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

  • 6,460 views
Uploaded on

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.

More in: Real Estate
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
6,460
On Slideshare
0
From Embeds
0
Number of Embeds
8

Actions

Shares
Downloads
28
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 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. 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.%%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.%%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.%%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.Sunday, November 4, 12
  • 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
  • 146. 110Sunday, November 4, 12
  • 147. 111Sunday, November 4, 12
  • 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
  • 153. 116Sunday, November 4, 12
  • 154. 117Sunday, November 4, 12
  • 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