where does your business come from? family friends … · where does your business come from? ......

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© Solid Source Realty 2010. All rights reserved.

Where does your Business come from?

Where does your Business come from?

• Family

• Friends

• Sphere of Influence

• Referrals

• Advertising

• Listings

• Internet

• FSBO

• Expired

• Neighborhood

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Communication

George Bernard Shaw (1856-1950) Irish playwright, who received the Nobel Prize for

Literature in 1925

“The single biggest

problem in communication

is the illusion that it has

taken place.”

Minutes Matter

3 Seconds to make a

first impression

What am I wearing?

Eye contact

Firm handshake

Confident introduction with

my first and last name

Minutes Matter

3 Minutes = Average time to make

the perfect sales pitch on why your

client should choose you

“Elevator Speech” – have it ready

Example: The average selling price in this

neighborhood was $85k, 20 years

ago, and now it is over $300k! While

home prices may be down from 5

years ago, values are still way up for

those who have been here a while.

With interest rates being at record

lows, this is the perfect time to buy

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Minutes Matter

8 Minutes = Average time to quiet

our mind after a sales rejection

Learn from it and then let it go.

Frame Rejection

Set an “appointment” to have a pity

party every week,

Watch what happens…..

Minutes Matter

20 Minutes = Average attention

span for an adult

How do I want to spend this

valuable time?

Get to the point and ask for

the business!

Sacrifices

If we want something bad enough,

there will be sacrifices.

What will you give up?

TV?

Eating out?

Kids’ cell phones?

Extensive cable?

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New Client on Any Budget


There are only 5 things in real estate that

generate income.

Prospecting

Listing Presentations

Showing Property

Writing Offers

Negotiating Contracts


80% of your time must be spent on these 5 activities.

Things not on the list – 20% Everything Else!

We all have the same amount of hours in the day – Success is measured by how we use them. bc

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Prospecting

If we prospect we can pick up a new prospect any time we wish throughout our normal day.

Most people have a flawed mindset when they are confronted with talking about business to someone in public or on the phone.

Most people are wondering:

What does this person think about me?

What if I look like an idiot?

What if they ask me a question I can’t answer?

What if I’m talking to them and my pants fall down?

Prospecting

If we are thinking this way we are doomed to failure.

Keys to thinking correctly

Confidence in myself

Confidence in my field

Excitement of what could happen

Expectations –vs- Expectancy

Does it matter what they are thinking?

What is the end goal?

My goal is not to sell, it is to help.

Nobody says ‘NO’ – They only say ‘Not Now’.

Confidence

Confidence only comes with Knowledge

We must always make a conscious decision to attain New Knowledge.

Write down your excuses or reasons you have that keep you from attaining New Knowledge

Becoming good only comes from:

Practice – Practice – Practice

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Prospecting

There are 4 different stages on the way to getting a client.

1. Lead In

2. Contact

3. Prospect

4. Follow Up Client

How many Contacts do I need to make to get a prospect?

How many Prospects do I need to make to get a Client?

Prospecting Formula

12 Closings in 12 Months

12 Closings/ 65% - Close 65% of Clients

19 Clients/ 65% - Sign 65% of Appts to Client

29 Appts x 3 - Get 3 Yes Prospects to go on 1 Appt

87 Yes Prospects x 10 – Take 10 Shots to get 1

Yes Prospect

870 Shots / 365 - Divide by days in the year

2.5 Per Day x 7 - Multiply by days in a week

18 Shots Per Week

Prospecting Formula

18 Shots per week

2.5 Appts per month

1.5 New Clients per month

1 Closings per month

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The only thing that stands

between you and what

you want in life is

The Will to Try it and

The Faith to

Believe It is Possible.

Richard M. DeVos

Perspective

Paradigm

• A Paradigm is the model, structure, or

framework upon which all of your

thinking occurs.

• Our paradigm helps to determine how

we think about everything.

• Time for a Change in Your Paradigm

-What you currently see as your life is only

your current interpretation of the situation

based on the knowledge currently in your

head.

Once you know Everything

You can’t learn Anything.

Paradigm

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Perspective

Perspective

Perspective

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The Run In

How many Business Cards do you give out a day?

How many people know you are a real estate agent and that you want their business and their referrals?

“The Run In” is the process of making a Contact with most of the people I meet with the intention of turning that person into a prospect.

What is my Lead In?

How is your day going?

Weather conversation

Kids

Something in Common

ANYTHING or NOTHING

The Run In

Offer

“Here is one of my cards. I’d love for you to give me a call anytime you know of anyone buying or selling a home that I can help.”

