Google+

Archive for postcard marketing

A Simple 3 Point Checklist to Rocking EDDM

This post may contain affiliate links. We truly love, use, and recommend the best!

Every Door Direct Mail

Are you nervous to try Every Door Direct Mail (EDDM) because you’re not sure how to handle it? Let me put you at ease – it’s so simple!

You can get your EDDM campaign moving with this simple three-point checklist.

1. Choose Your Mail Route

The best part of EDDM is that you don’t need a mailing list. You simply choose your focus based on mailing route.

It’s easy to do with the USPS mapping tool. You can enter an address, city, or zip code. It will zoom in and show you a variety of postal routes. You can choose one or more to target!

This makes EDDM perfect for real estate agents. Realtors® do their best when they focus their efforts on a target neighborhood. EDDM gives you the ability to focus geographically without paying a bunch of money for mailing lists.

2. Choose Your Postcards

At Printerbees, we make it easy to select the perfect Every Door Direct Mail piece. You simply choose your category, your template, and your specifications.

We print your postcards on thick card stock, with glossy or matte finish available and UV coating is no additional charge.

You can edit any part of the postcard you’d like, including text, images, color scheme, and more. Or, you can use the postcards as-is.

We’ll work with you to make sure that your postcards meet all the EDDM specifications. These include:

  • Specific paper thickness and weight limits
  • Specific dimensions for each mailing piece
  • Must include at least 200 pieces per zip code (unless route is less than 200 stops) and can be up to 5,000 pieces per zip code
  • The orientation and location of the mailing label

Having a large-sized, full-color postcard going to everyone along a mail route is an incredible way to build your brand and stay in touch with your prospects. It’s affordable and easy to boot!

3. Get Your Pieces Mailed

Mailing EDDM has to be done in a specific way. You have to create bundles with specific USPS forms and drop them off at the post office.

If that sounds like a lot of work, we get it. That’s why we offer EDDM mailing. What’s easier than having us take care of all the labor for you?

If you’d prefer to drop off your own EDDM mailing, USPS provides a handy guide to ensure that you can easily ace the requirements.

Once you drop off the mailing, it’s on its way! You can send EDDM several times a year to build your brand within your farm area. You’ll save money, time, and hassle by using postal routes instead of mailing lists.

It’s simple. Three steps and done. There’s no reason to lose touch with your farm area!

 

There’s no reason to wait! Use EDDM to send out Fall Postcards today.

What Realtors® Can Learn About Marketing from Amazon

Marketing Secrets from Amazon

The story of how quickly Amazon gained traction and disrupted almost every industry is nothing short of incredible. The retail heavyweight was founded in 1994 as an online bookstore. Later it added DVDs, CDs, software, and eventually, everything else too.

Today 64% of American households are Amazon Prime members and Amazon brought in $136 Billion in net sales in 2016. How did that happen? Part of the answer is great marketing.

When you see this kind of success story, you know there’s a lot you can learn. Here’s what Realtors® can learn about marketing from Amazon’s success.

Direct Mail Works

Yes, Amazon, the largest internet retailer in the world, uses direct mail for marketing.

Why?

Because it works!

They use postcards and other direct mail to encourage Americans to use their online offerings. From promoting Amazon Prime Instant Video to encouraging Kindle customers to upgrade to the Amazon Fashion postcard I just received recently, Amazon knows the power of postcards.

How about you? As a Realtor®, do you use postcards? Having a great mailing list is great, but you can also use Every Door Direct Mail to reach an entire mail route with no list. However you choose to do it, don’t ignore direct mail. If it’s worthwhile for Amazon, it’s worthwhile for you!

Reviews Matter

One of the most important parts of an Amazon listing for many customers are the reviews. Amazon makes sure that anyone searching for a product can immediately and easily see how other customers have rated it.

88% of consumers trust online reviews as much as personal recommendations, which means a lot not just for Amazon but for Realtors® as well.

You know how vital referrals are, but did you realize that a positive online review could give you the SAME effect as a referral? It’s essential to encourage clients to give you online reviews and to make your reviews a prominent part of your marketing.

We’ve written in the past about how to use online reviews to build your real estate business – take a page from Amazon and make it happen!

