The seminar will cover topics to help real estate agents generate more leads when business is slow, identify tactics to implement from seminars, and review qualification, recognition and awards. It will also discuss ideal business models, current marketing systems, building relationships with clients, database management strategies, and time management best practices. The next lunch and learn event is scheduled for December 3rd on goal setting.
3. 90/10 Rule?
• Why?
• How much do you want to make?
• How many hours are you prospecting?
• How many hours are you working?
• How is your work life balance?
4. What to do when attending a
seminar
1. Identify 3 tactics you will implement right away
2. Statistics: 3 out of 4 will not implement
3. If we have time, what else would you like to cover
5. Qualification, Recognition, and
Awards
• Business Up Over 66% this year
• Will come close to double my Income up from 480K to
925K
• Scotman’s Guide Top 200 in USA
• Mortgage Originator Magazine Top 1%
• 100% Referral Business
• Member of the CORE Training Group
6. First things First:
The Ideal Realtor Model
• Maintain 30 listings/10 buyers
• 3 Channel accounts
• 40 leads/mo – 50% from database
• 5 closings per month
• @ $7,500 per deal
• (avg transaction 400K x .03 = $12,000, less broker 28%)
• Net $250,000 per year
• Save 20%
7. What are You Doing Now?
Who I Market To:
______________
______________
______________
______________
______________
Ex: PC, BUS, FARM, CH, BLDR
8. What Systems/Marketing Are You
Doing?
For Current Clients: _________ , _________ , _________
For Past Clients: __________ , __________, ________
For BUS/SOI: __________ , __________, ________
For Channel: __________ , __________, ________
For Builders: __________ , __________, ________
11. Structure and Systems
Build Relationships with your clients
by calling and using this format:
F is for “family”
O is for “occupation”
R is for “recreation”
D is for “dreams”
12. DATABASE
“Any Successful Sales Job Starts with
a Great Database”
Excel or CRM—You Choose
I like Jungo
A. Create it
B. Organize it
C. Work it DAILY
D. Grow it
14. Building a Database
•All sales people work off of lists
•Top 50 Favorite Past Client List
•Top 50 Favorite People and Professional’s
List
•Expired’s
•Top 25 Target List ( CPA, Fin Planner, Any
Potential Referral Source….I like Divorce
Attorneys)
•Think outside the box: Who are some
other great referral sources
•BUILD YOUR LISTS (DATABASE)
16. Database Systems
That Work—Go Deep
1. Client—”All About You” Form (Agent for
Life)
2. EOS
3. Letter of the Heart
4. Client Parties
5. Birthday Program
6. E-Newsletter and/or Video updates
17. #1 All About Your Form
All About You
This form is to help us better serve you during and after the transaction.
Thank you for your cooperation in filling out this information.
Name ___________________________________________
Date of Birth ____-____-______
E-mail Address ____________________________________________
Spouses Name ________________________________________
Date of Birth ____-____-______
E-mail Address ____________________________________________
Names of children living at home and date of birth
1)_____________________________ ___/____/_____
2)_____________________________ ___/____/_____
3)_____________________________ ___/____/_____
We communicate often with our clients to reduce this stressful process. Please tell us how we can best
communicate with you.
Are you available to talk at work? Yes / No If yes, your number____________ext.____
If delivery is necessary, should we send to your work address? Yes / No If yes, please list full address. ___________________
What is the best number to reach you on Thursdays for your update calls?
____________________________ Alternate number ___________________________
What are your regular work hours?___________________________
19. Structure and Systems
September 21, 2009
A real hero…
I was driving to my office last month and the car in front of mine had “Medal of Honor” license plates. I thought to
myself, I have to meet this guy.
He turned into my office complex and parked in front of a rehab center in a building adjacent to mine. I pulled up
behind him and waited until he stepped out of his car. I told him that I had seen his license plate and wanted to meet
in person and shake his hand. He smiled and introduced himself and said that the “plates” were nice because they
were free.
I told him that I have had the honor of working with families of three other Medal of Honor recipients in my career but I
had never actually met one in person. I asked him if he was in Vietnam and what he did there. He shrugged and told
me that he was a “Dust-off” pilot. I have met several Dust-off pilots and had them as clients. It turned out that we had
some mutual acquaintances. Those guys are a special breed of cat.
We chatted for a few minutes. I thanked him for his time and his service to our country and hustled back to my office to
look him up on the internet. He was the first “Dust-off” pilot to be awarded the MOH. In one day, he flew three
different helicopters on five separate missions, each under intense enemy fire and rescued 51 soldiers. “For
conspicuous gallantry and intrepidity above and beyond the call of duty” the Medal of Honor was awarded to Maj.
Patrick Brady. He later retired as a Maj. General.
Tiger Woods wears Patrick Brady pajamas to bed at night.
Regards,
Dayton Schrader
P.S. If you can read this…thank a teacher. If you can read this in English…thank a soldier.
24. Daily Power Hour (Calls)
Monday: 8 of your Top 50 VIP
Tuesday: Update Calls/Pending Contracts
Wednesday: Letter of the Week Past Client
Database
Thursday: Business Contacts (CPA, Divorce
Attorneys, HR Contacts, Jeweler, etc….
Friday: Builders
28. Mark Your Calendar:
Next Lunch & Learn
When: Thursday, December 3rd
Where: 320 W Ohio 6th Floor
Topic: Goal Setting - Exceed Expectations And Win Business
Lunch & Learn: Goal Setting. Exceed Expectations And Win
Business Tickets, Chicago | Eventbrite
