Nationally renowned real estate guru Jim Droz introduces his HouseHunt exclusive series about reaching your highest potential as a real estate agent

2. OUR GOALS: To position you to be free from
financial concerns.
1) Earn more by getting more consumers to
buy your product.
2) Keep more of what you earn.
3) Invest your earnings wisely.
Lead, follow or just
get out of the way!

3. RELEASING THE WINNER WITHIN” TOPICS:
● BUILDING A CLIENTELE-BASED BUSINESS
● 99.7% EFFECTIVE LISTING PRESENTATION
● SELF PROMOTION – BECOME A SUCCESS MAGNET
● 5 HOUR BUYER SYSTEM/BUYER PRESENTATION
● OBJECTION RESPONSES
● WORKING EXPIRED LISTINGS & FOR SALE BY OWNERS
● SCRIPTS
● SYSTEMS, DISCIPLINE & DELEGATION
● OPEN HOUSES
● INVESTMENT STRATEGIES
● BUSINESS PLANNING
● LEAD CONVERSION

4. PRESENTER’S CREDENTIALS:
● TOP AGENT IN THE WORLD FOR WORLD’S LARGEST R.E.
COMPANY
● AVERAGED NEARLY 300 CLOSED TRANSACTIONS ANNUALLY (NO
TEAM – JUST 1.5 CLERICAL ASSISTANTS).
● SOLD 9 HOMES IN ONE DAY
● SOLD 40 HOMES IN ONE MONTH
● AVERAGED NEARLY 20 LISTINGS TAKEN MONTHLY
● LOST ONLY 4 LISTINGS IN OVER 1500 PRESENTATION
OPPORTUNITIES
● FIRST AGENT IN U.S. TO EARN OVER $1,000,000 ANNUALLY (AVG.
SALES PRICE $125,000)
● HAS PRESENTED AT NEARLY EVERY MAJOR COMPANY’S NATIONAL
CONVENTIONS

5. A COUPLE OF TESTIMONIALS:
Prior to attending the Releasing the Winner Within workshop, I was stuck on 55 closed sales
units annually. The year I attended your sessions, I closed 150.5 units. Thank you! You changed
my life. - S Burton
You increased my production dramatically. The year after I attended your workshop I closed
196 sales units. - S Rafeh
With your help I have become the top-producing agent in Orange County. It is one of the most
competitive real estate markets in the world. Thank you! - D Lobin
At last, a full-proof system. The results of your program are exciting. I am seeing agents, who
have resisted farming for years, out doing it and having fun. One of my agents, using your
systems, has closed $180,000 in GCC her first year in the business (avg. sales price $100,000). I
wish all of my agents were in your workshop. - Gloria McGurk, broker/owner
Thank you! Seven months into this year I have exceeded my best year ever. I have truly learned
so much from you. What amazes me is that you actually used these techniques and had
tremendous success. Your knowledge of the day-to-day business always surprises me. The skills
I have learned from you are invaluable. Thank you for showing me how to take better care of
my customers. I have been selling real estate for 11 years and have had a lot of success, yet it
surprised me that there is a better, easier way to be successful. - L Sharp

6. Do you need to make changes in your career?
Please use a sheet of paper and pen/pencil to
respond, in writing, to the following questions.
1) Can you predict your net income for the next 12
months?
2) Is your production and your net income
increasing substantially (at least 20%) every year?
3) Is your business truly profitable (net 70% or
more of your personal gross)?

7. DO YOU NEED TO MAKE CHANGES IN YOUR REAL
ESTATE CAREER?
4) Do you have money left after expenses to
purchase at least two real estate investments
annually?
5) Are you earning at least $200 hourly and living
a balanced life?
6) Do you owe less than $500 in credit card debt
that remains unpaid monthly?

8. DO YOU NEED TO MAKE CHANGES IN YOUR REAL
ESTATE CAREER?
7) Is your career consistently productive (no
periods of down/minimal production)?
8) Are profits more important to you than
plaques?
9) Are you satisfied with the net results you’re
getting from the time and effort you invest in your
career?

9. DO YOU NEED TO MAKE CHANGES IN YOUR REAL
ESTATE CAREER?
10) Are you receiving residual income today from
yesterday’s hard work?
11) If you have been in business for more than 12
months, are you no longer needing to prospect for
new customers?
A “NO” ANSWER TO ANY OF THE ABOVE
INDICATES A NEED FOR CHANGE!

