The document provides guidance on building a successful real estate business. It discusses developing the right mindset and skillset, focusing on serving clients by listening to their needs and delivering value. It emphasizes the importance of being relevant, remarkable and building trust through consistent actions like following up and keeping promises. Online engagement is also addressed, noting the need to shift focus from self-promotion to sharing content that helps others. Overall, the document outlines strategies for standing out from competitors by truly understanding clients and prioritizing their interests.

1. Fast%
Start
1
Sunday, November 4, 12

2. Welcome%to%the%Real%Estate%Business
8
Sunday, 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 5
Sunday, November 4, 12

4. Your%Modern%Mind%Set%
The%What%and%Why. 6
Sunday, November 4, 12

5. Your%Modern%Skill%Set.
The%How?%%The%When? 7
Sunday, November 4, 12

6. What%will%it%take?
6
Sunday, November 4, 12

7. Wage%Slave.%Job.%%Hobby. 8
Sunday, November 4, 12

8. It’s%a%Pay%For%Performance
Lifestyle.%
8
Sunday, November 4, 12

9. 24
Sunday, November 4, 12

10. %Peace.%Sunshine.%Unicorns.
A%Day%At%The%Beach
Pre%2008 8
Sunday, November 4, 12

11. Recession
Danger.%Adventure.%Survival.%
8
Sunday, November 4, 12

12. Recession%+%ConsumerATech%Revolution%%
=
OMG%Tidal%Change%Waves% 8
Sunday, November 4, 12

13. We’re%not%in%
Kansas%anymore.%
8
Sunday, 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!
14
Sunday, November 4, 12

15. Electric%Cowboy
LookAAtAMe
MarkeYng%is
Sunday, 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.% 16
Sunday, November 4, 12

17. experiences
17
Sunday, November 4, 12

18. This%company%sells%a%
cup%of%coffee%commodity?%%
18
Sunday, 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 23
Sunday, 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
19
Sunday, 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. 22
Sunday, November 4, 12

26. The%Truth%About%Opportunity%Reality
27
Sunday, November 4, 12

27. Don’t%Drink
%The%Bad%KoolAAid
9
Sunday, November 4, 12

28. The%Three%Reasons%she%doesn’t%
have%ALL%the%business%she%desires.
13
Sunday, November 4, 12

29. Business%Done%Daily
Who%Wants%It? 10
Sunday, November 4, 12

30. Reason%1.
She’s%in%the%dark.%%
14
Sunday, November 4, 12

31. Reason%2.
She’s%a%Secret%Agent
15
Sunday, November 4, 12

32. Reason%3.
Gah!%%It%didn’t%go%as%planned%.%.%.
16
Sunday, November 4, 12

33. The%How%Do%CiYzens%Choose%Reality?
26
Sunday, November 4, 12

34. 4 out of 5 buyers
and sellers only
contact 1 or 2
agents.
24
Sunday, November 4, 12

35. 66%%+%16%%=%82%
2011%NaYonal%AssociaYon%of%REALTORS%A%Profile%of%Home%Buyers%and%Sellers
24
Sunday, November 4, 12

36. 7 in 10 choose
an agent
they TRUST
24
Sunday, November 4, 12

37. 24
Sunday, November 4, 12

38. From%Lost%In%The%Crush!%
26
Sunday, November 4, 12

39. %Memorable%and%Chosen
27
Sunday, 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
04/01/10
Sunday, November 4, 12