It Needs to Be Easy to Buy

Buying from Amazon is one the easiest things you can do. You go to the website, type in what you’re looking for, look over a variety of customer-reviewed options, and click to buy. Delivery is quick, especially if you belong to Amazon Prime. What’s not to love?

In any type of purchase, the easier it is the more like a prospect is to pull the trigger. As a Realtor® you want to make working with you as easy as possible. Here are some ideas:

  • Be present in your farm neighborhoods on a regular basis
  • Be consistent with all marketing, both online and offline
  • Make it easy for prospects to find and read positive reviews about your services
  • Have a clear process for new clients so they know exactly what to expect and what they need to do to get the ball rolling
  • Be easy to work with and easy to reach throughout the transaction

If you make it easy for people to work with you, you’ll make it much more likely that they will act when they are interested. Anything you can do to meet people where they are and streamline your process will benefit your business!

Learn from Others’ Successes

We’re often encouraged to learn from others’ mistakes, but you can learn a lot from others’ successes as well. What did they do right? How can you translate that into real estate? These three lessons are the tip of the iceberg. When you keep your eyes open for new ways to be successful, the sky is the limit for your real estate business.

The Importance of a Real Estate Marketing Calendar

Real Estate Marketing Calendar

Is your real estate marketing sporadic, or is it consistent and predictable?

If you’re like many busy Realtors, you have to admit it’s not as consistent as you would like.

You have great intentions. But you buy postcards and then don’t send them, and it seems like such a waste of money. You start a Facebook page but then don’t update it because you don’t know what to say. Anyway, you’re busy with other things!

A real estate marketing calendar can help you solve those problems. Discover what a marketing calendar is and how you can use it to build your business in 2017.

What is a Real Estate Marketing Calendar?

A real estate marketing calendar is a plan that shows what marketing activities you have planned throughout the year. It allows you to make sure your marketing is consistent and thought out in advance.

With a marketing calendar, you will be able to plan ahead for holidays and special events, while also planning to get your farming postcards and regular newsletters out on a regular basis.

It also helps you ensure that you order your supplies in time for you to receive them and send them to your list. You can plan backward from the planned mailing date to determining when you need to order, and then backward from there to determine when you should start choosing templates and creating your copy.

A real estate marketing calendar doesn’t have to be complicated. It can be as simple or detailed as you choose. It’s simply a tool to help you plan ahead and to keep you on track during the year.

How to Create a Real Estate Marketing Calendar for 2017

The easiest way to create a real estate marketing calendar for 2017 is to start with a blank 12-month calendar. It can be on paper or digital, either way.

Look over the whole year and note what holidays or special events you like to highlight in your business. Mark down what you want to do for each one. Then, plan backward and note when you need to create your copy and order your materials.

Next, write down your regular marketing events. Include email, social media, and print marketing. Do you send a farming postcard once a month? An email newsletter every two weeks? Whatever you do, write down the day it needs to go out. If applicable, plan backward from there and note when things need to be written and ordered.

Once you’ve written down these aspects of your real estate marketing plan, you’ll know exactly what you need to do and when. Each week during 2017, look at your marketing calendar and make sure you plan to accomplish the activities you listed. When you do, your marketing will be consistent and useful, not sporadic and unhelpful.

When you have a clear marketing plan, you’ll save both time and money. Because the planning is done in advance, you won’t have to spend brain power wondering how you’ll market your real estate business this week. Also, you won’t waste money on unused marketing materials. You’ll know exactly what to do with everything you order.

If you’re interested in getting help creating your real estate marketing calendar, please reach out to Printerbees. We’d love to meet with you and help you create the perfect marketing. Contact us to set up your marketing planning session today!

Prove the Value of Your Commission in Any Market

Prove the Value of Your Commission in Any Market

In some areas of the country, real estate is moving very quickly. Unfortunately, with a strong seller’s market, there’s a lot of competition among Realtors® for listings. As a result, many Realtors® feel a lot of pressure to cut commissions in order to win business.

Of course, your commission is your livelihood, and once you cut it for one customer other will find out and expect the same. So how do you keep from cutting your commission in a seller’s market – or any market?

The simple answer is to show clearly how your commission is used to benefit the homeowner. Also, don’t be afraid to remind them that commissions are your only income, and you deserve to be paid for your work like they do.

