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kw MEGACAMP 16:9 Graphics Toolkit

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# kwmc MEGA AGENT CAMP SEPTEMBER 2011

Mega Agent


Welcome

Dianna KokoszkaPresident, MAPS Coaching


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Mega Agent

The Path of the 7 LevelsThe Path of the 7 Levels


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11stst LevelLevel

YOUYOU

SALESSALES SUPPORTSUPPORT

SALESSALES SUPPORTSUPPORT22ndnd LevelLevel

YOUYOUEA/ MarketingEA/ Marketing


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SALESSALES SUPPORTSUPPORT33rdrd LevelLevel


TransactionTransaction

CoordinatorCoordinator

SALESSALES SUPPORTSUPPORT44thth LevelLevel




ShowingShowing

Assistant(s)Assistant(s)Runner(s)Runner(s)


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YOUYOUEAEA



Lead Buyer AgentLead Buyer AgentListingListing


ShowingShowing


MarketingMarketing



Listing SpecialistListing Specialist

YOUYOUEAEA





ShowingShowing


MarketingMarketing


Internet LeadInternet Lead

AdminAdmin


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Listing SpecialistListing Specialist

CEOCEOEAEA





ShowingShowing

Assistant(s)Assistant(s) Runner(s)Runner(s)

MarketingMarketing


Internet LeadInternet Lead

AdminAdmin

YOUYOU


Internet LeadsBen Kinney

Home 4 Investment 2010: $64.6M closed volume 2010: 276 units Bellingham MC REAL Trends Top Teams by

Transaction Sides - #63 REAL Trends Top Teams byTransaction Volume - #100


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1. What is Internet lead generation?

Past Present Future


2. What systems or tools does

an agent need?1. Website with lead capture

2. IDX with lead capture

3. Craigslist posting tool

4. Blog with lead capture

5. Social media profiles


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3. What are your top sources

of online leads?1. Search enginesa. Organic

b. Paid

2. Craigslist

3. Blogs

4. Social media

5. National portals


4. What happens when a lead

comes in?

WebsiteLead

ControllerBuyerAgent


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5. What is your staffing

to support this?Traffic

Webmaster

Virtual Assistant

Could beoutsourcedCould be

outsourced


6. How do you explain how you market yourself

and your listings online to potential sellers?

Five Buckets


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1. Brokerage Websites


2. National Portals


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3. Classified Services


4. Search Engines


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5. Social Media


Internet Lead Conversion and Follow-Up

Carissa Acker

Real Estate by Design 2010: $31M closed volume 2010: 231 units Denton MC

REAL Trends Top Teams byTransaction Sides - #95


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Six Steps for Successful Conversions

1. Short-Term Responses

a. What happens in the first two weeks



2. Long-Term Responses

a. What is considered long term


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3. Effective Communication

a. How do you do it?

b. When and how often?



4. Know your conversion rates and expect to meet them.


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5. Scripts First Response with Randy TemplateSubject: Home Search from Randy

My name is Randy Parham and I am thereal, live person on the other end. I wantedto say thanks a million for taking a look onour website at www.rebdgroup.com. I will becontacting you soon by email or phone tosee how I might assist you in your search fora new home.

Thanks again and have a great day.



5. Scripts, continued Find Out Your Timeline TemplateSubject: Your New Home

I just wanted to check and see if we can helpyou in any way? I dont want to bother youand we welcome you to continue to look atour website. If you can give me a timelinewe can check back with you then.

Thanks again for checking outwww.rebdgroup.com.


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6. Team Accountability and Leverage

a.Use your team as a resource.

b.Your buyers agents have to buy into the system and follow it.


CraigslistKeith Riddle

Synergy 2010: $28.9M closed volume 2010: 181 units Spokane MC



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Four Steps to Craigslist Success

1. Build your ads properly.

a. Provoke an inquiry.

b. Give provocative, non-related information.

c. Build multiple ads for each property.

d. Embed links to that property and other searches or reports.

e. Funnel them to your sites.



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2. Direct the traffic where you want it!

a. Embed links to funnel them to YOUR website.

b. Dont send your traffic to third parties


Link directly toMLS searchabout this

home in agentwebsite.

Directs theuser to a tour

embeddedwithin theagent site.


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Embedvirtual tourswithin yourwebsite.



3. Dont get flagged, be OK with change.

a. Dont post the same ad in the same day.

b. Dont post the same ad over and over.

c. Dont over-post from one email address or one IP address.

d. Dont use plurals like homes orproperties.


