information. Don’t make it a sales pitch about you or your company; stick to the “news,” and leave your call to action and contact information for the end (e.g.,

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To receive your copy of this valuable report, visit www.prospectsplus.com/ reports, or call us today!). 3. Capture email addresses, and update your database. Reports saved as pdfs and made available on your website or blog are a great way to capture email addresses and build your email database of customers. Reports also are great fair trade items for updating your current database and asking for referrals; simply contact your sphere of influence to let them know you have a brand-new report that you’re eager to share. Ask if it’s OK to update your database so you can always reach them with the timeliest, most relevant information. This also is a good time to say something along the lines of: “Our market has changed a lot recently, creating a lot of questions for my customers. Do you have any questions I can answer, or is there any way I can serve you better during these changing times?” You might be pleasantly surprised by both their questions and their appreciation that you asked.

MMM | TIPS & TRICKS 4. Help customers realize they need help. People are naturally curious and, more often than not, try to adopt a do-it-yourself approach to things – including buying or selling a home. Reports are the perfect way to spotlight what’s obvious to you but perhaps not obvious to your customers. Use them to highlight buying/selling factors such as: • • • • •

The amount of work involved Security issues Legal questions Time requirements What they could lose in terms of time and money by waiting or not having a proven negotiator on their side

Many agents keep these handy tools in their cars so they’re always armed when a question arises. One agent dramatically increased her success rate at open houses by making these and additional content-rich materials available. They make great icebreakers and conversation starters; she rarely leaves an open house without at least one or two buyer/ seller leads or referrals. How? She goes the extra step. She doesn’t stop at property information flyers. She successfully showcases her ability to navigate the wide spectrum of real estate needs by having the right collateral material, the right attitude and the presence of mind to ask questions! (That last one is REALLY important! Don’t be afraid to ASK!) One of the best closes in sales is two simple words: “Any questions?” 5. Expand on it. We know the value of differentiating yourself in a market, which is why we make it easy to kickstart your free report marketing. You’ll find nearly a dozen free downloadable reports at www. prospectsplus.com, with new ones added almost every month! Here’s a list of our most recent reports:

• • • • • •

6 Pitfalls of Overpricing Your Home 5 Factors that Cause a Property NOT to Sell Seller’s Security Checklist: 6 Keys to Staying Safe When Showing Your Home Free Consumer Workshop GoofProof Tips for Success 6 Tips for Selling Your Home in a Shifting Market 7 Must-Know Facts About Short Sales & Foreclosures

• • • • •

FSBO First Aid 5 Keys to Selling Your Home Sooner 4 Questions You Should Ask Every Buyer 10 Ways to Prospect to and Support Your Local PTAs Top 10 Checklist for Choosing a REALTOR®

As always, your success is our passion. Feel free to call us at 866.405.3638, or visit www.prospectsplus.com.

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HINT: TIMING IS EVERYTHING

4 PROVEN TIPS FOR A STRONG SECOND HALF As we enter the second half of 2015, it’s important to keep in mind that what you do today – this week, this month – will determine whether you and your family enjoy a stress-free holiday season or whether you’ll be worried and hurried and wind up with more days than budget at the end of the year. Ready to make the most of it? Let’s take a lesson from top producers and look at the four things they consistently do to guarantee a great second half. 1. Know the numbers. Successful entrepreneurs already know how much business they need to bring in before year’s end. Don’t wait another day to get a handle on these numbers. Figure out what you want (or need) to make, and how many listings you need to make that happen. Then do the math to see how many contacts you must have to get the appointments you require to secure the listings you need to realize your goals. Make a daily chart to ensure you stay on track. 2. Connect, and ask for referrals. Connect with everyone in your sphere before the end of the year.

Thank them for their support, offer to answer any questions and, before you hang up, be sure to ask if they know anyone who needs any real estaterelated help. Let them know you’re a resource they can turn to – whatever the situation. If you don’t have immediate answers, assure your clients that you’ll be first in line to get them. 3. Don’t leave marketing to chance. Automate your marketing processes for both the short and long term. We get busy and overcommitted. That’s when things such as marketing and prospecting fall through the cracks or take a back seat. Put a plan in place today to make sure you’re staying top of mind and that your listings are showcased and syndicated in all of the ways that ensure exposure and results. Take a few minutes to check out the Master Marketing Schedule, on page 36, to see if any of those action steps resonate with where you want your business to be, and then start a campaign to your sphere and farm. Also, check out MLSmailing.com,

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which automates Just Listed/Just Sold marketing so you don’t even have to think about it! Automated marketing gives you a lot more time to prospect, present and close – the three things closest to your bottom line. 4. Commit to the extra mile. Commit to 10 additional calls a day through the end of the year. Do the math: How many additional calls will that be to bring you closer to new customers, clients, contracts and closings? Do you think that could be worth a commission or three… or more? The truth is that the bottom 85% of salespeople in our industry won’t be doing these four things in the second half. Many will look at how far they are from their goal, throw their hands up and set their sights on next year. Others will do the basics – no more, no less – and continue to live commission check to commission check. Where will you finish the year? What you do now will make all the difference. Call 866.405.3638 if you need help; we’re here for you!

MMM | TIPS & TRICKS

DON’T KNOCK IT UNTIL YOU TRY IT

7 SMART TIPS FOR USING DOOR HANGERS If there’s a tool that’s literally “been around the block” (probably millions of times to date), it’s the door hanger. Why? Because it works! Door hangers catch attention, are a great reason to canvass and are an easy-to-use leavebehind for potential clients. Here are a proven few tips to garner more listings and increase market share through the power of door hangers: 1. Focus on content. The Listing Inventory Series, designed to help agents find more sellers, is a great choice. We also have hangers for FSBOs and Expireds, which are handy to keep in your car for when you come across an FSBO that just popped up or see a nearby expired come off the market. Use them to brand yourself, spotlight a new listing or advertise an open house. The possibilities are endless! 2. Include a call to action. Agents often put a lot of time and energy into getting their message just right but forget to tell their prospects what they want them to do. As with any marketing piece, always include a simple, direct call to action!

