Saturday, March 24, 2018

And Success Will Often Follow You…do what you love concept on blackboard

By Julie Escobar

If there’s one thing I’ve learned through all of my years and experience with sales professionals, it’s that the most successful among them, the ones who seem to effortlessly rise to the top and stay there have many common denominators – but right at the top of the list – is PASSION. They LOVE what they do.  They love the people they work with, the client base they’ve cultivated and the tools and systems they use to make it all look so easy.

How about you?  Are you infusing your career, your days – your life with passion?  I recently read a great quote – “If you can’t put your heart into it – take yourself out of it.”  That’s good advice, and a powerful reminder that much of what makes people successful comes from their ability to really put themselves – heart and all – into what they do each day.

How can you become more passionate about your career?

1.  Work with the people you like. Don’t try to be all things to all people.  That’s a mistake many new sales professionals make (not to mention a fair share of experienced ones as well.)  Finding a niche that works for you and becoming the very best you can be at it will not only propel your productivity, but save you time, money, headaches and aggravation as well.  Top that off with the fact that it’s just more FUN to work with people you like and you’ve got a great foundation building block.

2.  Take more action. In the words of Pete Seeger, “do-so” is more important than “say-so.”  Top professionals don’t wait, procrastinate or debate decisions three hundred ways to Sunday.  They take action-strategically, intelligently, thoughtfully and consistently because they know that action is the key to momentum and productivity.  Growing your book of business should be based on a send-call-see formula.  Each and every month you are taking ACTION by sending something to your sphere and farm, postcards, free-reports, neighborhood updates, newsletters — then following up.  You should be calling everyone on your list at least twice a year.  And finally seeing – take the time to be out in the community, to canvas the neighborhoods you want to be top of mind in, and to personally invite to lunch or visit those top 10% of referring customers in your business base.

3. Desire to learn. How do the best get better? How do they maintain their integrity, success and longevity despite market shifts and economic challenges? They LEARN…New things almost every day.   They keep their eyes, ears, heart and mind OPEN so that they can continuously absorb new ways to grow as people and professionals.

4. Put people first. One of the traits I find most interesting about many of the most successful entrepreneurs I know is their commitment to putting people first. They are service minded, happy to help and willing to go the extra mile not just for their clients, but for everyone in their lives.

Is money a priority? Sure, but it doesn’t top the list. Top producers fully understand that theirs is a people industry, and an unwavering focus on bringing their best selves to the table for everyone is what makes them superstars above and beyond the balance in their bank accounts.

I recommend both Jack Mitchell’s Hug Your Customer and Mark Sanborn’s The Fred Factor. These terrific books explain how focusing on and serving the VIPs in your life brings tremendous rewards that go far beyond business.

This month give yourself a Valentine’s Day gift – and add more PASSION to your business and life.  I challenge you to adopt and adapt these traits of top entrepreneurs so that you can invite the EXTRAORDINARY into your career.  To paraphrase Confucius, “Love what you do and you’ll never work a day in your life.”  Now – doesn’t that sound like great advice? 

We’re here if you need us!  One thing is for sure we LOVE what we do – and that’s bringing the very best tools and strategies to agents each and every month.  Please visit our Specials Page for budget-saving coupons each month!  Got questions? Call us at 866.405.3638! 

From all of Us at to You!

by Julie EscobarHoliday gifts

It’s been a year of change, growth, ups for some and downs for others and a little bit of all of it for most.  As we draw this year to a close and look forward to new adventures, possibilities and prosperity, let us take with us the lessons we can and use them to help us craft the future we’re meant to have.

