Saturday, March 24, 2018

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.

shadowsYou have seen the agents (or perhaps even been one) who seem to always hang in the shadows and keep to the fringes of business success.  Whether by fear, indecision or inexperience these individuals find themselves more stealth agent than sales agent. 

So where do you stand?  Skulking in the shadows or firmly in the light?  While many may want to stop and deeply analyze what is keeping them from stepping up and moving forward, might I suggest a quicker approach?  Not that digging deep to the root of problems is a bad thing, it is just that I have seen some agents spend entire careers at the ‘University of You’, painstakingly pouring over every dilemma and never taking that first step ahead.  Take some great advice from a brilliant mind, Dr. Norman Vincent Peale: Change your thoughts and you change your world. 

Too simple?  Don’t be so quick to decide.  If it is fear that keeps you rooted in mediocrity.  Change your thoughts from fear to faith.  Take “I can’t” out of your vocabulary and understand that it through moving forward, taking baby steps then big steps that we grow as sales professionals and more importantly, people.  Fear is often based in the unknown, so get out there, have faith that anything is possible, change the way that you talk to yourself and get familiar with success

Indecision is another crippling quality that keeps us not only from career goals but very often in a lonely place through much of life.  One thing I learned very young was that the world was not going to wait for me to decide what I wanted, who I wanted to be with or where I wanted to go.  The good news is that we are all human beings and as such, almost expected to make mistakes.  So, jump in, try life on for size, take a test drive, make a move.  And if you make a mistake, don’t worry.  Tuck it into your lessons learned department and see what turns up around the next corner. 

Inexperience is a funny thing isn’t it?  Remember applying for jobs fresh out of school with little or no experience and getting nowhere because every company you called required experience?  How many of you ever thought, “How the heck am I supposed to get experienced if no one gives me a chance?”  Here is where sales and running your own business is a plus.  You have an opportunity to make your own experiences.  It is true that we learn from book study and course study but more often, and more effectively, we learn from life.  Don’t wait for experience to happen.  Choose smart forward momentum by getting your feet wet and getting into the business.  Find a successful mentor you admire and learn by their lead as well.  Model their behavior, systems and high priority activities. 

Now, armed with a thought provoking push onto the road of success, choose your roads from a place of certainty and integrity and build a book of business based on making friends first, and sales later.  We call it a BusinessBASETM, which, unlike a mailing list type data base is founded in putting the influence into your sphere. 

If your business foundation is built on making friends, then not one of those key shadow attributes should even rear its ugly head-right?  First, identify the 150 people that should be in your sphere of influence.  Start with family, friends, neighbors, teachers, clergy, doctors, attorneys, CPAs, hairdresser, dentist, etc.  Feel free to visit our website at for a FREE download of this powerful tool.  It will walk you through a step-by-step process to first compile your list, then most importantly, how to earn the hearts, souls and business of these VIPs.  Developed from hundreds of years of combined experience, we will even guarantee you six additional transactions in the first 12 months of using it!  Let’s see, free=6 commission checks.  Now there is return on investment right?   

Now add consistency to your system of influence by setting your book of business in forward motion.  Each month…EVERY month, you must stay in contact with your clients.  Not in a send-send-send way which will keep you in a mailing list mode and never allow you to make friends.  Rather a send-call-see approach which should take about an hour a day but will reward you throughout your career by putting you on the path to build your business to the point you could sell it when you are ready.  You will find tips and hints for what to send, what to say and when to contact your customers in our download as well. 

There is even a bonus!  Consider as you grow in this business that you will have effectively touched the hearts, lives, family and futures of all your clients and even the people in their lives.  You will have laughed with them, cried with them, helped them through tough decisions, tough markets, and joyful moments.  You will also have built a career that will afford you a very good life for yourself and your family.   Now there is a reason to come out of the shadows and celebrate the sunlight of success. 

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 to find out more about this results-producing workshop.

Staying True to Your Core, Your Clients and Yourself
By Julia Escobar, Director of Corporate Marketing
What are your intentions?

At the risk of sounding like a dad quizzing his daughter’s date, I dare to ask this question of you, the entrepreneur. Understanding your intentions and reaffirming your core values is a great way to start each day.

As markets tighten and the economy shifts, it’s sometimes easy to fall into the traps that remove us from the heart of who we are and who we choose to be. Some find themselves cutting corners, “exaggerating” the truth and being dishonest–not only with the people around them, but also with themselves. They justify their actions by telling themselves that their intentions are good, but there is just not enough time, money, energy, etc. these days to do what’s right or necessary.

Intent is everything, and with it must come integrity, character and the passion to be not just the person you are, but the person you intend to be: The superhero your children, family and friends rely on. The one you can look at in the mirror at the end of the day, knowing you did your best and gave your all.

Intent goes by many names. Steven Covey calls it your moral compass, your guiding force. Some call it conscience, others your ‘authentic self.’ What do you call it? It’s interesting how that divining rod that drives some to greatness day after day is totally missed by others. It can be the difference between becoming your personal best and just getting by.

