Move in the Direction You Want to Go...Be wary of the obstacles you THINK are in your way

By Roberta Ross, National Real Estate Speaker

On my regular commutes from Pittsburgh to Maryland, I try to keep my mind open to new experiences, opportunities and people that cross my path. I was inspired and grateful recently when I again was seated next to "Doug," a fellow frequent flyer on my morning flight.

Doug travels each week from his home in Pittsburgh to his job in the Baltimore area. People are often amazed when they learn how often I fly into Maryland and that, as a practical matter, I bought a car on eBay and leave it at the Baltimore airport to use when I'm in town.

I, however, am far more impressed with Doug, who doesn't allow obstacles to get in the way of what he wants or needs to do. I may keep an extra car in Baltimore, but Doug has an entire house there for when he is in town for work. This is a commitment that most would be terrified to make.

My admiration for his can-do attitude is compounded by the fact that Doug is blind. Rather than using his disability as an excuse or reason for what he can't do, Doug finds solutions that move him in the direction he wants to go. Doug is blind but, in many ways, I've discovered that he sees much more clearly than most.

I am always anxious to hear stories of his journeys and the perspective that he offers. He recently shared the story of a trip to Pittsburgh's West Mifflin Mall with his wife, who also is blind. They boarded the local bus, as they had many times before, and got off at what they believed to be their usual stop-unaware that the bus service had changed its route. Instead of dropping passengers directly in front of the mall entrance, Doug and his wife were let off on the main drag, a very busy four-lane road about seven city blocks from the mall entrance.

In a somewhat frightened and nervous voice, Doug's wife said, "What are we going to do now?" Doug promptly responded with, "Well, the mall is uphill from here, so let's just start walking uphill, and eventually we'll get there!" When I asked him how he could've been that composed in such an obviously stressful situation, he simply replied, "Well, the way I see it, you can either stand there and do nothing, or you can move in the direction you want to go." Now that's perspective!

How extraordinary would it be for all of us to learn from Doug's point of view! So many people I've met, especially given our current economy, have become so focused on the obstacles they believe are in front of them that they simply cannot let go; they behave as though moving in the direction of their dreams is almost impossible.

If you catch yourself whining about all that is not right in your life, think about Doug. Be wary of the obstacles you THINK are in your way. This market provides an enormous opportunity for you to take charge, grab market share and, while everyone else is moaning, place yourself among the 10% of agents who are doing 90% of the business.

Take a page from "the book of Doug," and unlock these three keys to moving your life from ordinary to extraordinary:

ProspectsPLUS! Offers Postcard Solutions for New Real Estate Base Camp™

ProspectsPLUS! has joined forces with industry leader Claudia Wicks to offer the postcard fulfillment solutions for her innovative new Real Estate Base Camp^TM.

Claudia Wicks and Dennis Sutter set out to create a program that could effectively put the essential business technologies into the hands of new and seasoned agents and teach then how to take control of their internet marketing and generate new business online. This hands-on system is designed to walk agents through the "must-know" components such as how to:

§ Drive web traffic

§ Build a "must-have" foundation or sphere of influence

§ Cultivate leads using www.dataleader.com

§ Effectively use a contact management system

§ Create and maintain a successful blog

§ Utilize smart marketing solutions through www.PostcardsPLUS.com

§ Tap into Virtual Assistant resources

"When choosing resources that could best deliver the kind of products and services agents truly need in order to take their careers to the next level, my first thought was to turn to the team at ProspectsPLUS!" shared Ms. Wicks. "I've known Company President Jim Morton for years and trust his staff to always go the extra step for their customers. We've developed a series of postcards just for our students on www.postcardsplus.com that allow them to stay in touch with their sphere of influence, announce their listings and sales and promote their feature properties with click of the mouse simplicity and genuine affordability. They also generously offered a system of real-time leads for a number of specific demographic searches that new agents need when developing their book of business with www.DataLeader.com. We're thrilled to be working with them as we offer much more than a ‘talking points' seminar to agents. Together we can give new associates a real chance to build their business with confidence, smart systems and a hands-on plan for success."

To learn more about the Real Estate Base Camp, please contact info@rebasecamp.com or visit www.rebasecamp.com. For more information on how ProspectsPLUS! can become a resource for your company or industry training program or how these systems and solutions might benefit individual agents, please call Julie today at 866.405.3641 or visit www.prospectsplus.com.

PostcardsPLUS.com Scores Touchdown with Football Series

PostcardsPLUS! kicks off pre-season with a new series of football postcards to help REALTORS^® get into the marketing game by mailing team schedules to the legions of fans nationwide gearing up to answer the call, "Are you ready for some football?" 

This simple web-to-print platform allows agents to choose their team, upload their list and within just minutes place their order.  This year's jumbo postcards are ready to score big for agents, and at just $80 per hundred, these full-color cards are printed, addressed, laminated and mailed first class within 48 hours, to make staying ‘top-of-mind' all season simple, fast and cost effective! 

Agents who need a targeted, geographic list for their mailings will find that option available as well with the company's Dataleader.com product.  With just a few quick clicks of the mouse and a few moments of time, agents can customize a specialized mailing list with the variables and demographics that best work for them!  "With football season fast approaching, we wanted to be sure our clients had the opportunity to be first in the door for their prospects with this seasonal favorite." says Julie Escobar, Director of Corporate Marketing for the group.