  1. Do unto others as you would have them do unto you. The golden rule is still one of the best, not just as it applies to our friends and neighbors but to our clients and customers as well.  Treat people well, give them the best of you with gratitude and commitment.  You’ll be surprised at how many will return the favor.
  2. Live abundantly AND wisely. It’s wonderful to believe and live a life of abundance.  It’s also wise to save for the rainy day, create and live by a smart budget and run your business like a business so that you can STAY in business.  (Make a plan!)
  3. Think Big and Learn More. We’re never too old or too accomplished to learn something, in fact learn many things – each month – each year so that we can continuously expand our thinking and with it — our potential.
  4. Reach out. I’ve found that one of the most important components of success is not just getting what you want from your time and career, but in who you help to succeed along the way.  Reach out, not just for the help you need to continuously thrive, but reach back to those just starting out, those who are going through a rough patch and those eager to learn.  The rewards are phenomenal.
  5. Work smarter. Reinvent the wheel?  Instead choose smart systems that automate your business, expand your reach, bring technology and time management together and keep you up close and connected with your customers.  Without that — you’re going in the wrong direction.
  6. The power of vision. It’s really difficult to succeed if you can’t see what you want, can’t see yourself in the “picture” and can’t believe that you have what it takes to make it.  Be your own best visionary.  Take the snapshots of what you want, where you want to go, who you want to be and let that perfect computer of yours (your brain) help you turn that vision into reality.  Powerful stuff — ask any visionary!

Here are some tools that we’re committed to keeping in place to help you fast-track your success in the new year and stay CONSISTENTLY in touch with your sphere and farm, with less stress, and even a little more fun!

  • The Master Marketing Schedule; A monthly guide filled with helpful hints and action steps for staying in touch and growing your business.
  • Monthly Specials:  Every month you’ll find budget-saving promo codes to save you valuable dollars on all your favorite marketing tools and see what new pieces have been added!
  • Refer-a-Friend:  Now referring your friends (and being rewarded for it) is quick and easy! Every time you refer a friend to our site and they make their first purchase, you’ll get a $25 gift card and so will they!
  • Map My Mail:  Finding the right lists can be a daunting task for some agents.  We can help with our powerful Map My Mail tool where you can choose what lists you want for just 8 cents per record!

From all of us here at ProspectsPLUS!, know that we’re thankful for the fascinating, diverse and exceptional family of customers that we’ve built over the last 20 years.  We’ve got exciting things ahead for you in the new year and we can’t wait to share them with you or be a part of YOUR success plan!  

Wishing you wonderful peace of mind, magical memories and holidays filled with family, friends and cherished moments!  Let’s head into 2015ready to take on the world together!  We’re ready — are you?


Attention All Shoppers! 

This year we wanted to go all out with BIG holiday savings now through Cyber Monday (December 1st) at Midnight!  Order any Holiday Postcard or Holiday Photocard between now and Monday and take 50% off your order (excluding postage)!  Just use the promo codes below to get started!

There are LOTS of styles and sizes to choose from – and plenty of time to get yours out so you are one of the first to greet your sphere or farm this holiday season! Please do remember though, Standard Class options of postcards do take 2-3 weeks for the post office to deliver.

pp photo card

pp christmas new year

Use these PROMO CODES to save 50% on YOUR order!


PHOTO50- to take 50% off any standard-size postcard order (excluding postage)
PHOTO50J – to take 50% off any jumbo-sized first-class postcard order (excluding postage)
PHOTO50S – to take 50% off any standard-size postcard order, shipped to you
PHOTO50JS – to take 50% off any jumbo-sized postcard (standard class mail, excluding postage)
PHOTO50PSS – to take 50% off any jumbo-sized postcard order, shipped to you
PHOTO50P – to take 50% off all panoramic postcards mailed first class (excluding postage)
PHOTO50PS- to take 50% off all panoramic postcards mailed standard class (excluding postage)

Holiday postcards

HOLIDAY50- to take 50% off any standard-size postcard order (excluding postage)
HOLIDAY50J – to take 50% off any jumbo-sized first-class postcard order (excluding postage)
HOLIDAY50S – to take 50% off any standard-size postcard order, shipped to you
HOLIDAY50JS – to take 50% off any jumbo-sized postcard (standard class mail, excluding postage)
HOLIDAY50PSS – to take 50% off any jumbo-sized postcard order, shipped to you
HOLIDAY50P – to take 50% off all panoramic postcards mailed first class (excluding postage)
HOLIDAY50PS- to take 50% off all panoramic postcards mailed standard class (excluding postage)

Get started now, choose any Holiday Postcard or Holiday Photocard between now and Monday and take 50% off your order (excluding postage)!  Need help?  Call our team 866.405.3638 today!  Wishing you a wonderful Thanksgiving and an amazing holiday season! 

