Local Marketing For Realtors – Becoming The Neighborhood Expert

Local Marketing For Realtors - Becoming The Neighborhood ExpertSo glad I got this reader question as it prompted me to think about the ways that Realtors can use their local marketing efforts to start becoming the neighborhood expert.

“My main focus is selling residential Real Estate in Adelaide, South Australia. So I’m always on the lookout for how to getter in front of more ‘local’ people.” Eriks from South Australia

So first off I think we should talk about what doing local Realtor marketing is trying to accomplish. By nature if you are marketing to a subdivision or community, you are targeting sellers, right? Buyers may float around between subdivisions until they are ready to buy (more about that later), but sellers are always selling in the same subdivision.

Additionally, this is a little different than real estate farming, which is when you target one subdivision and go deep on it. In that process you use all of your efforts on just one community, rather than focusing on a local geographic area like your town or even a part of your town.

Not Your Grandma’s Real Estate Marketing Plan

Admit it…when you saw neighborhood expert you had just a flash of that big haired agent in the area who used to buy up all the bus benches and put her name and picture on them! This is so not what I am talking about when considering how to be an “expert” in an area.

Instead, this is how to comprehensively be “everywhere” when someone is looking to sell their home. THAT is the agent who has a great chance of being called for a “come list me”.

Technology Based Suggestions

Let’s start with technology based suggestions. Imagine a world where a home seller heads over to Google to find a Realtor to list their home and they get the “normal” page that has a couple of the big name links like HomeFinder and Trulia, but there is another player there dominating with her website, a video and a Google+ link. That is not a pipe dream and it is easy to do!

First off, pick a subdivision a week. Don’t get all fancy and try to figure out the ones that have high turnover or anything like that, we are going wide and shallow here, not spending a huge amount of time or money on any one area.

Second, start creating assets for this subdivision including:

  • A video posted on YouTube (this will be included in the next step) – here is a great example of a condo complex video, The Sage in St. Petersburg
  • A blog post that has the video, and neighborhood information and data (this one is a great example of one that ranks on the first page of Google for a neighborhood here in Colorado, click here)
  • A Google Plus posting of both the video and the blog post with two different sets of keywords – so Westminster CO Real Estate – Stratford Lakes AND Stratford Lakes Real Estate, Denver CO

At this point, you should at least make some kind of impression on Google with all your bits about the neighborhood. Don’t forget to share all your assets on your social properties like Pinterest, Twitter and Facebook too.

The cost for a bus bench per year costs between $100-500 per bench and the second you stop paying, your picture goes away. If you are making a subdivision a week in this way, you will have 52 grand assets at the end of the year that you own and can use to market for customers.

Bonus Asset : If anyone is a great (and fast) writer on your team, it might be nice to have a “Guide To” for each subdivision. While it might have been a nightmare in the past using your database to do this, using a tool like LeadPages makes the whole thing much easier!

A Note About Buyers : If a buyer is searching for information about a particular subdivision there is a good chance that they are ready to buy there. Now, some of them may have agents, but some of them will not and you can scoop them up in your subdivision net!

Direct Mail Suggestions

Once you have your subdivisions picked out, start sending them mail. Because we are targeting LOTS of sellers with this exercise, we want to get your information in the hands of as many homeowners as possible so I suggest using Every Door Direct from the post office.

For just $.17 per piece, you can send a postcard, letter or flyer to every home on a mail carrier route. I suggest rotating your subdivisions so they get at least two pieces of mail from you a year.

Remember, this tactic is about quantity not quality so just make sure your creatives are good enough or funny enough for someone to stick them on their fridge and call you later!

In Person Suggestions

So now you have yourself planted all over the internet for your subdivisions and you are rocking your mailings into the subdivisions….what’s next? Now you have to show your face there!

Start doing open houses, even if you think no one will ever show up. Put your face on your open house signs and car stickers and start showing up in one of their neighborhoods weekly.

Find out if they have neighborhood garage sales or party nights and start attending those. Anytime you can “meet” someone who lives in your subdivisions, do so!

If you are super bold, door-knock your neighborhoods. Ask everyone if they know anyone who wants to sell their home. It is amazing what shaking someone’s hand and looking them in the eye will do for your business.

Mix Them Up!

So which should you do? If you ask me, all of them. It doesn’t make sense to go door knocking if you know nothing about the neighborhood or just mail into it hoping that someone will notice. Instead focus on getting as many neighborhoods to love you as possible!

According to NAR, 39% of sellers who used a real estate agent found their agents through a referral by friends or family, and 25% used the agent they previously worked with to buy or sell a home, meaning that only 36% of the remaining sellers are out there for you to get. You are going to have to make a determined effort to be sure that you are the one they call to “come list me”.

Well there you have it…my best tips on becoming a neighborhood expert in the modern era without park benches! Local marketing for Realtors has come a long way and it’s about time you grabbed a piece of the action!

Watch Out Great Marketing Tools and Resources Ahead

Blog Post :: Local Marketing For Realtors - Becoming The Neighborhood Expert

The Top 50 Best Kinds Of Realtor Postcards | Realtor Marketing

The Top 50 Best Kinds Of Realtor Postcards

Today’s post is going to be kinda fun! I have a very popular post on my website about Realtor Postcards – Funny Realtor Postcards that just cracks me up, but today’s post is a little different. Here are 50 of the best kinds of postcards that you can send out to your clients, prospects and past clients to generate leads and make more sales.

Why Realtor Postcards

Tweet: 50 Best Kinds Of #Realtor Postcards http://ctt.ec/Oedgq+Before we get to the list, let’s just talk a little bit about why I am such a proponent of sending postcards. I was an active Realtor in the state of Florida from 2007-2008 during probably the worst time in history to work that market. But I thrived because I did direct mail campaigns right into the neighborhoods I was trying to target AND sent postcards to my sphere. My fellow agents were super jealous about how many “come list me’s” I got from the stupid postcards I sent.

Fast forward to 2013…5 years after I sent my last postcard and the first year I didn’t get a referral commission from them. This is because of two things… 1) people got them and put them in their drawer to remember who to call when they needed a Realtor and 2) because I often sent out beautiful cards that were suitable for framing or hanging on a bulletin board. I do that to this day! Here are two of my most recent designs for followup thank you note postcards!

Cute Thank You Postcards

The one thing to remember is that it doesn’t cost any more to send a great design than it does to send out a plain old boring, run of the mill crappy Realtor postcard.

The Best General Realtor Postcards

  • Notification of type of market (Hurry up and BUY, it is a buyers market, OR Hurry up and sell, it’s a sellers market)
  • #1 Realtor Complaint, Lack of Communication! We are just a phone call away (picture of a phone)
  • Did you know I can help buy or sell anywhere in the country? (sell into the fact that as a referring agent you can help be on their side if anything goes wrong)
  • Wanted…your real estate referrals (with the old west look)

The Best Postcards For Buyers

  • Sellers Now Is Time To Make Your MoveLooking for a new pad? (with a picture of a frog!)
  • Bring your hardhat and get a great deal on a new construction home
  • Do you know how much home can you afford? (first time buyers)
  • It costs twice as much to rent as to own, find out why (first time buyers, mailed into apartments)
  • Stop paying someone else’s mortgage and get your own home
  • On the fence about whether to buy? Now is a great time to get into a new home!
  • Want to own your own home? I can help!
  • Do your kids need their own rooms? Get a bigger house today! (sent into “starter neighborhoods)
  • Stop walking the dog…get Fido a yard! (with a picture of a really cute dog!)
  • Pick your neighbors! Do you know anyone who is looking to buy near you?
  • Stop paying rent (with burning money)
  • Looking for a new home (animal with big eyes)

The Best Postcards For Sellers

  • Neighbor Only Open HouseNeighbor only open house
  • Just Listeds (sent to 100 homes around your listing)
  • Just Listeds (sent to your sphere)
  • “Neighborhood expert” cards
  • % of sides sold in the last year if you are farming
  • Confused about how much your home is worth? Call today to get the real price!
  • Puzzled over why your home hasn’t sold? (puzzle piece)
  • If they can’t find your house on the internet, there is a good chance they will never know it is for sale!
  • Home for sale inventory is low and I have a buyer looking in your neighborhood…thinking of selling?
  • You bring the boxes, we’ll bring the buyers (with a picture moving boxes)

The Best Postcards For Expireds

  • Don't just list your house, get it soldDon’t just list your house again, find out how to get it SOLD!
  • Expired listing specialist (we specialized in working with homes that did not sell the first time)
  • Insanity is doing the same thing over and over again and expecting a different result
  • 5 reasons your home might not have sold
  • The #1 reason homes don’t sell (and how you can fix it!)

Holiday Themed Postcards

  • Make Your Resolution To Buy A New HouseRing in the New Year with a new home! (sent at New Years)
  • I would LOVE to help you find your first home (sent at Valentines day)
  • Save some green on your new home! I will negotiate you the best deal possible (sent at St. Patricks Day)
  • Don’t be a fooled, the real estate market is great for (buyers, sellers) right now (sent April Fools Day)
  • Hop on over to see our new listings (sent for easter – picture of bunny and your website)
  • Skip the toaster and get Mom what she really wants this year! A new house! (sent for Mothers Day)
  • Declare independence from your old home! (sent at 4th of July)
  • Let me get to work selling your home for a top price! (sent Labor Day)
  • Don’t be spooked by the real estate market! It is fang-tastic! (sent Halloween)
  • Thanks for thinking of me to sell your home! (prospecting card sent to farm on Thanksgiving)
  • Wish you could find a great Realtor? (turkey wishbone at Thanksgiving)
  • Did you ask Santa for a new home this year? Shhhhh….he told me! (sent Christmas)

Helpful Tips

  • Pool safety tips
  • Fireplace safety tips
  • Days to fly the American flag
  • How to winterize your home
  • Top 10 remodeling projects that will make you the most when you sell
  • 10 Tips for Getting The Most Money On Your Home Sale

Alrighty then, hopefully this list of the best kind of Realtor Postcards to send helps. I have to say that having spent the last couple of hours looking at sites offering realtor marketing for great designs, the pickings are pretty slim out there. Instead of paying good money for sending some kind of crap design, make sure you take a little time and figure out a really cute card to send that might actually get noticed!

Watch Out Great Marketing Tools and Resources Ahead

Customer Demographics For Realtor Marketing

How To Use Customer Demographics With your Realtor MarketingOne of the things that I love about Realtor marketing is the lack of creative uses of data in the marketplace today. Most Realtors have no idea about how to use customer demographics in the most effective ways to get listings, lead generate or close more sales.

Today I will take some of the available data and put it into context that you can use in your listing presentations, pre listing packets and even your marketing materials to grow your business.

Seller Prospecting

According to the 2013 National Association of REALTORS® Profile of Home Buyers and Sellers, “The typical home seller in 2013 was 53 years of age, had a median household income of $97,500, and lived in their home for 9 years….this number jumped to 10 years for 2014″

So what does that tell us about prospecting for sellers? You will want to be very clear about which sellers to mail to (ones that have owned their homes 8-9 years). Additionally, you will want to use graphics that depict families who have parents who are more mature and kids who are high school aged or college aged. OR you could depict a mature couple who are standing alone without kids at all.

Think about it, why are so many homes sold by 53 year olds? Is it perhaps because they are selling the family home and moving somewhere more appropriate now that they don’t have a passel of kids at home?

Think about what to mail them. You will want to talk about second homes, down sizing and what to do now that the kids have moved out. Talk about freedom and passion and getting back in the groove and having fun!

want more about this topic? check out How To Get More Listings | Creative Realtor Marketing

First Time Buyer Prospecting

According to the 2014 National Association of REALTORS® Profile of Home Buyers and Sellers, “The typical first time home buyer accounts for 33% of purchases, their median age is 31 years and their income is $68,300.”

Oh is this good data! It will show us what kinds of people and properties to use in our marketing. You should use pretty and popular pictures of 30-somethings. They might have some young kids and should be looking at properties that are in the $200K range.

(As a general guideline, your monthly mortgage payment, including principal, interest, real estate taxes and homeowners insurance, should not exceed 28 percent of your gross monthly income Bankrate)

Because all markets are different, you will have to see what kinds of properties would be realistic for your first time homebuyers!

For Sellers and FBSOs – Where Do Buyers Come From?

Where do home buyers come from?

According to the 2013 National Association of REALTORS® Profile of Home Buyers and Sellers, this is where buyers come from:

  • Real estate agent: 89%
  • Yard sign: 51%
  • Mobile of tablet website or application: 45%
  • Open house: 45%
  • Mobile or tablet search engine: 42%
  • Print newspaper advertisement: 23%

Things that you could use this data for:

  1. FSBOs – If you are prospecting FSBOs, the 89% of buyers who use Real Estate Agents in some manner is a powerful piece of information. Don’t beat them up about it, but the fact that you are only able to reach 11% of buyers is not great for selling your home.
  2. Sellers – Knowing that yard signs account for 51% of the buyers, you could definitely talk up having a yard sign, brochure box or other marketing opportunities!
  3. Sellers – If you like doing open houses, you can mention that 45% of buyers find that to be a great research channel. If you hate doing open houses, you can mention that only 45% of buyers even know about open houses.
  4. Both – The most impactful number is the fact that 89% of buyers have some contact with a real estate agent or Realtor. You will want to talk up the fact that you have great Realtor relationships and that even though you will be trying to sell their home, generally it will be another agent who will be representing the buyers. Make sure you talk about doing Brokers Opens, that you have a local Realtor Database or even if you are teaching locally.
  5. Both – If you rank highly for keywords related to their local market, city or even subdivision, make sure you put screenshots of that in your listing presentation.