Here are some steps you can take to prove the value of your real estate commission in any market.

Have a Premium Marketing Plan

The first step is to show clearly what you will do for the seller as a full-service agent. Having a premium marketing plan ready to go and detailed for the client is vital.

When sellers see your real estate service as generic and able to be done by anyone, they tend to expect mediocre performance and focus heavily on price. Instead, set out a clear plan of action that makes it obvious that you are not “just another agent” and really have unique value to offer.

Here are some of the key components of a premium real estate marketing plan:

  • Print marketing – using a series of postcards to draw interest in their property. We recommend a series that includes “coming soon”, “just listed”, “open house”, and “just sold” to maximize exposure. Be sure to indicate the importance of professional photography here as well.
  • Online marketing – beyond just listing the home on the MLS, what will you do for the listing online? Ideas include Facebook ads, featuring the home on your website, and creating professional walkthrough videos. Focus on your unique use of technology especially online.
  • Reach with other Realtors®. Most buyers have buyer’s agents – how are you able to reach out to them? Are you part of a real estate network that you can advertise the listing to? Does your brokerage have a national or international presence that can be leveraged? Do you have access to overseas real estate agents? Professional publications or magazines?
  • Personal Touch. Will you do door-to-door in a specific neighborhood for their listing? A specific number of calls? The personal touch is one of the things that will really set you apart from discount automated brokerages.

Have a Commission Defense Script

Because sellers are often used to being offered a discount, it’s very likely to come up during a listing presentation. In fact, many online home-selling resources “help” homeowners “avoid being taken advantage of” with premium commissions.

As a result, you need a clear non-threatening script ready for when sellers ask you for a discount. The script should match your style and personality. Here are some ideas:

  • Ask, “Mr./Mrs. Jones, don’t you think it’s best to have a strong negotiator on your side when you sell your home?” When they say yes, say, “So if an agent can’t even stand firm on their own livelihood, why would you trust them to maximize the sale your home? Besides, the commission helps pay for…” and then highlight the marketing plan.
  • Say, “Mr/Mrs. Jones, this is my specific marketing plan that will help ensure you receive the best price for you home in the least amount of time. If you’d like a lower commission, perhaps I could find a junior associate or less experienced agent for you who is willing to work for less money.”
  • Talk about the results you get for them and compare your service to other specialties. “If your doctor is operating on you or prescribing you medication, are you going to go with the one who works for very little, or the one with the best results? Why not do the same with the biggest investment you own?”

Break Down Where the Commission Goes

Unfortunately, many sellers don’t realize how the commission process in real estate works. They think that the Realtor® nets the full 6% of the home’s selling price, leading many to believe that real estate agents are overpaid. Here’s a way to help educate them.

First, tell the seller that you charge 3%. Then, ask, “How much do you want to pay the agent who brings an offer? It can be 2%, 3%, 4%, or more. The more it is, the more likely other agents are to bring their buyers here.” Perhaps they say, “3%.”

Then, talk about your three percent. One agent came up with this creative explanation:

“Just so that you understand what happens to the 3 percent that you will be paying me,” he takes three business cards and continues as he removes the first card, saying, “Every agent has to pay their broker part of the commission.” He takes the first card and puts it aside.

He then picks up the second card. “This amount goes to the marketing of your property,” which includes such services as professional photos; video; Web marketing; social media marketing; newspaper ads the agent pays for; brochures; gasoline; and all the other expenses entailed in marketing a home.

He then puts that card aside, picks up the last card and says, “This is how much I get paid.”

He then tears the card in half and says, “But I have to pay taxes, so this is how much I keep.”

He then asks a very important question: “So if another agent offers to lower their commission, where do you think the money comes from? Three percent goes to the other agent, 1 percent goes to their brokerage, and the government keeps 50 percent of what they earn. They’re not going to take food out of their children’s mouths, so the only place where this money can come from is by cutting into the 1 percent that I use to market your home.”

With these three approaches in your arsenal, you’ll be well prepared to explain your value, defend your commission, and educate the seller on how that commission is used. This will prepare you to defend and protect your commission – and your livelihood – in any market.

How do you answer questions about your commission? Share in the comments!

How to Get Responses to Real Estate Postcards

Postcard Marketing

Sending out real estate postcards can be a great way to boost your real estate leads by casually connecting with potential clients within your community.

