Who Am I?

The Best Training I Ever Had

One Of The Problems About Today

• To get the invite • Fill out the sheet • Its every Tuesday• 400-500 people depending the topic• 12:00 pm eastern• Last 8 Class recordings and power points available

for you to listen when you want• Team in place to hold you accountable• Private Facebook group

– www.facebook.com/groups/agentmastermind

The Last 8 Classes

• Facebook ads that suck, really?• How do I get more leads using Facebook• Video marketing• Gbox Zero, Getting out of your inbox using Gmail• How to handle the most common real estate

objections (Robert Gawel)• Are you trying to sell a house or build a business• I did my video now what?• If feels like I already know you

• Jump forward one year from today. Looking back over the past year, what has to happen in your business for you to feel happy with your progress?– No right or wrong answer

– Most people aren’t specific

– Most people don’t know the “why”

– Most people either over estimate or underestimate which is why we will determining what you need – you may be working too hard

The Real Estate Report Card• Rate: A, B, C, D, F for the following

1. Lead Generation A B C D F

2. Database Management A B C D F

3. Prospecting A B C D F

4. Presentation Skills A B C D F

5. Follow Up System A B C D F

6. Closing Skills A B C D F

7. Social Media A B C D F

Who Has One Of The 7 Core Values On Their Calendar Right Now?

1. Lead Generation

2. Database Management

3. Prospecting

4. Presentation

5. Follow up

6. Handling Objections

7. Social Media

Lead Generation

• You call them or they call you?• I asked the question to one of my friends

– Where did your last 4 leads come from?– Friend– Friend– Friend of a friend– Floor Call / Floor time

• Leads per week goal? Per Day? • Do you have a budget to generate leads?

– Write small checks to cash big checks

• TheREDX.com, LandvoicePro.com, Etc…• Leads (ROI)

Database Management

• Do you have a database? (In Excel Format)• How many of your contacts have emails or phone numbers?• Can your CRM perform email campaigns?

– Targethero.com (Free)– Mailchimp.com – Constantcontact.com– Bombbomb.com

• How often should you contact your database?– Study– Once every 3 months

• How do you connect and interact with your database?– Email– Text– Phone– Facebook private messages– Facebook Ads

• What do you send to your database? (Joe Girard)• Work off the method- (Send- Call- See)

• Customer retention

• Its not sexy

• Its not fast

• Nobody wants to do it

I’ll say it again

• Its not how many customers you can get

• Its how many you can keep?

Facebook

• How many have connected with someone they haven’t talked to in 5 years

• 10 years

• 20 years?

• How many have done a deal with someone you connected with on Social Media that you haven’t talked to in 5 years

• 10?

Prospecting• Who has blocked off on their calendar 4 to 6 hours of prospecting time per week

– Farming– Facebook neighborhood private groups– Private Facebook messages to past clients– Phone calls to current and past clients– Hand written post cards to current and past clients– What do you love / What is your passion / What gets you excited?

• Do you have enough leads to call? If not why not?– Josh at the printer shop story

• What is a lead? • What do you say when making calls to past clients• FROG

– Family– Recreation– Occupation– Goals

• What are you selling? Nobody likes a salesperson

Elevator Speech

• What Do you do for a living?

• Consultant - Provides professional or expert advice• Negotiate - To arrange or settle by discussion and mutual

agreement• Manage Fears and emotions

– A feeling of agitation and anxiety caused by the presence or imminence of danger.

– A feeling of disquiet or apprehension: a fear of looking foolish.– A reason for dread or apprehension: Being alone is my greatest

fear.

• Buying a car story

Presentation

• Do you have listing presentation on your computer?• Can you do it on an Ipad?• If so, have you practiced it on your ipad?• Is it on YouTube?• Are you getting to know your clients before you show up?

– Yogurt– Reverse Engineering

• Tony Robbins says to have Mastery (5,000 times) • Are you using the Law Of Reciprocity

– What have you already done for the seller?– Single Property Website (Already Done)– Text code, QR code, Flyers (Already done)– Printer / Ream of paper– Comps, marketing analysis

Follow Up• Do you have a follow up checklist in place?• Do you have a checklist of what is supposed to happen with each new client?• How often should I follow up?• What do I say when I follow up?

– What do you know about your clients? How do you find out about them?– Why is knowing your client so important

• Can I follow up by – emails?– Facebook– Phone– Text– Facebook ads

• Follow up with those you lose! Track failures…

• 44 percent of salespeople quit the first time a prospect declines, while • 22 percent quit after the second “no,” • 14 percent after the third, and • 12 percent after the fourth.

60 percent of sales close after the prospect says “no” at least four times, • 8 percent of salespeople are left when the prospect finally does say “yes.”

Handling Objections

• Do you try to turn no’s into yes’s

• Write down the objections you cannot handle (what are the top 10 things a seller will object to?)

• Type out a list of seller objections

• Review your list of objections before making calls/appointments

• Don’t back down or be afraid of pushing to hard (Golf Analogy)

• I will only pay you 3% to sell my home,

– I have money and don’t need to sell

Can Your Assistant?