"Our football postcards are just another way we stay forward of our goal for both ProspectsPLUS! and www.postcardsplus.com which is to offer innovative solutions each month to help agents stay in touch with their sphere of influence and geographic farm areas," continued Escobar.   "This is a challenging market for many agents, one that finds people leaving the business, shutting down or drastically cutting back on their marketing and promotion.  Savvy agents look to our postcard campaigns to help them maintain their top producer status by providing the tools they need to consistently stay in touch with their client base, while effectively capturing the market share abandoned by former or inactive associates."

Agents can access the football series today by visiting www.postcardsplus.com/football. For the non-sports fans in the crowd, www.postcardsplus.com offers a wide variety of postcard options such as Inspiration, Recipes, Holiday Series, Animal Series and even Recruiting postcards for the brokers in the crowd.  The site also boasts customized postcards for every major real estate franchise as well as the larger independent organizations across North America. 

Want to learn exactly how monthly marketing to your sphere-of-influence can mean more than $100,000 to you per client over the course of your career?  Call Julie Escobar at 866.405.3641 to schedule a FREE Webinar for your office which will walk you and your fellow associates through how to determine how many prospects you need in your SOI, how to measure your return on investment, how to effectively stay in touch and more. 

Need more marketing ideas?  Sign up for our FREE Monthly Master Marketing Newsletter^TM.  This timely tool will deliver fresh ideas, innovative tools and smart solutions to your "in-box" each and every month!  Visit www.prospectsplus.com today and click on Master Marketing Newsletter^TM. 

Master Marketing Newsletter Tips for July

You've made it to the midway point of 2008. It's time to position yourself for a great second half!

Go for the Ride Sometimes we spend so much time getting READY to go - primping and preparing and agonizing over every decision and every supply necessary to lead us in the right direction - that we never start the journey. Preparation and direction are great - and no doubt necessary - but much of what we need to know is out there on the path before us. Let's go for the ride, friends. Let's make the journey our own. Traction, momentum and memories are waiting! On your mark... get set... GO!

Who Do You Know Who...? The figures, facts and finds you NEED to know in today's market "Who do you know who...?" That referral question from long ago is just as relevant today as it ever was. "Now" transactions are critical for many of you who are just trying to SURVIVE the storm, I know. However, I urge you all to keep your eye on the prize and understand that building a solid book of business will ensure that you have both "now" income sources and a steady stream of referrals to keep you in commissions throughout your career.   I had the privilege of listening to a Craig Forte interview the other day, and he reiterated this concept vividly when he talked about building your client base to a point where it reaches what he calls "critical mass." That is the point at which your base is automatically generating new business. Picture a snowball rolling downhill. As it rolls, it gets bigger. As it gets bigger, it moves faster, which makes it get bigger, which makes it move faster, and on and on it goes. Imagine if your prospecting engine had that same inertia. What would that mean to your bottom line? Let's start with some statistics. The National Association of REALTORS® tells us that 66% of all business generated by 95% of successful professionals today comes from only four sources: 1. family 3. acquaintances 2. friends 4. referrals from the first three According to the Direct Marketing Association, it's 16 times more profitable to market to your customers or SOI than it is to find new business. What does that mean to you? I believe it means that this group of VIPs is a very good place to start rolling that snowball! Use this BusinessBASETM formula to figure out how many people or prospects you need to reach your goals: 1. Dollar amount you'd like to net annually: _____________ 2. Average commission per transaction: _____________ 3. Transactions needed to accomplish this: _____________ 4. 66% of business comes from SOI: _____________ (1 in every 12 will provide a transaction or referral after a year of consistent contact) 5. Number of prospects needed to hit goal: ______________ Example: I want to make $80,000 per year, and my average commission is $3,000. That means I will need 27 transactions to accomplish this goal. 66% = 18 from SOI. If one in every 12 provides a transaction or referral, you'll need 211 people in your SOI. We have a handy calculator for this; email me if you are interested! Need more prospects to reach your goals? Consider that you have an opportunity to establish a relationship with every person you come in contact with. If you just add two people a day for every business day of the year, you can generate a network of more than 500! Will you own their hearts, minds and business right away? No, of course not. However, over time, with persistence and a consistent presence in their lives, you will earn it - and develop many friendships along the way. Our free BusinessBASETM contains a great list of all the people who should be in your book of business as well as some thought-provoking ways to stay in touch. Not convinced? Did you know that each client in your book of business, if nurtured carefully and consistently, has a potential lifetime value of $110,000 on a 3% commission and average homes purchased and sold over the next 28 years? That's without even calculating the referrals! The bottom line is: Take care of the people who take care of you. How? Monthly contact. It's said that the optimal number of days between contacts is 21. Monthly should be your minimum. Put a system in place to avoid the possibility of it getting lost i n the shuffle. Think of it this way: For every month you miss, how many prospects or referrals will you lose? Systems = reliability = customer loyalty = predictability of income. Make it about them. Don't ask for a referral EVERY time! Put them on a drip campaign that mails something each month, but take the time every 30 to 90 days to call with something of interest, invite them to lunch or coffee , share a current event, or simply make a good impression by saying hello. Reward them for their actions. Remember that behavior that is rewarded is repeated. So if someone sends you a referral, reward them with a gift and personally thank them for their generosity. If someone does you the courtesy of choosing to do business with you, reward them! Be responsive. Don't leave your clients hanging. Make it a point to respond to all calls and emails within 24 hours. Ours is an instant gratification society. DMA statistics show that when it comes to providing "WOW!" service, communication is the factor that ma tters MOST 90% of the time! Reciprocate. Create reciprocal relationships with area businesses and like-minded entrepreneurs. If you begin referring consumers to local restaurants, financial planners, CPAs, attorneys, builders, shop owners and doctors, do you think they'd be likely to start sending business your way as well? You bet they will! Armed with these facts and figures on the value of relationship marketing and making prospecting and customer service your top priority, you now can start asking, "Who do you know who...?" not just of your customers, but of yourself. Who do you know who... ... should be in your BusinessBASETM? We can provide you a list of more than 150 prospect possibilities! ... is 25-34 years old, has a household income of at least $75,000 and doesn't currently own a home? NAR statistics tell us that 39% of the home buyers in 2007 were first-time homebuyers and meet those demographics! Start data-mining friends! Call us if you need help. ... you do business with on a regular basis that calls for a reciprocal relationship? Doctors, lawyers, financial planners, dentists, shops, markets, restaurateurs and pub owners are all fair game. One of my favorite testimonials for our business-to-business brochure is a REALTOR® who presented the brochure to a local service station attendant when paying for her gas and asked him to give the information to the owner. That one step resulted in the sale and purchase of two properties and a referral! Think about that the next time you just pay at the pump! ... you could be connecting with? Consider joining your local Rotary club, chamber of commerce or other community organization. There is a wealth of relationship building to be done in those groups! ... you haven't reached out to in a while? If you haven't yet systemized your prospecting to where you are carving out a period of "must-do" time each day to reach out to your customers, then now is the time to start prioritizing your list. Segment your customers in order of contact quality: 1. Clients plus referrals: Those who have used your services and sent you referrals. 2. Clients: Those who have used your services. 3. Acquaintances: Those who are in your prospecting pipeline OK, the "snowball" is now in your court! Start asking, "Who do you know who...?" Create that momentum in your business (and in your bank account) by using smart systems and strategies to build a strong book of business! To download your free copy of BusinessBASETM, visit www.prospectsplus.com, and click on BusinessBASETM. To find out more about our SOI calculator or how to calculate the "Lifetime Value of a Client," call us at 866.405.3638. Learn more about the best practices and systems necessary to ensure that you are building the strongest customer base possible by calling our marketing team or me today at 866.405.3638. We're happy to be a resource for your real estate success!

