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♔ https://Dominate.RealEstate

Dominate Real Estate Methods B Y J A M E S T Y L E R

(Book and Workbook Version)

Use “DRE Methods” to follow along with each chapter in the book, read, believe and execute every concept, method, strategy, and tactic! These methods are a summary of the Dominate Real Estate book. PS: “Concepts,” “Methods” and “Models” are used interchangeably in this document.

♚ PREFACE

Method 0.1

The 7 I’s to the “Checkmate” Method Goal: Partner with top local brands to boost visibility, obtain referrals, and increase profits. Target Audience: Local brands!

1. Investigate the top local brands. 2. Introduce yourself. 3. Invite them to connect with you. 4. Interview them to send clients and referrals their way. 5. Interact with them weekly to earn their trust and gain referrals. 6. Influence their brand so they can influence yours. 7. Increase visibility and revenue.

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♜ INTRODUCTION

Method 0.2

The Shift Your Mindset Method Shift your mindset from a ‘Human Versus Machine’ to a ‘Human Plus Machine.’ Technology isn’t your enemy, it is your ally, embrace it.

Dominate Real Estate Methods | 1

https://dominate.realestate/


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♚ CHAPTER 1: BECOME A LEGACY LEADER

Method 1.0

The 5 C’s of the Growth Mindset Method 1. Clarity: Know what you want out of life and execute on those goals without seeking

approval from others. 2. Confidence: Be confident in your talents and hard work to accomplish success. 3. Commitment: Your tenacity and determination will overcome most risks and failures. 4. Challenge: Challenge yourself in embracing and overcoming your weaknesses by

always learning and improving. 5. Change: Strive to make a positive change in yourself, your life, and those around you.

Method 1.1

The 3 E’s for the Taking Initiative Method 1. Energy 2. Enthusiasm 3. Endurance

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♚ CHAPTER 2: ARTICULATE DESIRES INTO TANGIBLE GOALS

Method 2.0

The SMART2 Goal Setting Method 1. Specific: What exactly do you want to achieve? 2. Measurable: Does your goal have measurable indicators? 3. Attainable: Do you have the time, money, talent, and resources to achieve your goal? 4. Relevant: Why do you want to reach this goal? Is reaching your goal relevant to you? 5. Timely: Will you accomplish your goal within a realistic timeline?




6. Tensile: Your goal must be scalable and flexible to stretch. If you find yourself easily and quickly accomplishing your goal, can you expand your target so you can live up to your highest potential?

7. Tactical: Your goal must be diplomatic, nimble-footed and agile in a strategy where incremental achievements create impactful meaning. It must be strategically designed around your vision that allows small wins and micro-victories to achieve the ultimate goal. Can you celebrate the 25%, 50%, and 75% marks in your journey towards achieving your goal?

8. Thrilling: Your goal must be compelling with an added emotional factor. It must evoke interest, stimulate exhilarating energy, and provoke excitement. Are you excited every morning to rush out of bed and work on fulfilling your goal?

Method 2.1

The 3 Goal Terms Method 1. Short-Term Goals (one month to one year) 2. Mid-Term Goals (one year to five years) 3. Long-Term Goals (five to ten years plus)

Method 2.2

The 4 Priority Levels Method 1. High Priority = Do the “urgent” and “important” 2. Medium Priority = Plan the “not urgent” but “important” 3. Low Priority = Delegate the “urgent” but “not important” 4. Not a Priority = Eliminate the “not urgent” and “not important”

Method 2.3

The 3 Steps to Envisioning Your Goals Method The 3 steps that can help you draft a vision for setting your goals:

1. Create a vision board 2. Feel your vision 3. Foresee anticipated roadblocks




Method 2.4

The 5 P’s of Goal Types Method 1. Psychological (Mental attitude, mindset, emotion, prayer, or meditation) 2. Philosophical (Education, knowledge, self-improvement, or personal development) 3. Physical (Physical activity, sports, medical self-care, nutrition, or rest) 4. Personal (Lifestyle, family, friends, relationships, travel, or hobbies) 5. Professional (Business, career, finance or wealth)

