Is your real estate business a referral based business? Did you know that 80% of your closings are likely a direct result of your sphere of influence. So why are you chasing new clients instead of cultivating your current database? Explore the answers with this Power Point presentation by Jim Remley and then jump on erealestatecoach.com
Are you a strong real estate negotiator? By enhancing your skills you will be increasing your value to both buyers and sellers! Don't get beat in the market explore this PowerPoint presentation by Jim Remley and then jump on to erealestatecoach.com to learn more!
Transforming Yourself into a Real Estate Selling SuperstarJim Remley
Grow your real estate business by embracing the tools, techniques, and strategies top producers use to lead their markets! You deserve more in your career explore this PowerPoint presentation created by Jim Remley and then jump on to erealestatecoach.com for even more!
Master Level Real Estate Listing Presentations Jim Remley
Are you closing every listing appointment into a sale-able listing? If not move up to mastery by exploring this PowerPoint presentation by Jim Remley then jump on to erealestatecoach.com to learn more!
Discovering Your Strengths and Dominating at a NicheJames Dalman
The Discovering Your Strengths and Dominating at a Niche webinar was offered by FreelancingSuccess.com. This webinar discusses the importance of discovering your strengths as a freelancer and then how to dominate at a niche or in the marketplace.
Let your customers do the talking: Creating and leveraging great case studiesMatt Volpi
There is nothing more convincing to a potential customer than hearing about the success someone else has had with your product or service - it's way more believable than anything your sales or marketing team can come up with on their own.
This presentation gives you the steps to create an effective case study and start using it to generate leads and close deals. It's for anyone in product management, product marketing or sales that cares about increasing sales and highlighting how their solutions are being used in the real world. You'll walk away with ideas on how to identify good targets for case studies, how to create an interview guide, and how to keep squeezing value out of it after it is published.
Are you a strong real estate negotiator? By enhancing your skills you will be increasing your value to both buyers and sellers! Don't get beat in the market explore this PowerPoint presentation by Jim Remley and then jump on to erealestatecoach.com to learn more!
Transforming Yourself into a Real Estate Selling SuperstarJim Remley
Grow your real estate business by embracing the tools, techniques, and strategies top producers use to lead their markets! You deserve more in your career explore this PowerPoint presentation created by Jim Remley and then jump on to erealestatecoach.com for even more!
Master Level Real Estate Listing Presentations Jim Remley
Are you closing every listing appointment into a sale-able listing? If not move up to mastery by exploring this PowerPoint presentation by Jim Remley then jump on to erealestatecoach.com to learn more!
Discovering Your Strengths and Dominating at a NicheJames Dalman
The Discovering Your Strengths and Dominating at a Niche webinar was offered by FreelancingSuccess.com. This webinar discusses the importance of discovering your strengths as a freelancer and then how to dominate at a niche or in the marketplace.
Let your customers do the talking: Creating and leveraging great case studiesMatt Volpi
There is nothing more convincing to a potential customer than hearing about the success someone else has had with your product or service - it's way more believable than anything your sales or marketing team can come up with on their own.
This presentation gives you the steps to create an effective case study and start using it to generate leads and close deals. It's for anyone in product management, product marketing or sales that cares about increasing sales and highlighting how their solutions are being used in the real world. You'll walk away with ideas on how to identify good targets for case studies, how to create an interview guide, and how to keep squeezing value out of it after it is published.
Join featured guest Laura Fitzgerald to learn how to secure the listing without compromising your compensation.
Watch the recorded webinar at http://bit.ly/1sbwDtG
This presentation was given at "Hands-on Workshop for Negotiation Prowess" and geared towards women consultants and solopreneurs. We discussed ways to get over the fear of "No", negotiation frameworks, and experts scripts for making concessions and for raising your rate as a consultant.
The secret to securing a consistent income in real estateTony Morrison
If you have ever wondering how the income of some real estate agent's just seems to keep improving every year regardless of the economy that they work in this may help. The secret is remarkably easy and straight forward
If you had just 1 tool that could help your listings SELL faster and at the best possible price, would you use it? If you had just 1 tool that could help your clients keep MORE of their equity, would you want to share it with them? If you had just 1 tool that could help you make MORE money on a sale of a home, would you want to learn more about it? Find out what the formula for success is in selling real estate.
