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How Top Producers Generate More Sales Leads

Everyone knows that top real estate producers are extremely hard workers. But, after years of helping these overachievers with their marketing, we’ve noticed they also rely on the following tricks to keep sales leads rolling in.

They leverage the power of different marketing mediums

Top producers have learned through trial and error that every marketing medium has its own unique strength:

  • Direct mail is best for finding new customers and getting them to make a purchase.
  • Email is ideal for getting them to make another purchase, provide a referral and otherwise interact.
  • Facebook, Twitter and other social media are great for encouraging feedback, having conversations and building long-term relationships.


They’re consistent

Typically, top producers roll out a new marketing effort about every two or three weeks. And that strategy really seems to work. The more mailings, emails and social media people receive from these agents, the more comfortable the prospect becomes, and the more likely they are to trust the top producer with their business.

They impress people with data

Any real estate agent can promise results. But top producers tend to back up their claims with facts, figures and statistics – which can make all the difference if you want the recipient to believe what you say.

They team up with other businesses

Top producers are much more likely to team up with another business to cross-promote their products and services. The advantages of this arrangement are multi-fold:

  • Both businesses get immediate access to the others’ marketing list.
  • An endorsement from the partner business can generate powerful referral business.
  • Combining budgets usually produces higher-quality marketing materials (and often reduces overall marketing costs).

They target their marketing messages

Instead of mailing one generic marketing piece to their whole list of prospects, many top producers send targeted messages and special offers to sub-groups (new-movers, retirees, renters, referral sources, etc.). The smaller the group, and the more targeted the message, the better the results can be.

They use special offers

Top producers use special offers to inspire prospective clients to take action:

  • They hold contests (for a trip, a TV, or some other big-ticket item) to gather the contact information of potential clients.
  • They offer rewards (a $20 gas card, movie tickets, etc.) to generate referrals.

They analyze results

To determine how well different marketing efforts are performing, top producers track how many contacts, sales and referrals result from each. Some also use Google Analytics (a free service from Google) to analyze how many people are visiting their website, and what they do on each website page.

They’re always testing new approaches

Even when their marketing is working well, top producers are always tweaking the offer, trying new headlines, changing the text – anything to try and make the marketing produce even more sales leads. They’re also very good about supplementing their current marketing with all-new approaches.

How to Pique the Interest of Past Prospects

There’s no telling why some folks choose not to move forward with a home purchase / sale. Don’t take it personally. And definitely don’t toss those sale leads.

In the world of real estate, a sales lead is almost never dead, no matter how old it may be. Because a home sale / purchase is such a rare event, years can pass without you hearing even a peep from old prospects and clients.

The trick is to keep your name and face front and center, so that when those folks do want to move forward with a real estate transaction, it’s you who they’ll turn to for advice, guidance and assistance.

Included below are eight suggestions.

Host an event

Ever considered hosting a party for prospects and past clients? It’s a great way to emphasize one-on-one time in a setting where people are willing to let their guard down.

Become a social media maven

Wildly popular social networking websites like Facebook, Twitter and LinkedIn are fantastic for interacting with past clients on an informal basis. You can easily let everyone know about new developments in your business and personal life, as well as monitor what’s happening in the lives of others.

Past Prospects

Send a handwritten Note / Card

Handwritten notes are classy, unique and memorable. Plus they speak volumes about your commitment to client service and customer relationships.

Compose a newsletter

Newsletters (printed or electronic) are an excellent way to get your name / face in front of past prospects on a regular basis – and impress them with your industry insights and advice at the same time.


Offer tips and reminders

Sending postcards with holiday reminders, tax tips, home-maintenance advice and other popular information is another proven way to stay relevant. Plus, implementing this strategy is a snap with Xpressdocs’ seasonal and consumer tips postcard templates.

Send off-season holiday cards

Most people are overwhelmed with greeting cards at Christmas and Hanukah. To stand out from the pack, consider sending cards that celebrate the minor holidays – like St. Patrick’s Day, the dawn of spring, or national Good Neighbor Day.

Send a gift

Promotional products (everyday items with your company information printed on them) are also effective.  Stay away from the stuff people take for granted (like pens) and instead choose something unique. Examples include: healthcare products (thermometer, ice pack, etc.), environmentally responsible products (like a reusable grocery bag), party products (like a wine bottle stopper) or safety products (like a hollow-rock hide-a-key).

Be consistent

Unfortunately, when it comes to remembering the names of service providers, most people have very poor memories. If you don’t pique the interest of past prospects with some sort of marketing or public relations effort at least every six to eight weeks, chances are low that they’re going to be remembering your name anytime soon.