Method 2.5

The 4 S’s to Financial Freedom Method 1. Survival Income Goal (e.g., must-have income to build your next 3 S’s and phases of

life) 2. Steady Income Goal (e.g., enjoy life) 3. Secure Income Goal (e.g., support family and friends) 4. Seclusion Income Goal (e.g., passive income to create wealth and financial freedom)

Method 2.6

The 3 T’s Ladder of Leverage Method 1. Leverage Time 2. Leverage Tribes (or people) 3. Leverage Technology (or tools)

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♚ CHAPTER 3: DISCOVER YOUR CORE VALUES

Method 3.0

The 5 C's to Unique Value Proposition (UVP) Method 1. Customer: Who is your target audience? 2. Challenge: See Method 3.1, “The 3 Levels of Customers Demands” Method. 3. Competition: Spy on your competitors to determine their unique advantages they have

over you, your brand, and your services.




4. Compound: See Method 4.0, “The 3 P’s to Elevate the Power of You” Method. 5. Close: Have you clearly explained all the benefits you can offer? Have you painted a

concise mental image of what your clients’ lives would look like after you’ve solved their needs?

Method 3.1

The 3 Levels of Customers Demands Method, AKA The MoSCoW Method 1. Need: is an urgent necessity with a must-have solution to a problem. 2. Want: is an essential demand with a should-have solution to a problem. 3. Desire: is a crave or a wish with a could-have or nice-to-have solution to a problem.

Method 3.2

The Perceived Value Method Escalate your perception of value by either increasing your benefits or decreasing your costs. To charge the highest commission, your benefits to your customers must exceed the costs. This means the customer's perceived value must surpass your commission.

● Value = Benefits - Costs

Method 3.3

The 5 Value Elements Method 1. Demand: See “The 3 Levels of Customers Demands Method, AKA The MoSCoW

Method” 2. Utility: The ability of a good or service to satisfy human demands (needs, wants, or

desires). 3. Scarcity: The perceived supply of a good or service relative to the demand for the item. 4. Flexibility: The ability of a good or service to satisfy human demand (needs, wants, or

desires) even when the supplier isn't present. 5. Credibility: Credibility defines the attitude of a receiver which references the degree to

which a source is seen to be believable and trustworthy.

● Benefits = Demand + Utility + Scarcity + Flexibility + Credibility ● Value = (Demand + Utility + Scarcity + Flexibility + Credibility) - Costs ● Value = Benefits - Costs




Method 3.4

The 3 C's of Credibility Method 1. Competence: Expertise 2. Character: Trustworthiness 3. Care: Empathy

Method 3.5

The 3 P's of a Hustler (Go-Getter) Method 4. Push: Hustle for your customers. 5. Progress: Get things done. 6. Produce: Satisfy their needs, wants, and desires.

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♚ CHAPTER 4: ELEVATE THE POWER OF YOU

Method 4.0

The 3 P’s to Elevate the Power of You Method 1. Purpose: See “Your Purpose in Life” section in chapter one. Determine who you are. Are

you a follower or a leader? Find your “Why,” believe, and take action. 2. Passion: See “Goal Types” section in chapter two. Envision your happiness. Focus on

your “What.” 3. Proficiency: Your skills, values, and expertise. See chapter three.

Method 4.1

The 4 Steps to Crafting Your Brand Messages Method 1. Brainstorm: Write a minimum of three examples. 2. Summarize: Condense three examples into one final example. 3. Evaluate: Evaluate the final version to compare against a given method. 4. Finalize: Conclude your brand message (Tagline, Pitch, UVP, Storyline, Bio, or

Summary).




Method 4.2

The 6 Approaches to Storyline Telling Method 1. Loss and Redemption: I had it all. Some loss occurred. I failed and suffered. I learned

and recovered. Here I am, I am grateful. 2. Before and After: Your growth mindset and leadership traits transformed a negative or

bad situation into a positive or good situation. 3. Us vs. Them: Tell anecdotes that polarize tribes and customers 4. Valuable Discovery: A great benefit you have recently discovered, and can’t wait to

share it in the form of an exciting story. 5. Third-Person Testimonials: Drop the names of people who gave you great reviews. 6. Secret Telling: Tell a little secret to connect with potential clients.