However, just randomly sending out postcards without much thought or strategy does not work very well – unsurprisingly.

People might not always respond to your postcards as well as you would like them to. So how can you get the most ‘bang for your buck’ when sending out real estate postcards? Try following these postcard best practices – you might just be surprised how well they work!

Send out Real Estate Postcards Consistently

No marketing strategy yields instant, overnight results. The number one thing you can do to ensure that you see success with your Real Estate Postcards is to send them out on a consistent basis. You never know when people might be interested in selling their home but by sending out postcards regularly, you’ll be much more likely to catch them during a selling season.

Always Use a Personalized Layout

Whenever you send a postcard, it should be as personalized and specific as possible. Did you just list a home in a certain neighborhood? Great! Now send ‘Just Listed’ postcards out to the homes in that neighborhood, letting people know about the listing. Keep things relevant by only sending your materials to people whom you already know might be interested in them.

Establish Authenticity and Trust

If your potential clients can’t trust you, then there’s no way that they will ever be upgraded to actual clients. The key is to establish trust early on in the relationship by always being authentic and honest. Be honest in your promotions, your listings and in every other type of mailing you send, and people will slowly begin to trust you and your services.

Use Real Estate Postcards for Special Promotions

Using Real Estate Postcards to advertise special promotions you might have running during a particular month or season. Everyone loves a good deal, and a special rate or exclusive discount might be just the push someone needs to get their house ready to sell. One thing to keep in mind though – don’t overdo it with the promotions, as there really can be too much of a good thing.

Include Testimonies or References

If you have a great testimonial or reference from a satisfied past client, definitely include that in your postcard! Positive reviews are so helpful when it comes to convincing others to enlist your services, so whenever and wherever you can throw these in, the better that certain piece of marketing material is going to do. There’s nothing better than a little social proof!

Always Aim to Elicit an Emotional Response

Finally, if your postcard can create an emotional response within your reader, you are definitely going to see a lot better return on your investment. And it really doesn’t matter what the emotion is (as long as it’s not annoyance!). Happy, sad, joyful, shock and awe – whatever you think will work best within your target audience, make sure that your postcard elicits that response.

Sending out real estate postcards isn’t rocket science – it all just comes down to practice, a little bit of trial and error, and gaining a good understanding of your target audience. Why not get started with your own real estate postcards today?

Five Ways to Be a Superstar Real Estate Agent

Superhero Real Estate Agent

Real estate is a profession with a high attrition rate. Some of this can be attributed to lack of preparation – getting your real estate license is very easy, and the process isn’t set up to ensure that you’re qualified for this business.

However, many other real estate agents have the potential to be amazing, but they defeat themselves. Here are five ways to avoid washing yourself out of a great career – and to instead become a superstar real estate agent.

Combine Online and Offline Marketing

Newer agents are very focused on online leads and online real estate marketing. That’s great, but the solid, effective practices of traditional real estate marketing are still important. Yes, have a website, a blog, social media, and even Periscope. But make sure you balance your efforts with postcard marketing, door-knocking, cold-calling, and many other traditional techniques.

Many real estate agents rely on online marketing as a crutch – they simply don’t have the confidence to meet people face to face, and so they convince themselves they can do everything online. It’s isn’t true. Not only that, but your lack of confidence will show itself online as well – hiding isn’t doing you any good.

Overall, as a real estate agent you need to build a network quickly. Your regular sphere of influence is a great start, but you need more than that. By doing neighborhood farming, knocking, and calling in addition to your online efforts, you’ll make better connections and get your name in front of prospects regularly. That will make a big difference in making you a successful real estate agent.

Practice Self Care

I don’t want to get too “woo-woo” on you, but taking care of yourself is vital if you’re going to be a superstar agent. One reason so many real estate agents drop out in their first year or two is that they simply burn out. Yes, it’s fun to commiserate about never having any weekends or time off, but it’s not a healthy way to live.

What’s an agent to do, though, since they DO have to work so many nights and weekends? My suggestion is to simply schedule yourself into your calendar like you would any client. Put three one-hour blocks per week in your schedule, label them “private”, and use that time to take care of yourself. A long lunch at your favorite restaurant, a pedicure, or even a nap can fill that time. Whatever it takes to nurture you.

