1) The 21 step plan provides a comprehensive guide to winning the year both personally and professionally through goal setting, daily focus and visualization, prospecting, increasing knowledge, developing expertise, and strengthening relationships. 2) Key aspects include developing specific written goals, visualizing success daily, prospecting consistently, continually learning, becoming an expert in your market, and creating raving fans through appreciation and positive energy. 3) Mastering listing presentations, value propositions, and embracing your office culture will help take your career to the next level and determine success.

1. Agent Peak Performance 21 Step Win The YearSuccess Plan1

2. Goal: Win the YearPersonally and professionally.

3. Keep the most important things the most important.

4. Unless you try to do something beyond what you have already mastered, you will never grow.2

5. Success is a journey – NOT a destination.

6. The infamous January 1st – you can start today.

7. Nothing like starting on the path of success right now.3

8. 1. Win the Year plan Must be in writing.

9. Yale story: clear, specific, written.

10. Specific written down goals.

11. What you desire, precise date, willing to give in return.

12. Feed your goals with emotion.

13. Read them everyday.4

14. 2. Find quiet time for daily focusSit in a quiet place and outline a success plan for the day. 1st thing: gratitude, work out, beliefs.

15. The focus should be on the activities that are the most important to your business and you personally. 5

16. 3. Visualize your success daily Dream big – If you believe you can, you CAN!

17. Mental vision board: 12, 24, 36 months.

18. The Roger Bannister story. 6

19. Chose not to believe others, but to believe in himself.

20. Physical and mental shape.

21. Visualized breaking the 4 minute mile.

22. 37 others .7

23. The power of beliefVisualize success.

24. The teacher experiment.

25. Belief was the only difference!8

26. 4. Prospect daily We are in the sales business – we have to sell.

27. Major categories of buyers and sellers.

28. Where can you create business?9

29. Social networking.

30. Top people 50-70% time are prospecting .

31. Never end a prospecting call without adding more value than you have received. 10

32. 5. Increase education/knowledgeBe an A+ student, this is YOUR career.

33. The most successful people in life have been blessed with great confidence.

34. Designation statistics. 11

35. Life is not about waiting for the storms to pass…it’s about learning how to dance in the rain.~ Anonymous12

36. 6. Be the expertIn a given market.

37. Property type.

38. Expired's, FSBO’s.

39. Know how to explain the mortgage crisis.

40. Dramatically increases earning potential.

41. Become the "referred agent."13

42. 7. Improve negotiating/closing skills - Anticipate objections, rehearse, learn scripts, close, close, close.- Earning potential is directly related to your closing ability.- Some were born to negotiate, others learn how. 14

43. • Firmness, with passion and most of all with confidence.• Read the seller, especially their nonverbal signs.• You have to be able to listen and hear their reaction.• Always, always, always, acknowledge what their objections are.15

44. • “I can appreciate that…I agree…I understand…That’s a valid concern.”• Caution about using the word “but.”• Once you have said “I agree” or “I understand,” you can use the word ‘and’ as a segues.• If you can get them to tell you specifically what causes them to feel that way, what causes them to believe that.16

45. • “Has there ever been a time that you felt like this?”• Ultimately gaining trust, respect, and confidence is critical for someone to regularly do lots of business.• You are the expert - you have to give them the confidence that you have the answers and that they should trust you.17

46. - Close, Close, Close (more scripts) 1. Where do you want to start? Do you want to start with the paperwork? (Always be closing.) 2. 100% of the time where the seller took my advice, I was able to sell their property.18

47. 8. Develop your Elevator Speech Take 30 seconds to tell the world why you are special.

48. Develop a wow - we need to talk.

49. Can I get your business card.19

50. The best elevator speeches are specific: Who do you help? How? What results do you provide?

51. It should cause people to gravitate towards you - you will immediately know whether the other party has interest.20

52. 9. It is a good time to buy Interest rates comparison.Property values.Inventory.Manageable process.You can be in control.As their Realtor you have to give them the confidence to buy!! 21

53. 10. EXTRA DEGREE OF EFFORTAt 212 degrees water turns to steam and steam powers a locomotive.

54. The results of one degree more of effort over a year or a career can lead so extraordinary results.22

55. 11. Master your listing presentation a. You need to be able to deliver on demand.23

56. You need to articulate:b. What a seller can control: - Price. - Condition. - Commission being offered. - Who markets their property.24

57. c. What a seller can not control:- Economy.- Real Estate market. - Other properties prices.- Location.25

58. MASTER YOUR RE/MAX VALUE PROPOSITIONSExplain your unfair advantage.26