Saturday, November 18, 2017

“I used the April Newsletter as a ‘Spring Into Spring’ tool to spark some interest. I sent the newsletter in PDF format via email to my sphere of influence. I received several positive replies about how nice the newsletter was, and 2 people replied to tell me ‘We were just thinking about starting to look.’ We now have appointments scheduled to start looking for homes!

“I think this form of marketing is wonderful for those who are tech savvy and communicate through email. I have also printed these out and used them as part of my handouts at my open houses.”

scaredI know it’s a changing market, and there’s much to worry over, struggle with and think about. But truly, who needs TV’s Fear Factor 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 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 BusinessBASETM 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 BusinessBASETM, 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 and clicking on BusinessBASETM.

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 Fear Factor crowd or are enjoying the warming weather, keep your wits about you, the time is now to 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 BusinessBASETM system and learn more creative ways to boost production while saving time and money at

Your Attention PleaseEvery month, we at ProspectsPLUS! sponsor a book revivew for our clients through our Master Marketing Newsletter. 

This month’s book?  Your Attention, Please: How to Make the Most of Your Mistakes
by Paul B. Brown and Alison Davis

Your Attention,Please is the new strategy guide for communicating to the reluctant consumer.  It shows you who the new audience is, how to reach them, and how you must communicate differently–or risk losing mind share and market share. You’ll find this easy-to-read resource chock full of the facts you need to succeed!

Our book club has reviewed some of the best books in the business for growing, competing and realizing your personal best. 

Please feel free to discover all the books we have spotlighted to date by clicking here:


“Help me help my agents.” Training experts across the nation are scrambling to answer this challenging plea as our markets continue to shift and normalize.

Savvy management professionals understand that in ANY market, the strongest teams are built when leaders passionately seek the best available resources, solutions and skill builders-then deliver the goods to their associates each month, each week or, when necessary, each day. 

How do you help your agents adjust to challenges, turn obstacles into opportunities and excel in their careers? Consider these four strategies:

1.    Believe. Norman Vincent Peale taught us that “belief is the most powerful of all problem dissolvers.” Now more than ever, you have to believe in your agents-oftentimes more than they believe in themselves.

As expressed by Steven Covey in The 8th Habit, “Leadership is communicating to people their worth and potential so clearly that they come to see it in themselves.” Shine the light on what is possible, then project the belief systems, path to success and foundation for staying the course. Help your agents develop and sharpen their lead-generation and negotiating skills in an environment that assures them both collectively and as individuals that they can do more than survive-they can excel.

2.    Shock the system. Many agents demonstrate avoidance behavior when markets tighten. They start coming into the office later, leaving earlier or immersing themselves in the busywork of “getting organized.” Breaking the habits of complacency, apathy, fear and/or monotony sometimes requires unorthodox or “outside the box” methods of shocking the system.

There’s no time like the present to shake things up a bit and get non-producers out of their comfort zones and into production mode. For example, approach your agents and say something like, “For the next week, we are going to meet in the office at 7:00 a.m. every day. We’re going to role play for two hours, then block out some group prospecting time. We’ll have coffee and bagels and every tool you’ll need to effectively handle the phones.”

Sure, it will be uncomfortable at first; however, that’s how we grow-both as sales professionals and as people. Somewhere between the coffee, the phone calls and the shock, your agents will emerge ready for a challenge and on the path to greatness. As John D. Rockefeller said, “Good leadership consists of showing average people how to do the work of superior people.”

3.    Specialize. Whether you have a team of 10, 20, 50 or 100, challenge everyone to specialize in one area for a week. Or start a contest that tracks appointments, listings, sales, buyer referrals and listing referrals for one segment such as FSBOs, expireds, geographic farm areas or first-time homebuyers.

If your entire office was on the same page for just one week-prospecting together, sharing ideas, collecting data and competing for prizes-three incredible things would happen: First, your agents would acquire new skills and overcome fears. Second, statistics and other valuable information gleaned from the experience would allow your agents to present themselves and your organization as “specialists” when they face the same types of prospects in the future. And third, your entire office would enjoy a renewed (and very energizing) sense of pride and teamwork.