Agent-to-Agent Advice "We're all in this together" is the resounding theme among top professionals across North America. In changing times, challenges are not only more abundant, but they also can be different from what many agents have experienced. It's terrific to see like-minded entrepreneurs reach across company lines and geographic boundaries to share ideas and solutions that are working for them. Keep 'em coming, everyone; we love to hear from you!   July's Agent in the Spotlight: Paula C. Annarumma, PCA Realty, Inc. "I have an office in a high foot-traffic location. Instead of just leaving out the homes magazines, I insert the latest newsletter in each copy. That way, my customers really know who gave them the magazine! I also mail them to my sphere, and everyone loves the recipes. The reaction to the newsletters was much better than I had anticipated! I wasn't sure I would renew, but I'm glad I did. I want to keep sending my message out, and a fresh look is always great. I had been looking for a newsletter for years, and ProspectsPLUS! answered my prayers. I not only got a great newsletter, but I also got postcards, "tips of the day" and so much more! Thanks!" Congratulations, Paula! Thanks for your kind words and for taking the time to share your story! As our May Agent in the Spotlight, you will receive: 1. 100 FREE leads from www.DataLeader.com and 2. A one-on-one consultation on how to put those leads to work in today's market with either Director of Corporate Marketing Julie Escobar or Director of Business Development Ramona Williams Join our agent-to-agent forum to share your story, success strategy or tip of the day, and you, too, can make a difference! This is your chance to: win 100 FREE data mining leads of your own get referral exposure with more than 60,000 real estate professionals nationwide give back to agents who are looking for answers Don't miss this tremendous opportunity! Call us today at 1.800.287.5710, or Click Here to submit your entry.

Summer Film Festival: The Simple Truths of Service www.simpletruths-of-service.com/preview/ Our summertime film festival continues with a nod to the good people at walkthetalk.com who consistently offer messages, movies and book sets that inspire and motivate. Timing is everything these days, and most of us are short on hours to spare. This film is short, sweet and to the point as it shares an important message about the value of service. The Simple Truths of Service is an unforgettable true story about a young man with Down Syndrome who changes the culture of a grocery store by being creative and giving customers more than they expect. The film is based on a book by best-selling authors Ken Blanchard and Barbara Glanz that any company can use to reshape their culture around serving the customer. This story will grab your heart and get your creative juices flowing on ways to create "customer enthusiasm" in your organization.

SupportPLUS! Updates Marketing Materials! Get Your Marketing Materials! This month's SupportPLUS! update includes: August Real Estate Business Update Newsletter Bowtie Pasta Primavera Recipe Card Timing is Everything - Move Up Market Postcard Invest in Your Child's Future Campaign Considering a Move? Referral Postcard Have a suggestion for a marketing piece you'd like to see in your software? Email Julie Escobar today! SupportPLUS! updates are free for the first year from date of purchase! If you would like to renew your subscription or discover what you've been missing, call Ramona Williams toll-free at 866.405.3638.

