“Foreclosures and short sales are a pretty gloomy part of our business.  I have recently pulled up the shades and let the light shine in!  With a very small budget, I have purchased marketing props that make the house appear to be more ‘lived in’ and welcoming.

Here are 6 ways to spruce up foreclosures and get more offers…

Tip #1:  A laundry basket with a bright towel draped across it sitting on top of the washer adds some pop!

Tip #2:  A cookbook with some brightly colored napkins strategically placed on the counter gets buyers hooked into what they would cook in the kitchen.

Tip #3:  Add a small green silk plant in a colorful planter to give the home a lively feel.

Tip #4:  Maybe a few plastic lemons in a small bowl beside a cutting board to make the home feel more alive.

Tip #5:  A few wine glasses or goblets and an interesting book added to the side of a soaker tub or vanity get buyers’ imagination started.

Tip #6:  I also use bright beach prints in an otherwise dark and drab bedroom.

All of these props can be picked up cheaply at Big Lots or Dollar Stores.  And some items I find at garage sales, estate sales, or in my own attic!  With a little imagination, and a few minutes, you will create an atmosphere that says, ‘Hey, buy me…I’m a great deal and I have a lot of potential!’

We are finding this to be a great marketing tool that also helps in your MLS and advertising pictures.  You’ll be surprised…your buyers will often want to keep the props you place in the home.  And then you already have a great settlement gift!”

Could there be a closing gift that is valuable to clients AND keeps reminding them of you for years to come?  I’m not talking about giving them a simple magazine subscription here.  This is one of the most unique ideas I’ve seen in a long time.  But more than that—it works to bring referrals multiple times a year, without having to give the gift more than once.  If you’re interested in what this is all about and if it could work for you…

Check out agent Stan Vaught’s description and an image of his unusual closing gift…

“I have always struggled with the perfect closing gift.  It’s difficult to have one idea that matches all clients and is useful all year long.  It would be great to have a gift that will remind them of you and also have your contact information handy when they need you again.

I really wanted to take advantage of the ‘memory power’ of the ladies (and we all know how big their role is in the decision process in real estate).  And I noticed how popular the seasonal mailbox flags are in my area and how much my wife enjoys changing ours…and the idea took off from there…

Now, before you see my idea…you need to know it’s kind of a ‘wacky’ gift.  But the fact that it’s DIFFERENT (they can get this unique gift nowhere else), and VALUABLE (it gives clients something special they enjoy), makes it a winner for me.

Here’s how I create what I call the ‘Perfect Closing Gift For All Occasions’ in 3 easy steps (with picture below):

STEP 1:  Get Your Materials

Go to a local ‘flag store’ and get the following:

• 5 seasonal flags
• 1 flag hanger that screws into the wooden mailbox post
• 1 plastic, multi-slot, file folder that comes with a hook attached to allow it to be hung in a closet.

If you don’t have a local flag store you can check at a Dollar Store or order some basic flags online.  You can get the multi-slot holder at Staples.

STEP 2:  Assemble Your Gift

I glue my business card to the front and lay the flags over each of the file dividers to prevent wrinkles.  This is the best way I’ve found to display the flags.

You can assemble several yourself at the same time to have them ready for each closing.  Or, have an assistant make these for each new client as you go.

STEP 3:  Give To Clients At Closing

You can give them this unique holiday flag holder at closing (that usually works best for me).  The ladies love the idea and it creates a new hobby for them to add to for years.

Each new season and for all the different holidays, they will have a new flag to display and more importantly for you…each time they return to the collection they will see your card on the front cover and be reminded of you for years to come.

The total cost was around $50. This cost can be adjusted by the number of flags you include, making the gift suitable for other clients – not just ones that closed a transaction with you.

This is a way to give a gift ONE TIME and continue to get business and referrals from your network for months and years in the future.  It’s working for me anyway.”

Here’s what my closing gift looks like…

click to enlarge image

What has Terry Hassett learned about prospecting after 31 years in the real estate business?  Here he presents his top-ten list for low-cost prospecting that brings results.

