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STAY ORGANIZED • STAY ON TRACK • STAY TOP OF MIND
2021 REAL ESTATE
MARKETING PLANNER™
12 Months of Strategic Real Estate Marketing
Powered by: The Complete BusinessBASE™ System & Scheduled Postcard Campaigns
THE REAL ESTATE MARKETING PLANNER™Copyright ©ProspectsPLUS!, Inc. All rights reserved.
No portion of the contents of this publication may be reproduced or transmitted in any form or by any means without the express written permission of ProspectsPLUS!, Inc.
This manual is designed to provide accurate and authoritative information regarding the subject matter covered. It is sold with the understanding that the author and publisher are not engaged in rendering legal, accounting, or other professional services to any person. If legal advice and/or other expert assistance is required, the service of a competent professional should be sought.
From a Declaration of Principles jointly adopted by a Committee of the American Bar Association and a Committee of Publishers.
2021 Rev. A
To provide you with every tactical advantage in 2021, we’ve upgraded theReal Estate Marketing Planner™. It now includes two powerful systems:
1. SCHEDULED CAMPAIGNSNow you can stay on top of your marketing and free up time for morehigh-level priorities by scheduling your Sphere of Influence, Farm, and Nichecampaigns for up to one year.
And, with Scheduled Campaigns, you don’t pay until the mailing goes out.You can also cancel or change your order at any time up until the night priorto mailing.
To learn about our first-time-ever “3 Extra Closings a Year Guarantee” go topage 23. To launch a campaign go to: www.Prospects.PLUS/ExtraClosings.
2. THE FREE BUSINESSBASE™Statistically, 66% of business generated by top agents comes from family, friends,close acquaintances, and referrals from the first three groups. The BusinessBASE™is rooted in this understanding. Just follow the simple but powerful SEND/CALL/SEE activities in the BusinessBASE™, and turn your marketing into a referral andrepeat-client-building machine. To learn more go to page 15.
FOLLOW THESE THREE STEPS TO START USING THE 2021 REAL ESTATE MARKETING PLANNER™:
STEP ONE: Complete the 2021 Business Plan on the next page.
STEP TWO: Follow the simple steps in the BusinessBASE™ system.
STEP THREE: Turn to the current month of the Planner and followthe SEND/CALL/SEE Action Items outlined for each week.
To find fun opportunities for your monthly “SEE” activities, turn to page 14.
To schedule a campaign, order postcards, or order other marketing materials defined in The RealEstate Marketing Planner™ or BusinessBASE™, go to www.Prospects.PLUS/2021 and click on the Products dropdown menu.
For a complete “Done-For-You” marketing option that includes exlclusive carrier routes, EDDM®, neighborhood branding, and super-mega-sized marketing pieces - watch this video at www.DabbleOrDominate.com
You can also call our support team at 1-866-405-3638. We are excited to help you achieve marketing success.
2021 REAL ESTATE MARKETING PLANNER™
1. My income goal for the next 12 months:
2. Average commission earned per closing:
3. Number of closings required to reach my goal:(Divide line 1 by line 2.)
4. Number of my sales required to close to hit my goal:(Multiply line 3 by .25)
5. Number of my listings required to close to hit my goal:(Multiply line 3 by .75)
LISTINGS ARE THE NAME OF THE GAME:A good listing agent’s income is 75% listings sold,25% sales.
6. Average percent of listings taken by my office that closeduring the listing period:
7. Average percent of sales contracts written by me that close:
8. Number of sales contracts needed to write in the next 12 months: (Divide line 4 by line 7.)
9. Appointments needed to obtain one listing:
10. Number of contacts needed to obtain one appointment:
OBJECTIVES:
