A Guide to Strategic Marketing for Top Producers
Dear Customer, Remember
to embrace the riches and wealth that await as you
settle into spring!

Spring Into Success!
Step up! Step out! Find yourself with a spring in your step this month! Push through the surface of those familiar "traps" containing negative thoughts or unproductive habits. Embrace the opportunities before you each day. Begin to renew and revitalize your production, your mood and even your career! Put those feet one in front of the other, and walk with confidence toward all that is possible. You do have
what it takes.

Need a Little Luck o' the Irish?
Discover five "charms" that will help you
create your own marketing luck
By Julia Escobar, ProspectsPLUS!
Director of Corporate Marketing
Luck is rarely random. Instead, it is cultivated by individuals who routinely do three things to attract abundance: They invite success into their daily lives, they stay open to all of life’s possibilities, and they celebrate each accomplishment as it comes.

So forget four-leaf clovers! Leverage the luck in your life by adopting five simple tools - or "charms" - for fostering the type of luck top producers enjoy in abundance!

1. Unlock your potential. Open your mind, your eyes and even your business to all that's possible. Luck will never be found with limited thinking. Want expansive results? Think big and believe big, and you will discover the ability to
grow exponentially.

It's interesting how a shift in market conditions causes many agents to sit tight and close the doors around them. They believe that if they ride out the storm or wait for the next "correction," they can jump back into
production mode.

Top producers, however, take the opposite approach. They understand that success in a shifting market depends on the willingness to open doors rather than close them. Most will tell you that opening a few windows never
hurt, either!

The bottom line? When others shut down, claim your ticket to ride by unlocking your potential and capturing abandoned or unclaimed market share. View each obstacle as an opportunity to win. Be the creative solution-finder consumers look for. When you present yourself as an optimistic, forward-thinking, innovative professional, you will join the ranks of the "lucky" people with a steady stream of prospects.

2. Accelerate your actions. The glory days where you could simply wait for the phone to ring or for the next order to come in have passed. However, you cannot afford to slow down just because the market has. In a course-correcting market, your actions determine your income.

First, you need a plan to double your listing inventory. Make sure your plan includes the steps necessary to align pricing and terms with slow-market selling. Next, implement creative strategies to build your prospect pool for both buyers and sellers. Pick up the pace to create positive forward momentum, and commit to spending whatever time is needed on each activity.

3. Put systems in place. Systems simplify our lives, streamline our workloads and ensure the type of consistency necessary to reach more people, more often. Take a multi-layered approach to your marketing by combining the easy ones (i.e., a quick phone call) with the outside-of-the-box variety. You might want to start by downloading our free BusinessBASE™ system at www.prospectsplus.com. This time-tested approach explains in detail how, why and when to contact your
client base.

One idea for staying top of mind with your sphere of influence and geographic farm areas is to implement a series of drip marketing campaigns that reach them every three to six weeks. It's important to follow up with a contact manager that reminds you to contact each of these VIPs either in person or by phone every three
to four months.

The 2006 Profile of Buyers and Sellers published by the National Association of REALTORS® tells us that 66% of repeat home buyers and sellers would use the same agent again. The exceptions, of course, are agents who fail to stay in touch.

It's also important to start talking! Set up a FSBO or Expired Listing conference call each month to share your knowledge and experience with frustrated FSBOs and homeowners whose listings have expired. Call your local phone service or check the internet to find out which conference call technology is available to you. If a fee is involved, invite an area real estate attorney, CPA or mortgage professional to join the calls. Having another expert on the line adds value for call participants and helps you fund the service.

Once you create a schedule of calls, market your events by mailing postcards and posting flyers in local markets and small businesses. Make sure you emphasize that you are hosting free, no-obligation informational phone calls designed to help consumers get answers to
their questions!

Statistics show that almost 80% of FSBOs eventually list with a REALTOR®, and almost all expireds are motivated to move forward with the sale of their home. By offering this free service and becoming their friend first, you place yourself at the front of the line to be the chosen
listing agent.

4. Commit to extraordinary service. Zig Ziglar once said, "If you help enough people get what they want, you will get what you want." This simple truth will serve you well throughout your career.

