Master Marketing Magazine | Issue 3

MASTER MARKETING MAGAZINE

REALTOR® GUIDE TO STRATEGIC MARKETING

HOW TO DOMINATE A GEOGRAPHIC MARKET PAGE 30

PROSPECTSPLUS! PARTNERS WITH ST. JUDE TO RAISE $50K PAGE 28

SIX-MONTH MASTER MARKETING SCHEDULE

E

P G OSS IF T IBL CA E RD $2 5 IN SI D

A W RE IN YO N U ER A ?

PAGE 38

PRINT • PUBLISHING • DIRECT MAIL

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MASTER MARKETING MAGAZINE - FROM ALL OF US AT PROSPECTSPLUS!

Hello from all of us at ProspectsPLUS! We’re thrilled to bring you our third edition of Master Marketing Magazine!

Our mission is to help as many agents as possible achieve their goals this year. How? By helping you grow your business strategically. By offering the best possible tools and training to help you brand yourself as the turn-to agent in your market. By sharing new technologies, fresh insights and expert advice to always keep your marketing on the leading edge.

Our customer care team is 100% committed to providing the exceptional service you deserve.

Ready to fire up your marketing on every level this year? Call our team today at 866-405-3638!

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HOW TO DOMINATE A GEOGRAPHIC MARKET

TOP AGENTS SHARE THEIR SECRETS

PAGE 30

TABLE OF CONTENTS 8

250 PEOPLE WHO SHOULD BE IN YOUR SPHERE OF INFLUENCE

9

FOUR WAYS TO BUILD YOUR LISTING INVENTORY

10

HOW TO DRIVE MORE BUSINESS FROM YOUR SPHERE AND FARM

12

10 WAYS TO RAMP UP YOUR MARKETING

13

SIX POWERFUL REASONS TO USE DIRECT MAIL IN A DIGITAL WORLD

14 FINDING HAND-RAISERS THROUGH LIFESTYLE MARKETING 15

HOW THE RIGHT INFORMATION LEADS TO LISTINGS

16

LIFE EVENT TRIGGER DATA BECOMES A GREAT NEW TARGET

17

ARE MOVE-UP BUYERS THE NICHE FOR YOU?

18

STRATEGIC MARKETING IDEAS FOR SAVVY AGENTS

20 TOP THREE STRATEGIES FOR PRICING YOUR LISTINGS

RIGHT THE FIRST TIME 22

WHEN SHOULD YOU STOP MARKETING?

24

DELIVERING RESULTS THROUGH DIRECT MAIL

25

3-7-27 LAW OF MARKETING & EXPIRED LISTINGS

26 UNDERSTAND YOUR INTENTIONS, AND SUCCESS

WILL FOLLOW 28 PROSPECTSPLUS! PARTNERS WITH ST. JUDE

CHILDREN’S RESEARCH HOSPITAL® TO RAISE $50,000 30

HOW TO DOMINATE A GEOGRAPHIC MARKET: TWO TOP AGENTS SHARE SECRETS TO SUCCESS

38

MASTER MARKETING SCHEDULE

44

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MMM | TIPS & TRICKS

BUILD A SMARTER BOOK OF BUSINESS

250 PEOPLE WHO SHOULD BE IN YOUR SPHERE OF INFLUENCE

BY JULIE ESCOBAR

We’ve been talking a lot about data lately – big data, smart analytic data, specialty Nielsen PRIZM® data, geographic data based on radial search technology, demographic selects such as age, gender, income and property data. We’re working hard to ensure we’re your trusted resource for all of these data sources – and then some.

It begins with you One thing that has to start with you, the agent, is your sphere of influence database. It’s truly the foundation for your business – and the difference between always chasing new commissions and having a reliable, consistent referral base you can count on. Want to build a strong, sustainable, competitive business that you can sell when you’re ready to retire?

Start here. Now. You’ll help yourself get on track to average more transactions per year, every year.

Think about this: If you have 250 people in a database whom you consistently stay in touch with and develop RELATIONSHIPS with, then who will they call when they have a real estate question, need or referral? YOU. If just 10% of those people listed, sold or referred you per year, what would that mean for your income?

But building a database is HARD Ever hear that one? The truth is, it doesn’t have to be, and it doesn’t have to be done

all at once, but what it does need to be is a consistent part of your weekly business habits.

Not having a sphere of influence list is hands-down the single biggest obstacle to agent success. Not having a database you can market to keeps you in the not-sofun cycle of always chasing new business – without the benefit of ever gaining traction.

If inputting data is an issue, lots of college kids would love an opportunity to make a few dollars just for a few days’ work of inputting your data. There also are virtual assistants who can be a great short-term, project-specific resource.

Step 1: Commit So where do you start? Pick a date to work on it, and commit! Open a spreadsheet on your computer or tablet, or choose an online database management system.

Then ask (and answer) these 30 questions: 1. What are the names of the members of my family?

2. What are the names of my spouse’s family?

3. What are the names of my “extended” family?

4. What is the name of my best friend?

5. What is the name of my spouse’s best friend?

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6. What are the names of my very close friends?

7. What are the names of my spouse’s very close friends?

8. What are the names of my children’s friends’ parents?

9. What are my children’s teachers’ names?

10. What are my children’s coaches’ names?

11. What are my children’s principals’ names?

12. What are my children’s dentists’ names?

13. What are my children’s doctors’ names?

14. What are my children’s optometrists’ names?

15. Who cuts my children’s hair?

16. Who sells me my children’s clothes?

17. Who is on the PTA board at my children’s school?

18. Who is my children’s Sunday school teacher?

19. Who cuts my hair?

20. Who does my dry cleaning?

21. Who does my pedicures, manicures, facials?

22. Who do I purchase gasoline from?

MMM | TIPS & TRICKS 23. Who services my car(s)?

POSITION YOURSELF AS THE GO-TO AGENT

24. Who do I buy tires from?

25. Who sold me my current car(s)?

26. Who have I purchased cars from in the past?

27. Who cleans my car(s)?

28. Who is my mailman?

29. Who do I know at my church?

30. Who do I see at the convenience store I go to most often?

Next, add every customer you’ve ever had. Add the neighbors. Add old business colleagues. In fact, get a copy of our BusinessBASE™, download it at no cost, and read it thoroughly on our Free Reports page at www.prospectsplus. com. On page 6, you’ll find 150 questions like the ones above that you need to ask yourself to build a sphere of influence of at least 250 people. It also tells you all the fields you want to set up for each contact (e.g., name, address, email, phone, etc.).

It’s certainly a whole new ball game out there, isn’t it? Buyers are out in force, and agents are fast and furiously competing to find and market new listings.

Step 2: Take action Start a touch marketing campaign to these folks every 21-35 days. A great way to start? Send our done-for-you newsletters every month. They’re designed to be eyecatching and informational and are filled with direct-response offers that get results.

If EVER there’s been a time when listings are the name of the game, it’s right now. We recently did a poll to see what people were most interested in terms of their marketing. The #1 choice? HOW TO GET MORE LISTINGS.

Or consider a series of holiday or recipe postcards that keep you top of mind, take just minutes to order and send and help you incubate each person on your new list until you have the opportunity to see or speak to them in person.

DON’T wait until you have all 250 or more on your list to start. Remember the old saying by Arthur Ashe: “Start where you are. Use what you have. Do what you can.” Momentum doesn’t just happen.

You have to start somewhere. If you only get 25-50 people put into your book of business this month, start sending to them. Or make a goal to input 100 names this weekend.

BusinessBASE™ also shares a powerful SEND-CALL-SEE approach to follow up with your list.

The 20-year value of a client is roughly $49,647. With that number in mind, how many people do YOU want to put in YOUR book of business?

Head over to www.prospectsplus.com for your copy of BusinessBASE in our Free Reports section, under Resources.

Need help? Give our team a call at 866.405.3638.

FOUR WAYS TO BUILD YOUR LISTING INVENTORY

BY JULIE ESCOBAR

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. Put this at the top of your to-do list each week. Send something. Get voiceto-voice. Go see them. Since they’re already motivated sellers, make sure they know how motivated you are to help them achieve results!

2. Include a PDF. A strategy from one of our top agent customers is to create a pdf of a Just Listed postcard with a picture of the potential seller’s house and details for every listing presentation as an example of the marketing that she’ll start immediately upon getting a signature!

We have a wide selection of Just Listed postcards you can download.

3. Host an open house to generate listing leads. In areas where homes are just starting to turn over, you’ll more than likely shake out the three to four (or more) other homeowners in the neighborhood who’ve been thinking about selling.

Do your homework by canvassing the neighborhood well in advance of your open house. Advertise with cards, door hangers or flyers. Some agents advertise three to six open houses all on the same day, one right after the other. While it makes for a long day, it also showcases you as an agent who knows how to get results.

I always recommend having powerful collateral pieces at your open houses as well (e.g., Six Pitfalls to Overpricing Your Home, Saving for a Down Payment, Cash Buyer Checklist). When you have more 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’re thinking of selling now or in the near future.

Our Listing Inventory Series is great for getting attention. Or, if you really want to turn up the heat, learn more about our Market Dominator System, which takes saturation mailing and direct response marketing to a whole new level! Then be sure to follow up to make the most of your efforts!

Good luck getting those listings, and remember: If you need help, call our marketing team at 866.405.3638!

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MMM | TIPS & TRICKS

ENGAGE CUSTOMERS IN POWERFUL WAYS

HOW TO DRIVE MORE BUSINESS FROM YOUR SPHERE AND FARM

BY JULIE ESCOBAR

You’ve probably heard it said that the business goes to those who show up not just once, but again and again.

To succeed in sales, you have to dig in, refuse to cut corners, commit to consistency and – the big one – FOLLOW UP! Engaging your customers, your sphere and your farm isn’t something you can be passive about. You can “warm” the call, set the stage for prospecting and share the information people need to see to consider you the expert they should turn to when they’re ready to list or sell their home, but you also have to go the extra step and follow up – voice to voice, face to face, belly to belly.

Is that easy? For many, the answer is no (especially at first). But for those who dive in and get it? Whose real job and true passion is to help people? Who practice getting outside their comfort zones? That’s when the game-changing happens.

Here are a few ways to engage, follow up and make the difference between good results and great results in your career as a real estate agent: Step 1: Send! For most agents – from the brand-new to the experienced – warming the prospecting call puts them at ease.

One direct mail series that’s getting a lot of attention and results is our Listing Inventory cards. They speak to what’s happening in today’s market and get people’s attention.

You also might want to offer a great free report or fair trade item (e.g., the Merchandising Review) to FSBOs, who might be more than anxious about getting their homes sold.

Or you may want to go with classic direct mail such as holiday cards or recipe cards that feature great appetizers or dishes that people can share.

Many of our free reports are great conversation starters when you’re on the phone and a perfect reason to email or even stop by!

Step 2: Call! I can’t tell you how many agents I talk to who have a hard time getting past this one.

Be the resource who goes the extra mile, and it will be appreciated. Get something in front of your prospects and sphere that gives you a great “reason” to follow up.

Break your calls down into manageable numbers so you don’t get overwhelmed – 15-25 calls a day is a good goal for agents in high-productivity mode. Time block this prospecting into your schedule, and then commit to making it happen.

Don’t worry so much! Make the call.