A. Number of new listings I will obtain in the next 12 months:(Divide line 5 by line 6.)
B. Number of listing appointments needed annually:(Multiply line A by line 9.)
C. Number of listing appointments needed per month:(Divide line B by 12.)
D. Number of listing appointments per week:(Divide line B by 52.)
E. Number of contacts needed per week to reach my listing goal:(Multiply line D by line 10.)
1. __________________________
2. __________________________
3. __________________________
4. __________________________
5. __________________________
6. __________________________
7. __________________________
8. __________________________
9. __________________________
10. __________________________
A. __________________________
B. __________________________
C. __________________________
D. __________________________
E. __________________________
2021 REAL ESTATE BUSINESS PLAN
Business Plan compliments of Floyd Wickman
WEEK FIVE: Customer Appreciation PostcardsAnniversary: Purchase
JANUARY ACTION ITEMS
WEEK ONESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
WEEK TWOSEND a one-year SOI postcard campaign to everyone in your Sphere of Influence.CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND a Geographic-Farm postcard campaign to your farm area or the Done-for-You Market Dominator.CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
UPCOMING HOLIDAYS - Save money when you schedule your postcards, and use standard-class postage.Valentine’s Day: mail by January 22ndPresidents Day: mail by January 25th
OBSERVED HOLIDAYSJAN. 1st - New Year’s Day
JAN. 18th - Martin Luther King, Jr. Day
National Blood Donor MonthNational Soup Month
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Page 2 | To get started on January’s Action Items go to www.ProspectsPLUS.com/Launch
WEEK FOUR: Life Event PostcardsEmpty Nesters - New Memories
WEEK THREE: Get More Listings I PostcardsWANTED: Listing Inventory
WEEK TWO: Content CardsDetermining the Value of Your Home
Send Now
Send Now
Send Now
Send Now
WEEK FOUR: Happy Birthday PostcardsCake
OBSERVED HOLIDAYSFEB. 2nd - Groundhog Day
FEB. 12th - Chinese New YearFEB. 14th - Valentine’s DayFEB. 15th - Presidents’ Day
FEB. 16th - Mardi Gras
American Heart MonthBlack History Month
FEBRUARY ACTION ITEMS
WEEK ONESEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK TWOSEND (Your Geographic-Farm postcard campaign should be goingout. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND anniversary, birthday, referral, and thank you postcards toany new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
UPCOMING HOLIDAYS - Save money when you schedule your postcards, and use standard-class postage.Daylight Saving Time begins: mail by February 19thSt. Patrick’s Day: mail by February 23rdSpring begins: mail by February 26th
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To get started on February’s Action Items go to www.ProspectsPLUS.com/Launch | Page 3
WEEK THREE: Life Event PostcardsEmpty Nesters - Lawnmower
WEEK TWO: Get More Listings I PostcardsMore Buyers Than Listings?
WEEK ONE: Content CardsAppealing to Equity
Send Now
Send Now
Send Now
Send Now
WEEK FOUR: Customer Appreciation PostcardsReferral: Big Thanks
WEEK THREE: Life Event PostcardsDownsizing: Too Much House
WEEK TWO: Get More Listings I PostcardsMotivated Buyers
WEEK ONE: Content CardsPay Your Mortgage Off Early
Send Now
Send Now
Send Now
Send Now
MARCH ACTION ITEMS
WEEK ONESEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK TWOSEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
UPCOMING HOLIDAYS - Save money when you schedule your postcards, and use standard-class postage.Easter: mail by March 12thEarth Day: mail by March 31st
OBSERVED HOLIDAYSMAR. 14th - Daylight Saving Time begins
MAR. 17th - St. Patrick’s Day
National Women’s History MonthNational Nutrition MonthNational Peanut Month
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Page 4 | To get started on March’s Action Items go to www.ProspectsPLUS.com/Launch
WEEK FIVE: Happy Birthday PostcardsWishes
WEEK FOUR: Life Event PostcardsEmpty Nesters - New Chapter
WEEK THREE: Get More Listings I PostcardsBuyers are Waiting
WEEK TWO: Content CardsFive Keys to Selling Your Home Sooner
Send Now
Send Now
Send Now
Send Now
OBSERVED HOLIDAYSAPR. 1st - April Fools’ Day
APR. 4th - EasterAPR. 7th - World Health Day
APR. 15th - Tax DayAPR. 22nd - Earth Day
National Humor Month
APRIL ACTION ITEMS
WEEK ONESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
WEEK TWOSEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
UPCOMING HOLIDAYS - Save money when you schedule your postcards, and use standard-class postage.Mother’s Day: mail by April 16th
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To get started on April’s Action Items go to www.ProspectsPLUS.com/Launch | Page 5
