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BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development
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BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development

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I teach the two day workshop on business development. This is the .PDF version. The 3d in person slide deck version is a bit more jazzy, but this will get you going Fast.

I teach the two day workshop on business development. This is the .PDF version. The 3d in person slide deck version is a bit more jazzy, but this will get you going Fast.

Published in: Real Estate
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  1. Fast% Start 1Sunday, November 4, 12
  2. Welcome%to%the%Real%Estate%Business 8Sunday, November 4, 12
  3. The%Secret%To%Success% Knowing%What% Others%Don’t. Doing%What% Others%Won’t. Less%Blah%Blah%More%Ah%Ha%A%Chapter%One 5Sunday, November 4, 12
  4. Your%Modern%Mind%Set% The%What%and%Why. 6Sunday, November 4, 12
  5. Your%Modern%Skill%Set. The%How?%%The%When? 7Sunday, November 4, 12
  6. What%will%it%take? 6Sunday, November 4, 12
  7. Wage%Slave.%Job.%%Hobby. 8Sunday, November 4, 12
  8. It’s%a%Pay%For%Performance Lifestyle.% 8Sunday, November 4, 12
  9. 24Sunday, November 4, 12
  10. %Peace.%Sunshine.%Unicorns. A%Day%At%The%Beach Pre%2008 8Sunday, November 4, 12
  11. Recession Danger.%Adventure.%Survival.% 8Sunday, November 4, 12
  12. Recession%+%ConsumerATech%Revolution%% = OMG%Tidal%Change%Waves% 8Sunday, November 4, 12
  13. We’re%not%in% Kansas%anymore.% 8Sunday, November 4, 12
  14. We%Live%&%Work%in%a%Trust%Starved,%Don’t%Bore%Me,% Don’t%%BS%Me,%and%Definitely%Don’t%Sell%Me%Society! 14Sunday, November 4, 12
  15. Electric%Cowboy LookAAtAMe MarkeYng%isSunday, November 4, 12 DOA 15
  16. New%Reali&es? What%and%How%We%Sell. Who%We%Compete%With. The%Truth%About%Opportunity. How%CiYzens%Choose. Digital%Darwinism.% 16Sunday, November 4, 12
  17. experiences 17Sunday, November 4, 12
  18. This%company%sells%a% cup%of%coffee%commodity?%% 18Sunday, November 4, 12
  19. %What%is%this%company%selling?%%Sunday, November 4, 12
  20. Shoes%for%sale?%%Sunday, November 4, 12
  21. %What%is%this%company%selling?%%Sunday, November 4, 12
  22. “It’s more fun to be a PIRATE than to join the Navy.” Human%Experiences 23Sunday, November 4, 12
  23. New%CompeYYve%Reality? We%are%compeYng% for%the%moment. We%are%compeYng% for%the%future. We%are%compeYng% for%relevance. ~Brian%Solis 19Sunday, November 4, 12
  24. ..... 20.Sunday, November 4, 12
  25. 1080.%%AdverYsing.%%Romance.%%Finance.%%Career.%%Rehab.%%Anger% Managment.%%American%Idol.%ParenYng.%Elderly%Parents.%%Kids.%% Physical%Health.%%Mental%Health.%Spiritual%Health.%Everything%But%US. 22Sunday, November 4, 12
  26. The%Truth%About%Opportunity%Reality 27Sunday, November 4, 12
  27. Don’t%Drink %The%Bad%KoolAAid 9Sunday, November 4, 12
  28. The%Three%Reasons%she%doesn’t% have%ALL%the%business%she%desires. 13Sunday, November 4, 12
  29. Business%Done%Daily Who%Wants%It? 10Sunday, November 4, 12
  30. Reason%1. She’s%in%the%dark.%% 14Sunday, November 4, 12
  31. Reason%2. She’s%a%Secret%Agent 15Sunday, November 4, 12
  32. Reason%3. Gah!%%It%didn’t%go%as%planned%.%.%. 16Sunday, November 4, 12
  33. The%How%Do%CiYzens%Choose%Reality? 26Sunday, November 4, 12
  34. 4 out of 5 buyers and sellers only contact 1 or 2 agents. 24Sunday, November 4, 12
  35. 66%%+%16%%=%82% 2011%NaYonal%AssociaYon%of%REALTORS%A%Profile%of%Home%Buyers%and%Sellers 24Sunday, November 4, 12
  36. 7 in 10 choose an agent they TRUST 24Sunday, November 4, 12
  37. 24Sunday, November 4, 12
  38. From%Lost%In%The%Crush!% 26Sunday, November 4, 12
  39. %Memorable%and%Chosen 27Sunday, November 4, 12
  40. Top%Of%Mind%Awareness First%mental%recall%in%a%parYcular%category.%% Our%category%is%Real%Estate%Agent%or%Broker. Relevant%/%Remarkable%/%RepeYYous 18 04/01/10Sunday, November 4, 12
  41. Be%Relevant 32Sunday, November 4, 12
  42. How%Can%We%Discover% What’s%RELEVANT% To%THEM? 33Sunday, November 4, 12
  43. Be%the% world’s%greatest% listener.Sunday, November 4, 12
  44. Demographics % ~VS~ PsychographicsSunday, November 4, 12
  45. Sunday, November 4, 12
  46. to%a%Vega n%party?% %we%wearing%Meat% AreSunday, November 4, 12
  47. %Let’s%ReThink The%Golden%Rule%1.0 34 04/01/10Sunday, November 4, 12
  48. Hi!%%I’m%a Blowfish Let’s%do%lunch.%%My%treat! 36 04/01/10Sunday, November 4, 12
  49. Hi!%%I’m%a Blowfish Let’s%do%lunch.%%My%treat! 36 04/01/10Sunday, November 4, 12
  50. The%Golden%Rule%2.0 Do%unto%others%as% THEY% would%have%done% unto%themselves. 37 56 04/01/10Sunday, November 4, 12
  51. Blah%Blah%Blah%All%About%US% %%Monologue%Broadcast 51Sunday, November 4, 12
  52. Cody.Phillips@garygreene.com %All%About%THEM ConversaYon Sharing%+%Solving%+%Serving 52Sunday, November 4, 12
  53. OnAPurpose%and%InAPerson%Contact%&%ConversaYon Contact ConversaYon Become%Preferred,% and Referred%and%Rewarded ConnecYon Sharing,% %Trust Serving%&% and Solving Discovery 24/6/18/1080Sunday, November 4, 12
  54. It’s%not%who% YOU%KNOW. 28Sunday, November 4, 12
  55. It’s%who% KNOWS%YOU% as..Sunday, November 4, 12
  56. Social Context 29Sunday, November 4, 12
  57. Professional ContextSunday, November 4, 12
  58. le%d on’t% care% Peop sYng %we% are.% h ow%intere hey%c are%h ow% T %in%th e m% inter ested we %are. 33Sunday, November 4, 12
  59. Sunday, November 4, 12
  60. Not%Remarkable%Like%This 60Sunday, November 4, 12
  61. Not%Remarkable%Like%This. 20 04/01/10Sunday, November 4, 12
  62. Surprise & Delight%Sunday, November 4, 12
  63. SURPRISE%&%DELIGHT Not%Startle%or%ShockSunday, November 4, 12
  64. To%Become%Remarkable%&%Remembered% Focus%On%Needs%Of%Others 1.%A%Sense%Of%Significance 2.%A%Sense%of%Certainty 3.%An%Improved%State%of%BeingSunday, November 4, 12 Surprise%
