MASTER MARKETING MAGAZINE REALTOR® GUIDE TO STRATEGIC MARKETING
THE MARKET DOMINATOR SM
ARE YOU DABBLING OR DOMINATING? PG. 22
PUTTING THE “INFLUENCE” INTO YOUR SPHERE MONTH-BY-MONTH GUIDE TO HITTING YOUR GOALS PG. 12
MASTER MARKETING
SUCCESS STRATEGIES “SUCCESS IS WHEN PREPARATION MEETS OPPORTUNITY” PG. 26
PRINT • PUBLISHING • DIRECT MAIL
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MASTER MARKETING MAGAZINE - Letter from the publisher
About ProspectsPLUS! For more than 20 years, we have been a recognized real estate marketing leader, providing tens of thousands of North America’s finest agents with the kind of efficient, effective and powerful marketing technology they need to survive and succeed in the fiercely competitive real estate industry. Marketing innovation is our legacy, and though technology will continue to expand, our focus remains clear and fundamental. Our goal with each and every customer is to provide the most creative ways to find new business. In simple terms, we’ve built our business by helping professionals like yourself earn more money in less time. Headquartered in Lakewood Ranch, Florida, ProspectsPLUS! delivers the latest prospecting tips, strategies, technology, techniques and tools to help real estate professionals effectively and affordably grow their businesses. It is our goal to keep agents out in front of the competition by aggressively seeking out and consistently delivering what really works in real estate. Today, a ProspectsPLUS! solution is part of the daily marketing plan for tens of thousands of top professionals throughout every part of North America. We’re proud to say that when our customers utilize our products, they always have an extraordinary array of powerfully creative, incredibly intuitive and proven marketing tools and techniques at their fingertips. The ProspectsPLUS! success story is essentially a tale of what creative people can do when they work together. In fact, ProspectsPLUS! is the culmination of the efforts of some of the most creative marketing minds in real estate. The combined years of experience behind every ProspectsPLUS! product now numbers in the hundreds. We want to be your marketing and prospecting resource for the rest of your career. We are totally committed to providing you solid, simple solutions that work.
TAKE A VIRTUAL TOUR OF
ProspectsPLUS!®
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CHOOSE WHERE YOUR MARKETING GOES
INTRODUCING The power to find the RIGHT mailing list with the RIGHT customers for YOUR brand and business. Top agents don’t rely on “shotgun”marketing techniques to build their business. They carefully select the geographic farm areas and demographics for the customers that resonate most with their marketing, their brand, and their goals. You can too -- with MapMyMail from ProspectsPLUS!. Put the power of smart data mining to work for YOUR business today!
TAX ASSESSOR DATA – 8¢ PER RECORD • • • • • • • • • •
Over 128 Million Deliverable Addresses 3,057 out of a Total 3,141 US Counties Available Weekly Data Hygiene to Remove Vacant & Do Not Mail Records List Experts Available to Help Increase Response Rates See Where Your Mailings Go on a Google Map Radial or Pinpoint Search Identify and Mail to Owner/Occupants Only Identify and Mail to Absentee Owners Mail to Every Property on the Map Include or Exclude Streets
DEMOGRAPHIC SEARCH – CONSUMER DATA – STARTING AT 8¢ PER RECORD • • • • • • • • •
Over 200 Million Consumer Records Weekly Data Hygiene to Remove Vacant & Do Not Mail Records List Experts Available to Help Increase Response Rates Homeowners/Renters Age Gender Income Length of Residence Dwelling Size
WATCH HOW SIMPLE IT IS ATMASTER WWW.MAPMYMAIL.COM MARKETING MAGAZINE - PROSPECTSPLUS.COM | 3
TABLE OF CONTENTS 8 | 15 FACTS ABOUT EVERY DOOR DIRECT MAIL 10 | HANDLING OBJECTIONS LIKE A BOSS! 12 | PUTTING THE “INFLUENCE” INTO YOUR SPHERE 14 | GEARING UP FOR EXPIREDS 16 | 92% POSTCARD DELIVERABILITY GUARANTEE
THE MARKET DOMINATOR
17 | TRACKING YOUR RESULTS... 18 | HELP ME HELP MY AGENTS!
FEATURED ON PAGE 22
20 | UNDERSTANDING THE VALUE OF YOUR LIST 22 | THE MARKET DOMINATOR 26 | MASTER MARKETING SUCCESS STRATEGIES 28 | JUST LISTED POSTCARDS AREN’T JUST
FOR “OLD SCHOOL” AGENTS
29 | FOUR TIPS FOR BUILDING INVENTORY
30| FIVE WAYS TO USE DONE-FOR-YOU CONTENT
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Own
the
Neighborhood With EASY Automated Just Listed/Sold Postcards
Your New Listing 11.1% Of The Surrounding Neighbors Will Be Listing Within 12 Months*
$75,000 Of Additional Commissions Will Be Made** CALCULATE YOUR ROI TODAY!
*2013 NAR Profile of Buyers and Sellers **Approximate Figure
LEARN HOW!
Visit www.MLSmailings.com today and click on See How it Works. MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 5
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UPLOAD YOUR OWN
Already have your OWN creative and just need a place to print and ship easily and affordably? We’ve got you covered! IN JUST 3 STEPS YOU CAN UPLOAD & MAIL: • • • • • • • • •
STANDARD POSTCARD 5 ½” x 4 ¼” JUMBO POSTCARD 8 ½” x 5 ½” PANORAMIC POSTCARD 11” x 5 ½” LETTER SIZE 8 ½” x 11” LEGAL SIZE 8 ½” x 14” TABLOID SIZE 11” x 17” POSTER SIZE 12” x 18” SMALL BOOKLET 5 ½” x 8 ½” LARGE BOOKLET 8 ½” x 11”
STARTING AT
$0.24
PER PIECE
Need assistance uploading your own custom design or branded pieces? No problem. Our support staff is ready and willing to help you get started right away.
Just call 866.405.3638 or go to www.prospectsplus.com/upload MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 7
MMM | TIPS & TRICKS
CAPTURE MARKET SHARE IN A GEOGRAPHIC AREA!
15 FACTS ABOUT EVERY DOOR DIRECT MAIL Have YOU considered putting the powerful and affordable service Every Door Direct Mail™ to work for you? It allows you to literally get in EVERY DOOR in a geographic area for as low as 17½ cents in postage per piece. But there are a LOT of questions out there – and a lot of folks unsure about which way to go in terms of getting their message in the right hands to help brand themselves in a market. So I put on my fact-finding hat to give you guys the inside skinny on some things you need to know about this service to determine whether it is really right for you.
FACT #1:
According to direct marketing statistics, businesses that get the majority of their clients from within a three-mile radius of their office are: REALTORS®, mortgage brokers, insurance agents, dentists, chiropractors…(the list goes on – but did you catch that first one? Love that!)
FACT #2:
This is the most cost-effective means of delivering your message to an ENTIRE market area. As a SATURATION mailing tool, you can literally send up to 5,000 pieces each day (to be delivered to EVERY
SINGLE mailbox on your chosen carrier route) and still pay no more than 17½ cents in postage per piece.
FACT #3:
There is no postage permit necessary – only the required indicia needs to be placed on your mailing piece. (We’ve got that for you – no worries!)
FACT #4:
You don’t need a mailing list. This is a biggie! One of the toughest components that agents find in building their book of business is developing their LIST. While it IS one of the best practices you can ever do to build long-term referrals and keep your customers and clients calling YOU back for the duration of your career – it is a stumbling block for many. So while you’re waiting to get your list together (go ahead and hire a broke college kid to start data entry today – they need the money and you need a database!) – the EDDM system is the perfect way to start branding yourself and discover NEW PROSPECTS to put into your sphere!
FACT #5:
You can send standard mail flats, irregular parcels, periodicals, and bound printed
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flats. But – your mailing piece cannot be more than 15” long, 12” high and ¼” thick.
FACT #6:
The common mailing pieces for EDDM used by REALTORS® are newsletters, open house postcards, just listed postcards, just sold postcards, introduction/neighborhood specialist announcements, or workshop invitations (first-time home buying seminars, short sale seminars, workshops for seniors, renters, buyers, etc...).
FACT #7:
You can select whether or not you want your mailing delivered to P.O. Boxes and farm mail routes!
FACT #8:
Your mailing will saturate every consumer within your carrier route AND it can also include delivery to businesses. However – you CANNOT just send to businesses.
FACT #9:
When choosing your carrier routes – remember to choose WISELY. With this system, you must mail to EVERY home on the carrier route. So it’s important to
MMM | TIPS & TRICKS look at the market you want to saturate and budget accordingly. If your route has 1,000 homes in it – then you’ll need to provide mailings for every home. The average carrier route has about 250-500 homes on it. Then, based on YOUR budget, you can choose the carrier routes in your market with the number of homes you can comfortably afford to send to repeatedly.
FACT #10:
To piggyback on #9, while this is a much more affordable mailing option for most agents, remember this is still direct marketing. So if you can only afford to (or care to) send a mailing ONCE to an area – then it will more than likely not glean you the results you are looking for. Keep the 3-7-27 rule in mind: It takes 3 impressions for someone to recognize your name, 7 impressions to put your name with your business, and 27 to become a “top of mind” brand name in someone’s head. So it’s better to mail to 300 people ten times than to send one mailing of 3,000 if you want to build that awareness and trust.