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4. Systematize how you post.

a. Use Captcha King.

b. Takes the human adminout of the equation.

c. Saves steps.


Open Houses

Chris Suarez

PDXPERTS 2010: $23.2M closed volume 2010: 75 units Portland West MC


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Open Houses

1. What is an open house?

2. Why are they important?

3. What are your five steps to making themsuccessful?


Five Steps to Successful

Open Houses1. Hold opens every day to build up your database.

a. Expect your team to be there.

Team Leader

Showing Assistant

Admin


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Open Houses2. Be specific about your farm.a. Do your research.

b. Choose your times wisely for best traffic.



Open Houses3. Advertise.

a. Door knock.

b. Place signs.

c. Post Internet ads.

d. Call the neighbors.


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Open Houses4. Get the leads.a. Use your iPad.

b. Get a last name and neighborhood for future leads.



Open Houses5. Follow up with the leads.

a. Ask for referrals!

b. Use your scripts!

c. Every referral sourcegets a call back.

d. Thank the lead in

advance with a gift or card.


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Expireds/FSBO

Greg Harrelson 2010: $117M closed volume 2010: 860 units The Harrelson Group, Inc. Myrtle Beach, SC


Critical Points for

Expired Prospecting1. Assume they know it is off the market.

2. Reconnect them to the fact that their last agent failed tosell it.

3. Assume they are going to get a second opinion.

4. Start asking questions quickly.


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Expired Prospecting ScriptThis is Greg Harrelson here in Myrtle Beach with C21.

I wanted to touch base with you about your home. Obviously, Tom, you know your property is no longer onthe market for sale, is that correct?

Certainly you still want to sell the property, because you had it on the market up until yesterday, right?

So, Tom, I assume since the last agent failed to sell the property over the past six months, you will begetting a second opinion, is that correct?

Well, Tom, I have crossed paths with your property in the MLS a few times and am a little surprised it hasnot sold already. It appears to me that when this property is marketed more aggressively, then it will sell.

Tell me, what kind of condition is the property in?

(Continue to ask questions )


Critical Points for FSBO

1. The biggest loss of income in FSBOs is poor leadfollow-up.

2. Call them once per week, minimum.

3. Preview the home as soon as possible. (rapport)


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FSBO Prospecting ScriptThis is Greg Harrelson here in Myrtle Beach with C21. I am calling because I just sold another home in theCarolina Forest area, and I happened to notice that you are interested in selling your property, is thatcorrect?

Is the property still available or do you currently have it under contract?

The home that sold recently had about 2,000 heated square feet. How big is your home?

When your home does sell, where do you plan on moving?

(Ask more questions on why they are selling.)

Just curious, how long are you going to try and sell it on your own?

If I were to bring a buyer while you are trying to sell it, would you cooperate on commission?

Obviously, I cannot sell something without seeing it first. When would be a good time to preview thehome? Would this afternoon around 2:00 p.m. be good, or would tomorrow at 1:00 p.m. be better?


Farming

Richard StoneRichard Stone Real Estate 2010: $30.5M closed volume 2010: 40 units Carmel Valley/Del Mar MC


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Richards Nine Rules

1. Lead generate for four hours a day.

2. Call back every lead.

3. In the car by 8:15 every day.

4. Start LGFD by 9:45.

5. Study 20/20/20.


Richards Nine Rules

6. Avoid all refined sugar.

7. Follow a words of wisdom diet.

8. Exercise for at least one hour every day.

9. Average at least 2 leads every day.


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Richards Bonus Plan

Must complete all nine rules and get $35/day plus

+ $20 for first lead

+ $40 for second lead

+ $80 for third lead

+ $160 for fourth lead

+ $320 for fifth lead


Richards Bonus Plan + $30 for first appointment

+ $60 for second appointment

+ $120 for third appointment

+ $240 for fourth appointment

A Perfect Week = $______A Perfect Month = $______


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Richards Bonus Plan

If I do not complete all nine rules:

In the car at 8:15 = $200!

20 minutes of scripts20 minutes of Gary time20 minutes of scripture = $200!

LGFD by 9:45 = $250!

Lead generate for four hours a day = $500!



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Daily Schedule

5:30am Awake!

6:00am Energy breakfast

7:00am Exercise

7:30am Shower and dress

8:15am BE IN THE CAR20 minutes of scripts20 minutes of Gary time20 minutes of scripture

9:45am LGFD

11:45am Call backs

12:30pm Lunch andget stuff done

2:00pm Listing appointment

4:00pm LGFD

6:00pm Call backs

6:30pm Listing appointment


Interview: Jessica Cox


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Referrals

Brian Cane

Pacifical Realty Group 2010: $30.1M closed volume 2010: 99 units San Diego Metro MC


Brians Keys to Success

1. Always stay in touch.

a. Do a complete 33 Touch PLUS Program.