ENGAGE. Talk to people. Be yourself. Be helpful. Ask questions. It doesn’t have to be scary, and it doesn’t have to be “salesy.”

It can be as simple as this: “Hi! It’s Julie from ABC Realty. I just called to see if you have any questions about all of the changes happening in our market.”

Then LISTEN, and respond accordingly.

Some won’t need anything, but odds are in your favor that some will.

Be sure to let people know that you’re expanding your business and that not only is every referral APPRECIATED, but it also is an honor – and you promise to treat each one like royalty. Finish with, “Is there anyone you know who’s looking to buy or sell now or in the near future?”

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Step 3: See! Get out there, and SEE people. As a professional real estate agent, meeting new people and adding to your sphere is a MUST DO, not a SHOULD DO. Walk your neighborhood farm, attend your community garage sales and meet the folks in the neighborhoods you service. Go to fall festivals and spring flings at the schools. Attend neighborhood and community events. Wear your name badge, bring your business cards, and shake some hands.

MMM | TIPS & TRICKS Stop in at the local restaurants, delis, shops and businesses in the community you represent to get to know the people there, and let them know you work on referrals – and you’d love to refer your clients back to them as well.

Share your stories about a great meal, a terrific new shop, an amazing customer experience, incredible health care providers and more in your social media, blog or newsletter. You’ll not only make new friends, but you’ll also gain new customers (and respect for being proactive and a resource people can trust).

Be sure to SEE those in your sphere at least twice a year as well.

Take your top referral customers to coffee or lunch, or stop by with a special treat.

The truth is, to stand out and present yourself as someone who goes the extra mile for your customers and clients, you have to SHOW that characteristic in everything you do – including marketing your OWN business.

It’s that simple.

Ultimately, it’s not the business of HOMES that we’re in – it’s the business of PEOPLE. So show up again and again, and follow up over and over. The results will take care of themselves!

Need help? Call our marketing team at 866.405.3638 to get started, get restarted or get fired up. They’ve got the experience, knowledge and solutions you need to succeed. And they’re GREAT FUN!

TURN TO PAGE 53

TRY OUR POPULAR LISTING INVENTORY SERIES

FOR MORE LISTING INVENTORY POSTCARD INFORMATION & EXAMPLES

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MMM | TIPS & TRICKS

START THE YEAR STRONG...

AND STAY THAT WAY!

10 WAYS TO RAMP UP YOUR MARKETING With all of the uncertainties in our lives, 4. one thing is for sure: What you do right now will determine how you make the most of your year ahead. Our suggestion?

Take a page from Anthony Robbins’s book with this quote: “The secret to success is to take massive determined ACTION.”

Blitz your sphere or farm with direct response offers. People are always interested in knowing what their home is worth. Our Neighborhood Update Free Offer Series is great for getting the phones ringing by offering items of value such as a CMA or consultation.

Here are 10 powerful take-action ideas to 5. Spotlight a multi-open house. Get fuel your marketing plan and get yourself the buzz going in your market with a on track for a great year: fast-paced multiple open house day!

BY JULIE ESCOBAR

Effective marketing is a full-court-press activity. Be willing to get voice to voice or nose to nose with your sphere and farm.

That’s where the referrals are and the business is!

Ask questions, be a resource and offer assistance! Will you get a few nos? More than likely. Will you get a few yesses?

More than likely. Go for it!

There’s no time like the present to pull out 1. Enhance your presence on social 6. Walk your neighborhood farm with all the stops and make this your best year media. Agents are getting many door hangers. The perfect leaveever. Start today by taking a good look at referrals by posting the RIGHT behind! your calendar and blocking time to do all content on their social media of the above and then some. Delegate the 7. Host a workshop or webinar at your platforms. Yes, they share listing busywork to someone else, and dig in to local coffee shop, school or library. information but – more important dominate in your market.

8. Take the time to see five to 10 top – they share who they are, their clients per month. You can stop by involvement in the community and with a gift, take them to lunch, hyper-local information that people invite them for coffee, or crave. Have fun with it!

OUR NEIGHBORHOOD UPDATE follow our Master 2. Saturate a market with Every FREE OFFER SERIES Marketing Schedule for Door Direct Mail. EDDM makes it additional ideas.

IS AN AGENT FAVORITE! affordable to blanket a geographic farm and get in literally every door. 9. Ask other agents for referrals.

Consider our Market Dominator, a powerful, consumer-centric piece that gets NOTICED because of its 12×15 size!

10. Follow up with at least 100 people in your book of business every month.

This is the kicker. I’ve seen 3. Put a new niche marketing agents spend thousands of campaign in place. It’s easier than dollars on marketing, only ever to find a niche that fits perfectly to NEVER make a single with your interests and the types of follow-up phone call or visit. customers you enjoy working with.

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MMM | TIPS & TRICKS

PUT DIRECT MAIL INTO YOUR MARKETING PLAN

SIX POWERFUL REASONS TO USE DIRECT MAIL

BY JULIE ESCOBAR IN A DIGITAL WORLD Digital world? Yes, but we’re also a world that still appreciates a personal touch, tangible visibility and human interaction.

For example, people still appreciate getting their mail every day and sorting through for the “good stuff ” (letters, cards, positive messages, special offers) – anything other than those bills, right?

The fact is, there’s a lot more space in that mailbox these days – with most folks leaning on email and hoping to make it through spam filters. And while email is a great piece of the marketing puzzle, don’t discount the power of putting something tangible into the hands of folks in the market area you wish to dominate.

Here are six reasons why it’s not only relevant, but it’s also results-producing: 1. It’s targeted. Advertising is one means of reaching out to consumers in your market, but it’s expensive and casts a wide, unspecific net.

With direct mail, you can match your pieces specifically to your market or niche, dramatically increasing response rates. You can now even find mailing lists for those you most want to market to by taking advantage of the specialty data selects from our friends at Nielsen, or look for our Lifestyle Interest data.

Head over to our Mailing List page to learn more about all of the affordable list options available to you.

2. It’s personal. Direct mail is your

canvas. You can address customers by name, share specific offers, communicate information specific to your area and begin to create top-of-mind awareness and trust. All of our marketing tools are editable – from postcards to newsletters to brochures – and you can be as creative as you like.

put it on the refrigerator or tack it to my bulletin board, etc. – then that message has a much longer shelf life, right? And a better chance of getting a response – not just once, but again and again.

Offer fair trade pieces such as free reports, lists of homes, a CMA and more – and lend your personality to each piece. Note: Review your edits carefully for spelling errors before moving to the next option!

Use a QR code or make a specific offer on a direct response piece, and keep tabs on how many people click or call on that offer. Adjust future mailings based on your response rate.

3. It’s flexible. From postcards to flyers to letters to brochures, direct mail options are extensive. Add direct-response offers and timely information, and you can increase your response rates.

Some agents wisely choose a campaign with similar branding to send month after month or quarter after quarter that helps consumers recognize their brand more easily. Others mix and match their marketing messages – preferring to keep consumers alert and eager to see “what they’ll send next!”

4. It’s tangible. The truth is, humans are tactile. Engaging different senses is just smart business.

If I get a message from a professional I touch via email, for example, it registers in the moment, but not necessarily for the long term. If I get a message that offers something of importance to me and my family – and I can feel it, touch it,

5. It’s measurable. Direct mail is one of the few media channels that gives you the ability to track your success.

I recommend including a direct-response offer on every piece of direct mail as opposed to just a generic “here I am” type of mailing. Give people valuable reasons to reach out to you, and they will!

6. It’s easy and cost effective. Direct mail doesn’t have to mean big bucks. With Every Door Direct Mail, costs are low, and market saturation is high.

One thing our customers appreciate most about our services is that we have the ability to provide short-run orders at extremely affordable rates (unlike big mail houses, which require you to order thousands at a time).

I hope this gives you some insight into why direct mail is on so many agents’ todo lists this year.

If you need help finding the right pieces at the right prices, we’ve got you covered. Call our marketing team at 866.405.3638.

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MMM | TIPS & TRICKS

MATCH LIFESTYLE WITH MARKETING TO WIN!

FINDING HAND-RAISERS THROUGH LIFESTYLE MARKETING What makes people sit up and take notice of your marketing? When it speaks directly to them. And now there’s a powerful way to do just that!

Next, use the Demographic Search function, select the geographic area you want to target, and then click on Lifestyle Interests.

You may have seen our posts regarding specialty data lists, where agents can search by selects such as age, income level and length of residency. Now you can drill down even further to include lifestyle interests such as boating and golfing.

On the next screen, choose the segment that you want to target, and then click search. It will populate as many records as you would like to choose for that area. Save your list.

That means if you’re an agent who loves to work with folks with those interests, your job just got a whole lot easier! We’ve even created a new series of marketing tools specific to your niches! Here’s how it works:

7. Apply your promo code, and check out!

8. Put a reminder in your calendar to

BY JULIE ESCOBAR

send the next card in the series to the same list next month.

9. Follow up with these VIPs. The more you resonate with prospective customers, the higher your chances of finding the hand-raisers who are ready, willing and able to either work with you or refer work to you.

Matching your message to your market is a powerful way to do just that.

Got questions? Call our marketing team today at 866-405-3638.

SEE MORE LIFESTYLE INTEREST POSTCARDS - PAGE 56

1. Go to www.prospectsplus.com.

2. Head over to our Specials page to grab money-saving promo codes.

3. Click on Postcards, then search or scroll down to find Lifestyle Interest Postcards.

4. Pick a design for the lifestyle segment that most resonates with you. We’re adding to this series all the time, so check back often.

5. Customize your card however you like!

6. Click on “Click to Start Mailing List,” then click on the Purchase list option.

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MMM | TIPS & TRICKS

GIVE CONSUMERS THE ANSWERS THEY NEED

HOW THE RIGHT INFORMATION LEADS TO LISTINGS

BY JULIE ESCOBAR

In today’s market, both buyers and sellers are inundated with information regarding the economy and the housing industry.

Some is good, some is misinterpreted, and some is just flat out wrong.

What consumers need more than ever is a RELIABLE, TRUSTWORTHY resource to help them understand how market changes affect them most. What’s their home worth today? What if they wait a year to sell? Should they move up to the next size home, or is that a risk?

The questions are many, and the answers are yours for the giving – IF you can capture (and keep) the top-of-mind attention of the folks in your area.

One direct-response series that’s getting great return is our Free Offer series.

Sending three postcards over two to three months can help you create top-of-mind awareness and show potential sellers that you’re the agent to ask when they have questions.

Consider kicking off this campaign with the Market Analysis postcard. This allows you to spotlight your ability to deliver the information sellers are looking for in a professional way and tap into today’s consumer’s natural desire to search out “free” offers and trusted resources.

Step 1: Log in to your free ProspectsPLUS. com account (or create an account and profile in a matter of minutes). Once your profile is ready, the system automatically populates your information into all of the

700+ marketing tools on the site.

is always there.

Step 2: Search or scroll our postcard gallery for the Free Offer series.

Kudos to the agents who are working their systems and are willing to share their experiences with others. For example, Cozett shared with us on ResellerRatings, “I like how ProspectsPLUS! puts marketing at my fingertips and then handles the time-consuming work of mailing and distributing materials if I need them to.”

Step 3: Select the Market Analysis postcard. You can leave as is or customize to suit your marketing style.