Presentation on how by explaining why drives you and how you operate in the World gives you an edge on your competition.
This is the introduction Asentiv session on relationship and referral marketing.
Three of our top trainers will be compiling and presenting the very best of all 47 Power Hours in 2014!
Included are the most effective, results-generating text and email scripts, strategies to engage leads that have fallen through the cracks, learning about the art of creating a personal connection through non-verbal communication, the essential keys to surviving as a single agent, and much much more! Watch the webinar at http://learn.marketleader.com/display/learning/Top+5+Tips+from+2014
One Squared Presentation: Alison Schroeder - How to Tell Stories in BusinessLeighton Interactive
People would rather hear a story than your marketing pitch. This presentation given by Alison gives you step-by-step instructions on how to tell the stories your audience wants to hear.
اجلاس توسعه دهندگان وب فارسی
۲۲ آذر ماه ۱۳۹۵
مرکز همایش های وزارت ارتباطات و فناوری اطلاعات
شروین مشایخ
مشاور دیجیتال
---------------------------------
کانون توسعه دهندگان فضای مجازی
Goal Setting to Stay in a High Performance StateJim Remley
To create a real estate business that delivers consistent, predictable results requires a plan. Superstars are strategy driven not market driven. Explore this PowerPoint Presentation by Jim Remley and then hop on to erealestatecoach.com to take a deeper dive!
Join featured guest Laura Fitzgerald to learn how to secure the listing without compromising your compensation.
Watch the recorded webinar at http://bit.ly/1sbwDtG
This presentation was given at "Hands-on Workshop for Negotiation Prowess" and geared towards women consultants and solopreneurs. We discussed ways to get over the fear of "No", negotiation frameworks, and experts scripts for making concessions and for raising your rate as a consultant.
The secret to securing a consistent income in real estateTony Morrison
If you have ever wondering how the income of some real estate agent's just seems to keep improving every year regardless of the economy that they work in this may help. The secret is remarkably easy and straight forward
If you had just 1 tool that could help your listings SELL faster and at the best possible price, would you use it? If you had just 1 tool that could help your clients keep MORE of their equity, would you want to share it with them? If you had just 1 tool that could help you make MORE money on a sale of a home, would you want to learn more about it? Find out what the formula for success is in selling real estate.
Presentation on how by explaining why drives you and how you operate in the World gives you an edge on your competition.
This is the introduction Asentiv session on relationship and referral marketing.
Three of our top trainers will be compiling and presenting the very best of all 47 Power Hours in 2014!
Included are the most effective, results-generating text and email scripts, strategies to engage leads that have fallen through the cracks, learning about the art of creating a personal connection through non-verbal communication, the essential keys to surviving as a single agent, and much much more! Watch the webinar at http://learn.marketleader.com/display/learning/Top+5+Tips+from+2014
One Squared Presentation: Alison Schroeder - How to Tell Stories in BusinessLeighton Interactive
People would rather hear a story than your marketing pitch. This presentation given by Alison gives you step-by-step instructions on how to tell the stories your audience wants to hear.
اجلاس توسعه دهندگان وب فارسی
۲۲ آذر ماه ۱۳۹۵
مرکز همایش های وزارت ارتباطات و فناوری اطلاعات
شروین مشایخ
مشاور دیجیتال
---------------------------------
کانون توسعه دهندگان فضای مجازی
Goal Setting to Stay in a High Performance StateJim Remley
To create a real estate business that delivers consistent, predictable results requires a plan. Superstars are strategy driven not market driven. Explore this PowerPoint Presentation by Jim Remley and then hop on to erealestatecoach.com to take a deeper dive!
This PowerPoint presentation shows you how to get a regular constant stream of warm qualified referrals and what to do and say at Business Networks that will get you noticed and listened to. Please take a look and let me know what you think. I sincerely hope it helps you take your business to the next level.