3. Keep them readily available. Many agents keep a “portable tool chest” in their cars – filled with forms they need on the fly, objection-handling brochures, extra business cards, listing agreements, presentation folders and door hangers. That way they’re always prepared. 4. Get out there. Know how many homes are in the neighborhood you’re canvassing, but don’t try to do it all at once. Visit our EDDM page, and look for the link on the right to choose your carrier route. Even if you’re planning to use the door hangers rather than Every Door Direct Mail, this is a handy tool to find out how many homes are in a given area so you’re sure to order enough door hangers! Wear your name badge, comfortable shoes and your best smile – and get out and meet some people! 5. Time it right. If you just want to get the hangers hung without talking to people, mornings (after people leave for work) typically are best. If shaking hands and making connections with potential sellers and buyers is your goal, then early evening (after people have made their way home) is good.

6. Make a block party of it! Get a group together! Take your team along for the day, and break the canvassing up into a grid to lighten the load. Start at your local coffee shop for a caffeine boost, and share your door hangers with the customers there too! 7. Do some pre-canvass legwork. Warm things up a bit by first sending postcards with your name, picture and information. That way, when you meet face to face, people will be more likely to recognize you and see you as the “neighborhood expert.” Using the Listing Inventory door hangers? Our Listing Inventory postcards complement them nicely. These are just a few of the great ways agents make door hangers part of their marketing plans. They’re a perfect addition to your overall mix because of their low cost and high impact. Give them a try today!

TURN TO PAGE 52 FOR MORE DOOR HANGER INFORMATION & EXAMPLES

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THE BIG

DATA GAME

IS ON ARE YOU IN IT TO WIN IT?

NIELSEN PRIZM CODES. SMART SEGMENTS. GROUNDBREAKING TECHNOLOGY.

phere, farm, niche – it’s the real estate agent’s version of lather, rinse, repeat. Success in this business requires staying in touch, staying positioned and staying top of mind in all three areas. When agents ask me where to start, my first answer is always “the sphere” (i.e., your sphere of influence or book of business). If I had a dollar for every agent who said “no” when asked if he/she had ever taken the time to put his/her sphere (people who know you, like

you, trust you and would do business with you) into a database, I could buy a very large piece of property – like an island or something! So don’t let yourself fall into THAT category! The most successful agents understand that their best customers are the ones they’ve consistently built and nurtured relationships with. Who should be in your sphere? Family, friends, neighbors, colleagues, past clients and all of the other people whose lives you touch and touch yours back.

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BY JULIE ESCOBAR

SPHERE For a list of 250 people who SHOULD be in your book of business, download a PDF of our BusinessBASETM at no cost today. Then make THIS the week you turn YOUR sphere into a working, viable, referral-generating database. Need help inputting the data? College students are perfect for that kind of task, or you can hire a virtual assistant. Your highest and best use of time is prospecting, presenting and closing, so gather up the data, and delegate to make it happen.

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4 GREAT MARKETING PIECES FOR YOUR SPHERE: 1

HOLIDAY PHOTOCARDS – SOMETHING EVERY MONTH TO SEND AS A FRIENDLY HELLO. SEE CATALOG PAGE 43

NEWSLETTERS – POWERFUL TOOLS PERFECT FOR CONNECTING WITH YOUR SPHERE. SEE CATALOG PAGE 72

RECIPE CARDS – MANY AGENTS SWEAR BY THESE AS CUSTOMER “KEEPERS.” SEE CATALOG PAGE 48

CONTENT CARDS – VALUABLE CONTENT-RICH, CONSUMER-FRIENDLY POSTCARDS SEE CATALOG PAGE 44

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MMM | TIPS & TRICKS FARM Pick an area – but not just ANY area. Coach Todd Robertson’s how-to advice? “Even if you find a geographic farm that works location-wise with commissionfriendly price ranges, you still need to be mindful of two other factors: turnover rate and competition. “Ideally, we want to help position you to secure a 20% market share in a geo farm. If you start in a farm where another agent already has that or more, you’re going to work much harder and have to be at it longer to get the results you’re seeking. An area where no

agent has more than 10% market share is preferable; an area where a previously aggressive agent has slowed or stopped marketing is another good choice. “In terms of turnover rate, ideally you want one that’s at least 10% to 15%. You can easily determine the turnover rate by dividing the number of homes in the farm by the number of homes that have sold.” That’s a great starting point. So take a snapshot of your market area, look at the neighborhoods close to you that fit the criteria, and then use our MapMyMailSM

system to easily capture mailing lists from those areas. You can choose a radial search by address or ZIP Code. You can further define your mailing area by using the points on the map to define your target area. Talk to your broker, look at your options, and then map out your marketing list! Once you have that, remember to stay in touch with these folks – CONSISTENTLY – month after month. Read “How to Dominate in a Geographic Farm Area” on Page 10 for more great tips.

3 GREAT TOOLS FOR CONNECTING WITH YOUR FARM: NEIGHBORHOOD UPDATE/FREE OFFER SERIES People want two things: to know the agent they work with can get results and to be confident that they have the resources they need. These cards present you with both! SEE CATALOG PAGE 73

LISTING INVENTORY SERIES These postcards speak to the mindset of potential sellers with the right questions and direct response offers. SEE CATALOG PAGE 46

28 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

THE MARKET DOMINATOR Serious about dominating a geographic farm and earning a 20% market share? This powerful piece demands attention with its 12” x 15” size. It also takes advantage of Every Door Direct Mail, so the cost is even more affordable.

SEE CATALOG PAGE 70

MMM | TIPS & TRICKS MAILING LIST OPTIONS One of the biggest stumbling blocks for agents is finding the right list for their marketing. With our system, you can geographically search more than 128 million deliverable records from tax assessor data (MapMyMailSM) or search more than 200 million consumer

records demographically in just minutes at very affordable rates. Unlike some services that “rent” lists, these are yours to keep and remarket to as often as you like. SPECIALTY DATA SELECTS USING NIELSEN’S PRIZM CODES As leaders in real estate

marketing, we’re excited to offer these creative data segments to our valued customers to help make marketing easier – and more effective. What is PRIZM segmentation? According to Nielsen, “Segmentation links your customer data with household-

MARKETING “RECIPES” THAT CAN DISH UP THE RESULTS YOU WANT: INVESTORS Use the Demographic Search option, then click on custom, then choose records with a household income of $150,000 or higher. You also can look for REI or REIA websites to learn more about real estate investors. Use our Investor Series postcards to reach out to these lists each month.

FIRST-TIME HOMEBUYERS Use the Demographic Search option to find local renters. Offer free reports such as How to Save for a Down Payment or Top 10 Checklist for Choosing an Agent. Send our First-Time Homebuyer/Renter Series postcards each month, with a fair trade offer to connect.

