Friday, December 15, 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.

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

“I recently decided to go out on my own after being on a Top 25 Georgia Team for 9 years. Very fearful of how I would accomplish everything that my previous Listing Manager did for me, my first purchase was ProspectsPLUS! I quickly saw the advantage of the program.

It has been a tremendous relief to know that consistent marketing that had been a critical part of my plan was able to continue, and I only had to make contact one time, set up the program, and within days of a listing the word is out automatically!

How awesome to be able to have something so simple right at my fingertips. I continue to get calls for listing appointments as a result of these mailings, without my having to remember a thing! In this market where time is money, I am very thankful that I can carry on without having to worry about the time needed to create, identify a mailing list, address, drive to the post office and more. Thanks so much!”

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.