Realtor Marketing And Customer Demographics

Having worked with Realtors for years, I know that most agents are not using customer demographic data effectively in their marketing efforts. Here are a couple of ways that you can really be different from the other agents:

Using Prospecting Data – One of the main things I would like this data for is to figure out how to target customers who might be ready to move in the next year or so. I would take the Tax Records for a subdivision that I like and drill down to find the homeowners who have lived there 8.5+ years and start pounding them with amazingly helpful information about what to do remodeling-wise to sell their home and what the 5 biggest seller mistakes are and how they can get 10% more for their home sale with this one little trick. I would make them want to call me and and have me come by to do a CMA and then sell that home fast and for the most money!

Using Commission Magic – I always had the pie chart in my listing presentation so that they could see that most times it would be another agent selling their home. This helped me get at least a half a percentage point extra for the buyers agent and gave me a great thing to talk about when doing brokers opens or agent get-togethers! I told my sellers how I talked about marketing at all the local real estate offices and the board, I let them know I had a database of agents I had done deals with or hosted open houses with and that I would email their listing to all those Realtors too! Sellers don’t care about you except in the way that your business and marketing can help them sell for more money so let them know all the cool things about working with you!

Working Those Buyers – I am not great at talking about buyers (I only ever worked with 4 the two years I was a Realtor!) That said, I would definitely look at the numbers and find out what that means for them buying a house. I would get together with a lender and have a really cool chart that showed if you make $50K a year you can buy a $150K house, if you make $60K a year you can buy a $200k house, etc. I am here to tell you that data is not available readily on the internet and it would definitely be something first time homebuyers would be interested in!

Okey-doke, there are a few ways you can use Customer Demographics to make your Realtor Marketing more effective. Leave me a comment below if any of these idea sparked a great idea for you and your marketplace!

How To Get More Listings | Creative Realtor Marketing

How To Get More Listings | Creative Realtor Marketing If you are a Realtor and believe in common wisdom, learning how to get more listings is a vital piece of the puzzle as each listing will result in two buyer side sales. While there are some tried and true ways to get listings (like door knocking and prospecting FSBOs, these ideas are intended to be more a part of a well thought out marketing campaign than a tactic of making phone calls or knocking on doors.

Open Houses / Nosy Neighbors

When I was a Realtor, lo these many years ago now, I got 42% of my listings from open houses. Those nosy neighbors who come by are actually potential sellers and often are looking for a Realtor at open houses (only finding buyers agents manning the table who are not picking up on their cues).

With a determined plan you can convert these potential sellers into listing appointments relatively easily. Simply ask or have materials out that appeal to sellers and then really work the ones that “bite”.

1. Would you like me to pop by and price your house for you? As Realtors we often want to hedge our bets and say the market sets the pricing and finagle around saying that we need to look at the market statistics, blah, blah, blah. Potential sellers don’t care about all that, they just want to know what their home is worth. Having split tested lots of questions like “Would you like to find out your home’s value”, “Do you want to know your house value”, etc. the question, do you want me to price your house for you won hands down both online and in real life.

I think it is because it is non-threatening (I am not asking to come list them) and shows authority (less dancing around about the market and a more definite phrasing.

2. Top 10 Mistakes Home Sellers Make Guide. If you have a stack of these guides sitting on the table, potential sellers will sort themselves out and take one. Even better, just have one and if someone asks if they can have one, ask them for their address and let them know you will pop by with their very own copy in the next couple of days AND will take a peek and have the price of their house there at the same time!

3. Drip on them. It goes without saying that you should have a sign in sheet and ask for name, address, phone and email address. Because email and the phone were so easy, I found that mailing information about once every three weeks to these potential buyers actually resulted in more listings. I would send a hand written thank you note, mail them a couple of marketing pieces and then “popby” with something a little more special to leave at their door. The fuzzy flower in a bag with birdseed resulted in two listings! But it was the consistent contact beforehand that made that happen!

Expired Listings 1 Month Out

Every sales trainer for real estate will say that you have to pull the expired listings each day and dial for dollars, hoping that you can turn them into a quick listing. This makes sense as it is easier to convince someone to list with an agent who has already listed before. That said, I hate to have to spend all my time making up for the sins of others. YES, you may be able to jump in there and save the day, repricing the house and getting it sold fast, but there is probably a reason it didn’t sell before and that reason will not just disappear overnight.

That said, there are a fair amount of these listings that don’t have phone numbers included or who don’t go right back under contract and these are a gold mine for marketing.

1. Only pick ones that you would like to list. If you are going to prospect expired listings this way, don’t just pull down every one that comes along. You are going to have to do some research and put in some effort so having a smaller, better curated list makes more sense. Look for the price range you are farming or would like to start farming. Pick neighborhoods that would help your business grow.

2. Once a month check through your expired listings list and see if they have listed with another agent yet. The ones who have, toss, the ones who haven’t and which are listings you would like to get, either popby with something fun or send them a note with a piece of material that will help them (maybe a CMA-like overview of their current neighborhood but decrypted for humans).

Don’t Leave Orphan Buyers Lying Around

This is pretty shocking, 25% of home sellers used the agent that they previously worked with to buy or sell a home but 65% said they would definitely use the same agent again. (report) That leaves a delta of 40% who say they would use the same agent but who ultimately don’t.

1. Set up a database of past buyers and start loving on them. Those past buyers are now potential sellers! Send them twice-yearly reports of what their home would be worth (you can rotate these reports so they don’t all have to be done the same month). If you haven’t done this before you can simply search your MLS number and start working from the oldest sales you have had back to the newest. Stop reading this and start today. Do one or two a day, sending a personal note until you have all of them in order. DO NOT apologize for not having contacted them sooner. No one is sitting around thinking about how often you have mailed them. They will just think it is nice now!

2. Have client appreciation days. There is nothing more important to humans than feeling appreciated and a thank you party once or twice a year is a great way to make them feel loved. Now, these do not have to be extravagant affairs, but could be a 4th of July picnic in your back yard or an open bar for drinks at your club.

Neighborhood Mailings

Deb Ward - Realtor BrandingMuch like “pick a niche”, you should pick a neighborhood and pound on it with mailings, open houses and even door knocking if you roll that way. There is a service from the post office called “Every door direct” which allows you send postcards, flyers, etc. to every mailbox or home on a mail carriers route.

1. Pick a neighborhood you love. There are many different ways to pick a farming area in real estate, but my absolute favorite is because you love it. If you are spending time growing a true farm, you better be sure that you are going to enjoy the locations and types of people who live there. For example, if you pick a high end waterfront community, you better enjoy talking about sailing and maybe even join the local marina.

2. Mail 3 times a year. Sending a neighborhood mailing out 3 times a year is affordable ($.17 piece mailing + print costs on a flyer is about $200)

3. Be distinctive. My friend. the Irish Realtor, Deb Ward, mails to fewer people but does so in a distinctive green envelope and prominent shamrocks.

Prospecting Likely Sellers

Home Sellers - 9 years in homeOkay, this is the big one to watch out for. Every MLS or Tax Records has the ability to do database searches that can find people who have lived in their homes for a given period of time. Common wisdom said that people would be staying in their homes for 7 years so you would be best to start prospecting them specifically in 6.5 years. But wait! Those numbers have changed over the years due to economic circumstances and the timelines for moving have stretched out!

Now you should be looking in 9 year range, meaning you should contact them when they have owned their homes for 8.5 years! According to the National Association for Realtors, statistics for sellers were that the typical home seller in 2013 was 53 years of age, had a median household income of $97,500, and lived in their home for 9 years. (source)

1. Prospect wisely. Say a subdivision has 150 homes and you want to farm it. You can send your 3X a year mailings out as normal, but there are homeowners in there that who are better prospects for hiring you as a sellers agent and you need to target them more aggressively. In the opposite months of when you are sending your mailings to everyone, you should be sending them something very specific, showing your knowledge of the area and your real estate expertise. This could be a guide to home selling, a CMA report for their subdivision or even a direct “Want me to come price your home for you” postcard.

2. Be consistent. With this gang the key is consistency and your efforts will pay off. If they have been in their homes for 8.5 years or more, the percentage that will be moving are much higher than the average homeowners so it is worth your time to be there for them right around the time they decide that they have to move!

How To Get More Listings

Well there you have it! Creative ways to get more listings that are hard work (I didn’t say creative ways to get more listings the easy way!) That said, all of these ideas involve getting systems in place and then just “working the system.” You won’t have to guess and grovel anymore about what to do, instead you will be able to pick and choose the listings that you want to take in the areas that are most friendly to you!

If you would like to learn more about how to work with Tara on your realtor marketing, check out our Realtor Marketing Strategy page!

Niche Marketing – Real Estate Farming

Niche Marketing - Real Estate FarmingHow to do real estate farming in a niche marketing way. Learn the internet marketing way to increase your farming leads and dominate your area.

In a previous post, Real Estate Marketing To A Farm Area, I talked about how to pick a real estate farm area, some marketing tips and what not to do. Today we are going to get more in depth and less “realtory” about it all focusing on the internet marketing aspect of real estate farming!

Too often we treat realtor marketing like it is in a class all to itself. That is just not true. Real estate marketing is just like every other marketing on the planet and is in some ways much easier than other types of marketing.

Local Marketing

Let’s start with what real estate farming is. It is picking a geographic location that you are going to market to. This includes an area like a city or town, a neighborhood or even a subdivision.

The smaller the area that you pick, the easier it is to dominate it in the search engines and the more “real” leads you will get. Think about it, someone who is searching for “Denver real estate” is casting a pretty wide net, someone looking for the “Cherry Creek real estate area” is getting more refined and if they are searching for a subdivision in that area they are probably pretty close to buying or selling sometime soon!

Picking A Real Estate Niche

Niche marketing in the internet world is about choosing a small-ish target and then focusing all of your energies on that target. One of mine is “realtor marketing” so I write posts like this that will rank well in the search engines AND be helpful to Realtors. That distinction is super important. If you are just picking a niche and then not producing great content that people doing those searches will want to actually consume, you are wasting their time.

So how should you pick your niche? There are a couple of ways that work well:

  1. Pick an area that you like. This one seems random but might be the most brilliant way. Niche marketing means that you will be spending a lot of time making videos, doing open houses and focusing on an area and if you LOVE being there it will feel like play instead of working.
  2. Pick a high turnover area. The highest turnover areas tend to be the ones that are in the median price ranges that are attractive to move up or first time buyers. Only you will know these “hot” areas where the homes sell often and you can generate a lot of sales and buyers.
  3. Pick a high cost area. Farming for luxury homes is a fun and profitable prospect. You don’t have to sell hundreds of these homes to make a high income and once you have dominated these kinds of keywords and social sites, you are in the drivers seat for generating high cost, high quality leads.
  4. Other. There are a million ways to choose your niche. You could pick working with only sellers in a geographic area, only first time homebuyers, just veterans, commercial or a million other criteria. Whatever you choose, you have to make sure you do enough local marketing to dominate that market.

Keyword Selection

In our post 100 Great SEO Keywords for Realtors, we break down the keywords that people use for searching real estate terms, but that is just half of the equation. The other half is knowing what the local terms are that people are using for searching.

For example, here in Denver a lot of the agents are using “Front Range” in their marketing which is a term that describes all of the cities along the Eastern side of the Rocky Mountains. It is a local term and seems like it would be great for covering a wide area. Unfortunately there are only 30 searches per month for “front range real estate” which is definitely not enough to target as a niche. “Denver Real Estate” has over 8,000 and “Cherry Creek Real Estate” has 320 (still not great but 10 times more than front range real estate!)

Dominating A Real Estate Keyword Or Ten

I am a firm believer in picking three keywords to target at the start. You should definitely have a big one would be a stretch to reach (like Denver Real Estate), then a couple like “Cherry Creek Realtors” or “Wash Park Homes For Sale”. But real estate is super cool in that you can target tens or even hundreds of keywords easily just by taking videos and pictures as you drive around on your listing appointments or buyer showings.

This video about “Stratford Lakes” Real Estate has had over 400 views. While it is a pretty basic attempt, it has resulted in closed buyer business and has established Tena as a keyword holder for that subdivision.

This video has given Deb a foothold in the St. Petersburg, FL area and has resulted in at least two closed deals that we know about.

As you can see, these are just 41 and 33 seconds each. I think anyone has to agree that taking 33 seconds to make something that could earn thousands of dollars of commissions is a high quality use of time!

Keyword Tracking

Once you pick a keyword or three, you will want to start tracking your rankings for that keyword and see how you are are fairing in the search engines. We recommend a couple of different ways to do this:

Google Webmaster Tools – This is a great way to find out what you already rank for and can target how to rank even better for key terms.

– A really neat site for seeing your current rankings for targeted keywords. They will send a daily email about how your keywords are ranking.

Social Media Marketing

So we have hit on keywords for your website (which you can use for your videos also). Now let’s take a quick peek at social media and the similar and different ways that you can target your keywords to maximize your efforts.

