Mega Agent Camp

1. Mega Agent Camp August 27, 2009

2. “Whether you prevail or fail, endure or die, depends more on what you do to yourself than on what the world does to you.” --Jim Collins, How The Mighty Fall and Why Some Companies Never Give In

3. “You cannot control what happens to you, but you can control your attitude toward what happens to you, and in that, you will be mastering change rather than allowing it to master you.” --Brian Tracy

4. “To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment.” --Ralph Waldo Emerson

5. “There are two ways of meeting difficulties. You alter the difficulties or you alter yourself to meet them.” --Phyllis Bottome

6. “Energy is the essence of life. Every day you decide how you are going to use it by knowing what you want and what it takes to reach that goal, and by maintaining focus.” --Oprah Winfrey

7. “We have to stop procrastinating, pretending that we have forever to do what we want to do and to be what we long to be. If we think that we want to become better, we had better start moving in that direction now.” --Lama Surya Das

8. “In essence, if we want to direct our lives, we must take control of our consistent actions. It’s not what we do once in a while that shapes our lives, but what we do consistently.” --Tony Robbins

9. “There is one quality that one must possess to win, and that is definiteness of purpose, the knowledge of what one wants, and a burning desire to possess it.” --Napoleon Hill

10. “Decline, it turns out, is largely self-inflicted, and the path to recovery lies largely within our own hands. We are not imprisoned by our circumstances, our history, or even our staggering defeats along the way. As long as we never get entirely knocked out of the game, hope always remains. The mighty can fall, but they can often rise again.” --Jim Collins, How The Mighty Fall and Why Some Companies Never Give In

11. “And finally, I want to acknowledge that making changes in your life is never an easy task. The key, however, is not to get caught up in the distance you have to go to get where you want to be. Nor should you despair over the amount of control you have over your circumstances. Progress is made in the small, intentional steps, and chances are, you have more power than you think. By focusing on little steps you can take every day, the progress you make will motivate you to continue your journey, and eventually, you can go wherever you want to go. The important thing is simply to begin.” --Stephen Cherniske, MS

12. The Foundational Model of the Millionaire Real Estate Agent Receive Net Earn Think LISTINGS LEVERAGE LEADS

13. $40 Million Habits $20 Million Habits $10 Million Habits $5 Million Habits $2.5 Million Habits Think Big Goals and Big Models $80 Million a Year Model Big Habits PRODUCTION TIME

14. The 4 MREA Models Economic Model 1 4 2 Organizational Model Lead Generation Model 3 Budget Model

15. 1) The Economic Model • Know the Numbers You Must Hit • NAR 24:1 • Rivers 34:1 • Contacts Appointments • Agreements Contracts • Closings • 3. Activity = Productivity

16. 2) The Lead Generation Model • 3–4 Hours Time Blocked a Day • Prospect and Market • Set up a Database and Prospect and Market to It • Mets – 8 x 8 then 33 Touch • Haven’t Mets – 12 Direct

17. 3) The Budget Model 30 – 30 – 40 30% COS 30% Expenses 40% Net Lead with Revenue Play Red Light, Green Light

18. 4) The Organizational Model • When You’re Doing All You Can Do—Hire an Admin! • Let Your Organization Grow Based on Results • Three Key Hires • Executive Assistant Assistant Executive • Showing Assistant Lead Buyer Agent • Listing Assistant Listing Specialist • Hire Talent – Train – Consult

19. Succeeding in Tough Times Allan Domb President, Allan Domb Real Estate

20. The 6 Core Real Estate Agent Competencies Lead generate, capture, and convert to appointments Present to buyers and sellers and get agreements Show buyers and market sellers Write and negotiate contracts Coordinate the sale to closing Manage the money

21. The 4 Myths of Lead Generation • From a distance, lead generation can look really difficult, but don’t confuse effort with enjoyment. • You may think you’ll be too busy and won’t have the time to lead generate. However, focus on doing it every day, and you’ll discover it isn’t an issue of having time but an issue of making time and then protecting it.

22. The 4 Myths of Lead Generation (cont.) • You may believe you can’t lead generate because you don’t know what to do or say and are afraid of making mistakes. However, if you’ll consistently “get after it,” you’ll find that lead generation is nothing more than a set of tasks and skills that are well documented. With practice and homework, these actions are easily understood and learned. On top of being a “transaction knowledge and service business,” our industry is a “script and dialogue skills-based business.” You must commit to getting onto the path of mastering these. “Time on the task over time” is the simple secret to becoming very good.