Method 4.3

The 5 C's to Storyline Characteristics Method 1. Character: A persona in a story that a client or a person can relate to. 2. Circumstance: An inspiring, educational, or failed past experience a client can learn

from. 3. Conflict: Polarise your opinions and tell stories that are relevant to your current

customers’ emotional conflicts so they make better decisions. Be honest and have your clients’ best interest even if you have to disagree with their viewpoints.

4. Curiosity: Keep clients on their toes telling stories with Story Loops. 5. Conversations: Get your audience emotionally invested by following the principles of

VAKO: Visual, Auditory, Kinesthetic, and Olfactory. Use descriptive six senses in your story to captivate all types of audience.

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♚ CHAPTER 5: SPEAK YOUR MESSAGE WITH INFLUENTIAL CONTENT

Method 5.0

The 3 C's to Produce Influential Content Method 1. Compose Clear Brand Messages




2. Craft Persuasive Headlines 3. Create Compelling Call To Actions (CTAs)

Method 5.1

The 4 C's to Compose Clear Brand Messages Method 1. Communicate Value First 2. Clarity is Key 3. Credibility is a Must 4. Context is Powerful

Method 5.2

The 3 C's to Craft Persuasive Headlines Method 1. Customer: Get to know your target audience and what makes them tick. 2. Challenges: Seek to understand their needs, wants, and desires. 3. Community: Look into what they share online, who they follow on social media, and in

which groups they participate.

Method 5.3

The 3 Elements of Persuasion Method 1. Persuade with Benefits 2. Persuade with Scarcity 3. Persuade with Exclusivity

Method 5.4

The 5 D’s to Build Brand Content Method 1. Determine your target audience and the purpose of the information. 2. Discover the type of messages that you need to produce. 3. Define the required resources to develop your data. 4. Decide on the level of flexibility and scalability of the information you will create. 5. Distinguish between the kinds of solutions you will offer your target audience.




Method 5.5

The 4 Types of Brand Content Method 1. Create Content to Build Awareness and Drive Traffic. 2. Create Content to Capture and Nurture Leads. 3. Create Content to Convert Leads to Customers. 4. Create Content to Convert Customers to Advocates.

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♚ CHAPTER 6: SHARPEN YOUR AXE

Method 6.0

Sharpen Your Axe Method Sharpen the growth of your business in four different ways:

1. Sharpen Online Presence: Via your website, blog, landing pages, and mobile applications.

2. Sharpen Online Tracking: Via web and social i.e. Google, YouTube, Facebook, Instagram, and LinkedIn.

3. Sharpen Online Management: Via Business Management Platforms i.e. CRMs and MAPs.

4. Sharpen Online Collaboration: Via the Cloud, Notes, Dashboards, and other online tools.

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♚ CHAPTER 7: BUILD MASSIVE MOMENTUM

Method 7.0

The Momentum Method Momentum = Mass x Velocity (p = mv) Grow the momentum of your real estate business by increasing the number of people in your database at the highest speed possible.




Method 7.1

The 3 Momentum Drivers Method 1. Business Development: Plant more seeds and create demand through Direct Outreach. 2. Marketing: Generate more leads and nurture existing with valuable content. 3. Sales: Convert the highest number of people into customers at the highest rate possible.

Method 7.2

The Organize Your Songs Method To listen to better music, one must organize songs into different playlists. Similarly, to live a better life, one must segment contacts into different groups. Enhance the quality of your life by improving and strengthening your relationships with others. Grow the momentum of your real estate business by organizing your networks so you can increase the number of people in your database at the highest speed possible.

Method 7.3

The 3 Networks to Scale Your Business Method 1. In-Network: People, You’ve Met 2. Network: People, You’re Familiar With 3. Out-Of-Network: People, You Haven't Met

Method 7.4

The 3 Types of Farming Method ● Geographic Farming: Direct mail advertising ● Social Media Farming: Facebook and Instagram advertising ● Online Farming: Inventing the future with personalized omnipresence advertising




Method 7.5

The Online Farming Method Online Farming: Your ability to target relevant prospects online (everywhere, including social media) with personalized messages at very low budgets.

Method 7.6

The 6 Steps to Building Massive Databases Method There are six steps to building a massive Out-Of-Network database with a highly targeted market.