As part of RE/MAX Realty Advantage's commitment to reaching out and serving the entire real estate community, our Director of Agent Development, Shauna Zamarripa teaches a class specifically on how to generate leads using referrals as a source of business. This series is deigned to introduce concepts, provide examples and to assist real estate agents in creating their own blended marketing model that works for them. Shauna teaches webinars on this content regularly because having the information is great, but getting more than just the information is even better. For more, visit www.281advantage.net
A simple way to get more referrals for your businessDeb Brown
Referrals are an easy and powerful way to grow your business. You can be strategic by developing a list of 25 referral partners and connecting with them consistently.
Real estate agents need to build and nurture their database to grow their business. This presentation will not only show you that it is the #1 source of business for agents, but also show you the steps to take to tap into this valuable resource.
This presentation talks about how to double your business through building better relationships with your customers. It looks at the key statistics that talk about the importance of maintaining customers and then gives a very simple and cost effective strategy, using the power of thankfulness, to bring significant income from your customers.
Creative "No Drip" Ways to Boost your Post Close Real Estate Follow UpLaura Monroe
Find out how to boost your post-close hustle to build that all important referral business from your loudest brand advocates - your past clients. This will give you some fresh ideas on WHY it's important to identify your brand advocates, ways to nurture those relationships, and give you real life examples and creative ideas to keep your real estate relationship goals in shape to maximize your database, your pipeline and your referral business.
101 tips to sell more art - The Short CourseGregory peters
This short course is a resource excepted from the book "101 Tips to Sell More Art" and can be used as a tool to help artists sell and promote their art.
Overview for Realtors and Real Estate Agencies on how to use Linkedin to Network, Advertise, and Generate Leads for real estate. Profile, Company Page, Groups and more is discussed.
Rock those vendor events & fairs with this essential guide to maximizing your success. All Direct Sellers can benefit from focusing on getting the right events, how to get the most leads and more.
Kathleen Desio, Executive Director & Independent Miche Representative
http://mypursemyway.com
Similar to Leveraging Your Most Valuable Real Estate Asset to Supercharge Results (20)
Lixin Azarmehr, a Los Angeles-based real estate development trailblazer, co-founded JL Real Estate Development (JL RED) in 2015 and serves as its CEO. Her expertise has propelled the firm to specialize in luxury residential and mixed-use commercial projects, with a portfolio that features upscale retail spaces and sophisticated care facilities.
Presentation to Windust Meadows HOA Board of Directors June 4, 2024: Focus o...Joseph Lewis Aguirre
Presentation to Windust Meadows HOA Board of Directors June 4, 2024: Focus on Public Safety as Job #1, Engagement, Wealth of HOA, Branding, Communication, Culture, Civic Responsibility
Brigade Insignia offers meticulously designed apartments with modern architecture and premium finishes. The project features spacious 3,3.5,4 and 5 BHK units, each thoughtfully planned to provide maximum comfort, natural light, and ventilation.
https://www.newprojectbangalore.com/brigade-insignia-yelahanka-bangalore.html
Elegant Evergreen Homes - Luxury Apartments Redefining Comfort in Yelahanka, ...JagadishKR1
Experience unmatched luxury at Elegant Evergreen Homes, offering exquisite 2, 3, and 4 BHK apartments in the serene locality of Yelahanka, Bangalore. These meticulously crafted homes blend modern design with timeless elegance, providing a harmonious living environment. Enjoy top-tier amenities and a prime location, making Elegant Evergreen Homes the ideal choice for discerning homeowners.
Are you searching for your dream home? Finding the perfect house involves more than just browsing listings; it’s about discovering a space that fits your lifestyle and needs. Whether you’re looking for a cozy suburban home, a chic urban apartment, or a spacious rural property, the right real estate can transform your life. Consider the location, amenities, and potential for future growth. Think about the community, nearby schools, and the convenience of shopping and transportation. A good real estate agent can guide you through the process, from identifying suitable properties to negotiating the best deal. Your dream home is out there, waiting to be found – let’s embark on this journey together!
Simpolo Tiles & Bathware
Tile ho,
toh Simpolo.