July Master Marketing Tips! Heat up your marketing this month with smart, targeted marketing that can make you the hottest agent in town! Visit our site for Webinars-on-Demand on a variety of timely topics to learn in your own time and at your own pace on subjects such as:   Niche Marketing First-Time Homebuyers Recruiting Corporate Marketing And much more! National Parks & Recreation Month July is a great time to team up with the local scout troops in your area for a fun Park Clean-up day! It's a great opportunity to help your community and establish yourself as the agent to turn to for a huge network of area families. Get together with a local mortgage lender or title company to sponsor a picnic afterwards in honor of National Picnic Month as well! It's a terrific way to rapidly build your sphere of influence and round up some good PR! Be sure to send the information and an invitation to "community events" editors of your local newspapers! Inspire Them! There's negative to spare in today's economy. Why not take the road less traveled and send a little INSPIRATION to your sphere each month? These beautiful postcard s are a perfect way to "touch" your clients each month with a motivational message and keep your name, face and company right on the top of their minds when they need an agent to turn to! You can send these postcards from you ProspectsPLUS! Software or Send them now with PostcardsPLUS! Business-to-Business There's never been a more important time to look at all of the ways you market yourself. Establish those all-important reciprocal relationships with local businesses. Consider sending the Business-to-Business postcard or brochure from your ProspectsPLUS! software to area businesses, and always go the extra mile to introduce yourself to local owners and ask how you can help them grow their business. More often than not, they will offer to do the same for you! FSBO & Expired Conference Calls If you have NOT yet put this system into your marketing plan, you could be costing yourself thousands in new business, customers and referrals. Look under the Lead Masters section of your ProspectsPLUS! software, and carefully review the Tips for each to make this s y stem an easy, cost-effective way to have area FSBOs and Expireds calling YOU each week! You'll also find this topic covered in our Webinars-on-Demand page! For a complete list of this month's calendared events, View the July Snapshot

Become the Agent of Choice for Area Buyers! Agents across North America are tapping in to this powerful system to automate their marketing and capture the hearts, minds and business of affluent area buyers. Learn more about this incredible tool today, call us at 1.866.405.3638.

How to Host a GREAT Open House: 8 ways to put the welcome mat out and greet success at the door

Agents are often divided on the value of open houses. Many top producers swear by them as lead-generation tools; others simply don't think that they're worth the time.

Like any successful endeavor, a great open house typically doesn't happen by "a stroke of luck." Rather, it's the result of the right combination of time, preparation, thought, strategy and energy.

Here are eight things you can do to host a warm, welcoming and-most important-results-producing open house:

1. Offer quality collateral materials.

Create a supply of feature property flyers, personal brochures, buyer brochures and marketing postcards. Be sure to check for both quality and accuracy before printing. Financing information, inspection reports, comparables, warranty information, etc. is great to have on hand, as well. And, of course, your name, photo, logo and contact information should be prominently displayed on ALL pieces.

2. Create super signage.

Professional, attractive signage is critical to the success of any open house. Create at least 12 signs (as opposed to the average one or two), and place one on every major intersection leading to the neighborhood, on the corner leading in and every few blocks leading up to the house. Make sure all arrows are pointing in the right direction, and use permanent markers in case of rain! Add balloons or flags for a festive, eye-catching touch. It might take a little bit longer to set up and take down, but the "buzz" that you will create is well worth it!

3. Prepare the neighbors.

Send or hand-deliver open house invitations and your personal brochure to all of the neighbors. This is a terrific opportunity to meet new prospects, present yourself as the neighborhood specialist and harvest new leads. This type of proactive extra step is key to helping you outshine your competition. Remember: Statistics show that in an average neighborhood, nearly one out of every five neighbors surrounding your current listing will list their home within the next 12 months. Who do you want them to list with?

4. Set the stage.

There are a few "must-dos" and "never-dos" to consider when creating a "welcome home" environment for your open house:

o Must dos:

§ Make sure the house is clean from top to bottom. This includes the front porch, steps, door and entryway. No clutter or cobwebs allowed!

§ Remove all vehicles from the driveway.

§ Open all draperies/window coverings and turn on all lights to make everything as bright and inviting as possible.

§ Serve refreshments, or at least have a small bowl of hard candies available. Soft music is a nice touch, as well.

§ Display a bulletin board with house amenities and seasonal pictures, if available, to show prospective buyers the "extras" and give them a feel for what the home looks like during the different seasons.

§ Ask your client to please "leave" everything up to you-"leave" the pets either crated or (preferably) away for the day, and "leave" themselves so that prospects won't feel uncomfortable.

o Never dos:

§ Spray perfumed air fresheners, as many people have allergies.

§ Leave valuables out or accessible. Have your clients lock up jewelry, etc. in a safe place.

§ Leave guests unattended or allow them to roam at will.

§ Allow pets to run free.

5. Pick a good time.

Taking the High Road to Achievement...Seven characteristics that can put you in the fast lane-and keep you there!

By Gay Jones, National Speaker and Regional Director, ProspectsPLUS!

"What the mind can conceive and believe, it can achieve."

That classic Napoleon Hill concept certainly has withstood the test of time, hasn't it? Think about the high achievers you know, and take a look at the commonalities that have led those talented sales professionals to travel the high road they're on.

Are you ready to join them in the fast lane? Or do you simply want to achieve the sense of balance and peace of mind that emanate from those top producers? Whatever your aspirations, consider these seven elements that you'll always find at the very core of the very best:

1. They are believers. It's more than self confidence; successful people embody the belief that anything is possible. They think expansively rather than seek the closed door of failure.
   
   One of the greatest gifts we have is the ability to open our minds, hearts and lives up to all of the resources within our reach. Mega-producers shift from "I think I can" to "I know I can" each and every day. As the amazing Walt Disney once said: "It's kind of fun to do the impossible." Believe that you can; it's a tremendous place to start.
   