Step 4: Add your mailing list, or use our mapping tools to create one. If you need help with mailing lists, call our support team at 866.405.3638, or click on purchase list to see our comprehensive mailing list solutions.

Step 5: Place your order, and then track it.

It’s that easy!

Making your job easier is our goal. That’s why we created the Master Marketing Schedule to offer strategic, creative solutions for building your business faster, easier, more affordably and with way fewer headaches.

Putting systems in place for staying in touch don’t have to be tough – or time consuming. Most of our top customers schedule 30 minutes to an hour at the beginning or end of every month to focus on which marketing tools they want to go out.

When they choose a campaign, it’s easy – they simply pick the next one in the series, order and get back to their high-priority tasks. Some even delegate a member of their team to make it their priority that something is always being sent to their sphere and farm so top-of-mind awareness

Or Jeremy, who wrote on our Google+ page, “ProspectPLUS! is a real lifesaver for me. I have been looking around on how to keep in contact with my sellers. I needed more than just a phone call. The postcards are a highlight to my business now. This has also allowed me to start farming a few neighborhoods that I drive through with a more personal touch.”

Or Bradley, who wrote on our Facebook Page, “ProspectsPLUS! makes it so easy for me to market to not only my sphere but also to my farming areas. In less than five minutes, I can have all of my postcards ordered and off my plate so I can work on what I do best… selling homes!”

We’d love to hear from you, too! In fact, give us a shout out with a review now on our Google+ page, and you’ll be entered to win one of our monthly prizes – which include more than $400 in gift cards!

Have questions or need help developing the marketing plan that’s right for you? Call us today at 866.405.3638 or email us at pmc@ prospectsplus.com. We’re here to help!

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MMM | TIPS & TRICKS

HELP POTENTIAL HANDRAISERS FIND YOU!

LIFE EVENT TRIGGER DATA BECOMES A GREAT NEW TARGET

BY JULIE ESCOBAR

It’s an exciting time to be a real estate agent. Why? Because new data tools are making finding the right customers for their businesses – and their markets – a whole lot easier.

Our latest data option is turning heads and – better yet – helping agents find new listings.

We’ve partnered with the folks over at ReboGateway to provide customers just like you a new data alternative. Their strength is in pinpointing consumers with life events that often lead to the sale of a house (e.g., divorce, notice of default, expired listing, estate sales, etc.).

The coolest part is that they even do a daily email drop that tells you what events are taking place on any given day, so you can be the first to reach out with our new soft-approach direct-response Life Event postcards.

How does it work? Here’s the step-by-step breakdown: Step 1: Visit our ReboGateway landing page: blog.prospectsplus.com/ rebogateway.

Step 2: Watch the training videos and webinar on demand.

Step 3: Contact the ReboGateway support team at 866-887-0206 for a one-on-one demonstration of exactly what data options are available in your market (they differ from county to county). You also

can email their team at sales@benutech. com to set up a demonstration.

Step 4: If they’re a fit for you and your marketing plan, sign up for your ReboGateway membership. If you choose an annual membership, use the promo code “prospects” to get two counties for the price of one.

Step 5: Determine the farm parameters that best meet your needs.

Step 6: Export your farm data directly to ProspectsPLUS! Step 7: Log in to ProspectsPLUS.com.

Step 8: Click on Postcards, and choose Life Event Postcards.

Step 9: Choose the card that best matches the data available in your farm, and customize your cards.

Step 10: Add the ReboGateway mailing list.

Step 11: Place your order.

Step 12: Follow up!

We recommend that when you receive your trigger data indicating one of these life events in your market area, you send a series of three postcards to that consumer about three to four weeks apart, and then follow up to offer additional answers and resources that will help manage their situation and get their home sold for the best possible price and terms.

People want an advocate they can trust

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to help navigate the changes they’re experiencing. These marketing tools will present you as that advocate!

It’s a winning combination that agents are excited about adding to their marketing plans! For many top agents, it adds another level of influence and expertise to their credibility.

Couple this with your traditional sphere of influence marketing and geo farming, and you’ve got a great foundation for your business plan.

Have questions or need help? Contact the ReboGateway support team at 866-8870206 for a one-on-one demonstration of exactly what data options are available in your market.

SEE LIFE EVENT POSTCARDS - PAGES 54-55

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ADD THESE TOOLS TO YOUR TOOL BOX

ARE MOVE-UP BUYERS THE NICHE FOR YOU? Looking for a new niche to jump into?

Why not start planting the seeds for potential move-up market clients?

With markets continuing to rebound and our economy getting stronger, many families are once again considering moving up to the next size home.

If you’re the agent staying top of mind with the right marketing materials, you could easily position yourself as the turn-to agent for these folks.

Here’s how to get started: 1. Find a neighborhood with a large number of first-time or entry-level homeowners, or choose the county where you want to establish your niche.

2. Gather data and listings for larger homes in neighborhoods with prices $50,000 to $100,000 higher than your targeted group.

6. When choosing a mailing list, you can use our radial search by street address function. Or simply choose your state, county and then the Move-Up Market option to search your market.

7. Start following up! Canvass the area with your free report and even door hangers.

8. You also may want to order a stack of our Need More Room? postcards from our Life Event series and see if area pediatricians and obstetricians will let you put them in their waiting rooms. Baby superstores and boutiques are another great place to advertise. Growing families are often in the market for bigger homes.

BY JULIE ESCOBAR

We love when agents get creative about how they market themselves and aren’t afraid to go a little outside the box. Just remember: When working with move-up market buyers, be prepared to help them understand how to juggle financing and timing – especially if they have to sell their current home first.

Have fun with this niche!

Need more great marketing ideas? Our Master Marketing Schedule on page 38 is filled with new, innovative and outside-thebox ideas each and every month!

Need help? Our marketing team is top of the line at 866.405.3638 and ready to answer your questions or help you create a piece that’s perfect for your market.

3. Do your homework. Know as much about those new neighborhoods as possible, including school ratings, local business information, etc.

4. Download our Free Report: Six MoveUp Mistakes Home Buyers Make to use as collateral and a fair trade offer.

5. Start sending our series of three Move-Up Market postcards once a month to homeowners in your targeted area.

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SET YOURSELF APART FROM THE COMPETITION

STRATEGIC MARKETING IDEAS FOR SAVVY AGENTS

BY JULIE ESCOBAR

As competition grows fiercer, like many agents, you may find yourself asking, “What’s my next move?”

Savvy sales professionals are negotiating the turn by investing in smart systems and tools that will help them compete in the real estate arena for the long term.

Who will take the lead in both listing and selling homes as we navigate this constantly shifting market? Those who stay strategically focused on one-toone marketing, negotiating effectively up front and committing to consistent business development through monthly prospecting.

Set Your Standards High In any market, taking listings that just won’t sell is far worse than having no listings at all. While you may be tempted to take at any price, terms or commission to secure the listing, this is a recipe for failure.

Consider instead raising your standards using a strong, effective tool that spotlights the homeowner’s commitment to getting the home sold in the quickest possible time, with the best price and terms. We call it our Merchandising Review, and there are three very successful ways to implement it: 1. Make the right mutual decisions at the listing appointment. In all likelihood, your sellers will have an objection

or two regarding terms such as price or commission. Our suggestion is to agreeably shelve objection handling until AFTER you have obtained signatures for the listing. Then close your appointment by going over the Merchandising Review to make certain everything is in order.

Sample dialogue: “Thank you for listing your home with me. Please know that I will do everything in my power to get it sold. To help me do that, let’s go over our Merchandising Review. I use this the same way pilots use a preflight checklist.

“This list of 18 seller-controlled factors actually will help generate a quicker sale for the best possible price and terms.

What I need from you is a commitment to check off at least eight of these items.”

Then simply walk them through the list, negotiating where necessary.

2. Get non-selling inventory back on track. Go through your inventory, and red flag problem listings. Walk through the problems using the Merchandising Review. Contact your sellers by phone, or visit in person to help them understand the review items that are hindering the sale of their home.

Sample dialogue: “Mr. and Mrs. Seller, we’ve had your property on the market for XX days now, and we’re not getting the results that either of us had hoped for.

We have a tool called the Merchandising

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Review that helps us identify problem areas, and I’d like to sit down with you to discuss those issues.

“I believe if we walk through these items, we can get your listing on track and help exact a faster sale. Would tomorrow at 6:00 p.m. be good, or would 8:30 p.m. be better?”

3. Data mine for the niche that’s right for you. By targeting niche markets that are near and dear to your own interests, you’ll be better able to “speak their language” and let your passion for that market segment build the momentum you’re looking for.

For example, do you love listing and selling waterfront properties? Is boating the way you unwind? Now it’s easy to find and market to like-minded people and work not only with your sphere but also with consumer groups that most resonate with you.

That way, you’re growing your book of business with the types of people you’re most interested in working with – and that makes work and life a whole lot more interesting, don’t you think?

It’s never been easier to do. Use Option 2 on our Mailing List page to search for the customer segments you most want to market to: 1. Choose High-Income Consumers for luxury or investment property.

MMM | TIPS & TRICKS 2. Choose the Lifestyle Interest option for a treasure trove of niche markets such as golfers (golf community property), tennis enthusiasts (highend home with tennis court or communities with tennis centers), boat owners (waterfront properties), etc.

5. Choose Move-Up Market for those who have been in their homes more than nine years and statistically are good candidates for a move. Help them list their current home and find their new dream property!

6. Empty Nesters are a great segment to market to for downsizing opportunities. With the right marketing twist, you could end up listing their current home and helping them purchase their new home.

3. Look to High-Income Renters for high-quality first-time home ownership options and communities that are high in amenities, low in upkeep.

4. Choose Baby Boomers and Elderly if working with seniors is your passion.

Very often, this will lead to developing powerful referral relationships with the seniors and their children.

These market segments are just the tip of the iceberg; you’re sure to find the niche that works for you. Watch all three videos regarding the mailing options that are available to help agents find the

perfect customers. From radial searches to demographic searches to the all-new Nielsen PRIZM® data, the possibilities are endless.

Whatever strategy you deploy, make sure your message is clear and your marketing is consistent. Call, see or send something to everyone in your book of business at least every 30 days, and you’ll find that your productivity, profitability, referrals and commissions will be on track all year long.

Need help? Call our marketing team today at 866.405.3638 to put the best systems in place to build your business easily and cost effectively.

Priced at or Below Market Value Owner Financing Available Government Financing Available Assumable Mortgage Available For Sale Sign Showing Flexibility Good Exterior Appeal Good Interior Appeal Good Yard and Landscaping Appeal Good Neighborhood or Location Appeal Good School Appeal Good Shopping Appeal

Major Improvements MadeYOUR FREE COPY AT DOWNLOAD Appliances and Drapes Included PROSPECTSPLUS.COM/REPORTS Lock Box Installed Available for Office Tour Cooperative Sellers Home Warranty Plan Offered Attractive Commission Water Filter System Extras Included

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LEARN PROVEN OBJECTIONHANDLING DIALOGUES

TOP THREE STRATEGIES FOR PRICING YOUR LISTINGS RIGHT THE FIRST TIME

BY JULIE ESCOBAR

“Worse than no listing is a listing that won’t sell.”

business of that customer and anyone they would have referred to you.

That statement is probably even truer today than it was when I first heard it many years ago.