  65. You%Don’t%Have%To%Be%SuperAWoman.%% You%Only%Have%To%Give%A%Damn%Care%.%.%. 1.%%Show%up.% 2.%%Listen. 3.%%Deliver. 4.%%Be%consistent. 5.%%Keep%your%promises. 6.%%Don’t%brag. 7.%%Don’t%push. 8.%%FollowAup. 9.%%FollowAthrough. 10.%%Pay%aienYon. 11.%%Be%generous. 12.%%Show%up%on%Yme. 12.%%Have%a%sense%of%humor. 13.%%Don’t%complain. 14.%%Don’t%make%excuses. 15.%%Accept%responsibility. 16.%%Have%paYence. 17.%%Be%passionate. 18.%%Be%thoughjul. 19.%%Don’t%blame. 20.%%Don’t%shame. 21.%%Be%posiYve. 22.%%Be%empatheYc. 23.%%Be%thankful. 43 04/01/10Sunday, November 4, 12
  66. Ive%learned%that%people% will%forget%what%you%said,% and%people%will%forget% what%you%did,%but% people%will%never%forget% how%y u%made%them%feel. Maya%Angelou ~%Maya%A 66Sunday, November 4, 12
  67. You %Ar Infl e%H uen er c e e,%S %A%T har he% ing Sup ,%So er% lvin Nov g%a a%Su nd% Ser n%Of% ☞ vin g Relevant%RepeYYonSunday, November 4, 12 http://www.flickr.com/photos/yushimoto_02/4251723517/ 21 04/01/10
  68. Online%Life Real%Life 59Sunday, November 4, 12
  69. Opening%Our%Online% Eyes%and%ImaginaYons 59Sunday, November 4, 12
  70. Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me. Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me. Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%Me%.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me. Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me. Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me. Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me. Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%.%All%About%Me!!!%Me.%%Me.%Me.%Me%Me.%%Me.%Me. MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me. Me.%Me%%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me. 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  71. IN:%OnAPurpose%and%InAPerson%Contact%&%ConversaYon Contact ConversaYon Become%Preferred,% and Referred%and%Rewarded ConnecYon Sharing,% %Trust Serving%&% and Solving Discovery 71Sunday, November 4, 12
  72. . “It’s%not%the%strongest% who%survive,%nor%the% most%intelligent,%but% the%ones%most% adaptable%to%change.”%%% Charles%Darwin% 72Sunday, November 4, 12
  73. The%FUTURE%has% already%happened.% It’s%just%not%evenly% distributed A%Adrian%Slywotzky,%Mercer%ConsultantsSunday, November 4, 12
  74. 74Sunday, November 4, 12
  75. hip://www.GapingVoid.comSunday, November 4, 12
  76. How%social%savvy%real%estate%agents%become%omnipresent Become%Omnipresent Findable%+%Sharable%Sunday, November 4, 12
  77. Every%morning%in%Africa%a%Gazelle%wakes%up.% It%knows%it%must%run%faster%than% the%fastest%lion%or%it%will%be%killed.% Every%morning%a%Lion%wakes%up.% It%knows%it%must%outrun%the% slowest%Gazelle,%or%it%will%starve%to%death.% It%doesnt%maier%whether%you’re%a%Lion%or%a% Gazelle,%when%the%sun%comes%up,% youd%beier%be%running.%% 61Sunday, November 4, 12
  78. Why%did Jesses%James% rob%banks?%%%%%%%%% %Sunday, November 4, 12
  79. Sunday, November 4, 12
  80. Degrees%of%SeparaYon%In%Real%Life%=%6 79Sunday, November 4, 12
  81. Degrees%of%SeparaYon%on%Facebook%=%3.97 80Sunday, November 4, 12
  82. %The%Facebook%WaterACoolerAEffect %%An%Audience%with%an%Audience%of%Audiences 95Sunday, November 4, 12
  83. Because%People%Trust,%Choose%and% Recommend%the%Familiar%.%.%. %%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% 82Sunday, November 4, 12
  84. Because%Facebook%is%an% AnYADopeAInATheADark% Strategy 95Sunday, November 4, 12
  85. Because%Facebook%is%an% AnYASecretAAgentAStrategySunday, November 4, 12
  86. % %Six%Facebook%Best%PracPces %1.%%Status%Update%=%Waving%Hello% %2.%%Like%=%Smile%&%Head%Nod% %3.%%Share%=%ContribuYon/Giving %4.%%Lists%=%Listening%+%Insight%(relevant) %5.%%Friending%=%Oxygen%=%Life% %6.%%Comments%=%ConversaYon%&%ConnecYon 85Sunday, November 4, 12
  87. Are%you%serious%about%becoming%social%savvy,% trusted,%preferred%and%referred? Read%these%books.%%Then%take%acYon! 62Sunday, November 4, 12
  88. T o% b e c o m e% s o m e t h i n g% you’ve% never% been% before% w i l l% r e q u i r e% you% do% things% you’ve% never% done%before. 3Sunday, November 4, 12
  89. Fail%Faster Succeed% Sooner 55Sunday, November 4, 12
  90. When You Feel Fearful Do You… Hit The Brakes? Swerve? Turn Into It & Floor It? More in Chapter 9 in the book Less Blah Blah More Ah Ha 57Sunday, November 4, 12
  91. Spectacula r%Achievement%Is%Always% Preceded%By %Unspectacular%PreparaYon ~Robert%Schuller 56 Please read Chapter 10 in the book Less Blah Blah More Ah HaSunday, November 4, 12
  92. 52Sunday, November 4, 12
  93. In Person and On Purpose Contact and Conversation 63Sunday, November 4, 12
  94. OnAPurpose%and%InAPerson%Contact%&%ConversaYon Contact ConversaYon Become%Preferred,% and Referred%&%Rewarded ConnecYon Sharing,% %Trust Serving%&% and Solving Discovery 96Sunday, November 4, 12
  95. Speak Perpetual Success Into Existence 65Sunday, November 4, 12
  96. What%about%scripts? 98Sunday, November 4, 12
  97. Spectacular%Achievement%Is%Always% Preceded%By%Unspectacular%PreparaYon 99 A%Robert%SchullerSunday, November 4, 12
  98. How We Say It Matters! 66Sunday, November 4, 12
  99. Super Duper Fast and Hyper Tiny Story Telling Know How It Ends then Choose A Beginning Include Details Engage the Reticular Activating System Broca & Surprise Laws of Attraction 67Sunday, November 4, 12
  100. How’s That “Real Estate Thing” Working Out? 68Sunday, November 4, 12
  101. Beam Savvy Be prepared. Know exactly what you are going to say and how you’re going to say it Tell an interesting story. Include info-nuggets and factoids. Conclude with a request for for help. Lastly, after asking for something…you must give something(a commitment or a promise). 69Sunday, November 4, 12
  102. Give Before you GET I know you’re busy, did I catch you at a good time? I PROMISE to… 70Sunday, November 4, 12
