Posts Tagged ‘strategy’

Ask (Yourself) And You Shall Receive (Referrals).

Posted on: February 2nd, 2018 by Tim Garcia

We’re one month into 2018 – are you doing everything in your power to maximize your referrals this year?

If you’re not entirely sure, or need some help putting things into perspective, the infographic below features 8 questions you should be asking yourself to raise your business awareness – and shed some light on (likely inadvertently) overlooked empowering practices.

Let’s head into February strong!

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More marketing advice can be found on our featured Tip Of The Week Archive page.


Why Get Your Own Real Estate CRM?

Posted on: October 18th, 2016 by Tim Garcia

Why get your own real estate CRM?

Well that’s simple, it keeps the relationships going after the sale, so they come back to you, and only you.

Better relationships lead to increased referrals and more repeat business.

So why should you use it?


  1. You can organize a lot of info in one easy-to-use hub.

You most likely have more than one lead generation stream. There is your sphere of influence (SOI), your website, social media platforms, direct mail campaigns, farming,  and online advertising sites. Multiple databases will just waste your time and confuse your clients. Continuity is king!

A good CRM should gather valuable information from all your lead generation sources in one place. Contacts are efficiently collected, organized, and tracked so you can access everything you need from your desktop computer, laptop, tablet or mobile device.


  1. You can immediately respond.

Responding immediately to leads and clients is vital for successful conversion. But most importantly, knowing all of your clients search trends, interest levels, and activity on website, allows you to fully connect to their consumer status. Isn’t it nice to go into a conversation with something relevant to talk about, when you do?

Your PropertyMinder CRM gives you the response time needed to convert leads into clients and the transparency required to address their unique needs.


  1. How much is your database worth?

The answer: A lot!

Count up all of your transactions this year. How many were Internet leads? How many of them were referrals?
If your past clients are feeding you a majority of your transactions, then it makes a lot of sense to nurture your relationships with each person.

Never assume that just because you have their contact information that you will be their sole real estate option.

88% of buyers said they would use their agent again. Unfortunately, only 12% of clients actually used their previous agent.

Why such a huge difference?  Well, years go by and many agents send out the same email content over and over again, almost guaranteeing a low open rate.

Or you can do what agents do: Stay in touch with your past clients so they REMEMBER YOU. Personal, Timely, and Valuable emails worth opening makes our clients worth remembering.


  1. Personalize as much as you possibly can.

You don’t have to be salesy, nor should you. Write a  simple, to-the-point message to let your past clients know that you remember them, appreciate their business, and value the relationship.

You should input into your CRM all possible info about a person. What neighborhoods they like, types of homes they love, price range, number of bedrooms they prefer, school preferences. Every detail will allow you to impress your prospects, because they will remember your caring, personalized emails and conversations.  These are the types of strategic things to do to convert prospects into clients and create loyalty to your services.


  1. Automate your tasks (and combine it with your face-to-face interactions).

Ahhhh, personal touch with the ease of automation.  CRMs keep track of dates and execute based on what you tell them to do.

Choose one of the emails we have already written for you (even the subject lines), specify the group(s) of recipients, and blast out hundreds of personal emails at the push of a button. You can do it bi-monthly, quarterly, every 3-6 months. The CRM just needs to be told what to do, so you can go shake hands and do your relationship-building in the field.


  1. The CRM will tell you where you are doing well and where you need to improve.

Keep track of what is working. And if it is not, simply adjust the sails, and try something new. A CRM will show you email open rates, click-through rates on links, which listings clients are looking, and other helpful data, to help you connect with them individually.

Laser in on the things that work. Throw away the things that don’t. Experiment with different mailings, subject lines, and calls to action. If you can’t assign metrics, it is hard to see where you can improve. Don’t play the guessing game. Have fun and be creative- this is a people business. 
30 Day Free Test Drive 

More marketing advice can be found on our featured
Tip Of The Week Archive & Current Tip Of The Week webpages.

Remind People You Exist In A Way That Works For Them.

Posted on: July 12th, 2016 by Tim Garcia

Question your referrals: who, what, when, where, why, and how.

Step 1 “Who”: Segment your database into 2 groups: People WHO have referred you business the past 5 years and the one’s that haven’t (yet!)

Step 2 “What”: WHAT was your last form of communication with the referring group (email, text, phone call, post card)?

Step 3 “When”: WHEN did the referral occur in relation to the last form of communication (hint: client received your email and 4 days later referred a friend to you)?

Step 4 “Where”: Look at your relationship with each referring client, WHERE did your relationship come from (family, friends, past co-workers, past clients)?

Step 5 “Why”: This one is pretty easy. Literally ask yourself “WHY did they refer business to me?” (They thought of you first in a situation they didn’t have to).

Step 6 “How”: Next ask yourself the most important question “HOW can I get more?”


If you can make it all the way through these 6 steps, you will be able to truly see how to create referrals (instead of waiting for them).