1. Pick Your Territory: Determine and decide which areas you want to dominate. 2. Data Collection: Collect contacts from a predefined target audience. 3. Data Enrichment: Find contact emails, phone numbers, and social media info. 4. Data Validation: Make sure the email addresses and phone numbers of all contacts are

valid. 5. Data Normalization: Divide contacts with several email addresses and phone numbers

into multiple rows. 6. Data Sanitization: Execute the “Contacts Hygiene” strategy. Remove invalid data,

government data, irrelevant data and data on the Do Not Call (DNC) list.

Method 7.7

The 7 Steps to Selecting The Best Real Estate Territory Method 1. Population and Job Growth 2. Generational and Economic Diversity 3. Family, Living, and Business Friendliness 4. The Market Cycle 5. Familiarity 6. Turnover Rate 7. Competition Market Share




Method 7.8

The Calculate to Dominate Method Dominate your marketplace by calculating the momentum of your business.

1. Initial household data collection = 10,000 contacts 2. Validity ratio of an average of 60% = 6,000 valid contacts 3. A conversion ratio of an average of 2% = 120 sales per year 4. Number of monthly sales = 10 sales per month 5. The Magnitude of your Momentum: The number of monthly sales (10) * the average

sales price * your commission = Your potential revenue Now, calculate your desired number of sales and how much income you wish to make every month, then reverse calculations. Strategically planning for success is a numbers game. Begin with the end in mind to determine your starting point—the number of valid contacts in your database—your Momentum.

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♚ CHAPTER 8: PLANT MORE SEEDS

Method 8.0

The AIDA Method The AIDA model consists of four stages created by Elias St. Elmo Lewis.

1. Awareness: Create Awareness of the existence of a product or service 2. Interest: Generate Interest in paying attention to the product's benefits 3. Desire: Initiate a Desire for the product 4. Action: Provoke Action to buy

Method 8.1

The Plant More Seeds Method 1. Plant More Seeds 2. Nurture Seeds to Grow 3. When Seeds Flower, Everyone Recognizes Their Beauty




Introduce yourself, connect with people, and plant more seeds for your business now via all available communication channels such as email, SMS text messaging, social media messaging, voicemail drops, phone dialer, and US mail.

Method 8.2

The Top Of Mind Method Introduce yourself using email, SMS text messaging, social media messaging, voicemail drops, phone dialer, and US mail in 10 touches to stay top of mind with your prospects to win more clients. Create a strategy that outlines the following 10 touches with step-by-step instructions to close more sales:

1. 1st Touch: Introduce Yourself = Create Awareness 2. 2nd Touch: Introduction to UVP = Provide Value / Attract Attention 3. 3rd Touch: Introduction to UVI = Provide Value / Maintain Interest 4. 4th Touch: Educate = Provide Value / Create Desire 5. 5th Touch: Valuable Gift = Be Unique and Valuable / Maintain Interest 6. 6th Touch: Follow Up = Build Rapport / Create Desire 7. 7th Touch: Valuable Gift = Be Unique and Valuable / Maintain Interest 8. 8th Touch: Follow Up = Build Rapport / Create Desire 9. 9th Touch: Mail a Postcard = Build Rapport / Create Desire 10. 10th Touch: Schedule a Face to Face Meeting = Close / Get Action 11. Rinse and Repeat Touches 7 through 10.

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♚ CHAPTER 9: GENERATE HIGH-QUALITY LEADS

Method 9.0

The Blue Car Syndrome Method As soon as you buy a car, you start seeing more of your new car; the same make, model, and color everywhere. The number of that type of car hasn't increased or suddenly changed, but your awareness of it has. This type of cognitive bias is a systematic pattern of the frequency and recency illusion. It’s nothing more than just noticing an entity that was always there, but you simply had not noticed before. This is due to your indirect experience with that specific car. It’s unnoticed in your




subconscious mind until you have purchased it and had direct experience with it. Now it has entered your foreground conscious mind, you are aware of it, and you notice it more frequently. How do you apply the exact conceptual phenomena into your real estate business? How do you as a real estate expert become the “Blue Car Syndrome,” get people to see you everywhere and all of the time? By being omnipresent.

