Knowledge is Power in the Real Estate Business

Knowing a few key things about what motivates home buyers in the real estate market can arm you with valuable sales information and a competitive advantage. For example, there’s no sense in harping about the huge square footage of a house or its immense back yard, when what your client really cares about most is the quality of the neighborhood or the shortness of the commute.

Obviously, one of the secrets to making more real estate sales is your ability to find out what your clients’ priorities and “hot buttons” are. When you know what really matter most to them, you can do a more effective job of giving them exactly what they want and helping them focus on the positive aspects (from their point of view) of the properties you’re showing. Although all your clients have different needs and wants, it’s helpful to be aware of trends and patterns in home buyer preferences.

Online Real Estate Statistics

An excellent source of statistical information for real estate agents is the National Association of Realtors. Its website has a great page of statistics, which sheds a lot of light on how to effectively market your listings and cater to your clients’ needs. For example, in an NAR survey, it was shown that 78% of home buyers care more about neighborhood quality than they do about the size of the house. It also said that “57% would forgo a home with a larger yard in favor of a shorter commute.” This, of course, doesn’t apply to everyone, but it is a factor to consider when tailoring your marketing strategy to individual clients and prospects.

Thanks for visiting my real estate marketing blog, today!

If you have comments or questions, feel free to submit a comment or contact me by email: If you’d like to be notified by email the next time I post another blog article, use the “follow” button in the right-hand column.

Real Estate Marketing Tools:

BTW… I created a new page on my website (Marketing Survival Kit) highlighting  a half-a-dozen or so real estate marketing tools and resources that can help you generate real estate leads, identify and make the most of real estate marketing opportunities, and effectively plan marketing campaigns and sales strategies for 2015.  Click here!


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Plan to Succeed in 2015 as a Real Estate Agent or Realtor

Achieving success in real estate sales or any other entrepreneurial pursuit may seem like a monumental task if you don’t approach it with a positive mindset. The foundation of any successful real estate marketing plan consists of the following cornerstones:

  1. Take stock of your strengths and weaknesses, and develop an action-oriented strategy to capitalize on your strengths and diminish or eliminate your weaknesses.
  2. Don’t “swim against the current” when it comes to dealing with human nature and establishing rapport with clients and prospective clients. When you’re responsive to a clients’ needs, project genuine enthusiasm, and consistently give them the “VIP treatment”, you will do a better job of connecting with people and develop a reputation as a real estate agent who goes above and beyond expectations. If client reviews of real estate agents on Zillow* are any indication, those are the key qualities home buyers and sellers are looking for in a Realtor® or agent. Let’s face it, just about everyone appreciates outstanding service and wants to feel important, special, and that they’re being listened to. When I Googled the quote “If you want to be interesting, be interested,” it was attributed to Dale Carnegie and advertising pioneer David Ogilvy. When I dug a little deeper, I discovered that Dale Carnegie’s exact quote was “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” It may seem counterintuitive, at first, but try it for 30 days and see what happens.  When you understand and apply the principles in Carnegie’s classic book,  “How to Win Friends and Influence People,” it’s almost impossible to fail in real estate sales or any other people-oriented business.
    Dale Carnegie
  3. Establish goals for 2015. Goals are a personal thing and vary from one person to another, but they could include everything from sales goals* and financial objectives to improving your effectiveness in networking, real estate marketing, and self-motivation. Of course no goal-setting program would be complete without addressing non-work issues like health, family relationships, and spirituality.
  4. Continually increasing your knowledge of real estate marketing* and the real estate market will make you more valuable to your clients, yourself, and your family. (Note: Making the most of your time and resources through the use of professional marketing templates, such as real estate prospecting letters*, real estate marketing flyers*, and email templates* can boost your productivity and help you identify and take advantage of profitable sales opportunities.)

As the remaining days of 2014 quickly dwindle, keep in mind that your future success depends on the thoughts, plans, and intentions you cultivate now.

Thanks for visiting my real estate marketing blog. Good luck, and may 2015 be your most lucrative year, ever!

Need real estate marketing tools, templates, and ideas for 2015? Click here!*

The Future Starts Today Poster

If you have comments or questions, feel free to submit a blog comment or contact me by email: If you’d like to be notified by email the next time I post another blog article, use the “follow” button in the right-hand column.


*Disclaimer: I am a compensated affiliate of the above-mentioned sales and marketing software, real estate marketing tools, prospecting letters, real estate flyer templates, advertising services, wall posters, and informational products.

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How to Generate Real Estate Leads and More Business

Visit my Website, Marketing Survival Kit*, for marketing tools, templates, and strategies.