1. Lead Generation A B C D F

2. Database Management A B C D F

3. Prospecting A B C D F

4. Presentation Skills A B C D F

5. Follow Up System A B C D F

6. Closing Skills A B C D F

7. Social Media A B C D F

Dr. Butler Story

184 Tasks Agents Do Pre-Listing Activities 1. Make appointment with seller for listing presentation. 2. Send a written or e-mail confirmation of appointment and call to confirm. 3. Review appointment questions. 4. Research all comparable currently listed properties. 5. Research sales activity for past 18 months from MLS and public databases. 6. Research “average days on market” for properties similar in type, price and

location. 7. Download and review property tax roll information. 8. Prepare “comparable market analysis” (CMA) to establish market value. 9. Obtain copy of subdivision plat/complex layout. 10. Research property’s ownership and deed type. 11. Research property’s public record information for lot size and dimensions. 12. Verify legal description. 13. Research property’s land use coding and deed restrictions. 14. Research property’s current use and zoning. 15. Verify legal names of owner(s) in county’s public property records. 16. Prepare listing presentation package with above materials. 17. Perform exterior “curb appeal assessment” of subject property.

Money Making Activities

• Serious question here

• What are your MMA’s

• The hardest part is time blocking the MMA’sand delegating 100% of the rest!!!

How Much?

• $3000-3500 per deal with 100k loan size?

• How much is it costing you to do the

184 Tasks Agents Do?

The Real Estate Report Card

• Rate: A, B, C, D, F for the following

1. Lead Generation A B C D F

2. Database A B C D F

3. Prospecting A B C D F

4. Presentation Skills A B C D F

5. Follow Up System A B C D F

6. Closing Skills A B C D F

My Calendar Rules

• You CAN’T delete it off your calendar

• You can move it but can’t delete

• Must fill out your calendar a week in advance

• Last appointment every day must be – SHUT IT OFF

– Be in the moment

– Wife / Husband

– Kids

– Friends, family

Finding the Right Audience in Facebook

Or

Ads Are Good But…….

• The demographics only allow you so many options….

• Specific area

• Age groups

• Company……

• (If they have it in their profile)

• But how do you know if you are being seen by the specific target you are looking for?

Do you want to spend your money on a pair of 80’s jeans??????

Introducing!!!!!• Facebook Custom Audience

• Here’s what you will need:

1. Google Chrome

2. Facebook Fan Page

3. Database on a CSV file

4. Copy of this Power Point

Lets jump right in.

Step 1:

• You MUST be using Google Chrome

• Select the Ad’s Manager from your home screen.

Step 2:

• Select Power Editor from the left side bar.

Side Bar:

• If you have never done an ad before, you do not have anything to manage.

• You will be taken to the ad builder page if you click “ad’s manager”.

Side Bar:

• If that’s you, type in the URL bar the following….

www.facebook.com/ads/manage

Step 3

• Add your accounts to the Power Editor application.

• This will take a few minutes.

Step 4

• You now have access to the Power Editor dashboard.

• You will be offered a full tour of the tool, or you can come back to the tour from the Options menu.

Step 4

• In the dashboard select Audiences (it’s ok to accept the terms).

Step 5

• Drop down Create Audience.

• Select Custom Audience

Step 5

• In the pop up box, name your upload (so you can upload multiple lists)

• Choose the file you want to upload (Must Be CSV or TXT)

• Make sure you select Emails from the options.

• Then click Create.

Step 5

Side Bar:

Step 5

• Once the upload finishes reading the emails it finds click close.

Step 5

• Power Editor will automatically de-duplicate your list for matches.

• The tool will only upload emails it finds on Facebook.

• You may see a different number uploaded than the list size.

• It takes about an hour for your list to be available.

Step 5

• Click check updates to see if your list is ready.

• Once your list is uploaded, you can leave the Power Editor.

Step 6

• Create your Ad

• Select Ad Manager

Step 6

• Select Create Ad

Step 6

• Select the page you are creating your ad for

• If you don’t see the page, type the name of it in the search bar

Step 6

• Design your Ad

• Select “See Advanced Options”

• Make sure the text and Image grab the viewers’ attention.

• Choose whether or not to allow friends of your target to see “Sponsored Stories”

Choose Advanced Options

Ad Example

Step 6

Step 7

• Choose your audience

• Default is all users in the U.S.

• That’s the 180 MILLION users I mentioned at the beginning.

Step 7

• Scroll down to just under the Age and Gender Categories

• You will see a drop down menu “Add More Demographics”

• Select any option

Step 7

• Under the now visible Broad Categories' section you will see your “Custom Audiences”

Step 7

Step 7

• Additional demographics will still affect the audience.

Step 7

• Set your campaign schedule and pricing

Step 8

• Review Your Ad

• Place Order

Step 9

• Your ad is under review• Once approved it is active, targeting exactly who you

want to target.

So STOP………

Going after these folks

When who you want is

Work with people who want their success as much as we as a group want it for them.