PROPERTY MANAGEMENT Use the MapMyMailSM system to find non-owner occupants in resort areas or second home markets. Plug in the area you’re looking for, and then click on the Homeowner option – and change it from just Homeowners to Homeowners and Absentees. Use our 5 Signs It’s Time to Hire a Property Manager report as a fair trade item, and use our Property Management Series postcards to reach out to this list.

SENIORS Use the Demographic Search option to find Baby Boomers and older. You also can use the custom search and choose the age selects and income select. Send our Senior Series postcards to these fine folks!

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 29

MMM | TIPS & TRICKS level and neighborhood-level demographics, syndicated survey and primary research data to reveal exactly what types of consumers are currently using your products or services.

PRIZM DATA GROUPS BY SOCIAL GROUPS

Any customer files, lists or survey

data with complete addresses or at least a ZIP Code can be coded with Nielsenâ&#x20AC;&#x2122;s segmentation systems. This allows you to identify your best prospect segments with the greatest efficiency for effective marketing

30 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

strategies that align with marketplace demands.â&#x20AC;? Smart, right? So what does that mean to YOU as a real estate professional? It means that marketing just got a whole lot more interesting.

MMM | TIPS & TRICKS

TOP PRIZM SEGMENTS FOR TODAY’S REAL ESTATE PROFESSIONALS: INVESTORS Choose from the PRIZM codes found in our mailing list options, and click on Nielsen’s PRIZM code search. Select Upper Crust, Big Fish, Small Pond and Cosmopolitans. Send our Investor Series to these folks!

MOVE-UP MARKET Choose from the PRIZM codes found in our mailing list options, and click on Nielsen’s PRIZM code search. Select Upward Bound, Fast Track Families, Country Squires and Cul de Sacs. Send our Move-Up Market Series to this group. You may want to use our 6 Move-Up Market Mistakes Home Buyers Make report as a fair trade item for this group.

SENIORS Choose from the PRIZM codes found in our mailing list options, and click on Nielsen’s PRIZM code search. Select Upper Crust, Money & Brains, Gray Power and New Empty Nests – and send the senior-centric postcards from our Life Events Series to this group.

LUXURY PROPERTY MARKET Look for the higher-end income contacts in your market by choosing from the PRIZM codes found in our mailing list options, and click on Nielsen’s PRIZM code search. Select Pools & Patios, Fast Track Families, Beltway Boomers, Home Sweet Home, White Picket Fences and American Dreams. Send the Listing Inventory Series to these folks.

YOUNG, AFFLUENT FAMILIES Choose from the PRIZM codes found in our mailing list options, and click on Nielsen’s PRIZM code search. Select Winner’s Circle, Blue Blood Estates, Upward Bound, White Picket Fences, Blue-Chip Blues and New Homesteaders. Send our Local Market Series to get the attention of these folks.

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 31

MMM | TIPS & TRICKS OUTSIDE DATA SOURCE OPTIONS FSBOs and Expireds have long been a tried and true means of generating listing inventory. The two companies below have established themselves in our industry to deliver the data for these segments in a timely, affordable way. Give them a try!

niche – connect every 28 to 45 days to ensure you stay top of mind. Armed with your database and marketing materials – and a reminder system to FOLLOW UP with the people in each – you will quickly gain a competitive edge that allows you to develop and maintain a long and prosperous career.

Services such as LANDVOICE and REDX offer data for FSBOs & Expireds in market areas all across North America. Use our 7 Series for FSBOs or Expireds – send three to seven postcards in rapid succession (every three to five days) as soon as you see a new prospect for these demographics, offer a free report such as 5 Factors That Cause a Property Not to Sell, and then follow up with a direct response offer after you’ve sent the postcards.

For all market segments, remember that the key to effective marketing is consistency. Many agents build databases of all kinds of lists – and then they sit dormant in their computer never to be used again. Don’t let that be YOU!

Offer to perform a Merchandising Review to ensure the home sells for the best price possible in the fastest time possible. For all three avenues – your sphere, your farm and your

Your lists are the lifeblood of your business. Take the time today to map out the next six months – and decide which segments you’ll market to and what campaign you’ll use. Then send no less than three postcards, with diligent follow up after the second and third. Remember: Most agents stop at two touches, and most transactions happen after five. It takes 27 contacts to properly brand

yourself with your target market! Layer your marketing with community involvement, social media, phone calls, walking your farm and email. The key to any successful marketing effort is staying top of mind. We’ll continue to create powerful content that speaks to all of the top demographic searches as well as new specialty data selects and share them as they’re developed. Be sure to always keep our Specials page bookmarked so that you can see what leading agents are using each month and take advantage of our budget-saving promo codes. Need help? Contact our team today at 866.405.3638. Our goal is to help you always have the right marketing for the right people at the right time. From developing the right lists to helping you choose the right niche and stay consistently top of mind, we’re committed to being the resource for all of your marketing needs.

OUTSIDE DATA SOURCE OPTIONS – FSBOS & EXPIREDS: 7 SERIES FSBO POSTCARDS

32 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

7 SERIES EXPIREDS POSTCARDS

WEEKLY MARKETING TIPS TO GIVE YOU AN EDGE OVER YOUR COMPETITION

GO TO DABBLEORDOMINATE.COM

BLOG.PROSPECTSPLUS.COM

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 33

“...a whopping 44% of buyers said neighbors and friends were a valuable source of information about homes for sale.” There are buyers out looking for a home like the one you have listed RIGHT NOW. The trick is finding them and letting them know about it before another real estate agent does. If you know what these buyers are doing, where they’re looking and how to reach them, there’s a good chance you can connect with them before they start working with someone else. Time is of the essence, so you need to move quickly – and the best place to start is with the neighbors. 34 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

WWW.GETTINGLISTINGSSOLD.COM

Take Any Listing, Get it Sold, Turn it Into Your Next Two Transactions, and Laugh to Yourself at How Easy it Was! GettingListingsSold.com can help double your chances of finding your own buyer AND double your commission for just $19.95!