So for today, this month–or hey, maybe a lifetime–I challenge you to stay focused and true to the things, practices and principals that enable you to successfully:

  • help those around you
  • believe in abundance
  • cast off the negative
  • focus on high-priority activities
  • continuously learn
  • seek and give guidance
  • sleep easy, knowing that you have done your best

Consider these “integrity trackers,” and ask yourself
at least once a week:

  • Am I providing the best service possible for my customers?
  • Am I thanking those who help me succeed both personally
    and professionally?
  • Am I seeking out personal development opportunities such as courses, seminars, books and audio series?
  • Am I being financially responsible by creating and acting on a plan that will provide security for myself and my family?
  • Am I consistently reaching out to my sphere of influence so that I can effectively grow and maintain my BusinessBASETM?
  • Am I taking the time to recharge mentally, physically and emotionally each week so that my family, clients (and that face in the mirror) get the happiest, healthiest me possible?

For some, it will take reorganization, introspection and real courage to stay the course in this tough market. Is it worth it to stay focused on the things and people that matter? To ensure you’re abiding by the principles that guide your life for the better? Sure it is. As Shakespeare once said, “To thine own self be true.” So the concept must have some staying power! Believe in your ability to maintain integrity, and you will grow your business with momentum and peace of mind.

Market after market, year after year, client after client, people want to work with those whom they trust, respect and care about. Your intentions are your “tell.” They give you away, mark who you are and guide your life. It’s up to you to make good on them.

Go ahead, show us what you’re made of. We believe in you! It’s one of the best parts of our job here at ProspectsPLUS!: Holding tight to our intentions while helping entrepreneurs achieve their goals and realize their dreams. And in keeping with our “integrity trackers,” we thank you for the role you allow us to play in your lives.

Find out more about ProspectsPLUS! training today by calling Julie toll free at 866.405.3641. From the Master Marketing MeetingTM to Webinars to regional speaking engagements, our team of professionals is ready, willing and passionate about bringing the best resources in the industry to your organization.

“I receive the ProspectsPLUS! Master Marketing Newsletter email and read every line every time it comes in. One particular month, I was impressed by a woman who had used the Expired Listing letter (the one that talks about the Merchandising Review Form) and decided to give it a try myself. I mailed the form to a group of expireds on November 15, and just two weeks later I received a call, set the appointment and took the listing two days after the call!

You can bet I will continue to send this mailer out to expireds and grow my list of happy clients. Thank you so much, ProspectsPLUS!, for the many ingenious options you offer to us!”

Your LibraryFueling Your Brain, Business and Life with the Written Word

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

While it is indeed the age of information and words, MP3s, streaming video and more are at our fingertips and downloadable 24/7 via that incredible internet, there is to me, still something to be said for curling up for a half-hour, hour or every once in a while a day with a good old fashioned book. I know, I know – lives are busy, going warp speed in a thousand directions and mine is no different. Believe me, there is tremendous merit to books on CD that we can listen to on the go, but there is great satisfaction in building a library of your own that you can tap into and reference whenever possible for strengthening your skills, improving your mind or igniting your spirit.

In April 2006, we began to share thoughts, tools and techniques with our customer base in our monthly Master Marketing NewsletterTM. Alongside the tips, inspiration and skill builders is our featured book of the month. It has been a tremendous experience for our team to collectively learn fresh ideas and new perspectives, from both the books themselves and each other as we share the insights that we each take from chapter to chapter. I wanted to take the time to share with you just some of the books we found valuable over the last year and a half and challenge you to start or add to a library all your own!

§ Good to Great by Jim Collins – Great for mastering the premise “Be the Best in the world at ONE thing.”

§ Little Red Book of Selling by Jeffrey Gitomer – Terrific for short snippets, great ideas and reference-his e-zine Sales Caffeine is pretty good for daily jolt as well.

§ How to Become a Rainmaker by Jeffrey J. Fox – Learning to dollarize is a vital tool in our industry – Jeffrey Fox teaches it well.

§ Purple Cow by Seth Godin – You’ll find valuable Lessons in effective marketing.

§ Shut Up, Stop Whining and Get a Life by Larry Winget – We all loved this book. It’s as edgy as its title but drives home some must-learn points.

§ Be Our Guest by the Disney Institute – You have to hand it to those folks at Disney – when it comes to customer service – they have it down. Lots to learn here!

§ Swim With the Sharks Without Getting Eaten Alive by Harvey Mackay – An oldie but a goodie when it comes to classic life and business lessons.

§ Never Eat Alone by Keith Ferrazzi – Some great ideas on the power of social and business networking.

§ The Power of an Hour by Dave Lakhani – Time management guru Lakhani explains how to put some muscle into your time management and make those minutes count!

§ Hug Your Customers by Jack Mitchell – We liked this book so much, it became the theme for one of our corporate meetings! Spotlights the power of extraordinary customer service in any industry.

