Low or No Cost
IF IT’S FREE…IT’S FOR ME!
“The size of our answers is determined by the size
of our questions.”
–Mark Victor Hansen
The most important question anyone in real
estate sales could ever ask of themselves,
“HOW DO I, AS A REAL ESTATE SALES
PERSON, TAKE MY INCOME TO THE
HIGHEST LEVEL POSSIBLE?”
Free or Low Cost Helps!
• Social Networking
• Being Visible!
• Taking advantage of FREE
• Phone Calling ~ HINT Ask people for their help!
• Cheap Grass Roots Advertising
• The Underrated Business Card
• WORD of MOUTH!
• LOW COST with a BANG!
The way to make $$$
is to learn to straddle
the line between
The Goal of Marketing
The goal of Your Marketing Plan should be:
To achieve and maintain “Top of Mind”
awareness with your clients, so that when they
make the decision to buy or sell, they think of
To differentiate you from your competition.
Stay CONNECTED ALWAYS!!!
According to the National
Association of Realtors…
Of all the re-sold homes in the last 5 years, 89%
of the sellers used a different Realtor than the one
that sold them the home.
80% of all homeowners start their search on the
80% of home buyers move within 5 miles of
there current residence
LET’S Use the stats to plan our attack!
How to Obtain E-mail Contacts
At Open Houses, have a sign up sheet, or Open House
Survey, and request their e-mail addresses.
On your Website or at Open Houses, create a monthly contest
requiring an e-mail address to sign up.
Ask your sphere if they would like to receive valuable
information in a monthly e-mail. This can be done by sending
a direct mail questionnaire, or by a phone campaign.
Add a sign-up form or link on every page of your website.
When meeting with prospective buyers & sellers, ask them for
their e-mail address to receive information about additional
People NOW are used to giving email addresses out!
Getting out can be fun!
Meet the Neighbors and the Market!
Hand Out Newsletters or Market Data!
Gather Email Addresses
Be the Expert (RTS)
25 for every open house you hold!
The most important process to learn is how to
generate referrals consistently!
The most common trait among “superstar” agents is the
quality or their buyers & sellers.
Be selective with whom you work with.
To be more selective you must have more people to select
from. Larger Sphere!
To have more people to choose from, you must be more
consistent in your lead-generation activities. (Daily!)
To be more consistent in your lead-generation activities
you must do fewer of them but do those things well and
consistently. (TIP When to ask?)
REFERRAL BUSINESS PLAN
Build a database.
Do you have a target?
Have you determined your bulls eye? (100
The average person knows 285 people.
A database of 100 people=access to 28,500
MOST POWERFUL SYSTEMS TO
1. Monthly mailings.
2. Phone calls to your database.
3. Hand-written personal notes.
4. Pop-bys with your most important people.
5. Email Campaigns
6. ASKING when time is ripe!
7. Rewarding those that give a referral
Utilize the FREE Items
FACEBOOK & SOCIAL NETWORKING!
Land Leads Classifieds - TICOR!
Grass Roots, Flyer Posting, Car Sign, Biz
Work Month to Month
Every 30 days min. you must have PERSONAL
communication with your “bulls-eye” people.
Phone call, handwritten note, pop-by, EMAIL!
Your job is to work on, maintain and develop your
relationship with your bulls eye.
Why Linked in? www.linkedin.com
LinkedIn is a business network. And, it can
be a huge asset to your real estate career.
Everybody works somewhere, and making
connections through their workplace or
profession is just as effective as connecting
through a personal network..
Post your listings on your site
Invite all your database with one click
Find your sphere
Get to know people with Groups With Linked in you can:
Shows the Share a
Share information Twitter project or Teamwork
Share Blog Make an
about you presentation Poll
Face Book For Professionals
Facebook…Are you using it for Personal or
observational, thoughts, events , goals all
on the fly from your cell or computer,
Multiple updates daily
Benefits of online Networking
Free Free Free To a theInte t is
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Networking p o leus it e ryd y.
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Automatic Contacting b p o lein a w lkso
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Mix Professional & personal life fro a m tra
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Access to new groups of people a s ta toC
s is nts EO'sa fro
Time Saving b c lla w rke to
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Money Saving p litic ns Fo the e
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Listing on the Internet:
www.ilist.com Posts to facebbook and e-mails out listings
www.listhub.net Pulls from RMLS and sends it into Cyberspace
www.postlets.com Creates flyers and HTML code for Craigslist
www.epropertysites.com Creates property websites and HTML Code
KNOW YOUR BUSINESS
Become a Real Estate Professional!
You must know your industry.
Total active residential listings ____ Compared to last year ____
Average list price ____ Compared to last year ____
Average market time ____ Compared to last year ____
List price vs. Sales Price ratio ____ Compared to last year ____
Average Sales Price ____ Compared to last year ____
Overall appreciation vs. depreciation ____
Knowing stats shows credibility. Research specific subdivisions.