FACT #11:
You’ll need to include a form (PS Form 3587) with your mailing that identifies the carrier routes, number of homes in the route, etc. It’s a government form so – while it’s a little mind-boggling – it’s not too bad! (And with our service we’ll even fill it out for you, so no worries!)
FACT #12:
Your mailers have to be bundled and banded in groups of 100 and include a “facing slip” on each bundle. So that’s not a lot of fun – but again – we do that for you if you like. Besides – you’ve got to think about those delivery folks! Can you imagine if you gave them one giant stack? Yikes!
FACT #13:
If your best target market is actually in other cities or states, you can use Priority Mail® to ship your Every Door Direct Mail mailings to the Post Office in that area. How cool is that? This is especially helpful if you are working with vacation properties or investors (we can do that too).
FACT #14:
You have OPTIONS. Whether you’re
an all-hands-on-deck kind of person and want to do everything yourself, or whether you just want to choose your mailing piece, pick your routes and have the rest all done for you – we’ve got a solution that works for you, your market and your budget. Learn more about Every Door Direct Mail by going to www.prospectsplus.com/eddm
FACT #15:
You don’t have to do it BY YOURSELF. The truth is, this is an exciting and affordable opportunity to saturate a market with your message, but there are variables, budgets and geographic areas to consider. Sometimes (all right – most of the time) it’s good to have another person to help walk you through the process. Our EDDM specialists have the experience and knowledge to do just that – just give them a call at 866.405.3638. They’re happy to help.
SEE THE CATALOG FOR MORE MAILING INFORMATION & SAMPLES
TURN TO PAGE 64
MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 9
MMM | TIPS & TRICKS “WE WANT TO THINK IT OVER” “WE WANT TO WAIT” “THE OTHER BROKER SAID HE WOULD TAKE LESS COMMISSION”
HANDLING OBJECTIONS LIKE A BOSS! SETTING THE STAGE FOR SUCCESS We get questions all the time about how to handle objections. So we thought we’d share a little dialogue for you to use WITH the brochures so you can handle objections with EASE the next time you’re up against some tough sellers. Let’s start with the Commission Handling Brochures. Things are heating up out there and competition is getting pretty intense. What we know is that nothing lasts – not the good times or the bad times. But one thing that ALWAYS seems to rear its nasty little head during the GOOD times is that the discount commission agents start coming out of the woodwork. And that means it’s time for savvy agents to get down to business and know how to handle objections well before a seller even has the chance to utter the question, “Will you cut your commission?” To help you head that objection off at the pass, I sat down with prospectsplus.com company President Jim Morton to get some 5-Star dialogue for handling that oh so common objection! The truth is that listings are (and always
have been) the name of the game. So, what are you seeing RIGHT NOW? Agents want LISTINGS. Why? Because they’re SELLING. What HAVEN’T you seen in recent years? You haven’t seen a lot of discount brokerages or sell-it-onyour-own type companies. But they’re back – and they’re back big. And FSBOs are getting a little cockier as well. So be PREPARED. You’re going to get hit with objections. The best thing to do in this market? Be prepared. Know that there are really only a few common objections when you get down to it. And you’ll probably be hit with quite a few in the next year or so. Any of these sound familiar? • • •
“The other broker said they would list it for less commission.” “I want to try to sell it myself to save the commission.” “I have a friend in the business and they said they’d take less commission.”
When you are hit with one of these – or any objection, remember this: the way to change another human being’s feelings is VISUALLY. A few well-chosen words with a correct visual will always take you
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further than the words alone. Have five or six Commission Handling Brochures in your briefcase at all times. That does a couple of things for you. First, it lets the sellers know that you are prepared, and you’ve handled this before. Second, it gives you a track to run on. There are six reasons why another agent might take less – and how that can be COSTING the seller money. Your job as the professional is to visually show them these six reasons with a few well-chosen words and have the ability to handle that objection without stress. HOW DO WE GET STARTED? First go to prospectsplus.com, download a PDF of the Commission Handling Brochure, print a few, fold them up and keep them in your briefcase as part of your presentation tools. If you’re using an iPad or notebook for your presentation you can display the PDF on that as well. Or we can print for you and ship a stack to your home so you always have them handy. NEXT, USE THE FIVE-STEP OBJECTION HANDLING PROCESS: • •
Agree with them. Ask them open-ended questions. (They usually start with Who, What,
MMM | TIPS & TRICKS •
• •
Where, When, Why, and/or How). Isolate the objection with a sharpangle close. “Well what if you knew ______________, would you _______?” Show them something. Use an assumptive close.
HERE’S A LITTLE DIALOGUE: “Mr. and Mrs. Seller, you know if there is a way to save money, I don’t blame you. I’m always looking for ways to save money as well. In today’s world it just makes sense, right? And you know if in fact you could save money going with that other broker, I’d recommend that, but I guess, let me ask you this: What’s more important to YOU? Is it paying a lower commission or is it putting the most money in your pocket?” “Oh, OK, so it’s putting more money in your pocket? Is there anything else? Any other reason you would want to go with someone else other than the commission? OK – so just the commission.” “Well let me ask you this: What if you knew that by going with that other agent you wouldn’t be saving a dime? As a matter of fact, you might be costing yourself five or six thousand dollars out of pocket. Would you still go with them? I guess, here’s what I mean: What if you knew that by paying a lower commission you’d put less money in your pocket when it’s all said and done? Would paying a lower commission still be important to you? What’s more important: paying a lower commission or putting more money in your pocket?” “What if I could show you beyond a shadow of a doubt that sure, I may charge a little more, but I could put more money in your pocket? Would you go ahead and put it on the market with me? If putting more money in your pocket is really what’s most important, you’d almost insist, right? Well let me show you some things that will save you a lot of time and aggravation – and even a lot of money. Would that be OK? There are six reasons that a broker or agent will charge less commission. Let’s go through them.” “The truth is – a 1% reduction in commission results in 20% of their
income. Let me ask you something: If your agent is so good at letting you negotiate a 20% reduction in their livelihood – how well will they do at protecting your interest with a buyer who wants to reduce the price of your house?” The Commission Handling Brochure has six great reasons why the OTHER agent is willing to reduce his or her commission – and frankly – why he or she SHOULD. It’s a powerful tool to have in your toolbox when facing pricing objections in what is sure to be a busy and competitive market ahead. Timing is everything. You’ll also want to take a look at the Six Pitfalls of Overpricing – which is perfect for those pie-in-the-sky sellers who want every dime back for the “expensive paint” and other personal “upgrades” to their home. It covers the six top missteps that happen when overpricing a home. And the Timing is Everything, and Think it Over Brochures are great as well for sellers who are sitting on the fence. They spotlight what a seller can lose by waiting. Check them out today! Use the five-step objection handling process with these objections as well! Hope the dialogues helped! Get your copy of the Commission Handling Brochure today by going to: www.prospectsplus.com/objection. Need help with your marketing needs as we speed into the new season? Call us today at 866.405.3638! That’s what we do best!
SEE THE CATALOG FOR MORE OBJECTION HANDLING BROCHURE INFORMATION & SAMPLES
TURN TO PAGE 46 MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 11
MMM | TIPS & TRICKS
92% OF AGENTS WHO CLOSE 50+ TRANSACTIONS A YEAR REVEAL THAT 66% OF THEIR BUSINESS COMES FROM THEIR SPHERE OF INFLUENCE...
PUTTING THE “INFLUENCE” INTO YOUR SPHERE MONTH-BY-MONTH GUIDE TO HITTING YOUR GOALS There’s an old saying, “there’s acres of diamonds” in your book of business. But only if you’re willing to put in the work to make sure it stays on track. The key to your sphere of influence is, of course, influence: that relationship you develop where they know you, like you, and trust you. That last one is vital. In the words of Zig Ziglar, “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” It’s a great illustration of the importance of staying in front of the folks in your sphere until they are ready, willing, and able to buy or sell and trust you enough to be the one they call when they do. Each month, make an appointment with yourself to review for at least one hour where you are in terms of your book of business. Ask yourself these four questions: 1. How many past clients will I contact this month? 2. What is my focus? 3. Who can I add to my database? 4. What’s working and what’s not?