Method 9.1

The Omnipresence Method Consistently be everywhere! Become “top of mind” by being in front of your audience at the right time, with the right frequency, and on the right platforms. I call this Open Omnipresence Online (OOO). With Omnipresence, you create a “Small Pond, Big Fish” effect. There are three factors to being Omnipresent everywhere.

1. Timing: Constantly get yourself and your services in front of your target audience so you become the only choice for them when it’s time to convert.

2. Frequency: The more people will see you and your brand, the more likely they’ll connect with you. Consistently offer tremendous value, and subsequently, build meaningful relationships.

3. Location: Online channels such as Facebook, Instagram, LinkedIn, Google, YouTube, Ad Networks, Email, Text, and Push Notifications. Offline channels such as meeting in person, attending network meetings and events, sending direct mail, and placing ads in a local newspaper.

Method 9.2

The 7-Step to Prepare for Online Lead Generation Method Be a legacy leader that possesses a growth mindset. Ensure that you have completed the seven required steps to acquire high-quality online leads.

1. Create a strategy that aligns with the short-term goal you set up in CHAPTER 2: ARTICULATE DESIRES INTO TANGIBLE GOALS.

2. Build a personal blog and/or business website that shows your real estate services, guarantees, testimonials, reviews, and all values described in CHAPTER 3: DISCOVER YOUR CORE VALUES.

3. Add your UVP, biography, executive summary and your story to your websites as mentioned in CHAPTER 4: ELEVATE THE POWER OF “YOU.”

4. Create branded content mentioned in Exercises one and two from CHAPTER 5: SPEAK YOUR MESSAGE WITH INFLUENTIAL CONTENT.




5. Set up your personal blog, your business website, an IDX solution, and the lead capture landing pages mentioned in CHAPTER 6: SHARPEN YOUR AXE.

6. Collect and organize all data for the six thousand contacts of Sellers, Buyers, Foreclosures, FSBOs and Expired Listings mentioned in CHAPTER 7: BUILD MASSIVE MOMENTUM.

7. Plant plenty of seeds by introducing yourself to those six thousand contacts as mentioned in CHAPTER 8: PLANT YOUR SEEDS.

Method 9.3

The 8 Ways To Generate Leads Method You can generate leads from offline and online channels. Besides the technical Search Engine Optimization (SEO), you can generate high-quality leads using these eight methods:

1. OFFLINE: Generate Leads Through Local Branding 2. OFFLINE: Generate Leads Through EDDM Farming 3. OFFLINE: Generate Leads Through Publicity 4. OFFLINE: Generate Leads Through Phone Prospecting 5. ONLINE: Generate Leads Through Content Marketing and Blogging 6. ONLINE: Generate Leads Through Push Notifications 7. ONLINE: Generate Leads Through Online Chat Applications 8. ONLINE: Generate Leads Through Social Media

Method 9.4

The 3 Traffic Types Method There are only three traffic types you can leverage to generate high-quality leads:

1. OWNED: Traffic you own; Also referred to as Owned Media 2. PAID: Traffic you control; Also referred to as Paid Media 3. EARNED: Traffic you don't control; Also referred to as Earned Media

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♚ CHAPTER 10: NURTURE MEANINGFUL RELATIONSHIPS

Method 10.0

The ANR to Cultivating Relationships Method There are three steps to cultivate relationships from acquisition to conversion:




1. Activation: Activating leads to move them through the marketing and sales funnels turning cold leads to warm and hot opportunities.

2. Nurturing: cultivating relationships turning opportunities to deals and customers. 3. Remarketing: Retargeting out-of-network and existing database to acquire more leads

and increase customers’ life-cycle.

Method 10.1

The 4 Characteristics to Lead Activation Method There are four characteristics to lead activation:

1. “Aha!” Moments: When prospects experience the first taste of value your services offer; The moment they realize the real benefits of interacting with your brand.

2. Value Trigger: Is a unique offer that triggers emotional acknowledgment and realization of a value you possess or a benefit your product offers potential customers they did not expect. Value triggers elicit “aha!” moments.

3. Magic Moment: The magic moment is the biggest value trigger. It is what your customers will experience when you accomplish their ultimate goal.

4. Activation Metric: Also known as the North Star Metric (NSM). It is the topmost metric that best captures the core benefit your product offers your clients. For example, the number of listings, or potential sellers and buyers you have in your pipeline.

