Refuse to be Scared! Trick or Treat for Today’s Entrepreneurs

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.

Julie brings more than 20 years of sales and marketing experience in the real estate and speaking industries. From copy writing to convention management, you will find her consistently seeking out innovative solutions, fresh ideas, as well as creative products and tools for the real estate industry.

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