Don't Give Up-Show Up!

By Julie Escobar, Director of Corporate Marketing, ProspectsPLUS!

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 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 2009:

• 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 www.prospectsplus.com. Find out more by calling Julie toll free at 866.405.3641. From the Master Marketing Meeting^TM to Webinars to regional speaking engagements, our team of professionals is ready, willing and passionate about bringing the best resources in the industry to your organization.