“Also, would you be offended if I sent you my monthly newsletter that keeps you up to date with what’s going on in the real estate market.”

The Run In

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“All I need is your Name and Email address and we will never send you any spam. Just useful information about your home and the market.”

“Remember, I’d love to help you with anything you or anyone you know needs in real estate.”

The Run In

Role Play It

The Run In

The Drop Off

“The Drop Off” is a technique used to introduce yourself to someone and deliver your contact information…

Without looking like a Salesperson!

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Step 1 – Create your Real Estate Resume

Compelling Headline

Answer a question

Solve a problem

Bulleted List of how the service you provide:

Adds Value to their life

Benefits them

Testimonial of past buyer

Contact Info

Picture

3 types of Drop Offs

Neighborhood

Expired

FSBO

Start close to home

Pick 1 to 3 neighborhoods close to you that you would like to own.

Print all Expired listings within 5 miles of your home.

Find any FSBO’s within 5 miles of your home.

The Drop Off

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Drop Off Goals

To leave your contact information.

To make a positive impression.

To be remembered as friendly, knowledgeable, competent, confident and hard working.

To have them remembering you when they know of anyone buying or selling a home.

The Drop Off

Choose 1-2 nights a week from 6-8pm.

Choose 2-3 hours on a Saturday afternoon.

Dress business casual.

Visit each home with the intent of delivering your resume.

The Drop Off

“Hi my name is Brian Cowling with Solid Source Realty and I live and work in this neighborhood and I wanted you to have my information in case you ever decide to make a move or if you know of anyone looking to buy or sell a home who needs a hard working real estate agent.”

The Drop Off

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Let them lead the direction of the

conversation.

If they want to chit chat – You chit chat.

If they seem in a hurry to get away – Thank them for their time and move on to the next home.

If the opening is there go ahead with a follow up question…

“Would you be offended if I sent you my monthly newsletter that would keep you up to date with what’s going on in the marketplace?”

The Drop Off

“All I need is your Name and Email address and we will never send you any spam. Just useful information about your home and the market.”

Reminder - “Remember, I’d love to help you with anything you or anyone you know needs in real estate.”

The Drop Off

FSBO or Expired

“Hi my name is Brian Cowling with Solid Source Realty and I live and work in this area and I wanted you to have my resume in case you ever decide to interview agents for the job of selling your home.”

Only go inside if invited.

If asked for a CMA – Set appt for later time.

The Drop Off

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TMS Resources

Notifications to all Solid Source Agents

The Listing Widget

You can send your flyer to all agents:

In the Listing Widget database within a

radius of the home for sale

To all Solid Source agents

Or both

Choose from over 60 stock flyers or

upload your custom message to go out

with a 15% discount.

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Consumer Flyers

Referral Source

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Say it with a flyer!!

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Say it with a flyer!! Academy Mortgage

CREDENCE ROCKS!

Client follow-up

Title ordered TODAY!

Buyer is sent utility hook-up

info

Parties updated on title

receipt

“Team” look and feel with

no extra charge!

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Maximize the impact

of your strategic alliance partnerships!

It can ONLY make you look good to have the largest firm in the nation representing your client’s best interest

This is not a casual relationship, but a true partnership – profit from it!

Marketing with VoicePad

Offer 24/7 Voice, Text and Email Info to Buyers!

Hotline provides FREE LEADS on your listings!!

24 Hour Lead

Generation Hotline

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24/7 HOTLINE FLYER

Hotline Scripts – FREE!

Free scripts for buyers and sellers on TMS under

“Agent Success Program”

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Agent Dashboard

Register Buyers ─ Manage Leads

Access Reports ─ Edit Voice

Quick Stats

Quick Stats is a

new one click

graphical

reporting package

CREATE CLIENTS FOR LIFE

WITH LISTINGBOOK

http://www.voicepad.com/

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Listingbook is a

System for Success

• Works in tandem with FMLS

• All the listings, including off market

• Agents are in control

• Agents give personalized accounts

to their customers

Buyer

Morning

Report

WORKING WITH BUYERS Property Detail Page

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Seller

Morning

Report

WORKING WITH SELLERS

CyberCMATM

for Sellers

Agent

Morning

Report

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Client Manager

Agents stay “in the know” on ALL client activity

Agent Essentials Plus Benefits

• Agent Branding

• Agent Web

Sites

• Custom Flyers

• Seller Reports

• Community

Demographics

• $15 a month

Listingbook Unbranded

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The Solid Source iFrame

Social Networking

and Blogging

Social Networking

• Facebook

• Twitter

• Active Rain

• Kudzu

• Trulia

• Linkedin

• Foursquare

• Myspace

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Social Networking

Most people want to do

business with a friend

Learn to interact socially and

not be selling

Social Networking

According to GREC:

Upon the first “tweet” (Twitter)

about a listing or telling a friend on

Facebook you can help them find a

home, it is advertising

You and the Broker are

responsible for every post.