Don’t let anyone intrude on that time either! You wouldn’t double book with another client, so simply tell folks that you already have an appointment at that time and suggest another option. You can’t serve others if you don’t take care of yourself. If you want to excel in real estate, consider yourself a client too.

Make Goals and Write them Down

When your goals are right in front of you each day, it’s much more motivating and it’s easier to focus. Make goals in more than just your real estate practice – have goals for business, family, finances, education, mental and spiritual health, and physical health. You don’t need five goals in each – that would be overwhelming – but knowing your top two in each area is helpful.

One reason it’s important to make goals in multiple areas is that it helps you remember you’re a multi-faceted person. Yes, you are a Realtor® and you want to succeed. But you are also a whole human being, and in order to be a great Realtor® you need to be a balanced and healthy person.

As you write down your goals for your business, take time to think about the steps needed to get there. You can use these steps – written down, of course – to help guide your daily and weekly schedule. If you need 10 listings this month, think about how many calls that is. Break it down and do enough each day to reach that total. By breaking each goal into steps, you’ll be much more likely to succeed.

Understand that Boring Repetition Creates Momentum and Success

Yes, it’s tough to make the calls every day, to send the postcards every week, and to do outreach and door-knocking. It seems boring and repetitive. However, remember that to succeed in real estate you need repeated success – listing after listing, sale after sale. The only way to get repeated, consistent success is to put in repeated, consistent effort.

One thing I notice about small businesses of all kinds, including real estate, is that there’s always someone out there who wants to sell you a shortcut. They want to tell you that you can avoid the boring repetition of real estate marketing and outreach, and simply become successful while resting on your laurels. I promise you, the only one getting rich on that strategy is the huckster. Don’t fall for it.

Anything worth doing has its exciting elements and it’s boring, repetitive elements. However, the ongoing work is what brings ongoing success. Don’t stop marketing because you made a few sales, unless you don’t want to make any more sales! Keep marketing, and you’ll keep making sales. Simple as that.

Don’t Waste Leads

I’m ending on this one because it’s astonishing how often it happens, and it’s so damaging to a real estate agent’s success. You get leads in so many ways, it’s very easy to let some – or many – of them slip through the cracks. Do you get a list of buyers from an open house? Do something with that! Don’t just let it languish.

One way to make lead capture easier is to use automated systems. I’ve talked before about how I use Infusionsoft to capture my leads and how it brought my revenue up 472%. Whatever system you use, use it consistently and you’ll find that your business is immensely more successful. Track every lead – social media, email, phone call, personal interaction, and more – and follow up. You never want to waste a lead.

I’m amazed how many Realtors® “wing it” when it comes to lead follow-up. They just seem to hope they remember to call or email the person. Sometimes they do – and sometimes they forget until it’s too late. Don’t be that person. Have an automated follow-up system so you don’t leave any money on the table with your leads.

These are five ways you can become a Realtor® success story, instead of another dropout statistic. Combine your marketing techniques, take care of yourself, write down goals, understand the impact of boring repetition, and don’t waste leads. Your success is right in front of you – go take it!

What habits ensure your success in real estate? Share in the comments!

FSBO Lead Generation Tactics – FREE Download

FSBO Lead Generation TacticsWhen many sellers get ready to sell their homes, the first question many consider is, “Can I get away with not using a Realtor®?” With all of the For Sale By Owner (FSBO) websites popping up, it’s easy for a homeowner to think they can save money by listing the property themselves and not paying your commission. You and I know that’s simply not true and that homes sold by Realtors® sell for more and much faster, it’s been proven time and time again.

With lead generation being critical to the success of any real estate agent’s business, prospecting to FSBO’s offers an extremely targeted list of prospects/leads to target.  The key is showing the person who has decided to go FSBO that it is in their best interest to use your services.  Here’s some great objection handling information (which can be downloaded as a flyer…free) for you to use the next time you’re speaking with someone about the advantages of using a Realtor® vs. selling it themselves. It’s a no-brainer!



Buyer’s Commission
As a seller, you would still end up paying the buyer’s agent commission if you sell your own home. This means that your savings is not 6%, but rather 3%. That amounts to $7500 on a $250,000 house. While that may still sound like a significant amount of money, think about the amount of work you’ll do to get the word out. How much is your time worth? Realtors® really do earn their pay.