Developing a Personal Brand (That Potential Customers Will Remember)

People don’t recommend run-of-the-mill real estate professionals to their family and friends; they pass along the names of agents that are standouts. To achieve that kind of status, you not only have to be uniquely talented, you also have to establish a unique personal brand.branding

A personal brand not only projects a positive image, it also allows you to emphasize what it is that makes you better suited than your competitors.

Time for a self-assessment

The best personal brands combine some warm and memorable personal attributes (your red hair or oversized glasses, your company mascot, your big family, etc.), with some serious business advantages (your years of experience in a particular niche, your record of accomplishment, your one-stop collection of value-added services, etc.) Examples include:


  • The urban-living specialist with the cute Chihuahua dog.
  • The unpretentious “girl next door” that buyers and sellers can always count on.
  • The rugged former home builder who can help buyers discover the hidden potential in properties.
  • The successful business woman with an inside track on luxury properties.


Forget about the personal-brand basics, attributes like “friendly,” “experienced,” “ethical” or “knowledgeable.” Those are things all your competitors can easily claim as well (and usually do). They don’t set you apart from the pack, and they’re so basic that prospective clients expect them. Instead, focus on the attributes that come naturally, have real appeal to your target audience, and are good for the bottom-line.


For most agents, this kind of self-assessment can be really tough. Consider asking family, friends and long-time clients for their honest feedback and input about what makes you unique.


Add a tag line

A tag line does not make a personal brand. But it is an important component. Consider hiring a professional writer to help you create one that hits all the right notes (differentiates you from other real estate professionals, sticks in the minds of consumers, but isn’t overly corny). Or, consider adapting one of the examples below:


  • Your edge in a competitive real estate market
  • A trusted resource for local real estate
  • Luxury real estate services for select clientele
  • The urban-living specialist
  • The Central area specialist
  • The right realtor for this market
  • Setting the standard in San Jose real estate
  • Leading the way in the local real estate market
  • Building real estate relationships since 1984
  • Opening doors for real estate deals since 2001
  • Service that goes beyond the sale
  • The service you deserve. From people you can trust.
  • Service so superior it’s legendary
  • A passion to perform
  • Same price. Better real estate services.
  • A tradition of trust
  • Our local real estate roots run deep
  • Two real estate experts for the price of one
  • The advantage of a neighborhood specialist
  • Everything I touch turns to sold


Hire a graphic artist

Once you’ve settled on the attributes that best represent and differentiate you, it’s time to hire a graphic artist. A professional designer will be able to turn all of the above concepts into a memorable logo and a complimentary palette of colors that you can incorporate throughout all your marketing materials.


The final step

To make your new personal brand catch fire, you need to use it consistently – incorporating your new logo, tag line and corporate colors into everything you do (from business cards to blogs, marketing postcards to event sponsorships).


After a while, you’ll probably grow weary of using all the same things in all your marketing materials. And you’ll undoubtedly think of new ideas you could incorporate. That’s a mistake. Remember: Prospective clients are not seeing your branding on a regular basis, like you are. They come across your marketing materials only occasionally – and your branding needs to be consistent each time they see it. A strong, consistent personal brand is the way to build a memorable reputation.

Generate More Money with a Good Listing Photo

Now that every prospective home buyer is using a computer or smart phone to review property listings, the quality of the property photos has moved to the top of the list in terms of importance.

goodphotosIn the latest home-buyers survey from the National Association of Realtors, 97 percent of the home-shopping public ranked the photos on a listing as being one of the most important factors.

A study published in the Wall St. Journal some years ago even tried to attach a dollar value to a good listing photo. Their conclusion: Listings with quality photos get more online attention; and the property can sell for anywhere between $934 and $116,076 more than a listing with average photo quality (unless the home is a loser to begin with).

So how can you generate more money from your real estate photos? Keep reading.


The study mentioned above found that the type of camera used was particularly important. But that’s not all you need to capture a high-value listing photo. Here’s a list of the bare necessities:


A quality SLR camera – Photos taken with a phone or a point-and-shoot camera almost always lack the richness and detail necessary for a printed marketing document. A quality digital single-lens-reflex camera will allow you to adjust for low-light situations (especially when shooting indoors), take wider-angle shots, generate high-resolution results, manipulate your photos in post-production, plus much more.


A camera tripod – Once you start adjusting the exposure on your camera to account for the amount of light present, it becomes much harder to hold the camera steady enough to avoid blurring. A tripod solves that problem (plus ensures that the camera isn’t tipped at an odd angle). Quality isn’t that important; even an inexpensive tripod will work.