41. Be%Relevant
32
Sunday, November 4, 12

42. How%Can%We%Discover%
What’s%RELEVANT%
To%THEM?
33
Sunday, November 4, 12

43. Be%the%
world’s%greatest%
listener.
Sunday, November 4, 12

44. Demographics
% ~VS~
Psychographics
Sunday, November 4, 12

45. Sunday, November 4, 12

46. to%a%Vega n%party?%
%we%wearing%Meat%
Are
Sunday, November 4, 12

47. %Let’s%ReThink
The%Golden%Rule%1.0
34
04/01/10
Sunday, November 4, 12

48. Hi!%%I’m%a
Blowfish
Let’s%do%lunch.%%My%treat! 36
04/01/10
Sunday, November 4, 12

49. Hi!%%I’m%a
Blowfish
Let’s%do%lunch.%%My%treat! 36
04/01/10
Sunday, November 4, 12

50. The%Golden%Rule%2.0
Do%unto%others%as%
THEY%
would%have%done%
unto%themselves.
37
56
04/01/10
Sunday, November 4, 12

51. Blah%Blah%Blah%All%About%US%
%%Monologue%Broadcast 51
Sunday, November 4, 12

52. Cody.Phillips@garygreene.com
%All%About%THEM
ConversaYon
Sharing%+%Solving%+%Serving 52
Sunday, November 4, 12

53. OnAPurpose%and%InAPerson%Contact%&%ConversaYon
Contact
ConversaYon
Become%Preferred,%
and
Referred%and%Rewarded
ConnecYon
Sharing,% %Trust
Serving%&% and
Solving Discovery
24/6/18/1080
Sunday, November 4, 12

54. It’s%not%who%
YOU%KNOW.
28
Sunday, November 4, 12

55. It’s%who%
KNOWS%YOU%
as..
Sunday, November 4, 12

56. Social Context
29
Sunday, November 4, 12

57. Professional Context
Sunday, 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.
33
Sunday, November 4, 12

59. Sunday, November 4, 12

60. Not%Remarkable%Like%This
60
Sunday, November 4, 12

61. Not%Remarkable%Like%This.
20
04/01/10
Sunday, November 4, 12

62. Surprise &
Delight%
Sunday, November 4, 12

63. SURPRISE%&%DELIGHT
Not%Startle%or%Shock
Sunday, 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%Being
Sunday, 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
04/01/10
Sunday, November 4, 12

66. I've%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
66
Sunday, 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%RepeYYon
Sunday, November 4, 12
http://www.flickr.com/photos/yushimoto_02/4251723517/
21
04/01/10

68. Online%Life Real%Life
59
Sunday, November 4, 12

69. Opening%Our%Online%
Eyes%and%ImaginaYons
59
Sunday, 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.
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Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%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.
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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 71
Sunday, November 4, 12

72. .
“It’s%not%the%strongest%
who%survive,%nor%the%
most%intelligent,%but%
the%ones%most%
adaptable%to%change.”%%%
Charles%Darwin%
72
Sunday, November 4, 12

73. The%FUTURE%has%
already%happened.%
It’s%just%not%evenly%
distributed
A%Adrian%Slywotzky,%Mercer%Consultants
Sunday, November 4, 12

74. 74
Sunday, November 4, 12

75. hip://www.GapingVoid.com
Sunday, 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%doesn't%maier%whether%you’re%a%Lion%or%a%
Gazelle,%when%the%sun%comes%up,%
you'd%beier%be%running.%% 61
Sunday, 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
79
Sunday, November 4, 12

81. Degrees%of%SeparaYon%on%Facebook%=%3.97
80
Sunday, November 4, 12

82. %The%Facebook%WaterACoolerAEffect
%%An%Audience%with%an%Audience%of%Audiences
95
Sunday, November 4, 12

83. Because%People%Trust,%Choose%and%
Recommend%the%Familiar%.%.%.
%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%
82
Sunday, November 4, 12

84. Because%Facebook%is%an%
AnYADopeAInATheADark%
Strategy
95
Sunday, November 4, 12

85. Because%Facebook%is%an%
AnYASecretAAgentAStrategy
Sunday, 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
85
Sunday, November 4, 12

87. Are%you%serious%about%becoming%social%savvy,%
trusted,%preferred%and%referred?
Read%these%books.%%Then%take%acYon!
62
Sunday, 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.
3
Sunday, November 4, 12

89. Fail%Faster
Succeed%
Sooner
55
Sunday, 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 57
Sunday, 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 Ha
Sunday, November 4, 12

92. 52
Sunday, November 4, 12

93. In Person and On Purpose
Contact and Conversation
63
Sunday, November 4, 12

94. OnAPurpose%and%InAPerson%Contact%&%ConversaYon
Contact
ConversaYon
Become%Preferred,%
and
Referred%&%Rewarded
ConnecYon
Sharing,% %Trust
Serving%&% and
Solving Discovery 96
Sunday, November 4, 12