4.    Take massive action. Action overcomes fear and uncertainty. Jump into the ring, set the standards, shine the light on what can be and then-together with your agents-act, act and act again. You can think, strategize, plan and believe all day long, but until you act and lead your team to act, your entire organization will lack the forward momentum necessary to achieve and sustain excellence.So lead the way for your agents, and heed the words of E.M. Kelly: “The difference between a boss and a leader: a boss says, ‘Go!’ – a leader says, ‘Let’s go!'” Focus your agents on the fundamentals of our industry, and challenge them to:

•  consistently stay in touch with their sphere of influence

•  make Just Listed/Just Sold marketing an “every time” action item

•  develop a niche market or neighborhood they can “own”

•  practice what Anthony Robbins calls “CANI-Constant and Never-ending Improvement-by    attending and absorbing any and all training and skill-building opportunities

You will be helping them do far more than simply weather our current market; you will be helping them build strong, saleable books of business that will sustain them throughout their careers.

Take these four strategies to heart-and put them into action-and you will play an invaluable role in helping your agents become their personal best. Lead by example, and remain open-minded in your approach to inspiring, training, recruiting and retaining. You might be surprised at how many managers close the door on new solutions, tools and strategies simply because they assume that they won’t work, are afraid to admit that they don’t know or lack the experience to view their role as anything more than “gatekeeper.” 

Believe in your agents. Challenge them, and help them develop the skills that eliminate fear and encourage exponential growth. Then ask them to listen to the voice of Og Mandino in his powerful book, The Greatest Salesman in the World: “I will act now. I will act now. I will act now! This is the time. This is the place. I am the person.” 

ProspectsPLUS! develops the systems, tools and training managers and leaders rely on to create momentum, inspire greatness and promote achievement in their organizations. Visit for more ideas on how we can help you help your agents. If you would like to explore the in-office or webinar workshops we offer on a wide variety of topics, call Julie toll free at 866.405.3641, or send her an email at 

Industry leader, ProspectsPLUS! has released many of their popular Webinar topics in an On Demand Series.  Now it’s easier than ever to learn at your own pace and in your own time! 

Please find below the list of the ProspectsPLUS! Webinars on Demand! 

Click on the title of the Webinar(s) you would like to watch:

Data Mining with Billy Allen
One of the most powerful and important tools in today’s industry – Data mining allows agents the ability to truly take target marketing to a whole new level. Join Billy as he shares with you how to manipulate national databases to segment your marketing, increase your response rates, find new niche markets and of course, continuously build your book of business!

Recruiting for Results in a Shifting Market with Carol Johnson
Industry Icon Carol Johnson joins us to share some of the superstar strategies she has gleaned from the best in the business for getting real recruiting results in today’s quickly changing market.

ProspectsPLUS! 101 with Billy Allen
For those of you just starting (or restarting) to use your ProspectsPLUS! software, Customer Support Manager Billy Allen walks you through the simple step-by-step processes for putting your systems in place and making the most of your marketing!

Unlock the Magic of with Becky Keyt
Discover the hints, how-to’s and magic of automation using our patented system for automating your Just Listed/Just Sold postcard marketing!

Presentation Tools with Gay Jones
Ever hear the old saying, “Presentation is everything?” That’s especially true in today’s competitive market. Learn the tops tricks of the trade from Regional Director Gay Jones on how to effectively use your ProspectsPLUS!
Presentation Tools!

Planning for Profits in 2008! Presented by Wayne Einhorn
Learn the inside secrets and best solutions in the industry for leveraging a changing market, maximizing your earning potential and creating repeatable, sustainable success. Are you ready for your best year ever? Join Wayne for a step-by-step plan to close out ’07 and have a great ’08!

Working with Expireds with Mike O’Boyle
Effectively marketing to this segment of consumers takes the right tools, technology and mindset. Learn all three and more with Mike O’Boyle as he shares the secrets to success top producers use to turn Expireds into Listings and Listings into SALES.

BusinessBASETM with Tanja Kor
Ready to earn your EXTRA 6 COMMISSIONS IN THE NEXT 12 MONTHS? We’re here to help! Regional Director Tanja Kor takes you through the most powerful tool around for building your book of business to consistently and effectively achieve repeatable, sustainable success.

Get Recruiting Results Every Time with Guest Wayne Einhorn
Join industry leader and coach Wayne Einhorn as he shares top recruiting and management strategies for getting real results every time – in EVERY market.

To learn more about our live in-office workshops, Webinars personalized for your organization or live Webinar series, please contact Julie today at 1.800.287.5710!