Market Yourself

Need a marketing plan? Sit down with our FREE Marketing Plan Guide and answer some easy questions in the workbook about what you want from your real estate business and with whom you like to do business.

When you've got it done, we'll take it from there. We'll develop a detailed 12-month marketing plan to help you create that business you want. You'll be getting the benefit of putting a marketing expert to work for you.

You'll learn how to systematically approach your marketing in every area of your real estate business:

    * How to stand out from the other agents in your market.

    * The who, where, when, how many, and how often of prospecting.

    * How to get referrals and what to do with them when you get them.

    * Keeping your past clients thinking of you and calling you.

    * Attacking FSBOs and Expireds (it's easy if you know what to do).

Best of all, we'll show you how to put systems in place for managing all of your marketing efforts in less than 10 minutes a day. Together we can create a plan for your business. We'll handle the details of making sure your marketing is going just like you planned it.

When It Isn't You

When you don't close that big sale or a prospect chooses someone else, it's natural to feel disappointed, but don't let small setbacks get you down. Here are some ways to bounce back with your confidence intact:

Don't take it personally. A lost sale isn't necessarily a rejection of you. Who knows why they chose to work with someone else?

Even if a prospect gives you a reason (and they often don't) it may not be the real reason for their choice. Maybe they got a recommendation from a friend, or another agent agreed to a lower commission, or a hundred other reasons. Don't let your self-worth be too closely tied to a single transaction.

Being too emotionally invested in a transaction can make you seem needy or pushy. And neither of these is appealing to a prospect.

Adopt an attitude that conveys the message that you would love to work with each prospect but if not this time, maybe another time. And don't forget to follow up.

Maintain Sales Momentum

Now is an ideal time for agents who are serious about succeeding to gain momentum over their competitors.

While others are trimming their marketing budgets and worrying about finding the next client, you can rise to the top with the following advice:

      Increase your prospecting. As other agents cut back and mail fewer postcards and newsletters, your professional prospecting campaign is sure to gain more attention from people who are thinking of buying or selling a home.

      Build your image. Make sure that every aspect of your business is represented in a professional manner.

      Focus on your strengths. If you don't already have a particular niche, develop one. What sets you apart from other agents?

      Be optimistic. Buyers and sellers both want an agent who is confident that their goals can be achieved.

      Don't overlook your past clients. Repeat business and referrals are extremely valuable. Let past clients know how much their trust and business mean to you.

Go Green and Save

Want your clients to remember you fondly year-round? An appealing calendar personalized with your photo and information is the perfect solution.

Our Green Living calendar offers simple tips that help homeowners reduce waste and conserve energy. In a handy 6x6-inch size, this full-color, 12-month calendar will be greatly appreciated by your clients. And since your photo and information appear on each page, they will be sure to think of you when they need a real estate professional.

Build relationships and increase your business while doing your part to care for the planet by using high-impact, environmentally-responsible marketing. Our Green Living calendar is printed on paper containing post-consumer recycled content and is certified by the Forestry Stewardship Council^® and in full compliance with the Sustainable Forestry Initiative^SM.

Call today or visit our Web site at www.tpmco.com to order.

The Power of Planning

In 1952, three percent of the graduating class of Yale University responded "yes" to a survey asking if they had written goals. Twenty years later, the net worth of those three percent was greater than the combined net worth of the other 97 percent of their class. This illustrates the point that the first step in achieving success is having a written plan.

Begin your business plan by writing out your objectives for the coming year. Include your goals (how much do you want to make in 2009?), any foreseeable obstacles to those goals (a cooling real estate market) and possible solutions (increase your visibility in your community).

Mapping this out will help you focus on achieving your goals and help you to be more prepared for any setbacks.

For the plan to be effective, your daily actions need to reflect what is written in your plan, which in turn reflects your goals. In the daily competition for market share, the successful professional is the one who knows his or her goals and exactly how to achieve them.

Don't just hope this year will be different, plan for it.

Effective Follow-up Marketing

You allocate a major portion of your marketing budget each year to attract new clients. But how much do you spend following up with these clients once their transactions have been completed? Continuing to build positive relationships with past clients can be extremely valuable to you. Here's how:

Client follow-up programs from The Personal Marketing Company can help you keep in consistent contact with past clients so they think of you for their future real estate needs and refer you to their friends and family. Choose from the following programs, designed to make a big impact for a low price:

Expressibles- exquisitely-designed jumbo postcards mail every quarter for the next three years for only $10 or five years for $13.

Today's Living- magazine offers engaging articles and beautiful photos that will appeal to the entire family. Sign up to have Today's Living delivered to your clients every spring and fall for three years for only $12 or five years for $15. Your clients will also receive address labels personalized with their information as a special "thank you."

Expressibles and Today's Living are both personalized with your signature, contact information, color photo and logo, as well as your clients' names printed on the front to grab their attention.

Continue a caring connection with valuable past clients. Call me today for more information on either of these programs or to learn about our ProPower™ package, the ultimate client follow-up program.

Do What You Love ... and Love What You Do

Do you have difficulty getting up in the morning?

Are you always tired?

Do you forget things?

Do you lose your temper easily?

Do you feel overwhelmed most of the time?

When at work, do you look at your watch?

Are you bored?

If you answered "yes" to two or more of these questions, you may be burned out on your job. Changes in the real estate market can be stressful, but don't worry, the following advice may help you rediscover your enthusiasm:

Build a support system. Real estate is a social business - agents who thrive in real estate are friendly and outgoing people. When you have a bad day, it's important that you have co-workers, friends or family members to turn to for support or just to share a laugh. Cultivating relationships can make you feel connected to others and help reduce stress.

Add fun to your daily work life. Buy an amusing calendar for your desk or take the time to read a funny e-mail. Staying positive can help you see the humor in stressful situations.

Be kind to yourself. It's easy to be critical when things aren't going the way you'd like, but you'll feel more confident if you focus on your favorable attributes. After you've had a successful closing or anytime you are feeling particularly proud of yourself, write a list of your best qualities and keep it in a safe place. Then, anytime you feel discouraged, refer to it and focus on those traits.

Finally, remember why you chose a career in real estate in the first place. Was it because you enjoy being with people? Were you excited to help a family find the home of their dreams? Did you yearn for the freedom and flexibility that a career in real estate could offer?

Consider taking a class or joining a professional group; furthering your education may spark that initial flame of interest again. You may simply need a challenge to re-ignite your passion for real estate and keep you from feeling burned out.

Finding Your Niche

People who share common traits or interests form a niche. They may live in the same subdivision, work in similar fields, or participate in the same activities. By targeting a niche, you can direct your marketing specifically to what appeals to that group, which can increase your response rate and help you build successful relationships with your clients.

Begin by looking at your personal interests. Do you go to a gym regularly or volunteer for a cause? Have you always wanted to learn more about photography or how to change your own oil? Joining a group or taking classes are great ways to expand your horizons ... and meet potential clients.

If you're already active in your community, let those in your group know that you are an experienced real estate professional who would love to help with their home buying or selling needs.

To help ensure that they think of you and recommend you to others, consistently send them personalized postcards or newsletters. It's easy with My Personal Advantage^SM - you can create and maintain multiple lists, select what each contact receives and how they receive it, on a one-by-one basis. Stay in touch by sending valuable information that appeals to their specific niche.