Saturday, March 24, 2018

freewebinar_imageOur webinar has unfortunately had to be postponed.  We will post a link here for the rescheduled webinar as soon as possible.  THANKS! 

Need one on one help with this topic?  Call us today at 866.405.3641. 

Date to be announced: 

You’ll learn how to:

  • Create consistent systems for success
  • Ensure you’re capturing the 60-70% of business that SHOULD come from your Sphere
  • Deploy cost-effective, highest return, relevant marketing solutions
  • Calculate the lifetime value of your customers
  • Create a powerful referral network
  • Plan for your future
  • and so much more…




Need help?  Call Julie at 1.866.405.3641 or email us at!

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!showup1

We are a world desperate for change. We’re looking for a better way to live, more promise and opportunity for tomorrow and the chance to not just believe that anything’s possible, but actually prove it. Unfortunately, many people have been in a state of “quit” for some time now. They gave up. I challenge you show up rather than give up—for yourself, your family and your customers—every day. Change, promise and opportunity will be your reward.

I am reminded of a quote by American writer Elbert Hubbard, who said: “The line between failure and success is so fine that we are often on the line and do not know it.” Success, my friends, does not go to the person who shows up once, to the “lucky” or the “privileged.” True success lies in showing up time and again, in big and little ways over many, many days. So let’s commit to that. Show up—tomorrow and the day after that and all of next week, next month and next year. Imagine what would happen to your business, your family life and your relationships if you just did that. Great things, indeed.

Show up for your customers. National Association of Realtors® statistics tell us that 83% of customers would use their real estate agent again, but only 11% do. Why? Their agents don’t stay in touch! You can’t be a “stealth” professional in today’s industry. You can’t put a sign in the yard then disappear.

For your sellers, show up at an agreed upon time each week. It doesn’t have to be in person, but you do have to communicate. Email is a great way to do that. Many top professionals I know have a designated time set aside once or twice a week where an emailed report goes out to all of their sellers. It’s quick, efficient and timely but—most of all—it lets those sellers know that you’re there and working on their behalf.

When it comes to your sphere of influence, the Direct Marketing Association tells us that the best communication frequency with a “book of business” is every 21 days, and no less than every 30 days. Again, mix things up. Send a postcard, a note, an article that reminds you of them—or heck, surprise a VIP by sending a pizza! Call every two to three months just to check in and see if they have
any questions.

I was amazed last week when an agent told me that she had not talked to her SOI in more than two years. She asked if I thought she no longer had the right or if it would seem wrong to her customers if she once again took up the practice of staying in touch. My answer? A resounding “Of course not!” What better time is there to reach out to your customer base? How many people in this economy might have a question or two about how the real estate market affects them? If I had to guess, I would say most, wouldn’t you? Call them and say, “Hey, I know there’s a lot of news spinning about the real estate market, and I’m calling to see if you have any questions. I’m here to help in whatever way I can.” Sounds simple, doesn’t it? It is! Start today!

Show up for your friends and family. These are tough times for many people, and I’m sad to say that too often I see people retreat into their own heads—their own worries, doubts and fears—and pull away from the people who matter most when they are troubled. Truth is, none of us can make it alone in this world, and it just doesn’t make sense to try.

We all hear of self-made men and women but, you know, most times it’s simply not true. Look around, look back, think forward and consider all of the people who have touched your life. We all have cheerleaders and motivators, competitors and idols, leaders and followers, loved ones and friends. Now is the time to pull together, draw from each other and stay strong. It’s a funny thing about strength and love: The more you give, the more you get in return. Besides, finding yourself at the top but all alone is no fun at all!

Add it up. As we head into a new year, let’s do a little math and consider a few things we ALL can do that will add up to an extraordinary 2010:

  • Perform a random act of kindness once a week. Open a door, give away a good parking spot, give a child some extra attention, or pay the toll for the person behind you… anything that will make a moment brighter for someone else. Those 52 acts of inspiration will enrich your life as well as others—and may just prompt the next person to pass it on.
  • Get up 10 to 20 minutes earlier. Start your day a little less rushed, a little more organized, a little more peaceful. You’ll be amazed at the positive affect it has on your entire family and your business. Add those minutes up for the year, and you’ll have given yourself more time than most people take for vacation each year!
  • Add one person to your sphere of influence every business day of the year. There are approximately 260 business days in a year. If you add 260 people to your SOI in the next year and stay in touch with them every 30 days, national statistics from top producers tell us that one in 12 will result in a transaction. That’s 21 extra transactions. Multiply that times your average commission, and tell me how that might make your new year a little brighter.
  • Remove two time stealers from every week. Take a look at the things you do each day that don’t enhance your quality of life, your bottom line or your family’s well-being, and eliminate two per week. In a year, you will have eliminated more than 100 distractions from your life and given yourself the gift of precious time.