Since the first steps were taken in 1977, Simpolo Ceramics has carved its niche as a consistently growing organisation with unparalleled innovation and passion rooted in simplicity.
We endure gratification for every experience we offer, created to share something meaningful. It may not resonate with the majority, but that makes us a class apart. If only a handful were to understand the purpose of our existence, we would be proud to have found our believers. Rather, people with whom we can share our beliefs.
VISUALIZER
Design your space in your style with our very own Visualizer. Now, you can choose the tiles of your liking from our wide selection and see how they would look in a space. Select the tile from the multiple options and the visualiser will replace the surfaces in the image with the selected tiles. This way, instead of just your imagination, you can choose the tiles for your place by getting an actual picture of how they would look in a space. So, design your space the way you desire digitally and implement it in real life to get the best results!
You can also share this visualiser with others to help them design their space.
Committed to delighting customers with world-class ceramic products and services. Make Simpolo synonymous with the best quality and set new benchmarks of excellence for all stakeholders. Pursue best business practices with utmost integrity to make Simpolo an exciting organisation to work with, for vendors, channel partners, investors and employees alike.
Gain worldwide recognition in the field of ceramic building products through Research and Innovation and bring an enhanced lifestyle within reach for every household.
One FNG by Group 108 Sector 142 Noida Construction UpdateOne FNG
One FNG by Group 108 is launching a new commercial project in Sector 142 Noida. Office space and high street retail shops on the FNG and Noida Expressway. For more information visit the website https://www.onefng.com/
Keep Your Home Naturally Cool and Warm Out Change in Seasons
Vinra Construction is a private limited company registered under the ROC. The management has an experience of over 15 years of understanding the needs and delivering apt solutions to the end users We are providing turnkey solutions in construction fields. like Construction, Interior Designing Facility Management, Plantation Management, etc..
Vinra Construction Tech Enabled Company for Eco-Friendly Home Construction
Contact With Vinra for a Greener Future >>> Call us @ 888 4898 765
Investing In The US As A Canadian… And How To Do It RIGHT!! (feat. Erwin Szet...Volition Properties
=== Investing In The US As A Canadian… And How To Do It RIGHT!! (feat. Erwin Szeto) ===
Ever been curious about Real Estate Investing in the US?? At Volition, for the past 14 years, we have been focused on helping investors invest in over $250M of real estate and generate $100M of wealth in the Toronto market, but we are always open to learning more about other business models and learning from other investors.
The US has always been an intriguing market to invest in. But the US is a big place… if you’re interested in investing in the US, you probably have a lot of questions, like:
☑️ Specifically WHERE should you invest?
☑️ What are the best markets to invest in and why?
☑️ How much are property prices there?
☑️ What are the returns like?
☑️ What is cashflow like?
☑️ Compared to investing in Toronto or other cities in Ontario, what are the benefits / tradeoffs?
☑️ What ownership structure should I use?
☑️ What are the tax implications?
☑️ Can I get financing?
☑️ What are tenants like?
Enter Erwin Szeto, a longtime friend of Volition. Since 2005, Erwin Szeto and his team have navigated the challenging landscape of being landlords in Ontario. Now, they are shifting their focus and guiding their clients' investments toward the more landlord-friendly environment of the USA. This decision comes after assisting Canadian clients in transacting over $440,000,000 in income properties. Faced with issues like affordability constraints, tenant-friendly laws, rent control, and rental licensing in Canada, Erwin sees a clear opportunity in the U.S. Here, there is a significant influx of investments leading to the creation of high-paying manufacturing jobs. Erwin and his clients are poised to capitalize on these opportunities where landlord rights are stronger and there is no rent control.
To facilitate this transition, Erwin has partnered with and become a client of SHARE, a one-stop-shop U.S. Asset Manager. Founded by Canadians for Canadians, SHARE enables as passive an ownership experience as possible for landlords in the U.S., while still maintaining direct, 100% ownership.
Erwin is “Making Real Estate Investing Great Again”!!