Then take action on your answers. Top agents don’t worry about chasing their next commission. They know that a strong sphere, connected with month after month, will reap all the leads they want and more! Here is a reminder of the 10 strategies you should always consider for creating and keeping a results-producing sphere of influence: 1. Get it all on “record.” Whatever database management system you choose, be sure that you have entered at the very least the basic information such as name, address, phone number, email address, and social media addresses for every past customer, friend, family member and acquaintance that you can think of. Sound like a lot of work? It is – but SO worth it. And I’m not saying you have to do it yourself. Delegate it – that way you can stick to what you do best: getting face to face with the folks in your market. 2. Fill in the blanks. The more RELEVANT you are – the more REFERRALS you’ll receive. So once you’ve got the basics down – take note of more personal information
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about the people in your database. What do they do? Where do they live? What makes them unique? What else do you know about them that you can reference? Who’s in their family? You know the old saying, “The devil is in the details!” The more you know, the easier it will be for you to connect with them on topics that are relevant and important to them. 3. Clean up old records. At least twice a year, go through your database, cull old contacts, and clean up missed or incorrect information. Connect with your database and let them know that their business is important to you, and that you’re just doing a little “housekeeping” so that you can be sure they are always kept in the loop. Double-check their information and offer a fair trade offer of a free report or certificate of some kind. 4. Data mine for ‘like’ minded people. One of the best things an agent can do is really take a good long look at what his or her ‘best customer’ looks like. Who do you like to work with? Seniors? Singles? First-time homebuyers? Expireds? FSBOs? Once you know that – and can determine who you both like to work
MMM | TIPS & TRICKS with and the type of people you have the most successful relationships with – you can data mine to find more of the same. 5. Add new personal contacts. As sales professionals, we come into contact with new people who are potentially great future clients or customers every day. Make it a point to add at least one new person per day (or five per week) to your book of business – or more, depending on how fast you want your business to grow. Many agents I know make this database building a positive habit by dedicating one hour a week to the health and maintenance of their list. Every time they meet a new person at the local Starbucks, networking meeting, business event, PTA, restaurant – even the grocery store – that person goes into the “book” and the nurturing begins! Some of the best agents spend an hour a week sending a personal note or firing off an email just to say what a pleasure it was to meet and if they need anything – just call. (Making notes on the back of business cards or in your phone after meeting a new person will help jog your memory for details when you are entering them into your database at a later time.) Think about 10 people THIS WEEK you could add if you tried: teachers, bankers, restaurant owners/staff, accountants, attorneys, landscapers, gas Station owners, grocery store managers…the possibilities are endless! (If you did that EVERY week, you’d be adding more than 500 people to your book of business each year!) 6. Add past lists. If you’ve sent out Just Listed or Just Sold Postcards and have purchased a list of homeowners’ contact information who received those postcards, be sure not to forget those folks. You can add them in and start the process of taking them from “prospect” to “member” of your sphere by building those relationships over time. 7. SHARE with them. Direct mail is a great way to “touch” your book of business at least once a month. From powerful sphere of influence postcards with relevant offers to a monthly newsletter packed with valuable content, staying in TOUCH
is the key to staying TOP of mind. We’ll even help you put the right pieces in place to allow you to put your marketing plan in motion and then focus on those personal contacts and the three tasks that are most important in your business: prospecting, presenting and CLOSING. Visit our SPECIALS page today at www.prospectsplus.com/specials to learn more about these options, or call our team at 866.405.3638 for help deciding what might work best for you, your list and your budget! 8. Invite them into the conversation. Savvy agents are firing up their social media strategies on Facebook, Twitter, LinkedIn, YouTube, and Pinterest and inviting their community of followers to join in the conversation. Create a Facebook page for your neighborhood farm and post community information that’s relevant to your buyers and sellers such as school information, local business information, fun facts and more. Agents are breaking out their iPhones and Androids and creating video walking tours of area hotspots, news for the week, reviews of local businesses, types of homes to look for in their area and all kinds of fun and interesting information. Pinterest has people pinning and posting all about staging ideas, inspirational quotes, homes in the area, community events, blog posts, and more. Use our On the Web Series Postcards to drive your offline traffic to these valuable and engaging sites. 9. Follow up. Break your list up into manageable numbers, and commit to follow-up calls every week. Most experts recommend scheduling a daily appointment with yourself to prospect. Don’t underestimate the value of face-to-face connecting as well. Community events, school functions, networking opportunities, and just being active in the community that you service will help keep you visible. Be the resource people need, and you will generate referrals in the process! It can be as simple as letting them know that you are there to help any time. 10. Lather, Rinse, Repeat. Well, you get the idea. Treating your database as the salable, valuable resource that it
is means not putting it away for 11 months out of the year. Commit to these 10 strategies monthly, and your career will thrive – and you won’t have to always be wondering where your next commission will come from. Need help? Call us at 866.405.3638 or go to www.prospectsplus.com/soitools. Our team of marketing professionals can help you put your plan in place for success.
“IT’S MORE IMPORTANT TO REACH THE PEOPLE WHO COUNT THAN TO COUNT THE PEOPLE YOU REACH...” SEE THE CATALOG FOR MORE SPHERE OF INFLUENCE INFORMATION & SAMPLES
TURN TO PAGE 42
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GET NEW LISTINGS EVERY MONTH!
GEARING UP FOR EXPIREDS IT PAYS TO BE PREPARED Expireds have long had a relatively rotten reputation. Dubbed “difficult,” “tough nuts,” or “stubborn” by many agents – but for others, they are considered great ‘low hanging fruit’ and for expired aficionados – they are the #1 source for increased productivity, respectable listing inventory, and even long-term referral clients. Here’s what you need to know first: Most experts (and expired specialists) would tell you that success lies in three things: ATTITUDE, APPROACH and SALESMANSHIP. ATTITUDE first, because expireds often are a little discouraged, beat up and even a little put off because they’ve been disappointed in the past. But a strong agent with a great disposition and a handle on how to get the job done can almost always turn that around. APPROACH without being pushy or overbearing. We’ve always found direct response postcards a great way to capture the attention of a prospect by using questions and statements that
are ALREADY in the mind of your target consumer and that lead them to look to YOU for the solutions. And it’s an APPROACH that has worked tremendously for thousands of agents because it: 1. Warms the call. 2. Presents you as the expired specialist. 3. Offers an item of value that is intriguing and helpful to your potential customer. (Now there’s a win-win-win!) SALESMANSHIP is often a combo platter of things, right? It includes the right attitude and approach, of course, but it also combines savvy dialogue skills, and the ability to empathize with your customers, and steer them in the right direction. I’ve always found that it is also the ability to use VISUALS to help tie down your points, make your message crystal clear, and lend authority to what you’re saying. And when you are dealing with more than one seller, more often than not, one is a VISUAL person and one is more focused on the words and the details. If you have BOTH going for you, you stand a better chance of closing for
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the signature! A success strategy that many agents are using today is fairly simple and extremely effective: 1. Every morning (or at least once a week) they pull the list of expireds from their MLS. They put these names, addresses and contact information into their prospect database. 2. They set up a series of three, six or nine direct response offer postcards to go out to those expireds over the course of the next two weeks, sending the postcards two to three days apart. 3. They follow up with a phone call, introducing themselves as an expert in expired listings, and offer an item of value in return for a chance to come out and see the property and make some recommendations for getting the job done. (If at first you don’t succeed, keep trying!) Close for the appointment. 4. They bring their collateral pieces to the listing appointment, and begin to build that relationship with the
MMM | TIPS & TRICKS right ATTITUDE, APPROACH, and SALESMANSHIP.
A SYSTEM FOR WORKING EXPIREDS
Sometimes (all right – a LOT of the times) pricing is a factor for expireds, so be sure you have some great objection handlers in your arsenal to ensure that you are pricing that listing RIGHT, so you can help your clients reach a better conclusion than their LAST listing experience. We went ahead and did all the legwork for you. We’ve put together three different expired listing packages for agents to make your job of getting in the door and walking away with the listing a whole lot easier. Choose from our Silver, Gold, or Platinum Packages, which include direct response postcards, powerful brochures, and the free reports that are just what the sellers are looking for! Turn to page 56 to see these pieces and more in detail. Get yours today, or learn more by calling us at 866.405.3638 or visiting www.prospectsplus.com/expired
WWW.GETTINGLISTINGSSOLD.COM
SEE THE CATALOG FOR MORE INFORMATION ON EXPIRED SYSTEMS & SAMPLES
TURN TO PAGE 60 MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 15
MMM | TIPS & TRICKS
“THE FIRST THING A PROSPECT MUST PAY IS ATTENTION” - 92% OF HOMEOWNERS GO TO THEIR MAILBOX EVERY DAY...
92% POSTCARD DELIVERABILITY GUARANTEE Your ability to market to the right people at the right time with the right message is the foundation of your business. Delivering the right tools to help you do that is ours. That’s why when it comes to putting your postcards in the hands of your customer base, we GUARANTEE the highest level of deliverability in our industry.
organization has an extraordinary attention to detail, and a laser focus on the collection and aggregation of the best consumer and business data in the world from a wide spectrum of sources. •
What that means is that when you use a list provided by ProspectsPLUS!, any returned mail you receive over 8% – we will REFUND you for both POSTAGE and PRINTING. What is a Normal Return Rate on a Consumer List? First, according to the United States Postal Service, over 40 million people in the U.S. move each year, and they often don’t immediately update their address information. Therefore, it is not uncommon to have 10-12% undeliverable names or disconnected numbers in the consumer market. What that tells us is that NO list is 100% accurate. But we know that 75% of a direct mail campaign’s SUCCESS lies in the accuracy of the list. That’s why we put these components in place to ensure that YOUR list is as effective as possible: •
We get our data from the highestquality provider in the country: Acxiom. This cutting-edge
We CASS certify every address before sending a single piece of mail through our system. The Coding Accuracy Support System (CASS) enables the United States Postal Service (USPS) to evaluate the accuracy of software that corrects and matches street addresses using address-matching software to improve the accuracy of their ZIP+4, carrier route, and fivedigit coding.
•
We cross-reference every address with the National Change of Address database (NCOA).
•
Any mail returned to us marked “undeliverable” is scrubbed from our system. This keeps data and mailing costs down for our customers as well as removing undeliverable mail from an already burdened mail system.
