Wednesday, March 21, 2018

This month I asked a few of our Facebook Friends to weigh in on their best advice for getting listings sold in today’s market. Here are a few of their wise words: 

Gord Gerrie: My best advice to real estate professionals would be that they need to review each and every one of their listings from the perspective of the buyer, understand what the buyer will like and what they won’t. Then discuss their findings with the seller and urge the seller to take whatever corrective action is necessary. Could it be the price? Could it be the terms? Does the joint just not show well? Has the seller put restrictions on you such as it can only be shown between 6:00 P.M and 8:00 P.M. on every other day of the week? Ask: what would a 10% price reduction do to get the house sold? What is the seller’s motivation? Always remember this; a property well listed is half sold!
Antony Francis: Press the flesh, the more people you associate with and socialize with the greater chance someone you know will need you, or refer you to a friend. This includes in-person at professional organizations like tip groups and country clubs, as well as virtual groups like Linked-in, Facebook and other social media.

Aeriol Nicols: Spread the word on your listing through twitter, facebook, you tube videos, your blog. Send a mailing to your past clients about the listings and call them asking who they might know that may be interested in the listing. This can also lead to referrals or another listing.

Dale Coffman: Hang in there! More millionaires are made coming out of a recession then in any good market. It takes longer to get behind then to get ahead. Remember the basics. Remember to listen. The device on your desk also makes calls out. Always remain positive. It’s contagious! Hang around with people that inspire you and get away from those that drag you down! Get advanced education on Short Sales like CDPE or NARs program. Knowledge is power!!

Judie Williams Crawford: To me it’s not a secret. Do your homework and know everything about your market area. Price the property correctly and honestly. Tell the truth to your sellers why you want to list at the range you know it will sell. BUT make sure you back it up with facts and your knowledge through the many years of experience you have. Learn to say “No Thank You” if your sellers won’t take your professional advice. Must have a “Win-Win or No Deal” mindset.

Ellen L. Coffman” Keep the listing fresh and don’t let in linger and get shop worn. Discuss with the seller the “plan of action” and reduce the price regularly to get it sold. With that said, it’s not all about price; it’s about making it show better than any other listings.

Ken Soileau: Price it Right!

Mark Re: Price it with NO cushion and even a tad under and it will sell. Any kind of cushion and it will sit there.

Cathy Shepherd: If you list it right the buyers will come.

Thanks everyone for best advice! Now – what’s YOUR best secret for listing success? Find us on Facebook at and give us YOUR answer or tell us here! Wishing you an abundant new year!





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Empowering Your Life and Career with Two Extraordinary Words

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 of The Real Estate Game recently. 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 are not your thing, read our blog post: Celebrate Your Customers – Ten Great Ways to Say Thank You.

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 also called on the very talented, very inspiring Karin Hill of Watson Realty Corporation in Florida. As the broker and manager of 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, right now we are working 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! Learn more about this strategy here: Take a Back To School Approach to Prospecting!

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. Wishing you all a safe and happy holiday season!

Ready to kick your niche marketing into high gear? Visit or our blog at to learn more great ideas for staying top of mind. There you’ll also find valuable training resources, customer tools and more. Call if you need us at 1.866.405.3641.


By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

Your customers are the lifeblood of your business. Periodically letting them know how much they mean to you will grow them into friends who follow your career, help build your business and, most important, celebrate life’s journey with you. 

There are a lot of innovative ways to make your customers feel valued. Whatever you choose to do, make it joyful, be creative, and embrace the opportunity to “give back” to those who truly make a difference. Here are 10 ideas to get you started:

1.   Western BBQ

  • Encourage Western attire, with prizes for the best-dressed couple, best-dressed boy
    and best-dressed girl.
  • Serve ginger ale, root beer and sarsaparilla along with traditional BBQ fare.
  • Play country music, and hire a dance instructor to give two-step lessons.
  • Host a hayride, or offer pony rides.
  • Have a bonfire complete with s’mores.
  • Set up an area for a horseshoe toss.
  • Paint the word “saloon” on an old piece of wood, and hang it near the bar.
  • Decorate with wheat stalks and hay bales.
  • Take Polaroid pictures, and place them in photo frames made with your theme
    and contact information.

 2.  Old Fashioned Family Picnic

  • Decorate with checkered tablecloths and plastic ants.
  • Have a watermelon seed-spitting contest, with prizes for greatest distance,
  • best effort, most seeds, etc.
  • Cater hamburgers, hot dogs and bratwurst with all the fixings!
  • Hold a pie-eating (or throwing) contest.
  • Have old fashioned picnic games such as sack races, horseshoes, croquet,
    bocce or a beanbag toss.
  • Rent an inflatable bounce house for the kids.
  • Hire a clown or magician, and offer face painting for the kids.
  • Have a make-your-own-sundae bar, or serve strawberry shortcake.