Website: https://www.infinitywealth.ca/
Facebook: https://www.facebook.com/iwinrealestate and https://www.facebook.com/ErwinSzetoOfficial
Podcast: https://www.truthaboutrealestateinvesting.ca/
Instagram: https://www.instagram.com/iwinrealestate/ and https://www.instagram.com/erwinszeto/
The KA Housing - Catalogue - Listing TurkeyListing Turkey
Welcome to KA Housing, a distinguished real estate development nestled in the heart of Eyüpsultan, one of Istanbul’s most promising districts.
Just 10 minutes from the bustling city center, Eyüpsultan offers a serene escape with the convenience of urban living. The direct metro line ensures seamless connectivity to all parts of Istanbul, making it an ideal location for residents who seek both tranquility and vibrancy.
KA Housing boasts unparalleled accessibility, with proximity to Istanbul Airport only 30 minutes away, facilitating easy international travel. Effortless city access is guaranteed by direct metro and transportation links to Istanbul’s cultural and commercial hubs. Quick access to key metro lines connects you to every corner of the city within minutes, making commuting and exploring the city hassle-free.
The development offers luxurious living spaces with a range of unit layouts from 1+1 to 4+1, designed with meticulous attention to detail. Each unit features balconies or terraces, providing stunning vistas of Istanbul and enhancing the living experience. High-quality materials and superior craftsmanship ensure durability and elegance, while sound-proof insulation and high ceilings (2.95 m) offer comfort and sophistication.
Residents of KA Housing enjoy exclusive on-site amenities, including a state-of-the-art gym, outdoor swimming pool, yoga area, and walking paths. Entertainment options abound with a private cinema, children’s playground, and a variety of dining options including a café and restaurant. Security and convenience are paramount with 24/7 security, a dedicated carpark garage, and an IP intercom system.
KA Housing represents a prime investment opportunity with limited availability in a high-demand area, ensuring enduring value and potential for lucrative returns. Homes in this development provide exceptional value without compromising on quality, offering affordable luxury for discerning buyers. The construction is of the highest quality, built to the latest seismic and disaster resistance standards, ensuring safety and resilience.
The community and surroundings of KA Housing are enriched by close proximity to prestigious universities such as Haliç University, Bilgi University, and Istanbul Ticaret University, making it an ideal location for students and academics. The development is adjacent to the Alibeyköy stream leading into the Halic waters, offering serene natural escapes amidst lush greenery. Residents can enjoy the cultural richness of the area, surrounded by historical and cultural landmarks that blend leisure, nature, and culture seamlessly.
https://listingturkey.com/property/the-ka-housing/
Torun Center Residences Istanbul - Listing TurkeyListing Turkey
THERE IS LIFE IN ITS CENTER!
The most energetic spot of the city that will add utterly different pleasures to your life, with a park that will make Istanbul breathe, delighting indoor and outdoor bistros, cafes, restaurants, the brand-new Food Hall concept, where dozens of unique tastes are served together, market area, cinema, theater, fitness club, SPA and event venue...
All the pleasures that will enrich your lives are awaiting you on the most beautiful side of the city, at Torun Center Residences. In Mecidiyeköy, where the heart of Istanbul beats, business, life and entertainment opportunities are located at the exact center, at Torun Center, the most beautiful side of the city.
Penthouse apartments and different styles of flats from 1 + 1 to 4 + 1, from 100 to 425 square meters in a 42-story residence tower, have been designed for those who want to live in the center of magnificence. Torun Center is the redefinition of a better life with specially landscaped floor gardens, apartment options with private balconies, and automatic glass systems equipped with Trickle Ventilation that offers clean air comfort.
Business and life in the same place
Excellent service
Torun Center has many delightful details, from a swimming pool to sunbathing and resting terrace. With 24/7 concierge services, 24/7 security, valet, technical service, closed-circuit camera system (CCTV), central heating and cooling system, it makes your life easier.
Delightful details
The two-story Torun Center Lounge, with its indoor and outdoor seating areas, children's playroom, private dining and TV lounge, promises unforgettable memories to you and your loved ones with its unique Istanbul view.