Advertising Specific Property

Complies with “All Advertising”

Rules

Must have owner’s written

permission to advertise. Usually

contained in the listing

agreement.

Broker’s name equal or greater

size, frequency or prominence

than agent(s)

Broker’s telephone number is

equal or greater size, frequency

or prominence than telephone

number of agent(s)

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Top of Mind Consciousness

Top of mind consciousness is the process of

keeping yourself on the thoughts and in

the minds of your clientele.

The ultimate goal is to have them calling you

when:

They are ready to buy or sell.

When they know someone who is

ready to buy or sell.


Studies show us that after meeting with

someone for the first time, they will forget who you are in 3 to 5 days.

Once a relationship is created if it is not maintained they will forget you in 45-60 days.

Our goal is to develop some baselines for each type of client and how often we will make sure they see or hear from us.


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There are 4 different ways in which we

can communicate with our clients:

In Person

On the Telephone

By Mail in Print

By Email in Print and Video


Studies show that less than 20% of people that used an agent to buy or sell a home would us the same agent again.

Why?

Because they do not know how to contact the previous agent.

Top of Mind Consciousness Free Drip Marketing

• Beautiful Seasonal

and Holiday

Postcards

• Email to your friends,

family, and clients

• Delivered Monthly to

you or on TMS

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Solid Contact

Flyers

Postcards

Newsletters

Birthday and Anniversary Marketing

Greeting Cards and more!!

A contact Management \ Marketing Application designed to

help you stay in touch with your clients and prospects

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Training \ Cost

On-line (Live) Training multiple times each month

Toll free support: 866-614-9372

Solid Source Agents - $19.95 per month with no set up fees or $199 a year!

Send Newsletter to past client at least once a month.

Send personalized postcard or letter on Birthdays - husband and wife

Christmas – Put your family photo on the Christmas Card.

You may also send a Christmas gift to each client if you can work into your budget.

Past Clients by Email and Print

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Call past client by phone every 4 months Circle of Influence / Friends

Hi, this ________________ with Solid Source Realty. How have you been doing? Well, the main reason for my call was to just check in with you to see if you needed any information about what’s going on in the market right now and also to see if you knew of anyone who is thinking about buying or selling a home soon.

Get info of anyone they know of or send them an e-mail about your services to send to that person

Give market update

Spend time securing the friendship

Give any special offers

Remind them to call you as soon as they hear about someone who needs to move.

Past Clients by Phone

There are different types of clients, all with different types of needs.

We are looking specifically for the type of client that is a talker and has a lot of influence.

If we can identify this type of person to stay in front of, they will consistently be telling other people about us.

The Tipping Point – Connectors – pg 34

Past Clients in Person

Once we identify someone as a Connector we will choose to make sure this person sees our face 3-4 times a year.

Set up a lunch meeting with them and make sure they know:

Everything you are doing in your business

How exciting it is

How it can benefit other people

Ask for Referrals

Past Clients in Person

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All future prospects should be

entered into a contact manager that

keeps in touch with them:

Through email drip campaign

And by phone

Future Prospects

Email drip campaign for future clients

should always be directed at:

Meeting the clients needs

Solving one of their problems

Showing them how your system does

both of those

They should receive something from you

every 2 weeks

Future Prospects

Future prospects need to hear from you

by phone to:

Check on their current needs

Check on their current time frame

Reiterate your offer to help them

Ask for a referral

Calls should take place based on half the time in which they said they would be ready to make a move or at a minimum every 8 weeks

Future Prospects

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To identify a hot prospect you must ask the following question:

If you saw the perfect house right now would you be ready to buy it?

Sometimes it will be more of just a feeling that you get while talking to them. A feeling that you just know they are ready, willing, and motivated to buy a home right away.

Hot Prospects

A really hot prospect should be

getting a minimum of 2 drip

emails a week.

A really hot prospect should

hear from you a minimum of

once a week.

Hot Prospects

Hot prospects need to hear from you by phone to:

Check on their time frame

Reiterate your offer to help them

Offer something new of value

Sweeten the pot

Calls should take place based on half the time in which they said they would be ready to make a move or at a minimum once a week.

Hot Prospects

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This call should always be loaded with benefits for them and should never be about you.

If you feel they are becoming annoyed – back off and give them their space. Some people will like aggressiveness – some will hate it.