•
We track 100% of our postcard mailings. You never have to wonder where and when your mailings hit your market.
With these systems in place, we are confident we can provide the highest standard of mail deliverability in our
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industry – and we put our money where our commitment is: with you, our valued customers. Are there some ways to IMPROVE the accuracy and health of your mailing list? Absolutely! 1. If you are purchasing data from another provider, please check their accuracy ratings (and cost!). Our data is 8¢ per record, and we guarantee it to be the most up to date. 2. If you are marketing to a resort area, or second home market, please use our MapMyMail! System to choose the “mail to absentee owner” option. These markets have historically high vacancy rates, and your mailings will be returned if you mail to the property instead of the owner. 3. Continuously update your Sphereof-Influence database. By staying in touch consistently with your Sphere-of-Influence, and including a return address on your mailings, you should receive cards back when there is a change of address. Update your records before uploading your list for future mailings. Learn more about our systems at: blog.prospectsplus.com/map blog.prospectsplus.com/track or contact our customer support team at 866.405.3638.
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100% ASSURANCE YOUR MESSAGE GETS DELIVERED
TRACKING YOUR RESULTS… TAKING THE GUESSWORK OUT OF REAL ESTATE MARKETING You’ve got to love technology, right? As real estate professionals in today’s competitive world, every marketing step counts – and every marketing dollar is important. We get that. That’s why we’ve been working overtime to put new systems in place that track 100% of your postcard and mailing orders across the board. That way, you know what was delivered, when it was delivered, and exactly when you can start following up on your important real estate marketing mailings. As you kick your marketing and momentum into high gear – here are four things you should know: 1. Track My Mail is a resource you can trust. We know that every dollar counts and you want to know that your marketing is not only being sent, but also being delivered. We want the same. Every time you place an order, you will be sent a link when that order is shipped so you can track your mail every step of the way: when we deliver it to the post office, when and where it’s routed, and when it gets delivered. That way, you can have total confidence that your
marketing is working for you. There’s no extra cost, no fuss, no questions. We’ve got you covered. 2. There are LOTS of options available. Marketing is a big decision for agents today, and budgets are a giant factor. We’ve got tools that can match any budget and can help you reach as far or as limited a target as you are comfortable with. From Every Door Direct Mail options that allow you to blanket entire geographic areas, to Just Listed/Just Sold Postcards, which are a foundation for any real estate marketing plan, to the collateral pieces you need for fair trade items, blog fodder, consumer-friendly website downloads, presentation content and more. We can work with you one-on-one to meet your budget and extend your reach with ease. 3. By real estate professionals for real estate professionals. With our organization, you’ll know that your marketing is being written and produced by people who have long ties and experience in this industry we love. We’re constantly watching market trends so we can keep you on the cutting edge when it comes to always having the right piece for the right person at the right time. It’s
the difference – that makes all the difference. 4. Totally editable. We get that creating is HARD and clicking is EASY. That’s why we try to do as much of the “heavy lifting” as possible, so that when you choose your marketing materials, be they real estate postcards, newsletters, flyers, brochures, or even kits, you don’t HAVE to change a thing if you don’t want to. You can simply have our system apply your contact and profile information and go. If you want, you can totally change whatever you like. Change the words. The images. Even upload your own piece. Flexibility is key in today’s busy world. You have our commitment to continuously make that an easy solution.
WATCH THIS VIDEO TO LEARN MORE
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LEADERSHIP MATTERS
HELP ME HELP MY AGENTS! CONSIDER THESE FIVE STRATEGIES FOR TODAY’S BROKERS & MANAGERS “Help me help my agents.” Training experts across the nation are scrambling to answer this challenging plea as our markets continue to shift and change. Savvy management professionals understand that in ANY market, the strongest teams are built when leaders passionately seek the best available resources, solutions, and skill builders, then deliver the goods to their associates each month, each week or, when necessary, each day. How do you help your agents adjust to challenges, turn obstacles into opportunities, and excel in their careers? Consider these five strategies: 1. Believe. Norman Vincent Peale taught us that “disolvers should be solvers.” Now more than ever, you have to believe in your agents, oftentimes more than they believe in themselves. As expressed by Steven Covey in The 8th Habit, “Leadership is communicating to people their
worth and potential so clearly that they come to see it in themselves.” Shine the light on what is possible, then project the belief systems, path to success, and foundation for staying the course. Help your agents develop and sharpen their leadgeneration and negotiating skills in an environment that assures them both collectively and as individuals that they can do more than survive... they can excel. 2. Shock the system. Many agents demonstrate avoidance behavior when markets tighten. They start coming into the office later, leaving earlier, or immersing themselves in the busywork of “getting organized.” Breaking the habits of complacency, apathy, fear, and/or monotony sometimes requires unorthodox or “outside the box” methods of shocking the system. There’s no time like the present to shake things up a bit and get nonproducers out of their comfort zones and into production mode. For example, approach your agents and say something like, “For the next week, we are going to meet in the
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office at 7:00 a.m. every day. We’re going to role play for two hours, then block out some group prospecting time. We’ll have coffee and bagels and every tool you’ll need to effectively handle the phones.” Sure, it will be uncomfortable at first; however, that’s how we grow, both as sales professionals, and as people. Somewhere between the coffee, the phone calls and the shock, your agents will emerge ready for a challenge and on the path to greatness. As John D. Rockefeller said, “Good leadership consists of showing average people how to do the work of superior people.” 3. Specialize. Whether you have a team of 10, 20, 50, or 100, challenge everyone to specialize in one area for a week. Or start a contest that tracks appointments, listings, sales, buyer referrals, and listing referrals for one segment such as FSBOs, expireds, geographic farm areas, or first-time homebuyers. If your entire office was on the same page for just one week – prospecting together, sharing ideas, collecting
MMM | TIPS & TRICKS data and competing for prizes – three incredible things would happen: First, your agents would acquire new skills and overcome fears. Second, statistics and other valuable information gleaned from the experience would allow your agents to present themselves and your organization as “specialists” when they face the same types of prospects in the future. And third, your entire office would enjoy a renewed (and very energizing) sense of pride and teamwork. 4. Take massive action. Action overcomes fear and uncertainty. Jump into the ring, set the standards, shine the light on what can be, and then – together with your agents – act, act and act again. You can think, strategize, plan, and believe all day long, but until you act and lead your team to act, your entire organization will lack the forward momentum necessary to achieve and sustain excellence. Lead the way for your agents, and heed the words of E.M. Kelly: “The difference between a boss and a leader: a boss says, ‘Go!’ – a leader says, ‘Let’s go!’” Focus your agents on the fundamentals of our industry, and challenge them to: • • • •
consistently stay in touch with their sphere of influence make Just Listed/Just Sold marketing an “every time” action item develop a niche market or neighborhood they can “own” practice what Anthony Robbins calls “CANI-Constant and Never-ending Improvement” by attending and absorbing any and all training and skill-building opportunities
5. Recruit! Nothing keeps an office hopping, the energy pumping, and the competitive nature flowing quite like a consistent stream of talented new agents in the office. It will help weed out those who are either ineffective, untrainable, unapproachable, or detrimental to your office – and it will help keep your good agents on their toes. We’ve got some great tools to help you stay top of mind with your recruiting
hit list and make those “cold calls” a whole lot warmer. You will be helping them do far more than simply weather our current market; you will be helping them build strong, saleable books of business that will sustain them throughout their careers. Take these five strategies to heart, and put them into action, and you will play an invaluable role in helping your agents become their personal best. Lead by example, and remain open-minded in your approach to inspiring, training, recruiting, and retaining. You might be surprised at how many managers close the door on new solutions, tools, and strategies, simply because they assume that they won’t work, and/or are afraid to admit that they don’t know or lack the experience to view their role as anything more than “gatekeeper.” Believe in your agents. Challenge them, and help them develop the skills that eliminate fear and encourage exponential growth. Then ask them to listen to the voice of Og Mandino in his powerful book, The Greatest Salesman in the World: “I will act now. I will act now. I will act now! This is the time. This is the place. I am the person.” ProspectsPLUS! develops the systems, tools, and training that leaders rely on to create momentum, inspire greatness, and promote achievement in their organizations. Need help putting your recruiting campaign in place? Call us at 866.405.3638 or go to www.prospectsplus.com/recruiting to see all of our time-tested recruiting tools. Just as you would tell your agents about THEIR marketing, the key to staying positioned to recruit the agents you want on your team is to stay top of mind CONSISTENTLY month after month. Our team of marketing professionals can help you put your plan in place to build the team you really want.
SEE THE CATALOG FOR MORE BROKER/MANAGER RECRUITING INFORMATION
TURN TO PAGE 51
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HOW MANY PEOPLE DO YOU NEED IN YOUR SOI TO HIT YOUR GOAL?
UNDERSTANDING THE VALUE OF YOUR LIST WHY CONSUMER INFORMATION CAN BE KEY IN DIRECT RESPONSE MARKETING Do you know one of the biggest reasons why so many real estate agents LEFT the business when the going got tough? And a key component in helping those that stayed in succeed and even thrive? A database. A strong, reliable, wellnurtured, up-to-date database. The best ones start with a solid sphere of influence and grow exponentially over the years by adding niche markets, new geographic farms and new customers. And what do the agents get in return? A referral base they can count on without having to constantly chase new business. Start with your sphere (those people who know you, like you, and would trust you to do business with them). And build from there. If you don’t already have your sphere of influence or book of business in a solid database – don’t waste another month putting that together. (There are plenty of college kids who could use the extra money inputting data for you). Top agents tell us that 66% of their business comes from their sphere, and that one in every 12 results in a transaction per year.