   
2. They live in the present. Of course they do. Doesn't everyone?
   
   Sadly, no. How many people do you know who wallow in the past or are paralyzed by fear of the future-what could or might happen tomorrow?
   
   Top achievers recognize that today is what they have. This minute, this hour is what they can control. They become masters of the moment. They embrace the day, the conversation, the relationship, the business and sometimes even the silence.
   
   It's amazing how these people with so much to do and so much to accomplish each day seem to do it with ease and joy. Consider how much lighter your load would be if you left the past firmly behind you and the future out in front of you. Don't you think that would make today much easier to walk through?
   
   
3. They work hard. I'm stating the obvious here as a reminder that success doesn't happen by accident.
   
   Top producers get up earlier, stay later, go the extra mile for their customers and strike the best balance in life-all while counting their blessings rather than complaining. They consider their career part of who they are and what they love-making work a lot less like, well, work.
   
   In today's market, the "pie" is smaller, which makes the competition for each "piece" tougher. Know that it takes more prospecting, preparation, time management, skill building and closing to stay ahead of the competition. If you want to travel on the high road, you have to be willing to go the extra mile.
   
   
4. They consider themselves "works in progress." Anthony Robbins calls it CANI (Constant and Never-ending Improvement). The great Og Mandino tells us: "Take the attitude of a student: Never be too big to ask questions; never know too much to learn something new."
   
   Real winners are successful students; they never stop learning. They're passionate about absorbing everything there is to know about work, life, relationships, balance, etc. They recognize that our world is abundant in resources that can help them learn, master their crafts and expand their horizons. You'll find many are both mentors and protégés, as ongoing teaching and learning are necessary not only to make it to the top, but also to stay there.
   
   
5. They take responsibility. It's amazing how much we can accomplish when we take personal responsibility for our actions, successes and failures. Too many people try to look busy, place blame or find reasons why something won't work rather than doing what it takes to make it to the top.
   
   Leaders accept the challenges before them, step up and learn from their mistakes and don't wait for success to come knocking at their door.
   
   
6. They are resourceful. Top producers think ahead and actively acquire the skills, strategies, tools and techniques they need to keep their edge in any market. They not only create new ways to "build a better mousetrap," but they also set out to build a better "self."
   
   They think ahead of the trends and seek out the lessons they need to thrive. Rather than saying, "I don't know," winners add the words "but I will find out."
   
   Get creative. Explore the resources that are available to you-from libraries and the internet to mentors and mega-producers.
   
   
7. They put people first. Successful people think outside of themselves. They understand that their customers are the lifeblood of their business and that the care and keeping of those customers is a top priority.
   
   They also realize that living an exceptional life requires a delicate balance among work, family and self. All work and no play usually makes for someone who ends up alone. They cherish and guard family time with as much fervor as they use in cultivating business relationships.
   
   How do they do this? By using prospecting systems that ensure they stay in touch with their customers every month and putting time-management systems in place to ensure their family time is uninterrupted.

I challenge you to take the road less traveled all the way to the top. Incorporate these elements into your own life and business, and realize that you, too, can conceive, believe and achieve greatness. I wish you every success and hope to see you on that "high road."

To download a FREE copy of our time-tested system for staying in touch with the VIPs in your customer base, visit www.prospectsplus.com and click on BusinessBASE^TM. While you're there, take advantage of our free monthly newsletter, as well. We hope that by providing these valuable tools to help grow your business, we can become one of the "resources" mentioned above.

Gay Jones, National Real Estate Speaker and Regional Director for ProspectsPLUS!, has educated, entertained and motivated thousands of audiences across the United States and Canada. She helps associates nationwide realize their full potential by utilizing the tools and techniques she provides in her unique workshops and seminars.  

DataLeader.com Leads the Way for Agents Searching for Niche Market Prospects

DataLeader.com, the premier resource for both business and consumer data powered by industry leader ProspectsPLUS,! has become the "go-to" site for real estate agents nationwide looking to capture high-quality, targeted lists when developing new niche markets. 

The system is fast, simple and cost effective at just eight cents per record. Add to that no sign-up fee, user-friendly functionality, easy online ordering platforms and a base of more than 120 million consumer records and over 17 million businesses, and entrepreneurs have a powerful tool for pulling the highly specified data they need to find their niche.

"Today's savvy real estate professional is keeping a keen eye on their marketing dollars.  It's no longer an option to take that old ‘shotgun' approach to prospecting.  If they are going to send out a marketing piece, they understand that they need to match the right message to the right prospect to create relevance, and better still, a higher response rate," shared Julie Escobar, Director of Corporate Marketing.  "Niche marketing has never been more popular or necessary.  We help agents every day successfully marry marketing material to marketing segment for a real ‘perfect storm' approach to building momentum.  It's tough to be number one in an entire market but it's realistic to brand yourself as the ‘agent to ask' for a targeted niche such as First Time Home Buyers, FSBOs, Investors or prospective Move-Up Consumers.  We are also seeing a real trend with our customers breaking into Corporate Marketing using our unique ProspectsPLUS! system, and data mining for corporations that have 25 or more employees.  It's a great way to differentiate yourself, quickly build your sphere of influence, and tap into a terrific solution for turning the National Do Not Call Registry situation around!"

"It's wonderful to be able to walk agents through the process of searching for area renters for those interested in the First Time Home Buyer market, or search by age and income for the Senior and Luxury Home demographics," added Ramona Williams, Director of Business Development.  "We're also seeing a lot of REALTORS® searching our business records and building strong, successful referral networks with area builders, CPAs, attorneys and doctors.  With DataLeader.com, the process is streamlined for them, making it manageable.  When you see that light bulb go off for an agent and they really start to see their business grow from this type of targeted marketing, it truly makes us proud to be the resource that helped to get them there."

