Saturday, March 24, 2018

A Formula For Successsuccess

by Julie Escobar

All right, I’ll admit it:  I’m a planner.  I know, I know.  How BORING – right?  But you know after years of hanging around speakers and trainers and industry experts – I do know that success very rarely falls into anyone’s lap.   It’s crafted month after month, and year after year by people who are willing to do the work to get the rewards.  And that?  Is a formula to rally behind – old fashioned or not-right?

Take the Send-Call-See Formula…

SEND something every month or every 21-45 days to your book of business, sphere of influence, database, whatever YOU have labeled your customer and prospect base.

CALL everyone in your base at least four times a year.  Don’t stress about it.  I can’t tell you how many agents DON’T pick up the phone just because they’re afraid they won’t know what to say.  Start with “Hello!” Add in your name.  Ask them how they are – let them know the market it changing CONSTANTLY and just see if they have questions.  Be a resource.  A consultant.  People today appreciate that way more than they do a pushy salesperson anyway – so just be on their side and if they say YES, I’d like you to come over (some will!) then give them some time options and lock it down.  See?  That’s not so painful!

SEE everyone in your base at least twice a year.  Whether you do that all at one time at a customer appreciation event or spread it out by walking the neighborhoods, inviting special  clients to lunch, hosting community workshops,  attending neighborhood block parties, setting up shop at the local Starbucks for an hour or so or all of the above – make it a point to get out and about and let people put the face with the name!

Formulas don’t have to be fancy to be right on the money.  Try the Send-Call-See formula and put it to work for you starting this month!

Oh – and if you need help figuring out WHAT to send – our team is more than happy to lend you their expertise!  Call them today at 866.405.3638!  Meanwhile – check out our all new SPECIALS (and great deals) today!  Just click here!  

Make it a great one!

How to STAND OUT From Your Competitionget creative

By Julie Escobar

You’re rocking and rolling.  Making calls. Booking appointments.  Showing up to the office.  Plugging away. But you’re really not seeing an uptick in your brand.  Or your business.  So what do top agents do that you might consider?  They don’t try to blend in.  They work on STANDING OUT. 

To do that?  A little creative can go a long way. 

  1. 1.       Tap into our Fun Days Calendar.  Every month we create a list of fun ways you can connect based on both traditional – and let’s face it – a few wacky holidays.  It’s a terrific way to spark interest with your referral clients and create a buzz in your market!  For example – March 8th is Popcorn Lover’s Day.  Our tip is to grab a box or two of those mini microwaveable bags and send or hand deliver to six of your favorite clients with a thank you.  If they’re really good clients – throw in a movie or a Red Box gift certificate too!  It’s those EXTRA MILE things we do that make people sit up, take notice and REMEMBER you in your market.  Click here to see all of our fun tips!
  2. 2.       Give people what they want (with personality!)  People in your market area want hyper local information. What’ happening at the schools, neighborhood events, new business information, grand openings, market stats.  But you can share that in so many different ways and showcase yourself as the expert in the process.    I know power teams that host a real estate Q & A once a month at the local Starbucks, and pass out newsletter type information and great advice. Other agents host workshops once a quarter on timely topics such as saving for a down payment, first time homeowners, foreclosure and short sales, etc.   It shows they are the experts on all things real estate and they bring in new sphere of influence members every time!  Click here to see some workshop ideas.  (Scroll down to Goof Proof Tips for for Success.) Other agents who host charity events every quarter where they get the whole community involved – whether it’s food drives for local shelters, coat drives for children’s homes, Relays for Life and more – they show that they are right there as a team, eager to give back and making it easy for other people to do the same.  That goes a long way.   I know other agents who host movie night once a year and rent out a local theater and sponsor a movie for their top clients. Have fun with it!  Click here to see some Customer Appreciate Party ideas.
  3. 3.       Leverage technology.  Are you using QR Code business cards?  They’re a great conversation starter (and a terrific way to instantly get your contact information in your customer’s hands.)  You can share with your customers how they too can use QR codes to make everyday life a little simpler.  Check out – with its scanner, customers can not only get the information they need (like your name, number, listing information, website) but they can comparison shop prices for things they purchase every day, scan food products for allergen alerts, find local shops and more.  People appreciate service professionals who are able to share not only in their OWN area of expertise – but also ones who can help them learn new ideas, insights and tools that can make their lives better!  Check it out today.  And if you need QR code business cards- give our team a call at 866.405.3638 and they’ll hook you up!