You know how it goes… good news travels fast, but bad news travels even faster.

I’m sure as a professional agent who’s listing property in what some are currently dubbing the “new economy,” you’ve more than likely seen your fair share of “unsalable listings.”

Since I know YOU’RE not one of those agents who wants to take overpriced listings, and it’s always good to have some backup when you’re talking to an “unreasonable” seller or up against another agent who’s willing to take the listing at top dollar, I’ve put together a couple of objection handlers for you.

What’s the #1 reason why properties don’t sell? You guessed it: PRICE. Why would an agent in today’s market (or any market, for that matter) take an overpriced listing?

Let’s see... here are some of the top prize winners…

• “I had to! The other agent was going to get the listing if I didn’t!”

• “My seller has unreasonable expectations.”

• “Any listing is a good listing, right?

At least my sign is getting my name out there!”

• “Well, they DID make a lot of IMPROVEMENTS…” The list goes on but, in the end, instead of the experience being a win-win for all involved, it turns out to be something that can cost you not only ONE commission, but also (more than likely) the future

Objection #1: “We want to price it at the top of the market to get the most money.”

We’re going to take our first objectionhandling tool straight from the ProspectsPLUS! free report; it’s called our Price Pyramid, and it’s designed to illustrate the importance of pricing the property at or below market value.

With this visual, it’s as simple as walking the seller through each tier of the pyramid and then reviewing the most common mistakes sellers make in terms of price.

For example: “I understand how you feel, Mr. & Mrs. Seller. In fact, that’s something we hear quite a bit. What I’d like to share with you, however, is just that same decision has cost others tremendously, and I would hate for that to happen to you. What I’d like to show you is what we

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call the Price Pyramid so that you can better get a feel for how the price you choose now can positively or negatively impact the amount of money you’ll get from your investment.

“Let me explain. As you can see, when you price your home at the top of the market, you eliminate many prospective buyers who are simply unwilling to look at property they deem overpriced. The same is true for other agents – they have an obligation to find their buyers the best home for the best price.

“So you can see that pricing your home at the top limits you to just 10% of the potential market.

“Now, when you price your home halfway between the market price and the investor price, you’ll attract the highest percentage of retail buyers. This is the most favorable range.

“Of course, if you want to sell your home in the shortest possible period of time, you’ll want to price your home below the halfway mark between market price and investor price. This expands your buyer prospects considerably, giving you both retail buyers and investors bidding for your property.”

I also would go ahead and walk them through the five most common mistakes that you see on the bottom of the piece.

In fact, many clients include this piece

MMM | TIPS & TRICKS right in their pre-listing package. It helps overcome the objection before you ever even sit down at the listing table. Try it!

Objection #2: “I’ll just sell it myself and save the commission.”

Ever run into this one? Sellers often think, “How hard can it be?” – especially when they want to tack your commission on top of what you’ve already determined to be Fair Market Value so they can get every penny possible from their investment.

When you say no to the higher price point, you’ll often get hit with the “I can just sell it myself and not have to pay anyone” response.

Here’s a technique to try in instances like this: “Mr. and Mrs. Seller, I can appreciate your thought. Many homeowners weigh that option when they decide to sell their home. I know what’s most important to you is getting the highest amount possible for your home.

“I’d like to share a study conducted by the National Association of Realtors® every year called the annual Profile of Home Buyers and Sellers. It shows that in the last year, the average FSBO home sold for $184,000*, compared with $230,000 for agent-assisted home sales. So you can see that even with paying a commission, I can still get you a higher dollar amount for your home than you could selling it on your own.Would you like to know why?

“The biggest reason is the exposure I can create for your property compared with what you can do on your own. With an agent, the property is entered into the

MLS where it’s broadcast marketed not only to consumers via the paper, home guides and a wide range of internet sites, but also to the XX agents in our area as well.

“By creating greater exposure for your property, we create greater buyer competition, which leads to a higher selling price. That, combined with my XX years of experience and the fact that I’m a third party, make it much easier to negotiate on your behalf and get you the best deal for your home.

“You have to remember that a buyer working with a For Sale By Owner knows that you aren’t paying a commission and, more often than not, they’re well versed in the comparables in your market, so they are already in ‘bargain hunting’ mode.

“When you take all of that into consideration, as well as how much of your own valuable time will be spent trying to do your regular job plus taking on showing the property, negotiating, searching for the necessary legal documentation and trying to qualify buyers, can you see how you could be saving more by using a licensed agent?” *These figures are from the 2014 survey; your numbers will change every year, so adjust your dialogue accordingly. If you don’t have a copy of this valuable report, order it today! It’s overflowing with valuable statistical graphs and information that you can use when face to face with buyers and sellers.

Objection #3: “I’ll just wait.”

Here’s a strategy that I call “The Waiting Game” – see if it will work for you. Try this dialogue when a seller wants to wait to lower the price: “What do you think happens to an overpriced home that doesn’t sell right away? Do you think it eventually sells? I’m afraid, more often than not, the answer is no. Listings get the most traction in terms of buyer traffic, agent attention and offers in the first two to four weeks after coming on the market.

If you wait, you’ll lose that traction.

“Worse, the longer it sits on the market, the more buyers will begin to wonder if there are more serious problems than price in terms of why it hasn’t sold yet.

“Think about it… what’s the first question you would ask when you look at a house?

How long has it been on the market, right? Long time on market = problem in the eyes of a buyer. That’s not a position that gives you any kind of leverage. Let’s price it right and get it sold.”

One of the best ways to fine-tune your negotiation and objection-handling skills is to get together once a month with colleagues and role play. Everyone brings their best objection, and the group comes up with some dynamite dialogues, strategies and visuals for overcoming and handling those objections.

If you’d like to learn more price objectionhandlers, check out 21 Ways to Price Your Listing Right in Any Market Despite the Seller’s Best Objections! at www.prospectsplus.com/21Ways.

DOWNLOAD YOUR COPY AT PROSPECTSPLUS.COM/21WAYS

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STAY IN THE GAME THROUGH THICK & THIN

WHEN SHOULD YOU STOP MARKETING? We’re asked weekly by agents all over North America to offer sound real estate advice. The question that surprises us most is, “When should I stop marketing?”

The answer? When you leave the business.

Until then – if you want to do what’s right for your sellers, your business and your bottom line – you’ve got to stay in the game. Perhaps at different levels during spells of your career – but staying in consistent touch with your sphere and farm is right up there with prospecting, presenting and closing in terms of generating income and referrals.

“But I’ve sent two mailings and haven’t gotten a call.” We get it. We’ve even been there. Many of us on the team have walked in your shoes listing and selling homes. Here’s what we know... and what statistics and history tell us: It takes more than that.

One mailing, one phone call, one email won’t ever get you the results you’re looking for. What will? Staying the course – with mailings and phone calls and emails and door knocking and community involvement.

Statistics tell us it takes at LEAST three impressions for a consumer to recognize your name, seven to associate your name with your business, and 27 for them to

BY JULIE ESCOBAR

like you, know you and trust you enough to do business with them. But most agents stop after three tries, and most transactions or calls happen after five to seven tries.

you started:

So here’s a plan: Take your targeted message, use direct-response offers, stagger your direct mail with your email, and CALL your prospects to follow up.

Holiday cards: Add a seasonal touch to your marketing every month with a great message on the back and free offers for consumer reports, lists of homes, a Comparative Market Analysis or an event invitation. Be sure to follow up every few months with a friendly “anything I can do for you?” call.

Check out our Master Marketing Schedule for fun “reasons” to call or stop by every three to six months as well, and you’re well on your way to branding yourself as THEIR real estate professional.

What to send? Here are four ideas to get

CALENDAR CARDS HELP YOU GET A JUMP ON YOUR COMPETITION FOR THE NEW YEAR

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Calendar cards: Order them with a magnetic back so they’ll be refrigerator staples for your valued customers all year long!

Call to Action cards: These are a great direct-response piece to send with free

MMM | TIPS & TRICKS offers and the ability to share timely market-specific content.

Content cards: These powerful contentrich cards have timely topics with the type of consumer-friendly information that gives people what they want and sets you up to be a knowledgeable resource in your market.

Scale back or push forward? During the holidays, many agents slow their marketing way down as social obligations gear up. When that happens, it’s always a good idea to be the agent who takes the opposite approach. That way, you’ll stay top of mind without any lag in exposure and hit the ground running after the holidays – when other agents are just getting restarted.

While it makes sense to look at your business as a whole and carefully measure your return and the necessity of each line item on your budget, what doesn’t make sense is to slip into anonymity by eliminating your marketing dollars.

In fact, Bill Bartmann, billionaire and

author of Eight Ways to Recession-Proof Your Business, recommends the opposite.

Slash expenses, indeed. Take the waste and “fat” out of your monthly and annual expenditures wherever and however possible... with one exception: marketing.

Bill’s advice is to dramatically expand your marketing plan. Why? Simple! The time to swiftly capture market share being left on the table by every other industry salesperson who has gone into conservation mode to the point where they no longer have a viable, VISIBLE presence in your market area is NOW. Keeping expenses lean in every other area of your business allows you to SURVIVE the storms. Expanding your budget and actions in the arena of marketing will ensure you THRIVE not just today, but be the front runner when the market takes a turn for the better.

We all know it’s harder and MUCH more expensive to attract NEW customers than it is to keep and nurture our current book of business. In fact, according to

Gary Keller’s book Millionaire Real Estate Agent, you can expect to do business with one out of every 12 customers in your sphere of influence per year if you stay in touch with them consistently!

So what are you waiting for? Start making a great impression today, then do it again next week, next month, all year long!

Your business – and your bottom line – will thank you for it.

Want to learn more about how to generate the right leads for your business, thrive in ANY economy and make a wonderful first, second and 27th impression? See our six-month Master Marketing Schedule beginning on page 38. It’s filled with new, innovative and outside-the-box ideas every month!

Need help? Our marketing team is top of the line at 866.405.3638 and ready to answer your questions and/or help you create a marketing piece that’s the perfect fit for your market.

CALL-TO-ACTION CARDS ARE A GREAT DIRECTRESPONSE PIECE TO SEND WITH FREE OFFERS

CONTENT CARDS HAVE CONSUMERFRIENDLY INFORMATION SEE MORE EXAMPLES ON PAGES 46-47 MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 23

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ENSURE YOUR DIRECT MAIL LISTS ARE CURRENT AND ACCURATE

DELIVERING RESULTS THROUGH DIRECT MAIL Your ability to market to the right people at the right time with the right message is the foundation of your business.

Providing the tools to help you do that is ours.

extraordinary attention to detail has a laser focus on the collection and aggregation of the best consumer and business data in the world from a wide variety of sources.

That’s why when it comes to putting your postcards in the hands of your customer base, we GUARANTEE the highest deliverability in our industry.

• We CASS-certify every address before sending a single piece of mail through our system. The Coding Accuracy Support System enables the USPS to evaluate the accuracy of software that corrects and matches street addresses using addressmatching software to improve the accuracy of their ZIP+4, carrier route and five-digit coding.

What that means is that when you use a list provided by ProspectsPLUS!, any returned mail you receive over 8% – we will REFUND your money for both POSTAGE and PRINTING. What’s a normal return rate on a consumer list?

