Saturday, August 19, 2017

Go GreenGlobal warming, landfill shortages and dwindling natural resources are all key topics of conversation among the ecologically conscious. Knowing where to start doing your part can be tough. My advice? Start with the man (or woman) in the mirror.

With all the pressures of a career, life, a shifting market and family responsibilities, you might be surprised at just how many toxic thoughts can take root and influence your perspective, production and momentum. Just as our bodies look and feel different when we remove much of the chemical-laden food and drink from our diet, our minds also work better when they’re free of contamination.

Clean it up! Take an inventory of your mind, your body and your days as if you were taking part in a volunteer park-preservation project. Turn over those rocks of adversity that are weighing you down, and take out the trash. Understand that although there are issues such as dropping market values or tightening loan qualifications to deal with, they do not have to be the clutter that keeps us from moving forward every day.

Remember the old computer adage garbage in, garbage out? The same is true for our minds, invariably the best computers in the world. What can we put in to get the results we’re looking for? We need to start by asking the right questions.

For example, when things are not going the way you want them to, instead of a downward-spiral question such as, “Why don’t people ever send me referrals?” ask yourself, “What can I do to be a more exceptional real estate professional?” or “What systems can I implement to attract more referrals?” You will be astonished at the new ideas, solutions and tools that propel you toward greatness-and how much more business seems to effortlessly come your way.

Develop good habits! Remember when you first started recycling and had to get used to using separate containers for plastics and newspapers? It felt strange at first and took a real effort to change your habits. The same is true with thinking organically. Consciously take the time to replace negative thoughts or activities with positive ones. Asking yourself the right questions is a perfect trigger for changing your mindset.

When you find yourself in the company of the office gossip or naysayer who is more than willing to dish the latest dirt or explain in dizzying detail how no one can earn a living in this market, step away. When you find yourself spending hours surfing the Internet for celebrity sightings or world disasters, step away. When you are locked in yet another futile conversation with a friend who cannot or will not get out of their own way and is vested in keeping you firmly entrenched in their drama, step away.

As a salesperson, you have three very clear priorities if you want to meet-or exceed-your goals: prospecting, presenting and closing. If what you are doing or saying during the time you have set aside for business is not directly related to those three tasks, you need to reevaluate. In your off hours, if you are not doing or saying the things that better your life, bring you and your family joy, strengthen your relationships and give you peace of mind, you need to reevaluate. A good life, like our precious natural resources, is something we must treasure and protect with our whole being.

Recycle your best day! Think about your best business day ever. Maybe you closed a huge deal, nailed a listing presentation, locked down every appointment you tried to set or saw your name at the top of the office leaderboard. Close your eyes, and think about what that felt like. What sounds did you hear? What did you see and sense throughout the day? Capture that mental picture and, more important, the feeling that accomplishment brought.

Got it? You have just mastered one of the mental tricks that top producers consistently use to recycle their best day ever. It is a fast way out of a slump, a great way to put power into your prospecting and the best way to keep negative thoughts at bay.

Think about it: When you have that feeling-that top-of-your-game mentality-who can stop you? Who can bring you down? No one! So the next time you pick up the phone to start prospecting or are about to go face-to-face for a big listing appointment, prepare yourself and your mind by conjuring up the memory and mindset of your best day!

Changing your business, your diet, your environment and your life to reflect what is best for you, your family and our world is a very personal choice for most. It takes reflection, research and the ability to manage resistance to change. Old habits die hard, and change for the majority of us is tough.

Walk through it, and reap the benefits. Think about the energy that you will find in a day where negative thoughts are never given a chance and your blessings are embraced with gratitude. Go green, and start moving toward a better life, a healthier career and strength you never thought possible! Sounds like a trend worth starting, don’t you think?

Call Julie today at 800.287.5710 or visit to find out how we can bring real world solutions to the agents in your office.  Smart lead generation, NOW tools and techniques and true foundation builders.  I can’t wait to hear from you!

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.