WEEK FOUR: Customer Appreciation PostcardsAnniversary: Sold
WEEK THREE: Life Event PostcardsEmpty Nesters - Little Empty
WEEK TWO: Get More Listings I PostcardsThe Big Question
WEEK ONE: Content CardsDemand is High and Inventory is Low
Send Now
Send Now
Send Now
Send Now
MAY ACTION ITEMS
WEEK ONESEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK TWOSEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Memorial Day: mail by May 10thFlag Day: mail by May 24rdFather’s Day: mail by May 31stSummer begins: mail by May 31st
OBSERVED HOLIDAYSMAY. 9th - Mother’s Day
MAY. 31st - Memorial Day
National Women’s Health Week(9th through 15th)
National BBQ Month
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Page 6 | To get started on May’s Action Items go to www.ProspectsPLUS.com/Launch
WEEK FOUR: Happy Birthday PostcardsGlitter
WEEK THREE: Life Event PostcardsEmpty Nesters - Time for Play
WEEK TWO: Get More Listings I PostcardsThe Right Time to Sell
WEEK ONE: Content CardsTop 4 Reasons to Stage Your Home
Send Now
Send Now
Send Now
Send Now
OBSERVED HOLIDAYSJUN. 14th - Flag Day
JUN. 20th - Father’s DayJUN. 20th - First Day of Summer
National Men’s Health MonthNational Candy Month
JUNE ACTION ITEMS
WEEK ONESEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK TWOSEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Independence Day: mail by June 11th
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To get started on June’s Action Items go to www.ProspectsPLUS.com/Launch | Page 7
WEEK FIVE: Customer Appreciation PostcardAnniversary: Thinking of You
WEEK FOUR: Fence Sitters - Sellers PostcardsStill on the Fence?
WEEK THREE: Get More Listings I PostcardsTake Advantage of the Market
WEEK TWO: Content CardsLow Inventory Equals Leverage
Send Now
Send Now
Send Now
Send Now
JULY ACTION ITEMS
WEEK ONESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
WEEK TWOSEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Back to School: mail by July 7th
OBSERVED HOLIDAYSJUL. 4th - Independence Day
National Ice Cream MonthNational Picnic Month
National Blueberry MonthNational Hot Dog Month
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Page 8 | To get started on July’s Action Items go to www.ProspectsPLUS.com/Launch
WEEK FOUR: Happy Birthday PostcardsCupcake
WEEK THREE: Fence Sitters - Sellers PostcardsWaiting for the Market?
WEEK TWO: Get More Listings I PostcardsReal Estate Activity
WEEK ONE: Content CardsTop Ten Checklist for Choosing a REALTOR®
Send Now
Send Now
Send Now
Send Now
OBSERVED HOLIDAYSAUG. 19th - National Aviation DayAUG. 21st - Senior Citizen’s Day
National Golf MonthFamily Fun Month
AUGUST ACTION ITEMS
WEEK ONESEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK TWOSEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Labor Day: mail by August 16thAutumn begins: mail by August 31st
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To get started on August’s Action Items go to www.ProspectsPLUS.com/Launch | Page 9
WEEK FIVE: Customer Appreciation PostcardsReferral: In Good Hands
WEEK FOUR: Fence Sitters - Sellers PostcardsDoesn’t Take a Crystal Ball
WEEK THREE: Get More Listings I PostcardsCurious About Selling?
WEEK TWO: Content CardsCleaning Green
Send Now
Send Now
Send Now
Send Now
Send Now
SEPTEMBER ACTION ITEMS
WEEK ONESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
WEEK TWOSEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Columbus Day: mail by September 20th
OBSERVED HOLIDAYSSEPT. 6th - Labor Day
SEPT. 6th - 8th - Rosh HashanahSEPT. 15th and 16th - Yom Kippur
Hispanic Heritage MonthSelf-Improvement Month
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Page 10 | To get started on September’s Action Items go to www.ProspectsPLUS.com/Launch
WEEK FIVE: Customer Appreciation PostcardsThank You: Big as a House
WEEK FOUR: Fence Sitters - Sellers PostcardsWaiting, Waiting, Waiting
WEEK THREE: Get More Listings I PostcardsExpert Advice?
WEEK TWO: Content CardsNumber One Home Staging Mistake
Send Now
Order Now
Send Now
Send Now
Send Now
OBSERVED HOLIDAYSOCT. 11th - Columbus Day
OCT. 31st - Halloween
Breast Cancer Awareness MonthNational Cookie MonthNational Pizza Month
OCTOBER ACTION ITEMS
WEEK ONESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
WEEK TWOSEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Halloween: mail by October 8thDaylight Saving ends: mail by October 15thVeterans Day: mail by October 20th
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To get started on October’s Action Items go to www.ProspectsPLUS.com/Launch | Page 11
WEEK FOUR: Happy Birthday PostcardsConfetti
WEEK THREE: Fence Sitters - Sellers PostcardsTiming is Everything
WEEK TWO: Get More Listings I PostcardsInformed Decision?
