reticular activating system
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Reticular Activating System
Sales MeetingSeptember 8, 2010
“Reticular Activating System”Featuring Jeff Dostal
Why is R.A.S. important?
• Help you succeed because you are conscious of available resources
• Only allows 2 types of Information– Threats– Immediate Value
• Unique to you– based on your experiences• Make your goals "important" so that you can
see the opportunities that are around you
Reaching Your Goals
• Not knowing how to reach a goal may cause you to abandon it
• Write them down and refer to them– Make them of immediate value– Not reaching this goal is a threat to you
• Set a precise goal and stay committed– i.e. Goal: I want to make $5,000 in commission this month– Challenge Question: What are 20 ways for me to make
$5,000 by the end of the month?• Referrals, Direct Marketing, Consulting, Investors• Open your mind to new options
Focus
• The ability to filter out information from external sources and focus on one particular fact
• Scatoma “Blind Spot” to distractions– Decide what you want to
pay attention to• “Zone In” on what
matters most to you
Advertising
• Break through your customers Scatoma (blind spot) to traditional real estate advertising– Be the first Agent on their mind1.Send them messages of Immediate Value; Target
threats2.Tell Entire Story• Realtor Success Stories• What are your 7 Great Reasons?
3.Target your clients goals
Your Clients R.A.S
• Ask what their specific goal is..– i.e. I want to buy an investment property that will
profit me $2,000/month – Reverse It! “What are 20 ways I can satisfy this
clients needs?”
• Target your advertising• Tell the whole story- Make sure they know
what you/the company can do for them
Your Clients R.A.S.
• Remember: Your clients go through their R.A.S. when getting ready to sell/buy
• Want to make them more aware of why you're services are of immediate value to them
Example
Goal: Having more of the RIGHT KIND of clients. Clients who enjoy you, pay promptly, are joyful to work with, and will provide good referrals.
List immediately twenty ways for this objective to be realized
i.e. Offer an incentive for referrals, Get testimonials from clients and post on website
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