  103. % I’ve% thoroughly% researched% and% analyzed% the% real% estate% market.% I’ve% interviewed% all% the% prominent% real% estate% firms% in% our% market% place.% %I%feel%that%I%can%provide%my% clients% with% the% best% services% and% r e s u l t s% b y% p a r t n e r i n g% w i t h% PrudenYal%Gary%Greene,%Realtors.% 71Sunday, November 4, 12
  104. Can% I% ask% you% a% semi% personal%quesYon? %% If% a% close% friend% or% % coA worker% asked% you% to% recommend%a%real%estate% agent,% who’s% name% pops% into%your%head? 1.%Reinforce 2.%Make%a%Promise% 3.%Ask%for%referrals 4.%Ask%to%stay%in%touch 72Sunday, November 4, 12
  105. %FollowAUp Get%Permission%To Ear n%Respect Feel%Good u ched%base% ended%if%I%to %if%there’s% “Would %you%be%off y%hi%and%see uen…to%sa o%for%you? every%so%o anyt hing%I%can%d 73Sunday, November 4, 12
  106. It’s%Official.%CongratulaYons!% You’re%a%Realtor.% %What%can%you%say%to%your%friends,% neighbors,%relaYves%and% former%coworkers%that% will%begin%transforming%their%current%percepYon%of%you%as%_% _%_%_%_%_,% into%a%shiny% new%percepYon…the%professional,%successful,%producYve,%elite%Realtor,%worthy%of%referrals? Your% makeover% begins%be%creaYng% fresh%impressions.% % You%can% begin% crauing% your%new% Elite% Realtor% Icon% idenYty%by%uniquely%responding%to%common%quesYons%asked%of%new%real%estate%agents.% A%few%Yps%before%we%begin: 1. Be%prepared%A%know%exactly%what%you%are%going%to%say 2. Levitate%above%the%Sea%of%Sameness. 3. Tell%an%interesYng%story,%include%a%informaYon%nugget%or%factoid,%conclude%with%a%request%for%referral% business.%%Lastly,%auer%asking%for%something…you%must%give%something…a%commitment%or%a%promise. They%Say:%%How’s1the1real1estate1thing1coming? You% Say:% % Great.%I’ve% thoroughly% researched% and%analyzed%the%real% estate%market.%I’ve%interviewed%all% the% prominent%real%estate%firms%in%our%market%place.%%I%feel%that%I%can%provide%my%clients%with%the%best%services% and%results%by%partnering%with%PrudenYal%Gary%Greene,%Realtors.%%So,%I’m%very%busy%building%my%real%estate% business.%%I%don’t%want%you%to%get%the%wrong%impression%though,%although%I’m%busy,%if%there%is%ever%anything% real%estate%related%I%can%do%for%you%or%someone%you%know…I%promise%I’ll%make%Yme%to%help%you%or%anyone% you%refer%to%me.% %In%fact,% if%you%ever%have%a%real%estate%related%quesYon%or%need…for%example,%you%need%a% contact% number% for% a% reliable% painter,% flooring% company,% etc.,% or% you% need% property% tax% informaYon% or% anything%like%that…I%would%be%happy%to%help.%%Also,%if%you%ever%hear%of%anyone%in%your%neighborhood%or%at% work,% who%is%thinking% of%selling% or%buying% a%home,% I% would%consider%it% a%huge%favor%if%you%referred%me% to% them.%I%promise%to%do%a%great%job%and%I%treat%my%clients%like%family. 74 If%not%now…WHEN?Sunday, November 4, 12
  107. OpPon%Two They%Say:%%How’s1the1real1estate1thing1coming? You%Say:% %Great.% %I’ve%interviewed%all%the%prominent%real%estate%firms%in%our%market% place%and%I’ve%chosen% PrudenPal% Gary% Greene,% Realtors% as% my% partner% and% the% company% I% believe% will% provide% me% the% best% opportunity% to% offer% the% best% real%estate% markeYng,% services% and%most% importantly% results% for% my%clients.% % I’m%off%to%a%busy%start,%thanks%for%asking.%%Can%I%ask%you%a%semi%personal%quesPon?% %If%a%close%friend%or%co worker%asked%you%to%recommend%a%real%estate%agent,%who’s%name%pops%into%your%head? They%Say:%%I1can’t1think1of1anyone.% You%Say:%Perfect.%I’d%like%the%opportunity%to%earn%the%privilege%of%being%the%Realtor%you%would%call%on%if%you% should%ever%need%any%real%estate%related%help…or%if%a%neighbor%or%coworker%asked%you%to%recommend%a%real% estate%agent,%I%would%consider%it%a%huge%favor%if%you%passed%my%name%along.%%With%your%permission%I’d%like% to%touch%base%with%you%every%so%o]en%and%see%if%there%is%anything%I%can%do%for%you%or%anyone%else%you%might% know% who% might% need% real% estate% services% or% help.% % Would% that% be% ok?% % Great…here’s% a% my% contact% numbers. If%They%Say:%%Bill1Big1Shot1with1XYZ You%Say:%%Great.%%Beiy%Big%Shot%Diva%is%a%good%agent.%%Should%you%ever%need%a%second%opinion%or%a%second% alternaPve,%I’d%like%to%earn%the%privilege%of%being%the%realtor%you%could%rely%on%should%Beiy%Big%Shot%Diva%be% unavailable.% % With%your%permission,% I’d%like%to%touch%base%with%you%every% now%and%then%to%see%if%there%is% anything%real%estate%related%I%can%do%for%you%or%anyone%else%you%know%who%might%need%real%estate%service%or% help.%Would%that%be%ok?%%%%%%%%%%%%%%%%%% 75 %%Those%who%get%no3ced,%Get%Ahead.%%~Tom%PetersSunday, November 4, 12
  108. Send%a%h andwrii en%note% 2%busine with ss%cards. 76Sunday, November 4, 12
  109. ed%My %Test.%% eeeee… ..I%Pass Wh %Estate%Now.%% I%C an%S ell%Real ome! orld… Here%I%C Hello%W 77Sunday, November 4, 12
  110. Calling% Behind% Your% “I’ve% Partnered% With% PrudenPal% Gary% Greene% Realtors”% announcements% is% the% first%criYcal%step%in%creaYng% “Top%of% Mind%Awareness”% and%a% prosperous% referral%based% business.% % Your% first% call/personal% contact% is% designed% to% inform%everyone%that%you%are;%open%for%business,%discover%immediate%opportuniYes,% explain%how%your% business% works% and%respecjully,%conversaYonally%and%courteously% ask%for%permission%to%stay%in%touch%and%ask%for%referrals. Step%One:% %Mail%your%announcements,%including%one%to%yourself.% %When%you%receive% your%announcement%in%the%mail,%go%to%Step%Two. Step%Two:%%Set%a%goal%for%how%many%personal%contacts%you%will%make%per%day.%Pick%up% the%phone%and%call%as%many%people%as%it%takes%to%reach%your%goal.%The%faster%you%are,% the%more%persistent%and%commiied%you%are%(you’re%a%PRO%right?)%the%more%successful% you%will%be! Step%Three:%%When%they%answer,%you%might%use%a%dialogue%similar%to%this. They%Say:11Hello You% Say:% %Hi%(their% name),%this% is%(Your% Name).% %I%know%you’re%busy,%do%you%have%a% %couple%of%quick%moments?%(Always%provide%an%opportunity%for%a%graceful%exit.) They%Say:11Yes. You%Say:%%Great.%I’ve%got%my%real%estate%hat%on%today%and%besides%calling%to%say%hello,%I% dropped% a%couple%of% my% Realtor% business% cards% in%the%mail%and% I% wanted% to%double% check%and%see%if%you%received%them?%% 78Sunday, November 4, 12
