Saturday, March 24, 2018

What You Do Defines Your Course of Success

by Todd Robertson

There’s a saying that sticks in my head from my days training for Floyd Wickman. He used to say, “there’s dominator march
nothing special about special people – it’s what they DO that makes them special.”  How true. So many people go through the motions of working in and on their business – but stop short of taking the massive, pro-active action that it takes to get extraordinary results.  I just recently had a conversation with one of our Market Dominator customers who believes in taking action in big ways, and in turn, is getting big results.

First, a disclaimer. Of course we recognize that there are different markets out there, and different results for different agents depending on those markets as well as agent experience and skill level.  What we also recognize after more than 25 years in this industry is that two factors really stand out when agents are firing on all levels:  skills and motivation.  This week, I challenge your to rate yourself in both categories and see if there is room in either to raise the bar so that you can raise your results.

Our Dominator Member, Patrick, dug in and took massive action. He not only signed on for the two year campaign, but he’s sending 5,000 of the 12 x 15 Market Dominator pieces per month.  Most folks take one or two carrier routes, which average anywhere from 500-1000 homes.  Patrick is sending to 5,000 each and every month.  He recently shared that after just the first couple mailings he’s taken three listing calls and recently took one listing that he listed and sold before the sign went up, getting both sides of the transaction.  That’s extraordinary, but it also showcases how he’s working and raising the bar in those two areas — skill and motivation. To generate listings and sales the way he does he has to not only market effectively, but be able to execute on that marketing.  He has to be on the top of his game in three additional areas:  presentation, qualifying people, and pricing property right the first time.  And given his results, I’d say he’s crushing all three.

Analyze yourself, your skills and motivation from 1-10.  What’s your energy level?  Your enthusiasm?  Your willingness to prospect? (Most agents least favorite thing to do.) Your listing presentation?  Your ability to price it RIGHT not just tell the seller what they want to hear? How are your negotiation skills? What’s your follow up look like? Ask yourself if you are at a 1-4 on any of those levels — how do you get to a 10?

Here’s why:  action supersedes everything.  If you’re willing to take your game from a 1 or a 3 to a 10 in every area of your business – do you think it might bee worth 5, 10 or even 20 additional listings per year?  I can tell you from experience — it absolutely can.  We’re only in month two of the year.  Are YOU ready to take ACTION?

Need help? Contact our marketing team at 866.405.3638. They’re ready to help with all your marketing needs.  Interested in learning more about the Market Dominator?  Contact Todd Robertson today via call or text at 702-683-1967 

The Power of a Plan in Place

By Julie Escobar

There’s a lot to be said for having a plan in place and sticking to it.  Primarily, the peace of mind you have when you DON’T leave your marketing and business to chance.  Chasing the next commission and worrying about where the next check is coming from is stressful for you – and your family and one of the top reasons agents burn out and leave the business.  Instead re-visit that business plan, or build a new one if you have to so that you greet each new day, week – and year with that same focus we have at the year’s start with a brand new plan in place.

To help reconnect with what agents should be doing right now to make the most of the fall market and beyond, I got in step with real estate coach and Market Dominator Director Todd Robertson.  Here’s an sept dominatorexcerpt from our conversation:

Q:  Todd, what can agents do to ensure a successful fall season? 

A:  You know the top agents I’m talking to are telling me how grateful they are that they’ve had a consistent plan in place to reach their geographic farm and sphere for a while.  It makes a world of difference when you hit the hot markets.  It puts the pressure on the competition to play catch up and puts them in the lead.  That’s the power of positioning and planning.  We talk a lot with agents about putting the 3-7-27 law of branding to work for you. That is three contacts for someone to know your name, seven to put your name with your business, and twenty-seven to become a top-of-mind brand in their minds.  That top of mind awareness coupled with confident follow up is what will take agents to the top of their market. That’s what we know is working for our Dominator customers.  They are showing up month after month with a 12×15 marketing piece in the mailboxes of their farm area.  That’s five times larger than most competitors – and 100 times more effective obviously than the agents who are just dabbling at their business and not showing up at all.  When you show up at that level month after month two things happen:  your competition goes away, and the sellers and buyers in that area see you as a serious agent with marketing savvy.  The message you’re sending is, “I’m here.  I’m a resource. And I can market YOUR home effectively.”  That’s a message that gets noticed.

