Saturday, October 21, 2017

Julie Escobar

Julie brings more than 20 years of sales and marketing experience in the real estate and speaking industries. From copy writing to convention management, you will find her consistently seeking out innovative solutions, fresh ideas, as well as creative products and tools for the real estate industry.

“ is truly the future of real estate lead generation. Fast, simple and out the door–and we don’t even have to touch it? That’s just SMART PROSPECTING! This is a system that works and a company with integrity. To us, that’s a winning combination! If you want results in a changing market, learn from this team!”

VoteEach election year brings great (and not-so-great) debates, political rhetoric, spotlights on important issues and, of course, a surplus of candidates campaigning for your vote.I recently stopped to consider how similar that scenario is to our current real estate climate. Consumers today are inundated with ‘candidates’ vying for their business in markets that are no more or less competitive than what we see in the political arena. So I challenge you to look at your business, client care and character, then ask yourself, “Will I get their vote?”

Elections are won and lost every day for a wide variety of reasons. Let your prospects and sphere of influence VIPs know that you are undoubtedly the best candidate for the job by mastering six keys to winning the race:

1. Earn their trust. The onslaught of negative press that the real estate industry is weathering these days is remarkable. Coupled with a tightened economy and an extremely competitive sales arena, it’s no wonder many buyers and sellers are leery of anyone bearing a business card that suggests ‘salesperson’ of any kind.

Trust is an earned privilege that opens the doors, minds and hearts of customers. It comes from walking the right walk, talking the right talk and consistently showing integrity. If you stay in touch often enough, show your sincere care at every turn and fiercely protect your professionalism throughout your career, you will easily move to the front of the pack-earning the trust and business of new and existing customers alike.

2. Embody quiet confidence. In a shifting market, agents aren’t the only ones searching for ways to be their personal best. Consumers, too, are looking for answers about how the economy and market trends affect their future.

When seeking advice and options, consumers typically will consult the professional who projects the most confidence-the one who they believe can act as a trusted resource, answer their questions and help them realize their real estate goals.

Notice I mentioned ‘quiet’ confidence. There is a fine line between agents who are afraid to ask for the business and timid about sharing their opinions or ideas and those who think they know everything and come across as cocky or overbearing. Find the line. Embody the confidence you need to do your job effectively and feel good about your ability to help people, and adopt a demeanor of service. Just as we vote for those who we believe can guide our community, state or nation, we seek confident, trustworthy individuals who we can trust with our business.

3. Employ best practices. Ever notice how, when people run for election, every possible skeleton comes out of their closet? One of the things that will quickly send clients into the “arms” of another agent is unethical or unprofessional behavior. Your business is an extension of you, your character and your reputation, and it includes every member of your team.

If you have made mistakes, cut corners or had missteps in the past, learn from them, acknowledge them and put every measure possible in place to ensure that you are living the Code of Ethics you swore to adhere to. Put customers’ needs first. Make customer service a priority. Be honest in the promises you make, the words you speak and the actions you take each and every day. While you’re at it, the ol’ “golden rule” is a pretty good benchmark for smart business, as well.

4. Promote forward thinking. Savvy agents know that being great at what they do and living the life they imagine requires being proactive rather than reactive. Proactive agents know when the market is ready to adjust, and they adjust their business accordingly. They seek out new knowledge bases, training, tools, techniques and solutions that will keep them far ahead of the competition. They are fast in their thinking and on their feet as they focus on the niche markets and high-priority activities that sustain repeatable success. They empower themselves with high-energy, high-results motivation, inspiration and information.

5. Know the issues. This is a big one on the political stage. Candidates often lob jagged barbs and pointed questions at their opponents as to their full understanding of or position on the wide spectrum of important issues that their constituents face.

Having a grasp on the scope of issues today’s home buyers and sellers face and being able to offer solutions that can help them navigate the constant shifts, twists and turns before them are critical components to winning. Many of your competitors will take the broad-stroke approach-latching onto “buzzwords” or “topics du jour” without taking the time to fully comprehend the finer subtleties, their effect on customers or even the impact each issue has on their own business.

Dig in, and learn as much as possible about the issues, concerns and questions your clients face. Knowledge is power-in politics, in real estate and in life.