Don’t stop here!  Infuse your everyday business life with some creative ideas that help you get NOTICED and stand out from your competition.  Keep your eyes and ears open in your market and top agents online to see what is working for them,  then model those ideas and creatively make them your own.

Need help?  Call us today at 866.405.3638 to kick start your connections with some powerful direct response marketing tools!  Have a great one! 




One Month Down, Eleven to Go!
on track

By Julie Escobar

As we round the corner into February, it’s interesting to note that many entrepreneurs fall into three categories: those who created a comprehensive business plan and are on track, those who made a plan but just like those resolutions have started to slip, and those who are still taking the “hope for the best” approach to their business. Which are you?

In today’s competitive marketplace, savvy business men and women know that having a viable business plan and tracking it not just annually, but weekly and monthly as well is critical to success. Why? Consider how quickly you can find yourself not one month off track, but one quarter or one half of the year and then what? Once you lose your footing, getting back on track and staying focused becomes a slippery slope.

Consumers are more apt than ever to “take their business elsewhere” if they don’t feel like they are a priority for you and your organization.

As a consumer yourself, who are you more likely to do business with?
The professional who month after month and year after year reminded you that they appreciated your business and are there during good times and bad or the company that only calls when they are trying to sell you something? Now turn the tables. How many of YOUR customers have you failed to send something to, call or see in person over the last twelve months?

They say it costs 5 to 10 times more to sell to new customers than it does to sell more to current customers, and yet what percent of our effort is spent looking for new customers vs. pleasing and staying in touch with our current customers? Sometimes it’s not geographically possible to meet in person or invite a client to lunch, but it is possible to call them every two to three months. It can be as simple as asking, “how are things going for you and your business?” Letting people know you care, and that you are interested not only in your success but theirs as well is the foundation for building long term referral success. Sending them something every month is equally as simple by putting automated systems in place to creatively:

Finding new customers is tough and expensive. Once you’ve got a customer, hold on to them by staying in touch. I can guarantee you if you don’t, somebody else will.

As we head into month two of the year — take the time NOW to determine if you are on track or off. Ensure that your customers know that you are there and that you care not just once or twice a year, but consistently month after month. Remember to use the SEND-CALL-SEE approach to your marketing.  Continuously SEND something to your sphere, CALL them at least once a quarter and SEE them at least every six months for the best success.  You’ll keep their business and ensure that your name and number are handy the next time they are asked by a family member or friend, “who would you call for real estate…?”

Need help deciding what to send, when to call and see your customers?  Call our office today at 866.405.3638!  We’re always here to help!  

How the Powerful Words of Zig Ziglar Touched So Many Lives…

by Julie Escobar

I have been extraordinarily blessed and am grateful for the opportunities in my life to have sat with, talked to, listened to and been inspired by some of the most gifted speakers in our industry. It’s tough to top Zig Ziglar.  Somehow he delivered messages that were ALWAYS timeless, ALWAYS touching and ALWAYS right on the money.  His words have touched, inspired, motivated into action and soothed the souls of millions of people around the globe.  What a legacy.

With often a quiet voice and a Southern gentleman’s charm – he didn’t need grande gestures to create extraordinary impact.  One of my favorite quotes from Zig was not one of his most famous – but for me it settles in as a great reminder, “Lack of direction, not lack of time, is the problem. We all have twenty-four hour days.”

He was a man who from everything I know of him, used his 24 hours each day to their fullest.  He poured into each day faith and friends and family and work and passion and joy and lessons – both learned and taught.  It would be a pretty amazing world if we all did that wouldn’t it?

So today, let us challenge ourselves to choose our direction and create legacies of our own in at least some little ways.  Share kindness.  Be a great examples.  Help the folks around you.  Teach and learn. And pour yourself into every 24 hours with all you have.  And if you’re a salesperson who HASN’T taken a page from Zig on how to become your personal best – don’t wait another day to start learning.  He sure had a lot to share on the topic!

Thanks Zig – for everything you gave and everything you were.

We’d love to hear your favorite Zig stories – and how he touched your life!  Share them with us here.  Take care and if you need us – call us at 866.405.3638!  