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 35

JULY 2015

TIP OF THE MONTH: Learn a powerful strategy for customizing your Listing Inventory postcards for an even higher response rate (and more listings) from area homeowners! Read it here: blog.prospectsplus.com/more-listings

1st: Send the I Have a Buyer postcard from the Listing Inventory Series to at least 100 new prospects in an area where you want more listings. 6th: Send the Cautious Investor postcard from the Investor Series. Need a list? Call us; we can help! 15th: Order this month’s Market Dominator System to selected carrier routes to get your 20% market share. 20th: Send the Back to School postcard from the Holiday Series to your sphere of influence. 29th: Order your Real Estate Door Hangers to use when canvassing geographic farms this summer. Check out the Listing Inventory version for generating listing leads! July Observances Canada Day (1st) Independence Day (4th) National Ice Cream Month National Blueberry Month

I Have a Buyer Jumbo Postcard 8½” x 5½”

MARKET DOMINATOR SYSTEMTM Done-For-You 12” x 15”

Cautious Investor Jumbo Postcard 8½” x 5½”

NEW ISSUE EVERY MONTH!

Back to School Jumbo Postcard 8½” x 5½”

SEE CATALOG PAGE 70 FOR MORE INFO

36 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

AUGUST 2015

TIP OF THE MONTH: Our free reports and flyers are great resources to use as opt-ins on your site, as fair trade offers for direct response marketing or as take-ones at your open houses. Learn more: blog.prospectsplus.com/free-reports

3rd: Send the Motivated Buyers postcard from the Listing Inventory Series to at least 100 new prospects in an area where you want more listings. 12th: Send the Investors Wanted postcard from the Investor Series. Need a list? Call us; we can help! 17th: Order this month’s Market Dominator System to selected carrier routes to get your 20% market share. 26th: Send the First Day of Autumn postcard from the Holiday Series to your sphere of influence. August Observances National Golf Month National Picnic Month Family Fun Month

Motivated Buyers Jumbo Postcard 8½” x 5½”

MARKET DOMINATOR SYSTEMTM Done-For-You 12” x 15”

Investors Wanted Jumbo Postcard 8½” x 5½”

NEW ISSUE EVERY MONTH!

Autumn Jumbo Postcard 8½” x 5½”

SEE CATALOG PAGE 70 FOR MORE INFO

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 37

SEPTEMBER 2015

TIP OF THE MONTH: The weather is cooling off, and the market is heating up! Door hangers help you get noticed, meet the folks in your farm and market yourself. Learn three powerful ways to use them: blog.prospectsplus.com/door-hangers

2nd: Send the More Buyers Than Listings postcard from the Listing Inventory Series to at least 100 new prospects in an area where you want more listings. Or use the Every Door Direct Mail option to send to more homeowners for less! 7th: Send the Investment Questions postcard from the Investor Series. Need a list? Call us; we can help! 16th: Order this month’s Market Dominator System to selected carrier routes to get your 20% market share. 21st: Send Halloween postcards to your sphere of influence. 30th: Repurpose content! Use the content from your downloaded free report pdfs to share on social media, offer as opt-ins on your website or offer as fair trade offers. September Observances Labor Day (7th) Grandparents Day (13th) Yom Kippur (22nd) First Day of Autumn (23rd) Hispanic Heritage Month Baby Safety Month Self-Improvement Month

More Buyers Than Listings? Jumbo Postcard 8½” x 5½”

MARKET DOMINATOR SYSTEMTM

Investment Questions? Jumbo Postcard 8½” x 5½”

NEW ISSUE EVERY MONTH!

Done-For-You 12” x 15”

Halloween Jumbo Postcard 8½” x 5½”

SEE CATALOG PAGE 70 FOR MORE INFO

38 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

OCTOBER 2015

TIP OF THE MONTH: Get ready for the National Association of REALTORS® Annual Conference in November. Order all-new business cards with a referral call to action on the back to take with you.

5th: Send the Comparative Market Analysis postcard from the Neighborhood Specialist Free Offer Series to at least 100 new prospects in an area where you want more listings. Send to your list or ours! 14th: Send Considering a Move from the Move-Up Market Series to 100 prospects in an entry-level subdivision (see tip below). We can help you create that list; just call! 19th: Order this month’s Market Dominator System to selected carrier routes to get your 20% market share. 28th: Order Veterans Day postcards, and send to your sphere of influence. October Observances Columbus Day (12th) Boss’s Day (16th) Halloween (31st) Cancer Awareness Month

Neighborhood Update Panoramic Postcard 11” x 5½”

MARKET DOMINATOR SYSTEMTM

Considering a Move? Jumbo Postcard 8½” x 5½”

NEW ISSUE EVERY MONTH!

Done-For-You 12” x 15”

Veterans Day Jumbo Postcard 8½” x 5½”

SEE CATALOG PAGE 70 FOR MORE INFO

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 39

NOVEMBER 2015

TIP OF THE MONTH: NAR says the average homeowner moves every 9 years. Select a carrier route with 500+ homes and 10% turnover rate. Learn how to dominate with a 20% market share within 2 years at www.dabbleordominate.com.

4th: Order Thanksgiving postcards, and send to your sphere of influence. 9th: Send the Free List of Homes postcard from the Neighborhood Specialist Free Offer Series to at least 100 new prospects in an area where you want more listings. Send to your list or ours! 18th: Order this month’s Market Dominator System to selected carrier routes to get your 20% market share. 23rd: Send 6 Move-Up Mistakes from the Move-Up Market Series to 100 prospects in an entry-level subdivision. We can help you create that list; just call! November Observances Daylight Savings Time ends (1st) Veteran’s Day (11th) Thanksgiving (26th) NAR Annual Conference (13th-16th) American Indian Heritage Month

Thanksgiving Jumbo Postcard 8½” x 5½”

MARKET DOMINATOR SYSTEMTM Done-For-You 12” x 15”

Neighborhood Update Panoramic Postcard 11” x 5½”

NEW ISSUE EVERY MONTH!

6 Move-Up Mistakes Jumbo Postcard 8½” x 5½” SEE CATALOG PAGE 70 FOR MORE INFO

40 | MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM

DECEMBER 2015

TIP OF THE MONTH: Want to calculate how many people you need in your sphere of influence to start your new year strong and hit your 2016 goals? We can help you figure that out! Visit www.prospectsplus.com/soicalculator today.

2nd: Send the Free List of Resources postcard from the Neighborhood Specialist Free Offer Series to at least 100 new prospects in an area where you want more listings. Send to your list or ours! 7th: Order Christmas postcards, and send to your sphere of influence. 16th: Order this month’s Market Dominator System to selected carrier routes to get your 20% market share. 21st: Send When Moving Up Makes Sense from the Move-Up Market Series to 100 prospects in an entry-level subdivision. We can help you create that list; just call! 30th: Download and print powerful free reports from www.prospectsplus.com/ report to use as valuable collateral, opt-in pieces and fair trade offers. Put them in a file box for easy access as you kick off your new year. December Observances Hanukkah Begins (6th) Pearl Harbor Day (7th) First Day of Winter (22nd) Christmas Day (25th) New Year’s Eve (31st) Drunk Driving Prevention Month Human Rights Month

Neighborhood Update Panoramic Postcard 11” x 5½”

MARKET DOMINATOR SYSTEMTM

Happy Holidays Jumbo Postcard 8½” x 5½”

NEW ISSUE EVERY MONTH!

