Thursday, September 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.

With the November 13-16 NAR convention quickly approaching, ProspectsPLUS! is gearing up to bring its best and most innovative offerings to Las Vegas, including their all new coaching solution. The Florida-based company will use its more than 400 square feet of exhibit space at the Sands Expo and Convention Center for hands-on demonstrations and information resources designed to help REALTORS® excel in today’s quickly shifting industry. Highlights at ProspectsPLUS!
booth #4241 include:

  1. ProspectsPLUS! Achievement Coaching™. Presenting an all new coaching system which successfully partners the timeless tools and solutions offered in the ProspectsPLUS! technology products with highly trained, extraordinarily effective coaches, all of whom boast a healthy track record for helping entrepreneurs increase their annual income by $65,500. Working smarter, not harder has never been simpler.
  2. This innovative and automated, cutting-edge system with patent-pending technology gives agents fast-track results with little to no effort on their part.
  3. ProspectsPLUS! 6.0. This time-tested software gives agents more than 600 marketing pieces to choose from in a matter of minutes. With a guarantee of at least six new listings in just 12 months, more than 60,000 agents across the United States and Canada utilize this time-saving, production-boosting program to ensure their success in ANY market.
  4. RecruitingPLUS! 6.0. Managers and brokers will find this upgraded program an exciting and viable method for rapidly recruiting both new and experienced agents in any market. With 12 full systems and 65 strategies to choose from, users can implement the ones that best fit their unique recruiting goals. The company is so confident in the program that it guarantees 24 recruiting interviews every 12 weeks. Enjoy a full demonstration, and pick up a free copy of the Master Recruiting Guide™, which details “How to Recruit 10 Agents in 60 Days” and “Sure-Fire Strategies for Becoming a Top Recruiter.”
  5. Master Marketing Schedule™. This FREE, hugely popular 24-month wall calendar is for agents who want a simple, effective marketing plan to stay on track in 2008. It offers approximately two campaigns per week and more than eight categories each month to help agents successfully target their sphere-of-influence client base and geographic farm areas. With ideas on how to identify and excel at the niche markets that most interest them, each month also provides creative customer service campaigns, industry resource tips and more.

Be sure to visit booth #4241 for winning solutions and your FREE Master Marketing Schedule™, Master Recruiting Guide™, invitation for FREE 20 Minute coaching consultation and hands-on demonstrations of the ProspectsPLUS! suite of products. You can find more cost-effective ways to boost production while saving time and money at While you’re there, remember to sign up for the FREE Master Marketing Newsletter™. Call Julie Escobar at 866.405.3641 or visit and invite us in to share some strategies, jump start your production or share today’s best resource for cutting edge technology and marketing solutions!

“It is my pleasure to tell you how great ProspectsPLUS! has been for my business over the last three years. The tools are excellent, seamless and easy to use.

Using this system has become a daily part of my business and saves me time and money each day. Clients always comment on my marketing tools, and when I show them the postcards and flyers I will use to market their homes, you make me look good!

Now that the market has turned and folks are at their wit’s end, I use the ‘Selling your home got you turned upside down?’ flyer that I have modified for my market. It really speaks to people and gets me in the door.

Postcards bring me leads, and I use them for every new listing and sale. They have been an important part of filling my pipeline, generating leads and new listings. Quarterly holiday postcards go out to my sphere of influence, and I consistently hear back from these VIPs!

I love the fact that I do not have to do much to make this all happen. ProspectsPLUS! is so easy to use. I have received 26 new listings and 22 referrals by utilizing this program. Every time I open it, I find more ideas to market myself! Now I can’t wait to start new FSBO campaigns! Thanks again!”

FloydIndustry icon Floyd Wickman shares insight, ideas and inspiration
for staying at the top of your game in a changing market.
By Julie Escobar

The going is most definitely tough in many parts of our country. I have talked to hundreds of agents lately who are seeking the inside secrets to maintaining momentum (or simply surviving) in a changing economy. Having been around this industry long enough to have some of the best minds in the business on speed dial, I let my fingers do the walking to answer some of the most difficult questions. Floyd Wickman was the first to come to mind. Having weathered the storms and surges of every possible market condition during the past 40 years—and having trained, motivated, coached and cultivated hundreds of thousands of agents and managers—there was no doubt that this industry icon would have a few thoughts to share. Here is how our conversation went:

Q: It’s no secret that the market is tough. What are some of the biggest challenges today’s agents are up against?