Luck comes in all shapes and forms. What better way to feel lucky than to surround yourself with people you like, enjoy and appreciate? Do more for your client base than simply put them on a mailing list. Get to know them; think of them as friends, and go out of your way to make sure you provide incredible service with genuine compassion. You will find a renewed sense of joy in what you do, an extended network of people eager to help you on your journey and an opportunity to realize your goals while helping others reach theirs.

5. Extend the invitation. Do you know why top agents walk away with the signature more often than others do? No, it's not luck; it's their ability to ask for what
they want.

The fine art of closing is essential in a slowing market. It takes practice - and lots of it. Trial and assumptive closes combined with key questions throughout the presentation often lead to a signature on the listing agreement. People are hesitant by nature. They want a confident salesperson who will get results.

This is not to say that you have to be the hard-hitting, aggressive type; rather, simply invite your prospects to learn more about you, your business and your marketing plan. Pepper your presentations with closes that draw out the information you need while drawing them into the system you are sharing. Then, at the end, ASK them to sign the agreement. Extend the invitation to get the best possible price for their home in the shortest period of time by starting today. Just don't be surprised when they
say, "Yes!"

Pots of gold aside, take the time to create your own fortune this month. It's been said that lucky is as lucky does. Creating your own luck is as simple as implementing great systems, focusing on the positive, bringing your best self and service to the arena each day and remembering to ask for what you want. Seem too easy? Just try it on for size. You might find it's the perfect fit!

Wishing you and yours Irish blessings and tremendous prosperity!

Download our FREE BusinessBASE™ system and learn more creative ways to boost production while saving time and money at www.prospectsplus.com. While you're there, request our
FREE Master Marketing Schedule™.

And the Winner Is... Dawn Larzelier,
selEquity Real Estate
"My sense of timing brought me into the real estate industry just as it was making a downturn! My broker insisted, however, that if I had a system in place and worked that system, success would not be far behind.

I attended the ProspectsPLUS! Master Marketing Meeting™ and purchased the software. It took me a month to get around to installing it, and another month to place my first postcard order, but once I did I received tremendous response!

Since that first mailing, I have been following the Master Marketing Schedule™, and my colleagues are now asking what I am doing to get so much business! I tell them I am working my system!

I am so very pleased with the product! It is very user friendly, and the designs and content are easy to modify and personalize. Every time I call the help desk, your representatives are very accommodating! I love your product and your service!

I have secured two new clients and have an elevated marketing system in place with the Master Marketing Schedule™ that makes me look like the professional that I am! My only regret is that I didn't start using this program much sooner! Thank you so much!"

Dawn will receive 500 FREE postcards, including postage! You could be our next winner! Just e-mail us your testimonial today to be entered in our monthly drawing! Don't delay, act today!

Book Review
Satisfaction: How Every Great Company Listens to the Voice of the Customer
by Chris Denove
and James Power
This month, look to Satisfaction to open the vault on years of J.D. Power data, quantifying the elusive links between satisfaction and customer loyalty, market share and profits.

The book provides coverage of consumer satisfaction in every industry from service providers to product manufacturers. It also details how to make a commitment to consumers at the highest levels and translate that commitment into strategies and practices.

Satisfaction is a must-read for any business that wants to reap the rewards that come from truly putting the customer first.

March Master Marketing Tips!
What a fun month to put some spring in your marketing step! So many reasons to stay in touch with your sphere of influence and make an impact on your business!

Daylight Saving Time - March 11
Our clocks are turning ahead early this year. Send a friendly reminder to your client base today!

St. Patrick's Day March 17
Send Irish blessings to your customers for this fun and
festive day!

National Poison Prevention Week
is March 18-24. Connect with
your local health professionals to
co-sponsor a safety awareness drive in your neighborhood!

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

Do You Have Your Copy Yet?
Supplies of our 2007-2008 Master Marketing Schedule™ are going fast! This FREE 24-month calendar is an invaluable guide to keeping
your marketing fresh, innovative and timely. Request yours today!

Do you have at least 10 agents and 30 minutes to spare at your next sales meeting?
Call us to schedule a FREE Master Marketing Meeting™! This fast-paced presentation provides agents with data mining strategies, corporate marketing ideas, objection handling techniques, FSBO tools and more. In just 30 short minutes, your agents will discover easy-to-implement tools and techniques 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™ to schedule your FREE Master Marketing Meeting™ today!
Find out more...

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