Done-For-You 12” x 15”

When Moving Up Jumbo Postcard 8½” x 5½”

SEE CATALOG PAGE 70 FOR MORE INFO

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 41

MASTER MARKETING MAGAZINE - CATALOG HOLIDAY PHOTOCARD SERIES

PAGE 43

CONTENT POSTCARDS

PAGE 44-45

JUST LISTED/SOLD POSTCARDS

PAGE 46-47

SPHERE OF INFLUENCE POSTCARDS

PAGE 48-51

DOOR HANGERS

PAGE 52-53

OBJECTION HANDLING BROCHURES

PAGE 54

PROPERTY BROCHURES

PAGE 55

DOUBLE-SIDED BUSINESS CARDS

PAGE 56-57

PRESENTATION FOLDERS

PAGE 58

BROKER/MANAGER RECRUITING

PAGE 59-61

BRANDED MARKETING PACKAGES

PAGE 62-63

LUXURY MARKETING KITS

PAGE 64-65

FOR SALE BY OWNER KITS

PAGE 66-67

EXPIRED KITS

PAGE 68-69

THE MARKET DOMINATOR

PAGE 70-71

EVERY DOOR DIRECT MAIL

PAGE 72-73 PAGE 60-61

PRICING GUIDE

PAGE 74-75 PAGE 60-61

42 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

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GET YOUR PHOTOCARDS TODAY BY GOING TO WWW.PROSPECTSPLUS.COM/PHOTOCARD MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 43

HOLIDAY PHOTOCARD SERIES

CONTENT POSTCARDS

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• • • •

44 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

Easy order platform Use your list or ours Shipped to you or mailed for you FREE UV glossy coating

CONTENT POSTCARDS CONTENT POSTCARDS

DO IT YOURSELF HOME SAVINGS

SIX TIPS FOR SELLING YOUR HOME IN A SHIFTING MARKET

HOME IMPROVEMENT IDEAS FOR UNDER $100

NINE SPRING CLEANING HOME HACKS

WHAT LOW LISTING INVENTORY MEANS FOR YOUR HOME VALUE

DEBUNKED: THREE MORTGAGE MYTHS

WHAT YOU SHOULD KNOW ABOUT MARKETS

DIY HOME IDEAS UNDER $500

FOUR WAYS TO BUILD EQUITY IN YOUR HOME FASTER

MAKING THE MOST OF CURB APPEAL

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 45

JUST LISTED/SOLD POSTCARDS

JUST LISTED/SOLD POSTCARDS STARTING AT JUST

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• • • • • •

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100 FULL-COLOR GLOSSY POSTCARDS PRINTED AND MAILED FIRST CLASS

$70 MULTIPLE PROPERTY CARDS

3 DESIGNS ONLINE

SCENIC SERIES II CARDS

14 DESIGNS ONLINE

INCL. POSTAGE AND MAILING LIST

46 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

JUST LISTED/SOLD POSTCARDS

SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/LISTINGTOOLS

JUST LISTED/SOLD, OPEN HOUSE - COLOR POSTCARDS

PROPERTY SHOWCASE POSTCARDS

FEATURED LAND POSTCARDS

(51 DESIGNS)

(33 DESIGNS)

(4 DESIGNS)

JUST LISTED/SOLD, OPEN HOUSE - SCENIC POSTCARDS II

JUST LISTED/SOLD, OPEN HOUSE - SCENIC POSTCARDS I

JUST LISTED/SOLD, OPEN HOUSE - AERIAL POSTCARDS

(36 DESIGNS)

(9 DESIGNS)

(3 DESIGNS)

JUST LISTED/SOLD, OPEN HOUSE - HOUSE POSTCARDS

JUST LISTED/SOLD, OPEN HOUSE - GEARS POSTCARDS

(6 DESIGNS)

(6 DESIGNS) MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 47

JUST LISTED/SOLD POSTCARDS

CHOOSE FROM 200+ JUST LISTED/SOLD POSTCARD DESIGNS

SPHERE OF INFLUENCE POSTCARDS

SPHERE OF INFLUENCE POSTCARDS STARTING AT JUST

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$62

INCL. POSTAGE

44 DESIGNS ONLINE 10 DESIGNS ONLINE

9 DESIGNS ONLINE

RECIPE POSTCARDS CUSTOMER APPRECIATION

ANIMAL POSTCARDS

100 FULL-COLOR GLOSSY POSTCARDS PRINTED AND MAILED FIRST CLASS

48 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

Postcard

$168.00

SPHERE OF INFLUENCE POSTCARDS

SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/SOI HAPPY BIRTHDAY POSTCARDS

AGENT INTRODUCTION POSTCARDS

CALENDAR POSTCARDS

(4 DESIGNS ONLINE)

(3 DESIGNS ONLINE)

(9 DESIGNS ONLINE)

CONTINUED ON NEXT PAGE

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 49

SPHERE OF INFLUENCE POSTCARDS

“Everyone can show up once. The one that wins is the one that shows up again and again and again.” – Dan Kennedy

WALL STREET POSTCARDS

SOCIAL MEDIA POSTCARDS

(5 DESIGNS ONLINE)

(8 DESIGNS ONLINE)

(21 DESIGNS ONLINE)

18 DESIGNS ONLINE

FREE OFFER POSTCARDS

125 DESIGNS ONLINE 8 DESIGNS ONLINE

7 DESIGNS ONLINE

INSPIRATIONAL FENCE SITTER (BUYERS) HOLIDAY PROFESSIONAL IMAGE

SPHERE OF INFLUENCE POSTCARDS

50 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

SPHERE OF INFLUENCE POSTCARDS

SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/SOI

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 51

SPHERE OF INFLUENCE POSTCARDS

WHAT’S THE LIFETIME VALUE OF YOUR CUSTOMERS?