Listing Services
When you use an agent, they take care of listing your property. They do this not only locally, but also on the internet, where 90% of home buyers look before purchasing a home.

You can certainly list your own home online, but it isn’t free – sites with Multi-Listing Service (MLS) access charge anything from a $395 flat fee to $199 for a 6 month listing. And you want to make sure to hit all the major sites, free or paid. It’s the only way to make sure you are visible to all potential buyers and their agents.

A Realtor® will take care of all of these listings for you, so you don’t have to worry about which sites to use, how long they take to set up, or how much they cost.

Screening Buyers
When you use an agent, they receive all of the calls and weed out the ‘just curious’ lookers or others who would not be able to qualify to buy your house. When you list the home for sale on your own, you have to take ALL the calls and emails yourself. This is another serious time commitment. There’s nothing more frustrating than spending two weeks going back and forth with a potential buyer only to find out they never had financing.

An agent will have the experience to be able to tell right away if someone isn’t going to be able to complete a purchase. And, if a potential buyer does end up wasting their time, that’s part of what you’re paying them to handle. This way, you can spend time on your own commitments and let your agent handle the curious and the serious buyers.

There’s also the consideration of safety.  Most experienced Realtors® won’t work with buyers who aren’t pre-qualified and pre-screened by a mortgage broker. Getting pre-qualified requires showing proof of identification, financial background, a credit check, etc.  It’s good to avoid having complete strangers traipsing through your home with no record of who they are.

Buzz Creation
Real estate agents belong to a close-knit community and know how to build buzz about your property with other agents. In doing this, they are exposing your home to a market you wouldn’t have access to on your own. When a Realtor® can call up a professional contact and recommend they bring a client by, you have an immediate prospect that is actually ready to buy.

In addition, agents have a lot of experience setting up open houses and creating interest in their events. An agent isn’t going to want to waste time or money on an open house that isn’t attended, so they will put their network and advertising skills to good use on your behalf.

Price Setting
The key reason sellers choose to go on their own is to save money. Unfortunately, a real estate agent can offer significant expertise in setting a price-point for your property. They have experience in the area, so they know what price to ask for that will bring good value while also selling your property quickly.

Homeowners have the potential to fall off of both sides of the pricing wagon. Some homeowners love their house so much they price it inappropriately highly, resulting in it sitting on the market unsold for months. Others are unsure of themselves and need to move quickly, so they underprice their homes and cost themselves a lot more financially than they would have saved in commissions.

Ironically, the founder of ForSaleByOwner.com had to use an agent to sell his own home after he “mispriced” it and couldn’t sell it himself. Not only did he gain a lot of money in the price – even after the commission – the property sold quickly.

Paperwork
If you do find a buyer on your own, you’ll quickly realize the mountain of paperwork that it takes to complete a sale. It takes a lot of time to understand all the legal and financial forms you need to make available and sign with the buyer. A mistake in the paperwork and proper disclosures can open you up to serious liability or financial loss.

If you do sell on your own, the sales paperwork is an area where you can’t afford to go it alone. Make sure you do your research and perhaps even consult a real estate lawyer to help you draft the correct forms and disclosures so that you don’t find yourself in significant trouble later.

In the final analysis, you may save a few bucks by going the FSBO route. Unfortunately, you will also spend a significant amount of time, in addition to your current professional and personal obligations, to do so. You may also misprice your home, and you’ll need a lot of help with the final paperwork once you find a buyer. In the end, using a real estate agent is the easier and more affordable way to go.

I’ve Been Keeping Secrets…It’s Time You Knew…

Secrets With Friends Book CoverFor the last two years, I’ve been writing a book, just for you…with all my small business secrets!  The book is titled The Secrets I Share With My Friends, Everything I Know About Building A Small Business.  I’m  excited to announce it’s been published and is now available on Amazon.

Why this book is for you, as a Realtor®:

Whether you realize it or not, you ARE a small business owner and seeing your real estate business as a small business will help you to build it up as such.  There’s a big difference between having a real estate business and being a Realtor®.  The real estate business owner has a business that’s of value to someone else, where the Realtor® who didn’t build a business just quits selling real estate one day.  Done, THE END.  There’s nothing beyond the last day of work to show for it, other than years of dedication to helping the people helped along the way.  The name just fades away in to nothingness the day the Realtor® stops serving…the business owner can sell his/her business, has systems, a valuable database, a solid marketing plan and it lives on without her providing income long past the days worked.