10. DO YOU NEED TO MAKE CHANGES IN YOUR REAL
ESTATE CAREER?
YOU MUST BE DISSATISFIED!
SATISFIED PEOPLE SIT ON THE FRONT PORCH AND
SIP ICED TEA. DISSATISFIED PEOPLE, UNLESS THEY
HAVE ACCEPTED DEFEAT, TAKE ACTION TO
IMPROVE THEIR LIVES!
RESULTS DON’T LIE!

11. YOU MUST BELIEVE BEFORE YOU CAN ACHIEVE!
THE BIGGEST OBSTACLE TO SUCCESS IS THE LACK
OF BELIEF IN ONE’S ABILITY TO BE SUCCESSFUL;
WHY MAKE THE EFFORT IF ONLY FAILURE IS
ASSURED
Success is not a single event. It is an
accumulation of small achievements that, in sum
total, form world conquering accomplishments.
FOCUS ON SMALL DAILY ACHIEVEMENTS – SMALL
SUCCESSES PAVE THE PATH TO BELIEF & VICTORY!

12. YOUR SHIP IS NOT COMING IN!
YOU HAVE TO BUY THE RAW MATERIALS, BUILD
YOUR BOAT, LAUNCH IT, PROVIDE THE FUEL,
DETERMINE A DESTINATION AND PILOT IT TO
THAT DESTINATION.
ACCEPT THE RESPONSIBLILTY FOR YOUR OWN
SUCCESSES OR FAILURES.
WHY NOT BUILD A MEGA-
YACHT INSTEAD OF A DINKY
DINGHY? YOU HAVE THE
TALENT. YOU JUST NEED TO
ACQUIRE THE SKILLS!

13. HAVE YOU EVER BUILT A HOUSE? DID THAT
PROCESS INVOLVE ANY DEFERRED GRATIFICATION?
BUILDING ANYTHING OF VALUE TAKES TIME AND
CONSISTENT EFFORT. YOU CAN INSTALL A MODULAR
HOME IN JUST A COUPLE OF DAYS BUT, ONCE
COMPLETED, YOU’LL ALWAYS HAVE JUST A MODULAR
HOME. THE GRATIFICATION IS INSTANT BUT LACKS LONG-
TERM VALUE.
YOU HAVE TO DEFER GRATIFICATION TO BUILD A CUSTOM
MANSION BUT, ONCE COMPLETED, YOU OWN A
MANSION; A MANSION THAT WILL KEEP YOU SAFE,
COMFORTABLE AND PROUD WITH JUST A LITTLE
CONSISTENT MAINTENANCE.

14. Building a bank of loyal
clients is like building a
house. Initially you must
spend a lot of time and
effort in the building
process. Its not easy! But,
once the construction is
complete, just as a home
keeps you comfortable
and secure, a bank of loyal
clients keeps your income
consistent and secure.

15. After the client bank has been built, a little
constant maintenance will keep the
opportunities coming.
In our business, maintenance is simply
consistent, repetitive exposure with a “value-
added” theme.

16. SIMPLY STATED, WHAT WE ARE ASKING IS THAT
YOU BECOME A “PEOPLE COLLECTOR.”

17. I BUILT MINE AS FOLLOWS:

18. YOU CAN BUILD YOURS:
● INTERNET CONTACTS
● SPHERE OF INFLUENCE
● PEOPLE YOU’VE WORKED WITH IN THE PAST
● LOCAL BUSINESSES
● TARGETED GROUPS
● FOR SALE BY OWNERS & EXPIRED LISTINGS

19. How many consumers do you need?
100 consumers = 3 closings annually
For Example:
1,100 loyal consumers = 33 closings
1500 loyal consumers = 45 closings
3000 loyal consumers = 90 closings
Define loyal?
How many do you need?