Don’t give up—show up! Don’t wait until the clock strikes midnight on our new year. Show up today, this minute, and commit to making a difference in your life and career. Create the opportunity and change you desire. You owe it to yourself.

Send me an email telling me how you “show up” for your customers. We at ProspectsPLUS! strive to make that process easier for real estate professionals every day.

Learn how we can help you “show up” simply, cost-effectively and consistently by visiting Find out more by calling Julie toll free at 866.405.3641. From content-rich training webinars to hands-on marketing assistance, we’re passionate about bringing the best resources in the industry to your organization.

Just Set it and Forget it!  Cast a spell on your sphere of influence or niche market this month with not-so-spooky postcards at a scarily low price!

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Stay in touch with your book of business all the way into the new year! At just $53 per 100 customers a month, you can’t afford not to!

Need help? Call 1.866.405.3641 today! We’ll have you consistently reaching your book of business in NO TIME!

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recruiting1by Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

Trying to do everything possible to build your team of real estate professionals in today’s ever-changing market?  You’re not alone!  Recruiting is definitely the name of the game as we fall into the fourth quarter and savvy brokers and managers are pulling out all the stops to gain ground before the new year rolls around. 

Tapping into the online buzz on the subject, I thought it would be fun to enlist the help of one of my new Facebook friends, Real Estate Coach Bob Corcoran to get his spin!  Here’s an excerpt from our interview:

Q.  Hey Bob, thanks for sharing with our readers today!  Certainly the topic of recruiting is the talk of the town these days.  Can you tell us why you believe it’s more important than ever? 

A:  Sure, Julie and I’m happy to be here.  You know, recruiting is not just about filling a desk.  More and more brokers are taking the time to really find the right people and the right fit for their office long term.  They’re using tools such as personality tests, special interview questions, and even exploring their social networking sites to gain a sense of the agents they are hiring.  We coach a lot of teams who are recruiting and one of the top tips we share is how important it is to not only put the money and energy into the hiring of new agents, but the training and RETAINING of those agents.  After all, great splits may get people in the door but it is how they are treated after they’re part of the team that causes them to stay. 

Q:  What are you seeing manager/brokers doing right in today’s market?

A.  Taking the time to hire right and focusing more on the training.  It’s important to see them investing more into their agents and frankly, taking away the reasons they feel they “can’t” sell real estate.  We’re seeing a phenomenal uptick in training – from companies that never provided training, and companies that had steered away from it when the economy got tight.  Smart brokers understand that agents really do want to be held accountable. 

For example, you’re seeing more Accountability Partnerships.  Brokers are even making them mandatory in some offices or with agents at a certain experience level.  today’s agents do want to be held accountability    Another powerful tool is to survey your agents.  Ask them how you can help them, what they want or what they feel they need.  You might be surprised to learn that the number one answer given by agents who are asked what they want most from their broker/company?  More one-on-one time.  They’re looking for help to sell more in less time and be more effective.  What do I recommend to brokers?  If the agents are asking for it – give it to them. 

Q:  What kind of help do you find agents are looking for most, Bob? 

A:  Honestly, accountability is a big one.  Time management, business planning and skill building are right up there as well.  You see a lot of corporate downsizing in this economy, so there are a lot of new agents who are motivated by money and are more business minded, which is good.  As real estate agents, your agents own small businesses, and they should run them as such.  I work with a client in Lawton, Oklahoma who is going to close 90 million in sales this year.  Agents like that are CEOs of their corporations in their communities.  They look at numbers, conversion rates, necessary business tools and prospecting methods.  Your agents need to do the same.   

Q:  Agreed!  So, what do you think are some of the biggest missteps managers are making today? 

A:  Frankly, not giving agents the tools they need.  If any of these characteristics sound like you, now is a good time to re-think your management strategies: 

  • Not surveying the agents to find out how you can improve service
  • Not listening or ignoring your agents
  • Micro-managing
  • Having a dictatorship culture in the office
  • Not “walking the talk”
  • Poor follow through
  • Trying to be everyone’s friend

After all, you don’t need them to love you, but you do need them to respect you.  Make sure you are walking the talk which means say what you mean, mean what you say and follow through. 