There are very few books available (that I’ve been able to find) on how to build up and market a real estate business, that’s why I wrote this book!

I’ve made a lot of mistakes along the way, like the time I showed up to a really important business meeting with a business card I had printed from my computer ink-jet printer.  I’ve included that super embarrassing story in the book along with many other mistakes I’ve made along the way to success as a small business owner.  My personal stories of bumps and bruises received from attending The School Of Hard Knocks can save you from taking the same path.  A path all too common with entrepreneurs and small business owners…and yes, Realtors® too!  If you’ve been in real estate for a while, your story isn’t likely much different than mine when the real estate market crashed and everything when to…ummm…hell!  I’m not sure about you, but I found myself in line at the food bank to make sure I had groceries to feed the kids while trying to meet my financial obligations (1.5M. in debt), with NO income!  Rough times!

The book is filled with an abundance of easy to understand, easy to follow and easy to read information on how to build your real estate business, build a team, hire the right people, delegate what should be delegated, market your brand of real estate, managing business finances, building your prospect list, where to get a list, and everything in between… all the way to retirement.

Reading this book will completely change the way you see your real estate business and the possibilities that exist with some simple planning and thinking ahead.

As a Realtor® maybe retiring and selling your real estate business at some point isn’t something you’re thinking about, right now.  After all,  your clients are doing business with you, versus your business/brokerage.  Changing your thinking around this could be the difference between a comfortable retirement that includes passive income from your real estate business and just deciding to stop selling real estate when you retire with no passive income.  Which path sounds better to you?

As you build up your real estate business, if you build it up with the end in mind, you have the ability to set yourself up for a nice retirement and create a business that pays you even when you’re done and not working any in it longer.  Creating a successful real estate business that can live on without you is easy with some direction on how to do it and I’ve included all of my secrets on how to do that in the book!

The book is getting rave reviews from top thought leaders and coaches like Steve Hardison “The Ultimate Coach” as a blue print for small business owners, like yourself, that’s easy to read because it’s not a boring text book, it’s a memoir that’s interesting, funny and filled with secrets throughout.  Here’s what Steve had to say about the book after reading it in one sitting.

Nadine Larder’s part memoir, part “how to,” and part textbook, “The Secrets I Share With My Friends…,” meets with trumpets of success from world-renowned personal, relationship and business coach Steven Hardison.

“I met Nadine today in the parking garage after attending #ICON 14.  It was my great privilege to be given her first copy of the book, “The Secrets I Share With My Friends: Everything I Know About Building a Small Business.”  After I completed my afternoon with a client, I sat down to thumb through the book she had given me.  I could not simply thumb through it. It was too compelling.

“As I read her book I was amazed at the passion that came through the pages, and I was even more astonished at the content of the information.  It is extraordinary! I can hardly wait to speak with her to tell her what I thought of her masterpiece.  It is beyond brilliant.

“I particularly love her Pssst… comments throughout the book. I will be giving this copy to my daughter who, like Nadine, has the desire to build a small business from the ground up. This book is a brilliant blueprint.

“I do not know Nadine, other than the 5-10 minute encounter in the parking garage, AND I am totally moved by her contribution to me as I have consumed her writing. I can only imagine the impact it will have on readers who are building their own business. My hat is off to this powerful and dynamic woman. Thanks, Nadine. Be blessed.”

Visit www.SmbSmarts.net for more information on the book, Nadine and lots of small business secrets!  You can get the book on Amazon…Grab your copy now!  They’re first edition and we plan do to a reprint soon!

 

The Best Open House Marketing I’ve Ever Seen!

Open house marketing

Flag at neighborhood entrance

I had the pleasure of stopping off to see an open house today on a listing presented by Brian Cross…and I absolutely loved his open house marketing!  Brian understands what it takes to have a successful open house AND he understands that the neighbors coming by to visit leads to the possibility of more listings in the neighborhood.  After all, activity breeds more activity.

Let me share what I know of Brian’s marketing plan…it’s pretty extraordinary!