Google+ – Some of the results that appear in the “real” Google Search Engine come from posts on Google+. You can use your same keywords in those posts that you are using in your website.

Hashtags – Start checking out Google+, Twitter and Pinterest to see which keywords match your real estate marketing niche. To give you an idea, there is a #denver #realestate and #cherrycreek hashtag. Now, this will probably work less effectively for subdivisions but is still well worth figuring out. I love using hashtagify.me for finding new and relevant hashtags.

Top Realtors – If you would like a customized real estate farming strategy for your team to implement, give me a call today to find out more! 727-415-9165

We Wrote The Book On Marketing To A Farm!

Real Estate Marketing To A Farm EbookHow To Find, Grow & Reap The Benefits of a Geographic Farm…Find out tips and strategies to cultivate a successful real estate farm area. While researching for this title, we were surprised to discover how little real information there is out there about how to farm a neighborhood.

Included Topics:

  • What Is A Farm, Choosing a Farm & Farming For Sellers
  • Newsletters, Postcards, & Brochure Boxes
  • Website, Video, Email, & Social Media
  • Open Houses & Door Knocking
  • Creative Farming Ideas

Looking to take your real estate marketing to the next level? Start here

Marketing Tips For Real Estate Teams

Marketing Tips For Real Estate Teams | Realtor MarketingMarketing your real estate team is a bit different than just advertising for a single agent. There are a number of different considerations that you should make sure to take a look at and have a rock star plan in place for how to accomplish your team goals.

Being A Real Estate Rainmaker

When you own a real estate team, oftentimes you are the sole person actively generating leads for your agents. You need to be directing marketing activities that will provide leads for them to follow up on.

You can also provide materials that they can use to talk to their sphere like “send me your referrals letters” and even real estate related stats that they can send to their friends and family via email.

Whatever you do, it is your (or your admins) responsibility to track each lead, asking for accountability from your agents. Some will say that “internet leads suck” or some will not want to do floor time. We have found that the teams that take these things into consideration and dole out the leads their agents believe in most will have the best results.

Should You Merge Your Clients

Some of the agents that join your team will have a database of their own. With all the tools in place now to sort and sift contacts, you should ask or require that they add their contacts to your database, assuring that you will release them if they leave and that no one else on the team will get those leads without their permission.

One reason for this is consistency. Realtors have every intention of marketing consistently, but then they get a couple of buyers and a few deals under contract and the marketing goes out the window until that cycle ends and they need someone to work with again.

If your admin or in-house marketing person is consistently doing mailings, reaching out on social and emailing great information, why not include your agents’ sphere contacts. As long as this is part of the interview process for joining your team and you have a rock solid plan in place for respecting their contacts, it should not be a problem.

Make sure to ask them to report any leads that via phone calls or in person meetings they have so you can track incoming leads and the sources.

Client Database Versus Marketing Database

While we are talking about databases, lets look at how you handle your marketing database versus your “in contract” database. Today’s top agents are using their databases to track the entire transaction, most of them have some sort of client portal and basically your closing coordinator is a whiz at keeping tasks and closings on track.

A super strong marketing database will be a little different. It has to have a way to collect email addresses off of the internet in exchange for something great (like a free report on which remodeling projects make the most money back – prospecting for sellers!)

It also should be where all your Zillow, Realtor.com and Craigs List leads go. These are really internet leads and you may have to nurture them for weeks or even months before they are ready to talk to an agent. Sign call leads that are not ready to work with an agent should be here too!

Functionally what you want to do is have a plan for contacting all of these people every week forever. Your leads, your agents’ leads and every other contact that you can find should be included. We recommend two different databases for this. mailchimp.com if you are just getting started or Infusionsoft if you are going to be doing a lot of internet marketing.

Team Photography

You might have thought that this is the old, “picture of your team” but no! This is the new, “make sure your team is taking pictures ALL THE TIME!”

Most teams are set up so that the Rainmaker is the listing agent or owner and the agents on the team work with buyers. As such, they are spending time driving around and getting the chance to snap photos of interesting houses, local attractions and even “selfies” of themselves working with happy customers.

You should have a dropbox folder where your agents can upload all these fun pictures for you to use in your marketing! These types of photos are great for sharing on Pinterest, your Website and Facebook. Just have them name the pictures what they are like this: clearwater-beach-at-sunset.jpg.

Should You Market Your Agents?

One last thing to consider is really important and can have a huge impact on your business. When you have a real estate team, you can handle your marketing in two ways:

1. Only market the team leader. This is a great way to keep consistency and to know that all your marketing efforts are headed in the same direction. The problem with this method is that many people will only want to work with you and there could be an awkward changeover point where they find out they will be seeing houses with a different agent. Not un-overcomable, but something to consider.

2. Market your agents. Here is another potential problem. If you are marketing and supporting your agents, sharing them on your social media, blasting them in your email newsletter and featuring a separate page for each one on your site, you can find that they are receiving leads that you are not aware of.

Now, we aren’t saying that the agents are being sneaky, just that they consider that phone call a one time event and your marketing person or admin considers that marketing time well spent and will put them in the database and drip on them forever!

If you can get your agents to report every lead they receive and ask for phone, name and email address, then YES! Market them.

We believe that all the little ships rise up together and that trusting and counting on your whole team (admins, marketing peeps, agents and closing coordinators) is the very best way to get leverage so you can do what you love!

If you would like to talk with us about how to structure your team’s marketing, check out our Realtor Marketing Strategy page to find out more!

Watch Out Great Marketing Tools and Resources Ahead

Social Media Setup Package For Real Estate Marketing and Realtors

While there is no “Realtor Marketing” there are things that Realtors have to be aware of when setting up their real estate social media and websites. Our President is a former Realtor and currently licensed active in the state of Florida. She KNOWS the special ins and outs to watch for when setting up your social sites.

Your buyers or sellers are looking for you! CAN THEY FIND YOU?

Social Media Setup For RealtorsThere’s no question that in today’s competitive Real Estate market, you simply are not in business until your customer can locate you on Facebook, Twitter, LinkedIn, Pinterest, YouTube, or even Google+!

Right now, more than 700 billion minutes are spent on Facebook EVERY MONTH! Every week, over a billion tweets are posted on Twitter. Social media and instant communication are here to stay. GONE are the days of sitting by the phone waiting for potential clients to call. No matter how many signs you post or business cards you give away, you simply cannot compete with the voice of Social Media. And aren’t you excited? The internet has given you a platform to establish credibility, build relationships, and demonstrate your expertise!

We understand! Creating new profiles and business pages on all the relevant platforms can be confusing and time consuming, and may not even reach the people who want what you have. You need someone who not only understands marketing and social media, but also understands the business of Real Estate to lead you out of the chaos and into the streams of your potential clients.

That’s where we can help. Our Social Media Set-up Services for Real Estate are designed to take the stress out of figuring out the where, when and how, giving you a powerful voice and helping you target your perfect customer every time!

The right social media presence can put your products and services exactly where they need to be – in front of the eyes of your perfect customers! Our team of marketing experts helps you choose the right sites for your business. We take care of setting up custom, professional, fully optimized profiles and pages on your selected sites. We create custom graphics to keep your brand message consistent and exciting. We even place industry relevant, optimized content on your pages according to your desired customers user preferences. Then we work with you to develop your launch strategy, guaranteeing your social media success.

Our all-inclusive, professionally designed and implemented Social Media Set-up Services are very competitively priced at just $750 and include:

  • Half hour marketing consultation to make sure the setup goals are YOUR goals
  • Custom graphics (profile, background, cover & header images, etc.)
  • Fully Optimized Profiles on Facebook, Google+, LinkedIn, Twitter, YouTube, and Pinterest*
  • Professionally designed Facebook, Google+, and LinkedIn** Business/Company Pages
  • SEO’d (Search Engine Optimized) Short and Long Descriptions and Graphics for each
  • Customized Launch Strategy
  • 2 Weeks of Pre-Scheduled, Industry relevant posts to fortify your presence

we never spam and a real human will call you to find out more about what you need. we don’t sell our list and work one-on-one with all of our clients!

Need more? For a limited time only get your Blog AND Social Media Set-Up for the low, low price of just $1250 (saves $250) ! Call Today (727) 415-9165

Realtor Marketing – AgentMatch, What It Means To Your Marketing

Realtor Marketing - Agent MatchThis is a post about “Who moved my cheese”, the fact that everything changes and that you CAN win at any game in which you know the rules!

So Realtor.com rolled out AgentMatch in two marketplaces, Las Vegas and Boulder which is just around the corner from me. Basically, it uses the sold data on properties to “match” your search to the “best” agents in the area.

Wanting to know more, I put out a call for a Realtor that would talk about this with me who actually worked in the Boulder market (many of the agents I hear yelling are not actually in a market that has this yet) to get his opinion. His name was Jason Sater, with Coldwell Banker and these are a few of the things that he said:

  • Agent match is in Beta right now and may not roll out to the whole country. In addition, agents could do the same function in Zillow (loading in their solds) for a while now so not sure why all the hub-bub.
  • Jason has seen a nice mix of teams and individual agents ranking in the searches he has done. It seems like the top agents are represented but also some of the other agents in the area.
  • It does seem like you could manipulate things like DOM just by deleting the listing, reposting and setting as sold more closely together.

What I find interesting is that Jason is not actually freaked out at all. He is pretty calm about the whole thing and is really just trying to get his arms around what it will actually mean for his business. Make sure you check out his Boulder real estate website!!!

This is what AgentMatch looks like…

Agent Match Boulder COI started with a search that seems to be in “North Boulder”. Now, as a consumer I did not know that it would be North Boulder and I am not sure I would have noticed. The portion contains some normal market statistics:

  • Number homes on market
  • Homes sold in the last six months
  • Average sold to list price
  • Average days on market

Marketing Tip #1

The first thing that jumps out at me if I was a listing agent in this market is that there is no absorption rate shown (maybe because it is a hard concept to explain to consumers). BUT absorption rate is a much more practical number than simply average days on market. So No. 1, when going on listing appointments I would ABSOLUTELY print this top part out and bring it with so I could talk intelligently about it. Panic-ing agents worry that they are not on the bottom showing up as “best”, I would worry about being the most knowable agent sitting at their kitchen table.

Next there is a dropdown and while it defaulted to Agents with recommendations, I could also choose:

  1. Agents with recommendations
  2. Homes for sale in this area
  3. Homes sold in this area
  4. Average days on market
  5. Average sold price to ask price

Marketing Tip #2

Real estate agent selling tips [Ebook]They just dropped a big hairy clue here. If you are a Realtor in this marketplace you need to get more recommendations…and not just ANY recommendations.

According to a great article by Inman, the recommendations have to be made on RealSatisfied.com which seems to have a relationship with Realtor.com (my words not theirs).

So following the bunny trail down, you probably need to find out more about RealSatisfied.com. It looks like they have a free plan that lets you get up to three recommendations. Now, that may or may not be enough to get you on the top 16 in your marketplace, but I have to think it is a good place to start. I would DEFINITELY set up an account and get my three favorite customers to give me referrals…I would go to their homes and beg if I had to.

So here comes the hard part. If you need more than 3, you have to pay $79 a year for unlimited. Sigh. I am so sick of people charging realtors for tools they have to have for their business…BUT if this rolls out in your marketplace, better to have it than not.

Looking at the numbers

When you are using data, it is easy to get confused (and manipulate it!) Because they are looking at recommendations here, we can extrapolate that R Tim Goodacre must have the most reviews in RealSatisified. OR it could be that ALL 16 have great reviews and they rotate the top agent. OR, OR, OR…what it does mean is that we need to take a closer look at all the data…

So now let’s see what each criteria results for the top 8 agents for each category:

Recomm Listings Solds DOM Sold/Ask
Goodacre Goodacre (6) Goodacre (4) Goodacre (32) Ratay (103%)
Hobson Bell (4) Hobson (4) Herz (36) Herz (101%)
Franco Franco (3) Franco (2) Westfall (37) Caulfield (100%)
Ratay Kidder (3) Ratay (2) Meko (40) Hinkleman (100%)
Huffman Hinkleman (3) Westfall (2) Hill (45) Soklin (100%)
Kidder Hillman (2) Meko (2) Hobson (49) Hobson (99%)
Hinkleman Meko (2) Caulfield (2) Soklin (49) Franco (99%)
Bell Hobson (2) Huffman (2) Franco (52) Westfall (99%)

Some observations:

  • If you look a this data, Mr. Goodacre seems to be a rock star in all areas except for list to sale price. The problem with data is that one bad sale price could skew the whole thing and he DID make the list at number 16 with 86% for four homes sold. I challenge any realtor to think that this is a “bad” number. It is a real number!!! But then again, is the public educated enough to know that this one statistic is not enough for them to choose or reject Mr. Goodacre.
  • The three top List to Sold gals sold 2, 2 and 1 property each in the last six months. That high list to sale price is nice, but are they carrying a high enough inventory to be a successful agent? Hard to tell by looking at the numbers.
  • I did another search that turned out to be in the “Central Boulder Market”…only Goodacre and Hillman came up on this one in 15th and 13th places respectively.
  • While I don’t think having listings outside of your farm or neighborhood area hurts, what HELPS is to be the neighborhood or geographic location expert. I would NOT split up marketing dollars for prospecting postcards over that line. I would make sure to know what the boundaries of the areas where and stay inside them for maximum effect.