REAL ESTATE DOOR HANGERS REAL ESTATE DOOR HANGERS

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• 50 Door Hangers with Business Card Tear Off: $20 Plus Shipping • Inexpensive, Easy Marketing Agency Designs, 100% Editable, UV Coating Available • Targeted to FSBOS, EXPIREDS, Listing Inventory, Open House, Price Reduced, Just Listed/Just Sold

KNOWING THE MARKET MATTERS DOOR HANGER - FSBO

GET YOUR HOME SOLD DOOR HANGER - FSBO

DON’T LIMIT YOUR EXPOSURE DOOR HANGER - FSBO

DID YOUR LISTING EXPIRE? DOOR HANGER - EXPIRED

WHEN YOU STILL HAVE TO SELL DOOR HANGER - EXPIRED

WHEN YOUR LISTING DOESN’T SELL - DOOR HANGER - EXPIRED

52 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

REAL ESTATE DOOR HANGERS

SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/DOORHANGERS

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - OCEAN

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

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

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - BUBBLE

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

JUST LISTED/SOLD DOOR HANGER SQAURES

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - BLACK

TWO SIDED FEATURED PROPERTY DOOR HANGER: FRONT

TWO SIDED FEATURED PROPERTY DOOR HANGER: BACK

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 53

REAL ESTATE DOOR HANGERS

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

OBJECTION HANDLING BROCHURES STARTING AT JUST OBJECTION HANDLING BROCHURES

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OUTSIDE

INSIDE

OUTSIDE

INSIDE

OUTSIDE

INSIDE

THINK IT OVER

COMMISSION OBJECTION HANDLING BROCHURE

TIMING IS EVERYTHING

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

54 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

PROPERTY BROCHURES STARTING AT JUST PER PIECE

SEE PRICING GUIDE PAGE 74

• Agency designs • 11” x 17” folded or 8.5” x 11” tri-fold • Printed on heavyweight high-gloss paper • Low minimum orders • Two business day turnaround • FREE SHIPPING on all orders over $49 INSIDE

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LUXURY MARKETING BROCHURE 11x17 DELUXE

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START YOUR OBJECTION HANDLING OR PROPERTY BROCHURE NOW! WWW.PROSPECTSPLUS.COM/LISTINGTOOLS MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 55

PROPERTY BROCHURES

$0.46

DOUBLE-SIDED BUSINESS CARDS STARTING AT JUST DOUBLE-SIDED BUSINESS CARDS

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SEE PRICING GUIDE PAGE 75

• • • • •

Takes you from card to phone contact immediately Creates a conversation starter Use to send to a website or as a V-Card (contact information) Puts technology at your fingertips Drives online traffic and helps build your database

BUSINESS CARD FRONT RED VINE

BUSINESS CARD FRONT BLUE HOUSE

BUSINESS CARD FRONT ORANGE WAVES

BUSINESS CARD FRONT GREY SPEECH BUBBLE

BUSINESS CARD FRONT SKY BLUE

BUSINESS CARD FRONT BLUE TAB

CHOOSE FROM 40+ DOUBLE-SIDED BUSINESS CARDS WITH QR CODE DESIGNS CHOOSE YOUR OWN DESIGN AT WWW.PROSPECTSPLUS.COM/QR 56 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

DOUBLE-SIDED BUSINESS CARDS BUSINESS CARD FRONT BLUE - HORIZONTAL

BUSINESS CARD FRONT PINK - HORIZONTAL

BUSINESS CARD FRONT GREEN - VERTICAL

BUSINESS CARD FRONT YELLOW - VERTICAL

BUSINESS CARD FRONT BLUE STRIPE - VERTICAL

BUSINESS CARD BACK QR CODE - YELLOW - HORIZONTAL

BUSINESS CARD BACK QR CODE - SOCIAL - HORIZONTAL

BUSINESS CARD BACK QR CODE - GRAY - HORIZONTAL

BUSINESS CARD BACK QR CODE - YELLOW - VERTICAL

BUSINESS CARD BACK QR CODE - SOCIAL - VERTICAL

BUSINESS CARD BACK QR CODE - SKY BLUE - VERTICAL

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 57

DOUBLE-SIDED BUSINESS CARDS

BUSINESS CARD FRONT BLACK - HORIZONTAL

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PRESENTATION FOLDERS

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

PRESENTATION FOLDER FRONT - BLUE

PRESENTATION FOLDER FRONT - BLUE HOUSE

PRESENTATION FOLDER FRONT - BLUE SWOOP

PRESENTATION FOLDER FRONT - RED

PRESENTATION FOLDER FRONT - DOTTED

PRESENTATION FOLDER PERSONALIZED INSIDE

58 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

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• Perfect for interviews • Great handouts at training functions • Terrific mailers to top recruiting candidates • Fair trade items and opt-in pieces for your recruiting site

SCHOOL’S OUT CAMPAIGN

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WITHOUT MARKETING CAMPAIGN

SIX THINGS TO LOOK FOR CAMPAIGN

RECRUITING EXPERIENCED AGENT BROCHURES

RECRUITING NEW AGENT BROCHURES

BEGIN WITH THE END CAMPAIGN

RECRUIT BROKER/MANAGERS TODAY BY GOING TO

WWW.PROSPECTSPLUS.COM/RECRUITING CONTINUED ON NEXT PAGE

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 59

BROKER/MANAGER RECRUITING

SEE PRICING GUIDE PAGE 74

BROKER/MANAGER RECRUITING STARTING AT JUST

$0.24

PER PIECE

• • • •

6 DESIGNS ONLINE 19 DESIGNS ONLINE

7 DESIGNS ONLINE

GLS RECRUITING

RECRUITING EXPERIENCED AGENTS

•

RECRUITING NEW AGENTS

BROKER/MANAGER RECRUITING

SEE PRICING GUIDE PAGE 74

60 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

Connect creatively and consistently with recruiting prospects Stay top of mind Customize to reflect your company’s value propositions Order as many or as few as you like Budget-friendly and easy to order

BROKER/MANAGER RECRUITING “It is not what you do that makes an agent leave. It is what their company or broker does or does not do that makes them leave. It is what you do between now and then that makes them pick up the phone and call you.” – Judy LaDeur

WWW.PROSPECTSPLUS.COM/RECRUITING AGENT INTRODUCTION POSTCARDS

SCHOOL’S OUT POSTCARDS

(1 DESIGN ONLINE)

(3 DESIGNS ONLINE)

(1 DESIGN ONLINE)