Send 700 people a newsletter mailer monthly.

Email 1,400 people two times a year.

Call two times a year.

Give away magnets.

Host client appreciation parties.


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2. Be a connector.

a.Solve problems or create opportunities.


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3. Follow the system.


SeminarsKenny Klaus

The Kenny Klaus Team 2010: $34M closed volume 2010: 197 units Integrity First MC



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Foreclosure Alternatives Workshop

Presented by:

Your Real Estate Experts



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Kennys Seven Steps for a

Successful Workshop1. Advertise locally.

2. Hold a monthly workshop.

3. Define what a short sale is.

4. Discuss short sale myths and facts.

5. Discuss the benefits of working with the Kenny Klaus Team.

6. Have an attorney present for Q&A.

7. Schedule private meetings.


Build an MREA TeamClaudia Maefsky

The Legacy Group 2010: $41M closed volume 2010: 242 units Spokane MC REAL Trends Top Teams by

Transaction Volume - #236 REAL Trends Top Teams by

Transaction Sides - #86


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Build an MREA Team

1. Create a vision for your business.

2. Understand the model.

3. Get buy-in from your team.

4. Get a coach.


Organizational Team Model

Kevin Kauffman and

Brandon Tracy

Group 46:10 2010: $22.7M closed volume 2010: 157 units

Tempe-Scottsdale MC REAL Trends Top Teams by



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Kevin Kauffman &Fred Weaver

Lead BuyerAgent



ShowingAssistant


Lead BuyerAgent


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ShowingAssistant

AdminAssistant


Lead BuyerAgent



ShowingAssistant

AdminAssistant

ShowingAssistant


Lead BuyerAgent


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Mega RSTLM

Kristan Cole

The Kristan Cole Team 2010: $43M closed volume 2010: 208 units Anchorage MC REAL Trends Top Teams by


REAL Trends Top Teams by

Transaction Volume - #207


Mega RSTLM

1. What is Mega RSTLM?

2. Why do I need to know it?

3. How does it work?

4. Why does it work?


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Mega RSTLM

1. Timing

a. Never too late to start.

b. Never too late to continue.

2. Your Organizational Chart

a. Use a pencil with a big eraser.

3. Talent Prefers Opportunity Over Comfort

a. The talent pool has never been deeper.b. NOW is the time to gain Talent Share.


Interview: Monte Montgomery


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Interview: John OLeary



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Working with Builders and Developers

Steve Rider

The Rider Elite Team 2010: $47.7M closed volume 2010: 244 units Scottsdale-Integrity First MC REAL Trends Top Teams by


REAL Trends Top Teams by

Transaction Volume - #169


Trade-In Program

Working Through Builders and Developers


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Five-Step System for Working with Builders

and Developers

1. Guerilla Warfare: The New Home Marketa. Local statisticsb. Local builder associationc. Visit communitiesare they using anyone?



and Developers

2. Get into Relationshipsa. Top downb. Bottom upc. Earn their trustgoal


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and Developers

3. Visit Your Communities Three Times Per Weeka. Give market information, clippingsb. Marketing materialsc. Agent history questions



and Developers

4. Go on Every Appointment Prepareda. Review new home marketb. Resale marketc. Options ... keep, lease, or lease option


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and Developers

5. Keep Track of Your Numbersa. Number of inbound seller referralsb. Number of referrals in back logc. Number of sales


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Interview: Mega Agent

Marnie Bennett 2010: $73M closed volume 2010: 260 units Keller Williams VIP MC


Sales

Manager

Closing

Manager

Office

Manager

ListingCoordinator

Client

ServicesDatabase

Manager

Resale

Agent

StagingConsultant

ReceptionBuying

Agent

New

Homes

Agent

Inside

Sales

New

Homes

Reception

Listing

Agent

MarnieBennett


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Panel: BOLD

Gene Arant

James Benson

Lisa Archer

Mickey Pascarella

Paulette Carroll

BOLD Laws Wall at Nashville-Hendersonville MC


Tweet, post, watch, share, like.

@mapscoaching

@kwri

Facebook.com/kellerwilliamsrealty

Facebook.com/mapscoaching

Youtube.com/kellerwilliams

Share Your Mega Camp Experience!


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Mega Agent

Thank you for being here!

mega camp day 1

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