So, should you be freaking out that your Realtor marketing is going be decimated by AgentMatch, um…no! But are there things that you could do even before it gets to you to improve your chances? Heck yes!!!

Real Estate Marketing | 100 Great SEO Keywords for Realtors

Real Estate Marketing | 100 Great SEO Keywords for RealtorsGreat keywords for Realtors include ones targeting buyers, sellers, FSBOs expireds and more! Here are my top real estate marketing search terms for my Realtor friends, broken down into categories.

If you think that there is something I am missing, please let me know in the comment section! Number amounts are the search volumes monthly

For Sellers

Most Realtors SAY they are prospecting for sellers but use all keywords that are for buyers. If you are a listing agent, please consider some of these for your website!

Realtors and real estate agents

  • realtors (9.1 million)
  • realtor (6.1 million)
  • real estate agents (1.8 million)
  • real estate agent (1.2 million)
  • top real estate agents (49.5 thousand)
  • top real estate agent (33.1 thousand)
  • best real estate agents (40.5 thousand)
  • best real estate agent (33.1 thousand)
  • best realtor (22.2 thousand)
  • find a realtor – how to find a realtor (15 thousand)
  • find real estate agents – how to find a real estate agent (8.1 thousand)
  • how to find a real estate broker (6.6 thousand)
  • finding a realtor (4.4 thousand)

Selling a home

  • selling a home (550 thousand)
  • sell your home – how to sell your home (74 thousand)
  • sell house fast (40.5 thousand)
  • sell home fast (33.1 thousand)
  • selling house fast (27.1 thousand)
  • ways to sell your house (14.4 thousand)
  • sell my home fast (9.9 thousand)
  • home selling tips (8.1 thousand)
  • marketing your home (6.6 thousand)
  • sell your home fast (6.6 thousand)
  • selling your home fast (4.4 thousand)
  • staging your home to sell (720)
  • cost of selling your home (480)
  • house selling tips (8.1 thousand)

Short Sales and Foreclosures

  • foreclosure (2.2 million)
  • foreclosures (1.8 million)
  • home foreclosures (450 thousand)
  • short selling (450 thousand)
  • short selling (450 thousand)
  • short sale process (22.2 thousand)
  • short sales process (18.1 thousand)
  • foreclosure or short sale (18.1 thousand)
  • short sale vs foreclosure (6.6 thousand)
  • short selling your home (1 thousand)
  • for sale by owner (1.22 million)
  • fsbo (135 thousand)
  • property for sale by owner (201 thousand)
  • properties for sale by owner (135 thousand)
  • sell your own home (9.9 thousand)
  • sell your own house (8.1 thousand)
  • selling your own home (6.6 thousand)
  • selling a home on your own (6.6 thousand)
  • for sale by owner listing (6.6 thousand)
  • for sale by owner listings (5.4 thousand)
  • listing property for sale by owner (1.6 thousand)
  • selling your house by owner (720)
  • selling your home without an agent (320)

Seller Tips

  • tips to sell your home (49 thousand)
  • short selling a home (27.1 thousand)
  • what is short selling a house (22.2 thousand)
  • tips for (on) selling your home (3.6 thousand)
  • tips to sell home (3.6 thousand)
  • tips to sell your home (1.9 thousand)

For Buyers

  • house for sale (on) (13.6 million)
  • buy home (1.2 million)
  • buying a home – home buying (823 thousand)
  • real estate listings (450 thousand)
  • real estate listing (135 thousand)
  • find real estate (110 thousand)
  • cheap houses for sale (74 thousand)
  • buy your home (40 thousand)
  • house 4 sale (33 thousand)
  • real estate agent listings (27 thousand)
  • big houses for sale (22 thousand)
  • find real estate for sale (9.9 thousand)

Condos, Townhomes and Villas

  • condos for sale (1.2 million)
  • condo for sale (1.2 million)
  • villas for sale (368 thousand)
  • villa for sale (301 thousand)
  • townhomes for sale (246 thousand)
  • townhouse for sale (201 thousand)
  • town homes for sale (165 thousand)
  • town houses for sale (135 thousand)


  • mls listings (550 thousand)
  • multiple listing service (60.5 thousand)
  • multiple listing services (49.5 thousand)
  • mls multiple listing service (49.5 thousand)
  • mls real estate listings (27.1 thousand)
  • real estate listing mls (14.8 thousand)

Buyer Tips

  • when to buy a home (1.2 million)
  • how to buy a home (1.2 million)
  • home buying tips (9.9 thousand)
  • tips for home buyers (3.6 thousand)

First Time Home Buyers

  • first time home buyer (301 thousand)
  • first time home buyers (301 thousand)
  • first time home buyer programs (49 thousand)
  • first time home buyers programs (40 thousand)
  • first home buyer tips (2.9 thousand)
  • first time home buyer tips (2.4 thousand)


  • foreclosure homes (550 thousand)
  • foreclosures for sale (135 thousand)
  • foreclosure listings (110 thousand)
  • foreclosure listing (90.5 thousand)
  • list of foreclosures (90.5 thousand)
  • list of foreclosures (74 thousand)
  • foreclosure homes for sale (74 thousand)

Misc Interesting Words

  • list of real estate agents (18.1 thousand)

Realtor Marketing – Stop Offering A CMA | Comparative Market Analysis

Realtor Marketing Stop Offering CMAsRealtor marketing is stuck in the seventies I swear! For the love of pete, please, please, please stop offering a CMA as your big free offer!

The Top 5 Reasons You Should NOT Offer A CMA As Your Free Giveaway

Reason One – I have talked with HUNDREDS of agents and the first thing that pops out of their mouth when I ask them what their free offer is, (said all chirpy), “a free CMA”. If EVERYONE is giving something away for free, it has no value!

Reason Two – What if I told you, “Sign up for my stuff and you can have a free PDQ!” Said in a chirpy voice or not, you probably have NO idea what that is because I just made it up. Many homeowners do not know what CMA stands for and so you are just spinning your wheels.

Reason Three – Realtor Marketing has moved on! There are scads of things that you could give them like a free moving guide, a free relocation guide, a free “thanks for listing with me” pack of coupons from local moving companies, organizers and the like. I KNOW, it is easy to do a CMA for them, that is why you are offering it. If your offer is easy and everyone is doing it, it has no value!

Reason Four – If you have to give a CMA away, why not call it something that people actually want like; “Spy On Your Neighbors, Find Out What Their Homes Are Worth”, OR “Get Monthly Updates On What The Homes In Your Neighborhood Sold For” OR “How Much Could You Sell For TODAY? Your Home May Be Worth More (or Less) Thank You Think!” All of those are something that homeowners might actually care about! You have to know that they cannot extrapolate your acronym (CMA) to what it actually does.

Final Reason – It makes you look lame. With just a few of the agents in your marketplace offering something better, your little “Get A Free CMA” offer looks worse than doing nothing at all! Now, I am not saying you have spend a fortune or have a fancy gimmick (one of my favorite examples is the agent in Florida who has separated himself from the competition by planting a flat of flowers around his sign posts to make them look less icky on the high end properties he lists).

With a good portion of the population thinking that Realtors are akin to used car salesmen (there are over 4 MILLION results when you search “used car salesmen realtors”), hearing “get a free CMA!” sounds just like “nobody beats a dealing doug deal, nobody!”

I LOVE Realtors, Heck I AM A Realtor

Real estate agent selling tips [Ebook]Now this may sound a bit harsh but I am just telling you for your own good! My besty is a Realtor and it is what I tell her, another besty is a Realtor too, same song and dance. Having a powerful message and offer that you can explain to potential clients is vital. Getting prospective sellers onto your realtor marketing list is vital. Looking like all the other agents out there is the LAST thing you should do!

Stop following the pack, stop offering a Free CMA and start doing REAL MARKETING! If you want some help with your plan, please check out our one-hour marketing consult for realtors….definitely $497 well spent!

Realtor Marketing – What Should Be On Your Real Estate Website

Realtor Marketing – What Should Be On Your Real Estate Website

Oh my friends doing Realtor Marketing…you are killing me! I have talked to literally hundreds of Realtors about their marketing and there are just some super-weird things that drive me nuts about you (the collective you, not you personally…:) The biggest thing to me is your internet presence and what should be on your real estate website!

Generally I try to tell you things that you should do in no particular order, but for this one, I am going to break it down from most important to least important…

5 Things You MUST Have On Your Real Estate Website

  1. Somewhere for them to sign up to your email list
  2. An intro video of you talking
  3. An about us page that talks about how you help them (NOT about how you are great at playing guitars or any you, you, you at all really)
  4. Customer testimonials (bonus points if they are video testimonials)
  5. Neighborhoods that you farm

But wait, where is the MLS search? Don’t I have to have an MLS search?

Yesterday I was talking with an agent and she was working on her site. She had spent a good deal of time and money to get it up and running and was considering whether to hire us (who do realtor marketing) or to hire a company that could integrate her database with her MLS search. In talking with her, I found out that she had between 50 and 75 searches a month on her MLS search. Sigh.

Having a back end system to track 50 searches a month will not add anything to her bottom line. And according to the latest numbers, Realtor.com gets 20 MILLION unique visitors a month, Zillow.com has had as high as 30 MILLION visitors a month, and Trulia.com gets about 22 million visitors a month. Homebuyers are NOT generally going onto Realtor websites to search for homes.

Another thing that chaps my hide is that most agents who are building big websites are listing agents (we all know that the money is with the listings). These agents say they want to get more listings but have a huge search box on their front page, prospecting for…wait for it…buyers! Ack.

So yes, I say that having an MLS search embedded on the home page of your website is a waste of time and money and is about number 25 on my top things a real estate website needs to have. Now that we have that out of the way, back to our regularly scheduled program…

What you SHOULD have on your real estate website >> Somewhere for them to sign up to your email list

This is the whole enchilada! Going to all the trouble to get someone to your website and then not having an amazing offer for them to sign up for is just silly. You should have a relocation guide, or a report like 5 Ways To Sell Your Home Fast, or (if you are prospecting for FBSOs) 7 Secrets FSBOs Don’t Know That Realtors Do!

Any of these amazing offers will compel someone to give you their email address and thus give you the chance to market to them forever. Want more about this? Check out post:

Realtor Marketing – Should You Use WiseAgent, Top Producer or InfusionSoft?

Next up – An intro video of you talking

Having an intro video is vital to getting another human to like you. Human beings are genetically predisposed to wanting that connection and you can accomplish that with a video of you talking. One of our clients HATES seeing herself on video, but got over it fast when she started getting commission checks! Check out the Irish Realtor and her amazing video intro

As you can tell, it is not perfect, she is squinty, BUT she is expressly telling people that they can call her! That is so impactful in this world on online-only communications!

An about us page that talks about how you help THEM

I follow an ad guy who talks about NOT we, we, weeing all over your site visitors. Back in the day, I went to a Hobbs Herder event and they were selling 10K packages to brand Realtors. You would tell them what you like and they would develop a whole marketing plan based on you and your interests. One guy liked playing the guitar and another liked his dog. Sigh.

How much time would you have to spend reading about how your accountant’s childhood or his love of fast cars and loose women? I jest, but think about it. When you are a hiring a professional to work for you, you want to know what they can do for you. Yes, you might like to know that they graduated from Harvard or that they have been in business for 20 years, but those are one liners to find out AFTER you have decided to work with them.

Your website should be all about THEM and how you can help them sell or buy a house. Why your processes and practices mean that they will have a smooth, stress free closing and that it will not consume their life.

Customer testimonials

The internet is full of liars and we know that anyone can write anything they want on the internet. That said, we still appreciate knowing what other people think and this is why testimonials are so powerful to marketing. Just knowing that someone else who worked with you and had a good experience is enough to tip the scales and get them to pick up the phone.

Now, let’s get back to the, anybody can write anything on the internet. What about if your testimonials were videos? Real people talking about how you helped them to get their dream house or sell their home fast and for top dollar. How you held their hand or were supremely professional. These types of testimonials are more powerful than anything you say, ever.

One of our clients uses his Zillow Testimonials on every page of his site. This third party endorsement helps this Tampa Bay Realtor show that working with his team is easy and productive.

Neighborhoods that you farm

Last but certainly not least is having specific pages about each area that you farm. Think about it, if someone is looking for Denver Real Estate, they are probably just at the early stages of their hunt. Drill down to a suburb like Westminster and they are getting warmer, BUT when they hit the subdivision level, they are ready to buy or sell.

These people are the cream of the crop and you should have a page just for them, with a video and possibly a number of pictures of that subdivision so they can feel like they landed in the right place.


I could go on all day about realtor marketing and what you should have on your real estate website. I KNOW, some of these things are so ingrained in the Realtor community that my ideas may seem shocking or even crazy, but just think about it before you slip back into, “but everybody does it that way”. If everybody is doing something, sometimes stepping out of the box helps you to reap great rewards!

Realtor Marketing – Should You Use WiseAgent, Top Producer or InfusionSoft?

Realtor Marketing – Should You Use WiseAgent, Top Producer or InfusionSoft?So today’s post is for my bestie, the fabulous Deb Ward (send her all your referrals for the Tampa Bay area because she lets me call her out to your benefit!)