We can help you calculate how many people should be in your sphere to realize your goals, and help you identify the top 150 people who should be in your sphere right now. Next, add a geographic farm and a niche. We can help you with that data as well. Continue marketing to those folks until you connect and build a relationship with them. Then, continue to grow your book of business, and your bottom line, by taking care of the 20 Year Value of a Real Estate Customer foundation of your business, your database of clients and customers. Create touch points every 28-45 days using a multimedia method. Send postcards or powerful newsletters for an easy touch once a month. Add email, face-to-face events, phone calls, and neighborhood canvassing. And stick with it! Remember, most agents quit after the SECOND try; most transactions happen after the FIFTH. As an organization that has developed top-of-the-line marketing tools for real estate agents for more than 20 years, we know the true value of a customer for all of our customers. That’s why in terms
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of products, services, and data, we leave nothing to chance. And that’s why we’ve done the research – and we deliver the very best data resources – Axiom® – for those agents eager to market to: •
Renters: On our site, we make it possible for agents to search by data
MMM | TIPS & TRICKS selects such as renters, including high-income renters who are candidates for home ownership. •
Move-Up Market: Not only can you select confirmed homeowners, but you can also define your target market more specifically by considering a real estate lead’s estimated available equity or property characteristics such as year built and presence of a swimming pool.
•
Potential Downsizing or Second Home Market: One real estate trend is Baby Boomers who are downsizing or investing in second homes right now. To target Baby Boomers, you can use the year of birth demographic selection available in our consumer database to narrow your pool of real estate leads to those born between 1946 and 1964.
•
Potential Investors: Targeting highincome earners as investors.
•
Generational Niche Markets: Target specific generational niches such as: • • • •
Silent Generation (1925-1945) Baby Boomers (1946-1964) Generation X (1964-1976) Generation Y (1976-2000)
How does Axiom® get their data? They are an original source compiler, which means they collect data directly from more than 3,500 original public and proprietary sources, including: • • • • • • •
White Pages Census data State and local public records Product registrations and surveys (self-reported) Property/Realty records such as property deeds Mail-order transactions Other proprietary sources
The data we receive is then tested and validated. It is cleansed and combined using Axiom’s proprietary logic to create the most accurate and
comprehensive repository of consumer marketing information available. This process sets them apart from other data suppliers, who typically rely on secondary data sources. Since they acquire data directly from the original source, they have in-depth knowledge of the data.
So every time you choose to use our list service, whether you are choosing from data selects such as income and age, or even geographic, to market around current listings, know that you are getting the very best data on the market. And those lists are yours to keep. We tell our customers to add them to their marketing list and stay in touch, at least once every 28-45 days (a Direct Marketing Association recommendation). Before long, you’ll have taken those contacts from being a potential lead to contacts that have come to know you as the brand name to call in real estate. Need help understanding data and lists? Call our marketing team today at 866.405.3638. Or go to www.prospectsplus.com/soicalculator
SCAN QR CODE TO CALCULATE YOUR SOI
SEE THE CATALOG FOR MORE SOI INFORMATION
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DO YOU OWN A 20% MARKET SHARE?
IF NOT, WHY NOT?
THE MARKET DOMINATOR: “Get set to DOMINATE in Your Market!” By Julie Escobar
T
here’s an old saying that shares, “If you want something you’ve never had, you have to do something you’ve never done.” That wisdom is as true in the real estate business as it is in life. “Agents eager to dominate in a market area with a 20% market share are going to have to step outside the box (and maybe even a little out of their comfort zone)” said Todd Robertson, Real Estate Speaker and Director of the ProspectsPLUS! Market Dominator System. “This program really came about as a
way to help agents get in more doors, affordably – and more importantly, gaining the market share of a geographic area they wish to own over the next two years,” said company President Jim Morton. The Market Dominator System was developed to help real estate agents take advantage of the United States Postal Service’s Every Door Direct Mail® product, with the lowest postage rates available today, and leverage the powerful 3-727 Law of Branding. You can now send a 12” x 15” poster-sized mailing that allows you to:
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• Stand out from your competitors • Maximize your message • Saturate the entire neighborhood The 3-7-27 Law of Branding tells us it takes: • 3 Impressions to begin to develop name recognition • 7 Impressions for consumers to put your name with your business • 27 Impressions to become a BRAND NAME in the mind of consumers
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INTRODUCING THE MARKET DOMINATOR YOUR NEIGHBORHOOD
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100% IMPRESSION RATE
Neighborhood
Neighborhood
Neighborhood
Neighborhood
“THE MARKET DOMINATOR SYSTEM ACTUALLY PROVIDES A PLUG-AND-PLAY SYSTEM THAT CAN BE 100% AUTOMATED” “When it comes to Consistently marketing themselves and creating a brand awareness, the truth is most agents just ‘dabble’, but the strong choose to DOMINATE,” said Todd. “That means month after month, they are right there showing up for the folks in their market area. In the past that hasn’t been an easy thing to do, right? Agents have to get creative, think about what they want to send out, put it together, get it printed, add the postage, and get it in the mail. They also had to figure out who to send it to...rent or purchase lists...get those formatted...that all takes
time, which is a commodity a lot of busy agents don’t have to spare. That’s why discovering the Market Dominator is such a ‘light bulb’ moment for agents. It’s all done for them. All the words, infographics and content that’s relative to today’s home buyers and sellers. Direct response that generates calls or action. It’s there. And because of the Every Door Direct Mail program, they don’t need lists, and postage is minimal. Add to that the peace of mind in knowing that their marketing is done each month, every month, and you’ve got a win-win-win all around.
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“To control a 20% market share of a geographic area, you have to truly become a brand name. When you are a brand name in a geographic area of 500 to 5,000 homes, several great things happen: You are the area expert. You spend less time learning and more time executing. Your listing presentations are a breeze because you have the proven results. Your phone rings every month, and you own 20% of all listings in the area! Your income skyrockets to a professional level…with less work. There really is no other competition. You become the agent to compete against. The
best part is you have 10 to 50 listings a year. “That’s not to say you become a brand name overnight. We just shared that research proves it takes 27 impressions, right? But not just any impression, relevant impressions that are congruent with giving consumers compelling reasons to call you – impressions that establish you as a professional who gets results – impressions that educate with information that consumers actually look forward to receiving every month!” The reason why less than 5% of all agents nationwide accomplish owning a 20% market share of a geographic area is: • They don’t commit to a long-term strategy • They don’t see an immediate return on investment • They get too busy working in their business and don’t devote the necessary
Neighborhood
resources to work on their business The Market Dominator System actually provides a plug-and-play system, where all of the work is already done for you. A new Market Dominator is released each month. It is designed so that you don’t have to touch it…but
you have the flexibility to make any changes you want. One of the best reasons to commit to the Market Dominator System is it’s easy and easily NOTICED. The sheer size (12” × 15”) size lets you stand out, the content is relative, and the design is professional. Once this is set up, it is completely automatic. Is this for EVERYBODY? Absolutely not. Is it for YOU? Find out today! Call our marketing team at (855) 38-DOMINATE (that’s 855-383-6646) to learn more and download the Executive Summary to discover whether this powerful system should be in YOUR toolbox this year!
WATCH THIS VIDEO TO LEARN MORE SEE THE CATALOG FOR MORE INFORMATION & SAMPLES
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MASTER MARKETING SUCCESS STRATEGIES “SUCCESS IS WHEN PREPARATION MEETS OPPORTUNITY” Success in real estate sales comes down to consistently ensuring you have the right tools to market to the right people at the right time. And helping our customers and real estate pros all over North America choose the systems, tools, and data to do just that is exactly what we’re passionate about.
And we’re giving you three months of strategies at a time so you and your team can plan AHEAD, and we can always ensure that the content is viable, fresh and timely all year around! Each month you’ll find six components to watch for: 1. A calendar that shows you visually which days you’ll want to take action.
That’s why we’re bringing back the Master Marketing Schedule: Your Month-toMonth Guide for Strategic Marketing. For our longtime customers, you’ll remember this as a powerful calendar filled with strategic “what to do and when” strategies that agents can put into play every month. Instead of having to wonder how they can effectively grow their business , they simply turned to the calendar to see which tools to deploy when. It made marketing more effective, less stressful and a whole lot easier than creating everything themselves.
2. A color-coded legend that will easily identify different market segments for you to target, such as investors, sphere of influence, geographic farm and more.
Only now, we’ve IMPROVED the schedule by taking it online in a digital format – so that everything is easy to access, fun to use and keeps you ahead of the competition creatively, effectively and affordably.
5. Insightful how-to videos to walk you through new concepts, products or systems in a fun, step-by-step way.
3. An action item list that gives you at least four results-focused action items you can take to build a stronger book of business. 4. A tip of the month that will often feature outside the box strategies that get you noticed.