WEEK ONE: Content CardsChop Your Mortgage
Send Now
Send Now
Send Now
Send Now
NOVEMBER ACTION ITEMS
WEEK ONESEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK TWOSEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Thanksgiving: mail by November 3rdHanukkah: mail by November 5th
OBSERVED HOLIDAYSNOV. 7th - Daylight Saving Time Ends
NOV. 11th - Veterans DayNOV. 25th - Thanksgiving
NOV. 28th - Dec 6th - Hanukkah
American Indian Heritage MonthLung Cancer Awareness Month
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Page 12 | To get started on November’s Action Items go to www.ProspectsPLUS.com/Launch
WEEK FIVE: Customer Appreciation PostcardsThank You: All My Thanks
WEEK FOUR: Fence Sitters - Sellers PostcardsTime is Running Out
WEEK THREE: Get More Listings I PostcardsStay or Go?
WEEK TWO: Content CardsDon’t Leave Money on the Table
Send Now
Send Now
Send Now
Send Now
OBSERVED HOLIDAYSDEC. 7th - Pearl Harbor
Rememberance DayDEC. 21st - Winter SolsticeDEC. 24th - Christmas Eve
DEC. 25th - ChristmasDEC. 26th - JAN. 1st - Kwanzaa
DEC. 31st - New Year’s Eve
DECEMBER ACTION ITEMS
WEEK ONESEE two of your SOI contacts in person or Facetime with them.UPDATE your CRM with new contacts from the month.
WEEK TWOSEND (Your SOI postcard campaign should be going out.)CALL your SOI contacts with last names starting with A through F.SEE two of your SOI contacts in person or Facetime with them.
WEEK THREESEND (Your Geographic-Farm postcard campaign should be going out. If not, send the Done-for-You Market Dominator.)CALL your SOI contacts with last names starting with G through L.SEE two of your SOI contacts in person or Facetime with them.
WEEK FOURSEND postcards to a Niche Market in your area.CALL your SOI contacts with last names starting with M through R.SEE two of your SOI contacts in person or Facetime with them.
WEEK FIVESEND anniversary, birthday, referral, and thank you postcards to any new clients and/or clients you may have missed.CALL your SOI contacts with last names starting with S through Z.SEE two of your SOI contacts in person or Facetime with them.
UPCOMING HOLIDAYS - Save money when you schedule your postcards and use standard-class postage.Christmas: mail by December 3rdNew Year: mail by December 10th
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To get started on December’s Action Items go to www.ProspectsPLUS.com/Launch | Page 13
Use this calendar to inspire fun “SEE” activities with your sphere of influence every month.
2021 NATIONAL FUN-ACTIVITY CALENDAR
JANUARY4th - Trivia Day
12th - Pharmacists Day
19th - Popcorn Day
23rd - Pie Day
24th - Compliment Day
27th - Chocolate Cake Day
APRIL2nd - Children’s Book Day
16th - Librarian Day
7th - Caramel Popcorn Day
11th - Barbershop Day
13th - Scrabble Day
22nd - Jelly Bean Day
JULY4th - Country Music Day
6th - Fried Chicken Day
12th - Pecan Pie Day
13th - Embrace Your Geekness Day
20th - Lollipop Day
30th - Cheesecake Day
OCTOBER1st - Coffee Day
4th - Golf Day
14th - Dessert Day
17th - Pasta Day
23rd - Pie Day
23rd - Make a Difference Day
FEBRUARY2nd - Groundhog Day
4th - Thank a Mailman Day
8th - Boy Scouts Day
12th - Lincoln’s Birthday
17th - Acts of Kindness Day
26th - Pistachio Day
MAY4th - Bird Day
4th - Teachers Day
5th - Hoagie Day
6th - Nurses Day
12th - Receptionists Day
15th - Chocolate Chip Day
AUGUST3rd - Watermelon Day
4th - U.S. Coast Guard Day
7th - Campfire Day
9th - Book Lovers Day
19th - Aviation Day
21st - Senior Citizen Day
NOVEMBER3rd - Sandwich Day
10th - U.S. Marine Corp. Day
12th - Chicken Soup for the Soul Day
13th - Kindness Day
17th - World Peace Day
28th - French Toast Day
MARCH5th - Salesperson Day
6th - Dentists Day
11th - Johnny Appleseed Day
12th - Girl Scouts Day
27th - “Joe” Day
30th - Doctors Day
JUNE4th - Doughnut Day
6th - Yo-Yo Day
17th - Nursing Assistants Day
18th - Go Fishing Day
26th - Beauticians Day
29th - Camera Day
SEPTEMBER5th - Cheese Pizza Day
6th - Read a Book Day
8th - Literacy Day
16th - Working Parents Day
21st - World Gratitude Day
28th - Good Neighbor Day
DECEMBER1st - Eat a Red Apple Day
7th - Letter Writing Day
12th - Poinsetta Day
18th - Bake Cookies Day
20th - Go Caroling Day
27th - Cut Out Snowflakes Day
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BusinessBASE™ System
A Guide to the
1. Introduction
WHERE BUSINESS COMES FROMThe BusinessBASE™ is designed to be a business-building machine that you’ll use for the life of your business. It’s based on the knowledge that the majority of business comes from four main sources.