So you are just getting into real estate or your are thinking about changing your real estate database over to something new. You have heard at conferences and from your broker that the best two on the market for realtors are WiseAgent and Top Producer so you figure they will be good enough. Sigh…

So what is so wrong with using a realtor database instead of a “real”, internet marketing database like InfusionSoft, iContact, Office Auto Pilot or any of the others out there on the market? Here is my take at 40,000 feet (read first and then watch the video)

1. Realtors have been told for eons that they need a realtor solution. They like marketing tools specifically made for realtors without looking around at their fellow realtors. These tools are made for the lowest common denominator, the agent who can barely work her cell phone and who is using the company website. Some of these dears are AMAZINGLY successful, but they are not exactly cutting edge on the technology front!

2. Having your listing process or closing tasks embedded in your real estate database might be a good idea, but most of the realtors I have talked to lately are using a third party closer or are using a system embedded in their broker site or MLS. The last thing you want is to have all your closing tasks in your marketing database (in my opinion). Your marketing database is bring in leads, lots of them, and then nurture them until they become real prospects.

3. Having a database that is a marketing database instead of a realtor database means that you will have actual tools for prospecting, building your website, collecting leads, sending autoresponders and generally doing real marketing instead of just tired old drip campaigns that annoy your prospects.

4. If you are primarily a listing agent, why the heck do you make the main focus of your website data capturing buyers likes and dislikes?

So finally to realtor marketing databases….

Deb is currently using WiseAgent and there are some good things in there for realtors…but darn it, I don’t care about realtor stuff, because she is my friend, I care about her getting more real leads, having more closings and making more money. That’s it. I don’t sugar coat it with her and so I am going to give you the real deal info too!

You need to start internet marketing right now! You need to have programs and campaigns specifically designed to prospect for people that you want to work with. If you are working with buyers, you need to make sure that you marketing is geared to fulfilling their needs, sellers need something different and you want to make sure to satisfy that too!

Some examples for buyers include… free relocation guides for buyers, a native’s tour of your town, top restaurants in the area, subdivision info, etc.

Some examples for sellers include… tips for home staging, honest talk about pricing, a checklist of what to get fixed BEFORE you list your house, etc. (ohohoh thought of another one! how to list your house so that you get cash offers instead of having to deal with Jumbo loans)

Do you see a theme here? If EVERY OTHER REAL ESTATE WEBSITE in the world has listings or heaven forbid an offer for a free CMA and you have real information that would actually help them, who do you think is going to get that phone call to come list me….:)

So what are we going to start with? A FSBO email marketing autoresponder. The FSBO signs up to get tips and tricks on how to be a better seller and Deb gets the chance to start a relationship with them without having to lift a finger!!! (find out how to do a campaign like this yourself at Tools for Realtors – there is an opt in form on the right)

So what are the steps?

1. Make a series of videos (as you can see in the free course, we didn’t go high tech here…just good solid info from Deb!)
2. Set up a web form to capture data (in the video below) and then
3. set up the email followups

That is it! I KNOW the first time you see this it seems like it is SO many steps but never fear, the first time you do anything it is hard, after that you do a system and then just start banging them out.

this is recorded in real time….:)

So, to wrap up. Your website should be made to do just one thing, capture leads from people who want to work with YOU (not just buy houses). You need a database that has internet marketing capabilities (I recommend InfusionSoft because of the ease of use and that handy dandy campaign builder), then you need to do some follow up emails, ensuring you stay top of mind when they are looking for a real estate agent to hire!

(that IS an affiliate link for InfusionSoft! I SO love them…:)

Resources from this post!

How To Set Up A FSBO Email Campaign – Tools For Realtors
Come To Clearwater – Clearwater and St. Pete Real Estate
Raj Qsar – Orange County Real Estate
Smart Passive Income Blog
Perry Marshall Adwords
Chris Brogan
InfusionSoft Database for Realtor Marketing


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FREE Realtor Marketing Event Tampa Bay – Pinterest Marketing

Free Realtor Marketing Event Tampa Bay - Pinterest Join us for this FREE Realtor Marketing Event, where you will learn the ins and outs of Pinterest Marketing from Tara Jacobsen, Marketing Speaker and realtor marketing expert!

(just FYI – while this is a Realtor Marketing Event, anyone is welcome! we will be covering A LOT of information that would be relevant to anyone doing Pinterest Marketing!)

Some of the things we will cover in this event are:

  • Why do you need ANOTHER social media network
  • How do you do Pinterest for BUSINESS?
  • How to use Pinterest to drive traffic to your website
  • How to make and name boards
  • Why SEO (search engine optimization) is so important
  • What to pin
  • The top mistakes businesses make on Pinterest
  • And more!!!

Sign Me Up!

I need to know a little more first…:)

Okay, now that I know you are at least a little intrigued, also know that we will be covering strategy, developing a real plan for how to use this new social media network so it benefits you and your business. Not a canned speech, you will walk out the door knowing what to do going forward.

There will be A LOT of audience participation, meaning you will find out how to market your business effectively on Pinterest and we will all gain great ideas from working together.


November 15th

The Safety Harbor Resort and Spa
105 N. Bayshore Dr.
Safety Harbor, FL 34695

Sign up!

Realtor Marketing – FSBO or Expired YouTube Campaign

Realtor marketing has many different aspects and doing YouTube videos can seem overwhelming, but learning the ins and outs of doing basic, basic videos is SO worth your time! In this post we will talk about how to set up a FSBO YouTube Campaign!

Overview of a FSBO and Expired Marketing Campaign

When you are doing a FSBO and Expired marketing campaign, you are going to work the homeowner through a series of steps until they are dying to list their home with you because of all the great information that you have given them.

  • FSBO and Expired Marketing Campaign Step 1 – Go on the Preview appointment. For those of you who are just getting your feet wet with FSBOs, this means that you ask them to view their home to put into your database of potential properties for sale that are not currently listed with the MLS (either because they are For Sale By Owner or Expired). This meeting should not take more than about 15 minutes.
  • Drip on them until they list with you! – So, just two steps? That’s right! After you have the face-to-face meeting, you should be calling, emailing or popping by to see them every couple of days. The easiest way to get “face-to-face” is with a YouTube video, which leads us to:

FSBO or Expired YouTube Campaign

Deborah Ward, Keller Williams Clearwater Realtor, was kind enough to share her FSBO and Expired Follow Up Video Campaign with our real estate marketing students, although we do have step one laid out for you here!

Follow Up Letter Number 1

Dear XXX,

Thank you for meeting with me to tour you home! Because we work with buyers also, it always good to know ALL the home available in the marketplace, not just the ones listed in the MLS.

One of the things in this market that makes a huge difference in how quickly you home sells is price, I KNOW, that is what everyone says! Unfortunately they say it because it is true and as we talked about, I am always going to tell you straight, not sugar coat it to make to you list with me!

One of the things that we offer during our listing presentation is a comprehensive CMA (Comparative Market Analysis) that will show you what homes are on the market competing WITH you and which homes BEAT you by being sold before yours. If you would like to make an “official” listing appointment, please give me a call and I will get you on calendar for next week!

Thanks so much, Deborah

Deborah Ward


Technical Bits Of Doing A FSBO or Expired YouTube Campaign

  • The first thing you want to do is make a follow up video series (Deborah has 4 messages that she sends out). You can use your cell phone to make these.
  • Upload your video to YouTube.
  • Set up your autoresponder program to send out your videos every two or three days! If you are using Top Producer, that will be an action plan, if you are using gmail, you are going to have to remember to send them BUT it is so worth your time!

I KNOW, it sounds too easy to be true, but that is it! If your email program allows HTML, you can embed the video, if not, put a link to it and you are done!

Unfriending Your Real Estate Clients – Realtor Marketing

Realtor Marketing - Unfriending Your Real Estate Clients

Realtor marketing question – should you be unfriending your real estate clients on Facebook? This week we got A LOT of questions asking about a post that one person had written, suggesting that if you have friends on Facebook you could be, scary music sounds go here, ruining your real estate career and putting your license at danger of being revoked.

First off, I hear a “sky is falling” thing EVERY day. Earlier this week was that Realtors should stop using Facebook as a lead generating tool, talk to people who they like, are a client or might be a client.

On Wednesday I got a frantic call from another client who said, “DID I KNOW THAT THERE WAS A FACEBOOK PHONEBOOK AND THAT EVERYONE’S NUMBER IS LIKE PUBLIC?!?!?!” I did know that and so what. If you are in business in general, your number is on your website, on your business cards, in your ads and generally available for, huh, people to call you. If you are a Realtor, your number is generally in eight inch high numbers on each of your yard signs.

So let’s address this new “calamity”. Per Facebook’s terms of service, “You will not post anyone’s identification documents or sensitive financial information on Facebook.” There. If you are a Realtor, do not post identification documents or sensitive financial information on Facebook. This will protect you from violating your terms of Facebook service.

Here is one person’s opinion that got everyone in an uproar:

For example, what are your obligations in terms of protecting your clients’ private information? Do you need a disclosure that says that if a client becomes your Facebook friend that Facebook may distribute their contact information including their cell phone number to third-party advertisers? Could you be sued for violating client confidentiality?

The bottom line here is that if you are doing a transaction with a Facebook friend, the smart move may be to unfriend your clients immediately. For friends who do become your clients, the moment you enter into an agency relationship, you may need to remove that relationship from Facebook as well.

If your clients ask about your decision, explain to them that you are concerned about protecting their privacy and that you will be communicating with them either through a transaction tracking platform, e-mail, phone or text messaging. http://lowes.inman.com/inmaninf/lowes/news/137520

BIG DISCLAIMER – you are a grown up, if you agree with this writer and want to unfriend all of your clients, do that. If you read my opinion below, you lose the ability to sue me for saying what I believe, should you do something stupid and lose your license.

So what does that mean to Realtor Marketing on Facebook. Nothing. If you are a normal agent, you have clients on your Facebook and you talk to them about your dog, the weather, showings you have done, listings that are neat, etc. THEY know that per the terms of service they should not post sensitive financial information on the Facebook and I am sure YOU know that you would not be putting their closing updates on their wall for the world to see. Additionally, THEY have posted whatever contact information that is relevant to them on THEIR page and you do not have any control over that.

Like everything else in life, this requires a little common sense. I would not post updates to their file on Facebook, I would send them an email or use a transaction software. If we are negotiating a contract I would not post it on Facebook, I would give them a call or send them a PDF.

I see things come through on Facebook every day. Yesterday one of our client’s client posted that he wanted an update on the showings on his house. Since the client instigated it online IN PUBLIC, the agent could have answered, but I wouldn’t do it there. I would say something like, “hey I will shoot you an email with an update” and get on with my day.

Facebook for realtor marketing is like everything else in life, have a little common sense and you will be fine!

Realtor Marketing | Real Estate Email Newsletters

Realtor marketing is a funny thing, especially real estate email newsletters. I get hundreds of email newsletters from agents every year and most of them are WAY off the mark as far as good marketing practices and just plain old sales techniques.

Realtor Marketing - Real Estate Email NewslettersToday we are going to tear up Danielle Sharp’s email newsletter! She is a fabulous Cape Coral Short Sale Realtor, but not such a great email marketer (AND she has a thick skin so her feelings will not get hurt!)

Basically Danielle is doing everything wrong from her subject line, to content to delivery method and we are going to go over all that and make sure you know WHY they are all wrong and WHAT to do to make them better!

Real Estate Email Newsletter Subject Lines

As you can see from the picture, the subject line of the email was “newsletter”. Now that is factually correct, but doesn’t really give me a reason to open it other than that I like Danielle and am on her list. I have seen other subject lines such as “Monthly News From The Irish Realtor” or “Jason Lee’s Financial Newsletter”. Each month (or week) the same email subject line. Yawn.

What happens when you send the same email month after month, your readers get fatigue and stop being excited to read what you wrote. So what are some good email subject lines?

  • Check out these “SPOOKTACULAR” properties – Lori Crawford, Trinity Realtor, has a sense of humor and sends out the best real estate newsletter email subject lines. She reports that people email her back with funny comments and she has even had showings because people looked at her listings, imagine that!
  • Pinellas Home Prices Take A Nosedive, What is the market coming to? – we are going to talk later about market statistics BUT if you lived in that county, town or subdivision, wouldn’t you be interested in knowing what that is all about? You could add a “call me for a free CMA” to get even more out of the news!
  • Want to know how many homes sold in Denver last month?
  • 3 Things You MUST Do Before Putting Your Home On The Market
  • Top 5 Things That Most Buyers Miss In A Home Inspection

You get the drift. All of these headlines are a REASON for me to want to open the real estate email newsletter BEYOND the fact that I like the agent. Using these kinds of teasers will increase your open rates and make doing that newsletter less boring because you know that people will be reading.

Real Estate Email Newsletter Mailing Companies

Real estate agent selling tips [Ebook]Most Realtors want to use what is easy to send their newsletters, whether it is effective or not. Database companies like Top Producer, Wise Agent and MyRedTools are not set up to be email newsletter distributors. Their skills lie in being REALLY good contact databases. If you are going to take the time to write a great email newsletter I STRONGLY recommend that you pick a true email company like Mail Chimp to do your mailing.

Their ONLY job is to send email newsletters and they are very good at it. They make sure that they stay off of blacklists and that your messages will get delivered. Now, it does mean another $20-ish going out a month BUT that is just a cost of doing business. Trying to jury-rig something that is good enough is a waste of time and energy if the emails never get delivered.