Everyone will love your aggressiveness if they truly feel you have their best interest at heart and that you have no ulterior motives or hidden agendas.

Hot Prospects by Phone

Of course the ultimate goal of a hot prospect is to get face to face as soon as possible.

If time permits – drop your resume off in person.

Do not ask for any of their time or to come in to the home.

Leave it with them and tell them you wanted to just meet them briefly and drop off the information.

Only go in if invited and if they have the time.

Hot Prospects – In Person

Automate the Process

All processes of follow up must be

automated.

Each client should have a plan launched

that:

Sends them email automatically

Tells you when to mail

Tells you when to call

If a person is not in your contact manager

with a follow up call scheduled –

THEY DO NOT EXIST!!

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Fighting Your Fear

Where are you living?

Most of us live in one of two places:

The Past

The Future

Very few people live in the moment that they are currently experiencing

When we pick up the

phone to call a

prospect we:

Immediately think

about the last time we

prospected and how

we felt like a failure.

Or we think about the

next call we are making

and wonder if the

person is going to

reject me.


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“NO”

•How has this two

letter word

impacted your life?

•Is it creating a

brick wall between

you and success?

•Decide today to

reevaluate “NO”

Fear of Failure

51% of salespeople polled*

said their biggest fear is that

the customer will say “no” and

reject them.

38% of the salespeople polled*

said the willingness to face

rejection is the #1 quality of a

great salesperson. * Success Magazine, November 2009

20/20 View of NO

Many see:

YES = SUCCESS

NO = FAILURE

Top Performers

understand that

failure is not a road

block, but is a

stepping stone to

success

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Set “NO” Goals

Develop a calling plan

where you will try to get 2

“yes”, 3 “maybe later” and

50 “no” per day.

WHY?

What if the first 5 prospects

say YES and Maybe

Later? “NO” goals help us

shape perspective.

Celebrate “NO”

Face fears of rejection

over and over, on

purpose.

All of a sudden, it is not a

fear anymore

You will miss 100% of the shots you do not take.

Self Fulfilling Prophesies.

The overwhelming source of fear produced by our past failure keeps us from approaching our future successes.


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There is no fear in

THE NOW.

The goal is to focus

all our thoughts and

energy on the

moment that we are

currently living in.

Success lives in

THE NOW.

Where did my fear come from? Event – Look for something that produced a

rapid change in feeling or emotion.

Feeling – Identify how the event made you feel at the time it happened.

Belief – What did it say about me? What did it make me believe about myself?

Coping Mechanism – What did I put in place to protect myself against this ever happening to me again.

Diagramming My Fear

No one cares about me.

I don’t need anyone else.

I don’t deserve love.

I will never succeed.

I cannot be loved.

I am not a lovable person.

I don’t measure up.

Common False Beliefs

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Diagramming My Fear

Is what the event and my feelings said about me true?

Identity

Who am I really?

Who does God say I am?

Identity – Who Am I?

The true nature of a bird is to fly

If a bird doesn’t fly is it still a bird?

If a bird doesn’t fly is it living the way God intended for it to live?

When we live in fear we are just like the bird that does not fly.

What would my life look like without this fear?

What does my fear keep me from doing?

What is the source of my fear?

Where Are You Living?

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Where Are You Living?

What is in the present that

I am missing because I

am constantly thinking

about the future and the

past?

The Future can only be

changed in THE NOW.

We must practice living,

working, and just being in

THE NOW.

Tools For Focus

Figure out what your limits are when you need to step away from your desk.

Schedule your day to include time for Mental Decompression.

ADD

Growing up, what was the highlight of our day in school?

Tools For Focus

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Tools For Focus

Align your daily work with your goals.

Make sure your list for the day includes items specifically related to your goals.

Tools For Focus

Plan your day

Some experts suggest that it is best to do this the evening because it allows your subconscious to work on your list as you sleep. If not then, do it at the start of your morning.

Tools For Focus

Prioritize the list.

If you have long list syndrome, identify the 5 things that are most important to be completed that day.

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Questions you can ask yourself throughout the day to help you stay focused:

Is what I am doing now accomplishing my most important objectives? If the answer is no, time to redirect.

How is my energy level? If you feel your energy level is low take a five minute walk, a ten minute power nap or eat a smart snack of almonds or some other energy food.

What is distracting me now? Determine how to quickly handle or remove the distraction.

Tools For Focus

Make a list of the things that are difficult for you to focus on.

Make a list of the things that are easy for you to focus on.

Identify what you can do to remove or defer the distraction.

Make a list of the Top 5 things that distract you.

Tools For Focus

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where does your business come from? family friends … · where does your business come from? ......

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