Two clamp lights – You’ll find clamp light fixtures for sale at most big-box home-improvement stores. They’re often used to temporarily light a room while construction work is ongoing. The light housing is made of highly reflective, lightweight aluminum. In the center is the light bulb holder. And attached to the back is a simple clamp that allows the light to be temporarily attached to doorways, furniture, etc.


Two Cree light bulbs – Traditional incandescent light bulbs (100 to 150 watts) have always proven effective for lighting interior settings for photography (when used with a clamp light fixture). But they’re being phased out in exchange for lower-energy alternatives. Plus, they’re too fragile to be used in movable fixtures. A rugged replacement that gets high marks is the Cree 18-watt LED bulb (equivalent to a 100-watt incandescent bulb).



Want to create the same kind of stunningly realistic images you see in glossy home magazines? Switch on your camera’s automatic exposure / bracketing setting, and start using high dynamic range software.


Step 1: Select the right settings

Set your camera to automatic exposure / bracketing. And set the shutter button to rapid-fire or drive.


Step 2: Take the photo

Each time you push the button, the camera is actually capturing three images at various exposures. Needless to say, it’s very important that you use a tripod to keep the camera from moving while the camera is snapping the photos.


Step 3: Edit the photo

After the shoot, upload your images to HDR software (Photomatix is the most popular) and blend the three exposures into the most accurate rendering of all: one image rich with detail, highlights and shadows.


Don’t go overboard

HDR-processed photos can sometimes show so much detail that the final image looks faked. The trick is to find a balance between highlighting the details and bringing out too much detail.



Prospective home buyers will study the interior photos most, because that’s where they’ll spend most of their time if they buy the place. Unfortunately, taking accurate, attractive interior photos is the hardest part of listing photography.


Interior lighting

Proper lighting is one of the most important aspects of taking a quality interior photo.


The built-in flash feature on your camera is excellent for lighting things within three feet of the camera but, by itself, it’s hopeless for lighting up the interior of a room. At best, it creates a flat-light effect that makes the room look lifeless. Instead, use the clamp lights and Cree bulbs recommended above. Place the lights on both sides of the camera (as far as 8 feet from the camera in a large room). Move them around to see the effect lighting can have on the space.


Other tips for proper lighting:


  • Learn how to adjust the shutter times on your SLR camera to drink in the available light. But remember: Longer shutter times mean the camera must be held perfectly still (with a tripod).


  • Try using two different bulbs in the two different clamp light fixtures (one 13.5-watt and one 18-watt) to create a subtle, three-dimensional shadow effect.


  • Try using your camera’s built-in flash in combination with the clamp lights.


  • Replace the bulbs in the room’s light fixtures with 150-watt versions to not only help illuminate the room, but also make the fixture pop in the photo.


  • If the natural light is too bright, wait until dusk. Shooting at twilight is another option. But avoid taking photos after sunset.


  • The effect you’re going for is even, balanced lighting, with some subtle shadows. To achieve that, try taking the shades off some of the out-of-frame lights, opening/closing doors to adjacent rooms, opening/closing shades.


Interior angles

You never want to make a room look smaller than it really is. So use the wide-angle setting, and position yourself in the doorway (or tight in a corner of the room).


To avoid distorting the edges of the room, keep the camera lens parallel to the floor – then bend down, or kneel, to get all the furnishings in the picture.


Try also taking a few shots from atop a step ladder, with the camera angled down.



Attractive exterior photos are easier to capture but still require the right lighting and angles.


Exterior lighting

Use the clamp lights mentioned above to light up outside areas, too – like covered porches/entryways, which can often be too shadowy even on a bright, sunny day.


Exterior angles

When possible, choose a camera angle that allows you to crop-out utility poles and wires, not-so-nice next door houses and other things that might make potential buyers think twice.


If the footprint for the home is good-sized, include some shots of the front that also include a view of the side so potential buyers can see the home’s depth.


Use a tripod. While blurring is less of a problem for outdoor shots, a tripod will help guard against crooked, wide-angle shots.


Some houses look better when photographed above ground level. You can use a ladder to increase the height of the shoot, or there are special camera extension poles.



Even if you don’t use high dynamic range photography (see description above), you can still edit your photos after the shoot using photo-editing software (adjust the colors, crop the edges, etc.). Photoshop is the software program used by most professionals. But free software is also available online (and may even be included with your camera).