Three search options are available:  Residential Radial, Residential Neighborhood, and Business search. Residential radial uses a starting address to search for homeowners closest to that location. Residential Neighborhood allows searches by homeowner or dwelling type, age, income level and more. The Business search enables agents to find businesses by type, size, industry type, SIC Code and more.

Ready to bring new data mining and corporate marketing strategies to your team of agents? Call Julie Escobar at 866.405.3641 or visit www.prospectsplus.com and click on Master Marketing Meeting^TM to schedule your FREE workshop today!

 

Managing Your Time & Making a Difference: Summer Survival Skills for Working Parents!

Right about now for many of you, the summer season is taking its toll.  Your child has that look.  You know the one that stops you in your tracks and makes parochial school guilt look like amateur hour.  Susie's mom is making homemade fruit sorbet or watermelon boats, has daily activities schedules and prepared from here until Labor Day and you are trying desperately to keep your head above water in a changing market with way more low tides than high.  Makes a day at the beach is sound pretty appealing to you to given the circumstances - right? 

First of all, know that you are not alone.  As our economy continues to shift, the percentage of families with two parents working full time grows each year.  So, shake off the Cleaver & Brady Bunch mindset, ours is a different world, and with a few deep breaths, a lot of patience and some very effective time management techniques you can make the most your time at work at home.   Pass on the guilt and prepare a plan to make sure your summer and theirs is all it can be.

1.  Get creative with that calendar!  Now is the time for true focus, whether you are working or playing, you have to be committed to the task at hand.  As independent contractors you have the ability to maximize or minimize your daily work hours when necessary.  Take a look at your summer calendar, plan the weeks you are devoting to family time.  As for your weekly schedule, get creative.  Lengthen some work days so that you feel comfortable shortening others.  Add an hour or two to three of your days and with a little time budgeting, you can eke out another day off!  Change things up a bit, as well.  Swap a Monday or Wednesday workday for a Saturday or Sunday.  This will help when family activities find you at attractions where the lines are longer on the weekend. 

2.  Prioritize.  To do lists are essential to your sanity.  Before each week, and certainly every evening make a list of the top 6-10 priorities for the day. When you are traveling at what seems like the speed of sound instead of experiencing those lazy days of summer, your planner and priority list quickly become your best friend.  You will find that much of the busy work that you encounter each day is truly filler, and if you concentrate on the top income producing activities, you can make the most of your days and free yourself up to spend quality time with your family.  Some top producers even work on a point system.  They divide their goals into monthly activities so that they knew how many contacts they need to make to attend the appointments they need to have to list and sell the property they need to move to close on the desired amount of income.  They numbers are up to you, but break them down in daily increments and strive to hit your number early in the day!  Ready, set...go!

3.  Take the tag team approach.  Yours is not a unique situation.  As you look around your office, neighborhood, school year car-pool candidates, understand that many of your friends in this sphere are in the same boat.  They too need viable alternatives to keep kids occupied.  Create alliances which allow you to share the load and keep the balance.  Find out who has the most time in the mornings to take the morning shift.  For the early birds who are up and at it before the rest of the world wakes and have breezed through the bulk of their workload by 3:00pm may be up for some afternoon game days.  As with anything else in life, two heads are better than one, and when it comes to working parents, many heads, hands and hearts to help each other out equals a network of incredible people all caring for what for most of  us is our TOP priority, our children. 

4.  Delegate.  I don't know about your house, but summertime at mine means a lot less quiet and a lot more mess.  Just by virtue of eight plus additional hours at home, things can run amok relatively quickly.  While the focus can still be on fun, make sure you are not double or tripling your work load trying to keep up with the clutter alone while balancing work and family.  A weekly chore chart which delegates household responsibilities to spread the wealth, or rather the work, amongst your family members is a great way to keep things under control and keep kids occupied.  Even little ones can pitch in with age appropriate tasks.  Some parents prefer an allowance stipend for helping hands; others prefer rewards such as a trip to the local zoo or amusement park at the end of the week's accomplishments, or a combination of the two.  Fun markers or beach stickers are a great way to mark off each completed responsibility.  For older teens not yet working, make some days a take your kid to work day and let them help out with filing, mailings or cleaning out desk drawers.  I know agents that have employed their teens to do simple phone surveys which help gather needed data and give young adults a chance to shine as they touch their toes into the world of business.

5.  Homework.  Not for them, for you!  If you do not already have a home office, set up a niche for yourself so that you have a place to organize, create, work on your business plan, make calls, set appointments and generally keep the business wheels spinning in those early morning hours before the sleepyheads in your home wake up.  Take a look at our Master Marketing Schedule^TM for effective marketing ideas for the remainder of the year and set a plan in motion to put systems in place that will work for you, even when you are taking the day off. 

6.  Take it with you.  We are a plugged-in, all-access society.  You are a salesperson with a phone, a laptop, a planner and hopefully a plan.  Double up your days when and where necessary.  So you can't be in the office today?  You promised your kids a trip to the beach?  What can you do then?  Trade the romance novel for a book on sales skill building or motivational CD.  Bring your BusinessBASE^TM of clients and weed through your contact sheets to cull the ones you no longer work with and add new facts and touchpoints to the ones you need to contact.  Heck, make your beach trip work for you by having a custom beach umbrella or beach chair made with your logo and contact information.  (Putting the sold sign on the sand castle may be taking it just a BIT too far, but you get the picture!) 