Here’s Terry’s description in his own words:

“I recently read an article advocating the economical benefits of knocking on doors for business.  As a professional salesperson, this can be a great source of new business, or a skill-building exercise, but cold doors are not the most productive use of our time.  Here are 10 low-cost strategies that make better use of that valuable time…

1. Call Your Sphere of Influence.  It’s easy to stay connected during a transaction, but connections can fade easily when you get busy.  Call to stay in touch, see how things are going and ask if they need anything.  Add names as you go.
2. Visit Your Sphere.  This is effective if your sphere member owns a business you can call on, but also fills time voids on evenings and weekends.  Face time is valuable, if only for a minute, just to drop off an item of interest or a small gift.
3. Visit For Sale by Owners.  Get to know these sellers and their inventory.  Offer assistance in a no-pressure atmosphere as a way of learning the inventory and helping them with their purchase when they sell.
4. Visit Newly Expired Listings.  If you are an expert in a given area, you can let potential sellers know this.  If you happen to be in the neighborhood, you can introduce yourself.
5. Visit Local Builders.  Getting to know your builders is a good way to meet people, learn the market, and obtain listings.
6. Visit Your Geographic Farm Area.  Introduce yourself properly to your selected farm and make regular, repeat visits with a purpose.  As you go, you can visit the For Sale By Owner’s and Expired Listings also.
7. “5×5“ Your New Listings and Just Sold Properties, in Person.  Meet the neighbors.  Find out who’s thinking of moving.  Visit a minimum of 5 doors to the left, 5 to the right and 5 across.  You don’t have to settle on 5…the more the better.
8. Visit Local Small Businesses.  Become a “regular“ and well known to the people there – in a positive light.  Become a source of information for them and their clientele.
9. Visit Landlords.  If you see someone working on a rental property, stop by and introduce yourself, especially if it’s in your geographic farm.  They may be your next listing.
10. Mail Absentee Owners.  This can be one of the most productive uses of a regular mail campaign in non-peak meeting times.

How best to do this:  First, dress appropriately.  Be sincere.  Don’t be a “one-hit wonder“… visit repeatedly as part of a campaign.  Take something of interest; be it an article, newsletter, or other piece of information.  Be prepared and practice your 15 second opening presentation.  Remember your goals.  Don’t think about it too much or you won’t do it.  Mix it up and have fun.  Ask for referrals.  Send Thank You Notes.  Seek constant improvement.  Hire help when needed to keep you in the field.  Track your numbers.  And use regular mailings to follow-up.“

If you are short on cash and need to knock on doors to get business, here are 7 ways to maximize your results…

Tip number five highlights a very important marketing principle.  It’s called “The Law of Reciprocity” and it says that people feel obligated to reciprocate, or give you something, when you give them a gift.  This tip alone can dramatically enhance your prospecting efforts.

Here’s Bob’s description in his own words:

“I have knocked on between 25,000-30,000 doors in my real estate career. These are my seven best tips.

Tip #1:  Never stand facing the door.  Always stand at right angles to the door (looking off to the side). You don’t want someone looking out of the peephole seeing your face.

Tip #2:  Stand 5 to 6 feet away from the door when you have rung the doorbell or knocked.  We all have an inner circle that is private and reserved for friends.  By standing 5 to 6 feet away, we are in the public zone and not perceived as a threat.

Tip #3:  When the door is opened, for the first 5 to 10 seconds do not speak.  Continue looking away so the prospect sees you first.  Then turn and face the door and start the conversation.  If the prospect behind the door starts the conversation, they are friendlier as they have initiated the contact.  If they have not started the conversation, don’t wait too long after facing them to begin speaking.

Tip #4:  I like to whistle.  And this is optional.  It sounds corny, but if they hear someone whistling, you are less likely to be perceived as a threat.

Tip #5:  Always leave them with something.  If you are new, let it be a business card.  Try and get some small personalized scratch pads though, they can be purchased for $0.10 to $0.15 if you buy 1000 at a time.  If they are not home, leave a business card or pad.

Tip #6:  If they don’t answer the door, just move on.  You will have some people that you know are home not answer.

Tip #7:  Smile and have fun.  The hardest part is getting to the first door.”