JUST LISTED / JUST SOLD SYSTEM
STEP #1 – MARKETING CHECKLIST
1. The postcard size should fit 4 up on a page. (8 ½ x 11 paper)
2. You must mail 200-250 at a time.
3. One side of the postcard is your marketing message: "I will sell your home
in 39 days…or I'll sell it for FREE" and the other side should be a small picture
of the home and the specific information on how fast you sold it, or for what % of
listing price, or some other specific statistic, etc.
4. Send your Just Listed/Just Sold postcards to your referral base also.
(Especially the top 25% of your referral base)
5. If you can't afford to send both Just Listed and Just Sold postcards, choose Just Sold postcards to send.
6. Look at sample Just Listed/Just Sold postcards by visiting www.ufarmit.com –
click on Master Your Marketing link – password is realestate.
7. Automate this entire process by using www.ufarmit.com to print, label and
mail your cards for .39 per piece. (Cost as of the date of this printing.) You can
also use mailprint.com, soliprinting.com, or other service.
8. Bulk rate this mailing when possible.
9. Run this system on every house that is in an area with at least an 8% yearly turnover rate.
10. When mailing, plan to have your postcards hit your prospect’s mailbox on a Tuesday. Tuesday is traditionally the slowest mail day of the week.
11. Follow up Just Listed/Just Sold postcards with a voice broadcast.
12. Make sure that you spend less than 7% of the sales commission on marketing.
That is, if you have a commission of $3,000, you should spend no more than
$210 on total marketing a property, including Just Listed/Just Sold cards.
13. Get your title company, lender or escrow agent to provide mailing labels,
phone numbers, if possible.
14. Concentrate on your marketing message - not on the home you just listed/sold.
15. Consistency is the key to this system.
16. Demand immediate response. Change your layout and your message if you are
not getting results.
17. Try to mail during the 2nd or 3rd week of the month to avoid massive competition.
18. If you are printing postcards yourself - research: www.freecolorprinter.com to
cut your production costs. Mail Print (www.mailprint.com) and Soli Printing
(www.soliprinting.com) are great local resources.
19. Copy Max, Staples, Office Depot all have "digital copying" - which looks like
printed material and costs 50% less.
20. Be BOLD, LOUD, SPECIFIC, OUTRAGEOUS in your marketing message. You only have a second or two to grab someone's attention!!
JUST LISTED / JUST SOLD SYSTEM
STEP #2 – READ THE “MOST COMMON QUESTIONS” (AND ANSWERS) LIST
Below is a list of the “Most Common Questions” that our Coaching Team hears on a regular basis regarding the Just Listed/Just Sold system; and their answers:
1. How often should I mail?
Mail every time you list or sell a home in an area that has
A minimum of an 8% turnover or higher.
2. How many postcards should I mail at a time?
You must mail 200-250 at a time. No Exceptions!!
3. Should I bulk-rate these postcards?
Yes. Save money wherever you can. Using bulk-rate on postcards will not hurt the results.
4. Do bigger postcards work better?
Bigger postcards (i.e. half page postcards) have never proven to be more effective or profitable per the cost.
5. Should I send "Under Contract" postcards?
There is no need to send an Under Contract postcard. A Just Listed and Just Sold card is plenty.
6. How soon after I list or sell a home should I send the postcard?
Make it a policy to send all JL/JS postcards within 14 days.
7. Should each postcard be personalized?
There is no need to personalize each postcard. "Homeowner" or "Occupant" is fine.
8. Should I follow up with a phone call after a mailing?
You will increase your overall response by 200-300% with a
follow-up phone call or voice broadcast.
9. What is considered a good response?
Use our 7% Rule. If you have not already done so, listen to the recording on our website describing this rule and how to apply it.
10. What if the turnover rate is 8% or higher – but there aren't 200-250 homes in the area?
Broaden your area until you get 200-250 homes. The turnover rate is the most crucial part of this system.
JUST LISTED / JUST SOLD SYSTEM
STEP #3 – READ THE “WHAT WORKS – WHAT DOESN’T CHECKLIST”
Below is a “What Works – What Doesn’t Checklist” – please take a moment and read through the list:
What Works:
1. Having postcards arrive on a Tuesday.
2. Making your message three times bigger than anything else.
3. Mailing within 7 – 14 days of Just Listed/Just Sold.
4. Following up mailing with voice broadcast.
5. Mailing to every area that a minimum 8% turnover ratio.
What Doesn't:
1. Oversized postcards won't get better return than normal size.
2. Making your picture bigger than your message.
3. Getting too specific on house you Just Listed/Just Sold.
4. Expensive graphic, multi-color postcards, concentrate on message.
5. Mailing to every Just Listed/Just Sold – no matter what the turnover
ratio is.
JUST LISTED / JUST SOLD SYSTEM
STEP #4 – READ THE JL/ JS MARKETING PLAN
Below is a “Just Listed / Just Sold Marketing Plan” – please take a moment and read through the list:
1. Have mail hit on Tuesday.
2. Research your area to make sure surrounding homes have a minimum 8% turnover ratio.
3. Send Just Listed/Just Sold within 7 - 14 days.
4. One side = your marketing message – big and bold.
5. Other side = picture, your info, label, stamp.
6. Follow up after mailing the postcard with a voice broadcast (within 48 hours).
7. Get your vendors to pay for labor, labels, postage, printing costs.
8. Must have 200-250 cards (minimum) – never more than 500 cards.
JUST LISTED / JUST SOLD SYSTEM
STEP #5– READ “WAYS TO CUT YOUR PRODUCTION COSTS CHECKLIST”
Below is a “Ways To Cut Your Production Costs Checklist” – please take a moment and read through the list:
1. Get cards "digitally copied" at Copymax, Kinko's, Office Depot, etc.
2. Get vendors to pay 50% of production costs.
3. Bulk mail whenever possible.
4. Use black and white instead of color.
5. www.freecolorprinter.com ® print cards yourself.
6. Print in bulk – one side always remains the same.
7. Have mailing house (i.e. ufarmit.com) handle entire process.
8. Negotiate better prices for all your production suppliers.
9. Reduce card size when using first class postage.
10. Plan in advance – last minute mailings will increase your overall
costs tremendously.
JUST LISTED / JUST SOLD SYSTEM
STEP #6– REQUEST MORE DIRECT MAIL RESOURCES VIA EMAIL
We have many clients all across North America who are currently using this system successfully. If you would like to have access to other direct mail resources please research the following:
Color for Real Estate www.cfre.com 800/221-1220
Quantum Mail.com www.quantummail.com 800/637-7373
Smith Lithographic Arts www.smithlitho.com 800/854-8362
Stay In Touch, Inc. www.stayintouchsystem.com 800/241-9991
Lentz Design www.lentzedesign.com 800/924-3833
Merrill Corporation www.deskshop.com 800/344-2902
JUST LISTED/ JUST SOLD SYSTEM
STEP #7– CREATE THE FIRST POSTCARD FOR YOUR JL / JS SYSTEM
For postcard samples, go to www.ufarmit.com
Go half way down on the home page – on the right hand side click on the "Master Your Marketing" link - it will ask you for a password, which is "realestate" (all one word, lower case)
Check out a few of our postcards.
JUST LISTED/ JUST SOLD SYSTEM
STEP #8– SEND YOUR FIRST MAILER & REVIEW ALL STEPS & CHECKLIST
If you have completed the first steps successfully – you are now ready to send out your first postcard.
Before you do that – go back through all steps carefully. Review the “Marketing Checklist” to make sure that you know exactly how to succeed with this system.
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