Empowering Your Life and Career with Two Extraordinary Wordsthank you note

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

Thank you. Funny, isn’t it? How two little words can make such a difference? We’ve heard a lot over the last few years about the power of fueling your life with an “attitude of gratitude.” There are hundreds of variations of that thought and probably a million or more examples of the very real connection between abundance, riches, wealth and happiness and our ability to give thanks. So in this season of thanksgiving, let us explore just how we can adopt that “get by giving” philosophy into our lives year around and what that can mean for our careers, our clients, our communities and our families.

Start and end your day with thanks. It’s amazing really, when you add up the people that affect your life every day. Beginning and ending your day by giving thanks for the support, lessons and love you get from your family, friends, clients, prospects, colleagues and peers is the best way to keep life’s obstacles, challenges and trials all in perspective. Even those who “challenge” us – teach us.

We get what we give. Floyd Wickman was the first to introduce me to the phrase, “we get by giving,” twenty-plus years ago when I was a fledgling in this business but it still holds true. I spoke at length about this with Coach Patti Kouri once.  Her thoughts echoed my own in that having this component in your life, and living it really is a way to not just increase your business, but be happier, healthier and more fulfilled in the process. “Without coming from that place of appreciation each day, you really can’t attract more of what you want. Granted, sometimes you have to look HARD to find what you appreciate about some people, but take the time to look around you. Consider the administrative assistants, past clients, friends, even those toxic clients have something to offer – if nothing else an opportunity to ask yourself, ‘What did I learn?’ I always tell my clients, “You can’t expect people to give to you unless you have given value first. It’s like only making withdrawals from a bank – eventually – there’s nothing left. You’ve got to always put in more than you get.”

Mix it up. Get creative. There are some great ways to show your appreciation above and beyond frequently saying those two important “thank you” words! Pat Tasker with Shorewest Realtors actually got together with three other agents to throw an easy-but-effective Customer Appreciation Movie Night. The cost was affordable, and the results were amazing. “Between the four of us, we had about 150 people attend, everyone was thrilled and splitting the bill between the four of us was really very manageable. The nice part is, even those that didn’t attend felt special just for being invited. It gave us all a reason to connect with our client base in a positive, fun way! The movie theater made it easy. It was $6 a person for the movie, popcorn and drink and all we did was show up early, greet everyone when they came in, took pictures with families and friends, watched the movie and that was it! Easy!”

Movie nights are a great way to get large groups together to say thanks, and it really is extraordinary to see the referrals you will receive afterwards as well because you’ve reached out to your client base, your name is top of mind and they know that you are appreciative and there for them. If movie nights aren’t your thing, a holiday open house, or simple invitation to lunch might work!

Talk about mixers; consider this idea from Patti Kouri: “Go into your database and choose a small group of people each month and invite them to lunch. Make the lunch a networking event of sorts and start with the question, ‘How can I help you?’ Before long, you’ll have a whole group of people exploring ways to help each other and all appreciative that you facilitated something that was not just about listing a house or getting a referral but truly helping people. Make a regular habit of this and watch as the law of reciprocity kicks in! Consider calling people individually as well – and ask what you can do for them. How can you help them in their business or endeavor? You’ll find when you approach ‘prospecting’ in this way it:

  • Feels better than cold calling
  • When you’re giving not asking for something, it’s easier
  • You create a natural ‘boomerang’ and invite good things back to you

Keep trying new ways to help your clients. Many agents come from a place of fear, which is really a place where you don’t want to do anything. Take the opposite approach and you’ll find that you immediately and instinctively want to take action.”