According to the USPS, more than 40 million people in the United States move each year and don’t immediately update their address information. Therefore, it’s not uncommon to have 10% to 12% undeliverable names in the consumer market. NO list is 100% accurate.

Yet 75% of a direct mail campaign’s SUCCESS lies in the accuracy of the list.

That’s why when building our site to include mailing list options, we put these components in place to ensure your list is as effective as possible: • Our data comes from the highestquality provider in the country: Acxiom. This organization with

• We cross-reference every address with the National Change of Address (NCOA) database.

• Any mail returned to us marked “undeliverable” is scrubbed from our system. This keeps data and mailing costs down for our customers and removes 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’re confident that we provide the highest standard of mail deliverability in our industry – and we put our money where

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BY JULIE ESCOBAR

our commitment is: with you, our valued customer.

Accuracy matters Are there ways to improve the accuracy of your mailing list? Absolutely!

1. If you’re purchasing data from another provider, please check their accuracy ratings (and costs!). Our data is 8 cents per record, and we guarantee it to be the most current.

2. If you’re 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 in those instances.

3. Continuously update your sphere of influence database. By consistently staying in touch with your sphere of influence and including a return address on your mailings, you should receive cards back when there’s a change of address. Update your records before uploading your list for future mailings.

Learn more about our systems at blog.prospectsplus.com/map and blog.prospectsplus.com/track, or contact our customer support team at 866.405.3638.

MMM | TIPS & TRICKS

BECOME A BRAND NAME AND GO-TO AGENT

3-7-27 LAW OF MARKETING & EXPIRED LISTINGS BY JULIE ESCOBAR The market’s changing, and you’re gungho to differentiate yourself, right? We know, and we’re with you!

Top agents are enjoying success by taking advantage of best practices, changing markets and the 3-7-27 Law of Prospecting! It just makes good sense to leverage every advantage you have in today’s market.

You can do that in a lot of ways – email if you have it. Phone if you have it.

Postcards? We got ‘em. How about all of the above?

Look to our 3-7-27 series of Expired postcards on the site – they’re a great way to start the relationship, create the buzz and create the all-important top-of-mind name awareness.

Execute on expireds Expireds are turning out to be just what the doctor ordered as far as a go-to market for kick-starting or beefing up listing inventory.

Pull up the list of expireds every day, and pick a series to send – it’s easy! Create a list, choose your cards, and calendar them out for the next week or two. Then follow up!

It’s a good turn-to market, but one in which you need to make a name for yourself and establish trust and credibility quickly and effectively. A great way to do that is to put the 3-7-27 Law of Prospecting to work.

Share your differentiators Share all of the ways you stand out from your competition and will get their home sold in less time, for more money and with fewer headaches.

What am I talking about? Basically what the 3-7-27 Law of Prospecting tells us is that historically it takes THREE contacts for someone to recognize your name, SEVEN to associate your name with your business – “Oh, that’s Julie and she’s in real estate” – and 27 to become a brand name in your market.

Now here’s the interesting part: You know MOST agents quit after contact #3? And most transactions occur after #5? So what are you going to do? (This is where you raise your hand and say, “I’m going to make more than five contacts!”) I knew you knew that!

FROM OUR EXPIRED POSTCARD SERIES

Offer to send a pre-listing package, and prove yourself to be the agent with the tools, the skills and the commitment to get the job done.

Start invoking the power of the Law of Prospecting: THREE contacts and they know your name, SEVEN and you’ve got their attention – they know you and what you do – 27, and you start carving out a niche in your marketplace. Get started today!

Need help? Contact our customer support team at 866.405.3638. We’re ready, willing and able to help take your marketing and your business to the next level!

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WORK & LIVE WITH TRUE INTENTION

UNDERSTAND YOUR INTENTIONS, AND SUCCESS WILL FOLLOW “When you develop a strategy that aligns with your values and intentions, your work life will take off,” states king of business success Oprah Winfrey.

Whether you have the intention of fulfilling dreams, securing comfort or solving challenging problems, intention in your work becomes the manifestation of who you are and how others see you.

By choosing not to actively engage in the process, you have not dodged a time-reflecting bullet. Conscious or not, intention is felt by the people we interact with and, if left undefined, can be expressed through a more baser need such as money – leaving our customers feeling a lack of genuine concern.

You may say, “Of course I’m working to make money; it’s why everyone is working!” Not true.

A recent Harris Poll showed that more than 51% of people would continue to work even if they didn’t need the money.

Monte Ahuja, professor at the College of Business at Cleveland State University, explains why: “When you think about the role that a job has in a person’s life, it is often a huge part of who you are,” he said.

“We define ourselves many times in terms of our work”.

So it’s likely your intention runs deeper than just money, which means ensuring the right message is infused in all that you do is an important part of creating overall success in your work.

Once clear on the “why,” this message will become part of a cohesive force that represents your authentic contribution to those around you.

One thing everyone can sense – and one of the reasons why some succeed when others don’t – is authenticity. We all have the ability to feel when someone is coming from an authentic place, and those are the people we gravitate toward.

My experience setting intention When we began discussing the inception of Certified Pre-owned Home, we took time to become clear on our intention for creating the service.

We thought about our own personal experiences – good and bad – when selling a house and how we wished it to be. What would the ideal experience be?

Then, coming from a place of caring and creating something meaningful, we created a company that offers a service stemming from the idea of simplicity at every turn, with a built-in win for everyone involved – the buyer, the seller

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BY LISA A. GRAY

and the REALTOR®.

We answered the question: Whom do I turn to, to sell my house? Whom do I trust? We offer unbiased, honest help uncovering the best REALTOR® to fit the needs of the seller, with the stellar criteria everyone wants when selling their house.

Another area of frustration discussed when selling a house was the loss of control over the process – when deep into the sales process a home inspection creates doubt and insecurity for the home buyer, causing the sale to unravel.

We decided the easiest way to overcome this challenge was to pay for a home inspection up front, clearing doubt from the beginning and creating ease and comfort with potential buyers – and a feeling of control for everyone involved.

How would we make sure everyone was aware of this wonderful trust-builder? We created a sign that tells everyone that this home for sale has complete transparency; the seller and REALTOR® want everyone to feel secure in the knowledge that there are no secrets. Offering security, ease and unbiased, honest assistance became our intention and, thereby, also our branding.

Whether you’re a seller or a buyer, when you see the Certified Pre-owned Home

MMM | TIPS & TRICKS name, we want you to feel comfortable knowing that we’re taking care of everything – there are no surprises and no worries.

4 steps to discovering your intention So now it’s your turn. Following are four steps to assist in discovering your true intention in your work.

1. Get quiet. Take time to quiet your mind, away from noise and activity.

Then do a few minutes of deep, relaxed breathing to calm yourself further prior to beginning.

2. Define. Once you’re ready to begin, ask yourself the following questions, remembering to dig past obvious answers such as money or education.

Ask the question to each response again, until you drill down to the heart of your answer. You’ll know when you’ve arrived. a) Why are you in your specific field of work? b) What gets you excited about what you do? c) Letting go of need or lack, what matters most about what you’re doing? d) When you think of a positive

experience you’ve had with work, what made it so?

3. Remain focused. Keep in mind throughout this process of discovering your intention that the power of intention is more clearly held when coming from a place of peace and contentment rather than fear or need.

“We created a company that offers a service stemming from the idea of simplicity at every turn, with a builtin win for everyone involved – the buyer, the seller and the REALTOR®.”

– Lisa A. Gray Certified Pre-owned Home

4. Let go. Once you’re aware of what your intention is, let go of any other outcome. This may seem difficult because, the reality is, we do need to make money for food, shelter, etc. If you find yourself focusing on surface needs, try to redirect your focus to your true, underlying intention.

Spend a few minutes each morning and throughout the day refocusing on this intention. At the end of the day, take a few minutes to review the moments you felt your intention present in your day and the result of that feeling.

The bottom line Once you’ve defined your underlying intention for the work you do, use this as

the badge that you carry regardless of what happens.

Continued acknowledgement of your intention will become a beacon driving you through challenging days, high levels of frustration and moments when you’re ready to throw in the towel.

Knowing why you’ve chosen to contribute changes every area of your work and play time. How you feel on Monday morning and Friday afternoon – or when you have a long Saturday or Sunday of house showings in front of you – creates a sense of peace and resilience that propels you forward and transcends the outward idea of what work really means.

To learn more about Certified Pre-owned Home, go to www.cpoh.com, or call 888-233-9710.

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 27

MMM | TIPS & TRICKS

RAISING FUNDS TO FIGHT CHILDHOOD CANCER WITH OUR “YEAR OF THE KIDS” CAMPAIGN

PROSPECTSPLUS! PARTNERS WITH ST. JUDE CHILDREN’S RESEARCH HOSPITAL® TO RAISE $50,000 St. Jude Patient Mabry

As part of our renewed commitment to service, we’ve selected St. Jude Children’s Research Hospital® as our official charity partner for 2016.

Since 1962, St. Jude has led pioneering research and treatments for kids with cancer and other life-threatening diseases.

St. Jude has helped increase the overall survival rate for childhood cancer from 20% to 80%. With the generous support of donors, families never receive a bill from St. Jude for treatment, travel, housing or food – because the only thing families should worry about is helping their child live.

We kick-start our first year as a St. Jude partner with a “Year of the Kids” Campaign to raise $50,000 by offering four different donation denominations ($5, $10, $25, $50). Customers can choose a denomination in our order-management system, and ProspectsPLUS! will match every donation dollar for dollar.

Additional opportunities for employee participation and product-specific donations will be announced in coming months.

“Cancer is something that has affected the lives of us all, and St. Jude Children’s

Research Hospital’s impeccable reputation for research, development and patient care in the fight against childhood cancer made it the perfect choice for our organization,” said Jim Morton, President of ProspectsPLUS! “Our team has long supported great causes,” Morton added. “We brought a team of 10 to the Habitat for Humanity project in the lower ninth ward after Hurricane Katrina, sponsored a Coats for Kids drive for inner city schools and are a frequent contributor to arts programs in our local schools. This partnership with St. Jude allows us to bring our service to another level, and we couldn’t be more passionate about the mission.”

Our goal is to introduce the new partnership and platform opportunities for giving to more than 1 million real estate professionals across North America – as well as to our customer base of entrepreneurs and business colleagues around the world – to reach or exceed our $50,000 goal.

A donation today can help make a difference for the kids of St. Jude. Please visit www.prospectsplus.com/StJude to learn more.

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About St. Jude Children’s Research Hospital® St. Jude Children’s Research Hospital® is leading the way the world understands, treats and defeats childhood cancer and other life-threatening diseases. It is the only National Cancer Institute-designated Comprehensive Cancer Center devoted solely to children. Treatments invented at St. Jude have helped push the overall childhood cancer survival rate from 20% to 80% since the hospital opened more than 50 years ago.

St. Jude is working to drive the overall survival rate for childhood cancer to 90%, and we won’t stop until no child dies from cancer. St. Jude freely shares the discoveries it makes, and every child saved at St. Jude means doctors and scientists worldwide can use that knowledge to save thousands more children. Join the St. Jude mission by visiting stjude.org, liking St. Jude on Facebook (facebook.com/stjude) and following us on Twitter (@stjude).