Statistics show that 66% of the business generated by agents who close over 50 transactions per year, comes from these four sources:
• Family
• Friends
• Close acquaintances
• Referrals generated by the first three groups
THE KEY TO BUSINESS GROWTHWe believe that the most effective thing any business professional can do to build his or her business, both in the short and long term, is to become more visible, more likable, and to find creative ways to get more people to remember you. People do business with people they know,like, and remember.
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IT’S MORE THAN AN SOIA BusinessBASE™ is not a mailing list. It’s a collection of people that personally know you by name, face, reputation, and the experiences you’vehad together.
Building your BusinessBASE™ requires time and thoughtful effort. It must be genuine, personal, meaningful, and based on your willingness to “give” before you “get.” It must be nurtured, cared for, guarded, and respected.
A BusinessBASE™ of at least 150 people will ensure your long-range success and give you something to sell when you retire. By following the BusinessBASE™ guidelines, you should generate at least 50 transactions a year as a result of your efforts. According to the NAR, the average person moves every 5-9 years. Not all of the 150 people in your BusinessBASE™ will move this year, but approximately 15% of them will.
SEND-CALL-SEEThe best way to build your BusinessBASE™ is by “Send-Call-See.” In the course of a year, you need to be in contact with the people in your BusinessBASE™ monthly if you expect to get their business or receive their word-of-mouth referrals. Occasionally calling to share a personal conversation, then connecting through direct mail will ensure youare remembered.
Now, add to that an opportunity to see someone on a personal basis and you effectively earn their trust. More business will come from your BusinessBASE™ than from all the business you could ever get from beating the bushes.
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2. Get Started: 3 Steps to Building Your BusinessBASE™
STEP 1: Go through the questions on the page entitled, “List of Potential Contacts to Help Build Your BusinessBASE™”, and make a list of names.(Do this with your spouse, if applicable, for help coming up with additional names.)
STEP 2: Once you have recorded the names of the people you know, it’s time to add them to your CRM. If you haven’t started a CRM yet, a basic Microsoft Excel spreadsheet will do the trick. Begin to build a detailed profile for each name on your list using details from the “Personal Profile Information” page.
Initially, the most important information you’ll need is correctly spelled names, addresses, email addresses, and phone numbers. As you begin to know people better, you’ll gather more information.
STEP 3: Now that you have created a basic profile for all the names on your list, you’re ready to begin working on Send-Call-See.
3. BusinessBASE™ Guidelines
1. DAILY ACTIVITIES Your BusinessBASE™ should be used by you on a daily basis (Monday through Friday). Beginning on the first day of the month, contact all of the people in your BusinessBASE™ whose last name begins with the first letter of the alphabet. On the second day of the month, contact all the people in your BusinessBASE™ whose last name begins with the second letter of the alphabet, etc. In other words, “A” through “Z” are the 26 letters in the alphabet, and there are approximately 22 business days in each month. By implementing this system, nobody slips through the cracks, and you touch everybody in your BusinessBASE™ every 30 days via Send-Call-See.