Neighboring to the most pleasant square of Istanbul
A few steps from the Torun Center Residences, you can reach the city's most modern city square and open the doors of a quality city life. Torun Center Residences brings together on the same project the long-awaited city life for Istanbul and gourmet restaurants, cafes, gym and SPA, and state-of-the-art cinema and Artı Stage, hosting the most famous plays of the season.
Located at the intersection of alternative public transportation options such as the metro and Metrobus, Torun Center comes to the fore as the most accessible office for both sides of Istanbul. With a central location and rich transportation lines, Torun Center offices make life easier for employees and increase productivity.
Omaxe Sports City Dwarka stands out as a premier residential and recreational destination, offering a blend of luxury and sports-centric living. Located in the thriving area of Dwarka, this project by Omaxe Limited is designed to cater to modern lifestyle needs while promoting a healthy, active living environment.
Need MCA leads? No sweat! MCAs are great for small biz funding. Learn how to snag top-notch leads: businesses needing cash, with repayment ability, decision-makers, and accurate contacts. Use content, social ads, lead platforms, partnerships, and capture processes for quality leads.
https://www.leadgeneration.media/blog/b/streamline-your-mca-sales-process-with-pre-qualified-leads
Rams Garden Bahcelievler - Istanbul - ListingTurkeyListing Turkey
Implemented by Rams Global in Bahcelievler, the Rams Garden Bahcelievler Apartments includes 796 residences of different types from 2+1 to 5+1.
Next to the project, which will have 33 thousand square meters of green area, there will be 42 thousand 300 square meters of woodland. There will also be a 210-meter-long pond in the landscape of the project. There are 94.5 square meters of green space per flat.
Rams Garden Bahcelievler Apartments, which has 8 times more green space than the average of Istanbul with its 33 thousand square meters of green area located within a total of 75 thousand square meters, offers various housing options from 2+1 to 5+1.RAMS Garden has brought a lifeline to the construction industry.
Rams Global, which has signed projects in many places from Dubai to Phuket and delivered more than 20 thousand residences, is now starting new projects in Istanbul.
Rams Garden Bahcelievler is located 9 minutes from Metroport AVM, 5 minutes from Marmara Forum AVM, 12 minutes from Kazlıçeşme beach, 9 minutes from Yıldız Technical University, 7 minutes from Istinye University, 9 minutes from Ramada Hotel and Medicana Hospital.
https://listingturkey.com/property/rams-garden-bahcelievler-apartments/
500 acres of brilliance await you here at Riverview City which offers modern living, effortless convenience, and a beautiful natural setting. It is a mega township by Magarpatta City in Loni Kalbhor, Pune. Enjoy easy access to work, schools, and fun while experiencing a perfect work-life balance.
Visit - magarpattacity.developerprojects.in
Dynamics 365 Bid Management for Construction ProjectsDynamic Netsoft
This PDF provides a straightforward guide to using Dynamics 365 for efficient bid management in construction projects. Learn how to streamline processes, improve accuracy, and enhance productivity with practical tips and step-by-step instructions.
https://dnetsoft.com/dynamics-365-bid-management-software
Sense Levent Kagithane Catalog - Listing TurkeyListing Turkey
Sense Levent offers a luxurious living experience in the heart of Istanbul’s vibrant Levent district.
This cutting-edge development seamlessly integrates modern design with natural elements, featuring live evergreen plants maintained by an advanced irrigation system, ensuring lush greenery year-round.
The building’s elegant ceramic balconies are both stylish and durable, enhancing the overall aesthetic and functionality. Residents can enjoy the 700m Sky Lounge, which provides breathtaking views of Istanbul and a perfect space to relax and unwind.
Sense Levent promotes a healthy and active lifestyle with a full gym, swimming pool, sauna, and steam room, all available in the building. The interiors are crafted with high-quality materials, ensuring a luxurious and inviting living space.
Designed with young professionals in mind, Sense Levent features 1+1 and 2+1 units with smart floor plans and balconies. The project promises high investment returns, with an expected annual return of 6.5-7%, significantly above Istanbul’s average ROI.