Method 10.2

The Flywheel Method You move forward when you push the flywheel persistently. Momentum is then created because of your accumulation of effort applied in a consistent direction towards growth. There is no such thing as one very large push to breakthrough. For more information about The Flywheel Method, visit: https://dominate.realestate/goto/jimcollinsflywheelconcept/

Method 10.3

The Lead Nurturing Method Marketing automation is the crux of lead nurturing. To master client cultivation, you must know the elements of automation:

● Valuable Branded Content ● Database Profiling and Segmentation ● The Marketing and Sales Funnel ● Testing With Automation



https://dominate.realestate/goto/jimcollinsflywheelconcept/


● Lead Grading and Scoring ● Triggers, Tags, and Tracking ● Workflows, Rules, Sequences, and Forms.

Method 10.4

The Remarketing Ads Method Retarget your audience on Google, YouTube, Facebook, Instagram, and LinkedIn. Use Software like Retargeter or PerfectAudience. An optimized retargeting ad must have the following elements:

● An engaging headline: This should be relevant to the visitors’ experience on your website and it should be written in a way that piques their attention.

● Relevant, visually appealing media: You can include animation or a static image on your display ad, however, the chosen media should be relevant to the offer showcased in the ad copy.

● A click-worthy CTA button: This should be designed in a contrasting color and have actionable, personalized copy on it. (e.g. “Show Me the Ebook”)

● Actionable copy: Display ads are not meant for lots of copy and you have limited characters to explain the offer. Ad copy that gets to the point quickly and offers visitors an incentive to click will likely produce more clicks.

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♚ CHAPTER 11: CREATE PROMISING OPPORTUNITIES

Method 11.0

The 3 Steps to Lead Conversion Method There are three steps to convert leads to customers:

1. Set up more interviews 2. Execute more contracts 3. Close more transactions




Method 11.1

The 4 Steps to Prospecting Method Prospect to close customers, not to generate leads. The four steps to prospect and convert leads to clients.

1. Get Prospects on The Phone 2. Practice Your Sales Scripts 3. Handle Objections 4. Follow-Up

Method 11.2

The “Yes” Ladder Method Thanks to Robert Cialdini, author of “Influence: The Psychology of Persuasion”. The “Yes” ladder is a persuasion method aimed at getting your prospect to say yes to a specific question or situation (setting up a meeting or making a sale). The process starts by getting them to say yes to a series of questions that start out trivial (where they are practically guaranteed to say yes) and become less so as you ask each question.

Method 11.3

The 3 Layers Deep Method When phone prospecting, keep clients engaged by digging a minimum of three layers deep asking three questions on each qualifying topic. For instance, understand the level of motivation:

1. What will selling your house do for you? 2. What’s important about that to you? 3. Can you tell me more about that?

Dig even deeper using the client’s emotional connection to the current home. For example: 1. What do you like best about your current home? 2. What do you like least about your current home? 3. Will you want to stay in this neighborhood? 4. What would your ideal new home look like?

How about digging into the readiness of selling? 1. When do you see yourself being ready to make the move? 2. Is moving within a certain time frame critical to you and your family? 3. Are there any circumstances that would enable you to make this move happen sooner? 4. Are there any circumstances that would prohibit you from making this move happen?




Method 11.4

Value First, Commission Last Method Negotiate commissions later in the prospecting conversations. Once prospects acknowledge all values you offer, and you have built rapport, only then, ask prospects of what those values are worth to them. If you are satisfied with their answer, then set up an in-person appointment to discuss your commission. If you aren’t satisfied with their answer or prospects cut your commission, they have underestimated your values. Prospects perceived benefits must surpass your revenue. Thus, your customer’s values come first, then the income you deserve.

Method 11.5

The 3 I’s to Communication Method Keep these three concepts top of mind when communicating with prospects and clients:

1. Emotional Intelligence (EQ): The ability of individuals to recognize their own emotions and those of others, discern between different feelings and label them appropriately.

2. Intellectual Intelligence (IQ): The ability of individuals to reason, plan, think abstractly, comprehend complex ideas, learn from experience, and solve problems logically.