Q:  Good advice, Bob.  Let’s talk a little about how managers should build their “hit list” of recruiting prospects. 

A:  Sure.  I think the first thing you have to do is identify the ideal agent for your office.  A good place to start is to ensure you’ve clearly spelled out your company’s core values and mission.  The companies that have clarity here have no trouble attracting and keeping agents. 

Next, look at the demographics of your market place – if your demographics of your market places are 53 year olds with 3.5 kids, a 20 year old is going to have a tough time. 

Next, obviously look at those agents who your associates have had good co-broke experiences with.  Be organized and specific in your approach.   One of the things that we’ve found successful as well is to host a prospecting night for managers at the same time as the agents are making their prospecting calls.  We just did that with a recent client, and helped seven managers generate 28 recruiting appointment in two hours.  How?  They were organized, knew who their target was, they were not using a blind list and they had prepared in advance.  That’s always great advice.  Plan your work, work your plan. 

Q:  Great strategies, Bob.  Any last advice? 

 A:  Absolutely!  Lead by example. 

Thanks Bob for your time and your insight!  If you’re looking for great team solutions or recruiting know-how, be sure to look Bob up at!  He’s a terrific resource for fresh, timely tools!

Ready to grow your team of associates and dramatically increase your production?  Visit us today at  We’re helping savvy brokers across North America implement smart, effective, results-producing systems for recruiting, training and retaining their family of agents.  Call Julie at 1.866.405.3641 today to learn more!

Life Balance, Action Plans and To-Do Lists for Today’s Realtors

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

Way back in the day, when I started my journey into real estate, there was a speaking sensation sweeping North America with a passion, purpose and a can-do message of perseverance. That sensation was Danielle Kennedy and from everything I’ve seen, she hasn’t slowed down one bit. Hot off the release of her new book WorkingMoms.calm, I caught up with this real estate super hero to learn a little about what she had to share about creating life balance, tackling action plans and what the right to-do list can do for you! So, hold on to your hats, and join me for a little Kennedy magic!

Q: Hey Danielle, great to talk to you again, it’s been a long time! When I first heard you speak, you were a single mom making big waves in this business while juggling the pressures of family vs. career. Tell us your thoughts on creating a good life balance.

A: I believe life balance is about perspective. You have to always remind yourself of the big picture. What may seem like a catastrophe right now, in the greater scheme of things is usually pretty minor. Losing a buyer or a low appraisal may seem big at the moment but compared to what? Losing your health, your ability to be active and alive, or the loss of a loved one? Those are big. Keep things in perspective. Having lived on this planet for awhile certainly helps as well. You soon learn: “This too shall pass.” That is a good mantra for a bad day, upsetting news or what seemingly appears to be a temporary setback.

Q: Words to live by! I remember reading and re-reading Og Mandino’s book, The Greatest Salesman in the World, and repeating that scroll a time or two in my life as well! Tell me, what would you say to agents grappling with making a living in this business in today’s economy?

A: Well, I joined the real estate industry in a tough market, which was truly a blessing in disguise. I learned quickly that there was no free lunch. You HAD to get out of the office and prospect. I am a believer in the niche marketing. In my newest edition of How To List and Sell Real Estate, I lay out a viable action plan.

I recommend you work eight niches and additional ones that may appear during certain market conditions–such as working with lenders on REO properties and short sales. And I believe you should work those niches EVERYDAY. No matter how slow or busy the market is. I give that same advice to new and experienced agents. When we look at those who’ve left the industry through this market, I think many probably never learned the discipline of niche marketing. They might have gotten in during easier markets and EXPECTED business to fall in their laps. You have to self-generate business in real estate. Not easy to begin with but once you begin and it starts to take hold, it’s amazing how you can flourish.

Q: Great advice, Danielle. You and I share the same passion for niche marketing. Explore that a little more for our readers, please!

A: As I said, I believe in working eight niches:

  1. Past customers
  2. Open houses
  3. FSBOs and expireds
  4. Social networking
  5. Local business network
  6. Past life acquaintances
  7. Introductions
  8. Farming

I just listed them in order of payback. For example if you are coming out of a slump or want to take your business to the next level, you need to devote 3-4 hours per day on niches 1-4: past customers, open houses, FSBOs and social networking. Your return on those niches happens faster than the bottom four, but don’t neglect the bottom four! Once you have generated more business in your pipeline from the top four, start on those. You’ll find there’s a big difference between action and activity. ACTION leads to transactions for example: business development, prospecting. ACTIVITIES leads to time wasted, for example: gossiping, long lunches, obsessively checking emails etc.