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 61

BROKER/MANAGER RECRUITING

BEGIN WITH THE END POSTCARDS

BRANDED MARKETING PACKAGES

SILVER PACKAGE BRANDED MARKETING PACKAGES

500 DOUBLE-SIDED BUSINESS CARDS 50 ANNOUNCEMENT CARDS WITH BLANK ENVELOPES

STARTING AT

$80

GOLD PACKAGE 500 DOUBLE-SIDED BUSINESS CARDS 50 ANNOUNCEMENT CARDS WITH BLANK ENVELOPES 25 FOLD-OVER NOTE CARDS WITH BLANK ENVELOPES 25 RETURN ADDRESS LABELS

STARTING AT

$110

PLATINUM PACKAGE 500 DOUBLE-SIDED BUSINESS CARDS 50 ANNOUNCEMENT CARDS WITH BLANK ENVELOPES 25 FOLD-OVER NOTE CARDS WITH BLANK ENVELOPES 10 POCKET FOLDERS 100 LETTERHEAD WITH BLANK ENVELOPES 100 RETURN ADDRESS LABELS

STARTING AT

62 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

$223

BRANDED MARKETING PACKAGES EVERYTHING YOUR BRANDED MARKETING PACKAGE CAN INCLUDE!

RETURN ADDRESS LABELS

FOLD-OVER NOTE CARDS WITH BLANK ENVELOPES

ANNOUNCEMENT CARDS WITH BLANK ENVELOPES

LETTERHEAD WITH BLANK ENVELOPES

POCKET FOLDERS

SEE ALL AVAILABLE BRANDS AT WWW.PROSPECTSPLUS.COM/BRANDED MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 63

BRANDED MARKETING PACKAGES

DOUBLE-SIDED BUSINESS CARDS

LUXURY MARKETING KITS

SILVER PACKAGE 25 PANORAMIC POSTCARDS SHIPPED TO YOU 25 8½” X 11” MATCHING BROCHURES

LUXURY MARKETING KITS

STARTING AT

$33

GOLD PACKAGE 25 PANORAMIC POSTCARDS SHIPPED TO YOU 25 11” X 17” MATCHING BROCHURES

STARTING AT

$43

PLATINUM PACKAGE 25 PANORAMIC POSTCARDS SHIPPED TO YOU 25 8½” X 11” MATCHING BROCHURES 25 LUXURY MARKETING BROCHURES 10 FEATURE PROPERTY PRESENTATION FOLDERS

STARTING AT

64 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

$93

LUXURY MARKETING KITS EVERYTHING YOUR LUXURY MARKETING KIT CAN INCLUDE! LUXURY BROCHURE - 8½’’ X 11’’

LUXURY PRESENTATION FOLDER 12’’ X 18’’

LUXURY BROCHURE - 11’’ X 17’’

LUXURY MARKETING KITS

LUXURY POSTCARD - 11’’ X 5½’’ (KIT)

WWW.PROSPECTSPLUS.COM/LUXURYMARKETING MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 65

FOR SALE BY OWNER KITS 3 IMPRESSIONS

SILVER PACKAGE 3 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 1 “FREE REPORT” PDF

FOR SALE BY OWNER KITS

STARTING AT

$80.45

F SH REE IPP ING

6 IMPRESSIONS

GOLD PACKAGE 6 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 2 “FREE REPORT” PDFS

STARTING AT

$133.45

F SH REE IPP ING

9 IMPRESSIONS

PLATINUM PACKAGE 9 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 3 “FREE REPORT” PDFS

STARTING AT

$186.35

66 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

F SH REE IPP ING

FOR SALE BY OWNER KITS EVERYTHING YOUR FSBO KIT CAN INCLUDE! SETS OF JUMBO-SIZE POSTCARDS FRONT

BACK FOR SALE BY OWNER KITS

25 BROCHURES

3 “FREE REPORT” PDFS DIRECT RESPONSE OFFERS

WWW.PROSPECTSPLUS.COM/FSBOMARKETINGKITS MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 67

EXPIRED KITS 3 IMPRESSIONS

SILVER PACKAGE 3 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 1 “FREE REPORT” PDF

STARTING AT

EXPIRED KITS

$80.45

F SH REE IPP ING

6 IMPRESSIONS

GOLD PACKAGE 6 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 2 “FREE REPORT” PDFS

STARTING AT

$133.45

F SH REE IPP ING

9 IMPRESSIONS

PLATINUM PACKAGE 9 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 3 “FREE REPORT” PDFS

STARTING AT

$186.35 68 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

F SH REE IPP ING

EXPIRED KITS EVERYTHING YOUR EXPIRED KIT CAN INCLUDE! SETS OF JUMBO-SIZE POSTCARDS FRONT

BACK

EXPIRED KITS

25 BROCHURES

3 “FREE REPORT” PDFS DIRECT RESPONSE OFFERS

WWW.PROSPECTSPLUS.COM/EXPIREDMARKETINGKITS MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 69

THE MARKET DOMINATOR

PropectsPLUS! Presents the Market Dominator, recently made possible by the United States Postal Service’s Every Door Direct Mail Program (see article on page 13) • Agent exclusivity per carrier route(s) • Select your carrier route(s) & branding theme • Automated monthly printed & mailed newsletter • 12” x 15” poster with a 100% impression rate • Complete two-year campaign done for you

100% IMPRESSION RATE

Neighborhood

70 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

Neighborhood

THE MARKET DOMINATOR

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

THE BACK

THE MARKKET DOMINATOR

WATCH THIS VIDEO TO LEARN MORE

WWW.DABBLEORDOMINATE.COM START DOMINATING TODAY!

WWW.DABBLEORDOMINATE.COM MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 71

EVERY DOOR DIRECT MAIL STARTING AT JUST

$0.44

PER PIECE

SEE PRICING GUIDE PAGE 75

EVERY DOOR DIRECT MAIL

YOU CAN USE EDDM FOR: • Newsletters • Flyers • Brochures • Certificates • Postcards • Booklets (up to 3.3 oz.) • Community Updates • Open House Invites • Listed/Sold Announcements • Workshop Invites NO Mailing Lists NO Sticky Labels NO Deliverability Question Shipped to You or Completely Done for You

CHOOSE YOUR ROUTES. Not sure who to send to? No worries. The way this system works is that it’s less about the WHO and more about the WHERE. Most agents choose the geographic farm area or areas that they most want to IMPACT. The USPS™ folks have made it REALLY EASY - they have this handy mapping tool that lets you choose which areas you want to connect with. They’ll tell you HOW MANY are on that postal route and give you the option to de-select businesses if you want to.