Q:  Awesome.  Todd – do you have some dialogue for those agents who are planning a door-knocking campaign this fall?

A:  Sure.  The first thing I’d say is be yourself.  There are a lot of speaker/trainers who will give you ‘dialogue’ – but if it’s not comfortable for you – then it won’t feel genuine to them, so first and foremost, be yourself.  Secondly, know why you are there – which is to plant the seeds for listings and sales.  Introduce yourself, tell them who you are and what company you represent.  Our Dominator customers even have a little fun with it and say things like, “I’m the guy that’s been sending that obnoxious 12×15 poster each month!”  Ask if they have any questions you can answer and plant the question of your own – “who do you know who might be interested in listing or selling in the next 90 days?”  Will you get them all?  No, will you make a great first impression? That’s up to you. Bring you’re A-game and be your best self.  That’s the best approach you can take.

Q:   Thanks Todd.  As a student of some of the best motivators in the business, you certainly speak a great deal about the power of mindset. What do you believe should be agents’ mindset going into the last four months of the year?

A:  Yes, one thing is certain – mindset really does equal market share.  Here’s what we know.  For those agents who are confident, competent, and ready for anything in terms of knowing their presentation perfectly, being prepared for any objection that comes their way, and have rock solid skills – keeping their mindset strong and positive is a whole lot easier. Why? Because they’ve already prepared.  You can wake them from their sleep at 2am and they could deliver their presentation flawlessly.  There’s not a situation or objection that can rattle them.  They are tuned in, tapped into their market in such a way that there aren’t a whole lot of surprises. And they have a marketing and business plan in place that is the track their business runs on.  Those things are fuel for the mind because when you have that all together, getting up and hitting it hard each day aren’t as challenging.  Plus they fuel their mindset with even more fire for success by reading great words from great minds in great business books. They tap into YouTube and watch empowering and skill-mastering videos.  They are a student of their industry and continuously learn and fine-tune their business practices.  That’s what it takes in this market, and there’s never been a better or easier time to build your momentum.

Q:  Awesome.  What are your Dominator customers finding works right now?

A:  Great question. Those that have had their system in place for a while are now in full-scale follow up mode.  They are walking their geographic farms, hosting aggressive open houses, and keeping their sphere in the loop by contact them with a call, or visit every 3-4 months. They are pulling out the stops – and will continue to as they advance their momentum and their market share. What I also find is that they are service minded.  One of the reasons they chose to use the Dominator is of course, the presentation – 12×15 is hard to overlook, right?  But they also tell me that they chose it because of the content it provides.  Real resource-based material that helps to answer the questions in the minds of today’s consumers.  People are hungry for information these days.  By providing that information and consistently delivering answers for the people in the communities they serve, these agents are effectively building the rapport and trust that it takes to earn the business of those folks in those communities. I am reminded of a Zig Ziglar quote, “Stop selling, start helping.”  Taking the role of consultant and resource is a powerful way to position yourself as the turn-to agent.

Great stuff Todd. Thanks for your insights this week.  If you’re interested in learning more about Market Dominator, watch this video, and feel free to contact Todd via email today.  The system is a powerful one for agents eager to earn a 20% market share in a geographic farm area.  It taps into the cost-effective Every Door Direct Mail system provided by USPS, and when coupled with a marketing partner, is by far one of the timeliest and most affordable marketing tools you can use to farm. 

Got questions? Contact the marketing team at today at 866.405.3638.  They are happy to assist! 