The most important stats are how many homes are on the market &
number of months of inventory.
TREAT YOUR BUSINESS LIKE A BUSINESS
___ % of your business from listings.
___ % of your business from buyers.
___ % of your business from referrals.
___ % of your income spent on self-promotion.
___ Number of people you mail to each month.
___ How many months in the year you mail.
___ Average # of phone calls to database daily.
PHONE CALLS-Steps to a call:
1. Begin with common ground.
2. Point of the call.
3. End on the same common ground.
“Oh, by the way…I’m never to busy for any of your
The challenge of calling people close to you… “I’m calling
you with my real estate hat on.”
The most powerful and least expensive way to
deepen a relationship with someone is to send
them a handwritten personal note.
Make a daily goal to do 2-5
A “Pop-by” is a personal face-to-face visit with
your favorite people and is the quickest, most
effective way to generate referrals wile sorting
and qualifying your database.
Go visit the people you like the most, first.
Focus on ACTIVITIES, not RESULTS!
Costs associated with a typical touch
plan for a sphere with 100 clients
January 2006: Introduction Letter, E-Mail Letter $41
February: I.O.V. Postcard from Ticor using Ticor Digital $52
March: I.O.V. Postcard from Ticor using Ticor Digital $52
April: RMLS Market Update Card using Ticor Digital $52
May: I.O.V. Postcard from Ticor using Ticor Digital $52
June: Phone Calls/E-Mails to Sphere Free
July: RMLS Market Update Card using Ticor Digital $52
August:: I.O.V. Postcard from Ticor using Ticor Digital $52
September: I.O.V. Postcard from Ticor using Ticor Digital $52
October: RMLS Market Update Card using Ticor Digital $52
November: I.O.V. Postcard from Ticor using Ticor Digital $52
December: Holiday Card IOV from Ticor using Ticor Digital $52
December: Phone Calls/E-Mails to Sphere Free
FOLLOW UP !
Direct mail followed by telemarketing generates
two to 10 times more
response than direct mail with
no telephone follow-up.
According to Dwight Reichard, telemarketing director of Federated Investors Inc., Pittsburgh.
No matter how GOOD your direct mail piece
looks…failing to take action, and MAIL it
Will guarantee that you will not get RESULTS!
NOBODY CAN ARGUE WITH RESULTS!
SALES PRODUCING ACTIVITIES
• LEAD GENERATION
• LISTING PRESENTATIONS
• ON TIME – OPEN HOUSES, SOCIAL
• PROSPECTING daily = results!
• FOLLOWING UP ON LEADS
Learn to be PRODUCTIVE….not just BUSY.
Activities = Results
How many people have you talked to this week
about Real Estate?
How many phone calls did you make?
How many Open Houses did you host?
How many activities did you get involved in that
can build relationships for future sales?
Did you get out and introduce yourself/Open
Ticor’s ListingPromoter allows you to expand
your marketing to the world-wide-web.
• Easily create unique and attractive websites for each of
your listings with the listing address as your web address.
• 123 Main Street = www.123mainstreet.com
EXPOSE YOUR LISTINGS! With
Provide you as an agent with an
option to expose your listings to
more potential buyers by creating a
unique and easy website!
It’s all about marketing – ALWAYS!
Promotes listing address as website URLs for easy recall
Pulls listing information from MLS automatically
Posts to internet websites in just a few clicks!
Auto-Submits listing website URL to search engines
Homepage Virtual Tour auto-created from photos
Enables Tour Agent’s written Feedback
View website statistics for agent control
Saves on your advertising dollars
Individual URL for every listing stays active for 1
Supports addition of virtual tours
Link to Free Reports
Upload Property Reports (termite, foundation, etc.)
Choose from Customized Contents, Links, Website
Templates and Color Themes
Include floor plans, relevant documents or Pictures
Link to your Personal Website
Displays: Local Area Information, Local School
information, Property Tour
Manage your Listings from Anywhere
Schedule a showing
Turn any web page on or off to for greater control
Provides Website Visitor Statistics and Management
Account Comes with Unlimited Email Support
Move Over Zillow, Cyberhomes is here.
Agent Branding Available for FREE
Your Listings online for FREE
Clients will stay longer on your website
Search over 100,000,000 properties
AND LOTS MORE for FREE!
Ask you Ticor Rep Today!
Inaction breeds doubt and fear.
Action breeds confidence and courage.
If you want to conquer fear do not sit
at home and think about it.
Go out and take action!
Last But Not Least
Make the daily attempt with a positive outlook.
Do not over scrutinize or over analyze once you
have decided on a marketing plan. It is the
manner that it is presented that is most
Consistency is the great equalizer!