  111. They%Say:11Yes…. You%Say:%%Great.%%I’m%launching%a%new%Real%Estate%Business%and%I’ve%chosen%PrudenPal% %Gary%Greene,%Realtors%as%my%business%partner.% %I%wanted%to%make%sure%you%had%my% contact%numbers…%if%you%ever%have%a%real%estate%related%quesYon…like%X%Y%Z%,%or%if%you% hear%of%a%neighbor%or%coworker%who%is%thinking%of%making%a%move…I%would%be%happy% to%help.% % Although% I’m%busy,% I’ll% always% make% the% Pme% to% help% you% or%anyone% you% refer%to%me%and%I%promise%I’ll%do%a%great%job.%Oh…one%other%thing….would%it%be%ok%to% touch%base%every%so%o]en%to%see%if%there%is%anything%I%can%do%for%you.%%I%wanted%to%get% your%permission. Step%Four:%%Send%a%handwriien%“note%card”,%with%2%business%cards. Step% Five:% % In% your% “contact% manager”% note% the% date% of% contact% and% any% relevant% informaYon%which%will%aid%in%making%your%followAup%contact%unique. %% Step%Six:%%Send%them%a%direct%mail%piece%at%least%once%per%month.%(Creates%Top%of%Mind% Awareness!) Step%Seven:%%Auer%your%first%monthly%“direct%mail”%piece%has%been%delivered%follow%up% with%a%telephone%call.%%This%call%is%designed%to%discover%new%opportuniYes,%create%“Top% of%Mind%Awareness”%and%receive%permission%to%conYnue%mailing.%%Your%dialogue%might% go%something%like%this… You%Say:%%Hi.%%Do%you%have%a%quick%minute%or%two…I%know%you’re%busy.%%I%was%calling% 79 to%see%if%you%received%my%Post%Card…the%one%with%the%real%estate%informaYon?Sunday, November 4, 12
  112. They%Say:%%Yes You%Say:%%Great,%I%would%like%to%send%you%real%estate%related%informaYon%from%Yme%to%Yme% and% I% was% calling% for% two% reasons…to% see% if% you% received% it% and% get% your% permission% to% conPnue.%%I%didn’t%want%to%assume%it%was%ok,%without%checking%with%you.%%Is%it%ok?%% They%Say:11Sure. You%Say:%%Thanks.%%If%I%can%ever%help%you%with%anything%real%estate%related,%don’t%hesitate%to% call%on%me.% %Although%I’m%busy,%I’ll%always%make% Pme% to%take%care% of%you%or%anyone%you% refer%me%to.%%I%promise%I’ll%do%a%great%job.%%Take%Care. Step%Eight:% %Make%personal%contact%every%70%days…ask%for%referrals.% %Your%conversaYon%for% the%second%call%might%go%something%like%this…. You% Say:%Hi%(Their% Name),% this% is% _________%with%PrudenYal%Gary%Greene…I% know% you’re% busy,%do%you%have%a%couple%of%quick%moments? They%Say:11Sure. You%Say:% %Great,%the%reason%I%was%calling%was%to%touch%base%and%see%if%there%was%anything% real% estate% related% I% could% do% for% you.% % When% we% last% visited,% I% shared% that% I% would% be% touching% base% every% so% ouen% and% I% wanted% to% keep% my% commitment% and% check% in% with% you.%%Can%I%do%anything%for%you? 80Sunday, November 4, 12
  113. They%Say:11Nope You%Say:%%Thanks%for%visiYng%with%me,%if%you%hear%of%a%neighbor%or%coworker%who%is%thinking% of%making% a%move%in%the% next%30%days% or%so,% I% would%consider%it% a%huge%favor%if% you% would% pass% along% my% card%and%contact% numbers,% or% let% me% know% and%I’d% be% delighted% to%contact% them.% % I’m%busy,% but,% I% will%always%make%Pme% to%help% you% or%anyone% you% refer% me%to.% %I% promise%I’ll%do%a%great%job%and%treat%them%like%family.%%Would%it%be%ok%to%% touch% base% with% you%in%a%couple%of%months%or%so? Step% Nine:% % PracYce,% Drill,% Rehearse.% % Plan% your% work% and% work% your% plan.% Consistent,% personal%contact%will%insure%your%success…today%and%tomorrow. %% “The%problem%is%never%how%to%get%new%innova3ve%thoughts%into%your%mind,%but%how%to%get% the%old%ones%out.”%%1~Dee1Hock~ 115Sunday, November 4, 12
  114. Answer% With% Authority Q:%%What%commission%do%you%charge? Answer:% %Our% MarkeYng% Fee% is%3%.% % Which% includes% a%detailed%research% on% current%market% condiYons,% compeYYon% and% sales% data.% We% also% provide% a% comprehensive% consultaYon% on% merchandising%and%inexpensive%ways%we%can%enhance%the%perceived%value%in%the%eyes%of%the% buyer.% % Our% markeYng% and% promoYon% campaign% includes% massive% broadcast% internet% markeYng,% % targeted% adverYsing,% and% all% the% selling% services% required% to% get% your% property% SOLD%for%Top%Dollar%and%in%a%Yme%frame%that%works%best%for%you.%We%manage,%coordinate%and% orchestrate%the%enYre%process%from%day%one%through%a%successful%and%trouble%free%closing. When%we%adverYse%your%property% in%the%MulYple%LisYng%Service,%we%will%be%compeYng% with% sellers%who%are%offering%agents%working%with%%qualified%buyers%a%3%%commission…we%will%also% compete%with%New%Home%Builders%who%pay%a%3%%commission%as%well%as%the%occasional%bonus.% % We%recommend%that%our%selling%clients%offer%a%3%%selling%commission%as%well.% Of%course,%we%only%get%paid%for%a%successful%outcome…there%are%no%upfront%fees%and%we%offer% a%guarantee.%Sunday, November 4, 12
  115. Three People Principle %The%Three%People%PrincipleSunday, November 4, 12
  116. 48Sunday, November 4, 12
  117. Growing YOUR Top Of Mind Awareness 83Sunday, November 4, 12