§ The Greatest Salesman in the World by Og Mandino – Truly one of my favorite all-time books. I re-read it often and what’s funny is that I have asked countless industry “icons” to name a favorite book throughout the years – almost all of them count this at the top of their list.

§ Think and Grow Rich by Napoleon Hill – Another classic, must-read for anyone who wants to live abundantly and build a better life and business.

§ How to Become a Marketing Superstar by Jeffrey J. Fox – You have to love Fox’s books for their quick read and great references.

§ Better Than Good by Zig Zigler – Zig’s insight is always a welcome gift as he shares the power of a positive attitude in this game of life.

§ Winning by Jack and Suzy Welch – Delivers a solid career’s worth of this legendary leader’s management wisdom.

§ Wooden on Leadership by John Wooden – Extraordinary Coach John Wooden shares tremendously valuable insight on what it means to win with integrity in ANY game.

§ Built to Last by Jim Collins – Much like Good to Great, Collins shares the successful habits and visions of some of the greatest companies of all time.

§ The Millionaire Real Estate Agent by Gary Keller – Keller shares what it takes to not just be a successful real estate agent, but how to truly treat your business as a business and effectively grow it without limitations.

§ Satisfaction by Chris Denove and James D. Power IV – A true spotlight on how listening to the voice of the customer can make – or break a company and career.

§ The Spellbinder’s Gift by Og Mandino – This well crafted contemporary parable by Mandino offers tremendous inspiration and wonderful reminders on how to live a better (happier) life.

§ The Age of Speed by Vince Poscente – This offers lessons on how to thrive in a world that runs at lightning speed.

§ Juggling Elephants by Jones Loflin and Todd Musig – A great read for all of us who sometimes feel we need to get our “act” together in the three-ring circus we call life.

§ The Fred Factor by Mark Sanborn – Sanborn teaches us through the true story of Fred – the mail carrier – how going the extra mile and taking the extra steps for our customers can turn an ordinary career into an extraordinary one.

§ Blink by Malcolm Gladwell – Fascinating book that illuminates how we can re-train our minds to instantly pull vital information from life’s moments.

§ The 7 Habits of Highly Effective People by Stephen Covey definitely not the easiest book you’ll ever read, but if you can work your way through each of the “habits” and make them a part of your life and career, you’ll far exceed any goals in front of you!

I do hope you will enjoy the lessons, laughter and genuine knowledge builders found within the pages of these book recommendations. It has been a fun journey to discover new books, new authors and new additions to my growing library of books for business. I do make sure there is room on the shelves for recreational reading as well, so you’ll find James Patterson, Sue Grafton and Patricia Cornwell books all tucked on the shelves next to the books above! After all, “work hard, play hard” can be a good motto for this aspect of life too!

So go and read your mind and expand your personal library for success. I would love your recommendations for our Book of the Month club! Feel free to email me at any time and share your thoughts, titles and reading experience! Happy reading everyone!

E-mail me your book recommendations at or here in the comments section! 

ProspectsPLUS! is launching a totally regionalized approach to better serve its client base and expand its offerings to more rural areas and smaller companies.

“In these challenging times, it has become increasingly important to serve our clients more effectively,” shared Ramona Williams, Director of Business Development. “We are invested in their success. We understand how tough a shifting market can be for both agents and brokers and want to be sure our clients have the resources and tools they need to be successful. More important, we want them to know that they do not have to go it alone.”

ProspectsPLUS! has always maintained a regional system for its more than 25 account executives, who service real estate professionals throughout the United States and Canada. That team brings training, workshops and seminars to offices in their geographic territories. Ms. Williams is now teaming inside account managers with outside account executives to better provide support for existing clients and bring the company’s products, resources and training to smaller companies and sales professionals in more rural areas.

“A large segment of real estate professionals has limited exposure to high-quality local training without breaking their own budgets or that of their broker/owner. While many travel for large national events such as branded franchise conventions or NAR, smaller offices or those in remote locations don’t have access to as many resources and training opportunities as their larger or more centrally located colleagues,” explained Corporate Marketing Director Julie Escobar.

“Those agents and organizations need training, motivation and quality marketing solutions that are relevant to their markets,” added Ms. Williams. “We hope to provide just that through our content-rich Webinars, library of resources, online Master Marketing MeetingsTM and grass-roots scheduling designed to reach every office seeking high-impact training on topics such as lead generation, data mining, FSBO and expired strategies as well as foundation-builders such as smart budgeting, sphere-of-influence communication and choosing a niche market.”

The regionalization offers one more level of support for outside account executives and clients, ensuring all customers receive the assistance they need-from implementation and direct marketing to fulfillment and technical support. While tough-market indicators have others scaling back, ProspectsPLUS! understands that now, more than ever, is a time to step up and bring more resources to the hands, minds and hearts of real estate professionals who need competitive solutions to weather the market storms they face each day.

Visit to take advantage of the company’s FREE Webinar series. For more information about bringing lead-generation and competitive-edge marketing tools to your office, visit, or call Julie at 1.866.405.3641 today to schedule your FREE in-house Master Marketing MeetingTM.