TO DONATE, VISIT WWW.PROSPECTSPLUS.COM/ STJUDE

MMM | TIPS & TRICKS

ST. JUDE AD

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 29

MMM | TIPS & TRICKS

LEARN FROM THE BEST

HOW TO DOMINATE A GEOGRAPHIC MARKET: TWO TOP AGENTS SHARE SECRETS TO SUCCESS A quote by Thomas Jefferson reads, “If you want something you’ve never had, you’ve got to do something you’ve never done.”

That’s exactly the mindset we see in many Market Dominator members. They get it.

They’re not locked in to doing things “the same old way they’ve always been done” or accept “business as usual” mentalities.

real estate, whether it was on the business side, selling or building; I just loved the industry.

As a 20-year-old, selling was tough because most people don’t think a young guy really

different background. He was on the building side for years and learned the developmental part of relationships. Both of our experiences have really shaped how we’re building this company from the ground up. Our company is young, but it’s growing rapidly because of the ideas and tools we’ve developed with partners like ProspectsPLUS!

knows what he’s talking about. They would rather call someone who’s been in the industry for 40 years and does things the “old way.” This struggle shaped how I view my business and how aggressive I became on Q: You seem to be very marketing savvy – They’re game changers, risk takers and looking outside the box for ways to brand marketing minded – which is why they’re setting myself apart. yourself in your community. Can you creating their own listing streaks and My partner Eddie comes from a completely tell us why you believe that’s so critical in setting themselves up as the turn-to agents in their markets.

Two of these agents sat down with us to share their insights and how-tos with our readers so that others might be inspired to step out of the box themselves and start dominating geographic farms of their own.

First up is the very talented and personable Nick Chapman from West Virginia Realty.

Q: Hey, Nick. Thanks so much for letting us spotlight you! Can you tell our readers a little about yourself and your business?

A: Sure! I started my real estate career as a young 20-year-old, working two jobs in college. I always knew I wanted to get into

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“My opinion is that whether you own a company or you sell real estate and that’s your ‘business,’ you can do it one of two ways: You can just go along with everyone else, or you can set the trends.”

– Nick Chapman West Virginia Realty

MMM | TIPS & TRICKS today’s industry?

A: This is the part of the business I love.

My opinion is that whether you own a company or you sell real estate and that’s your “business,” you can do it one of two ways: You can just go along with everyone else, or you can set the trends.

In our market, real estate magazines are still the “norm,” and the view of older agents is that you “have to be in the magazine.”

Well, in my experience, you have to be different. You can either change the way you sell something (can’t do that because of laws), change what you sell (we all sell houses) or change how you sell it.

When you really think about selling real estate, you’re only “selling” the client.

You need to be able to wow them. And what we have done with our direct mail advertising has definitely achieved that.

Q: You’re a Market Dominator member.

Can you tell us why you chose it and how it compliments your marketing plan?

A: We currently mail to more than 4,000 houses a month, and we target specific demographics. We use this for our Luxury Home Division and really push the reality that we’re featuring their home front and center on this exclusive luxury home division POSTER, as we like to call it. It definitely gets their attention.

Q: Can you share how you follow up on your marketing mailings?

A: We actually focus our expired and FSBO campaigns specifically to the neighborhoods we send the mailer to. Great responses. On top of that, ProspectsPLUS! gives us copies each month, and we take them to every listing presentation. It’s hard not for them to be impressed when we show it to them, and we love to tell people that we’re the only company in the area that does this type of aggressive advertising.

Q: Nick, so many agents take a “shotgun” approach to marketing, sending out one or two pieces and then quitting. Do you have some words of wisdom for them?

A: Mailings, marketing, door knocking, cold calling, anything and everything is all about the process you have in place.

Consistency is what matters. If I knock on an FSBO’s door one time, leave something and never call back or go see them again, my chance of getting that listing is low if I don’t walk away with the appointment that day. You have to follow up, and you have to be consistent.

Q: What advice do you have for agents looking to truly differentiate themselves in their market area?

A: The one thing we look at in our business on a monthly basis is, “What can we do different to be better?”

Again, you’re truly only selling the client to get the business; if the house is priced right, it will sell itself for the most part.

So if another agency is still going old school, we want to go beyond that.

Technology is a prime example. Before, direct mail was less effective because too many people were mailing junk. Now

AN EXAMPLE OF THE MARKET DOMINATOR – SEE PAGES 78-79 FOR MORE

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 31

MMM | TIPS & TRICKS junk email is the new thing.

“The Dominator is a high-quality publication. Most of the hard work is already done. With a few clicks, I’m in 650 homes on a monthly basis. You just can’t get much easier than that.

Everyone sees my publication, especially other agents that live in my market area.

The Dominator is the bedrock of the marketing plan, and it works well with my existing marketing plan.”

– Rich Giambrone Bristol Park Realty

I would argue that direct mail is MORE effective because people are getting LESS mail, BUT THEY STILL CHECK IT EVERY DAY. So you have to determine what you’re good at and stick to it. Many people try to be good at multiple things. Pick ONE, and stick with it.

Q: Great advice! Can you give our readers the best way to find you online if they have referrals to send your way?

A: Absolutely! My phone number is 304.417.0082, and our website is WVRealtyhomes.com.

Next up is Rich Giambrone from Bristol Park Realty. Super nice guy and someone who really has a handle on creating a name for himself in his market.

Q: Thanks, Rich. Before we get started, can you tell us a little about yourself?

A: I grew up in South Florida, where construction and development was as common as orange trees.

Early on, when my parents purchased a new home, I watched the salespeople who were showing and selling new homes and became intrigued with the sales process.

After college, my career was in place, but I knew that I wanted to have my own business.

In the 60s, starting your own business was a big challenge, and it was often hard to be taken seriously in a time when age meant experience.

I entered the real estate business in 1975, working for a large local company that did residential sales, construction and property management. Today I own Bristol Park Realty and work mostly residential sales and some new construction. We also have a property management division, and I credit much of our success to my long and happy marriage to my wonderful wife Christine.

Q: You’re a Market Dominator member.

Can you tell us why you chose it and how it compliments your marketing plan?

A: I was looking for something that would allow me to keep the line of contact open with the market area I’ve been active in. The Dominator is a high-quality publication.

Most of the hard work is already done. With a few clicks, I’m in 650 homes on a monthly

basis. You just can’t get much easier than that. Everyone sees my publication, especially other agents that live in my market area. The Dominator is the bedrock of the marketing plan, and it works well with my existing marketing plan.

Q: One of the biggest obstacles is follow up.

Can you share your thoughts on why it’s so important and what you do to follow up on your marketing mailings?

A: It takes at least four contacts with a prospect before he/she remembers you. Usually, the first is a mailing. That’s important because they see your image and how hard you’re working. The initial call is easier if they’ve seen your picture. After that, face to face is best because they have a chance to speak with you and know that you care about their future.

real estate sales trainer. Attend at least one marketing session a year. Get your picture out there. The Dominator is great for that because more than 1,000 people a month see my picture and associate me and my company with success.

Q: That’s awesome, Rich. If any of our readers want to learn more about what you’re doing to set yourself apart – and even send some referrals your way – what’s the best way to reach you?

A: I’m always glad to work with Realtors nationwide. The fastest way to contact me is always by phone: 352-367-2669. I return all calls and emails to rich@bristolparkrealty. com.

Big thanks to these gentlemen for their willingness to share some of their sales savvy with us.

Q: Can you share with our readers a little One thing seems crystal clear from my about the carrier route that you chose – such as how many people are in it and why experience with them: consistency and a willingness to step outside what’s expected that was the best route for your business? are two very strong keys to success.

A: The market area I’ve been active in in the past included additional neighborhoods Both Nick and Rich use the Market that I wanted to gain business in, so it was a Dominator system, a 12x15 poster-size perfect fit. The household income is about newsletter delivered to their geographic farms monthly utilizing the USPS Every 50% above the national median, while Door Direct Mail system. It allows the age demographic is consistent with them to saturate their market area with the home ownership experience. At least 5% own their own business. That’s a good agency-designed, professionally written mix when you want a sponsor for the back direct response content with powerful infographics and consumer-friendly free panel of the Market Dominator. reports – all for just $1 per mailer.

Q: What advice do you have for agents If you’re ready to step into a system that eager to grow their business? can provide you with consistency, content A: An agent entering the business today and the means to dominate in your own needs to be properly trained. During the geographic farm, give us a interview process, ask what sort of training call at 866-405-3638. the company offers. Also look for a national

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RECEIVE NEW LISTING APPOINTMENTS

MASTER MARKETING MAGAZINE - PROSPECTSPLUS.COM | 33

Birthday Postcard Market ing Mail personalized postcards to upcoming birthdays around your business and watch it grow fast .

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“...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.

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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 | 37

JANUARY 2016 SUN MON TUE WED THU

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4th: Get more listings! Send a Comparative Market Analysis postcard from the Call to Action series to at least 100 new prospects in an area where you want more listings. Use your list or ours!

13th: Send the February Every Door Direct 12” x 15” Market Dominator System to selected carrier routes, and start earning a 20% market share.

18th: Send Valentine’s Day postcards to your sphere of influence.

27th: Pick a niche! With Lifestyle Interest Data, you can now perfectly match your message to your target.

Send at least 100 Is Golf Your Game? postcards from the Lifestyle Interest series to golfing communities you want to market to, and choose your list from the Lifestyle Interest Data option.

January Observances New Year’s Day (1st) Martin Luther King Jr. Day (18th) National Blood Donor Month

31 “The Market Dominator has helped me close $1.2MM in the last 9 months. This is a fact. But success with this product does not come because you want it to. Your monthly Dominator needs to be thoughtful, and you need to find ways to follow up with your carrier route that allow you to get belly to belly with prospective sellers.

The Dominator is just the start of the conversation.” – Adam

CALL TO ACTION

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3rd: Get more listings! Send a List of Homes postcard from the Call to Action series to at least 100 new prospects in an area where you want more listings.

Send to your list or ours!

8th: Pick a niche! With Lifestyle Interest Data, you can now perfectly match your message to your target. Send at least 100 Want a Home on the Green? postcards from the Lifestyle Interest series to golfing communities you want to market to, and choose your list from the Lifestyle Interest Data option. Need help? Call us at 866.405.3638.

17th: Send the March Every Door Direct 12” x 15” Market Dominator System to selected carrier routes, and start earning a 20% market share.

22nd: Send St. Patrick’s Day postcards to your sphere of influence.

February Observances Groundhog Day (2nd) Valentine’s Day (14th) President’s Day (15th) American Heart Month Black History Month National Children’s Dental Health Month

“We mail to over 4,000 houses monthly, and we target specific demographics. We use the Market Dominator for our Luxury Home Division,and really push the reality that we are featuring their home front and center on this exclusive luxury home division POSTER, as we like to call it. It definitely gets their attention.” – Nick

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MARCH 2016

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2nd: Send Easter postcards to your sphere of influence.

7th: Pick a niche! With Lifestyle Interest Data, you can now perfectly match your message to your target. Send at least 100 Is Tee Time Your Thing? postcards from the Lifestyle Interest series to golfing communities you want to market to, and choose your list from the Lifestyle Interest Data option. Need help? Call us at 866.405.3638.

16th: Send the April Every Door Direct 12” x 15” Market Dominator System to selected carrier routes, and start earning a 20% market share.

