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Brett tanner closing the-gap

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Brett tanner closing the-gap

  1. 1. CLOSING THE GAP
  2. 2. WHAT IS THE GAP?
  3. 3. MY GAP  From Dove Creek Colorado, Population 750  High School Graduating Class 20 Gross, 17 Net  6 Credits Short of a College Degree  Pig Farmer
  4. 4. MY GAP Over 2000 closed transactions in the Over 2000 closed transactions in the last 4 Years last 4 Years Ranked number 9 Ranked number 9 in the US by WSJ in the US by WSJ Closed Over $170,000,000 in sales in the last Closed Over $170,000,000 in sales in the last 24 months 24 months Ranked number 4 Ranked number 4 in KW out in KW out of 90,000 agents of 90,000 agents
  5. 5. “Most People overestimate what they can do in 1 year and under estimate what they can do in 5 years.” Bill Gates
  6. 6.  The massive results come from the the last 20% of your effort… One more call One more appointment One more deal
  7. 7. 4 KEYS to CLOSING THE GAP Change your habits Improve your sphere Never stop learning Sharpen your strategy
  8. 8. CHANGE YOUR HABITS 1) Get More out of your 24 2) Eliminate your Road blocks 3) Inventory your life
  9. 9. GET MORE OUT OF YOUR 24  What is your time worth?  Use a Calendar. Squeeze more out of every day.  Time Block. Read No BS Time Management  Get up earlier- The Miracle Morning
  10. 10. WHO ARE YOU?
  11. 11. WHO ARE YOU?
  12. 12. ELIMINATE ROAD BLOCKS
  13. 13. “Success- A few simple disciplines practiced every day. Failure- A few errors in judgment repeated every day.” Jim Rohn
  14. 14. INVENTORY YOUR LIFE www.mindtools.com Have goals for every area of your life emotionally, physically, spiritually, financially, your relationships….
  15. 15. IMPROVE YOUR SPHERE DO A FRIEND ANALSIS You become the average of the 5 people you spend the most time with. Get around other agents that are doing the level of business that you want to be doing.
  16. 16. IMPROVE YOUR SPHERE Get a mentor - Find someone who you admire in business or in life find a way to get around them. Get a coach - The best athletes in the world have coaches and nearly all top agents to do. A coach is someone that you pay to tell you what you don’t want to hear. The can see your blind spots.
  17. 17. Never Stop Learning Read—the average millionaire reads 2-3 books per month. Books provide motivational fuel and ideas to drive your business
  18. 18. Never Stop Learning RECOMMENDED READING, 5 INCREDIBLE BOOKS •Millionaire Real Estate Agent, Gary Keller •Compound Effect, Darren Hardy •The Morning Miracle, Hal Elrod •No BS Time Management, Dan Kennedy •Talent is Overrated, Geoff Colvin
  19. 19. Never Stop Learning Attend classes. Pick specific areas of your business and be diligent about attending local classes to get better.
  20. 20. Never Stop Learning Attend 1 Major conference per year. Your company’s conference, Tom Ferry, Craig Proctor, Brian Buffini
  21. 21. Never Stop Learning Attend a multi day event per year for personal growth. Tony Robbins, Darren Hardy, Robin Sharma
  22. 22. SHARPEN YOUR STRATEGY MEASURE EVERYTHING HAMMER THE PHONES KNOW YOUR NUMBERS OWN YOUR LEADS
  23. 23. CALL CAPTURE Sells you a local phone number Measure everything In my business, approx 30% of what I am doing is not working —the goal is to find out which 30% WWW.CALLFIRE.COM Get a different number for every type of marketing you are doing, sign call, website, Corefact mailer, craigslist ad
  24. 24. CALL CAPTURE YOUR SIGNS 单击Pu此t loc处al w添ww加.ca文llfir字e.c内om 容phone number on your sign F单orw击ard此 nu处mbe添r a加nyw文her字e 内容 R单ing击 all 此age处nts添 pho加ne文 at t字he s内am容e time A单ll c击alls此 are处 em添aile加d t文o yo字u w内ith 容a tag, type of call, and can be recorded 1 2 3 4
  25. 25. YOUR SIGN, RING EVERYONE
  26. 26. MISSED CALLS, ARE NOW LEADS
  27. 27. HAMMER THE PHONES
  28. 28. WHO TO CALL Circle Prospecting 250-500 homes around any new listing or new sale NOD All old and new NOD’s New Expired Expireds or FSBO from previous day Old expired and FSBO Expired in the last 5 years.
  29. 29. CIRCLE PROSPECTING JUST SOLD Hello, is this Tom,? Tom I was calling to wish you congratulations. Based on the home that we sold at 123 main street it looks like you have made some money! The reason for I am calling today is to see who you might know that is thinking about selling their home. We have found that when one homes sells, typically another one comes on that market. Have you heard about anyone that is thinking about selling? Thanks for thinking about that. Before I let you go, I wanted to tell you about a service we have that will keep you update to date monthly with all of the homes that sold in your neighborhood. Would that be of value to you? Great, I just need your email and we will send you that email every month. Thanks
  30. 30. SHARPEN YOUR STRATEGY KNOW YOUR NUMBERS Calls Appointments Agreements signed Closings
  31. 31. KNOW YOUR NUMBERS
  32. 32. IF YOU DON’T OWN YOUR LISTING, SOMEONE ELSE DOES
  33. 33. ZILLOW
  34. 34. TRULIA
  35. 35. TRULIA
  36. 36. REVIEWS MATTER
  37. 37. WHAT’S YOUR GAP?
  38. 38. In a bacon-and-egg breakfast, what's the difference between the Chicken and the Pig?
  39. 39. In a bacon-and-egg breakfast, what's the difference between the Chicken and the Pig? COMMITMENT

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