Sunday, October 22, 2017

Julie Escobar

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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.

Your Attention PleaseEvery month, we at ProspectsPLUS! sponsor a book revivew for our clients through our Master Marketing Newsletter. 

This month’s book?  Your Attention, Please: How to Make the Most of Your Mistakes
by Paul B. Brown and Alison Davis

Your Attention,Please is the new strategy guide for communicating to the reluctant consumer.  It shows you who the new audience is, how to reach them, and how you must communicate differently–or risk losing mind share and market share. You’ll find this easy-to-read resource chock full of the facts you need to succeed!

Our book club has reviewed some of the best books in the business for growing, competing and realizing your personal best. 

Please feel free to discover all the books we have spotlighted to date by clicking here:

READ YOUR MIND:  WHAT’S IN YOUR LIBRARY? 

“Help me help my agents.” Training experts across the nation are scrambling to answer this challenging plea as our markets continue to shift and normalize.

Savvy management professionals understand that in ANY market, the strongest teams are built when leaders passionately seek the best available resources, solutions and skill builders-then deliver the goods to their associates each month, each week or, when necessary, each day. 

How do you help your agents adjust to challenges, turn obstacles into opportunities and excel in their careers? Consider these four strategies:

1.    Believe. Norman Vincent Peale taught us that “belief is the most powerful of all problem dissolvers.” Now more than ever, you have to believe in your agents-oftentimes more than they believe in themselves.

As expressed by Steven Covey in The 8th Habit, “Leadership is communicating to people their worth and potential so clearly that they come to see it in themselves.” Shine the light on what is possible, then project the belief systems, path to success and foundation for staying the course. Help your agents develop and sharpen their lead-generation and negotiating skills in an environment that assures them both collectively and as individuals that they can do more than survive-they can excel.

2.    Shock the system. Many agents demonstrate avoidance behavior when markets tighten. They start coming into the office later, leaving earlier or immersing themselves in the busywork of “getting organized.” Breaking the habits of complacency, apathy, fear and/or monotony sometimes requires unorthodox or “outside the box” methods of shocking the system.

There’s no time like the present to shake things up a bit and get non-producers out of their comfort zones and into production mode. For example, approach your agents and say something like, “For the next week, we are going to meet in the office at 7:00 a.m. every day. We’re going to role play for two hours, then block out some group prospecting time. We’ll have coffee and bagels and every tool you’ll need to effectively handle the phones.”

Sure, it will be uncomfortable at first; however, that’s how we grow-both as sales professionals and as people. Somewhere between the coffee, the phone calls and the shock, your agents will emerge ready for a challenge and on the path to greatness. As John D. Rockefeller said, “Good leadership consists of showing average people how to do the work of superior people.”

3.    Specialize. Whether you have a team of 10, 20, 50 or 100, challenge everyone to specialize in one area for a week. Or start a contest that tracks appointments, listings, sales, buyer referrals and listing referrals for one segment such as FSBOs, expireds, geographic farm areas or first-time homebuyers.

If your entire office was on the same page for just one week-prospecting together, sharing ideas, collecting data and competing for prizes-three incredible things would happen: First, your agents would acquire new skills and overcome fears. Second, statistics and other valuable information gleaned from the experience would allow your agents to present themselves and your organization as “specialists” when they face the same types of prospects in the future. And third, your entire office would enjoy a renewed (and very energizing) sense of pride and teamwork.

4.    Take massive action. Action overcomes fear and uncertainty. Jump into the ring, set the standards, shine the light on what can be and then-together with your agents-act, act and act again. You can think, strategize, plan and believe all day long, but until you act and lead your team to act, your entire organization will lack the forward momentum necessary to achieve and sustain excellence.So lead the way for your agents, and heed the words of E.M. Kelly: “The difference between a boss and a leader: a boss says, ‘Go!’ – a leader says, ‘Let’s go!'” Focus your agents on the fundamentals of our industry, and challenge them to:

•  consistently stay in touch with their sphere of influence

•  make Just Listed/Just Sold marketing an “every time” action item

•  develop a niche market or neighborhood they can “own”

•  practice what Anthony Robbins calls “CANI-Constant and Never-ending Improvement-by    attending and absorbing any and all training and skill-building opportunities

You will be helping them do far more than simply weather our current market; you will be helping them build strong, saleable books of business that will sustain them throughout their careers.

Take these four strategies to heart-and put them into action-and you will play an invaluable role in helping your agents become their personal best. Lead by example, and remain open-minded in your approach to inspiring, training, recruiting and retaining. You might be surprised at how many managers close the door on new solutions, tools and strategies simply because they assume that they won’t work, are afraid to admit that they don’t know or lack the experience to view their role as anything more than “gatekeeper.” 

