A Guide to Strategic Marketing for Top Producers
Dear Customer: There's no spooking you! Use your creative side to make this an October
to remember!

"The Only Thing We Have
to Fear is Fear Itself."
Franklin D. Roosevelt shared this wise advice with the nation during his 1933 inaugural address. Facing a country deep in depression and a people firmly gripped with a paralyzing
fear of the unknown and overwhelmed by the unending stream of negative emotion, he reminded them that it would take action, not fear, to improve their lives, the economy and
the world at large.

With so many market changes facing us today and a steady stream of people quick to promote the negative, those words still echo an important message. We can stop in our tracks and blame the market, the economy, our boss, our colleagues or our company for our lackluster production... but is that what we really want?

How about a little fearlessness? How about an opportunity to pave the way for positive progress? It is, after all, the foundation for great countries, great men and women, great discoveries and even greater accomplishments.

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!

Do you have at least 10 agents and 30 minutes to spare at your next office meeting to learn some best-in-the-industry solutions for turning scary markets into sure sales? If so, call me today at 866.405.3641 to invite one of our talented speakers to share must-have fundamentals and tough market tools to dramatically increase your production and profitability.

And the Winner Is...
Karen Gore-Goodpasture,
Realty Executives, Orlando
"It is my pleasure to tell you how great ProspectsPLUS! has been for my business over the last three years. The tools are excellent, seamless and easy to use.

Using this system has become a daily part of my business and saves me time and money each day. Clients always comment on my marketing tools, and when I show them the postcards and flyers I will use to market their homes, you make me look good!

Now that the market has turned and folks are at their wit's end,
I use the 'Selling your home got you turned upside down?' flyer that I have modified for my market. It really speaks to people and gets me in the door.

Postcards bring me leads, and I use them for every new listing and sale. They have been an important part of filling my pipeline, generating leads and new listings. Quarterly holiday postcards go out to my sphere of influence, and I consistently hear back from these VIPs!

I love the fact that I do not have to do much to make this all happen. ProspectsPLUS! is so easy to use. I have received 26 new listings and 22 referrals by utilizing this program. Every time I open it, I find more ideas to market myself! Now I can't wait to start new FSBO campaigns! Thanks again!"

Karen 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!

Interested in Auto Recruiting?
Introducing our Automated Master Recruiting System™
(Open to only FIVE beta-test candidates!)
If you would like to be one of the first in the country to discover the ease of automation for your recruiting efforts, then this system is perfect for you. Beautifully designed postcards provide a 48-touchpoint system for recruiting agents in 36 markets across the United States. From pre-licensees and exam applicants in some areas to brand-new agents and experienced sales professionals, you choose which group or groups you would like to target and how often.

Special pricing options and features are available for the first FIVE organizations that take advantage of this hot, new product!

Call Julie today at 866-405-3641 to find out more about how this innovative, automated tool can help you build your family of associates in today’s competitive market.

We're Growing!
Our swiftly changing economy has created
a need to expand our team of account executives in specific market areas across
the country. We're looking for self-motivated professionals for both our ProspectsPLUS! team and our Opportunity Knocks team, which
serves a wide range of vertical markets.

If you know anyone who might be interested in an exciting opportunity to bring extraordinary products and services
to the marketplace, expand their skill set to include platform speaking, and work with one of the fastest-growing companies in the industry, then contact our Director of People Strategy, Jonathan Lunsford at 941.465.4249 to learn more.

You also can visit the careers section of our website HERE .

Book Review
The Age
of Speed
by Vincent Poscente
Ready to get ahead of the rush and discover some of the tools today's strongest companies use to make an impact on marketability? Tune in to this month's book to find out more!

October Master Marketing Tips!
Fall into the season with great tools and resources to learn from and great reasons to touch base with your client list! Nothing spooky
about that!

Webinars
What a wonderful way to learn!
Join us for content-rich biweekly Webinars designed with you in mind! Visit our Webinars Page for a complete listing of events.

October 8th
The Corporate
Marketing System™
Tune in to discover how to turn the Do Not Call Registry upside down! We will teach you how to find local corporations of 25 or more employees and literally become the corporate resource for those companies. With a little marketing savvy, some professional packaging and a built-in base of business, this system allows you to dramatically grow your sphere of influence in
no time!

October 15th
Unlock the Magic of MLSmailings.com™
Join our helpful support team as they walk you through the step-by-step simplicity of automating your marketing with MLSmailings.com. Whether you are creating a QuickCard, uploading a photo or changing your order, we invite you to laugh and learn with us! Unlock the magic of MLSmailings.com!

October 22nd
BusinessBASE™
Are you building your book of business to the point where you can sell it when you're ready? Want to grow your referral base and know for certain each year that you have a guaranteed income level based on putting the influence in your sphere? Better still, would you like a guaranteed six additional commissions in the next 12 months? Tune in to learn the ins and outs of effective BusinessBASE™ management.

ProspectsPLUS! Support Center
Did you know that we now have Spanish-speaking support team members? We also have added additional staff to meet the demands of our rapidly growing customer base. We are here to help Mon.-Fri. 9:00 a.m.-7:00 p.m. Eastern Time. Call us today!

If you have
any technical or implementation questions, we'd be glad to help.

Just give us
a call at
800.287.5710.

Thanks for using ProspectsPLUS!
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