6. A new version of our “fun days” schedule that shares fun and
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sometimes quirky holidays that allow you to reach out to your sphere in fun ways and be REMEMBERED. Statistics tell us that 95% of your business will come from family, friends, close acquaintances, or referrals from one of these three groups. These are the folks who make up your book of business – and savvy agents will tell you that’s where they put THEIR marketing efforts, energy and dollars. We’re thrilled to bring this vital and helpful tool back to the industry. Brokers, managers and training directors also have found the Master Marketing Schedule to be an incredible addition to their monthly sales meetings and training courses as a way to spotlight unique and effective ways for agents to market themselves without breaking the budget! Visit blog.prospectsplus.com/schedule to get started!
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MASTER MARKETING SCHEDULE
JANUARY
FEBRUARY
MARCH
What is the one component that separates GOOD agents from GREAT agents? ACTION. Powerful, positivemomentum-producing ACTION. But the challenge for many agents is knowing WHAT to do and WHEN to do it. We’ve taken some of the guesswork out of that process for you each month by providing strong, results-achieving, time-tested marketing ACTION steps, ideas, strategies, and solutions that get you noticed, branded, and drive those oh-so-important referrals. It’s like having an ENTIRE MARKETING TEAM behind you as you build your business. We’ve even made it easy for you to drop the Master Marketing Schedule right into your own online calendar for quick reminder access!
1. 2. 3. 4.
HOW TO USE:
Visit blog.prospectsplus.com/schedule - bookmark page Download action steps into your Google, Apple, or Outlook Calendar Plan out your month in advance using the Action Steps and Tips as your guide Visit the page often for new, unique ideas Visit blog.prospectsplus.com/schedule to get started!
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NEW AGENT RANKING TOOLS ALLOW TODAY’S CONSUMERS TO SEE WHO THE PROVEN NEIGHBORHOOD SPECIALIST REALLY IS.
JUST LISTED POSTCARDS AREN’T JUST FOR “OLD SCHOOL” AGENTS THE PROOF IS IN THE RESULTS When it comes to the kind of tried and true marketing tools that WORK, in every market, economy, and even decade - it’s hard to beat the Just Listed and Just Sold Postcards. Why? This timely tool has been helping agents advertise their SUCCESS in getting listings, and getting them SOLD for decades. And in today’s market, consumers want to work with professionals who are not only friendly and professional, but frankly, have a track record of getting the job done. Just Listed and Just Sold Postcards are an easy, affordable, and effective way to showcase your marketing savvy and let consumers in your market area know that you are the agent to call when they want results. They Create a Buzz. Double duty? Not only are Just Listed and Just Sold Postcards ideal for showcasing your results, but they also are excellent at creating a buzz in a neighborhood or market area. People are naturally curious. Once one listing goes up, two things happen: People want to know how it is priced so they can gauge their own potential property worth, and they start thinking about whether it is
time for them to make their own move. Either way, sending these inexpensive announcements is a way for you to tap into both that curiosity and potential customer base in one fell swoop! Do they work? Market after market. Year after year. Even in tough economies, the answer is YES. Here’s what agents are saying: Jacque Post: “I’m using it to generate more listings than ever. Thanks!” Cheryl Kalinski: “Love the Just Listed Just Sold program. At least one call per mailing helps pay for it, and in addition, name recognition in the neighborhoods. Another listing just came through due to my cards!” Terri Lawson: “On the Just Sold cards I have prospects that turn into clients. Affordable and it works!” Darryll Hudiburgh: “I use their Just Listed and Just Sold on every listing. When I am at a listing appointment, I show the prospective new clients how I am marketing other homes. I know this helps me with winning the listing because they know it is not just going on the MLS
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and that’s it. The postcards are top notch, mailed out very quickly, and I am able to add the addresses for future mailings to my SOI.” Competing in today’s real estate arena? Leave nothing to chance. Sometimes “old school” that not only meets but exceeds today’s market needs is the perfect “go-to” tool to maximize your results. Get the word out easily and cost-effectively on your new listings and sales, and you’ll be reaping the rewards for years to come. Find out more about Just Listed and Just Sold Postcards today! Call our team at 866.405.3638 to see the wide spectrum of Just Listed and Just Sold postcard templates we have waiting just for you! Or check out our AUTOMATED system that gives you set-it-and-forget-it ease, and sends out your Just Listed Postcards on every new listing without you having to lift a finger! Find it at www.MLSmailings.com
SEE THE CATALOG FOR MORE JUST LISTED/SOLD INFORMATION & SAMPLES
TURN TO PAGE 38
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FOUR TIPS FOR BUILDING INVENTORY MAKING THE MOST OF YOUR MARKET OPPORTUNITIES It’s certainly a different market than we saw a year or two ago, isn’t it? The buyers are out in force, and agents are now fast and furiously competing to both find and market new listing inventory. If EVER there’s been a time when listings are the name of the game... It’s right now. Let’s look at four tips and tools you can use to position yourself as the go-to agent for listings in your market: 1. Systematically work For Sale By Owners and Expired listings. Send them something. Get voice-to-voice. Go see them, since they’re already motivated sellers – make sure they know how motivated you are to help them achieve the results they want! Call us at 866.405.3638 to see how we can help you market to FSBOs and Expireds. 2. Include a PDF. Another strategy came from one of our top agent customers who, before every listing appointment, creates a PDF version of a Just Listed postcard with a picture of the potential seller’s house and all
listing details and includes it in every listing presentation as an example of the marketing that she will get started immediately upon getting their signature! (Very clever!) Go to www. prospectsplus.com/fsbomarketingkits to see a selection of Just Listed Postcards you can download. 3. Host an Open House to generate listing leads. Especially in areas where homes are just starting to turn over, you’ll more than likely shake out the 3-4 (or more) other homeowners in the neighborhood who have been thinking about selling. Be sure to do your homework though – canvass the neighborhood well in advance of your open house. Advertise it well. Send open house cards or flyers to your existing sphere of influence or farm areas as well. Some agents create an open house field day – where they’ll advertise 3-6 open houses all on the same day, one right after the other. While it makes for a long day, it does showcase you as an agent who has a lot going on and knows how to get things done. I always recommend having powerful collateral pieces at your open houses as well. Like Six Pitfalls to
Overpricing Your Home, Saving for a Down Payment and the Cash Buyer Checklist. When you have more creative collateral than just the home listing flyer, you present yourself at a higher level of service and resource. 4. Saturate Your Target Neighborhood. Working an area or areas where you know turnover is starting to happen? Blanket those areas with a powerful “inventory needed” campaign that speaks to the mindset of potential sellers and spotlights you as the agent to call when they are thinking of selling now or in the near future. We’ve got a terrific series of postcards that is getting tremendous results across the nation. Then be sure to follow up on that saturation mailing and make the most of your marketing efforts. Need help with this? Contact our marketing team at 866.405.3638!
SEE THE CATALOG FOR MORE FSBO INFORMATION & SAMPLES
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JUSTWAYS FIVE LISTED TOPOSTCARDS USE DONE-FOR-YOU AREN’T JUST CONTENT FOR “OLD SCHOOL” AGENTS DRIVE CREDIBILITY AND CUSTOMERS TO YOU We’re getting a lot of buzz from our new Content Postcard series, as agents are realizing there are so many versatile ways of using them. In a world where “content is king” – sometimes it’s just really nice to NOT have to come up with your own, right? Here are five ways you can use the Content Postcards to drive more customer leads, increase your credibility, and present yourself as the turn-to agent to call:
build your email database. 4. Each one of these is a popular subject matter for consumers. Why not channel your inner Toastmaster and create some local real estate workshops that you can present to area consumers? Print and ship the card with the topic of your choice to hand out at your event.
1. Send one per month to your sphere of influence or farm (or both) to easily stay in touch and brand yourself as an information specialist.
5. Share on social media. For many agents, figuring out WHAT to say on social media leaves them stumped. These tools are perfect – with titles such as “4 keys,” “5 ways,” and “5 factors” – you can share one a day during the workweek and invite followers to email you for the whole list (and you can send them the PDF you’ve downloaded!).
2. Choose several of your favorites, and have them printed and shipped to you to use as leave-behinds in local businesses, as open house collateral, or as fair trade offers when prospecting.
Get started today, and kick your marketing into high gear! See our Content Postcards, choose your favorites, and start driving credibility and new customers! Go to www.prospectsplus. com/contentpostcards to order today!
3. Purchase as a PDF, and use as a downloadable item of value on your website. This allows you to content-
As always, if you need help, contact us at 866.405.3638 – that’s what we’re here for!