21st: Get more listings! Send a Home Price Analysis postcard from the Call to Action series to at least 100 new prospects in an area where you want more listings. Use your list or ours!

30th: Order your Real Estate Door Hangers to use when canvassing geo farms this spring. Check out the Listing Inventory versions for generating listing leads!

March Observances Daylight Savings begins (13th) Saint Patrick’s Day (17th) Easter (27th) National Nutrition Month National Women’s History Month Red Cross Month

“I’ve already got two serious buyers and one new listing from the first mailing of Market Dominator.” – Elizabeth

CALL TO ACTION

REAL ESTATE DOOR HANGERS

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4th: Get more listings! Send a Local Market Stats postcard from the Call to Action series to at least 100 new prospects in an area where you want more listings. Use yourlist or ours!

13th: Send Mother’s Day postcards to your sphere of influence.

18th: Send the May Every Door Direct 12” x 15” Market Dominator System to selected carrier routes, and start earning a 20% market share.

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27th: Pick a niche! With Lifestyle Interest Data, you can now perfectly match your message to your target.

Send at least 100 DIY Add Some Color postcards from the Lifestyle Interest series to DIY enthusiasts you want to market to, and choose your list from the Lifestyle Interest Data option. Need help? Call us at 866.405.3638.

April Observances World Health Day (7th) Earth Day (22nd) Administrative Professional’s Day (27th) National Humor Month Autism Awareness Month

“The Dominator is a high-quality publication. Most of the hard work is already done. With a few clicks, I’m in 650 homes on a monthly basis. You just can’t get much easier than that. Everyone sees my publication, especially other agents that live in my market area. The Dominator is the bedrock of the marketing plan, and it works well with my existing marketing plan.” – Rich

CALL TO ACTION JUMBO POSTCARD 8½” X 5½”

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2nd: Get more listings! Send a Real Estate Consultation postcard from the Call to Action series to at least 100 new prospects in an area where you want more listings. Use your list or ours!

11th: Pick a niche! With Lifestyle Interest Data, you can now perfectly match your message to your target. Send at least 100 DIY About That Sink postcards from the Lifestyle Interest series to DIY enthusiasts you want to market to, and choose your list from the Lifestyle Interest Data option. Need help? Call us at 866.405.3638.

16th: Send the June Every Door Direct 12” x 15” Market Dominator System to selected carrier routes, and start earning a 20% market share.

25th: Send Father’s Day postcards to your sphere of influence.

May Observances Mother’s Day (8th) Armed Forces Day (21st) Memorial Day (30th) Foster Care Month National Barbecue Month National Bike Month

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“Love the Market Dominator System! I have had good feedback from my marketing area about the content and quality of this mail piece. I also like the fact that you can have joint marketing with other vendors to lessen the cost! I am hitting 800 homes a month for less than the price of a stamp!” – Annie

CALL TO ACTION

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JUNE 2016

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1st: Get more listings! Send a List of Resources postcard from the Call to Action series to at least 100 new prospects in an area where you want more listings. Use your list or ours!

6th: Send Independence Day postcards to your sphere of influence.

15th: Send the July Every Door Direct 12” x 15” Market Dominator System to selected carrier routes, and start earning a 20% market share.

20th: Pick a niche! With Lifestyle Interest Data, you can now perfectly match your message to your target. Send at least 100 DIY Shelf Savvy postcards from the Lifestyle Interest series to DIY enthusiasts you want to market to, and choose your list from the Lifestyle Interest Data option. Need help?

Call us at 866.405.3638.

29th: Learn a powerful strategy agents are using to customize their Listing Inventory postcards to get an even higher response rate (and more listings) from area homeowners! Read it here: blog. prospectsplus.com/more-listings June Observances Flag Day (14th) Father’s Day (19th) First Day of Summer (21st) National Aquarium Month

“I just started using the Dominator marketing plan, and I was very impressed at the turnaround speed of the product and, most importantly, the quality. Now I am looking into the Expired cards for a campaign as well as additional mailings to my farm area.” – Helen

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JUMBO POSTCARD 8½” X 5½”

LISTING INVENTORY POSTCARDS

MASTER MARKETING CATALOG HOLIDAY PHOTOCARD SERIES

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CONTENT POSTCARDS

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JUST LISTED/SOLD POSTCARDS

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SPHERE OF INFLUENCE POSTCARDS

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LIFE EVENT/LIFESTYLE POSTCARDS

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MAILED FLYERS & BROCHURES

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DOOR HANGERS

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OBJECTION-HANDLING BROCHURES

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PROPERTY BROCHURES

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DOUBLE-SIDED BUSINESS CARDS

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PRESENTATION FOLDERS

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BROKER/MANAGER RECRUITING

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BRANDED MARKETING PACKAGES

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LUXURY MARKETING KITS

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FOR SALE BY OWNER KITS

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EXPIRED KITS

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THE MARKET DOMINATOR

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EVERY DOOR DIRECT MAIL

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PRICING GUIDE

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CONTENT POSTCARD SERIES | PROSPECTSPLUS.COM/CONTENTCARD

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PER PIECE

SEE PRICING GUIDE PAGE 82

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

46 | MASTER MARKETING MAGAZINE

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866.405.3638

CONTENT POSTCARD SERIES | PROSPECTSPLUS.COM/CONTENTCARD

866.405.3638

PROSPECTSPLUS.COM

MASTER MARKETING MAGAZINE | 47

JUST LISTED/SOLD POSTCARDS | PROSPECTSPLUS.COM/LISTINGTOOLS

JUST LISTED/SOLD POSTCARDS STARTING AT JUST

$0.24

PER PIECE

SEE PRICING GUIDE PAGE 82

• Choose from hundreds of agency designs • Easy order platform • Use your list or ours • FREE UV glossy coating • Design, print & mail in minutes • No minimums

MULTIPLE PROPERTY CARDS

3 DESIGNS ONLINE

SCENIC SERIES II CARDS

14 DESIGNS ONLINE

100 FULL-COLOR POSTCARDS PRINTED AND MAILED FIRST CLASS.

48 | MASTER MARKETING MAGAZINE

ONLY $62

INCL. POSTAGE AND MAILING LIST

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PROPERTY SHOWCASE POSTCARDS

FEATURED LAND POSTCARDS

51 MORE DESIGNS ONLINE

33 MORE DESIGNS ONLINE

4 MORE DESIGNS ONLINE

OPEN HOUSE SCENIC POSTCARDS I

OPEN HOUSE SCENIC POSTCARDS II

OPEN HOUSE AERIAL POSTCARDS

36 MORE DESIGNS ONLINE

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3 MORE DESIGNS ONLINE

OPEN HOUSE HOUSE POSTCARDS

OPEN HOUSE GEARS POSTCARDS

6 MORE DESIGNS ONLINE

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BACKS OF ALL CARDS

MASTER MARKETING MAGAZINE | 49

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI

SPHERE OF INFLUENCE POSTCARDS STARTING AT JUST

$0.24

PER PIECE

SEE PRICING GUIDE PAGE 82

Postcard

100 FULL-COLOR POSTCARDS PRINTED AND MAILED FIRST CLASS.

$168.00

ONLY $62

9 DESIGNS ONLINE

ANIMAL POSTCARDS

INCL. POSTAGE AND MAILING LIST

50 | MASTER MARKETING MAGAZINE

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SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI HAPPY BIRTHDAY POSTCARDS

RECIPE POSTCARDS

44 DESIGNS ONLINE

CUSTOMER APPRECIATION

10 DESIGNS ONLINE

4 DESIGNS ONLINE

AGENT INTRODUCTION POSTCARDS 3 DESIGNS ONLINE

CALENDAR POSTCARDS

9 DESIGNS ONLINE

CONTINUED ON NEXT PAGE

866.405.3638

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MASTER MARKETING MAGAZINE | 51

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI FREE OFFER POSTCARDS

INSPIRATIONAL

18 DESIGNS ONLINE

HOLIDAY

125 DESIGNS ONLINE

(5 DESIGNS ONLINE)

WALL STREET POSTCARDS (8 DESIGNS ONLINE)

52 | MASTER MARKETING MAGAZINE

SOCIAL MEDIA POSTCARDS (21 DESIGNS ONLINE)

PROSPECTSPLUS.COM

866.405.3638

SPHERE OF INFLUENCE POSTCARDS | PROSPECTSPLUS.COM/SOI

WHAT’S THE LIFETIME VALUE OF YOUR CUSTOMERS?

7 DESIGNS ONLINE 9 DESIGNS ONLINE

LISTING INVENTORY

FENCE SITTER (BUYERS)

SEE ALL DESIGNS AT WWW.PROSPECTSPLUS.COM/SOI

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PROSPECTSPLUS.COM

MASTER MARKETING MAGAZINE | 53

LIFE EVENT/LIFESTYLE POSTCARDS | PROSPECTSPLUS.COM/LIFEEVENT

LIFE EVENT/LIFESTYLE POSTCARDS STARTING AT JUST

$0.24

PER PIECE

SEE PRICING GUIDE PAGE 82

Postcard

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INCL. POSTAGE AND MAILING LIST

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$168.00

54 | MASTER MARKETING MAGAZINE

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866.405.3638

LIFE EVENT/LIFESTYLE POSTCARDS | PROSPECTSPLUS.COM/LIFEEVENT

WHAT’S THE LIFETIME VALUE OF YOUR CUSTOMERS?

LIFE EVENT POSTCARDS

SEE ALL DESIGNS AT WWW.PROSPECTSPLUS.COM/LIFEEVENT

CONTINUED ON NEXT PAGE

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LIFE EVENT/LIFESTYLE POSTCARDS | PROSPECTSPLUS.COM/LIFESTYLE

WHAT’S THE LIFETIME VALUE OF YOUR CUSTOMERS?