Believe in your agents. Challenge them, and help them develop the skills that eliminate fear and encourage exponential growth. Then ask them to listen to the voice of Og Mandino in his powerful book, The Greatest Salesman in the World: “I will act now. I will act now. I will act now! This is the time. This is the place. I am the person.” 

ProspectsPLUS! develops the systems, tools and training managers and leaders rely on to create momentum, inspire greatness and promote achievement in their organizations. Visit www.mastermarketingmeeting.com for more ideas on how we can help you help your agents. If you would like to explore the in-office or webinar workshops we offer on a wide variety of topics, call Julie toll free at 866.405.3641, or send her an email at Julie.Escobar@prospectsplus.com. 

Industry leader, ProspectsPLUS! has released many of their popular Webinar topics in an On Demand Series.  Now it’s easier than ever to learn at your own pace and in your own time! 

Please find below the list of the ProspectsPLUS! Webinars on Demand! 

Click on the title of the Webinar(s) you would like to watch:

Data Mining with Billy Allen
One of the most powerful and important tools in today’s industry – Data mining allows agents the ability to truly take target marketing to a whole new level. Join Billy as he shares with you how to manipulate national databases to segment your marketing, increase your response rates, find new niche markets and of course, continuously build your book of business!

Recruiting for Results in a Shifting Market with Carol Johnson
Industry Icon Carol Johnson joins us to share some of the superstar strategies she has gleaned from the best in the business for getting real recruiting results in today’s quickly changing market.

ProspectsPLUS! 101 with Billy Allen
For those of you just starting (or restarting) to use your ProspectsPLUS! software, Customer Support Manager Billy Allen walks you through the simple step-by-step processes for putting your systems in place and making the most of your marketing!

Unlock the Magic of MLSmailings.com with Becky Keyt
Discover the hints, how-to’s and magic of automation using our patented system for automating your Just Listed/Just Sold postcard marketing!

Presentation Tools with Gay Jones
Ever hear the old saying, “Presentation is everything?” That’s especially true in today’s competitive market. Learn the tops tricks of the trade from Regional Director Gay Jones on how to effectively use your ProspectsPLUS!
Presentation Tools!

Planning for Profits in 2008! Presented by Wayne Einhorn
Learn the inside secrets and best solutions in the industry for leveraging a changing market, maximizing your earning potential and creating repeatable, sustainable success. Are you ready for your best year ever? Join Wayne for a step-by-step plan to close out ’07 and have a great ’08!

Working with Expireds with Mike O’Boyle
Effectively marketing to this segment of consumers takes the right tools, technology and mindset. Learn all three and more with Mike O’Boyle as he shares the secrets to success top producers use to turn Expireds into Listings and Listings into SALES.

BusinessBASETM with Tanja Kor
Ready to earn your EXTRA 6 COMMISSIONS IN THE NEXT 12 MONTHS? We’re here to help! Regional Director Tanja Kor takes you through the most powerful tool around for building your book of business to consistently and effectively achieve repeatable, sustainable success.

Get Recruiting Results Every Time with Guest Wayne Einhorn
Join industry leader and coach Wayne Einhorn as he shares top recruiting and management strategies for getting real results every time – in EVERY market.

To learn more about our live in-office workshops, Webinars personalized for your organization or live Webinar series, please contact Julie today at 1.800.287.5710!

Roberta RossThree Keys to Thriving in Today’s Economy
By Roberta Ross, National Speaker
You’ve no doubt heard the saying, “When the going gets tough, the tough get going,” right? While it’s a great adage, I believe more to the point in today’s tightening market is, “When the going gets tough, the tough dig deeper.”Tough times call for tough measures, thicker skin, smarter strategies, finite focus and the ability to embrace adversities. I am reminded of philosopher Friedrich Nietzsche’s words, “That which does not kill us makes us stronger.” Well, friends, since it’s not our time to go, let’s seek the strength to not merely survive, but thrive in any market. Here are three ways to do just that:

1. Turn challenges into opportunities. As Floyd Wickman put it, adversity can be an anchor or a rocket booster, depending on your attitude and your actions. I invite you to see today’s market changes for the tremendous opportunities they present. Challenges are great conduits for change. They force us to examine what we are doing and take our professionalism, focus and efficiency to the next level. Look to the agents who have successfully navigated tough markets and real adversity in their careers, and you’ll discover that many of them made more money, captured more market share and developed some of their sharpest skills as salespeople and negotiators during down economic times. hy? Simple: Timing is everything, and when they looked around and saw 80% or better of their colleagues in the industry going into fear mode or leaving the business altogether, they recognized the opportunity to ignite the rocket fuel before them and take their careers to the next level. Do you want to be weighed down by an anchor or realize new career heights? The choice is yours.