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SEE THE CATALOG FOR MORE CONTENT POSTCARD INFORMATION & SAMPLES
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WEEKLY MARKETING TIPS TO GIVE YOU THE EDGE ON YOUR COMPETITION
GO TO DABBLEORDOMINATE.COM
WWW.PROSPECTSPLUS.COM/BLOG
MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 31
“...a whopping 44% of buyers said neighbors and friends were a valuable source of information about homes for sale.” Right now, there are buyers out looking for a home like the one you have listed. 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. 32 | 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 | 33
MASTER MARKETING MAGAZINE - CATALOG HOLIDAY PHOTOCARD SERIES
PAGE 35
CONTENT POSTCARDS
PAGE 36-37
JUST LISTED/SOLD POSTCARDS
PAGE 38-39
SPHERE OF INFLUENCE POSTCARDS
PAGE 40-43
DOOR HANGERS
PAGE 44-45
OBJECTION HANDLING BROCHURES
PAGE 46
PROPERTY BROCHURES
PAGE 47
DOUBLE-SIDED BUSINESS CARDS
PAGE 48-49
PRESENTATION FOLDERS
PAGE 50
BROKER/MANAGER RECRUITING
PAGE 51-53
BRANDED MARKETING PACKAGES
PAGE 54-55
LUXURY MARKETING KITS
PAGE 56-57
FOR SALE BY OWNER KITS
PAGE 58-59
EXPIRED KITS
PAGE 60-61
THE MARKET DOMINATOR
PAGE 62-63
EVERY DOOR DIRECT MAIL
PAGE 64-65 60-61
EVERY DOOR PRICING GUIDE DIRECT MAIL
PAGE 66-67 60-61
STARTING AT JUST
$0.24
PER PIECE
SEE PRICING GUIDE PAGE 66
• Easily upload your own photos to personalize your holiday message • Choose from many agency designs • Shipped to you or mailed for you
HOLIDAY PHOTOCARD SERIES
HOLIDAY PHOTOCARD SERIES
GET YOUR PHOTOCARDS TODAY BY GOING TO WWW.PROSPECTSPLUS.COM/PHOTOCARD
35
CONTENT POSTCARDS
CONTENT POSTCARDS STARTING AT JUST
$0.24
PER PIECE
SEE PRICING GUIDE PAGE 66
• • • •
36
Easy order platform Use your list or ours Shipped to you or mailed for you FREE UV glossy coating
SHOULD YOU SELL?
ELEVEN WAYS TO MAINTAIN THE VALUE OF YOUR HOME
FIVE KEYS TO SELLING YOUR HOME SOONER
A TOP TEN CHECKLIST FOR CHOOSING A REALTOR速
CONTENT POSTCARDS
CONTENT POSTCARDS
37
JUST LISTED/SOLD POSTCARDS JUST LISTED/SOLD POSTCARDS
STARTING AT JUST
$0.24
PER PIECE
SEE PRICING GUIDE PAGE 66
• • • • •
Choose from hundreds of agency designs Easy order platform Use your list or ours Shipped to you or mailed for you FREE UV glossy coating
100 FULL-COLOR GLOSSY POSTCARDS PRINTED AND MAILED FIRST CLASS
$69
38
MULTIPLE PROPERTY CARDS
3 DESIGNS ONLINE
SCENIC SERIES II CARDS
14 DESIGNS ONLINE
INC. POSTAGE AND MAILING LIST
JUST LISTED/SOLD POSTCARDS
SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/LISTINGTOOLS
PROPERTY SHOWCASE POSTCARDS
JUST LISTED/SOLD, OPEN HOUSE - COLOR POSTCARDS
FEATURED LAND POSTCARDS
(33 DESIGNS)
(51 DESIGNS)
(4 DESIGNS)
JUST LISTED/SOLD, OPEN HOUSE - SCENIC POSTCARDS I
JUST LISTED/SOLD, OPEN HOUSE - SCENIC POSTCARDS II
JUST LISTED/SOLD, OPEN HOUSE - AERIAL POSTCARDS
(9 DESIGNS)
(36 DESIGNS)
(3 DESIGNS)
JUST LISTED/SOLD, OPEN HOUSE - GEARS POSTCARDS
JUST LISTED/SOLD, OPEN HOUSE - HOUSE POSTCARDS
(6 DESIGNS)
(6 DESIGNS)
JUST LISTED/SOLD POSTCARDS
CHOOSE FROM OVER 200+ JUST LISTED/SOLD POSTCARD DESIGNS
39
SPHERE OF INFLUENCE POSTCARDS STARTING AT JUST SPHERE OF INFLUENCE POSTCARDS
$0.24
PER PIECE
SEE PRICING GUIDE PAGE 66
40
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
$61
INC. POSTAGE
Postcard
$168.00
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
HAPPY BIRTHDAY POSTCARDS
AGENT INTRODUCTION POSTCARDS
CALENDAR POSTCARDS
(4 DESIGNS ONLINE)
(3 DESIGNS ONLINE)
(9 DESIGNS ONLINE)
CONTINUE ON NEXT PAGE
SPHERE OF INFLUENCE POSTCARDS
SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/SOI
41
42 INSPIRATIONAL 18 DESIGNS ONLINE
HOLIDAY
125 DESIGNS ONLINE
8 DESIGNS ONLINE
PROFESSIONAL IMAGE 7 DESIGNS ONLINE
FENCE SITTER (BUYERS)
SPHERE OF INFLUENCE POSTCARDS
SPHERE OF INFLUENCE POSTCARDS FREE OFFER POSTCARDS WALLSTREET POSTCARDS SOCIAL MEDIA POSTCARDS
(5 DESIGNS ONLINE) (8 DESIGNS ONLINE) (21 DESIGNS ONLINE)
SPHERE OF INFLUENCE POSTCARDS
SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/SOI
SPHERE OF INFLUENCE POSTCARDS
WHAT’S THE LIFETIME VALUE OF YOUR CUSTOMERS?
43
REAL ESTATE DOOR HANGERS STARTING AT JUST
$0.30
PER PIECE
SEE PRICING GUIDE PAGE 66
REAL ESTATE DOOR HANGERS
•
44
•
•
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
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
KNOWING THE MARKET MATTERS DOOR HANGER - FSBO
GET YOUR HOME SOLD DOOR HANGER - FSBO
DON’T LIMIT YOUR EXPOSURE DOOR HANGER - FSBO
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
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
JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - RED SWOOSH
JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - YELLOW
REAL ESTATE DOOR HANGERS
SEE ALL DESIGNS NOW BY GOING TO WWW.PROSPECTSPLUS.COM/DOORHANGERS
45
OBJECTION HANDLING BROCHURES STARTING AT JUST
$0.46
PER PIECE
SEE PRICING GUIDE PAGE 66
•
OBJECTION HANDLING BROCHURES
•
OUTSIDE
INSIDE
OUTSIDE
INSIDE
OUTSIDE
INSIDE
THINK IT OVER
COMMISSION OBJECTION HANDLING BROCHURE
TIMING IS EVERYTHING
•
Perfect addition to listing and prelisting presentations Adds validation and authority to objection handling dialogue See page 10 and read “Handling Objections Like a Boss” to discover how to be in control of your presentations
46
WWW.PROSPECTSPLUS.COM/OBJECTION
PROPERTY BROCHURES STARTING AT JUST
$0.46
PER PIECE
SEE PRICING GUIDE PAGE 66
INSIDE
OUTSIDE
INSIDE
LUXURY MARKETING BROCHURE LETTER SIZE
LUXURY MARKETING BROCHURE 11x17 DELUXE
OUTSIDE
PROPERTY BROCHURES
• 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
START YOUR OBJECTION HANDLING OR PROPERTY BROCHURE NOW! WWW.PROSPECTSPLUS.COM/LISTINGTOOLS
47
DOUBLE-SIDED BUSINESS CARDS STARTING AT JUST
$0.08
PER PIECE
SEE PRICING GUIDE PAGE 66
•
DOUBLE-SIDED BUSINESS CARDS
• • • •
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
FIVE REASONS WHY YOU NEED A QR CODE BUSINESS CARD The truth is, ours is a 24/7/365 kind of world now. We communicate differently, work differently, relate differently than we ever have in history. And one of the most pivotal reasons for that is TECHNOLOGY. And as much as some people fight it, resist it or try to avoid it – it will be those folks who embrace it, adopt it and maximize it who will always find themselves ahead of the curve—and ahead of their competition. Let’s look at the five great reasons your business card could use a QR Code makeover! First, it establishes you as a forwardthinking marketer. These days you have to be MORE than an agent. You have to be a marketer. An entrepreneur. A business professional. QR codes put you ahead of the curve and spotlight your savvy marketing skills and ability to integrate technology tools into your business. Second, smartphones are the fastestgrowing segment of technology. So much so it seems that the moment you get the latest and greatest one it’s already got a newer version! According to Forbes, in the US alone, more than 50% of adults have a smartphone. Now, with QR Code technology you can quickly drive OFFLINE
traffic online and with a simple click, you can take people to your welcome video, website, an opt-in landing page, special offer page or even a V-card that drops your contact information directly into their smartphone. Third, it gives you the ability to be an even stronger RESOURCE. Share with your clients and potential clients the benefits of QR Code technology and how it can help them in their daily lives. There’s an awesome website and app www.redlaser. com — you can share how consumers can learn how to use their QR code scanner on their smartphones to get the best price on products, shop on their phone, and even improve their health! Fourth, it puts you where you want to be! The last place you want your business card is in a business card file (or worse the dreaded “circular” file.) QR codes allow people to scan your card and immediately input your information directly into their phone when you use the V-Card option. Oh and here’s a tip: Add Realtor® or Real Estate Pro before your name on your contact information so that it will be easily searched in people’s phone when they are looking for you!