3.  Outdoor Movie Night

  • Reserve a pavilion at a local park, and rent a projector and a family-friendly movie.
    Either secure a white sheet between two trees, rent a giant screen, or project the movie
    onto the side of a building.
  • Provide picnic blankets for seating.
  • Serve hot dogs, popcorn, sodas and lemonade. For colder climates, warm donuts, coffee and
    hot chocolate are must-haves!
  • Provide novelty movie candy such as Junior Mints, M&Ms, Goobers, Bottle Caps and Twizzlers (

 4.  Special Screening

  • Arrange a special screening at your local movie theatre. Off nights offer the best value. 
  • Roll out the red carpet as a walkway into the movie.
  • Have popcorn bags printed with your logo and a thank you message.
  • Provide candy, drinks and printed program souvenirs.

 5.  Mardi Gras Magic

  • Hand out bead necklaces at the door.
  • Decorate with purple, green and gold, and play Zydeco or New Orleans-style jazz.
  • Order a traditional King Cake (, and give a prize to whoever gets the baby.
  • Buy plain masks at a craft store, and provide glitter, feathers, sequins and glue for a mask-making contest.
  • Cater in Louisiana-style food such as jambalaya, étouffée or fried seafood.

6.  Beach Party/Luau

  • Encourage attire such as Bermuda shorts, Hawaiian prints, grass skirts, sundresses, flip-flops, etc.
  • Play beach-themed or Hawaiian music.
  • If you don’t have a beach, sprinkle a dance floor or other area with sand.
  • Give everyone a lei at the door; give the ladies flowers for their hair.
  • Have a mai-tai and pina colada bar with all the fixings: pineapples, oranges, limes, cherries,
    mint and tiny drink umbrellas.
  • If outdoors, decorate with tiki torches, and have a bonfire complete with s’mores.
  • Cater slow-roasted pork, and serve tropical fruit kabobs.
  • Play beach games such as badminton, volleyball and bocce.
  • Fill beach buckets with your promotional materials, and give as favors when guests are leaving.
  • If you’re at the beach, have a sand castle-building contest.

7.  Day at the Fair

  • Have a concessions company set up at a local park or in your firm’s parking lot.
  • Offer traditional carnival food such as funnel cakes, foot-long hot dogs, popcorn, cotton candy
    and giant soft pretzels.
  • Rent carnival games such as a dunk tank, ring toss, a karaoke machine, etc.
  • Rent bounce houses and inflatable slides for the kids.
  • Hire a clown to make balloon animals and paint faces.

 8.  Take Me Out to the Ball Game

  • Arrange a day at a local minor league baseball game.
  • Host a tailgate party complete with grilled hot dogs and burgers.
  • Hand out team souvenirs such as jerseys, promotional items, hats and gloves.
  • Hold a drawing for an autographed jersey and/or ball.

9.  Bowling Party

  • Rent a few lanes (or the whole alley!) at your local bowling center.
  • Provide team T-shirts and shoe rental.
  • Serve pizza, sodas, beer and hot dogs.
  • Order novelty bowling pins with customers’ names printed on them.

 10.  50s Party

  • Get cardboard cutouts of 50s stars for some fun photo opportunities.
  • Decorate with cutouts of records. Put your customers’ names on the labels.
  • Encourage 50s attire, and have a best-dressed contest.
  • Hire a disc jockey who is experienced in sock hops.
  • Burn CDs of 50s favorites, with your information and a thank you message on the label.
    Give them to guests as they leave.

Making memories and giving thanks are key to customer appreciation parties. Think outside the box to add a personal touch and creative flair to your events. If cost is an issue, consider co-hosting the party with your local mortgage broker, title representative or real estate attorney or get a group of agents together.  While everyone won’t be able to attend — everyone will feel special and remembered just for the invitation! 

Remember, in the words of Floyd Wickman, “People don’t care what you know until they know that you care.” Be sure to shake plenty of hands and give plenty of hugs while expressing sincere thanks for your guests’ business and loyalty. Both are valuable gifts, especially in today’s ultra-competitive market.  Most of all, enjoy your time together—celebrating your customers, your success and the opportunity to be the very best at what you do!

Some ideas to think about as your planning your year ahead and what ways you can touch your clients! 

Need invitations for any of the events above?  Click here to view our easy, affordable Customer Appreciation Series of postcard invitations! 


For more ideas on how to continuously build your business and impact your market, visit to sign up for our FREE Master Marketing Newsletter™. This popular monthly newsletter is filled with innovative, creative ways to ensure your prospecting efforts are both fun and effective!  If you have questions or ideas you would like to share, call Julie at 866.405.3641!

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