20. THE FORMULA:
Determine your average (gross) commission per
transaction.
Avg. house price range________($200,000)
X ____ (3%) avg. commission
= (gross) earnings per closing________($6,000)

21. THE FORMULA:
b) Desired annual income (gross)_________($100,000)
÷ earning per closed side _________($6,000)
= # of closed sides needed _________(17)
c) Total # of closed sides needed _________(17)
X 33 (need 33 targeted consumers to close
one transaction) _________ (561)
TOTAL # OF NEEDED CONSUMERS _______ (550-600)

22. AUGMENTED CLOSINGS/CASH FLOW:
WITH A LITTLE “SUCCESS” MARKETING, THE
TARGETED NUMBER OF CLOSINGS WILL BE
DRAMATICALLY INCREASED (17 CAN EASILY
BECOME 30).
We have clients who are currently involved in a real estate exchange. Their
sale escrow is closing this week.
We are contacting you because you own a multi-family property in the area
that is of interest to them. If you have given any thought to selling your
investment, please call us at 530-221-4811 or e-mail Jim at
drozcorp@snowcrest.net
JIM & SUE THE DROZ CORP. 7495 Waterside Way, Redding, CA 96002
drozcorp@snowcrest.net 530-221-4811 DRE Lic #
WE HAVE A CLIENT INTERESTED IN BUYING AN INVESTMENT PROPERTY IN
SHASTA COUNTY. HAVE YOU THOUGHT OF SELLING?

23. AUGMENTED CLOSINGS/CASH FLOW: EXAMPLES

24. How do the world’s most successful
companies generate leads?
Why not duplicate what they have proven to
work?
Product Marketing Mentality – An Intelligent
Approach:

25. Product Marketing Mentality – An Intelligent
Approach:
• Have a quality product
• Introduce the product to targeted groups of
consumers
• Once introduced, never allow the consumer to
forget the product
• Promote every success
Once again, why not duplicate
what the most successful have
proven works?

26. WHAT IS IT YOU SELL? WHAT IS YOUR PRODUCT?
YOUR ONLY EXCLUSIVE PRODUCT IS - YOU

27. You are too smart to
do things that don’t
make sense!
The litmus test for
every “Results
Driven” task should
be sensibility.

28. JUMP START THE PROCESS WITH THE HOLIDAYS
● Decorating contests ● Drawings ● Photo shoots
● Santa door-to-door ● Children’s events ● Client
gifts ● Food drives ● Halloween bags, safety gear,
etc. ● Client appreciation parties ●Be creative &
have fun!

29. IF YOU ARE NOT
DIFFERENT, YOUR INCOME
WON’T BE!

30. THE KEY TO MEGA-PRODUCTION AND MEGA-
PROFITS IS THE PROCESS OF ELIMINATION
BUILD IT (6 TO 12 MONTHS)
MAINTAIN IT (SYSTEMS & DELEGATION)
SERVICE IT (50% DONE THRU DELEGATION)
AN AGENT’S PRIMARY ACTIVITIES SHOULD BE
LISTING PRESENTATIONS, SHOWINGS, WRITING
CONTRACTS, SOLVING PROBLEMS, BEING
CREATIVE & COMMUNICATING

31. SUMMARY!
Building a business vs. the treadmill:
● Every action builds long-term relationships.
● Every relationship results in residual income.
● The goal: Be the one chased instead of being
the chaser.

32. Know where you are going and how you are
going to get there!
Carefully & wisely choose a direction, then stay
the course until the results are in.(SEMINAR WILLOW)
Focus on the consistent performance of
career enhancing, minute-by-minute
activities. Activities are the transport that
takes you to your destination.
Every minute of career time must be used to
perform activities that propel you closer to
to your goal.

33. Constantly be aware of the
future results of today’s
activities!
If time is an issue, to free
more minutes to do
productive activities, you
must first eliminate the daily
tasks that are not “results
focused.” And then, replace
those activities with more
productive tasks.

34. UNDERSTAND WHAT IT IS YOU ARE SELLING
UNDERSTAND THE IMPORTANCE OF PLACING
YOUR PRODUCT IN FRONT OF CONSUMERS
WITH CONSISTENCY
COLLECT PEOPLE – YOUR PEOPLE BANK IS YOUR
LIFELINE (Immediate gratification is important but
should not be your only focus)
EVERY CONSUMER YOU LOSE IS ONE YOU MUST
REPLACE – REPETITIVE EXPOSURE IS THE KEY TO
CONSUMER MAINTENANCE

35. 25-25-50
CHARACTER IS THE ABILITY TO FOLLOW
THROUGH ON A DECISION ONCE THE
EMOTION OF HAVING MADE THAT DECISION
HAS PASSED!
IT’S TIME TO START THE
JOURNEY!