1. Goals? Successful Real Estate Business Scheduled Free Time Financial Plan for future Respect from peers Special Vacation somewhere (Paul Gauguin Ship -Tahiti!) Sports car Send your kid to Vanderbilt

2. If I continue to do what I always have done then I will get more of what I have always got. Maybe NOT Agents who did not strive to stay relevant, continually evaluate their goals and systems found they did not get what they always got they got less 3. Take a minute now and write this down 4. Look past the person & see the need. *Customers * Vendors * Realtors Attitude is the Difference You see your life and others through your glasses. The way you see people is the way you treat them Zig Ziglar 5. Decide what you want Create a vision centered on the customer Assemble your team Deliver the Vision Plus 1% 6. If you were the Buyer or Seller buyer what would your customer centered experience look like? 1 Home Buyer Checklist 2 Home Tours 3 Tax Benefits 4 Ways to Save on Home Insurance 5 Questions to Ask a Home Inspector 6 What to expect on a walk through 7 Closing Folder Checklist for home, mailing labels, warranty.. 8 Welcome Home Sign 7. Iwant to build a business with its foundation based on referrals from satisfied customers, friends as well as local business professionals that see me as the go to person for real estate. By providing while incorporating referrals seeds along the way I can create this model. Always remembering that the customers , they remain parked out front as long as . 8. Slow Down Put Down the Phone Dont send that email Take out the Yous and Is What details are necessary in the retelling? Check your motives Protecting the Customer Experience 9. I recently decide to re-evaluate my Business partners and my future refer-ablilty. I realize you work with many real estate professional and I am not asking you to refer me but to reinforce my relationship and my professionalism with my own customers. If I am top of mind with my customers they will be more likely to refer me to their friends, neighbors and family, which I turn I refer to you. Let me give you an example. Plant enough seed and something is bound to Grow! 10. What does this mean? You have 3 groups Your SOI Youre A-List Your Social Community How many can you date at once? Active? Closed? Depends How intimately you are dating Value Rich Email campaign 100s -10,000s Personal contact annually less than 50 Social Contact 0-500 effectively Andy Masters 11. 30 DAY or 45 D A Y Follow up (Pick 1) Day of Closing - put in Your calendar to Call them on their 12 month anniversary! 1st Day I wont keep you, I just wanted to thank you again for choosing me as your agent 3rd Day How did the move go? 7th Day Are you starting to get out of boxes? Is there anything you found wrong? 14th Day Have you met the neighbors? How are the kids/dogs doing? 30th Day Congratulations! You are on your 30th day in your new home! 45th Day Is there anything that I can do? 12. Raving Fan Plan During & After the sale Annual Calendar Social Networking When Someone Says Real Estate your customer thinks 13. What elephant, has George been drinking? Lowes Newsletter = Coupons Listingbook Invite Invite to Realtor.com APP Birthdays Anniversary of Home Closing Set reminders and Keep Notes Upload to Facebook & Other Social Media 14. Bombbomb Happygrasshopper Send Out Cards Announce my news -FREE account for Metro Brokers ONLY 15. Everybody You Know Business Connections Prospects Past Customers SOI Write Write Write Michael Maher Read the Book! 1. Use unbranded cards with something represents you, Its a personal note 2. Use Blue Ink. Its original 3. Words-Use you, avoid I, me, my. 4. Be specific in your praise. acknowledge a characteristic, or a unique quality you appreciate in the person you are writing to. 5. Leverage the Power of Positive. Express respect for those who posses a quality (happiness, wealth, balance) you aspire to improve on 6. Power of the p.s. This is your call to action. Such as emailing or calling you. 16. Make your own Calendar Plan Personal Value Consistent 17. Re-Cap What do You want- Goals? What does your Customer Centered Experience look Like? Assemble Your Team Deliver the Vision Plus 1%. DONT just Change Improve! New Glasses- Get a New attitude! Get Your Database Organized Power of the 30 day or 45 day Follow up Plan Give Your Customer Something to Talk About- Stay in Front of Them Customer Follow up Marketing Plan Calendar Based Marketing Social Networking Power Notes A-List Activity Calendar 18. Facebook Twitter Youtube Instagram Yelp Google+ Pinterest Too many my head hurts! Chill Girl you got this, Pick 1 Its all good! Find your match & youll find your groove! 19. Name Contact information Bio Website Email Claim urls 20. Who is the Social Consumer? Who do you hang out with How do you keep track of the important convos Where are your Friends, Customers & Peers? Viral? Is that Good or Bad? 21. Friend Lists Facebooks Lists Your Lists Put Your Friends on a list when you send or accept a friend request. This will change your FB Posting Life 22. Choose who you want to see your Posts Post to a Specific List/Friends Wall Send in a Private Message/Chat Facebook Email- is your email Correct? Customize Your Posts on FB or from a 3rd party site Talk to not at Share Listen Like Engage On Purpose 23. Create Conversations Be a part of a Conversion Like, Like , Like Take notes for future reference Respond to Good News on the phone, by card 24. If its personal send a private message Connect your PM to your email [active rain example] Selectively posting relevant content can prevent you from over posting This is a public place do not do things here you would not do in public 25. Social Bios Realtor.com Zillow Trulia Survey Monkey 26. Time Your most valuable asset Spend it Invest it Waste it 27. Stand out amongst your competition! Comprehensive Plan Rapport Building Skills Set Expectations up front Identify Financial as well as Emotional Needs Establish roles and Eliminate Surprises Understand Common Objections = Concerns Winning Team Strategy with all your CUSTOMERS 28. Capture & Convert with Success Have a strong commitment to the appointments and more face time than the competition Set Winning Expectations Incorporating soft closes- Build Commitment into your process while addressing objections before they happen Strong Market Positioning = Sold Listings Commitment to condition Commitment to Availability 29. Plan for communication Plan for a price improvements Plan for maximizing your LISTING. Stage your MLS Listing/Bait the Buyer Capture more sellers Plan for facilitating the transaction to closing Plan for following up with your seller Plan to date your seller 30. When the call 1st comes inBe prepared with your Questions! May I ask how you got my name? The reason I ask is that most of my business is from personal referrals and I always want to know who to thank for my business Please tell me about your home What made you decided to move at this time? By what date would you like to be settled in your new home? Will you be interviewing other agents? When will you and any other decision makers be home for me to see your home and answer any questions you may have about the marketing process? What are your plans when your home sells? 