95. Speak Perpetual Success Into Existence
65
Sunday, November 4, 12

96. What%about%scripts?
98
Sunday, November 4, 12

97. Spectacular%Achievement%Is%Always%
Preceded%By%Unspectacular%PreparaYon 99
A%Robert%Schuller
Sunday, November 4, 12

98. How We Say It Matters!
66
Sunday, 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
67
Sunday, November 4, 12

100. How’s That “Real Estate Thing”
Working Out?
68
Sunday, 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).
69
Sunday, November 4, 12

102. Give Before you GET
I know you’re busy, did I catch you at a good
time?
I PROMISE to…
70
Sunday, 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.%
71
Sunday, 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
72
Sunday, 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
73
Sunday, 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%Peters
Sunday, November 4, 12

108. Send%a%h
andwrii
en%note%
2%busine with
ss%cards.
76
Sunday, 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
77
Sunday, 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?%%
78
Sunday, 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?
80
Sunday, 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~
115
Sunday, 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%Principle
Sunday, November 4, 12

116. 48
Sunday, November 4, 12

117. Growing YOUR Top Of
Mind Awareness
83
Sunday, 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! 84
Sunday, 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
86
Sunday, November 4, 12

120. se%On%To ur%Story
Cool%Hou
87
Sunday, November 4, 12

121. Your%Next%
Open%House%Event
88
Sunday, November 4, 12

122. Your%Ne
w%LisYn
Your%Re g%Needs
cent%Bu
yer%Nee %A%Buyer.
ds%Repl
acing.%
89
Sunday, November 4, 12

123. The%Cool%People%Your%Working%With
Can’t%Find%The%Perfect%Home
90
Sunday, November 4, 12

124. Pour Yourself Perpetual Referrals
91
Get the details in Chapter 22 of the book Less Blah Blah More Ah Ha
Sunday, 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 92
Sunday, 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 2
Sunday, 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
94
Sunday, November 4, 12

128. 96
Sunday, 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. 96
Sunday, 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
97
Sunday, November 4, 12

132. Confident%Persuasion
SeducPve%Odd%Angle%
ConversaPon
Speak%Your%Way%To%Perpetual%
Payoff
Unique%Selling%ProposiPons%
98
Sunday, 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?
% 99
Sunday, 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.%
100
Sunday, 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?
101
Sunday, 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?% 102
Sunday, November 4, 12

137. 103
Sunday, 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~
104
Sunday, 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
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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
106
Sunday, November 4, 12

141. PracYcally%Fool%Proof%
For%Sale%By%Owner%System
107
Sunday, 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.%
They're% excited% about% the% possibility% of% selling% it% themselves% so%don't% ruin%their% day.% They'll%
soon%discover%the%difficulty%on%their%own%and%then%be%ready%to%talk.
Sell%all%of%your%services.%If%you're%not%buying%a%car,%you're%not%interested%in%all%of%its%features.%
Same%with%FSBOs.%They're%not%ready%to%hire%a%real%estate%agent,%so%they%don't%want% to%hear%
about%your%company...yet.
"Just 'cause you can't walk on water doesn't mean you can't cross the river.“ ~Dink Weber
108
Sunday, 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?”
109
Sunday, 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
109
Sunday, 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. 109
Sunday, November 4, 12

146. 110
Sunday, November 4, 12

147. 111
Sunday, 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 Less
Sunday, 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
113
Sunday, 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.
114
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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.
115
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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.
115
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153. 116
Sunday, November 4, 12

154. 117
Sunday, November 4, 12

155. Sunday, November 4, 12

156. Stay%PosiYve
Sunday, November 4, 12

157. Sunday, November 4, 12

158. Thank%You.
%%%%%%%%%%%%%%%%%%%%Ken%Brand%A%832A797A1779%%%
%%%%%%%%%%%%%%%%%%%%LessBlahBlah.com
KenBrand.com
Ken@KenBrand.com
8
Sunday, November 4, 12