MAIL TODAY WITH OUR EASY 3-STEP PROCESS TO REACH DIRECTLY TO EVERY DOOR! START NOW: PROSPECTSPLUS.COM/EDDM 72 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

EVERY DOOR DIRECT MAIL

THREE SIZES TO CHOOSE FROM! 8.5” X 11” DONE FOR YOU

12” X 15” TEMPLATES

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 73

EVERY DOOR DIRECT MAIL

5.5” X 11” TEMPLATES

PRICING GUIDE Postcards - Mailed First Class Quantity

1-99

100-249

250-499

500-999

1000+

Standard Size 5½” x 4¼”

$0.64

$0.62

$0.61

$0.60

$0.59

Jumbo Size 8½” x 5½”

$0.99

$0.92

$0.91

$0.90

$0.89

Panoramic Size 11” x 5½”

$1.11

$1.07

$1.03

$1.00

$0.99

Mega Size 11” x 8½”

$1.72

$1.69

$1.65

$1.62

$1.59

CALL 866.405.3638 FOR MORE INFORMATION

Postcards - Mailed Standard Class Quantity

1-99

100-249

250-499

500-999

1000+

Standard Size 5½” x 4¼”

N/A

Jumbo Size 8½” x 5½”

$0.80

$0.73

$0.72

$0.71

$0.70

Panoramic Size 11” x 5½”

$0.92

$0.88

$0.84

$0.81

$0.80

Mega Size 11” x 8½”

$1.34

$1.31

$1.27

$1.24

$1.21

Postcards - Shipped to You Quantity

1-99

100-249

250-499

500-999

1000+

Standard Size 5½” x 4¼”

$0.29

$0.27

$0.26

$0.25

$0.24

Jumbo Size 8½” x 5½”

$0.49

$0.42

$0.41

$0.40

$0.39

Panoramic Size 11” x 5½”

$0.61

$0.57

$0.53

$0.50

$0.47

Mega Size 11” x 8½”

$0.72

$0.69

$0.65

$0.62

$0.59

Postcards - Magnetic Vinyl Quantity

1-99

100-249

250-499

500-999

1000+

Standard Size 5½” x 4¼”

$0.60

$0.58

$0.56

$0.55

$0.54

Jumbo Size 8½” x 5½”

$1.16

$1.10

$1.07

$1.05

$1.02

Panoramic Size 11” x 5½”

$1.54

$1.45

$1.41

$1.38

$1.35

Mega Size 11” x 8½”

$2.36

$2.30

$2.25

$2.19

$2.13

All postcards are printed on 100# Coated Cover Cardstock and include full-color printing on the front and back and protective UV coating on the front at no extra charge. Mailed postcards include addressing and tracking from the United States Postal Service at no extra charge.

Brochures - Letter Size 8½” x 11” Quantity

25-49

50-99

70# Smooth Text

$1.10

100# Gloss Text

N/A

Two-Sided (Includes Tri-Folding) 250-499

500-999

100-249

1000+

$1.01

$0.69

$0.55

$0.48

$0.46

$1.05

$0.73

$0.59

$0.51

$0.49

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

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

74 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM

92% DELIVERABILITY GUARANTEE

PRICING GUIDE Business Cards - 3½” x 2”

One-Sided

Two-Sided

Quantity

250

500

1000

250

500

1000

100# Gloss Cover

$20

$35

$60

$25

$45

$80

130# Gloss Cover

$25

$45

$80

$30

$55

$100

Magnetic Vinyl

$62.50

$115

$210

N/A

Front-side UV coating: add 1¢ per card

Door Hangers - 4” x 11”

One-Sided

Two-Sided

Quantity

100

200

300

400

100

200

300

400

100# Gloss Cover with Doorknob Cutout

$18

$33

$66

$90

$120

$20.50

$37

$74

$102

$136

100# Gloss Cover with Doorknob Cutout and Tearoff Perforation

$20

$37

$74

$102

$136

$22.50

$41

$82

$114

$152

Front-side UV coating: add 4¢ per hanger

One-Sided

Two-Sided

Quantity

100

150

250

100

150

250

100# Gloss Cover

$29

$73

$125

$220

$285

$450

$35

$87

$150

$264

$342

$540

130# Gloss Cover

$32

$79

$135

$235

$308

$488

$38

$94

$160

$280

$360

$575

Market Dominator

Labels - All Labels are Full Bleed

Quantity

100

250

500

1000

12” x 15” 100# Gloss Cover, EDDM

$1.00

3¼” x ¾”

$28

$68

$130

$250

12” x 15” 100# Gloss Cover, First Class

$1.80

3¼” x 1¾”

$37

$90

$175

$330

12” x 15” 100# Gloss Cover, Standard Class

$1.35

5” x 2½”

$53

$128

$240

$460

Flyers & Newsletters - Letter Size 8½” x 11” One-Sided

Two-Sided

Quantity

50-99

100-249

250+

50-99

100-249

250+

70# Smooth Text

$0.50

$0.39

$0.36

$0.59

$0.48

$0.46

100# Gloss Text

$0.53

$0.42

$0.40

$0.63

$0.52

$0.50

100# Gloss Cover

$0.62

$0.51

$0.48

$0.72

$0.61

$0.58

100# Gloss Cover, UV Coated Front Side

$0.66

$0.55

$0.52

$0.76

$0.65

$0.62

Magnetic Vinyl

$5.34

$5.23

$5.20

N/A

MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM | 75

CALL 866.405.3638 FOR MORE INFORMATION

Presentation Folders

GENERATE NEW BUYERS CASH BUYER FIRST-TIME HOMEBUYER SPHERE/FARM INVESTORS MOVE-UP MARKET

SPHERE OF INFLUENCE CARDS - PG 48

ON THE FENCE BUYER CARDS - PG 50

GENERATE NEW LISTINGS JUST LISTED/SOLD PROPERTY SHOWCASE CONTENT CARDS FREE OFFER FSBO/EXPIREDS SPHERE/FARM LISTING INVENTORY NEIGHBORHOOD UPDATE

JUST LISTED/SOLD CARDS - PG 46-47

FSBO & EXPIRED KITS - PG 66-69

DOMINATE A GEOGRAPHIC FARM MARKET DOMINATOR SEE PAGES 70-71

GET A 20% MARKET SHARE!

76 | MASTER MARKETING MAGAZINE CATALOG - PROSPECTSPLUS.COM