Additionally, they send out HTML emails (the pretty ones that open up right in your email client). Danielle resorted to sending a PDF of her newsletter. Now I don’t know about you but I have heard HUNDREDS of times not to open up attachments, so she might lose some people there. I also am super busy and tend to just glance at a message to see if it would be something I would want to read, she would lose those people also as they probably don’t have to time to download and open a PDF (if there is anyone reading this who is NOT super busy I have some work that I would like to offload on you!).

Real Estate Email Newsletter Content

This is a HUGE bone of contention for me! Realtors LOVE to send out recipes, health tips and other such fluff in their email newsletters and I contend that they should stick to real estate and home related topics because they are not chefs or Martha Stewart. Danielle said that she was still going to have a section for fun stuff she found that was not real estate related – can’t win them all!

So what should you talk about in your newsletters?

  • Market statistics – EVERY MLS on the planet publishes last months market statistics. How many homes sold, how many condos, what the median price was, etc. Make a nice format for these types of things and then send them monthly with a little overview from you about what they all mean. You can talk about seasonality to sales, absorption rate, all the things that you know and never let the world hear!
  • FAQs – Your email sent mail folder is FULL of questions that you have answered for prospective sellers and buyers. Include the question and answer to one of these a month.
  • Featured Clients – People love to read about other people! Write a case study about that first time homebuyer you just closed or the short sale couple you helped. This is called social proof and makes people want to work with YOU rather than all the other agents who send newsletters.
  • Articles about the national real estate market
  • Articles about the mortgage market – you can even get your mortgage guy or gal to help with some of the content!
  • Home Inspection Tips
  • Staging Tips

There are literally HUNDREDS of things that you can mail out. Oh, oh, oh, if you have a blog, why not post a blurb about recent posts with a link to the article. Drive to web baby! AND if you have Facebook, Twitter and YouTube, links to those go in the template of the email also.

There you have it, my rant about real estate email newsletters! If you have any good suggestions, let me know, if this sounds like too much work and want us to do it for you, check out our Realtor Marketing Services page!

Disclaimer – there IS an affiliate link to constant contact and a couple of gratuitous links to realtors I think are doing a good job!

Real Estate Marketing To A Farm Area

Real Estate Marketing To A Farm - Realtor MarketingReal estate marketing to a farm area means that you are picking out a geographic location such as a subdivision or a small town and focusing on making a name for yourself in that area, becoming the defacto Realtor of choice.

I would like to say from the start that I am PRO farming as a part of your real estate marketing efforts! Having a farm is a way to lay claim to an area which you become EXTREMELY familiar with and which becomes easier to service because of economies of scale!

How To Pick A Farm Area

This is a tricky one! If there is a super high end subdivision in your area, it would seem like that would be a farm area of choice for the aggressive Realtor. Couple of things to consider there though:

  1. How many homes sell per year in that farm area
  2. Can you afford the higher costs you will incur to sell million or multi-million dollar properties?

My trick was always to pick a subdivision with a high turnover rate that was in the high first time homebuyer or low move-up buyer price range. Targeting this price point will assure that you will have a ready, willing and able pool of buyers to purchase all those listings you get!

Economies of Scale With A Farm

I briefly touched on this, BUT there are HUGE economies of scale when you have a farm area. Here are a few that come to mind:

  • You can service all your brochure boxes at once (yes in a farm you want to have a brochure box so that all those lovely neighbors can see your name in print!)
  • You can organize neighborhood open houses with your own listings
  • You can stop by and see sellers with one drive
  • When advertising, they will all be able to go into the same types of publications
  • You can cross sell your other listings when getting buyer calls
  • If you pay to have flyers distributed, you are only looking at one route
  • You can develop email and mailing lists to that one area and save the cost of purchasing them
  • You will know all the problems and benefits of the community (for example, one area that I worked had dysfunctional gas tanks in the ground that HAD to be removed prior to the sale. It was MUCH cheaper and less stressful to tell the sellers that BEFORE we listed the house rather than when under contract!)

Effective Real Estate Marketing To A Farm

There are many things that you can do when marketing to your farm, some more effective than others either monetarily or time-wise. I am sure to catch flack for where I put some of these but here are my suggestions!

  • Sending just listed or just solds – NOT just for your farm area but include your farm in EVERY mailing you send. This will let them know that you are an active agent!
  • Neighborhood Newsletter – it is VERY easy to get the mailing lists for homeowners. Some MLSs provide tax records or if not you can buy them from a list broker. Remember that you want to get the OWNERS for listings and the RENTERS for buyers!
  • Brochure Box Flyers – I HATED brochure boxes, they were always empty and the most likely to trip me up, BUT they are great for branding yourself with neighbors! Make sure to list all your other homes for sale in your farm on the back so that you can cross-promote them all.
  • Open Houses – Make sure to do LOTS of open houses in your farm area. This is a way to meet the neighbors and to get their contact information. Tell them that you have a great email neighborhood newsletter and get their email address! Once you have a bunch of emails you can send your hard copy newsletter quarterly and the email newsletter on the off months.
  • Farm Signs – If you Realtor Association allows it, brand yourself as the neighborhood expert with sign riders or custom signs right for that area. You can call yourself the neighborhood expert BEFORE you are, there are no “expert” police!
  • Special Features – Let your farm know that you are willing to let them know BEFORE homes in the area go on the market. They might not buy but they will appreciate knowing what is going on (neighbors ARE nosy!)
  • Neighborhood Videos – Get a flip camera and drive around your neighborhood, recording interesting details. These videos can be posted on youtube.com, Twitter, Facebook and your blog.

Time Wasting, Soul Sucking Real Estate Marketing To A Farm

  • Setting up a community page on the Facebook – This is one I hear A LOT! The thinking is that you are going set up a community page and then the people who live there will flock to it and you will be able to market to them. First, once you get them to join your page, you cannot get their emails out of Facebook to add them to your “real” mailing list. Second, you have to know them BEFORE you can invite them to your page so why not make them a “friend” on Facebook and get them to “like” you regular business page. This sounds like A LOT of work for very little reward!
  • Sending Calendars, Magnets and Stickers – Ask any big-dog listing agent how many listing agreements they have signed with other agents calendar magnets hanging on the fridgie right behind them! They will tell you a lot! I firmly believe that Realtors should send real estate marketing pieces like market statistics and neighborhood news, NOT calendars, recipes or stickers.
  • Setting Up Neighborhood Yard Sales – ALL my KW friends like this idea! Hold a neighborhood yard sale for the homeowners and they will list their house with you…sigh…not sure I get the connection! The time taken organizing that sale could be used to door knock, do open houses, lick and stick postcards, any number of things. For heavens sake, you are a Realtor NOT an event planner!

Okay, let me have it! If you are a Realtor with real estate marketing ideas that I missed, please let me know! If you pet real estate marketing project got shot down and you have had great success using it recently, post a comment and let me know!


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  • What Is A Farm, Choosing a Farm & Farming For Sellers
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Realtor Marketing – Realtor Videos and YouTube

Realtor Videos are one area that I see agents missing the boat on. It amazes me that there are these FABULOUS opportunities out there to get traffic to your website or blog and so many agents are not capitalizing on this opportunity.

Realtor Marketing Realtor VideosI think that one of the reasons that Realtors do not make videos is that they do not want to be on camera. This is an easy peasy one, very few people want to “see” you. They are looking for information about an area or a house, not for the smiling face of the Realtor. Additionally, our voice always sounds funny when we are not hearing it inside of our head. This one you are just going to have to get over, remember that what you are hearing on the video sounds like what everyone else hears all of the time!

Some Suggested Realtor Videos That You Can Put On YouTube

Realtor Videos Of Your Farm Or Target Market Area

There are GREAT opportunities to drive around and take videos of your farm area. Make sure that you talk about the subdivision name, what kinds of housing there is (single family, condos, villas), and what amenities are offered. Here are two great Realtor Videos of their farm areas:

What you will notice about each of these is that they are not perfect BUT you get a flavor of the area, you get to see the neighborhood AND you get to “meet” the Realtor! These realtor marketing videos were placed on YouTube and then embedded on the agent’s blog!

Realtor Videos Of Your Listings

What if you could show how great your new listing is? Well you can! Follow Deborah Ward of Deborah Ward and Associates around her Placido Bayou home for sale in St. Petersburg, FL.

What you will notice about this is that she is not pumping up herself, she is simply showing you around a property, BUT by SEOing the YouTube Video and the blog post, we can help her rank higher for the search term “St. Petersburg Waterfront Pool Home”!

Some other Realtor Video Marketing Ideas

  • Get testimonials from your past clients – hit them at the closing table when they are happiest!
  • Introduce yourself or your team members
  • Show off area attractions, making sure to include real estate related keywords
  • Make videos to send to buyer prospects and post them on YouTube

Basically there is ABSOLUTELY no down side to making your own Realtor Videos, just grab a Flip Camera or your iPhone and start shooting!

Realtor Marketing – Realtor Newsletter Ideas

Realtor Marketing - Real Estate Newsletter Ideas

Because I help so many Realtors with their marketing efforts, I KNOW that generating a monthly newsletter can seem like an overwhelming task. Here are my best Realtor Newsletter Ideas, in no particular order.

Realtor Newsletter Ideas

Your Real Estate Newsletter should be a tool to talk with current, past and potential real estate clients. It is actually amazing that we can send an email or two a month and let everyone know we care and are thinking about them or to mail a newsletter into an entire neighborhood and in one fell swoop let everyone know you are a neighborhood expert.

Your Realtor Newsletter should contain:

  • Market statistics – If you are doing a market area it is fine to use MLS wide statistics. If you are farming a neighborhood, it would be best to chunk it down to just that area. You should also be sure to explain confusing terms like “absorption rate” in easy to understand english. A 10% absorption rate means that only 1 out of 10 homes are selling each month.
  • Listings – You should have listing ads in your newsletter. These should be listings be similar in price to the area you are mailing to OR a good move up price OR show that you are a luxury lister. If you do not have your own types of these listings, ask someone in your office if you can “borrow” theirs. Few listings agents will say that you cannot help to market one of their properties.
  • An informative article – This is a big one in addition to statistics for making your readers feel they got a value for their time. It can be about current local market trends, national real estate news, home related items like preparing for winter, what hurricane season means to your insurance needs or even house care tips.
  • A picture of the agent – This is one place that you can have something like a “Lori’s Corner” and get your face out there.
  • An article or ads from an outside vendor – Per RESPA you cannot charge for space in your newsletter BUT you can get compensated for the exact amount of space they use on a print document. So you could feature a mortgage lender on one panel of a three panel piece and charge him one-sixth of the total cost of the mailing. Make sure you take into account all the costs of the newsletter including labor time to put it together, time to copy and prepare it, copier costs, postage, cost of the list if you have to buy it, etc. To make it even more on the up and up, I had him make the check out to USPS to purchase postage, rather than having it made out to me. Covered us both business wise!

A database of clients is an invaluable tool for printing labels or sending emails. If you are using Top Producer or Wise Agent then you have the ability to generate lists of physical or email addresses. Not only did I email my newsletter to my database, at least 4 times a year I would mail them a hard copy version. Over 5 years after leaving the business, I would bet that some of them are still floating around in desk drawers!

Realtor Marketing Logos – Does It Have To Have A House?

Realtor Marketing Logos - Does It Have To Have A House

Realtor marketing logos are a big deal in my world! I work with many Realtors and generally we start the branding process with a logo for the agent. The first question I get is…does it have to be a house?

Starting out as a Realtor or even re-branding yourself in this new real estate market is always a challenge. When you are setting up your marketing plan, the most important thing you need to have in place is your logo. It determines the colors and theme of the rest of your materials. With that in mind, I thought I would show you some of our realtor clients’ logos and what the thinking was behind the design.

Does it have to be house?

I truly believe you should say EXACTLY what you are selling! It is all well and good to set up an elaborate branding campaign if you are a multi-million dollar company blowing into a new area, but for most small business owners, those marketing numbers are out of reach. For realtor marketing I am divided between two schools of thought…

    • If you are going to be doing a lot of realtor marketing and have a plan for how that is going to be implemented, you can make your logo any old thing you want!
    • If you are going to be using your logo on letterhead and maybe on a sign, then it would be best to stick to something that is recognizable as a house so that people who see it can immediately associate it with real estate.


Realtor Marketing Non House Logo Examples

Realtor Marketing Logos Lori CrawfordOne of my personal realtor logo favorites is Lori Crawford, Trinity FL Real Estate Agent. Lori came to us knowing that she liked sand dollars and that this was the icon that she would like to have for her logo. She has ROCKED the marketing using her logo on everything from wine bottles to yard signs. The classic fonts and colors that we used for Lori make this a traditional logo that will serve her well in the upscale farm area that she works!

Realtor Marketing Logo Grimes Home TeamAnother neat realtor logo was done for Garrett Grimes, of the Grimes Home Team. Garrett is very active in his kids sports, especial baseball. We played off of that look with a Grimes Home Team logo. This double entendre lets people know that Garret is a Realtor AND supports the home team. The teal color with white and black were favorites of this busy agent.