Your Webinar on Demand

We had a great webinar this week, with a terrific turn out of REALTORS eager to go ‘all in’ to learn what it takes to dominate a geographic area as they head into 2015.  Great content and vision was shared by National Speaker Todd Robertson.

In fact, I loved this quote from the presentation, “Realtors who consistently achieve success have a strategy. They seem to be working smarter, better and faster then everybody else. If we can uncover those strategies and sow the same seeds, we can reap the same rewards.  We at Prospects Plus have spent over 20 years examining Realtors in the top 7% in the nation to extract and share what makes them so effective.  The key however is simplicity.  Complexity is the enemy of execution.     If we can take a concept like “Farming”  simplify it with modern technology and little work on the Realtors part . . .people know the game is winnable.    This is the essence of what we are able to accomplish with the Market Dominator.”

We’ve had a flood of emails asking for it on demand – so here it is!  We’d love to hear your thoughts!

Need more information?  Email us today at, or visit our site  

Get Your Game On! Man drawing a game strategy

By Julie Escobar

Hitting the fall market with all you have and playing to win for the long game means starting early for savvy real estate professionals.  While much of your competition will work hard this month and some of October, many will then fall into cruise control, as the holidays begin to approach. Not you! You’re in it to win it – and here are six strategies you can implement to stay top-of-mind and ahead of the curve through the end of the year — without burnout or breaking the budget.

1. Prospect, Promote and Prosper.  In changing markets, many agents stop advertising, re-direct their marketing dollars to the year ahead and put their prospecting in park until after the holidays.  Stay forward of the competition by continuing to market yourself with creative, consistent, targeted marketing.

2. Spread the Holiday Cheer.  Start now planning out the rest of your year.  Take your top 50+ clients and make it a point to not only send holiday cards each month from now through January, but also calendar time to reach out to your client base with face-to-face visits.  What may seem like a lot of time, can really be broken down into 10 or so contacts per week.  Would that be worth a sale or two?  Sure it would.  Make the calls.  Shake hands, bring a card and thank these very important people for their contribution to your career.  For those really special clients, bring along a treat for their family table and you’ll find yourself more than their REALTOR® you become a friend.   

3. Clean Out Your Client Base.  Most agents wait until January to truly wade through their client base.  Getting an early start means momentum as you head into the New Year when most are still putting away party hats and streamers.  If you don’t currently have a means of tracking your clients, click here to check out our free BusinessBASE™ client management system.  Getting to know your prospects, their families, their needs and their personalities will help you build long term, solid relationships that bring you current listings and sales as well as referrals that will build your book of business throughout your career.  Ditch the people that you DON’T want to work with, clean out old addresses (both email and snail mail), and update phone records now so that you’ve got a clean start for the first of the year. 

4. Live and Learn.  What a tremendous time to be a professional salesperson.  Never before in history has education, skill-building and growth as an agent or as a person been more simple or accessible.  How fortunate we are to have internet, 24/7 that allows us to tap in, download, read, discuss and explore ways to improve our life skills personally and professionally.  Maybe gift YOURSELF (and in turn your career and financial security) with some skill building courses, great business books and valuable audio downloads this season to help you fine tune your mad skills before the new year rolls in. 

5. Implement Systems for Success.  New agents run on adrenaline, nerve and sheer exhaustive energy.  Experience gives us the insight to set systems in place to plan now for a successful year ahead.  Calendar your direct marketing for the months to come, implement your BusinessBASE™ to insure ongoing, automated contact with your clients, and employ creative campaigns throughout the year that will differentiate you from your competition.  In a shifting market, systems simplify your life, keep you on track and maximize your market share through consistent, results producing planning. They allow you to focus on the revenue based activities that are your strength, prospecting, presenting and closing without expending energy on deciding each day, each week what your course of action should be.