I am reminded too of my conversation with Watson manager Karin Hill in Florida. As the broker with a great team in the Orlando area, Karin definitely is a think outside the box professional. “We do a lot of community service work here. It’s a wonderful way to build your business while really working for a greater good. At any given time we are involved in several charities. For example, we’ve worked with the Second Harvest Organization on a food drive. They estimate there are roughly 250,000 homeless children in Florida and could use a few helping hands to reach out to them! We have the information on our sign out front, and it’s wonderful to have strangers come into our office with donations. It really lets people know that we are there for the whole community, not to sell them something and they appreciate it. We even have the agents bringing in canned goods to our weekly office meetings!

We’ve organized charity runs, car and motorcycle drives, ‘adopted’ families in need, poker runs and more. It’s a great way for us to work together as a team, stay connected to our community and give back all at the same time!”

All great ideas from great thinkers! Another great way to give back and show your appreciation for your community is to work with your area schools. Most of them are looking for business partners who can help them provide the things they need for the students and staff. It’s a fun way to get to know the teachers, the faculty and the parents and they always appreciate the helping hands so it’s definitely a win-win for everyone!

So this month, and EVERY month, give thanks for the opportunity before you. As real estate professionals, you are only limited by your own thinking. There are no glass ceilings in this business, no one telling you that your income is capped and your goals are too high. Are there challenges? Most definitely – but challenges make us stronger, push us to try harder, learn more, and fine-tune our skills. Give thanks for those VIPs that make up your book of business and who invited you into their lives and those of their families to help them with one of the biggest decisions of their lives. Treat them well, show them you care and they’ll be a customer for your entire career, sharing their lives, their business and their referrals. Give thanks for your family and friends. They tolerate the often odd hours, pick you up on tough days and celebrate with you during the triumphs. Lastly, give thanks for another day to give back, to work hard, to try again and to make a difference in the world around you.

Here’s a great quote from John Southard to help keep things in perspective: “The only people with whom you should try to get even are those who have helped you.” That said, know that we appreciate YOU! Thank you for spending a little time with us today reading this article, for being a client, for doing all that you do. What can we do for you? How can we help? We’re just a phone call away at 866.405.3638. Wishing you all a safe and happy holiday season!

Advice for the New Year from Floyd Wickmanfloydspeaking

by Julie Escobar

‘Tis the Season to ring out the old and bring on the new.  As we head into a new year filled with more opportunity and possibilities than we’ve seen in a long time in our industry, I tapped our good friend and industry icon Floyd Wickman for his take on some top shifts agents can make to increase their competitive edge.  Here’s his sage advice:

SHIFT #1:  Know Your Competition.  If you think about the major sports leagues; baseball, football, hockey, and then think about the most successful teams, you’ll find that they have one thing in common. In order to be successful they view and review videos of their games and those of their competitors. They look for strengths and weaknesses so they’ll know how to defend and compete effectively. It’s the same in the real estate business. You have to know what you’re up against in order to outpace the competition. Here are a few questions that agents will have to answer in order for them to achieve market-share dominance:

  1. Who are your top-ten competitors?
  2. If you lose a listing, to whom do you lose it in most instances?
  3. How many agents do each of your primary competitors have?
  4. What is their average experience level?
  5. What is their annual per person production?
  6. What is the average number of listings in each office?
  7. What is their list-to-sell ratio and list-to-sale time-frame?

There are other questions that agents could ask, and it may be a great exercise BEFORE January for you and your team to take some time and write out all the questions that would help you to know precisely what qualities buyers and sellers are looking for and to understand how you stack up against your competition.

SHIFT #2:  Fill Your Tool Chest with the BEST.   Throughout history all of the great competitors – from armies, to corporations, to world leaders– all got to be the best because they had the essential tools (and even a few extra) needed to do the job better than their opponents. Real estate agents today must have the right tools to battle the highly-skilled competitors they meet much in the same way. In our training programs, we teach agents to have everything they need to control their time, budget, and client meetings.  Objection handling techniques, visuals, stats, dialogues, powerful presentations are some of the tools we help them master and use effectively.  We often recommend your organization, for the marketing tools that make all the difference, such as Just Listed/Just Sold postcardsdoor hangersfree reportssphere of influence tools and more.  And of course, these days, agents need to ensure they have social media resources at their fingertips – is a great tool we’ve found that helps agents save time and effort.  Take a look at your ‘tool chest’ at least once a quarter to make sure you have everything you need, lose what doesn’t work, and add new timely tools as they come to market that help streamline and automate your processes.  Anything you can use that keeps you focused on prospecting, presenting and closing and can systemize the rest—is a valuable asset to your bottom line.