3. Pattern Interrupt (PI): The ability to stop a pattern and interrupt it by unexpected behavior.

Method 11.6

The ABC Grading Method Besides the 0-100 scoring system explained in Chapter 10 that measure behavior, there’s a simpler grading system to measure motivation. You can use to group your database into three categories prioritizing your leads based on target closing date. Selling or buying in the next 3 months, a year, or over a year or however long timeframes you want to set.

● “A” = Closing in less than 60 days ● “B” = Closing sometime between 60 days and 365 days ● “C” = Closing after 365 days




Method 11.7

The Real Estate Scripts Method Here are the five sales scripts that every real estate professional must master:

1. Buyers Scripts 2. Sellers Scripts 3. For Sale By Owner Scripts 4. Expired Listings Scripts 5. Handling Objections Scripts

Method 11.8

The 3 F’s Method To dominate your marketplace, following up isn’t enough! You must also follow through and follow back.

1. Follow Up: The money is in the follow-up and the momentum. Keep the momentum going. Never let the relationship cool down.

2. Follow Through: Customer Service is paramount. Treat every client as it’s a new client. Do what you say you will do.

3. Follow Back: Follow back with past clients and lost opportunities. Be present and be there even to those who are not in the market to buy.

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♚ CHAPTER 12: SEAL THE DEAL

Method 12.0

Seal The Deal Method Close more clients by mastering these seven aspects:

1. Working with sellers 2. Working with buyers 3. Your business development and sales techniques 4. Your marketing and advertising strategies 5. Your listing presentation 6. Your negotiations skills 7. Your scripts




Method 12.1

The 5 A's to the Agreement Stage Method “The Five A’s Concept,” Ask, Acknowledge, Analyze, Address, and Agree (AAAAA) is structured to help you come into fair agreements with sellers on all concerns including price and commission. This leads you into the Acceptance Stage where you win more listings.

1. Ask the sellers about each negative thought that is going through their mind. 2. Acknowledge those problems regardless of what they are and whether you agree. 3. Analyze their needs, wants and desires. 4. Address every concern with data, logic, and emotions to build trust. 5. Agree with sellers on fair terms to earn the listing.

Method 12.2

The Trial Closes And Tie-Downs Method Gain control, increase confidence and close more sales. Use trial closes and tie-downs to gain agreements during your listing presentations, prospecting, in all forms of communications. Trial closes and tie-downs help you determine where clients are mentally and emotionally in the process. Here are a few sample questions:

● Do you have questions so far? ● What haven’t I covered yet that is important to you? ● I can’t think of a better way, can you? ● Do you agree with this? ● Does this sound good to you?

Method 12.3

The Acceptance Stage Method You successfully persuade clients to accept you as their agent when you set up both "The 5 A's to the Agreement Stage" and "The Trial Closes And Tie Downs” Methods. When you arrive at the moment of truth, ask for the order. Don’t elaborate, just ask. Here are a few examples:

● I think I have all the information I need; I just need your signature in the box? ● Do you strongly believe that I can sell your house? ● Can we sign now?




Method 12.4

The “Hook, Story, Offer” Method Use the “Hook, Story, Offer” model to attract potential buyers when promoting your listings online such as the web and social media.

● Hook: Catch your audience’s attention using Pattern Interrupt. ● Story: Tell a short storyline that builds belief, emotion, and trust. Also, gets people

interested in wanting to find out more about your listing. ● Offer: Offer something absolutely irresistible that they have no choice but to act or

purchase. This could be the value that captures leads. The offer can be an eBook download or a CMA report.

Method 12.5

The 5 E’s to Perfect Listing Presentations Method Explain your marketing plan to sell the property at the best price and in the fastest time possible. Use the 5 E’s model as a roadmap to prepare the best listing presentations.

1. Enrich: Enrich Your Listing Presentation With Statistical Data 2. Employ: Employ High-Quality Marketing Materials 3. Expand: Expand to Social Media and the Internet 4. Engage: Engage the Real Estate Community 5. Elevate: Elevate Values and Exposure

Method 12.6

The “MAPCAVES” Method Use the MAPCAVES acronym in your listing presentation to help you walk through the closing steps:

● Mindset: Whose mindset should an agent have at the listing presentation? The seller! ● Agreement: Whose problems and needs should an agent agree with? The seller! ● Price: Who determines the price of the property? The seller. ● Condition: Who controls the status and the condition of the property? The seller! ● Access: Who allows selling agent the ability to get easy access to the property? The

seller! ● Value: Who determines the value? The market! ● Exposure: Who controls the exposure and the marketing of the property? The listing

agent! ● Staging: Who decides whether the house should be professionally staged? The seller!