When you are putting your business plan in place for the new year – choose to focus on your core – the customers and clients that know you, like you and trust you – and expand on that core as you move through the year.  Social media not your thing?  Delegate it.  Direct mail too hard to create?  Use ready-to-go and done-for-you solutions to consistently reach your sphere every month such as postcard campaigns and monthly newsletters.   Just Listed & Just Sold marketing too much to task yourself with?  Automate it with MLSmailings and not have to worry about it!  Paperwork getting the best of you?  Hire a Virtual Assistant.  There are some amazing ones out there that are affordable and talented and allow you to focus on what you do best! Next – make it a point to ADD to your core each month.  Can you add 10 new prospects per week to your list?  Absolutely.  Might it be worth an extra deal or three (or more) throughout the year?  DEFINITELY.  

6. Fall in Love With What You Do.  The secret of success is historically based in finding your niche and enjoying every minute of it.  Whatever your passion, whatever demographic of the industry lights your fire, run with it, own it and allow it to empower your prospecting with determination and enthusiasm.  This season, take stock in the incredible opportunity you have to set your own pace, create your own calendar and charter your own course for financial freedom.

Inevitably, there will be down time as the holidays roll in. You’ll have days strung together to re-charge, re-connect and realize your strength as you approach the fourth quarter and the year ahead.  Make it magical.  Take this time to set your sights on new goals, family dreams and incredible new opportunities.  Whether it is a much needed vacation, new family car or boat, include your family’s goals when creating your budget and marketing plan, so they not only know why you are negotiating into the evening and weekends, they support you.  Your goals are their goals.  Their goals are yours.

Balancing success, life and market twists and turns takes practice to be sure.  With the right systems, tools and training, you can and will find your stride.  We’re here if you need us!

For more ideas on how you can continuously impact your market area, visit our website at and our Master Marketing Schedule page which allows you to drop our action item tips right into your Google, Apple, or Outlook calendars!  If you have questions or need help putting together some systems for your plan – call us at 866.405.3638.  Our marketing team is awesome about helping you find the right solutions for you. 

And while you’re online…please take a moment to like our page on Facebook.  We’re always sharing new ideas, strategies and dialogues with industry experts and terrific real estate professionals just like you!  Click here to see our page!

All Year Around
business strategies for realtors

By Julie Escobar

The truth is?  Many agents don’t even have a ‘book of business’ or a true database.  They’re either new to the business or ‘never got around to it’ or for some – they’re so busy working ‘in the business’ to ever work ‘on the business.’  But there’s acres of diamonds in building a sphere of influence client list of people who know you, like you and trust you. Because frankly – those are the people that are going to list and sell their homes with you – buy from you –and refer friends and family to you.  First – you’ve got to reach them.  Consistently.  Effectively.  With purpose.

Before you can do that – you should know these 10 things:

  1. Get it all on ‘record.’  Whatever database management system you choose, be sure that you have entered at the very least the basic information such as name, address, phone number, email address, social media addresses if you have them for every past customer, friend, family member and acquaintance that you can think of.  Sound like a lot of work?  It is – but SO worth it.  And I’m not saying you have to do it yourself.  Delegate it – that way you can stick to what you do best – getting face to face with the folks in your market. Click here to get a copy of our BusinessBASE™. In it you’ll find a list of everyone who should be in your sphere of influence.
  2. Fill in the blanks.  The more RELEVANT you are – the more REFERRALS you’ll receive. So once you’ve got the basics down – take note of more personal information about the people in your database.  What do they do?  Where do they live?  What makes them unique?  What else do you know about them that you can reference?  Who’s in their family?  You know the old saying – the ‘devil is in the details!’ The more you know the easier it will be for you to connect with them on topics that are relevant and important to them.
  3. Clean up old records.  At least twice a year go through your database and cull old contacts, and clean up missed or incorrect information. Connect with your database and let them know that their business is important to you and that you’re just doing a little ‘housekeeping’ so that you can be sure they are always kept in the loop and double check their information.  You can even make them a fair trade offer of a free report or certificate of some kind.
  4. Data mine for ‘like’ minded people.  One of the best things an agent can do is to really take a good long look at what their ‘best customer’ looks like.  Who do you like to work with?  Seniors?  Singles?  First time homebuyers?  Expireds? FSBO’s?  Once you know that – and can determine who you both like to work with and the type of people you have the most successful relationships with – you can data mine to find more of the same.
  5. Add new personal contacts.  As sales professionals we come into contact with new people every day that are potentially great future clients or customers.  Make it a point to add at least one new person per day or 5 per week to your book of business – more depending on how fast you want your business to grow.  Many agents I know make this database building a positive habit by dedicating one hour a week to the health and maintenance of their list.  Every time they meet a new person at the local Starbucks, networking meeting, business event, PTA, restaurant – even the grocery store and have an opportunity to collect a business card or information – that person goes into the ‘book’ and the nurturing begins!  Some of the best agents spend an hour a week sending a personal note or firing off an email just to say what a pleasure it was to meet and if they need anything – just call.  (Making notes on the back of those business cards or in your phone after meeting a new person will help jog your memory for details when you are entering them into your database at a later time.)  Think about 10 people THIS WEEK you could add if you tried:  Teachers, Bankers, Restaurant Owner/Staff, Accountant, Attorney, Landscaper, Gas Station Owner, Grocery Store Manager…the possibilities are endless!  (If you did that EVERY week you’d be adding more than 500 people to your book of business each year!)
  6. Add past lists:  If you’ve sent out Just Listed or Just Sold postcards and have purchased a list of homeowners contact information who received those postcards – be sure not to forget those folks.  You can add them in and start the process of taking them from ‘prospect’ to ‘member’ of your sphere by building those relationships over time.
  7. SHARE with them.  Direct mail is a great way to ‘touch’ your book of business at least once a month.  From powerful sphere of influence postcards with relevant offers to a monthly newsletter packed with valuable content – staying in TOUCH is the key to staying TOP of mind.  We’ll even help you put the right pieces in place to allow you to put your marketing plan in motion and then focus on those personal contacts and the three tasks that are most important in your business:  prospecting, presenting and CLOSING.

Visit our SPECIALS page today to learn more about these options or call our team at 866.405.3638 for help deciding what might work best for you, your list and your budget!

  1. Invite them into the conversation.  Savvy agents are firing up their social media strategies on Facebook, Twitter, LinkedIn, YouTube and Pinterest and inviting their community of followers to join in the conversation.  Create a Facebook page for your neighborhood farm and post community information that’s relevant to your buyers and sellers such as school information, local business information, fun facts and more.  Agents are breaking out their iPhones and flip cameras and creating video walking tours of area hotspots, news for the week, reviews of local businesses, types of homes to look for in their area and all kinds of fun and interesting information.  Pinterest has people pinning and posting all about staging ideas, inspirational quotes, homes in the area, community events, blog posts and more.  Use our On the Web Series of postcards to drive your offline traffic to these valuable and engaging sites.
  2. Follow up.  Break your list up into manageable numbers and commit to follow up calls every week.  Most experts recommend scheduling a daily appointment with yourself to prospect.  Don’t underestimate the value of face-to-face connecting as well.  Community events, school functions, networking opportunities and just being active in the community that you service will help keep you visible, allow you a chance to arrange follow up conversations and ask questions, be the resource people need and you will generate referrals in the process! It can be as simple as letting them know that you are there to help anytime.
  3. Lather, Rinse, Repeat.  Well you get the idea.  Treating your database as the salable, valuable resource that it is means not putting it away for 11 months out of the year.  Commit to these ten strategies monthly and your career will thrive – and you won’t have to always be wondering where your next commission will come from.

Need help?  Call us at 866.405.3638.  Our team of marketing professionals can help you put your plan in place for success.