The ethics of editing

Whenever you edit a real estate photo, you want to make sure you do not materially misrepresent the property:



  • Removing cars, garbage cans, chairs, children’s toys and other mobile objects from the photo.
  • Brightening the sky, removing dark clouds and making other weather changes.
  • Adjusting the resolution and contrast to improve the image quality.


Less than ethical:

  • Improving the look of fences, walkways, grass and other permanent features.
  • Demonstrating what it would look like if the carpet was removed and the hardwood floors underneath were refinished.
  • Repositioning the sun in the sky so it appears an area of the yard gets more sunlight than it really does.
  • Removing utility poles, power lines and not-so-nice neighborhood houses from the photo.


The best way to learn more about photography is to take a hands-on photography class. But if you’re an agent with a listing that just can’t wait, we’ll leave you with one last bit of advice: Take lots of photos. Try a variety of different angles and lighting techniques. Position yourself – and the furnishings – in different places. Take some multiple-exposure shots, and some single-exposure versions. When all is said and done, and you’re staring at it all on your computer screen, you’ll be glad to have so many options to choose between.


How to Make a Name for Yourself in Company Meetings

Company meetings are a great place to boost your image and impress the boss. Yet many professionals today totally overlook these opportunities. Consider using one or two of the following tips at your next conference-room gathering.

Leave your phone at your desk

acing-the-presentationIt’s annoying to whoever is speaking when the other meeting participants are distracted by their phones. Be the only person who comes without their phone, and the personal connections you make by simply staring the speaker in the eyes will pay off big down the road. The best way to make deeper, more rewarding personal connections at work is to make those around you feel heard, understood and respected.

Be positive

When the boss uses a meeting to introduce a new program or a big change, most people at the table will immediately start thinking about the negatively impacts. It’s human nature. To set yourself apart (especially in the boss’s eyes), react positively – but without making any commitments you can’t keep. Say something like, “I’m intrigued by this. I’m going to gather my team first thing tomorrow morning and start brainstorming implementation plans.”

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USPS Postage Rate Increase : May 2015

The United States Postal Service has announced postage rate increases that affect all orders placed after 4pm CST on May 27, 2015. Xpressdocs rates for mailed products are being adjusted to reflect this postage increase.


Impact of USPS Postage Increases on Current Xpressdocs Rates
Products First Class Standard
Small Postcard – 5.5 x 4.25 in $.02 N/A
Large Postcard – 8.5 x 5.5 in $.02 $.01
XL Postcard – 11 x 5.5 in $.02 $.01
Folded Postcard – 8.5 x 5.5 in $.02 $.01
Mega Postcard – 11 x 8.5 in $.04 $.02
Rectangle Tri-fold Brochure – 8.5 x 5.5 in $.02 $.01
Newsletter $.02 $.01

Please contact any one of our client service specialists with questions by calling 866.977.3627 or email us at We appreciate your business.

These Postcards Get the Best Customer Response

If you’re an Xpressdocs client, you know that marketing postcards are one of the most efficient and effective ways to promote your business. According to the latest Direct Marketing Association study, direct mail generates an average of $7 in sales for every $1 spent on the marketing medium.

But, of course, not every marketing postcard can be a hit. What separates the winners from the losers? Postcards with the following attributes almost always get the best customer response:

Attention-grabbing introduction – People are busy (just like you). So if you don’t grab their attention in the headline or first sentence, your chances of success will drop dramatically. Suggestions: state a question, present a compelling fact, or lead off with a special offer.

Clear benefits – Instead of simply stating a feature of your product/service (“experienced work crews”), tell the reader how that feature will personally benefit them (“experienced craftsmen who aren’t satisfied with the job until you’re satisfied with the job”).
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Real Estate Marketing Tools: The Twitter Savvy Real Estate Agent

Real Estate Marketing ToolsSocial media is an important real estate marketing tool, and Twitter is no exception. The fact that Twitter limits posts to 140 characters makes it easy for users to follow trending topics and offers the ability for consumers to connect globally. That’s why using Twitter in your marketing plans is crucial for lead generation and networking opportunities.

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If Your Real Estate Marketing Plan Isn’t Working, Try a New Method

Real Estate MarketingAgencies often continue to use the same real estate marketing plan year after year, even when that plan is no longer working. The problem is determining which marketing plan achieves the best results. Answering that question is equivalent to saying blue is the best house color, sport utility vehicles are the only cars worth driving, or Sprint is the best cellphone service provider. Although those statements may be true for some, they may be completely wrong according to others. Choosing your real estate marketing tools depends on the surrounding circumstances and situation specifics. It also depends on the message you want to send and the audience you are trying to reach.

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