Saturday, May 27, 2017

By Julia Escobar, Director of Corporate Marketing

Trick or Treat? I know it’s a changing market, and there’s much to worry over, struggle with and think about. But truly, who needs haunted houses and horror movies when you can get a real fright just listening to a few of the agents in the office! Spooky tales of declining markets, terrorizing sellers, freaky FSBOs and the real estate version of Chicken Little’s “The sky is falling!” are almost enough to make you want to hide under the covers until it’s all over!

Choose to treat yourself instead by shaking it off, my friends. Develop a wicked sense of humor, and know that it doesn’t take the supernatural or super sleuthing skills to be a Market Whisperer! What it does take is a passion to succeed, a commitment to consistency, an eye on the trends and the ability to tune out the depressing drone.

Step away from what they say. Have you ever noticed that the ones most caught up in the drama and doom were never really all that productive or successful, even when the market was booming? The truth is that in any market, there will be homes sold and homes bought and clients who need your expertise and–quite frankly–could use an optimistic self-motivator over the profoundly pessimistic. After all, who would you rather talk to?

Look to those who refuse to get caught up in the chaos and continue to track real results month after month, market after market as your mentors or examples. How do they stay on track regardless of trends? They sustain the right mindset, continuously develop new skill sets and maintain their momentum.

What GOOD happened today? Take some time each day to chronicle your business–and your day. Some of the world’s top motivators recommend keeping a journal as a way of staying on track and maintaining perspective. Don’t be the one to lay your head down at night filled with regret, doubt or fear. Whatever life hands you–good, bad or indifferent–there are lessons to be learned.

Gratitude is an incredible gift we put forth in this world. It blesses those we are grateful for and fills us with warmth. Did you close a deal, list a home, talk to a friend, tell someone you loved them, hug a child, realize a goal, make someone laugh or have an incredible meal today? Look at each day for the good it brings. Count your blessings, large and small, and write them down as a reminder of how full life can be. It will enrich your life more than you can imagine.

Commit for the duration. Don’t be afraid to commit for the long haul. Your ability to see past today’s trouble and recognize tomorrow’s opportunities will give you the traction to be a fierce competitor and provide much-needed peace of mind when the going gets tough.

Consistently staying in touch with your BusinessBASE™ or book of business is not a suggestion; rather, it is a must-do for agents who want staying power throughout their careers. Clients are as inundated with market trends as we are, and they need to know that you are there with the answers.

Adopt the “what have you done for them lately” mindset, and make sure that you touch everyone on your VIP list at least monthly. Send them something, call them, see them in person. Mix it up, and make sure they know that you are not a fair-weather agent, but someone who takes your career and your commitment to clients seriously enough to weather whatever comes your way. Need ideas on what to say and when? Tap into your BusinessBASE™, filled with reasons to call and ways to stay in contact–found in the Lead Masters section of your ProspectsPLUS! software. Or you can download your FREE copy today by visiting www.prospectsplus.com and clicking on BusinessBASE™.

Scare up some new business. First, take the time to reach out to your customers. Segment your database to those who are most likely to need you or refer a friend in the next six months. Look to people who have been in their homes for at least six years, are tops on your list of referring clients or who you know have special circumstances.

Open your conversations by letting them know that you are available to answer any questions they have about today’s changing market. What can you help them with? What do they find most challenging? Let them know that you are there if they need you and are happy to assist their friends and family with questions or concerns, as well. Remember, people don’t care what you know until they know that you care, so show them that you are there for them–always.

Find a new audience. The key to expanding your business is to expand your base. Keep what you have, but add a new avenue. What demographic really interests you? What new segment would you like to tap into? For some it’s new home owners, for others it’s investors, and still others like the feeling of helping hometown heroes such as teachers, firefighters, police and military.There is a tremendous feeling associated with really loving what you do. Find the people you most love to work with, embrace that challenge, be the best at helping them, and your career will be exciting, challenging and rewarding on more levels than you could possibly count.

Don’t be afraid to try new things. Go ahead! Exercise new techniques and reach out to new segments. This market is only scary to agents who are unwilling to take personal responsibility for their success or failure. Those who are accustomed to seeing what is wrong can’t possibly search out what is right. That is not you.

Picture Glinda from the classic Wizard of Oz, asking in that oh-so-high pitch, “Are you a good agent or a bad agent?” Being the BEST agent in your marketplace reminds your clients–beyond a shadow of a doubt–that there is no place like home.

Above all, keep your sense of humor. Each day is an opportunity to share who you are and what you do, and it never hurts to laugh along the way. It’s easy to fall into the drama, but know that happy is the life that is filled with humor. It is a tremendous equalizer known to put people at ease, release tension and forge friendships. In the words of Will Rogers, “We are all here for a spell; get all the good laughs you can.” Don’t buy into the scary; expect the extraordinary instead.