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♚ EPILOGUE - WHAT HAPPENS NEXT?

Method 13.0

The 3 Ways to Grow Your Business Method There are only three ways to grow the revenue of any business, either by increasing the number of customers, profit per transaction, or frequency customers buy:

1. Grow Your Database: Escalate the momentum of your business by adding more people to your database.

2. Increase Your Referral Sources: Partner with more local businesses. 3. Expand Your Team: Recruit and hire top agents.

The most important factor in growing your business is increasing the number of customers!

Method 13.1

The 3 Factors to Innovate, Grow, and Dominate Method There are three elements that will grow your business to the domination level:

1. Value First: Create products that put customers and the community first. 2. Move Early: Predict the next hot trend and disrupt the market early on. 3. Lock up Resources: Build exclusive relationships to restrict competitors from accessing

valuable resources.

Method 13.2

The 5 Steps to Domination Method There are five major steps to build an effective real estate domination system:

1. Follow all the steps in the Dominate Real Estate book to figure out which strategies work best for you and your business.

2. Craft one solution to the biggest, the most urgent, and the most important problem your customers need to solve now.

3. Master every area of your growth and domination system. 4. Gradually remove yourself from the system so you can scale and grow. 5. Completely remove yourself from the system so you can dominate your marketplace.




Method 13.3

The 10 P’s to Domination Method To dominate, “Go big, go all in, and take action now!” Follow these 10 profound objectives in your overall business development, marketing, and sales strategies to achieve astounding business results:

1. Plan: Plan Your Purpose and Priorities 2. Push: Push Your Potential with Passion 3. Position: Perception of Preeminence 4. Privacy: Personal and Private 5. Process: Points of Process 6. Progress: Perceive Your Progress 7. Practice: Practice Your Playbook 8. Prospect: Propel Your Pipeline 9. Present: Portray the Picture 10. Persuade: Push the Limits

Method 13.4

The BCC-MMV Method Know where you stand. Once you have looked into at least the top 100 dominating agents, consider answering the (BCC-MMV) questions:

1. Bench-Marketing: How does your brokerage compare to others in your region and nationally?

2. Coaching: Are you leveraging mentoring and coaching services to recruit? Do you train talent? Do you improve operations and Structured Operating Procedures (SOPs)?

3. Commission Concepts: Have you ever wondered what your company dollar would look like with different commission plans in place?

4. Market Share Analysis: How can you take advantage of market data to provide you with a strategic advantage?

5. Mergers and Acquisitions: Have you considered selling your business or acquiring another firm to expand, grow, and dominate?

6. Valuations: What is your brokerage worth in today's market?




Method 13.5

The #GetInvolved and #StayInvolved Method #GetInvolved: In this book, I have mentioned that to succeed you need to become a thoughtful legacy leader that provides value in every aspect of the business, daily, offline and online! #StayInvolved: I have taught you how to build a sustainable profitable system with every moving part of the three crucial departments (business development, marketing, and sales). Keep implementing and improving those strategies daily. Growing your business isn’t enough; you must dominate! Make sure you have executed all strategies and tactics outlined in this book. Rinse and Repeat!

Method 13.6

The Hidden Pearls Method Customers are the main drivers of any business. Think of potential clients as pearls concealed on the deep ocean floor. Floating on the surface and pursuing real estate as a part-time gig will not get you precious gems. You must commit and give it your 100%. You have to provide it with everything in your power to drive that momentum. You have to think big and dig deep into the deep sea. Explore to unveil every hidden shell and pearl that will make your business shine under the sunlight of success and domination.

Method 13.7

The Dominate Real Estate Method You Dominate when you master the 3 departments: Business Development, Marketing and Sales.

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♛ E N D O F D O M I N A T E R E A L E S T A T E M E T H O D S




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