Hour of Power

1. Hour of Power Prospecting – How To’s

3. Hour of Power Your Moderator Char MacCallum Char MacCallum Real Estate Team Olathe, KS ( Kansas City Metro ) (913) 782-8857 www.Char4Homes.com char@char4homes.com

4. Hour of Power Your Panel Buddy Blake Buddy Blake Team Caldwell Banker Sea Coast Realty Wilmington, NC 910.395.1000 office www.buddyblake.com buddy@buddyblake.com

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6. Hour of Power Your Panel Brian Maecker The Brian Maecker Team Remax Advantage Colorado Springs, CO (719) 593-2963 www.maeckerteam.com TheTeam@Maecker.com

7. Hour of Power Go Chiefs Go ! Go Chiefs Go ! Go Chiefs Go !

8. Hour of Power Your Panel Janet Parsons Janet Parsons Team Remax House of Brokers Springfield, MO (417) 844-6600 www.springfield-homes.com janet@springfield-homes.com

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10. Hour of Power Your Panel Wayne Turner Wayne Turner Real Estate Company (Nashville) Hendersonville, TN (615) 590-4000 www.WayneTurner.com Wayne@WayneTurner.com

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13. Sales Statistics 48% of sales people NEVER follow up with a Prospect 25% of sales people make a second contact and stop 12% of sales people only make three contacts and stop ONLY 10% of sales people make more than three contacts 2% of sales are made on the 1ST contact 3% of sales are made on the 2ND contact 5% of sales are made on the 3RD contact 10% of sales are made on the 4TH contact 80% of sales are made on the 5TH to 12TH contact !

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16. Hour of Power Calling Makes A Difference WeeklyCalls (That Add Value) • Sellers • Buyers: Active and B & C • Closed Buyers • Active Referral Sources • Info Line Calls • 6. Anniversaries • Birthdays • Sphere of Influence • Market Update • Have’s and Wants

17. Hour of Power Calling Makes A Difference 12 Things Customers Want From You • Care and Concern • Honesty • Knowledge • Stay in Touch • Make it Easier • Make it Faster • Save Time / Money • Problem Solver • Promise / Deliver • Consistency • Handle any Crisis • Success

18. Hour of Power Calling Makes A Difference Making Calls • 1.   Salutation • 2.   Find Common Ground • Purpose of My Call is • 4.   Get Your Information • 5.   End on Common Ground • 7 to 9 Minutes Minimum

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23. USING The F.O.R.D. Technique The F.O.R.D Technique FAMILY – OCCUPATION – RECREATION – DREAMS Use the F.O.R.D. Technique to make sure that you are building relationships with your Past Clients, Sphere of Influence, to help you have better conversations during your B and C Buyer lead follow up, and during prospecting. Be sure to take notes on your Buyer or Seller Information Sheets regarding the conversations and important information that you will learn during your calls. This way you will be able to use the information on future calls to make sure that you are building relationships that last!

24. USING The F.O.R.D. Technique The F.O.R.D Technique F. stands for FAMILY How are you doing? How is your family doing? How is (spouse)? How are your kids? O. stands for OCCUPATION How is your job going? How is your business doing? Are you looking forward to retirement? How long since you changed companies? R. stands for RECREATION What have you been doing lately? So, are you still (riding bikes, sailing, racing cars, etc)? By the way, how was your trip to __________? Just out of curiosity, what are you doing to enjoy yourself? D. stands for DREAMS So, what are your plans for the future? Just out of curiosity, have you made any vacation plans yet? So, what are your plans for the holidays? So, what will you be doing with your time now that you have retired?

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44. Hour of Power How much is it worth ?

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