This equates to approximately 11 contacts a day, five days a week. This is your most important job every day, and it should take you about an hour a day. Use the lists on the pages entitled, “30 Ways to Connect with Your BusinessBASE™” and “30 Reasons to Call Your BusinessBASE™” to help with ideas for reaching out.
2. CONTACT REQUIREMENTSThere are two requirements for each person you place into your BusinessBASE™:
I. Does this person live in the geographic area that I do business in? If not, put them on your mailing list; they should not be in your BusinessBASE™.
II. Does this person have the ability to qualify for a loan?
After using your BusinessBASE™ for a minimum of three months, it’s agood idea to go through your BusinessBASE™ for the purpose of eliminating people who are no longer relevant for whatever reason. If you feel uncomfortable communicating with someone after three months,remove them.
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3. NEW ENTRIESWhen you meet someone new, the very first thing you should do is enter them into your BusinessBASE™. When you are on the phone with someone, you should have your BusinessBASE™ CRM open to that person’s profile so you can make notes during the conversation that you can use later.
4. PHONE CALLSBefore making a call, take a moment to look up their profile in your BusinessBASE™. This will remind you of numerous things that will make your conversation much more personal and therefore, much more effective. Open this guide to the section, “30 Reasons to Contact Someone” for reference and talking points.
5. SPECIAL DATE ACKNOWLEDGMENTSOn the first of each month, complete your postcards/handwritten notecards for the entire month, acknowledging special dates (i.e., birthdays, anniversaries, holidays) or important real estate trends, and send them out. Remember, it’s better to be early, than late.
TIME SAVING TIP: Use Scheduled Campaigns on ProspectsPLUS.com to remove the monthly burden of manually sending postcards. To learn more, visit www.Prospects.PLUS/ExtraClosings today!
6. REFERRALSYou should expect to receive referrals from at least 80% of the people within two years of following the BusinessBASE™ guidelines. After the first few months of communication, you have earned the right to ask for referrals. A good way to do this is by asking how their business is going. A natural response from them is, “How’s your business?” This provides you an opportunity to share with them that approximately 66% of your business comes from people you know and from referrals. Ask if they know of anyone who would appreciate being kept updated on what’s happening in the real estate market or who may be selling, or if they have any family or friends moving to the area in the next year.
Do not ask for referrals every time you talk to someone in your BusinessBASE™ or pretty soon, they won’t want to talk to you. By mentioning the importance of referrals in your business once or twice a year, you will have achieved your objective.
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What are the names of the following individuals?
• Family and extended family
• Close friends
• Bowling buddies, card group members
• Parents’ friends
• Neighbors, previous neighbors, HOA members
• Wedding guests
• Children’s teachers, PTA members, principals, coaches,
Sunday School instructors, daycare instructors
• Dentists, doctors
• Hair stylist, manicurist, facialist, tanning salon team
• Social media contacts
• Car, motorcycle, and boat mechanics, or salesmen
• Mailman, attorney, pastor, minister, rabbi
• Veterinarian, pet groomer, pet sitter
• Grocery clerk, butcher, hardware clerk, florist, jeweler
• Bank teller, loan officer, financial planner, accountant, insurance agent
• Restaurant owners, waiters, bartenders
• Country club, health club, golf or tennis instructors
• Pest control, plumber, electrician, lawn care, contractor, computer repairmen
• Landlord, seamstress, make-up artist, photographer, police officers, politicians
• Furniture, flooring, window treatment, appliance, clothing or shoes salespeople
• Chamber of Commerce, business or service organization collegues
• Fraternal, social or trade organization members
• High school or college classmates, coaches, teachers, fraternity, sorority or military colleagues
4. List of Potential Contacts to Help Build Your BusinessBASE™
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5. 30 Ways to Connect with Your BusinessBASE™