A: Like you and your ProspectsPLUS! account executives, our team has been inundated with questions just like this. I guess if I had to say what I hear agents struggling with the most right now it would be, first of all, getting their deals closed or pending sales that do not go to closing. Second, agents have more inventory than many are used to handling. And third, the length of time between listing and sold is much longer, making it more difficult to manage.

Many agents are simply not used to these challenges and, in a lot of cases, neither are their managers. Many managers have just not been in the business long enough to have experienced market conditions like this, so where do agents turn?

Q: I guess they turn to us! So pretend I am a struggling agent. What advice do you have for me with regard to a higher percentage of deals NOT closing?

A: First, I would have you look at the reasons why deals are not closing. Understand why lenders are pulling back and changing the way they do business. The increased foreclosure rate makes them more likely to turn down loans and less apt to give the benefit of the doubt when it comes to appraisals. Buyers, too, have an attitude that there are unlimited property choices and are more demanding, sometimes even to the point of arrogance.

Second, master the art of straight-line communication. It is more essential than ever that the buyer is met in the office, pre-qualified, pre-approved and PREPARED to expect the worst AND make a decision. Choose your words wisely. For example: “Mr. and Mrs. Buyer, we are going to start today with a meeting of the minds. There is a lot of inventory available, and I am going to ask you to make a decision if you find something you like—and to be reasonable when you make that decision. I am not in the business of helping steal homes. I am in the business of finding the right homes at the right price in the shortest period of time.”

I love to see agents get buyers pre-approved through their own suggested mortgage source, because it gives them more clout when it comes to keeping the process moving. In the case of a buyer who has been pre-approved elsewhere, you might say, “Mr. and Mrs. Buyer, if there is a better deal out there, it doesn’t hurt you to find out. Let’s talk to my lender and see what they have to say as well, and you can choose which works best for you.”

Remember, too, that “pre-qualify” does not just mean what is the best they are looking for, but what is the worst, as well. Find the urgency, and you can communicate the value of making a decision quicker and negotiate the subtleties of helping them accept rather than settle. In other words, accept a property and get settled into what they need, not necessarily all they want.

There is little doubt that there are pockets of the country where agents struggle to keep their heads above water in this changing market.  We are curious as to what you think about all the tough market talk.  Do you buy into the “can’t earn a living” syndrome or are you more the type to subscribe to the, “there are still 4 million homes that will be sold in the next year and I will be selling my fair share” attitude? 

Whether you have insight to share, or questions to ask,  I invite you to post your thoughts, tools or techniques with your fellow agents and brokers.   We’re here to help – so tap in, turn on and tell us what you need to succeed!

By Roberta Ross, National Speaker

Every day, our world becomes more and more focused on the benefits of choosing a more organic—or green—lifestyle. Cleansing the environment of toxins found in our daily lives is a tremendous way to protect our earth, but imagine if you took it just a step further and adopted that same green effect into your personal mindset.

You may have already gone organic in your diet and in your home—choosing organic groceries, purified water and a switch to green mountain energy—but what about your mind? Have you gone organic in your thoughts? At any given point in the day, if we placed a camera in your mind, would it be a place of peace and serenity or more like a scene from The War of the Roses?

In a changing market, our natural inclination is to focus on dropping market values, rising interest rates and tightening loan qualifications. We worry about the business we don’t have or the prospecting pipeline that has all but dried up. We drone on about money that is lacking and wonder if this is the beginning of the end of our chosen career. These are the most critical times to mind your mind. As important as our diet, the air we breathe and the water we drink are, the ability to cleanse our minds of the toxic waste we allow to pollute our thoughts enables us to enjoy a much healthier lifestyle and career.

You might have seen or heard a great deal in the media lately about the Law of Attraction—the premise being that what we focus on is what expands in our life. Your thoughts are the seeds you plant in every moment of every day. If you’re choosing thoughts of doubt about why something won’t work, should it be any surprise when it doesn’t work?

For example, if you say to yourself, “The market is a disaster, and I can’t pay my bills,” then NOT being able to pay your bills is exactly what you will get. If you say, “Nobody is buying,” then NO BUYERS is what you’ll have. Or, if you tell yourself, “I’m not going to make it in this business; I should get a job,” then a job is what you’ll get.

These poisonous thoughts set in motion a downward spiral of events. Always remember that your thoughts determine your outcome. Your past performance was, in large part, a result of the thoughts you chose in the past. The thoughts you choose now will determine your future performance.