31. Schedule your 1st and 2nd appointments Explain your process Expectations have started 32. 1. Set the Agenda for your first meeting 2. Tour The Home 3. Review Seller Needs and Concerns 4. Discuss Current Market Conditions Answer questions you may have about hiring me 33. Before the Appointment Email to confirm 1st appointment and sellers goals Prepare pre-listing presentation and arrange deliver Dear ___________, I look forward to meeting with you this ____________to learn more about your goals. It is my job to not only educate you about the market and help you to establish a competitive market position that will get you the best possible price. My customers also count on me for my honesty throughout the process, from staging, marketing, and my experience when it comes to negotiations and getting to the closing table. Its not over until its over. Please know that my mission is to get you where you want to go, on time! 34. This is your time to SHINE!!! Know the inventory in the neighborhood of the HOME before you go THIS IS YOUR OPPORTUNITY TO LEARN ABOUT THEM Our natural urge is to talk about oursleves Learn what they really liked about the house when they bought it Learn what improvements they have made Learn about past experiences they have had in selling homes Learn what they are looking for in an agent Take very specific notes on the home 35. Feature Sheet Take organized notes on the property Opportunity to discuss showing instructions Inquire about Re-issue credit Inquire about HOA Confirm School information RESELL THEM THEIR OWN HOUSE (Why ________________________is Different and Why its important to get all this detailed information) Be the Expert @ Soft Closes 36. The Average Agent can deliver 1. Sign 2. MLS 3. Internet 4. Flyer 5. Open House What is a Seller ~ Customer looking for? 1. Sell the House at the Best Price 2. Love the House 3. Experience & Knowledge 4. Enthusiasm and Energy! So why are you Different? Whole Package 37. You may choose to h_____ me to market your home You could choose n_____ to hire me to market your home We could mutually agree that your home does not q__________ for my marketing plan. Why are You Different? 38. Your Brand Value Nationally and Locally A Proven Marketing Strategy Advisor, Negotiator, Facilitator Successfully Service the Listing Your Knowledge and Reputation 39. PRICE? The Elephant in the room. An important part of my value proposition is my price counseling. The sellers I work with are able to attain top dollar for their homes, which is why I reserve my price counseling for my customers. Ultimately Mr Seller you will determine how to position your home on the market. Its important to be confident in the agent and company you choose. I feel very comfortable with you. Do you feel comfortable working with me and in choosing me to be your agent? Great then lets get started! 40. Its all in how you package it. Use words like: Comfortable stylish luxurious warm romantic magnificent elegant exciting fresh distinct graceful original tremendous soothing stunning practical superior classic sparkling secluded textured elaborate paradise towering tranquil peaceful transformed personality. 1. To Sell the Listing 2. To prospect for Buyers 3. To get more listings 41. Grow your business through Farming & Hyper Local Marketing. Kim Knapp 42. FARMING The of a being A Gatherer Through a Fire Hose! 43. Name Recognition Listings, Listings, Listings, Buyers, Buyers, Buyers Referrals, Referrals, Referrals Move ups Down Sizing Sell homes off Market Creates a Stable Base for your Business Over time they become your sphere Create your own Mini Celebrity Theres _____ agent They Sell Everything! 44. Short Term Plan When Youre Not Too Busy Committing to More Than You Can Follow Through With In an Area Where Another Realtor Has More Than 30% of the market share. An Investment of Time and or Money In an area where property is actively moving! 45. Do your Homework Sales Absentee Owners Agent Dominance Community website/FB/Blog Keep it light Area events, Community Calendar Community information C&R Connect to your blog Connect to your real estate website Resident spotlight FlemingIslandPlantation.com NEXTDOOR.COM Visit us Online! 46. Newsletter- Generic can be ok to get you started. Personalized, reflecting your personality guaranteed winner! Include your services, name, website, e-mail & phone Include Social Connections Offer free advertising for resident businesses. Start a baby and pet-sitting list.- Email you Trivia Contest Email you Coloring contest for kids. Youtube vid Drawings for prizes - Email you Winners picture in the newsletter & in E-Bulletin 47. Ladies night out Mother-Son date night Father-Daughter date night Yard of the month Summer concert series 48. Kids birthday club Bookmarks Directories-keep it real Community logo bumper-stickers Refrigerator Magnets with neighborhood phone #s Facebook Like Sign Welcome Home Sign So Much to Choose From! 49. Tell 20 for every New listing Tell 20 for every Sold Listing Work all FSBOs in your farm Work all Expireds in your farm Open house-always tell 20 Preview other agents listings when they come onto the market. Know the Inventory. 50. Hyper Local Fletter for each new listing Listing Builder for New Listings Testimonial Letter for Buyer and Seller Solds Monthly plan that includes your absentee owners specifically Monthly plan that specifically targets tenants 51. Excel above what any average agent would do Excel at what is expected Do the unexpected Go the extra mile its not very crowded up there