All in all, keep everything in perspective.  Your business provides the foundation for you to take good care of your family, provide for what they need and build a better life.  Make finding the balance so that everyone feels comfortable a family affair.  You will teach your children the importance of hard work, of compromise and the power of a team.  Now, go work a little, play a little, and make some memories along the way this summer.  Enjoy!

Would you like to bring effective, NOW market sales strategies and skill building techniques to your office?  Find out more about our FREE Master Marketing Meeting^TM! This fast-paced presentation provides agents with data-mining strategies, how-tos for finding ready, willing and able buyers, corporate marketing solutions, objection-handling techniques, FSBO tools and more. In just 30 short minutes, your agents will discover easy-to-implement tools designed to quickly boost their productivity-and their sales!

Call Julie Escobar at 800.287.5710 or visit www.prospectsplus.com and click on Master Marketing Meeting^TM to schedule your FREE workshop today!

Summer Skill Building Strategies

Quick tips for staying sharp while the heat is on.

By Julie Escobar, ProspectsPLUS! Director of Corporate Marketing

With temperatures rising already in many areas of North America and students and parents settling in for the long summer days, I thought it might be a good idea to offer some handy tips to help today's agents make the most of their summertime. 

Here are some ideas for keeping momentum high while breezing into the second half of the year:

1. Take a CRS course. These accredited courses-most of which only take one or two days to complete-offer a variety of topics and tools to help brokers and agents fine-tune their skills. Visit www.crs.com to find the courses being offered in your area, then plan a few additional "vacation days" to enhance your knowledge-and earn continuing education credits while you're at it!

2. Revisit your plan. June and July are perfect for walking through that business plan you set in motion back in December. Real estate professionals historically earn more in the first half of the year than in the second so, on average, by now you should be at about 65% of your goals. If you are, wonderful; give yourself a bonus day! If not, this would be a good opportunity to re-evaluate your plan and talk to your manager, a fellow associate (preferably a top producer) and, of course, your family. Your goals and their goals need to coincide for your best chance at success. 

3. Slip in some smart reading. When gathering your library of beach books and magazines, opt for a few on how to be the best you can be at what you do. Re-visit the article Read Your Mind:  What's in YOUR Library? on RealtyTimes.com for a terrific list of great business books.  Websites of your coaches, national speakers, CRS, NAR and more also feature a variety of recommended reading.

4. Make a list, and check it twice. No, not your holiday list. Summer is a great time to take stock of where you are in terms of health, wealth, relationships and personal growth.  Are you eating right? Are you exercising and fueling your body with the right vitamins and nutrients to promote a long and healthy life? Are you curbing the habits that will shorten your time on Earth and keep you from the people and things that you love the most? Are you investing in yourself and your future by way of savings, investments and career-building opportunities? Are you the best mother, father, sister, brother, child or friend that you can be to those VIPs who have walked this road with you through thick and thin? Ask yourself, "Where am I, and where do I want to be in terms of health, wealth, relationships and growth?" The answers may lead you to re-direct your summer plans to include a health resort, romantic getaway, trip to visit family or a spiritual journey. Take that personal inventory, move forward, and trust that new doors will open for you. 

5. Put some systems on autopilot. MLSmailings.com is a great way to ensure your marketing is in place even while you're away. A listing sells while you're at the beach? No problem! Your Just Sold cards will go out automatically. You also can schedule sphere of influence campaigns to ship while you're whitewater rafting and attend your FSBO conference call by dialing in from your cell phone while sailing in the Gulf of Mexico! Get creative, be inventive, and find solutions and systems that will streamline your business so that no matter where you are or what you're doing, your business is always in motion. 

6.  Have a Movie Marathon.  I know, you're already committed to taking the kids to see the summer blockbusters, but why not take a hint from this month's Master Marketing Newsletter^TM and consider renting or buying Door to Door with William H. Macy and Kyra Sedgwick.  This extraordinary film is based on the true story of Bill Porter, a door-to-door salesman with cerebral palsy. It follows Porter's unbelievable rise to success in the '50s with humor, humanity, spirit and honesty.
The movie is a tremendous reminder to us all to invite the skills, strategies and fundamentals that allow us to overcome obstacles and accomplish goals into our lives for good.  Pop some corn, settle in, and let us know what you think!
7.  Schedule Some R&R.  Everyone needs a break, especially when times are tough and tensions are high.  Re-calendar your days so that you have some downtime to relax and rejuvenate.  You'll find yourself springing back better than ever when you return to work!
Stay forward of the competition this summer by implementing some of these simple yet effective ideas. Then rest easy and celebrate with the knowledge that you have the commitment, plans and momentum to make the most of this month, this year and your career while striking a perfect balance between personal, family and professional time. Enjoy!

Find more cost-effective ways to boost production while saving time and money at www.prospectsplus.com. While you're there, remember to sign up for our FREE Master Marketing Newsletter^TM and request your FREE copy of the popular 24-month Master Marketing Schedule^TM.
Call Julie Escobar at 800.287.5710 or visit www.prospectsplus.com and click on Master Marketing Meeting^TM to schedule your FREE workshop today!

Master Marketing Newsletter Strategies

Summer Film Festival:
Door to Door

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with William H. Macy, Kyra Sedgwick and Helen Mirren
It's summertime, and while we are encouraging all of you to stretch your boundaries, think "outside the box" and focus on the positive, we thought a little summer movie fare would be just the ticket! So in lieu of a book review this month, we are substituting a movie selection for your viewing pleasure!