Fifth, you’re communicating on a WHOLE new level. We live in an instant-access world today where people want their information quickly and at their fingertips (and sometimes YESTERDAY). QR codes give you the ability to take them from printed piece to an online experience in seconds and give them all the information they need. I know it’s tough to keep tabs on it all. And it’s intimidating to CONTINUOUSLY have to learn new technology to stay competitive. The cool thing is that so much of what we’re learning today and the technology that continues to advance creates exciting and powerful new ways to communicate. And that is and always will be at the heart of being an extraordinary salesperson. Call our team at 866.405.3638 to learn more about how to integrate QR codes into your marketing tools! Check out our terrific gallery of professionally designed, one or two code QR code business cards. They’re fun to use and great conversation starters. And at that price? Many agents order more than one set. One to take people online and the other with their V-card contact information!
CHOOSE FROM OVER 40+ DOUBLE-SIDED BUSINESS CARDS WITH QR CODE DESIGNS CHOOSE YOUR OWN DESIGN AT WWW.PROSPECTSPLUS.COM/QR
48
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
DOUBLE-SIDED BUSINESS CARDS
BUSINESS CARD FRONT BLACK - HORIZONTAL
49
PRESENTATION FOLDERS STARTING AT JUST
$1.80
PER PIECE
SEE PRICING GUIDE PAGE 66
• • •
PRESENTATION FOLDERS
• •
50
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
FIND MORE AT WWW.PROSPECTSPLUS.COM/FOLDERS
BROKER/MANAGER RECRUITING STARTING AT JUST
$0.46
PER PIECE
SEE PRICING GUIDE PAGE 66
• • • •
SIX THINGS TO LOOK FOR CAMPAIGN
TOP AGENT CAMPAIGN
WITHOUT MARKETING CAMPAIGN
RECRUITING EXPERIENCED AGENT BROCHURES
RECRUITING NEW AGENT BROCHURES
SCHOOL’S OUT CAMPAIGN
BROKER/MANAGER RECRUITING
BEGIN WITH THE END CAMPAIGN
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
RECRUIT BROKER/MANAGERS TODAY BY GOING TO
WWW.PROSPECTSPLUS.COM/RECRUITING CONTINUED ON NEXT PAGE
51
BROKER/MANAGER RECRUITING STARTING AT JUST
$0.24
PER PIECE
SEE PRICING GUIDE PAGE 66
•
• • •
52
7 DESIGNS ONLINE 6 DESIGNS ONLINE 19 DESIGNS ONLINE
RECRUITING EXPERIENCED AGENTS GLS RECRUITING RECRUITING NEW AGENTS
BROKER/MANAGER RECRUITING
•
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 BEGIN WITH THE END POSTCARDS
AGENT INTRODUCTION POSTCARDS
SCHOOL’S OUT POSTCARDS
(1 DESIGN ONLINE)
(3 DESIGNS ONLINE)
(1 DESIGN ONLINE)
BROKER/MANAGER RECRUITING
53
BRANDED MARKETING PACKAGES
SILVER PACKAGE 500 DOUBLE-SIDED BUSINESS CARDS 50 ANNOUNCEMENT CARDS WITH BLANK ENVELOPES
$80
STARTING AT
BRANDED MARKETING PACKAGES
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
$110
STARTING AT
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
$225
STARTING AT
54
BRANDED MARKETING PACKAGES EVERYTHING YOUR BRANDED MARKETING PACKAGE CAN INCLUDE! DOUBLE-SIDED BUSINESS CARDS
FOLD-OVER NOTE CARDS WITH BLANK ENVELOPES
LETTERHEAD WITH BLANK ENVELOPES
BRANDED MARKETING PACKAGES
RETURN ADDRESS LABELS
ANNOUNCEMENT CARDS WITH BLANK ENVELOPES
POCKET FOLDERS
SEE ALL AVAILABLE BRANDS AT WWW.PROSPECTSPLUS.COM/BRANDED
55
LUXURY MARKETING KITS
SILVER PACKAGE 25 PANORAMIC POSTCARDS SHIPPED TO YOU 25 8½” X 11” MATCHING BROCHURES
$33
STARTING AT
GOLD PACKAGE
LUXURY MARKETING KITS
25 PANORAMIC POSTCARDS SHIPPED TO YOU 25 11” X 17” MATCHING BROCHURES
$43
STARTING AT
PLATINUM PACKAGE 25 PANORAMIC POSTCARDS SHIPPED TO YOU 25 8½” X 11” MATCHING BROCHURES 25 LUXURY MARKETING BROCHURES 10 FEATURE PROPERTY PRESENTATION FOLDERS
$93
STARTING AT
56
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
57
FOR SALE BY OWNER KITS 3 IMPRESSIONS
SILVER PACKAGE 3 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 1 “FREE REPORT” PDF
$80.45
STARTING AT
FREE SHIPPING
6 IMPRESSIONS
GOLD PACKAGE 6 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 2 “FREE REPORT” PDFS
$133.40
FOR SALE BY OWNER KITS
STARTING AT
FREE SHIPPING
9 IMPRESSIONS
PLATINUM PACKAGE 9 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 3 “FREE REPORT” PDFS
$186.35
STARTING AT
58
FREE SHIPPING
FOR SALE BY OWNER KITS EVERYTHING YOUR FSBO KIT CAN INCLUDE! SETS OF JUMBO-SIZE POSTCARDS FRONT
25 BROCHURES
BACK
3 “FREE REPORT” PDFS DIRECT RESPONSE OFFERS FOR SALE BY OWNER KITS
WWW.PROSPECTSPLUS.COM/FSBOMARKETINGKITS
59
EXPIRED KITS 3 IMPRESSIONS
SILVER PACKAGE 3 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 1 “FREE REPORT” PDF
$80.45
STARTING AT
FREE SHIPPING
6 IMPRESSIONS
GOLD PACKAGE 6 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 2 “FREE REPORT” PDFS
$133.40
EXPIRED KITS
STARTING AT
9 IMPRESSIONS
PLATINUM PACKAGE 9 SETS OF 25 JUMBO-SIZE POSTCARDS 25 BROCHURES 3 “FREE REPORT” PDFS
$186.35
STARTING AT
60
FREE SHIPPING
FREE SHIPPING
EXPIRED KITS EVERYTHING YOUR EXPIRED KIT CAN INCLUDE! SETS OF JUMBO-SIZE POSTCARDS FRONT
25 BROCHURES
BACK
3 “FREE REPORT” PDFS DIRECT RESPONSE OFFERS
EXPIRED KITS
WWW.PROSPECTSPLUS.COM/EXPIREDMARKETINGKITS
61
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 22)
YOUR NEIGHBORHOOD
• 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
THE MARKET DOMINATOR
Neighborhood
62
Neighborhood
Neighborhood
Neighborhood
THE MARKET DOMINATOR
BECOME A NEIGHBORHOOD REAL ESTATE BRAND & OWN A 20% MARKET SHARE! THE FRONT
THE BACK
YOUR NEIGHBORHOOD
WWW.DABBLEORDOMINATE.COM
THE MARKKET DOMINATOR
WATCH THIS VIDEO TO LEARN MORE
START DOMINATING TODAY!
WWW.DABBLEORDOMINATE.COM
63
EVERY DOOR DIRECT MAIL STARTING AT JUST
$0.44
PER PIECE
SEE PRICING GUIDE PAGE 66
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.
EVERY DOOR DIRECT MAIL
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.
MAIL TODAY WITH OUR EASY 3-STEP PROCESS TO REACH DIRECTLY TO EVERY DOOR! START NOW: PROSPECTSPLUS.COM/EDDM
64
EVERY DOOR DIRECT MAIL
THREE SIZES TO CHOOSE FROM! 8.5” X 11” DONE FOR YOU
5.5” X 11” TEMPLATES
12” X 15” TEMPLATES EVERY DOOR DIRECT MAIL
65
PRICING GUIDE Postcards - Mailed First Class Quantity
1-99
100-249
250-499
500-999
1000+
Standard Size 5½” x 4¼”
$0.63
$0.61
$0.60
$0.59
$0.58
Jumbo Size 8½” x 5½”
$0.98
$0.91
$0.90
$0.89
$0.88
Panoramic Size 11” x 5½”
$1.10
$1.06
$1.02
$0.99
$0.98
Mega Size 11” x 8½”
$1.70
$1.67
$1.63
$1.60
$1.57
CALL (866)405-3638 FOR MORE INFORMATION
Postcards - Mailed Standard Class
66
Quantity
1-99
100-249
250-499
500-999
1000+
Standard Size 5½” x 4¼”
N/A
N/A
N/A
N/A
N/A
Jumbo Size 8½” x 5½”
$0.79
$0.72
$0.71
$0.70
$0.69
Panoramic Size 11” x 5½”
$0.91
$0.87
$0.83
$0.80
$0.79
Mega Size 11” x 8½”
$1.32
$1.29
$1.25
$1.22
$1.19
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
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
Two-Sided (Includes Tri-Folding)
SEE OUR GOOGLE REVIEWS ONLINE WWW.PROSPECTSPLUS.COM/REVIEWS USPS PREFERRED VENDOR
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
N/A
N/A
Front-side UV coating: add 1¢ per card
Door Hangers - 4” x 11”
One-Sided
Two-Sided
Quantity
50
100
200
300
400
50
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
Pocket Folders
One-Sided
Two-Sided
Quantity
10
25
50
100
150
250
10
25
50
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
1+
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
N/A
N/A
CALL (866)405-3638 FOR MORE INFORMATION
Front-side UV coating: add 4¢ per hanger
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