6. Stand front and center. NAR statistics tell us that 80% of home sellers would use their same agent again, yet only 11% do. Why? Because their agents don’t stay in touch. Out of sight, out of mind is not a formula for success for anyone looking to win an election or stay in the business of real estate.

Stay top of mind and continuously earn the trust, attention and business of your “constituents” by standing front and center in their scope of friends and associates. That “shaking hands and kissing babies” thing is not just for those seeking the Oval Office, it is a very real part of getting out among the people, being part of your community, making friends and listening to what people need, want and expect.

When the market’s tough and money is tight, your first reaction might be to hibernate and wait for times to change. That’s normal, but if you truly want to be a leader, then cut costs in areas other than marketing and networking.

Leaders are not afraid to stand out in a crowd. They want people to know their name, face and what they stand for. They appreciate it when their voice is heard. They are passionate about meeting new people, discovering new opportunities, opening new doors and expanding their reach. So go ahead and take center stage… that’s where the winners are.

In a race for president-as in the race for new business, referrals, customer loyalty and a competitive edge-every vote counts. What you do this year and throughout your career by way of implementing smart strategies, empowering yourself with a wide spectrum of knowledge and staying true to the customers and communities you serve will determine whether you become-and remain-the frontrunner in the race for consumer votes.

Now go run a clean campaign, let the world know what you stand for, and I’ll see you at the polls!

Download our FREE BusinessBASETM system and learn more creative ways to boost production while saving time and money at While you’re there, sign up for our FREE Master Marketing NewsletterTM.

We are happy to schedule a Master Marketing MeetingTM for your office, as well, to share systems and strategies that will sharpen your agents’ competitive edge. Call Julie today at 1.66.405.3641 or visit to find out more about this results-producing workshop.

Go GreenGlobal warming, landfill shortages and dwindling natural resources are all key topics of conversation among the ecologically conscious. Knowing where to start doing your part can be tough. My advice? Start with the man (or woman) in the mirror.

With all the pressures of a career, life, a shifting market and family responsibilities, you might be surprised at just how many toxic thoughts can take root and influence your perspective, production and momentum. Just as our bodies look and feel different when we remove much of the chemical-laden food and drink from our diet, our minds also work better when they’re free of contamination.

Clean it up! Take an inventory of your mind, your body and your days as if you were taking part in a volunteer park-preservation project. Turn over those rocks of adversity that are weighing you down, and take out the trash. Understand that although there are issues such as dropping market values or tightening loan qualifications to deal with, they do not have to be the clutter that keeps us from moving forward every day.

Remember the old computer adage garbage in, garbage out? The same is true for our minds, invariably the best computers in the world. What can we put in to get the results we’re looking for? We need to start by asking the right questions.

For example, when things are not going the way you want them to, instead of a downward-spiral question such as, “Why don’t people ever send me referrals?” ask yourself, “What can I do to be a more exceptional real estate professional?” or “What systems can I implement to attract more referrals?” You will be astonished at the new ideas, solutions and tools that propel you toward greatness-and how much more business seems to effortlessly come your way.

Develop good habits! Remember when you first started recycling and had to get used to using separate containers for plastics and newspapers? It felt strange at first and took a real effort to change your habits. The same is true with thinking organically. Consciously take the time to replace negative thoughts or activities with positive ones. Asking yourself the right questions is a perfect trigger for changing your mindset.

When you find yourself in the company of the office gossip or naysayer who is more than willing to dish the latest dirt or explain in dizzying detail how no one can earn a living in this market, step away. When you find yourself spending hours surfing the Internet for celebrity sightings or world disasters, step away. When you are locked in yet another futile conversation with a friend who cannot or will not get out of their own way and is vested in keeping you firmly entrenched in their drama, step away.

As a salesperson, you have three very clear priorities if you want to meet-or exceed-your goals: prospecting, presenting and closing. If what you are doing or saying during the time you have set aside for business is not directly related to those three tasks, you need to reevaluate. In your off hours, if you are not doing or saying the things that better your life, bring you and your family joy, strengthen your relationships and give you peace of mind, you need to reevaluate. A good life, like our precious natural resources, is something we must treasure and protect with our whole being.

Recycle your best day! Think about your best business day ever. Maybe you closed a huge deal, nailed a listing presentation, locked down every appointment you tried to set or saw your name at the top of the office leaderboard. Close your eyes, and think about what that felt like. What sounds did you hear? What did you see and sense throughout the day? Capture that mental picture and, more important, the feeling that accomplishment brought.