  118. Monthly% Direct% Mail% sent% to% everyone% in% your% data% base% is% a% criPcal% step% in% generaPng% “Top% Of% Mind% Awareness”% and% posiPoning%yourself%for%successful%personal% contact.% %Direct%mail%should%be%sent%consistently,%without%fail…at% least% once%a% month.%%It%is%also%recommended%that%you%also%send%Direct%Email.%% Step%One:%%Go%to%hap://online.garygreene.com%and%Sign%up%for%your%personalized,%monthly%direct%mail%post%card. Step%Two:%%Go%to%HAR.com%and%sign%up%for%your%personalized,%monthly%Email%Newsleier Step% Three:% % Follow% up% your% first% monthly% direct% mail/ENewsleier/Ecard% with% a% personal% call.% % Your% dialogue% might% go% something%like%this… You%Say:%%Hi%(their%name),%this%is%(Your%Name)%with%PrudenYal%Gary%Greene%Realtors,%I%know%you’re%busy,%do%you%have%a%couple% of%quick%minutes. They%Say:%%Yes You%Say:%%Great.%%(Their%name),%the%reason%I%called%is,%I%sent%you%a%post%card/Enewsleier/Ecard,%it%had%(describe%the%piece)%and%I% was%calling%to%see%if%you%received%it. They%Say:%Yes. You%Say:% % Great.% % With% your% permission,% I%would% like% to%send% you% real% estate% related% informaYon% from% Yme% to%Yme,% but% I% thought%I%should%ask%you%if%it%was%ok%%before%I%started.%%Would%that%be%ok%with%you? They%Say:%%Yes. You%Say:%%Thanks,%I%appreciate%it.%%If%I%can%ever%help%you%with%anything%real%estate %related,%please%don’t%hesitate%to%give%me%a%call.% %Although%I’m%busy,%I%promise%I’ll% %always%make%Pme%to%help%you…or%if%you% hear% of%anyone%in%your% neighborhood% % or% a%coworker% who%is%thinking% of%making%a%move…I’d% be%happy%to%help% them% and% %I% promise%I’ll%do%a%great%job%and%treat%them%like%family.%%Again,%thanks%for%your%Yme….take%care.% Step%Four:% %Follow%up% your%personal%contact% with%a%note%card%and%two%business%cards.% %Note%your%conversaYon% in% your%data% base.%%Go%meet%more%people,%engage%in%conversaYons….YOURSELF%SKYWARD,%ABOVE%THE%SEA%OF%SAMENESS! 84Sunday, November 4, 12
  119. How’s%The%Market?%% Tell%A%Super%Simple%Story Include%Facts%=%Believable Plot%=%Offer%A%Benefit%or%Ask%For%Help% End%Your%Story%With%A%Request%–%Who%can%use%your% benefits%or%can%they%help%you%solve%your%problem?% Refer%to%Chapter%12%in%the%book%Less%Blah%Blah%More%Ah%Ha 86Sunday, November 4, 12
  120. se%On%To ur%Story Cool%Hou 87Sunday, November 4, 12
  121. Your%Next% Open%House%Event 88Sunday, November 4, 12
  122. Your%Ne w%LisYn Your%Re g%Needs cent%Bu yer%Nee %A%Buyer. ds%Repl acing.% 89Sunday, November 4, 12
  123. The%Cool%People%Your%Working%With Can’t%Find%The%Perfect%Home 90Sunday, November 4, 12
  124. Pour Yourself Perpetual Referrals 91 Get the details in Chapter 22 of the book Less Blah Blah More Ah HaSunday, November 4, 12
  125. How%to%Employ%and%Enjoy%the% Natural%Law%of%Shared%Favors. More details in Chapter 21 of the book Less Blah Blah More Ah Ha 92Sunday, November 4, 12
  126. WhiteAGossip%your%way%to%the%closing%table. To learn more go to Chapter 14 in the book Less Blah Blah More Ah Ha 2Sunday, November 4, 12
  127. How%To%Keep%Her%From% Seducing%.%.%. your%Clients your%Friends your%Prospects your%Suspects More%in%Chapter%23%in%the%book%Less%Blah%Blah%More%Ah%Ha 94Sunday, November 4, 12
  128. 96Sunday, November 4, 12
  129. Here’s%a%stolen%copy%of%her%Simple%10%Step%Plan%(Don’t%tell%her%I%told%you.): 1.%Log%on%to%the%website%for%my%local%mulYAscreen%mega%theatre. 2.%Check%movie%schedule.%Pick%movie%A%pick%Yme.%(Midweek,%midday%works%best.) 3.%Write%fun%email;%include%a%picture%of%the%movie%poster%or%movie%star.%Send%to%everyone. 4.%Wait% 1% day.%Call% all.%Say% hello.% Confirm%receipt.%Personally%invite.% Chitchat.% Let% conversaYonal% magic% bloom.% Share% excitement% for% a% “yes”,% express% regrets% for% a% “no”% (Either% way,% the% “Halo% Effect”%shines%it’s%sou%blessing%on%her%relaYonship). 5.%FollowAup%all%my%conversaYons%with%a%short,%handwriien%note%card.%Mail. 6.%Meet%everyone%at%the%movies.%Sport%my%real%estate%name%badge.%Hand%out%movie%Yckets.%Greet% everyone%with%watermelon%smile%and%warm%“your%welcome”% hugs,% as%they1gush,1 “Thank1you1 so1 much,1how1thoughKul.1I1needed1a1break.1You’re1the1greatest1friend1and1Realtor1of1all%Yme.” 7.%Bring%digital%camera.%Take%pictures.%Go%inside%and%enjoy%the%movie. 8.%Say%goodAbye.%Give%everyone%a%warm%repeat%hug,%well%wishes%and%appreciaYve%“You%Rule’s” 9.%Post%“We’re%having%fun!”%pictures%to%my%Facebook%account. 10.%Write%fun%post%movie%followAup%email.%Include%pictures%of%grinning%aiendees%and%a%link%to%my% Facebook%photo%album.%Tweet%about%it%too.%Send%Email%to%all%invited.Sunday, November 4, 12
  130. 96Sunday, November 4, 12
  131. Generate%fire%hose%force%referral%business%by% leveraging%contact%with%your%current%buyer/seller% prospect/suspects%when%followingup.%% At%the%conclusion%of%your%followAup%conversaYon… You%Say:%%Great%talking%to%you.%%Oh,%one%last% thing…between%now%and%the%next%Yme%we%meet,% if%you%hear%of%a%friend,%neighbor%or%coworker%who% is%thinking%about%making%a%move%in%the%next%30%to% 60%days,%I%would%consider%it%a%huge%favor%if%you% pass%along%my%name%and%contact%number%or%I% would%be%happy%to%call%them.%%I%promise%I’ll%follow% up%promptly%and%I’ll%do%a%great%job.%%Of%your% friends%at%XYZ,%who%will%be%the%next%to%move? They%Say:%%Nope. You%Say:%%Thanks…talk%to%you%soon.%%Send%a%note% card%and%two%business%cards. Three%months%from%now%you%may%wish%you%had% started%today. ~%Karen%Lamb 97Sunday, November 4, 12
  132. Confident%Persuasion SeducPve%Odd%Angle% ConversaPon Speak%Your%Way%To%Perpetual% Payoff Unique%Selling%ProposiPons% 98Sunday, November 4, 12
  133. %TransiPon%Phrases Would%you%be%open% minded…. Would%you%be% offended… Let%me%propose%this… Can%we%work%together% on%that%basis… Can%you%see%any% disadvantage%to.. Of%all%your%friends%at% XYZZ,%who%will%be%the% next%to%make%a%move? % 99Sunday, November 4, 12