This extraordinary film is based on the true story of Bill Porter, a door-to-door salesman with cerebral palsy. It follows Porter's unbelievable rise to success in the '50s with humor, humanity, spirit and honesty.

The movie is a tremendous reminder to us all to invite the skills, strategies and fundamentals that allow us to overcome obstacles and accomplish goals into our lives for good.

Pop some corn, settle in, and let us know what you think!

 

Agent-to-Agent Advice

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Agents from coast to coast are eager to discover tips, tools and ideas to stay motivated, foster new business and build momentum. That's why we've decided to ask our valued customers to share their techniques, ideas and stories with you, their fellow real estate professionals.

June's Agent in the Spotlight:
Frank D'Ambrosio, Century 21 Pro Team
"I would just like to tell you how much I like sending out 'Just Listed' and 'Just Sold' postcards. I get new leads every time I send them out. Recently, I had a listing sell, and I sent out 100 'Just Sold' postcards.

About a week later, I received a phone call from a homeowner who said she wanted to list with me because her (then current) REALTOR® didn't send out any postcards when she listed her home. I listed the home, and it sold in 6 days. Not bad for an investment of 100 postcards. I also received two new leads from the same subdivision!"

Congratulations, Frank! Thanks for your kind words and for taking the time to share your story! As our May Agent in the Spotlight, you will receive:

1. 100 FREE leads from www.DataLeader.com
and
2. A one-on-one consultation on how to put those leads to work in today's market
with either Director of Corporate Marketing Julie Escobar or
Director of Business Development Ramona Williams

Join our agent-to-agent forum to share your story, success strategy or tip of the day, and you, too, can make a difference! This is your chance to:

• win 100 FREE data mining leads of your own
• get referral exposure with more than 60,000 real estate professionals nationwide
• give back to agents who are looking for answers

Don't miss this tremendous opportunity! Call us today at 1.800.287.5710,or Click Here to submit your entry.

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Lock in and Leverage the Best Buyers in YOUR Market
We just launched our all-new 3-7-27 Agent Branding System^TM for Buyers at www.3727Branding.com. "3-7-27 was designed to combine the power of direct mail with the speed and convenience of the internet," shared company President Jim Morton. "We know from the National Association of REALTORS® that more than 85% of home buyers start their search on the internet. We also know that, according to the United States Postal Service, every dollar spent on direct marketing will return almost $12 in sales-that's a higher return on investment than non-direct mass communication methods. We've taken all of this and added the ability to tap into the nation's top consumer databases to specifically target prospects with the highest likelihood of buying. That allows our customers to be first in line to reach them and, better yet,
KEEP them."

The program is based on the 3-7-27 Law of Prospecting, developed by top marketing professionals to illustrate the power of consistency in the sales and prospecting process. Statistically, it states that it takes at least 3 contacts for a consumer to recognize a name. It takes at least 7 contacts for them to place a name with a business, and it takes up to 27 contacts for them to trust that person with
THEIR business.

Director of Operations Jim Studebaker added, "We've made it simple and hands-free for our customers, but we didn't stop there. We also added a tracking system that will allow each agent in the system to effectively measure their return on investment. We first identify 500 renters in an agent's area who earn at least $75,000 or more. Next, we design AND mail their personalized postcards every three weeks. We then provide them with a tracking system for both their personalized webpage and unique tracking toll-free telephone number that shows how many prospects have responded to the mailings, either online or by phone. As an added benefit, we also offer exclusivity to agents. We will lock one agent in per ZIP code or ZIP codes, allowing that agent to become the brand name for renters
in that area."

"Top agents across the country will tell you that consistency is a vital component of creating brand awareness in ANY market," shared Julie Escobar. "Consistency can be tough for real estate professionals on the front lines every day trying to prospect, present and close. We've crafted a product that can help them systemize part of that process."

Want an overview? Join us for a fun, informative and FREE Webinar
on June 26 at 2:00 p.m. EST! Register Now!

To learn more about how the system works, who it's for and whether it's available for your
ZIP codes, visit www.3727Branding.com, or call Ramona Williams at 866.405. 3638 for a
one-on-one preview.

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June 18th International Picnic Day
Get into the spirit by inviting all of the VIPs in your sphere to a picnic-themed Customer Appreciation Party! Need some ideas on how to host this festive event or others like it?  Read Celebrate
Your Customers.

June 11th @ 3:00 p.m. EDT
BusinessBASE^TM for Brokers
Now more than ever, giving brokers and managers the skills and systems they need to recruit, retain and motivate their sales teams toward success is a high priority. Join powerhouse Gay Jones as she shares the secrets to building and expanding your office family!

June 16th @ 1:30 p.m. EDT
Finding Your Niche: Target
Marketing for Today's Agents
Channeling your marketing dollars into the demographic that works best for you is just smart business in today's quickly changing market. Join Corporate Marketing Director Julie Escobar and Business Development Director Ramona Williams as they share the secrets to success in
this area!

June 26th @ 2:00 p.m. EDT
3-7-27 Agent Branding
System Overview
Who are the best buyers in today's market? People who earn an above-average income and don't have the hassle of having to sell a home first!

Halftime Turnover!
June is a great time of year to purge your BusinessBASE^TM. Add new prospects, take out those who are no longer viable, and consistently work this VALUABLE book of business system. Don't have a copy?
Click here to download
your FREE copy!

For a complete list of this
month's calendared events,
View the June Snapshot

Sign up for more Master Marketing Tips at www.prospectsplus.com!