Rate your database, it’s really important. (1 to 5, 5 being high)
Measure the likelihood and probability of business:
What is the likelihood that this person will ever refer business to me?

If someone is currently rated at a 1 (unlikely to refer), what do you have to do to increase the probability of a referral?
A personal phone call
A heartfelt card sent in the mail
An engaging email asking them how they are
A text message, because 98% of them are opened.

So many agents operate their business in the dark.
Eyes closed, lights off trying to cultivate a relationship with no sense of direction.
Marketing is not: Your overly confident slogan or photo with your arms crossed (or even better, holding a phone to your face)
Marketing is not: Your email signature telling every human being that you appreciate referrals (we get it, you like free business)
Marketing is not: sending recipes or monthly pictures of your domestic cat petting zoo.
Marketing is: Reminding people that you exist in the way that works for them, not you.

Some people prefer texting because they hate talking on the phone.
Some people prefer a phone call because they don’t know how to use their smart phone.
Some people need a greeting card because they haven’t opened their AOL account in 7 months.

Marketing cannot be just one thing. Everyone you know thinks, acts, and reacts differently.

– Tawd Frensley, PropertyMinder VP of Sales and Marketing

More marketing advice can be found on our featured
Tip Of The Week Archive & Current Tip Of The Week webpages.

Hungry For Better Relationships? This’ll Do.

Posted on: July 5th, 2016 by Tim Garcia
Hey there,

Tim here, again, with a quick Tip & Script Of The Week.

When people aren’t fed, they’re cranky and irritable.
The same goes for your leads – when they don’t feel routinely nourished, cared about, and/or spoon-fed relevant info – they will likely stomp off to one of the 2 other agents they know.

In short – remember that “satiated” (nurtured) leads and clients translate into a (financially) satisfied and successful agent (that’s you).

With that said – take this advice literally.
Treat promising leads and valued clients (Sellers and Buyers) to some easy-on-the-wallet grub. Here are a few holidays (and accompanying email greetings) worth considering, this month:

* July 7th: National Strawberry Sundae Day
* July 9th: National Sugar Cookie Day
* July 23rd: National Hot Dog Day AND Vanilla Ice Cream Day

* August 3rd: National Watermelon Day
* August 10th: National S’mores Day
* August 4th: National Chocolate Chip Day
* August 5th: Homemade Pie Day
* August 5th: International Beer Day
* August 6th: National Root Beer Float Day
* August 15th: Cupcake Day
* August 24th: National Waffle Iron Day
* August 30th: National Toasted Marshmallow Day
* August 30th: International Cabernet Sauvignon Day


Hi there,


____ here. How’s your summer going so far? All is well on this end. Just keeping busy and trying to stay in touch with folks as we head into the second half of 2016.

You’ve been so generous with your time this year, and I’d like to express my gratitude in a special way.

*DATE is *HOLIDAY and I’d really like to celebrate it with you.
This way we can catch up over a delightful snack instead of just texting and emailing. My schedule is pretty flexible – let me know what works best for you and I’ll schedule something in a jiffy.

SELLER or BUYER segment here].

[While I’m at it, I’ll bring along some printed home values and home care resources as extra food for thought (no pun intended). I like to consider myself your one-stop shop for all things real estate. I hope you will, too].

[While I’m at it, I’ll bring printed details about homes and properties that might be up your alley. I’ve been doing some extra research for you and would love your feedback to confirm whether or not I’m on the right track].

Cheers and
bon appétit,

Let me know if you have any
email marketing content requests.
I’m here to write for you, around the clock.

Cheers to a solid July,



More marketing advice can be found on our featured
Tip Of The Week Archive & Current Tip Of The Week webpages.

The Only Part Of The Market You Should Blame, Is Your Market-ing

Posted on: June 9th, 2016 by Tim Garcia

Let’s not play the blame game. 

It’s not how many people you have in your database.
It’s how well you know the people in your database.

If this wasn’t the case, then you could consider the phone book your CRM. (if agents actually called, that is)

Just because the Internet exists, doesn’t mean you don’t need to build relationships.
Just because email exists, doesn’t mean you shouldn’t call your clients.

If your business is not where you want it to be, point some blame.
However, just try not to blame the market.

The only part of the market you should blame, is your market-ing.

Relationships are the building blocks of any business.
Look to the past, how many multi-million dollar deals were done over a handshake, a cocktail, and signed on a napkin?

A website can be exited.
An email can be deleted.
A postcard can be tossed.
Our words can last a lifetime.
If you are their “Real Estate Agent For Life” then do yourself a favor, find out what is happening in “Their Life”.

That’s all, for now.

By Tawd Frensley

PropertyMinder’s VP of Marketing & Sales

Try our 30 Day Test Drive today! 

Questions? Email or call me directly. 


PropertyMinder’s Community Manager

 More marketing advice can be found on our featured
Tip Of The Week Archive & Current Tip Of The Week webpages.