  134. Unique%Selling%ProposiPon%%SELLER TransiPonal%Bridge%~%ConversaPonal%Portal You:% %Would%you%be%open%minded%to%fresh%ideas%that%would%help%sell%your%property%for%more% money,%save%you%Pme%and%eliminate%all%the%hassles%and%wicked%surprises? Or%if%you%hear%a%commission%related%blast… Listen…I%hear% you.% %I’m%like%you%and%everyone%else…nobody%wants% to%over% pay%for% anything.% % We’ve%all%been%promised%the%moon%and%what%we%got%was%a%fist%full%of%air,%broken%promises%and% mealy%mouth%excuses.%% ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Let%me%propose%this%idea.%% Let’s%meet%and%I’ll%share%my%uniquely%tailored%world%wide%markeYng%plan%with%you.% %I’ll%share% advanced,% top% Yer,% ultra% effecYve% markeYng,% adverYsing,% merchandising% strategies% that% will% broadcastAblast% your% property% informaYon% to% the% far% corners% of% the% world…viewable% electronically%in%digital%full%highAimpact%Technicolor,%locally,%regionally,%naYonally%and%globally% ~%maybe%even%galacYlly%if%any%aliens%are%picking%up%our%signals.%% These% criYcal% broadcast% factors% effect% the% sales% price…your% net% boiom% line% proceeds…thin% and% weak% markeYng% =% meager% and% stunted% net% proceeds,% thick,% powerful% and% persuasive% markeYng%=%more%money%for%you.% 100Sunday, November 4, 12
  135. Unique%Selling%ProposiPon%%SELLER TransiPonal%Bridge%~%ConversaPonal%Portal%ConPnued… Also,%briefly% or%in%as%much%detail%as% you%like,%I% will%share%how% we%communicate,%manage%and% lead% all% the% various% role% players% in% transacYon…for% example,% the% coAop% brokers,% mortgage% lenders,% home% owner’s% insurance,% mortgage% appraisers,% Ytle% insurance,% property% inspectors,% survey%people,%home%warranty%details%and%others.% Keeping% you% informed% every% step% of% the% way,% insuring% that% all% the% big% and% fine% details% are% handled% in% a% Ymely% fashion…all% leading% to% a% stress% free% closing% and% trouble% free% receipt% of% funds.%More%convenience,%ease%and%safety%for%you%and%yours…it’s%all%guaranteed. At%the%conclusion%of%our%meeYng%if%your%feel%I’m%the%right%person%for%the%job…that%I%can%get%you% home%SOLD%for%more%money%with%less%hassle%and%stress…then%you’ll%hire%me.% %That%would%be% exciYng.% %If%not,%then%you%won’t…no%worries…I’ll%wish%you%well,%our%meeYng%is%complimentary% and% some% of% the% gems/bright% ideas% I% share% with% you%will% help% you% sell% your% home% for% more% money%no%maier%who%you%choose. Can%you%see%any%disadvantage%to%our%ge}ng%together%on%that%basis? 101Sunday, November 4, 12
  136. Unique%Selling%ProposiPon%%Buyer TransiPonal%Bridge%~%ConversaPonal%Portal You:%%Sounds%to%me%like%you’re%looking%for%something%special?%%Let%me%propose%this…The%reason% it’s%hard%to%find%that%special%house%is%when%HOT%new%lisYng%inventory%tumbles%onto%the%market… I’m% talking% about% homes% that% are% priced% great,% show% fantasYc,% stunning% curb% appeal,% lush% landscaping,%fabulous%floor%plans%and%perfect%locaYon. Homes% that% really% shine% and% sparkle,% ouen%sell%in%a%couple%of% days,%if% not% the% first% day.% % These% homes%never%show%up%in%an%ad,%open%house,%even%the%internet…they%sell%too%fast. These% homes% are% sold% by% fast% acPng,% eagle% eyed% Realtors% who% monitor% the% market% and% noYfy% their% preferred% clients% as% soon% as% something% appears% on% the% market.% % I% have% a% computerized% market%monitor%program% that%rushes%me%via%email,%autoAnoYficaYon%when%HOT%new%lisYngs%hit% the%market. My%quesYon% is,% when% a%HOT%new%lisPng% hits% the% market% and%it% matches% your% specific% criteria,% would%you%like% detailed%informaPon% rushed% to%you%via%email?% %Then%you’d%be%the% person%with% insider%informaPon,%knowing%what’s%available%before%the%masses. It’s% preiy% simple,% free% and% no% hassles…all% I% need% is% a% couple% of% quick% minutes% to% beier% understand% what% you’re% looking% for…then% I’ll% have% the% informaYon% I% need% to% program% my% Homefinder%So]ware%and%badaAbingAbadaAboom,%you’re%poised%to%WIN. Is%this%free%service%something%you%could%benefit%from?%%Can%you%see%any%disadvantage%to%knowing% about%HOT%properYes%before%anyone%else?% 102Sunday, November 4, 12
  137. 103Sunday, November 4, 12
  138. BlasPng% Out% Just% Listed% and% Just% Sold% Announcement Go% to% % hip://online.garygreene.com/ prospecYng.asp%to%order%your%cards.% %Use%this% convenient,% fast,% affordable% service% to% send% your% Just% Listed/Just% Sold% announcements.% % Log% in,% choose% your% card,% choose% your% message,% pick% the% streets% for% delivery,% order% the%names,%address%and%telephones%numbers,% order% a%confirmaYon%card.% % Auer% you%receive% your%conformaYon%card,%follow%up%your%direct% mailing% with% a% prospecYng% telephone% call.% % Your%conversaYon%may%go%something%like%this. Just%Listed%Announcements Acknowledge% the% party% called% by% name:% “Hello,% may% I% speak% to% Mr.% or% Mrs.% XXX,% please.” “It%takes%contacts%to%make%contracts”% %~Marilyn%Eiland~ 104Sunday, November 4, 12
  139. You% Say:% % “Hi,% this% is% your% name% with%PrudenYal% Gary% Greene% Realtors,% I% know% you’re% busy,%do%you% have%just%a%couple%of%quick%seconds?%%The%reason%I’m%calling%is%we%just%listed%the%Smith’s%house%down% the%street% and%I%sent%out%a%“Post% Card”% announcement…do%you%recall%receiving%it?% %We%wanted%to%let% the%neighbors%know,%so%that%if%you%knew%of%anyone%who%would%like%to%move%into%the%area,%we%would%be% happy%to%show%them%the%property%and%it’s%a%chance%for%you%to%pick%your%new%neighbors.%%Also,%when%we% sell%this%property%would%you%like%to%know%what%price%it%SOLD%for?” They%Say:%%Sure You%Say:% %Great.% %Confirm%their%address.% %End%the%conversaYon:%“Thanks%for%your%Yme,%it’s%been%nice% talking%to%you,%I’ll%be%in%touch.” Just%SOLD%Announcements Acknowledge%the%party%called%by%name:%%“Hello,%may%I%speak%to%Mr.%or%Mrs.%XXX,%please.” You% Say:% % “Hi,% this% is% your% name% with%PrudenYal% Gary% Greene% Realtors,% I% know% you’re% busy,%do%you% have%just%a%couple%of%quick%seconds?% %The%reason%I’m%calling%is%we%just%SOLD%the%Smith’s%house%down% the%street% and%I%sent%out%a%“Post% Card”% announcement…do%you%recall%receiving%it?% %We%wanted%to%let% the% neighbors% know% that% they% would% have% new% neighbors% soon% and% if% you% knew% anyone% in% the% neighborhood%who%was%thinking% of%selling%in%the%next% 30% days…our%markeYng%efforts%have%generated% addiYonal%interest%and%we%may%have%other%buyers%interested%in%your%neighborhood.%So,%can%you%think% of%a%neighbor%who%might%be%thinking%of%making%a%move,%looking%for%a%buyer?”% They%say:%%Nope 105Sunday, November 4, 12