Whether you are part of the trick-or-treat crowd or are enjoying the cooling climate, keep your wits about you, pass the Milk Duds, and go conjure up a few customers. The only thing scarier than a tough market is not having the ability to reach out to the people who matter most to us. Know that we believe in you. You are remarkable, resilient and ready to realize all of your dreams. And we are here to help you every step of the way!

Download our FREE BusinessBASE™ system and learn more creative ways to boost production while saving time and money at www.prospectsplus.com.

“I have owned ProspectsPLUS! software for about two years now, and it has been a very useful tool in support of my real estate practice. I have been sending periodic mailings to my farm area since I started in the business 3 years ago. I have sent various magnets, calendars and fliers but never generated any business from the marketing.

I recently started to utilize MLSmailings.com, the automatic postcard service, along with sending a postcard to my farm area of approximately 300 homes each time I get a new listing or when I sell a house.

After just a couple of months of mailings to my farm area, I received a call from prospects that had outgrown their current residence and were looking to upgrade. I got a listing appointment and landed the listing. I sold their house and helped them find their new home, generating $500,000 in new business.

The commission generated from those sales more than paid for all of the postcards I have sent. Thank you, ProspectsPLUS!, for an affordable and effective means of reaching my prospects!”

Keeping company with industry leaders such as Michael Saunders and Company, John L. Scott Real Estate, Koenig & Strey, GMAC, Prudential Douglas Elliman and more, ProspectsPLUS! has published its corporate video on InmanStories.com. “We are thrilled to share the story of who we are, our foundation and our commitment with an industry that we are so passionate about,” said Jim Morton, President of ProspectsPLUS! “This is a tremendous opportunity to give brokers and agents a peek inside our dynamic organization and corporate team.” We invite you to take a look for yourself!

ProspectsPLUS! just got into the blogging business!  Subscribe today and join Corporate Marketing Director Julie Escobar as she shares new articles, stories, tips and tools each week!

Here you will find guest columnists, industry experts, tough market strategies, links to free downloads and resources and more.  We also invite you to add your comments, and let us know what you need to build your book of business or take your career to the next level.

So if you are ready — We are set to GO!

ProspectsPLUS! continues to press forward to bring top quality training, products and resources to their clients and the real estate industry as a whole. To that end, they announce the August launch of a new series of Master Marketing Webinars.

Spotlighting many of the company’s top producing systems and strategies, agents will find these interactive learning opportunities filled with hands-on how-tos and fresh ideas. Simple to sign up, and free during this introductory period, ProspectsPLUS! President Jim Morton explained, “Our intent has always been to continuously fuel our customers with the right information for their markets, and the right marketing tools for the right people at the right time. We are asked by real estate professionals weekly for additional training and implementation tools to make their jobs easier and more effective in a tightening economy, and we are honored to accept that responsibility.”

Our 2007 Schedule is as follows:

October 22: The BusinessBASE” presented by Tanja Kor
Are you building your book of business to the point where you could sell it when you are ready? Do you want the number one way to grow your referral base and know for certain each year that you have a guaranteed income level based on successfully putting the influence in your sphere? Better still, how would you like a guaranteed 6 extra commissions in the next 12 months by utilizing this tool? Tune in to learn the ins and outs of effective BusinessBASE” management.

October 29th: ProspectsPLUS! 101 presented by Billy Allen
A beginner’s course on how to fully utilize your ProspectsPLUS! software, including setup and placing your first postcard order.

November 12: FSBO Conference Calls” presented by Todd Robertson
We know that better than 80% of all FSBOs eventually list with an agent – right? Join us to learn how this unique system successfully allows you to become the ‘go-to’ resource in your market!

November 26: Data Mining presented by Allan MacKenzie
Savvy agents know that the secret to success in a quickly shifting market is to be as laser-targeted as possible in your marketing. Join us to learn how our data mining strategies can help you finely tune your prospect search, open new niche markets to grow your sphere of influence and win 9 out of 10 listing presentations!

December 10: Working with Expireds presented by Mike O’Boyle
More and more as our market normalizes agents find themselves facing expired listings. How can you turn this particular prospect base into a gold mine for your business? Tune in to learn some of the best strategies in the industry for doing just that!

Visit www.prospectsplus.com/webinars today to register for any one or all of the FREE Webinars you wish to attend. Each will begin at 1:30pm EST. Advance registration is required. Have more questions? Please feel free to contact ProspectsPLUS! at 1.800.287.5710.