The ability to generate real estate sales leads is one of the most valuable skills a real estate agent or Realtor® can have. Getting your hands on real estate sales leads that are targeted, qualified, and fresh can be a challenging and sometimes discouraging task.

There are two potential pitfalls in attempting to generate your own leads: There’s only so much time in the day and it’s all-too-easy to get sidetracked with unproductive marketing activities. Although social media marketing has been known to generate sales leads for some real estate agents, it’s more of a distraction and a waste of time for others.

Whether you’re talking about social media marketing, blogging, or newsletter marketing, the secret to success is to either enjoy doing it (so that you’ll be resourceful, creative, and productive) or delegate the task to a qualified associate, family member, or freelancer.

How to Get Real Estate Leads

The foundation of any effective real estate marketing or lead generation campaign includes the following:

  • Staying in regular contact with clients, qualified prospects, and potential sources of referrals
  • Establishing yourself in your community and farming area as a knowledgeable and authoritative source of information on all things real estate
  • Identifying and taking advantage of cost-effective approaches to real estate advertising, while avoiding over-the-top newspaper advertising campaigns, billboard advertising, and pay-per-click advertising. (Those advertising methods can be productive, but their cost can easily spiral out of control if you don’t monitor results, make adjustments as needed, and stick to an advertising budget*.)
  • Developing and implementing an integrated marketing strategy to create a synergistic effect between online marketing techniques, direct mail strategies, real estate advertising, and public relations.
  • Being willing to venture outside your comfort zone, “push the envelope” a bit, and take calculated risks in pursuing your real estate marketing goals
  • Committing yourself to becoming an expert in your field, which can include having an up-to-date knowledge of the local real estate market, gaining a command of effective sales and marketing strategies, developing expertise in real estate negotiation techniques, getting a grasp of relevant online marketing and research tools, and acquiring other skills that will make you an indispensable resource to your real estate clients

1940s Couple Looking at House

As far as actual lead generation techniques and ideas, here are some strategies for improving your visibility, enhancing your reputation, and generating real estate sales leads:

  1. Sending out real estate prospecting letters via postal mail and/or email
  2. Including real estate postcard marketing in your lead generation plan
  3. Generating free or low-cost publicity whenever possible through media relations, press release distribution, and other public relations techniques
  4. Being known as a volunteer, a mentor, a public speaker, a seminar leader, a supporter of community programs, a local columnist or blogger, an industry spokesperson (in the media) and/or an active member of community, business, or civic organizations. These are among the ways to maintain a high profile and project a positive image to existing and prospective clients. Cultivating a dynamic public image can help lead to more referrals, inquiries, and requests for your real estate services.
  5. An informative and entertaining real estate newsletter sent out on a regular basis, either by e-mail or postal mail, can also help to get the phone to ring.
  6. Capturing real estate sales leads through the use of a simple auto-responder form placed on your real estate website can help you build your mailing list and expand your potential pool of real estate clients, prospects, and real estate referrals.

Real Estate Marketing Tools*, Strategies, and Books:

Below are some real estate marketing materials, informational products, and websites, which can help you generate more real estate sales leads both online and off:

Thanks for checking out my latest blog post! If you have comments or questions, feel free to submit a blog comment or contact me by email: If you’d like to be notified by email the next time I post another blog article, use the “follow” button in the right-hand column.


Need real estate marketing tools, templates, and ideas for 2015? Click here!*


*This blog features real estate advertising programs, sales and marketing software, realtor marketing strategies,  real estate agent marketing templates, informational e-books, home study courses, software for writing real estate marketing letters, real estate flyer templates, and other cost-effective resources for real estate professionals. Disclaimer: I am a compensated affiliate of these marketing templates, informational products, and real estate advertising services.

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Overcome 3 Sales Barriers With Real Estate Intro Letters

101 free and low-cost real estate marketing strategies to get buyers and sellers to call you.*

There are different schools of thought when it comes to writing an effective real estate introduction letter, but few people would disagree that establishing credibility is a top priority. You not only want to make it clear that you’re qualified, hard-working, and knowledgeable, but you also want to drive home the point that you’re dedicated, accessible, and motivated. Furthermore, when your prospects first open your real estate introduction letter, that piece of paper or e-mail needs to quickly overcome these three barriers:

  1. Skepticism: This sales barrier ties in with the whole idea of credibility. If you can convince your prospects that you know what you’re talking about and that you’re passionate about helping them sell their homes as fast as possible and for the best price, then they’ll be much more receptive to signing on with you as their real estate agent.
  2. Fear: Are people afraid of real estate agents? Well, not as far as I know, but they are afraid of choosing the wrong one. To counteract that fear, you need to proactively address their fears and sales objections in your introductory letter. If, by the time they put down that letter, they still feel uncomfortable or unconvinced about your qualifications and capabilities as a real estate agent, broker, or Realtor®, then you can be sure they’re not going to follow up with a phone call, e-mail inquiry, or website visit.
  3. Indifference: None of your potential clients are going to invest more than a few seconds of their time in a real estate prospecting letter if it fails to immediately catch their attention or apply directly to their situation. Solution: Beginning an introductory real estate letter with a compelling statistic, statement, or question can often be an effective device for drawing them into the message. What happens in those critical first seconds can make all the difference between capturing their attention or losing it forever.