  140. You%Say:%%When%the%sale%closes,%would%you%like%to%know%how%much%the%property%sold%for? They%Say:%%Sure You%Say:%%Great.%%Confirm%their%address.%%End%the%conversaYon:%“Thanks%for%your%Yme,%it’s%been% nice%talking%to%you,%I’ll%be%in%touch”%or%“Thanks%for%your%Yme,%it’s%been%nice%talking%to%you.” If% these% contacts% were% posiYve…write% a% short% “thank% you”% note% and% include% two% of% your% business%cards.% %Add%this%person%to%your%data%base%and%begin%mailing%at%least%monthly%(Enroll% them%in%your%AnYAChaos/Perpetual%Payoff% %Program.% %Auer%your%first%mailing%call%to%see%if%they% received% it,% ask% for% permission% to% conYnue% mailing% and% touching% base% from% Yme% to% Yme.% % Update%them% on% any% new% acYvity% in%the% neighborhood%(autoAnoYficaYon).% % Give%them% a%call% when%the%property%goes%under%contract%and%once%it’s%closed.%%In%any%event%call%every%90%days%to% say%hello. If%things%seem%under%control,%you’re%not%going%fast%enough.% ~1Mario1AndreO 106Sunday, November 4, 12
  141. PracYcally%Fool%Proof% For%Sale%By%Owner%System 107Sunday, November 4, 12
  142. PracPcally%Fool%Proof%For%Sale%By%Owner%System% Mind%Set%of%the%FSBO… % 1.%%Believe%they%can%do%it%themselves % 2.%%They%want%to%save%the%commission What%NOT%to%do… Try%to%list%on%the%first%try.%The%purpose%of%the%first%contact%should%be%simply%to%build%rapport,% not%to%convert%them%to%a%lisYng.% Discourage%the%owner.%Telling%the%owner%how%difficult%the%process%is%will%only%alienate%them.% Theyre% excited% about% the% possibility% of% selling% it% themselves% so%dont% ruin%their% day.% Theyll% soon%discover%the%difficulty%on%their%own%and%then%be%ready%to%talk. Sell%all%of%your%services.%If%youre%not%buying%a%car,%youre%not%interested%in%all%of%its%features.% Same%with%FSBOs.%Theyre%not%ready%to%hire%a%real%estate%agent,%so%they%dont%want% to%hear% about%your%company...yet. "Just cause you cant walk on water doesnt mean you cant cross the river.“ ~Dink Weber 108Sunday, November 4, 12
  143. Success%Steps.% % 1.%%Find%a%FSBO%–%Driving%Neighborhoods/Yard%Signs,%Newspaper%Ad,%BulleYn%Boards,%etc.% 2.% % Make%Contact% Ask%for% an% appointment% % A% Contact% Dialogue:% % Hello,% I’m% (Your% Name)% with% PrudenYal,%Gary%Greene%Realtors.%%I’m%calling%because%I%see%you’re%selling%your%home.%%Are%you% cooperaYng%with%Realtors?%%I%would%like%to%make%an%appointment%to%view%your%property…what% are%your% visiYng% hours?%(Get% in%the% door% honestly…do%not% say% you% have% a% buyer% unless% you% do.)%%Your%goal%is%to%build%a%relaYonship%that%may%lead%to%a%future%lisYng%or%referrals.% 3.%%AnYcipate%resistance,%concern%and%cooperaYon.%%Be%prepared%for%quesYons%like… %% FSBO:%%Do%you%have%a%buyer?% YOU:%“Candidly,%I’m%not%calling%because%I%have%a%buyer%for%your%property%yet.%What%have%found% is% that% I% can% do%the% best% job% of% creaYng% interest% in% a% property% if% I’m% familiar% with% it.% % I% was% hoping% you% could% show% me% through% the% property.% % Then% I% could% intelligently% and% enthusiasYcally% promote% your% property…and% match% a% qualified% buyer% prospect% with% your% property.%%Does%that%make%sense?%%Great,%when%would%be%a%good%Yme%to%tour%the%property?” 109Sunday, November 4, 12
  144. FSBO:%%We%are%not%going%to%list%the%property!%% YOU:%I%understand.%I%was%wondering%if%you%would%be%open%minded%to%cooperaYng%with%a%Realtor% if%they%had%a%qualified%buyer%interested%and%willing%to%meet%your%price%and%terms…would%you% be%open%minded%to%saving%the%lisYng%fee%and%only%paying%the%selling%fee? % FSBO:%%We%will%only%pay%you%a%3%%Commission!%% % YOU:%%Perfect,%when%can%I%visit? FSBO:%%We%are%not%working%with%REALTORS!%A:%%I%understand.%%Because%I’m%busy%in%this%area,%it’s% possible%that%I%may%be%working%with%buyers%and%they%may%see%your%sign%and%ask%me%about%your% property.% % I% understand% that% you’re% not% interested% in% paying% any% fees…would% you% be% open% minded% to% my% previewing% the% property…then% I% could% answer% my% buyers% potenYal%quesYons% and%if%they%were%interested,%I’d%have%them%contact%you%directly.%%Would%you%be%opened%minded% to% my% taking% a% quick% peek.% Can% you% see% any% disadvantage% to% that,% a% quick% peek% I% mean…I% understand%you’re%not%paying%any%fees? % FSBO:%%We%are%not%paying%any%commissions!%A:%%Same%as%above 109Sunday, November 4, 12
  145. FSBO:%%Sure,%come%on%over.%A:%%Kneel%and%pick%your%jaw%up%from%the%floor…the%three%second%rule% applies!%%Thanks,%I’ll%be%right%over. % 5.% %Preview%the%home,%remember,%you’re%on%a%curiosity%inspired%discovery%mission.% %Be%yourself,% aienYve,%in%the%moment%and%inquisiYve.% %Ask%quesYons,%don’t%sell%and%tell.%%You%have%two%ears% and%one% mouth% for% a%reason.% Ask%for% a%tour:% % “Would%you%tour% me%through%the% home%as% you% would%a%qualified%buyer”%?% 6.% % While% touring,% casually% and% conversaYonally,% discover% their% “Time/MoYvaYon”% factor% by% asking%conversaYonal%qualifying/discovery%quesYons.% A.% % Key% quesYon:% % “When% would% you% like% to% have% the% property% sold% and% the% check% in% your% hands?” B.%%Key%quesYon:%“If%for%some%weird%reason%you%don’t%find%the%right%buyer,%do%you%have%a%“Plan% B?” %% % 7.% %When%the%seller%sez…%“We%can%sell%it%ourselves!”%Agree%with%them,%don’t%disagree,%argue%or% share%perilous%stories%of%danger,%defeat%and%folly.% %Yes,%they%can%successfully%sell%their%property.% % Your%challenge%is%to%posiYon%yourself%as%the%best%alternaYve%when%they%become%frustrated%and% generate%referrals%during%their%FSBO%experience. % % 8.%%Follow%Up%&%Follow%Through % % A.%%Number%one%reason%for%failure%A%failure%to%follow%up. 109Sunday, November 4, 12