LIFESTYLE INTEREST POSTCARDS

SEE ALL DESIGNS AT WWW.PROSPECTSPLUS.COM/LIFESTYLE

56 | MASTER MARKETING MAGAZINE

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866.405.3638

MAILED FLYERS & BROCHURES | PROSPECTSPLUS.COM/BROCHURES

MAILED FLYERS & BROCHURES STARTING AT JUST

$0.69

PER PIECE

SEE PRICING GUIDE PAGE 82-83

• Perfect for showcasing your listings • Advertise your open houses • Market multiple properties, or feature one listing using many photos • Mail as many or as few as you like

ONLY $69

E D SI

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8.5 x 11 BI FOLD BROCHURES

100 FULL-COLOR GLOSSY FLYERS OR BROCHURES PRINTED AND MAILED FIRST CLASS.

CONTINUED ON NEXT PAGE

866.405.3638

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MASTER MARKETING MAGAZINE | 57

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11 x 17 BI FOLD BROCHURES

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MAILED FLYERS & BROCHURES | PROSPECTSPLUS.COM/BROCHURES

866.405.3638

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7 DESIGNS ONLINE

15 x 12 MAILED FLYERS

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7 DESIGNS ONLINE

11 x 8.5 MAILED FLYERS

MAILED FLYERS & BROCHURES | PROSPECTSPLUS.COM/BROCHURES

MASTER MARKETING MAGAZINE | 59

DOOR HANGERS | PROSPECTSPLUS.COM/DOORHANGERS

DOOR HANGERS STARTING AT JUST

$0.30

PER PIECE

SEE PRICING GUIDE PAGE 83

• 50 door hangers with business card tearoff: $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/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

60 | MASTER MARKETING MAGAZINE

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DOOR HANGERS | PROSPECTSPLUS.COM/DOORHANGERS

“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 SEE ALL DESIGNS AT 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 - SQUARES

JUST LISTED/SOLD/OPEN HOUSE DOOR HANGER - BLACK

TWO-SIDED FEATURED PROPERTY DOOR HANGER - FRONT

TWO-SIDED FEATURED PROPERTY DOOR HANGER - BACK

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OBJECTION-HANDLING BROCHURES | PROSPECTSPLUS.COM/OBJECTION

OBJECTION-HANDLING BROCHURES STARTING AT JUST

$0.46

PER PIECE

SEE PRICING GUIDE PAGE 82

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

D SI E

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THINK IT OVER

COMMISSION OBJECTION- HANDLING BROCHURE

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TIMING IS EVERYTHING

INSIDE

62 | MASTER MARKETING MAGAZINE

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PROPERTY BROCHURES | PROSPECTSPLUS.COM/LISTINGTOOLS

PROPERTY BROCHURES STARTING AT JUST

$0.46

PER PIECE

SEE PRICING GUIDE PAGE 82

• Beautifully display listed properties • Perfect for open houses and neighborhood canvassing • A must for luxury listings

INSIDE INSIDE

D SI E SI D IN

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TS ID

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LUXURY MARKETING BROCHURE LETTER SIZE

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LUXURY MARKETING BROCHURE 11x17 DELUXE

OUTSIDE

CREATE YOUR OBJECTION HANDLING OR PROPERTY BROCHURE NOW! 866.405.3638

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MASTER MARKETING MAGAZINE | 63

DOUBLE-SIDED BUSINESS CARDS | PROSPECTSPLUS.COM/QR

DOUBLE-SIDED BUSINESS CARDS STARTING AT JUST

$0.08

PER PIECE

SEE PRICING GUIDE PAGE 83

• Takes you from card to phone contact immediately • Great conversation starter • Use to send to a website or as a V-Card (contact information) • Puts technology at your fingertips

OUTSIDE

• Drives online traffic and helps build your database

INSIDE INSIDE

BUSINESS CARD FRONT RED VINE

BUSINESS CARD FRONT BLUE HOUSE

BUSINESS CARD FRONT ORANGE WAVES

BUSINESS CARD FRONT GRAY SPEECH BUBBLE

BUSINESS CARD FRONT SKY BLUE

BUSINESS CARD FRONT BLUE TAB

CHOOSE FROM 40+ DOUBLE-SIDED BUSINESS CARDS WITH QR CODE DESIGNS 64 | MASTER MARKETING MAGAZINE

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DOUBLE-SIDED BUSINESS CARDS | PROSPECTSPLUS.COM/QR BUSINESS CARD FRONT BLACK HORIZONTAL

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

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PRESENTATION FOLDERS | PROSPECTSPLUS.COM/FOLDERS

PRESENTATION FOLDERS STARTING AT JUST

$1.80

PER PIECE

SEE PRICING GUIDE PAGE 83

• Professionally present your luxury listings • 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 BLUE & RED

PRESENTATION FOLDER BLUE HOUSE

PRESENTATION FOLDER BLUE SWOOP

PRESENTATION FOLDER RED, YELLOW & BLACK

PRESENTATION FOLDER YELLOW DOTTED

PRESENTATION FOLDER PERSONALIZED INSIDE

66 | MASTER MARKETING MAGAZINE

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BROKER/MANAGER RECRUITING | PROSPECTSPLUS.COM/RECRUITING

BROKER/MANAGER RECRUITING STARTING AT JUST

$0.46

PER PIECE

SEE PRICING GUIDE PAGE 82

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

SCHOOL’S OUT CAMPAIGN

TOP AGENT CAMPAIGN

WITHOUT MARKETING CAMPAIGN

SIX THINGS TO LOOK FOR CAMPAIGN

RECRUITING EXPERIENCED AGENT BROCHURES

RECRUITING NEW AGENT BROCHURES

BEGIN WITH THE END CAMPAIGN

CONTINUED ON NEXT PAGE

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MASTER MARKETING MAGAZINE | 67

BROKER/MANAGER RECRUITING | PROSPECTSPLUS.COM/RECRUITING

BROKER/MANAGER RECRUITING STARTING AT JUST

$0.24

PER PIECE

SEE PRICING GUIDE PAGE 82

• 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

7 DESIGNS ONLINE

RECRUITING EXPERIENCED AGENTS

• Budget friendly and easy to order

68 | MASTER MARKETING MAGAZINE

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BROKER/MANAGER RECRUITING | PROSPECTSPLUS.COM/RECRUITING SCHOOL’S OUT POSTCARDS

6 DESIGNS ONLINE

AGENT INTRODUCTION POSTCARDS

19 DESIGNS ONLINE

RECRUITING NEW AGENTS

GLS RECRUITING

BEGIN WITH THE END POSTCARDS

866.405.3638

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MASTER MARKETING MAGAZINE | 69

BRANDED MARKETING PACKAGES | PROSPECTSPLUS.COM/BRANDED

BRANDED MARKETING PACKAGES

SILVER PACKAGE •

500 DOUBLE-SIDED BUSINESS CARDS

•

50 ANNOUNCEMENT CARDS WITH BLANK ENVELOPES

STARTING AT

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F SH REE IPP ING

GOLD PACKAGE •

500 DOUBLE-SIDED BUSINESS CARDS

•

50 ANNOUNCEMENT CARDS WITH BLANK ENVELOPES

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25 FOLD-OVER NOTECARDS WITH BLANK ENVELOPES

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STARTING AT

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F SH REE IPP ING

PLATINUM PACKAGE • • • • • •

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

STARTING AT

70 | MASTER MARKETING MAGAZINE

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FR HIP EE PIN G

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EVERYTHING YOUR BRANDED MARKETING PACKAGE CAN INCLUDE! ANNOUNCEMENT CARDS WITH BLANK ENVELOPES

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POCKET FOLDERS

SEE ALL AVAILABLE BRANDS AT WWW.PROSPECTSPLUS.COM/BRANDED 866.405.3638

PROSPECTSPLUS.COM

MASTER MARKETING MAGAZINE | 71

LUXURY MARKETING KITS | PROSPECTSPLUS.COM/LUXURYMARKETING

LUXURY MARKETING KITS

SILVER PACKAGE •

25 PANORAMIC POSTCARDS SHIPPED TO YOU

•

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STARTING AT

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25 11” X 17” MATCHING BROCHURES

STARTING AT

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PLATINUM PACKAGE •

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25 8½” X 11” MATCHING BROCHURES

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25 LUXURY MARKETING BROCHURES

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10 FEATURE PROPERTY PRESENTATION FOLDERS

STARTING AT

72 | MASTER MARKETING MAGAZINE

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F SH REE IPP ING

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LUXURY MARKETING KITS | PROSPECTSPLUS.COM/LUXURYMARKETING

EVERYTHING YOUR LUXURY MARKETING KIT CAN INCLUDE! LUXURY POSTCARD - 11’’ X 5½’’

LUXURY BROCHURE - 8½’’ X 11’’

LUXURY PRESENTATION FOLDER 12’’ X 18’’

LUXURY BROCHURE - 11’’ X 17’’

WWW.PROSPECTSPLUS.COM/LUXURYMARKETING 866.405.3638

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MASTER MARKETING MAGAZINE | 73

FSBO MARKETING KITS | PROSPECTSPLUS.COM/FSBOMARKETINGKITS

FSBO MARKETING KITS 3 IMPRESSIONS

SILVER PACKAGE • 3 SETS OF 25 JUMBO-SIZE POSTCARDS

F SH REE IPP ING

• 25 BROCHURES • 1 “FREE REPORT” PDF STARTING AT

$80.45

6 IMPRESSIONS

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

STARTING AT

F SH REE IPP ING

$133.45

9 IMPRESSIONS

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

STARTING AT

74 | MASTER MARKETING MAGAZINE

F SH REE IPP ING

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FSBO MARKETING KITS | PROSPECTSPLUS.COM/FSBOMARKETINGKITS

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

BACK

“FREE REPORT” PDFS DIRECT-RESPONSE OFFERS

8.5” X 11” BROCHURES

WWW.PROSPECTSPLUS.COM/FSBOMARKETINGKITS 866.405.3638

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MASTER MARKETING MAGAZINE | 75

EXPIRED MARKETING KITS | PROSPECTSPLUS.COM/EXPIREDKITS

EXPIRED MARKETING KITS 3 IMPRESSIONS

SILVER PACKAGE • 3 SETS OF 25 JUMBO-SIZE POSTCARDS • 25 BROCHURES

F SH REE IPP ING

• 1 “FREE REPORT” PDF

STARTING AT

$80.45

6 IMPRESSIONS

GOLD PACKAGE • 6 SETS OF 25 JUMBO-SIZE POSTCARDS • 25 BROCHURES

F SH REE IPP ING

• 2 “FREE REPORT” PDFS

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STARTING AT

9 IMPRESSIONS

PLATINUM PACKAGE • 9 SETS OF 25 JUMBO-SIZE POSTCARDS • 25 BROCHURES

• 3 “FREE REPORT” PDFS

F SH REE IPP ING

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STARTING AT

76 | MASTER MARKETING MAGAZINE

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866.405.3638

EXPIRED MARKETING KITS | PROSPECTSPLUS.COM/EXPIREDKITS

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

BACK

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8.5” X 11” BROCHURES

WWW.PROSPECTSPLUS.COM/EXPIREDKITS 866.405.3638

PROSPECTSPLUS.COM

MASTER MARKETING MAGAZINE | 77

MARKET DOMINATOR | DABBLEORDOMINATE.COM

ProspectsPLUS! presents the Market Dominator, recently made possible by the United States Postal Service’s Every Door Direct Mail Program • 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

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78 | MASTER MARKETING MAGAZINE

PROSPECTSPLUS.COM

866.405.3638

MARKET DOMINATOR | DABBLEORDOMINATE.COM

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

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MASTER MARKETING MAGAZINE | 79

EVERY DOOR DIRECT MAIL® | PROSPECTSPLUS.COM/EDDM

EVERY DOOR DIRECT MAIL® STARTING AT JUST

$0.44

PER PIECE

SEE PRICING GUIDE PAGE 82-83

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 Questions Shipped to or Completely Done for You CHOOSE YOUR ROUTES. Not sure whom 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.

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866.405.3638

EVERY DOOR DIRECT MAIL® | PROSPECTSPLUS.COM/EDDM

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

5.5” X 11” TEMPLATES

12” X 15” TEMPLATES

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PRICING GUIDE

CALL 866.405.3638 FOR MORE INFORMATION

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

Postcards - Mailed Standard Class 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”

$0.80

$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

25-99

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

25-99

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

100-249

250-499

500-999

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

82 | MASTER MARKETING MAGAZINE

Two-Sided (Includes Tri-Folding)

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

PROSPECTSPLUS.COM

92% DELIVERABILITY GUARANTEE

866.405.3638

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

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

Front-side UV coating: add 4¢ per hanger

Presentation 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

866.405.3638

PROSPECTSPLUS.COM

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Front-side UV coating: add 1¢ per card

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