Realtor Marketing Logos Come To ClearwaterCome To Clearwater was the name of my website when I was a Realtor in Clearwater, FL. OF COURSE this is my favorite real estate logo of all times. I liked the combination of a road to represent the “come” part paired with the beach and sunshine of Florida. The blue and gold combo is a popular color choice which is contemporary and up-to-date.

Realtor Marketing House Logo Examples

Realtor Marketing Logo Donna HastingsThe Donna Hastings Team was looking for a logo which would be simple but still show her real estate roots PLUS a tropical look and feel. Notice how the gold color paired with black instead of blue makes a tremendous difference in the feeling of the logo. Donna wanted a clean look which would go well with her high end marketing materials.

Realtor Marketing Logos Palm Harbor Real EstateThis is one of my favorites! Palm Harbor Waterfront Specialist, Julia Fishel, was looking for something with a house AND an immediate visual that showed her commitment to selling beach and waterfront properties. The fresh sunshiney colors are a great combination and one that we have used in many of her marketing pieces!

Realtor Marketing Text Only Logo Examples

Realtor Marketing Logos Denver Realty and RentalsFinally, you can have a Realtor Marketing logo which only is text. Denver Realtor, Tena D. wanted to use her company name as her logo. Denver Realty and Rentals is a great example of simplicity and fun, with the classic color combination of black and red which works well with the black and white photography that we use in her marketing pieces.

Realtor Marketing Funny Realtor Postcards

Realtor Marketing - Funny Realtor Postcards

Realtor marketing is generally a serious thing. That having been said, if you have the right personality, funny realtor postcards can be a great advertising tool!

When I was Realtor, I frequently used humor to make connections with my clients, prospects, sphere and farms. While I did not use comical sales verbiage often, when I did I got an overwhelmingly positive response! While this is primarily about postcards, the ideas that are here will work for door hangers, popby cards and even t-shirts or notecards.

When do funny realtor postcards work?

Funny Realtor PostcardsI have known some really serious realtors who would not dream of leaving their homes without their power suites, pumps and hairspray firmly in place. They fly through the day, decreeing things and are generally not all that fun-loving. Funny realtor postcards are probably not even on their radar.

Now me, I am the self proclaimed queen of corn and find any and all puns funny. The picture above with the saying “it is fang-tastic” always makes me smile – fang-tastic, get it?!?!?! Okay, back to serious realtor marketing then. So, long story short, if you are funny in real life then marketing based on puns, plays on words or funny pictures could work for you.

What types of headlines work?

There are numerous sales channels that you can use for funny realtor postcards including buyers, farming, holidays and more. Here are some ideas to get you started. If you have some more that I missed, please leave them in the comments!

  • Buyers – Looking for a new pad – pair with a frog picture
  • Buyers – Why the long face – Having trouble finding a great house? – pair with a horse face
  • Sphere – Help me CLEAN UP in real estate and enjoy this soap from Sister Agnes – we used this one to when we commissioned little soaps to give as popbys at Christmas time
  • Sphere – I will SPRING into action as soon as I get your referral…if you know anybody that is looking to buy or sell a home, please let me know!
  • Sphere – Don’t fall for any old agent, get the best – with pictures of leaves
  • Farm – Would you be my, could you be my, won’t you be my neighbor! – let them know you work their neighborhood
  • Farm – Isn’t it time to find out what your home is worth? – with a clock picture
  • Investors – Jump into the real estate market – with a diving picture
  • Fall – Real estate is kicking off the third quarter in sales, there is no better time to get back in the game. Winning interest rates, wide open inventory all add up to a touchdown for the “home” team!


Get the book!

Real Estate Marketing To A Farm EbookHow To Find, Grow & Reap The Benefits of a Geographic Farm…Find out tips and strategies to cultivate a successful real estate farm area. While researching for this title, we were surprised to discover how little real information there is out there about how to farm a neighborhood.

Included Topics:

  • What Is A Farm, Choosing a Farm & Farming For Sellers
  • Newsletters, Postcards, & Brochure Boxes
  • Website, Video, Email, & Social Media
  • Open Houses & Door Knocking
  • Creative Farming Ideas

Looking to take your real estate marketing to the next level? Start here

Realtor Marketing Is Social Media Necessary

Realtor marketing has come a long way from carrying around a huge listing book on your buyer appointments. BUT is all of the new realtor marketing hype important and is social media REALLY necessary.

Realtor marketing social mediaIf you listen to the hype, every agent must now spend as much time marketing as I do (and I am a full time marketer!) They must be blogging, tweeting, friending, getting on foursquare, emailing and more every day. Well, in the interest of letting you guys off the hook, that is not true!

Let’s take a reality check and talk about what you really must do to accomplish your profession…write contracts, show houses, attend listing appointments, attend closings. That sound about right? I have been a Realtor so I know what it takes to make money and not one of those things involve learning new technologies.

The sound of silence I am hearing from my fellow Realtor Marketing experts is overwhelming and if you are a realtor who wants to convince yourself that you are okay with not ever marketing again, stop here and you can feel vindicated.

The wonderful San Diego Realtor, Kris Berg, wrote an article today about whether social media marketing is bad business for Realtors. I agree with most of what she said BUT have a different viewpoint of the success.

I have talked to Realtors this month who have gotten listings through postcards, had come list me’s because of a blog post and one who does about 98 percent of her lead generating through blogging. I DO think that marketing works and that any agent who wants to stick their head in the sand and rely solely on prospecting or calling their sphere is a little naive.

That having been said, if you are a Realtor I think you fall into 3 different categories…let me know what you guys think!

  • New Realtors or Realtors in transition in this new market – If you do not have a bunch of listings or buyers in the car, your ONLY full time job as a Realtor is to get more of one or the other. I have seen agents who do not currently have a buyer and only have a couple of listings tell me they are working full time – doing what? If you have more time than money it is SO worth your time to learn how to use all of the social networks, set up your blog, mack out your company site, set up your emails, and generally get your house in order. I suggest doing this at open houses where you COULD get a client but that is up to you.
  • Seasoned agents or Technophobes with no clients or computer skills – In this day and age, if you refuse to learn the computer, you are falling further behind every day. It is not cute to see an agent who cannot even check her email or send a pdf for signatures. Today’s savvy buyers and sellers generally expect an agent to be proficient at the basics at least, so get out there and try some new stuff. If you don’t know how to do anything, hire the front desk person to teach you an hour a week. If you are truly that clueless though, the time it would take you to set up everything is lost time. Hire someone to set up your empire and then focus on learning to use it and grow your social networks until…
  • If you are a successful Realtor with buyers and sellers then your time should be spent with buyers in the car, on listing appointments (well you get the drift). If you like doing techy things, do them when you have time. My buddy Deb Ward loves tinkering BUT has people to load her listings and do her marketing tasks so that she can be doing Realtor work. I work with two other successful agents who know where their time is best spent so I take care of getting their “stuff” set up and updated, with anything they do as just gravy. We have made blogs for a bunch of Realtors, since learning to set them up has no value to them, while producing content is fun for them.

Today’s agent can feel like they are failing all of the time. If they are busy, the stress of dragging those properties, kicking and screaming, to the closing table is huge. If they are not busy, they feel like they should be doing more realtor marketing, most times they just don’t know what or how. Guys, give yourself a break! Whatever you are doing is fine, just remember to keep adding to that everyday and you will get there!!!

If you would like to find out more about our DIY Realtor Marketing or our Marketing Maintenance for Realtors plan, please give me a call!

Realtor Marketing Videos to Flip Over

Realtors who are marketing with videos are miles ahead of their competition. For the best Realtor marketing video camera, I can not recommend anything more highly than the Flip Video Camera!

So what does a realtor video look like? This is Deborah Ward’s video for the Sage Condo Complex in St. Petersburg Florida. It took her about two minutes to make and we put it on YouTube as well as embedding it on her Real Estate In St Petersburg site.

For a Realtor who is rocking the video scene, you MUST see Cyndee Haydon’s Sandbars to Sunsets blog. This Clearwater Beach Realtor knows her stuff when it comes to video marketing!!!

Realtor Marketing Flip Video CameraSo why should Realtors buy a flip camera specifically? Because they have opposable thumbs. Honestly, that is the sum total of learning to use a Flip camera. Click the red button once to start. Click the red button again to stop. Then plug into your USB drive and move it over. Upload to YouTube and that is it! I can not tell you the number of Realtors I have met who got a fancy HDR, high def or some other kind of picture taking monstrosity that they can not use because it is too complicated. Make your life simple and spend the $150 bucks on a Flip!

PS – There is an affiliate link to the Flip camera in this post and I will make a little bit of money if you click on it. If you do not want me to get it, go to amazon and type in the search yourself…:)

PSS – This is the kind of information we give over at the Marketing Artfully Do It Yourself Realtor Marketing site. For the rest of the month of March, if you purchase the do it yourself realtor marketing, I will upgrade you to the ultimate plan since we are still in beta phase for the lifetime membership!

Realtor Marketing Most Real Estate Websites Let Realtors Down

Is your website submarining your realtor marketing efforts? Most realtors I know do not cruise the internet marketing sites and forums like I do so they are not aware of some the top things that effect their page rank or how high they are listed on google. Having worked with LOTS of Realtors with different brokers over the years, I can tell you FOR SURE that if you are using a website provided to you by Keller Williams, C21, Coldwell Banker or any of the other big guys you probably do not rank well for local search terms.

Different Realtor MarketingDo you know why? It is because google hates duplicate content! I wrote a post earlier in the week about Duplicate Content for Small Business Owners and MLMs but I didn’t want my Realtor buddies to think this was not about them also!

When we think of Google’s goals for their search results, this makes total sense. If you did a search for “real estate” and google returned 1,000 or 10,000 of exact same site with just a different realtor’s name on them, you would stop using google. This means that google is looking for new and exciting content that they can serve up to their searchers and that your cookie-cutter site will never be found!

At least those sites where free….sigh. My pal Deb Ward (Dunedin Realtor) has a fond wish that eventually she will have enough disposable income to afford a Number One Agent or other duplicate content website for her realtor marketing master plan. That is crazy in today’s day and age. Spend that money on a blog which you can optimize and then buy tons of content to plop into that site to help you rank higher in the search engines! I know I am fighting a losing battle when my best buddy still wants to throw me over for smoke and mirrors but I will just keep trying..:)

We have made a couple of really neat Realtor websites lately from sea to shining sea – Kathy Moore of Franklin Tennessee Real Estate News and Cecil and Charlotte Volsch of Homes For Sale Victorville California both launched recently with great content, keywords and IDX functionality!

If you DO have a duplicate content site from your broker, change it today as much as possible to help you rank better with the google. If you do have a little bit of money to spend on a website blog, give us a jingle today and we will see if we can build a site in your sales area or farm (we don’t make competing sites in the same area…:)

Realtor Marketing – Direct Mail Postcards

Realtor Direct Mail Postcards
Realtor Direct Mail Postcards

The BEST marketing money I ever spent when I was an active Realtor was on direct mail postcards! I sent them out to my farm, to past clients and to prospects. To this day, two years later, I still get people who mention that they are sorry that I am not still sending them as it helped them keep up with the real estate market in the area that I farmed!

So why should YOU mail out realtor postcards? Here are my top five reasons!

  • They hang around A LONG time – people will keep them on their desk, bulletin board or refrigerator for longer than you ever though possible!
  • It reminds people that you are still in business – I know, you are a professional and should not have to say so BUT with the market the way that it is you never can be too sure.
  • You can market your listings – I know this one is not popular but it is true! Part of the reason you are paid commissions is that you market a property. I always made sure to put my client on the mailing list and boy did it make an impact that I was doing my job when they got it in the mail.
  • They help grow your farm – When you do consistent mailings into an area you become the defacto neighborhood expert even if you have never had a buyer or listing there!
  • Lastly, the cost has come WAY down from when I was doing it!!! – The price per piece, including addressing, First Class Postage, and Delivery is now $.40 per piece. Dang.


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That last one is a life saver!!! The one thing that I did not like about doing real estate postcards was the cost! First I had to order the printing, then I had to have a bulk mail stamp to save on postage, then lick and stick the stamps and finally schlep on down to the post office and make sure I had my postcards sorted the right way. Wow am I having a bad flashback!

The cool thing now is that you can order one or a thousand with no change in price – the weensy ones are forty cents no matter the quantity you order when you use www.BrokersHelper.com (KW Agents make sure you use My Red Tools for a little discount).

So as you are planning your marketing for the upcoming year, make sure that you consider adding direct mail postcards to the mix. Here are some of the top ones that I sent out with great results!

  • Expireds
  • Just Listeds
  • Just Solds
  • Neighborhood Info
  • Spring Ahead/Fall Back
  • Happy Thanksgiving
  • Funny Realtor Postcards (if you are not the queen of corn like I am don’t do these)
  • Future sellers drips
  • Farms
  • Under contract in X days

Ones I didn’t send

  • Recipes – I am a realtor not a cook!

Hope those help with your realtor direct mail marketing ideas – please feel free to comment if you notice one I may have forgotten!!!

Realtor Marketing – FREE Social Networking Workshop

This is quicky because there are only a few seats left! Join me Friday afternoon in Largo, FL for a FREE Marketing for Realtors Social Networking (Facebook, LinkedIn and Twitter) Workshop.

You will walk away with your social networking sites set up (the right way) and tons of information about how to use these FREE tools to get more buyers and close more deals.