Top Producer Secrets for Achieving More

by Julie Escobar

“What the mind can conceive and believe, it can achieve.”  That classic Napoleon Hill concept certainly has withstood the test of time, hasn’t it? Think about the high achievers you know, and take a look at the commonalities that have led those talented sales professionals to the pinnacles of success.

Now, while the sales industry as a whole doesn’t offer up a college degree, you can be sure that studying the principals and practices of super-achievers will earn you higher response rates, productivity, profitability and a career you can be proud of.

So, to keep sharp this summer – be sure to don that thinking cap and consider these seven elements that you’ll always find at the very core of the very best:

1. They are believers. It’s more than self-confidence; successful people embody the belief that anything is possible. They think expansively rather than seek the closed door of failure.

One of the greatest gifts we have is the ability to open our minds, hearts and lives up to all of the resources within our reach. Mega-producers shift from “I think I can” to “I know I can” each and every day.

As the amazing Walt Disney once said: “It’s kind of fun to do the impossible.” Believe that you can; it’s a tremendous place to start.

2. They live in the present. Of course they do. Doesn’t everyone? Sadly, no. How many people do you know who wallow in the past or are paralyzed by fear of the future — what could or might happen tomorrow?

Top achievers recognize that today is what they have. This minute, this hour is what they can control. They become masters of the moment. They embrace the day, the conversation, the relationship, the business and sometimes even the silence.

It’s amazing how these people with so much to do and so much to accomplish each day seem to do it with ease and joy. Consider how much lighter your load would be if you left the past firmly behind you and the future out in front of you. Don’t you think that would make today much easier to walk through?

3. They work hard. I’m stating the obvious here as a reminder that success doesn’t happen by accident.

Top producers get up earlier, stay later, go the extra mile for their customers and strike the best balance in life — all while counting their blessings rather than complaining. They consider their career part of who they are and what they love — making work a lot less like, well, work.

In today’s market, the “pie” is smaller, which makes the competition for each “piece” tougher. Know that it takes more prospecting, preparation, time management, skill building and closing to stay ahead of the competition. If you want to travel on the high road, you have to be willing to go the extra mile.

4. They consider themselves “works in progress.” Anthony Robbins calls it CANI (Constant and Never-ending Improvement). The great Og Mandino tells us: “Take the attitude of a student: Never be too big to ask questions; never know too much to learn something new.”

Real winners are successful students; they never stop learning. They’re passionate about absorbing everything there is to know about work, life, relationships, balance, etc. They recognize that our world is abundant in resources that can help them learn, master their crafts and expand their horizons. You’ll find many are both mentors and protégés, as ongoing teaching and learning are necessary not only to make it to the top, but also to stay there.

5. They take responsibility.  It’s amazing how much we can accomplish when we take personal responsibility for our actions, successes and failures. Too many people try to look busy, place blame or find reasons why something won’t work rather than doing what it takes to make it to the top.

Leaders accept the challenges before them, step up and learn from their mistakes and don’t wait for success to come knocking at their door.

6. They are resourceful. Top producers think ahead and actively acquire the skills, strategies, tools and techniques they need to keep their edge in any market. They not only create new ways to “build a better mousetrap,” but they also set out to build a better “self.”

They think ahead of the trends and seek out the lessons they need to thrive. Rather than saying, “I don’t know,” winners add the words, “but I will find out.”

Get creative. Explore the resources that are available to you — from libraries and the internet to mentors and mega-producers.  Keep your finger on the pulse of what’s new and what’s working in today’s ever-changing market.  Powerful new programs like Every Door Direct Mail™ and MLSMailings are helping agents just like you reach more people, with little cost, little effort but BIG results!

7. They put people first. Successful people think outside of themselves. They understand that their customers are the lifeblood of their business and that the care and keeping of those customers is a top priority.

They also realize that living an exceptional life requires a delicate balance among work, family and self. All work and no play usually makes for someone who ends up alone. They cherish and guard family time with as much fervor as they use in cultivating business relationships.

How do they do this? By using prospecting systems that ensure they stay in touch with their customers every month and putting time-management systems in place to ensure their family time is uninterrupted.

I challenge you to continuously study your profession and hone your skills and knowledge base. Incorporate these elements into your own life and business, and realize that you, too, can conceive, believe and achieve greatness.

Need help?  Call our inside team at 866.405.3638.  Cool people.  Great answers.  Serious systems.