23. The 4 Myths of Lead Generation (cont.) • You may have naively bought into the popularly quoted myth that “it takes money to make money.” However, once you really experience how buyers and sellers find and choose a real estate agent, you’ll grasp two foundational truths. First, that lead generation doesn’t have to cost money at all if you don’t want it to and, second, that if and when you do spend money, it doesn’t have to be as risky as you had imagined.

24. The Two M’s of Lead Generation

25. The Two M’s of Lead Generation

27. Taking Open Houses Beyond the Basics Level 1 Sign in Yard

28. Taking Open Houses Beyond the Basics Level 2 Sign in yard with balloons and riders Sign in yard

29. Taking Open Houses Beyond the Basics Level 3 Directional signs at key corners with balloons and riders Sign in yard with balloons and riders

30. Taking Open Houses Beyond the Basics Level 4 Sign in yard with directional signs at key corners with balloons and riders Fliers the week before, email invites, and posted on websites

31. Taking Open Houses Beyond the Basics Level 5 Sign in yard with directional signs at key corners with balloons and riders, fliers the week before, email invites, and posted on websites Go invite neighbors (100 minimum)

32. Taking Open Houses Beyond the Basics Level 6 Sign in yard with directional signs at key corners with balloons and riders, fliers the week before, email invites, and posted on websites, go invite neighbors (100 minimum) Get on the phone that morning and remind everyone!

33. Taking Open Houses Beyond the Basics Level 7 Sign in yard with directional signs at key corners with balloons and riders, fliers the week before, email invites, and posted on websites, go invite at least 100 neighbors , and get on the phone that morning and remind everyone! Hold 4 other open houses in the area in various price ranges.

34. Do You Get It? • It is the “Era of Extra Effort”! • Some agents just stick a sign in the yard and call it lead generation. • Others go six steps beyond this and call it lead generation. The big question is: What do YOU call lead generation?

35. Time Blocking • To ensure your lead generation is always your number one priority, you must acquire the discipline of “time blocking.” • Time blocking is setting aside daily blocks of time to execute your most important business priorities.

36. Time Blocking • Think of it as making appointments with yourself. • Once done, you must protect that time against any and all distractions.

37. Time Blocking for Success

38. When Someone Shows Intent, You Must Immediately Convert It Into an Appointment • The ultimate success of your lead generating is directly dependent on your “lead conversion to an appointment” ability. • One can’t work without the other. • Many agents spend significant amounts of time and money on their lead production proficiency but neglect their conversion competence. Get Appointments!

39. Get Appointments! • Lead conversion is a scripts- and dialogues-based skill. To master it, you must practice it. • Your secret weapon: Time on the task over time. • Truth: Talent is overrated! • Practice with accountability to improve beats talent over time!

40. Don’t Confuse How You Learn • Education Information • Training Skill • “Many know, but few can do.”

41. The Six Connection Questions • Who are they? • What do they want or need to do? • Where do they want or need to do it? • Why do they want or need to do it? • When do they want or need to do it? • How do they plan to do it?

42. Ten Classic Closes • The Hard Close: “Let’s meet!” • The Soft Close: “I’ve really enjoyed visiting with you. Would you like to get together to discuss this further?” • The Direct Close: “Can we meet today?” • The Indirect Close: “Would it be okay if I got you some information to look over and then we can meet to discuss?”

43. Ten Classic Closes (cont.) • The Trial Close: “Have we gone over enough today that meeting would be our next step?” • The Assumptive Close: “It sounds like we should meet. I am available most times this week, so what works best for you?” • The Negative-Positive Close: “Would you be offended if I asked if we could meet to go over this?”

44. Ten Classic Closes (cont.) • The Take-Back Close: “I’ve really enjoyed visiting with you. To be honest, I’m not sure if I can be of help or not, but I’d be honored if we could meet to find out.” • The Tie-Down Close: “Wouldn’t it make sense for us to meet in the next day or so?” • The Alternative-Choice Close: “What works better for you? Meeting today, some time this afternoon, or tomorrow morning?”

45. Cultivating Leads for Future Conversion

46. Panel: Lead Generation & Conversion • Gene Arant • Michaelann Byerly • John Dietz • Jeff Glover • Dave Norberg

47. Sellers Must Understand a Buyer’s View in a Shift: Good Buy or Good Bye!

48. Two Things Matter Most • Price • Condition

49. You Must Get Your Sellers to Price Ahead of the Market and Stage Their Home Competitively. Right Now!

50. Price Ahead of the Market • Three Truths About Sellers • Sellers must decide if they really need or want to sell. • Your job—Show them how to make it happen. • Once they’ve seen how the market works, they must decide what they want to do.