So whether you’re sending out expired listing marketing letters, FSBO prospecting letters, or new agent introductory letters, maximize your response rate and ROI by keeping those three potential sales barriers in mind as you craft your message.

For hundreds of examples of real estate marketing letters, expired listing letters, FSBO prospecting letters, and agent introductory letters that you can use in your emails and direct mail campaigns, check out the collection of professionally written real estate marketing letter templates available at *.

Thanks for stopping by my blog! Feel free to post a comment or contact me at my email address below if you have any comments, questions, or feedback about the content of this blog or the real estate marketing products and services it features.


Check out a few other informative real estate marketing articles I posted on my website:

  1. Social Media Marketing Tactics for Real Estate Agents
  2. Tips on Writing Effective Real Estate Marketing Letters
  3. Seven Reasons Your Listing Is Still On the Market (and what to do about it)
  4. How to Attract More Real Estate Clients
  5. Post Card Marketing Strategies

Need real estate marketing tools, templates, and ideas for 2015? Click here!*

Discover the advantages of advertising on Zillow!*
It’s where millions of people go first when they’re looking to buy a home.

Dollar House with Money Tree



*I am a compensated affiliate.

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Write Real Estate Prospecting Letters That Produce Results

FLYER TEMPLATES: Get access to 53 professional-looking real estate marketing flyers*
you can use to promote open houses, new listings, and short sales. Request a free sample.

One of the secrets to writing persuasive, response-producing real estate prospecting letters is to have a positive attitude and be an “eternal optimist.” If you’ve ever read my blog posts before, you’re probably saying, “There he goes again with the positive thinking stuff!” Scoff if you will, but the energy you put out there and the state of mind you cultivate—whether it’s positive or negative—will spill over into everything you do and say, including your real estate prospecting letters and the way you present yourself in person and over the phone.

But fear not! Positive thinking is not the theme of this blog post; it’s how to write a good prospecting letter that will stand out and have the best chance of being read and responded to. Here’s a checklist of things to keep in mind when sitting down to craft a winning real estate prospecting letter:

  1. After you’ve written your first draft, your first checkpoint should be whether your letter looks cluttered and verbose. As you know, first impressions can make or break the success of an agent-client relationship, and real estate prospecting letters are no exception. Therefore, make sure your marketing letter is “easy on the eyes”. If your marketing letter is jam-packed with words, then reading it will seem more like a homework assignment than an invitation to do business. Break up your message with paragraphs (“white space”), bulleted or numbered selling points (as in the list you’re reading now), and the judicious use of bold, italics, underlining, and exclamation points! A “P.S.” at the end of your real estate prospecting letter can also be an effective place to catch attention, reiterate a call for action, or add an important point that you want your prospects to notice.
  2. While it’s important to let your prospective client know that you are very knowledgeable, motivated, and qualified as a real estate marketing professional, it’s also crucial that your prospecting letter address these unspoken questions that are on the minds of many prospects: “What can you do for me?” “Why should I choose you over other real estate agents or Realtors® in town?” “Do you have any track record of success in real estate sales?” “Will you be accessible and readily available when we need you?” You’ll be in a better position to answer these and other questions if you’ve done a self-assessment or written a real estate marketing plan outlining your strengths, weaknesses, opportunities, and competitive threats. Writing a “personal mission statement”, “Unique Selling Proposition”, and/or “elevator speech” are also helpful exercises in being able to easily rattle off your strengths and positive selling points to prospective clients.
  3. Engagement is a vital aspect of writing an effective real estate prospecting letter. The prospecting letter all on its own may not be enough to capture their interest and get them to set up an appointment with you. However, you may be able to spark their interest in subscribing to your e-mail newsletter or Twitter updates, checking out your latest blog post on a relevant topic, or inviting them to learn more about you from your Facebook page. Some people prefer a more gradual approach

Templates of Real Estate Prospecting Letters

Those are a few of the key points to keep in mind when writing a real estate prospecting letter. If you’d like to streamline the letter-writing process and start with a set of already written real estate letter templates, check out this real estate marketing kit * that you can download and begin using immediately . It includes ready-to-use real estate farming letters, thank you letters, introduction letters, real estate expired listing letters, referral letters, and real estate sample letters. These versatile marketing templates can be used for real estate email marketing as well as direct mail marketing campaigns.