  • He starts by sending out Just Listed postcards to make sure the neighbors know the home has been listed for sale.
  • Prior to the open house, he sends invitations out to 200 of the neighboring homes for a “neighbors only” showing.  A time he sets aside when the home isn’t open the rest of the public, just the neighbors.  He hires teenagers to walk the neighborhood and get his flyers/invites out.
  • He has balloons on every one of his many open house signs leading to the open home.
  • There is a huge flag placed at the entrance to the neighborhood advertising the “event.”
  • The home has an “air dancer/sky puppet” in front so there is no possibility of missing it being “open.”
Open house marketing

Sky Dancer! Open House Here!!!!

That’s just getting people in the door.  Once arriving at the open house, I was greeted by one of his buyer agents Paulina, who walked me through the house, telling me of the home’s features.  While we walked through the house, she had the opportunity to qualify me.  Find out what made me stop by, am I in the market, do I have an agent I’m working with, what am I looking for, etc. etc.  It was executed perfectly from a standpoint of collecting a potential lead.

Agents who sit at the kitchen table and allow people to walk through the home and have a look are missing the point of holding a house open.  It isn’t just to sell the home that’s been listed, it’s all about collecting leads and meeting and greeting the people who are in the market for a new home.

Before leaving, I was introduced to Brian, my information was collected on a sign in sheet and I was given a gift for stopping by.  A custom imprinted pen/stylus for my tablet, which I really appreciated.  Who doesn’t need a pen!  The stylus was a huge bonus and a great gift.

Brian and his team have an amazing strategy for using their open houses to sell homes and collect leads to keep their pipeline of business full.  I hope his strategies give you some ideas of how you can capitalize on the opportunities of the people who walk through the front door of your next open house.

Visit PrinterBees for pricing on any of the above mentioned real estate marketing ideas for your next open house. We’ve got you covered!

 

Why you NEED to send out open house invites to the neighbors…More Secrets I Share With Friends

real estate listing flier sampleMy next door neighbor recently listed her home for sale and this Saturday it was held open for the first time. What a spectacular home! Over 5000 sq. ft. of pure beauty, and the agent who has the home listed had really nice marketing materials to match the elegance of the home.  Trust me when I tell you, my photos of his marketing materials don’t do them justice, but it is a 11X17 folded brochure, printed on 14 pt. cover stock and it’s beautiful.  This listing flier is so eye-catching that as my children passed by it on the kitchen counter, they all stopped and took note of it.  Each of them said “Wow, this is one of the nicest marketing pieces I’ve seen in a long time,”  and they see a lot of marketing pieces.  His business card is printed on a 16pt. matte finish with gold foil printing and they definitely stand out.

Here’s my one problem with his approach to marketing this house.  He didn’t let any of us (the neighbors) know it would be open on Saturday. This agent clearly understands that marketing is a necessary investment with the look of his marketing materials. They’re stunning!

My thoughts are that those marketing materials would impress a lot of the people in this neighborhood if they were invited to stop by. Open houses are “nosy neighbor magnets!” Nosy neighbors who are many times interested in home values, the market and in many cases trying to determine if it’s a good time to sell. Neighbors are like low hanging fruit on the tree of real estate agent leads, you just need to harvest them by inviting them to stop by.

Here’s some ideas on how to invite the neighbors:

  • Go door knocking and personally invite them, provide them with a listing flyer in the event they can’t make it.  Make sure to ask them if they have any questions about the market.
  • Use services like Cole Information Systems to get a current mailing list of the surrounding homes and call those that have phone numbers, invite them to stop by. (Mention this magazine/PrinterBees when contacting Cole and receive a 25% discount!)
  • Send out Just Listed/Open House postcards with an invitation to stop by. (Cole Information Systems provides the needed mailing list)
  • Use door hangers as you walk the neighborhood and become a familiar face.
  • Include a sign rider on your for sale sign saying “open this weekend.”
  • Hire some teenagers to hand out “Open House Fliers” to advertise the upcoming event and so they know they’re invited.

Activity breeds activity and people like doing business with someone they view as successful and busy. You’re missing out on a tremendous opportunity to grow real estate business if you’re not exploiting the opportunities you have to be in front of people, while you have the activity of a listing.