2. Clean house. I’m not talking about dusting the baseboards here. In a changing market, you need to tidy up your thought processes, habits and priorities. Having these three things at the top of your spring cleaning list sets the stage for a fresher outlook, a streamlined business plan and a clearer sense of direction:

A. Thought processes. Your thoughts are the springboard for your actions, and your actions determine your direction. Do you really want to start that whole process with a negative? Of course not. There’s enough negative news out there to go around; feel free to leave your share on the table, television or driveway when you head into work each day. Your brain is still the best computer in the world and, like all computers, it is susceptible to what we used to call “garbage in, garbage out.” Feed your mind with affirmations for success and viable information that helps you help your clients.

B. Habits. Old habits do indeed die hard, but kicking those unproductive habits off of our daily to-do lists is critical to building momentum. I’ll give you an example: I know many of you are bloggers and enjoy incredible success from this online networking portion of your business. I caution you, however, to make sure that your “blogging time” doesn’t cut into your “prospecting time” with live, voice-to-voice, face-to-face contacts. Many of you are willing to spend hours designing marketing pieces, newsletters, postcards and business letters or redecorating your office space. While that’s all wonderful, it doesn’t make you money. I challenge you to focus on building GOOD habits such as committing at least an “Hour of Power” each day of no-nonsense, full-tilt prospecting.

C. Priorities. In our seminars, we teach real foundation builders for salespeople. Understanding and IMPLEMENTING basics such as smart budgeting, measurability and consistency is key. One of my favorite foundation cornerstones is “work high-priority activities first.” Professionals and entrepreneurs who are looking to put themselves ahead of the competition and achieve repeatable, sustainable success in ANY market stay true to the items closest to their revenue line. As a REALTOR®, you get paid to prospect, present and close. Make it a priority, then, to prospect, consistently fine-tune and tweak your presentation and learn to close like the pro you are. Although some agents might disagree on which is most important, all will agree that successful agents need to be good at all three. If you are strong and confident in your presentation and close, it takes some fear out of prospecting. Ifyou are terrific at prospecting, you know you’ll be in front of more people and forced to perfect your presentation and close. Stick to these top priorities and delegate the busywork that bogs you down, and your revenue line will build before
your eyes!

3. Raise your standards. Shed the negative influences, thoughts and habits that tether weaker agents to mediocre income levels. Toughen up, get back to basics and dig deep when it comes to the core activities that will help you weather any market:

A. Stay close. Your sphere of influence is the lifeblood of your business, both in “now” revenue and future referrals. Stay in touch consistently, creatively and with care,
EVERY month.

B. Farm effectively. It’s more important to reach the people who count than to count the people you reach. In other words, know your best customers, farm using targeted data mining to find more of the same, and concentrate your efforts, energy and marketing dollars on the people with the highest likelihood of working with you.

C. Get out there. Are you an active, visible part of your community? Today’s consumers look for people they can trust and communicate with on a first-name basis. Forge those relationships with smart networking and community involvement.

D. Put systems in place. We all know that profit and productivity in a challenging market is no small thing and not easily achieved by those who “fly by their seat.” Top producers ensure that systems are in place to automate their marketing, allow for checks and balances and provide a constant stream of prospects. Systemize! It will save your sanity and help you earn top dollar!

Now more than ever, it is time to dig deep and find those nooks and niche markets that fit your personality. It is time to carefully measure your results while remaining a visible presence in the market. It is time to know what you are made of and, as always, where you are headed by way of goals and dreams. The right goals, mindset and attitude coupled with a fierce determination to control YOUR economy regardless of THE economy will win results and instill not only survival skills, but also the kind of spark and staying power that most entrepreneurs strive for.

Go ahead and get tough! We’re right here with you.

Bring TOUGH-MARKET skills to your office! Visit www.mastermarketingmeeting.com to learn about our FREE 30-minute workshop that combines the power of tools and technology with the skill set and experience you need to ignite those rocket boosters! Call Julie today at 1.866.405.3641 to find out more!

“I am fairly new in real estate and was asked to participate in bank days, where we sit in the lobby of the bank and hand out cards and listing sheets. I had not received any leads that worked out until last week. I printed out some of the flyers from ProspectsPLUS!, and I was amazed. I got 7 leads and one is an investor that I am working with. I used the ‘Are you still renting?’ flyer and the ‘First-Time Buyer’ flyer. They really work! I will never do bank days or the Costco road show days again without them. I know now that marketing is easy with your product. Thank you so much!”