Advertise on Zillow*, the largest real estate network on the web!

Thanks for stopping by my blog! Feel free to post a comment or contact me at my email address below if you have any comments, questions, or feedback about the content of this blog or the real estate marketing products and services it features.


More info about the kit of real estate marketing templates: It includes 300 letters and 210 relevant articles that you can reproduce in real estate newsletters, email marketing campaigns, real estate blogs, and or real estate agent Web sites.

*FYI: I am a compensated affiliate.

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How to Be a Successful Real Estate Agent


Get a large assortment of ready-to-use  real estate marketing flyers* to
promote open houses, new listings, and short sales. Request a free sample.

How do you define success in the real estate business? There are varying degrees of success—and everyone has their own individual spin on what constitutes success— but here are three categories that would cover all the bases:

  1. Modest success in real estate: You’ve attained the first level of real estate success if you’re not only making enough money to meet your basic financial needs, but also bringing in some surplus funds that you can use to save, invest, and/or go on a nice vacation every year. Although everyone perceives success differently, most people would agree that “success” entails having a surplus. Few real estate agents would consider themselves to be a success if they are living from one commission check to the next—although that can be a stepping stone to greater earnings in the future.
  2. Earning a six-figure income as a real estate agent is a worthy goal, especially for a relatively new real estate agent. It does represent an extremely wide range to aim for, though ($100,000 to $999,999). To provide a more focused target, goals can be broken down to increments of $50,000 to $100,000.
  3. Acquiring millionaire status as a real estate agent is an attainable goal for just about anyone who’s willing to put in the time, commit themselves to continuous learning and improvement, develop and use effective networking skills, constantly cultivate contacts and relationships, continually add to and communicate with your prospect list, focus on progressive goals that are realistic but challenging, and stay highly motivated. It’s relatively “simple” to become a millionaire real estate agent, but it’s far from easy!

A big part of attaining a high level of success in real estate marketing involves harnessing the inner drive and self-belief that lies dormant in us all. Although it’s valuable to have a clear real estate marketing plan, a mentor, or a successful Realtor® to model yourself after, the only person who can ultimately make it happen is you.

Make It Happen!

Inspirational Quote By Napoleon Hill On Earthy Blue Background

Inspirational Quote By Winston Churchill On Earthy Brown Background

Inspirational Quote By Confucius On Earthy Background

Failure Is Not An Option

Looking for more qualified real estate leads?
Advertise on Zillow*, the largest real estate network on the web!

Thanks for stopping by my blog! Feel free to post a comment or contact me at my email address below if you have any comments, questions, or feedback about the content of this blog or the real estate marketing products and services it features.



*I am a compensated affiliate of the above products, e-books, real estate marketing tools, and advertising services.

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The Psychological Basis of Real Estate Marketing Success

This evening, I stumbled across this pyramid chart depicting Abraham Maslow’s “hierarchy of human needs”. In case you’re not familiar with Maslow, he was a leading mid-century psychologist who published a paper, in 1943, entitled, A Theory of Human Motivation. “What does that have to do with successful real estate marketing?” Well, some people believe that this pyramid of human needs, and the concepts it represent, is a cornerstone of effective sales, marketing, and advertising.
Maslow Pyramid

Starting from the bottom of the pyramid and moving up, these needs form the foundation of human motivation, including the deep-rooted drives that affect purchasing decisions and major life choices like marriage, career, and buying a home. If you, as a real estate agent, can establish a connection in people’s minds between what they need and what you’re offering, then your ability to acquire clients, make sales, and negotiate deals will increase exponentially. For some real estate agents, it’s a seemingly natural skill, while others have to work harder at developing it. In either case, the Maslow pyramid provides an excellent starting point for understanding what your clients and real estate prospects really need and want. Only then, can you effectively address their true desires and the motivating forces that often control decisions and human behavior.

If you’d like to learn more about the psychological principles that can help you become a more successful real estate agent, such as how to overcome objections, how to communicate more effectively both verbally and non-verbally, proven strategies for boosting your powers of persuasion, and Nuero-Linguistic Programming (NLP), take a look at Universal Influence: 101 Ways To Get Anyone To Say Yes!*

Thanks for stopping by my blog! Feel free to post a comment or contact me at my email address below if you have any comments, questions, or feedback about the content of this blog or the real estate marketing products and services it features.



Conciousness, Conceptual Artwork

*This product is offered with a 60-day, 100% money-back guarantee. F.Y.I.: I am a compensated affiliate of this home study course, as well as the real estate marketing materials, real estate marketing templates, e-books, digital products, and sales training materials featured in this blog.


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