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• Nadine Larder– CEO and Founder– Printerbees.com

• Lora Ullerich– Digital media specialist– coleinformation.com

Session Framework

• Cole Directory – Published in 1947– “Blue Book”– Crisscross directory of addresses and

phone numbers

• Invaluable information for:– Telemarketers– Debt collectors – Law enforcement

• Today, web-based lead generation for real estate agents

• The Goal• Help Realtors® With Marketing Consistency• Provide Affordable Services And Support Needed By Realtors® • Produce Professional Marketing For Realtors®

• Services:• Design• Print • Promotional• Mailing• Complete Branding

Established in 2008

Free e-magazine dedicated to providing Realtors® with valuable information and resources about

marketingwww.RealEstateMarketing.me

Bottom Line: PrinterBees “gets” Real Estate

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• Cole Directory • Published in 1947• “Blue Book”• Crisscross directory of addresses and

phone numbers

• Invaluable information for:• Telemarketers• Debt collectors • Law enforcement

• Today, web-based lead generation for real estate agents

Then and Now

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Online Community

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• Location

• Location

• Location

In Real Estate

3 Most Important Things

Powerful, easy to use tool

Just Listed/Just Sold search

Virtually prospect from your desk

Approach & offer

Questions

Session FrameworkHousing Snapshot

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•12 weeks•10 homes

Home Buyer Habits

Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers

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By the Numbers (%)• 90• 87• 55• 45• 27

Home Search Info (source) • Internet• Real estate agents• Yard sign• Open house• Newspaper ad

Home Buyer Habits

Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers

Muscular Mindset

•Identify your negative thoughts/limiting beliefs.

•Have confidence in your skills.

•Prepare, plan and continue to refine.

Target the Right People

•Neighbors of just listed/just solds

•Center of influence

•FSBOs

•Expireds

The Audience Matters

•Keep in mind:

•Average age

•What’s their home worth

•Length of residence

Up-To-Date MKGT List

•45 million homeowners move each year

•48 million workers switch jobs

•Errors in human data entry

Now what?

You Have a List…

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• Repetition

• Repetition

• Repetition

3 Most Important Things

In marketing

Repetition Affects Results

•You have 2 seconds to get a prospect’s attention.

•Twenty-five pieces of mail a week/100 per month.

•One percent chance of being remembered out of 100

pieces of mail.

•3,000 marketing messages/day.

Repetition + Repetition = Success

Missing Key Ingredient

Repetition

Single Shot Marketing Doesn’t Work

Real Estate Direct Mail

•Relationship building - Not a quick sale

•Pizza coupons are “quick sale” type marketing.

•Quick sale isn’t a reasonable expectation

•Americans move once every five years, on average.

•It’s a five year relationship, not a pizza sale.

.90 cents is the profit on a Little Caesars Pizza

Most Important MKGT Piece Sent

•The one following the last one you sent.

•The investment in the first marketing piece is lost if

the second, third and so on do not follow.

•Thirty-three touches/year to SOI.

•Twelve touches/year for a mailing/farming list.

One sale for every 50/year.

Source: Millionaire RE Agent

Marketing Costs

Market to one home for five years:

$.50x60 months= $30 Marketing cost

Median home price = $210,000

$210,000 x 3% = $6,300 Commission

Little Caesars has to sell 7000 pizzas to profit $6,300

Most Important to Repeat

•Your personal branding (photo included)

•The logos that identify your brand

•Benefits of using you/your brand

•Call to action (what you want them to do)

•Slogan

•Imagery

The Good News!

•Direct mail marketing is cost effective.

•Direct mail marketing drives results.

Size Matters

Print Medium Matters • More than 50% of postcard marketing pieces are read.

• 31% of letter-sized envelope marketing pieces are read.

• 53% of postcard marketing pieces were useful.

• Only 25% of letter sized envelopes were useful.

Source: DMA

Postcards Work

• Printing costs are cheap, as low as .5 cents ea.

• Postcard are cheaper to mail when mailing 4X6 size.

• Postcards are easier to address and bulk mail.

• Postcards are easier to glimpse and read.

• Postcards don’t need to be opened to be seen.

• Postcards are more likely to be kept around.

Source: DMA

Anatomy of a Postcard

•Consistent branding

•Consistent colors

•Headshot

•Logo

•Call to action (Action you want them to take)

•Contact information

•Website and social media channels

Follow-Up

Source: Insidesales.com/responseaudit

•Fifty percent never get called/emailed.

•Takes 42 hours to follow-up.

•1.63 call-back attempts.

•Real estate is a relationship

business.

•Best practice: 6-9 call-back attempts.

– Once again, track and measure

Track & Measure

•Free handout •Information on why now is the best time to sell a home

Free Marketing Handout

Receive 10% off on all printing through November 30th.

Use Coupon Code: WinterWeb10Coupon Not Valid With Other Special Offers

www.PrinterBees.com877-939-2337

250 4x6 Postcards

1,000 Color Business Cards

Two Giveaways

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