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  148. How%To%Go%From%Zero%In%Escrow To%KaABoom%In%Thirty%Days Open your book to Chapter 17 - How to go from Zero Escrow to Boo-Yah in Thirty Days or LessSunday, November 4, 12
  149. How%to%Go%from%Zero%in%Escrow%to%BooYah%in%Thirty%Days%or% Less%–%Chapter%17% in%the%book%Less%Blah%Blah%Blah%More%Ah% Ha Open%House%Event%Tips When:%%Now!%Today!%%The%sooner%the%beier.%Hold%open%house% events%on%late%auernoons%and%early%evening%weekdays.%Open% house%signs%spied%on%weekdays%and%on%the%way%home%from% work%are%unusual,%and%therefore%airact%aienYon,%which% generates%traffic. Hold%open%house%events%Saturday%and%Sunday%auernoons%(2% p.m.%to%5%p.m.).%%%Your%mission,%should%you%accept%it:%hold%Ten% Open%House%Events%in%thirty%days.%%You%have%permission%to%do% more. Where:%Pick%a%property%that%is%supremely%airacYve,%easy%to% find%with%direcYonal%arrows%,and%is%priced%in%the%sweet%spot% (what’s%selling)%for%your%market%area.%You%can%research%what’s% selling%best%by%consulYng%your%MulYple%LisYng%Service.% Ideally,%you%will%want%to%pick%a%property%that%was%recently% listed,%the%fewer%days%on%market%the%beier.%%If%you%don’t%have% a%lisYng%that%qualifies,%no%worries,%don’t%let%that%sink%or%slow% you.%Ask%your%teammates%if%you%can%hold%one%or%more%of%their% lisYngs%open.%%Most%importantly,%don’t%pick%any%random% property.%%Choose%strategically.%%UmmAhmm 113Sunday, November 4, 12
  150. The%Howtos%(thirteen%of%them!): 1.%%Promote%your%open%house%online% %at%Trulia.com,%Zillow.com,%Realtor.com,%your%blog,%Facebook% Business%Page,%Twiier,%AssociaYon,%and%brokerage%websites. 2.% % Make%seventyAone% color% open%house% flyer% announcements/invitaYons.% % Don’t% spend% all%day% creaYng%a%flyer.%%Get%this%chore%done%fast.%The%magic%is%not%in%what%the%flyer%looks%like;%the%magic%is% you%and%what%you%do%with%the%flyer. 3.% % Mail% twentyAone% of% your% open% house% flyers% as% invitaYons,% to% your% current% nest% of% buyers% prospects/suspects%and%twentyAthree%to%your%most%enthusiasYc%cheerleader%friends. 4.% %Follow%up%your%mailed%invitaYon%flyers%with%phone%calls.%%Say%“Hello,”ask%if%they%received%your% flyer,%and%invite%them% to%share% your%flyer%invitaYon%with%anyone%they% think%might% be%interested.% % The%main%thing%is%that%this%acYon%provides%you%with%the%opportunity%to%have%OnAPurpose%and%InA Person%conversaYons% with% people% who% like,% trust,% and% would%happily% recommend%you.% % Having% conversaYons%with%your%cheerleader%friends,%and%current%buyer%prospects% and%suspects,%unlocks% possibiliYes% and% opportuniYes.% % Follow% up% each% phone% call% with% a% handAwriien,% shortAnAsweet% note%and%drop%it%in%the%mail%with%two%of%your%business%cards. 114Sunday, November 4, 12
  151. The%Howtos%(thirteen%of%them!): 5.% %HandAdeliver%your% open%house%flyer%invitaYons% to%twentyAseven%neighbors.% %Yes.% %I%do%mean% personally%knock%on%their% door% and% invite%them,% ending% your%conversaYons% with%this% quesYon:% % “When%we%sell%this%home,%would%you%like%to%know%how%much%it%SOLD%for?”% %If%they%say%yes,%get% their%contact%informaYon,%add%them%to%your%database,%set%up%an%automated%acYvity%noYficaYon% (like%we%talked%about%for%your%cheerleader%friends%in%Chapter%Fourteen).%Begin%including%them%in% your%personal%markeYng%and%relaYonship%building%campaign,%and%keep%them%informed%of%all%new% real% estate% acYvity% in% their% neighborhood.% % Remember% to% write% a% shortAnAsweet% note% (nice% to% meet%you%and%other%pleasantries)%and%drop%it%in%the%mail%with%two%of%your%business%cards. 6.% %If% you%are%planYng% an% open%house%sign%on%the% edge%of% someone’s% property,%knock%on%their% door,%smile,%politely%ask%for%permission,%and%invite%them%to%your%open%house.% %Remember%to%ask% them%if%they’d%like%to%know%what%your%lisYng%sells%for.%%If%they%say%“yes,”what%should%you%do%next?% (Clue:%reAread%HowAto%#5.)% 7.% %Do%your%homework%about%the%neighborhood.%Preview%acYve%lisYngs%in%the%neighborhood%(in% person,%not%online),%research%recent%sales,%and%familiarize%yourself%with%the%local%schools,%parks,% grocery%stores,%and%local%knowledge. 115Sunday, November 4, 12
  152. 8.%%Set%the%stage%–%lights,%blinds,%aroma,%and%music%–%no%TV%watching.%%When%you’re%finished,%make% sure%you%put%everything% back%where%it%belongs.%Especially,%check%that%the%lights% and%the%heaYng% and%cooling%are%reset%to%how%you%found%them,%and%that%doors%and%windows%are%locked. 9.% % During% slow% traffic% periods,% use%your% cell%phone%to% make%the%touchingAbase%phone%calls% you% know%you%should%be%making,%but%haven’t.%%Even%if%nobody%shows%up%at%your%open%house%event,%if% you% spend% your% Yme% making% InAPerson% and% OnAPurpose% contacts,% you’re% working% hard% and% making% good% things% happen.% % You% can’t% go% from% broke% to% booAyah% without% contact% and% conversaYons.%Call.%Contact.%Call.%Then%call%and%contact%some%more. 10.%At%the%conclusion%of%the%open%house,%send%thank%you%cards%to%everyone%who%aiended. 11.% If% you%held%someone%else’s% house% open,%report% your% results% to%the% lisYng% agent% so%they% can% report%to%their%seller.%This%is%professional,%polite,%and%appreciated%behavior. 12.%Follow%up,%follow%up,%and%follow%up%some%more%—%with%all%prospects 13.%Hold%an%open%house%event%at%least%ten%Ymes%in%the%next%thirty%days. 115Sunday, November 4, 12
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  155. Sunday, November 4, 12
  156. Stay%PosiYveSunday, November 4, 12
  157. Sunday, November 4, 12
  158. Thank%You. %%%%%%%%%%%%%%%%%%%%Ken%Brand%A%832A797A1779%%% %%%%%%%%%%%%%%%%%%%%LessBlahBlah.com KenBrand.com Ken@KenBrand.com 8Sunday, November 4, 12

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