The Sport of Business Transforming from Salespeople to Professional Sales Athletes

1. The Sport of BusinessTransforming from Salespeople to Professional Sales Athletes Gee Dunsten, CRS Ocean City, Maryland www.OceanCityMD RealEstateSpecialist.com

2. Welcome

3. Ideas

5. Winning is a Habit! Expand Your Boundaries

6. We are all “Business Athletes” Success Takes Commitment

7. We are all good

8. Who wants to be great?

9. Most of us are doing business in spite of ourselves

10. 3 Types of People • Watching the Game • Those playing the Game • Those that don’t even know a game is being played • Where do you want to be ………..

11. Take Charge of Your GAME

12. What’s Your Why / Dream?

14. Why are you in Real Estate ?

15. Good Sales People vs.Great Business People Good sales people make money. Great business people make PROFITS!

16. We cannot allow ourselves to be victims of circumstances

17. What Transforms a Regular Sales Person into a Professional Sales Athlete? PERSPECTIVE

19. 60 Years Ago Today

20. 1. PERSPECTIVE Break the day to day Monotony! Create a Strategic & Competitive END GAME Environment

23. What transforms a regular sales person into a Professional Sales Athlete? • Who am I ? • What do I need to do?

25. Success takes commitment

28. What are the Characteristics of aProfessional Sales Athlete?

29. Competitive Nature • Forward Thinker • Perfectionist • Adaptive • Team Player • Value Driven • Attitude • Compassion • Heart • Desire • Passion • Intelligence • Strategist • Task Master • Dedication • Mental Awareness IS THIS YOU?

30. Pre Season Strategy -What do we need to know? • Who is our opponent?

31. Scouting Report

32. Who are our Primary Opponents?

34. 1. Time • 40 Hours per Week • 160 Hours per Month • 2000 Hours per Year

35. Time PIPELINE – PROCESS – PRODUCTION Must be Strategic

36. How do you MANAGE YOUR TIME?

37. Time – Blocking

39. Time Must measure what doing and how much of a difference we are making We must be able to adapt to our changing environment

40. Evaluating Your Time • A = Face to Face / Phone negotiating a contract • B = Counseling Sellers or Showing Buyers • C = Making a Buyer or Listing Presentation (TO GET THE JOB) • D = Prospecting for Real Buyer or Seller (TO GET AN APPOINTMENT) • E = Preparing for Buyer or Seller (Research, Package, Education, or Skill Building) • F = All other office or work time • P = Personal Time

41. Time PIPELINE = Current Business (Transaction) = 20% PROCESS = Activities leading to get doc signed = 20% PRODUCTION = Activities to drive the business = 60%

42. Who are our Primary Opponents? 2. The Markets & Economy (Supply and Demand)

43. 2. The Markets We cannot control it but we can still beat it!

44. 2. The Markets • Refine your Game Plan

45. Must Know Your Numbers

47. Looking online for properties 42% Contacted a agent 17%

48. Online - web 89% Agent 80% Yard Sign 51% Open House 45%

50. Dive-by 75% Walk Through 63%