Connecting And Bonding With Clients & Prospects

1. Connecting And Bonding With Clients & Prospects The Art & Science Of Growing Your Business Online And Off Sally Cook

2. Today We’re Going To Talk About… • Setting goals that help you build an exciting balanced life • About turning yourself from an agent to a consultant • Building long term relationships with clients

3. Download Today’s Presentation PLUS Lots Of Our Team Procedures, Presentations + Checklists www.UltimateTeamTraining.com/Turkey

4. Are We Our Own Road Block? What is your natural way to think? Are you a glass half-full or half-empty kind of person? Are worry and fear about making a living stopping you? What life influences are holding you back? Are you subconsciously sabotaging yourself?

5. What Is Success? • What is your purpose in life? • The first steps of getting what you want is knowing what you want • What is success to you?

6. 20 Things • 20 Things you want to have – house, car, boat, wife, child • 20 Things you want to do – travel to China, learn to scuba dive, be a certain weight • 20 Things you want to be – in a loving relationship, coach on a soccer team, top agent in your office, great Mother / Father

7. Create A Balanced Successful Life • Work and Career • Finances • Recreation and Free Time • Health and Fitness • Relationships • Personal Goals • Contribution to a greater community

8. Setting Goals • “Set goals that command your thoughts, liberate your energy and inspire hope” – Dale Carnegie • Our brain is a goal-seeking organism - whatever you put in to it, it will work towards achieving • With a vision of your goals in mind you now have a purpose for a successful business • Your mindset is the base of any business model you choose to work with

9. Do You Ask Enough Questions? • Buyers are liars… or are they? • Most professionals in any business ask questions • Many agents are perceived to be always trying to sell instead of asking “How can I help?” • Be respected as a professional

10. Don’t Sell… Educate • If you teach or share with your prospects, your end results will be better • Offer some information that has them saying “I didn’t know that” • Don’t sell – help • Don’t close – advise • Don’t push – provide facts & encouragement

11. Are Your Prospects Hesitating ? • Pay attention to WIIFM – it’s all about them • Become invaluable • Have the kind of conversations that elevate you away from a sales person to a consultant • Embrace the mind set of a consultant and advisor like a good doctor or lawyer

12. Create a daily schedule • Avoid the $$ peaks and valleys – prospect daily • Organize your mind and surroundings • Every lead and client goes into a system • Record all emails and phone conversations in the notes of your client database • Have every lead and client on an Action Plan • “Show up” and do what the program tells you • Take control of your daily schedule

13. Daily Morning Schedule From 7:00 am to 12:00 noon • Answer overnight emails • Do daily searches for clients • Set times to show new listings • Complete all Top Producer To-Do’s • Complete all RealPro emails & calls • Delegate list of To-Do’s to assistant • Connect with clients in the ‘buying’ or ‘during’ process

14. Converting Leads • Goal is to set a face-to-face appointment as soon as possible in the process • Grow the relationship in baby steps • Example… What happens when you go into a clothing store? • Connecting with prospects is a numbers game – 4-8% conversion rate

15. You Need Systems • Without systems you have chaos – no direction • Know your scripts • Have pre-set email or voice messages • Create a prospect contact schedule

16. Prospect Follow-Up Schedule • Follow up immediately on receiving the lead • Try again in 7 days • Try again in 30 days • Try again in 90 days • Every 60 days following this • Have an automatic system for sending out news letters, market updates, educational info

17. When Do You Give Up? • NEVER!! Be patient…. At what point do you take them out of your system? • Remember… you’re ‘fishing up-stream’ • Build rapport to get a face-to-face appointment • Don’t just invest money - invest your time • Don’t be afraid to give information – the principle of ‘reciprocity’

18. Connecting And Bonding Opportunities To Offer Your Prospects • Home Buyer / Home Seller Workshops • House or condo tours for specific neighbourhoods • First Buyer Meeting • Market Experience Tour • Buyer Planning Session – individually over a coffee or in a small group • Buyer Consultation

19. Buyer Planning Session Or Consultation • Book appointment - then confirm with email • Confirm date and time • Provide address of office or where you are meeting with instructions and map • Buyer Info forms to be completed 24-hours before meeting • No completed forms = no meeting

20. Consultation Forms • www.Budget.TorontoRealEstate.ca • www.WishListSally.TorontoRealEstate.ca • www.FinancialCounselingSally.TorontoRealEstate.ca • www.UltimateScenarioSally.TorontoRealEstate.ca Have the buyer fill these in BEFORE meeting with you so you can be better prepared

22. Consultation Process • Build rapport and trust • Discuss financing • Go over their Wish List • Explain the entire home buying / sell process • Make them comfortable with the Buyer Agency Agreement • Ask lots of questions and listen even more • Prove we are the market experts

23. GDS-TDS Spreadsheet Calculates how large a mortgage the buyer could qualify for at a bank

24. Buyer Cash Flow Analysis Shows the buyer how much they would be paying monthly for a range of purchase prices with ALL expenses added in

25. Closing Cost Analysis – How much money does the buyer need on closing?

26. The ‘During’ Process • Keep in touch often • Clients expect a fast response • Clients expect promises to be kept • Clients want relevant information & data • Clients want to feel you are listening • Clients don’t want a sales pitch • Clients don’t want to be sold something • Don’t Sell - Provide Facts – Consult & Advise !!!!

27. After The Sale • Start your follow-up action plan • Make sure the right people get the documents • Provide a Moving Checklist & moving boxes • Keep in touch on a regular basis • Ask for a written or video testimonial (better) www.WhatPeopleAreSayingAboutUs.com • Connect with them on Facebook • Ask for referrals – watch for ‘referral moments’

28. Build Long-Term Relationships • Add interesting articles to your blog • Send paper & email newsletters regularly • Send birthday and home buying anniversary cards • Bi-annual home buying anniversary CMA’s • FORD calls = Family/Occupation/Recreation/Dreams • Client parties – create a ‘Top 50’ list who get special treatment to generate loyalty and referrals • Have an excuse to be in touch

29. Prepare For Constant Change While Growing Your Business • Whatever brings you to the level of success today will not be enough to keep you there • You must continue to learn, adapt & grow • Be an implementer of new ideas • Don’t become complacent – embrace change • Believe the world is going to do something good for you today and be excited to see what is coming !!!!!

30. What To Do First When You Get Home… • Set goals that get you excited and give you a purpose • Create a daily schedule • Embrace the consultant mindset

31. Remember toDownload Today’s Presentation PLUS Lots Of Our Team Procedures, Presentations + Checklists www.UltimateTeamTraining.com/Turkey