1. Remember their birthday.
2. Send them movie tickets.
3. Thank them for everything.
4. Invite them to go somewhere.
5. Recognize their achievements.
6. Send them event tickets.
7. Stop in just to say, “hello.”
8. Call for no real reason.
9. Call just to say, “hello.”
10. Invite them to lunch.
11. Text them a joke.
12. Invite them to your party.
13. Send them an article.
14. Smile when you see them.
15. Pass on compliments about them.
16. Introduce them to other people.
17. Tell them they look great.
18. Brag about their accomplishments.
19. Notice their “new” anything.
20. Let them do the talking.
21. Remember their name.
22. Tell them your jokes.
23. Ask about their spouse (by name.)
24. Ask for their help.
25. Thank them for their business.
26. Accept their help.
27. Send them a pizza.
28. Develope a friendship with them.
29. Send them a gag gift.
30. Comment on a social media post.
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6. 30 Reasons to Call Your BusinessBASE™
1. It was nice to have met you the other day...
2. You might like this article...
3. Nice to see you again...
4. Just read this book...
5. Let’s get together soon...
6. I heard a compliment about you...
7. Was thinking about you...
8. I’ve got a good idea for you...
9. Happy Birthday!
10. Saw your ad online...
11. Happy Anniversary!
12. Great news...
13. Merry Christmas!
14. Just listened to this Podcast...
15. Wish you the best in the New Year!
16. (Something) reminded me of you...
17. Happy Easter!
18. I need your opinion...
19. Happy Halloween!
20. Been awhile...
21. How was your day?
22. Just saw a good movie...
23. Thanks for your business...
24. Thanks for the referral...
25. Thanks for introducing me to...
26. I’ve got an extra ticket to...
27. I heard about your new...
28. Are you going to...?
29. What do you think about...?
30. Do you know of a good...?
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7. Profile Information
PERSONAL • Name/birthday • Mailing address/email • Spouse’s name/birthday • Anniversary • Marital status • Childrens’ names/birthdays • College and degree • Military branch/rank • Faith
PERSONAL CHARACTERISTICS • Positive or negative • Private or outgoing • Sports-oriented • Academic • Outdoor or indoor type • Listener or talker • Income • Computer-literate • Smoker/drinker
HOBBIES AND MEMBERSHIPS • Hobbies and recreational interests • Fraternal memberships • Social memberships
EMPLOYMENT • Business/occupation/employer • Professional/trade memberships • Honors and awards
RELATIONSHIP • Where and how did you meet this person? • Were you introduced by someone? Who? • What is their relationship? • Who does this person know that might be important to you? • Does this person know you by face? By name? By profession?
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66% of the business generated by top agents comes from family, friends, close acquaintances, and referrals.
Consistently marketing to these groups is the key to the growth of your real estate business. A Scheduled SOI Campaign does this, while freeing up time for more important tasks like listing appointments and closings.
OUR 3 EXTRA CLOSINGS A YEAR GUARANTEEWe believe so much in the power of scheduled campaigns and what it will do for your real estate business growth, we’re offering a guarantee.
Launch a one-year SOI Scheduled Campaign with a minimum of 150 postcards per month. If after one year, you have incorporated free BusinessBASE™ and haven’t generated three extra closings, we will refund the money spent on your campaign.
For full details visitwww.Prospects.PLUS/ExtraClosings
GET 3 EXTRA CLOSINGS A YEAR, GUARANTEED!Schedule a One-Year SOI Campaign
Ready to start growing your real estate business and get 3 EXTRA CLOSINGS A YEAR, GUARANTEED? Go To:
www.Prospects.PLUS/ExtraClosings
Launching a Scheduled Campaign is FREE!
SCAN MEWatch the Video Now!
No contracts
Pay-as-you-go
Change or cancel at anytime up to midnight before the postcard goes out
Schedule a campaign from3 months to 1 year in length
ARE YOU ON TRACK FOR WHAT YOU COULD BE MAKING?
www.Prospects.PLUS/CalculateROI
THE STATISTICS PROVE THAT DIRECT MAIL WORKS!
Sending 100 Just Listed postcards around each new
listing can really add up.
Scan this QR Code to fi nd out what YOUR return on
investment could be!
Source: Compu-Mail & DMA
DMA states that, on average, direct-mail advertising gives a business a 13-to-1 return on investment.
98% of these consumers bring in their mail the day it’s delivered. Of these, 72% bring it in as soon as possible.
73% of American consumers say they prefer being contacted by brands via direct mail because they can read it whenever they want.
77% of consumers immediately sort through their mail.
Consumers spend an average of 30 minutes reading their mail on any given occasion. They spend 45 minutes with magazines, 30 minutes with catalogs, and 25 minutes with direct mail.
48% of people retain direct mail for future reference.
92% of young shoppers say they prefer direct mail for making purchasing decisions.
59% of U.S. respondents agreed with the following statement:“I enjoy getting postal mail from brands about new products.”
70% of Americans say mail is more personal than the internet.
40% of consumers will try new businesses after they receive direct mail.