Got it? You have just mastered one of the mental tricks that top producers consistently use to recycle their best day ever. It is a fast way out of a slump, a great way to put power into your prospecting and the best way to keep negative thoughts at bay.

Think about it: When you have that feeling-that top-of-your-game mentality-who can stop you? Who can bring you down? No one! So the next time you pick up the phone to start prospecting or are about to go face-to-face for a big listing appointment, prepare yourself and your mind by conjuring up the memory and mindset of your best day!

Changing your business, your diet, your environment and your life to reflect what is best for you, your family and our world is a very personal choice for most. It takes reflection, research and the ability to manage resistance to change. Old habits die hard, and change for the majority of us is tough.

Walk through it, and reap the benefits. Think about the energy that you will find in a day where negative thoughts are never given a chance and your blessings are embraced with gratitude. Go green, and start moving toward a better life, a healthier career and strength you never thought possible! Sounds like a trend worth starting, don’t you think?

Call Julie today at 800.287.5710 or visit to find out how we can bring real world solutions to the agents in your office.  Smart lead generation, NOW tools and techniques and true foundation builders.  I can’t wait to hear from you!

eclipseTonight’s the night!  

A total lunar eclipse took place tonight — my kids and I watched the progress — and I think back to a summer night when I was a kid when my mother let us camp in the backyard to watch. For the scientific among you — this is the first of two lunar eclipses this year – though the only TOTAL one.  The next total eclipse will be in December of 2010!

That said, it made me think today about all those things that cast shadows on who we are and what we do every day.  Certainly, many agents find themselves a little in the “dark” these days.  Either by choice–afraid of failing, and some — afraid of success. 

Whatever market, whatever economy, whatever stage you are in life — you have the ability to step out of the shadow.  Don’t allow those negative influences eclipse your ability to earn a great living or your ability to help the clients and community you believe in.  Make tough choices, work harder, then smarter and then combine the two. 

Wow — we have so much to learn -don’t we?  Imagine the first scientists to study this phenomena?  Imagine too, being the person to look at things that are different and appreciate the change, decide what you can learn from it and how to bring that knowledge into your life! 

So, let me ask you — if you look at the changes in the market, economy…maybe even yourself – what are you learning from the experience?  How will you look at those changes with wonder and perspective and make them your own?  Will you accept them as part of the ebb and flow of the world we live in and as such roll with the punches and overcome the obstacles?  Will you stay in the shadows and try to wait out the sun? 

Life is pretty amazing (so are eclipses) when you look at them in the right “light.” Live, laugh, learn.  Take the time to gaze at the stars, appreciate where you are – and step out of the shadow. 

We’re here if you need us. 

Are you searching for words to live by — grow by — make a difference? 

Each Wednesday at ProspectsPLUS! we hold our executive committee meeting and share all that is going on within our company, the market, our clients and our goals.  Each week, we also pull from each other where we are and I try to find a great message or “treat” for our team to take them through the rest of the week.  This week I sharedsome words of wisdom from one of my favorite authors, Og Mandino from his book, The Greatest Salesman in the World.  This tiny little book has made (and continues to make) an impact on some of the biggest speakers on the circuit – and certainly this girl at some pretty interesting crossroads in my life.  Throughout my career I have asked some of the best of the best what books have made the largest impact on their lives.  This one hands-down tops the list.  If you ever find yourself in a place where you want to grow –  do more, be more, achieve more than you ever thought possible – this affirmation is a powerful motivator and momentum builder. 

Try it…You’ll like it.

I will act now. I will act now. I will act now. Henceforth, I will repeat these words each hour, each day, everyday, until the words become as much a habit as my breathing, and the action which follows becomes as instinctive as the blinking of my eyelids. With these words I can condition my mind to perform every action necessary for my success. I will act now. I will repeat these words again and again and again. I will walk where failures fear to walk. I will work when failures seek rest. I will act now for now is all I have. Tomorrow is the day reserved for the labor of the lazy. I am not lazy. Tomorrow is the day when the failure will succeed. I am not a failure. I will act now. Success will not wait. If I delay, success will become wed to another and lost to me forever. This is the time. This is the place. I am the person.”  Og Mandino