Super Secret Realtor Marketing Info About The Free Workshop

Realtor and Small Business Marketing Tip – Google Voice!

Google Voice - Realtor and Small Business MarketingSo you know I like make sure my realtors and small business owners know the latest and greatest marketing information so that you can take over and dominate your market! Well today’s topic is Google Voice!

I signed up for Google Voice a few weeks ago and got the notification the other day that I was in…YAY! The thing that I like the best about this is that they provide you with a local number to use on your marketing materials BUT you can also forward your messages from your cell phone to google voice, they transcribe it and record it and then text or email you with the message. You can also text right from the comfort of your desk chair.

The setup is super easy and only took me about 5 minutes to get up and running. The best part for me is that I was paying for this service with another company and now get it for FREE!

Hope that helps with realtor and small business marketing!

How To Market Your Small Business

Small Business Marketing Day!
Small Business Marketing Day!

People ask me all the time what I do to market my small business (and my Realtor Marketing clients). I KNOW when I hear those words that they want to know the magic bullet – the ONE THING that I do to achieve online success. The ONE THING that I focus on that makes the traffic and sales flow.

Well today is marketing day! I do lots of things on the fly, but today I have the luxury of spending all day marketing my websites, products and referral sites! I am going to be starting at 9am and only have one phone call to break up the day (and it is with one of my favorite people on earth so that is alright!)

So what is the plan? I thought that I would let you know what I plan to do and then I will pop back in and let you know what actually got done. Sometimes it is more and sometimes less, but without a plan I am going nowhere fast!

Marketing Artfully – Small Business Marketing Company
Fix social networking video landing page
Fix marketing artfully layout
Add ads to Marketing Artfully
Monitor new adwords campaign for article marketing
Set up twitter blasts for websites and blogs

Realtor Marketing – Trinity, Foreclosure, Dunedin and St. Pete Real Estate Websites
Set up twitter blasts for blogs
Add social networking buttons to each site
Either do posts or articles for at least two of them
Add MLS search button to all sites

There you have it! I am also listening to some training videos so may swap some in and some out but in general am going to be rocking the internet – watch out other marketing people, I am coming at you!

PS – So I never liked putting pictures in my blog posts because I am lazy…:) That having been said, since I load them onto facebook and the pretty pictures show I have been adding more – yay facebook!

Small Business Marketing – Success Is HARD!

When you think about small business marketing success, there is no magic bullet! I am sorry to be the one to tell you that, but I sick of hearing about “get rich quick” schemes.

I work in the trenches everyday with small business owners and they are busting their humps to succeed. They are learning new skills, networking online and in person, attending tradeshows and training events. They try and fail AND try and succeed!

Some people who make me proud:

  1. Deborah Ward – My real estate buddy who does stuff that I tell her do and never asks why. We are in the process of taking over the St. Petersburg Real Estate and Florida Foreclosures market.
  2. Cyndee Haydon – Cyndee is a Clearwater Realtor who has been working like a demon for 4+ years and now is reaping the rewards.
  3. Mary Dado – Mary and I work together to make blogs for small business owners but her company writes all kinds of business writing. She is working her tail off networking and following up. I am awed by her strength!
  4. Tara Becker – Tara has a great Denver Area Networking group. She is great at talking to people face to face and has grown an 8 meeting a month group. She is NOT a whiz at online marketing but she is learning and slogging through it.
  5. Kirsten McKay Smith – Kirsten of Passion Parties is running hard and has set goals that she is working towards. She is one of the few people I know who have as many things on her plate at one time as I do and I am so glad she is in my High D mastermind!!!
  6. Lori CrawfordTrinity Realtor, Lori Crawford is a great marketer. She is the only person I know who gets a lead EVERY time she sends her newsletter. Into every life some sanity must fall and Lori shows me what professionalism looks like.

I am sure that there are MANY MANY people who I missed but those are the ones that came to mind today. WHATEVER you marketing style is, take a page from one of these gals and JUST DO IT! Start a big audacious goal today, knowing that it will be hard but DO IT ANYWAYS!


How To Pick New Small Business Opportunities

This month’s second small business marketing newsletter was about having multiple streams of income, which got me thinking about how we should choose those streams for ourselves. I have a confession to make…I am a huge proponent of multiple streams of income and I have an entrepreneurial spirit so I spend lots of time considering new things I COULD do to increase my business opportunities. This post is about what I (and you) SHOULD do to maximize my time and effort and minimize pain!

John Jonas gave the best description I ever heard about how to pick what to do. He said you should never get more than one step away from what you do now or more than one step away from the kind of customer you serve now when deciding new things to try.

Here is my one step approach for Marketing Artfully. The three main things I do for my business are blogs, information products and speaking. Because information products often have affiliate programs, starting my own or joining someone else’s is a good fit for me and makes sense to add to my resource page. Also, doing internet masterminds involves speaking (which is one of my things) so it is okay also.

ma_blocksSome other things for me that would be a good fit are things that provide services to entrepreneurs and small business owners, social networking items and other business related items.

Now here comes the brilliant part – when I get a great idea of something to do that is NOT one step away, I can drop it quickly. Instead of spending time and energy on researching something (or more likely diving into something) that will not help my business, I can easily determine if it is a good fit and, if not, move on!

This system works for ANY business! My buddy Deb Ward of Deborah Ward and Associates is a realtor in the Tampa Bay area. You can see from her blocks that there are some things that match well with her business model and some that don’t. She does coaching, sells real estate and owns a team of realtors. Getting referrals and owning shares in a title company are great for her, she could also add speaking to realtors easily because of her coaching focus. BUT, adding non-real estate related items would dilute her message and efforts.

dwa_blocksSo, to all you entrepreneurs out there considering new ventures…make sure that you are checking your blocks and keeping on track for success!!

Autoresponders (8X8s) for Realtors – Buyers and Sellers

Using Auto-responders to Grow Your Real Estate Business

Auto-responders are one of the most innovative tools a Realtor can use to grow their real estate business. However, most Realtors fail to utilize them to their full business potential. 

The ease of use of auto-responders is astounding once you have them set up! If you have signed up for our email newsletter, you have gotten our auto-responders. They are a series of emails that go out on a periodic basis determined by you. If you are using them in an 8X8 program, that means that you are sending out eight in eight weeks, which I think is a really good frequency!

If you are using a database program, it is very easy to set up an auto-responder (or action plan).  If you are not able to use your database program for this or if you use outlook or another email program, I HIGHLY recommend that you use an email newsletter service like AWeber or Constant Contact which give you all of that functionality, a great look and both of which cost about $20/month!

We have been getting a bumch of requests for Autoresponders for Realtors – we have answered! Thus far we have developed two versions – one for sellers and one for buyers. In the coming weeks we will be adding Autoresponders for FSBOs, Expireds and Short Sales. We are offering $10 off until Tax Day (April, 15th 2009) so that everyone who want to get going right away can afford to!!!

  generic_thrive-buttons   Autoresponders (8X8s) For Realtors – Sellers Edition
Auto-responders are email or 8X8 campaigns that you can set up to auto-generate emails for your prospects and leads. Basically they are a “set it and forget it” kind of system that will allow you to contact your prospects and suspects on a consistent basis when you first enter them into your database.
Price $19.97 Use coupon code AUTOS-TAXDAY for $10.00 off until April 15, 2009!      

Find out more about Autoresponders (8X8s) For Realtors – Sellers Edition


  generic_thrive-buttons   Autoresponders (8X8s) For Realtors – Buyers Edition
Auto-responders are email or 8X8 campaigns that you can set up to auto-generate emails for your prospects and leads. Basically they are a “set it and forget it” kind of system that will allow you to contact your prospects and suspects on a consistent basis when you first enter them into your database.
Price $19.97 Use coupon code AUTOS-TAXDAY for $10.00 off until April 15, 2009!      

Find out more about Autoresponders (8X8s) For Realtors – Buyers Edition


Marketing Planning Seminar for Real Estate


This one-day Marketing Planning Seminar for Realtors, Title Companies and Mortgage Professionals will help you focus on the activities that will help you establish your brand, grow your business, get new clients and generate leads for your business.

Marketing Guru Tara Jacobsen will take you through the steps to take to make a marketing plan that works with YOUR business. Some topics we will cover include:   

Finding your perfect customers
Developing a mission statement
Building your brand
Online and offline marketing ideas
Lead generating ideas

You WILL leave the class with a detailed plan for how to grow your business!

SEATING IS LIMITED TO 25 ATTENDEES – Don’t miss your chance to change your business!

PLUS – As a bonus, everyone who attends will get a FREE copy of “How To Service Your Listings” AND the special report “100 Things To Do To Sell Your Listings” (A $30 Value)!

When: February 6th from 9-1
Where: Integrity First Funding Group
1237 Lady Marion Lane
Dundedin FL 34698
Cost: $25

NAR 2008 – A Marketing Perspective

The Swag Winner Is……………..

Swag is the “stuff” that companies give away at their trade show booths. It can be as bland as a pen or as exciting as a brand new car, but in general is something that will help draw people to your tradeshow booth or help them remember your company after the show.

At the NAR (National Association of Realtors) 2008 show held in Orlando, Florida I picked up some great swag! Using a totally non-scientific method I have declared Chelsea Title Company the 2008 Best Swag Winner! They had MULTIPLE great items at their booth – a truly amazing selection!

Best of Show – My favorite item was a glasses cleaner stuck into an itty bitty holder that I can hook on my keyring or anywhere else handy. Ticor Title Company had a similar item at the show.

Chelsea Title Company

First Runner Up – A tire gauge! In this time of soaring gas prices, having your tires inflated the proper amount can save you big bucks!

Second Runner Up – A carabiner with a compass attached. Great for a keyring and not getting lost – my husband was super excited about it!

Totally Fun And Useless – These pens from Pitney Bowes are super fun! They are cute and have little bobbly heads!

Most Useful Tool – Realtors are predominantly women or they are men with wives. A great giveaway that everyone likes! American Home Warranty had the prettiest ones at the show!

Listingbook – (who I contract to teach for) had dashboard sticky holders.  Listingbook website link

Wise Agent – Wise Agent was there! They have a super great product and offer affordable prices!! If you use them make sure to tell them that Mudly68 sent you!!!

First Home Tour – I have used First Home Tour for years. They offer unlimited tours for $29/month and have GREAT customer service!!! I got to meet Kate who I have talked to a couple of times, these things are great for putting names to faces!

33 Touch – Fab 5 Contest

So Mary Dado of Business Writing, Ink and I have been on a whirlwind tour of 4 South Florida Keller Williams market centers. We went down there to talk about the Fab 5 Contest our region is having and the 33 Touch Program that we developed to go along with it. What the heck is a Fab 5 Contest you ask?!!?

Our region of 29 offices is competing to be the best at sales and lead generation! We KNOW that if we call, email and direct mail to enough people our business will grow. (On a side note – I LOVE lead generating because it gives you the chance to have people call you, it gets you lots of opportunities and it allows you work with only people you like and can truly help!)

Marketing Frequency

100 Calls – You should be making (at least) 100 calls to your sphere, your clients, your prospects and your vendors each month. This ALWAYS seemed overwhelming to me, but now that I am doing it, not so much! I made 12 calls in one day, got two opportunities and one appointment – go figure!

Email – You should email your database each month. This is FREE and if you send interesting and relevant info, people will enjoy getting your emails. I do not advocate sending more than two emails per month unless you are working with a targeted group like investors, since you can overwhelm them and get on the “send to trash immediately” list! If you send a weekly newsletter and do not have a huge drop off rate for your list, you can send two emails IN ADDITION to the newsletter because that will be your baseline for starting.

Direct Mail – I know, direct mail is dead, everyone is using the internet and emails. Except they aren’t. There are many segments of the population that are not online 24/7 to read your information. Also there are people (like me) who get a gagillion emails a day and delete most of them unless they are TREMENDOUSLY relevant. If you send a mailing out to people’s home address (preferably) they will see it and notice it. If you send relevant info they might even stick it on their fridge! Make it a personal note and watch out!

Learning Something

So I was roaming around “pontificating” as Mary Dado says (meaning she can’t get me to keep my mouth shut if I can get 5 people in a room to listen to me!) During these sessions with other Realtors, I asked what they were doing to grow their business. I got LOTS of great answers and learned a few new tricks!

It reminded me that NO ONE knows how to do everything! I make sure to surround myself with interesting people, who cumulatively might know ALMOST everything. We have a “Mega Chicks” mastermind group with 6 intelligent, determined women. I have an internet mastermind group every other week. I hang out with people who are smarter and funnier than I am so that I can learn from them. I ask for help and appreciate when I get it.

Some of the people that we talked to were VERY receptive to trying something that might make their business better. They were not POSITIVE that it would work but were willing to give it a shot – hey what do they have to lose? And they might wind up with a thriving business in a tough economy.

On the other hand, some of the people were SURE that it was not for them. They would NEVER send anything out, or they would NEVER make 100 calls, or they had tried this before and it did not work at all. They didn’t want to be accountable to anyone else for having said they would do something. If this is YOUR knee jerk reaction, is it holding you back? Could you TRY doing something different and SEE if MIGHT work rather than rejecting it out of hand?

I was just sitting here wondering if that was too strong a statement against people who have a closed mind (I don’t want to offend someone I might have met in the last couple of days). But then I realized they won’t be interested or open minded enough to read my blog anyways…:)