SHIFT #3:  NEVER Stop Learning New Skills: In the more than forty years I’ve been in this business as an agent, manager and trainer, I’ve never seen an era where the necessity for high-sales skills was greater. In our 24/7 world, with the accessibility to communication and information as strong as it is, sellers and buyers are savvier than ever before and have more questions and concerns than ever before. We have to overcome more commission objections, “We want to shop around” objections, pricing, length of the listing, etc. The art of persuasion is in demand and critical in the field if you want to compete successfully. The real proof of this is seen in our training classes. We find that the average experience level of the students is almost four years, whereas, not so long ago, it was two years. It seems clear to me that being able to close the transaction is the difference between thriving and merely surviving in the business.

SHIFT #5:  LOSE What Doesn’t Work:  Too often we hang on to old patterns, old habits, old mindsets and old routines simply because that’s ‘the way it has always been done.’  Our world is moving WAY TOO FAST for that.  Before the first of the year take a good, long look at your daily, weekly and monthly activities.  Write them all down.  What can you lose? What’s costing you time, energy, money that isn’t bringing you a return personally or professionally?  Time to get of them.  Are there people in your life that drag you down?  Fuel the negative?  Cause you more grief and chaos than joy or help?  Then, give yourself permission to take yourself OUT of those relationship equations. Life’s too short to hang around those kind of people.  “Clean house” before the first of the year — you’ll find yourself with a whole lot more momentum and a great running start to January if you do.

SHIFT #4:  Develop a Competitive Attitude: Attitude is everything. It takes a certain mental toughness to be willing to convey to a prospect that you are the best person/company for the job. This mental toughness, added to the facts, tools and skills discussed above, add up to an enthusiastic response to the question, “Why are you the best?” It’s like you are saying, “You know Mr. and Mrs. Seller, there are 1,000 agents in our area. However, for what you want, need and are trying to accomplish, you really only have a choice of three: good, better and best. You see, we are all good. After all, you have to at least be licensed. Some are better than others. But for what you’re trying to accomplish – that is to get the most amount of money for your home, in the shortest amount of time, with the least amount of inconvenience, it seems to me that there is only one best agent, and what a coincidence that we should be together at this moment.”

There are many ways to answer the question, “Why are you the best?” Here are just a few:

  • “I’m the best because I am new in real estate and I’m not bogged down like those top producers.”
  • “I’m the best because my office is right on the corner. Where do you think the buyers are coming TO?”
  • “I’m the best because my office is clear over on the other side of town. Where do you think the buyers are coming FROM?

You need the mental toughness to be able to enthusiastically convey to the seller this message.

“Mr. and Mrs. Seller, if you were going to fly coast-to-coast and you had the choice of flying first class or coach, both at the same price, which would you choose?”   Seller: “First class, of course.”  Agent: “I expected as much. May I ask why?”  Seller: “Because I get more for my money and a more comfortable journey.”  Agent: “If you knew you could get more for your money and a more comfortable journey by choosing me over someone who might be considered coach, I’d be the obvious choice, wouldn’t you agree?”

My advice to you is to become a competitor. Stay nice–but be a competitor. Put people first– but be a competitor. Care about what they care about–but be a competitor. Never verbally knock the competition–but be a competitor.

Well, you get the idea. Good luck and remember we’re here if you need us!

Thanks Floyd Wickman, for always giving us a solid foundation to help agents drive more production, fuel their branding, build their bottom line and COMPETE in our fast-paced world!  If you would like to learn more about Floyd’s training programs for real estate agents, visit:

If you would like to learn more about how we can help you systemize, strategize, and even automate your real estate marketing, visit us online at, or download our new online Master Marketing Schedule to stay on top of the latest and greatest tools we have available (and the creative content that helps you stay competitive as well!  Here’s to an amazing new year!