Located in the rapidly growing and highly desirable Levent area, the development benefits from ongoing urban regeneration projects. Its prime location offers proximity to shopping malls, municipal buildings, universities, and public transportation, adding immense value to your investment.
Early investors can take advantage of discounted units during the construction phase, with an expected capital appreciation of +45% USD upon completion. Property Turkey provides comprehensive rental management services, ensuring a seamless and profitable investment experience.
Additionally, robust legal support and significant tax advantages are available through Property Turkey’s licensed Real Estate Investment Fund. Levent is a dynamic urban hub, ideal for young professionals with its numerous corporate headquarters and shopping malls.
Sense Levent is more than just a residence; it’s a place where dreams and opportunities come to life. Contact us today to secure your place in this exclusive development and experience the best of Istanbul living. Sense Levent: Sense the Opportunity. Live the Dream.
https://listingturkey.com/property/sense-levent/
2. Your Key Metric
• Q2
64% of sellersfound their
agent through a referral
42 % of buyersused an agent
that was referred to them
3. The One to One - Marketing Makeover
• It costs 7x more to obtain
a new customer than to
keep an existing one.
• Capture a share of the
customer (and their
network) not necessarily
a share of the market.
4. People influence people
and nothing influences
people more than a
recommendation from a
trusted friend. A trusted
referral is the holy grail
of advertising!
– Mark Zuckerberg
Exactly how large is your
sphere of influence?
5. Sphere of Influence:
A list of Relationships
What it is:
People who know, like,
and trust you.
What it’s not:
A database of people who
don’t know you.
6. Sort It Out
• Print Out Everyone from Every
Source Facebook, Cell-Phone,
Christmas Card List, Database..
• Highlight People that know,
like, and trust you
• Build a New Master List in one
CRM system.
7. Measuring Your “A” Ratio
• “A” Clients are those
that have referred you
business over the past
year.
• Your starting “A” Ratio
target is...
8. Pick a Tool & Use It
The tools don’t matter… The
key is you!
People prefer to do business
with people they know
– Jeff Gitomer
9. The Financial Model
• The 10: 1 Rule Great works are performed not
by strength but by
perseverance.
– Samuel Johnson
11. Size Does Matter (when it comes to your sphere)
Small sphere = small results
1. Set a Daily Goal (1,2,3)
2. Create an Intake Sheet
3. Create a Visual Cue
4. Use a Script
12. Scripts to Build Your Sphere
• Hey have you ever wondered what home values are doing in your
neighborhood? I have a market update that I send out monthly that keeps
my friends up to date. It’s free. Would it be ok to add you to the list?
• Hey I put together a hyper-local blog about <City.> I would love your
thoughts on the content and things I can add – would it be ok if I added you
to the subscriber list?
• Listen I am doing a new real estate market text update – it’s three bullet
points about the real estate market monthly that I send to my friends. Would
it be ok if I add you to the group.
14. Avoid The Fade
Party Rules – FORD + Purpose
• Connect with One Person
• Ask Questions
• Find Shared Interests
• Find the Opportunity
• Obtain Contact Info
• Follow Up with Value
15. Database Bible
• Printed – Monthly (1st)
Sort by Address
Sort by Last Name
“Just Drove by Your House…”
“Doing an Open House in the Area”
“Just showed a house in your neighborhood…”
“Was thinking about your guys today…”
16. Active Management
• Call Everyone In Your Database
Good Morning… How are you? Hey I was thinking about you guys today
because….<fill in a reason>. Listen before we hang up I just started
working with some new buyers looking for <be specific>, if you hear of
anyone that might be thinking of selling soon would you let me know?
Good Morning, hey I have to apologize – I feel guilty for not calling you
sooner! How are you guys?
18. Building Your Ladder
• Categorize Your Database
• A = Referral
• B = Business
• C = Acquaintance
• D = Delete
19.
20. Identify Network Hubs
• Identify Influencers
• 2-3 Meetings Per Week
• Be the Connection Point
21. The Unequal Equation
• Target Business Owners,
Salespeople, and Entrepreneurs
• Network: “I want to start sending
you more business this year – tell
me everything new and exciting
with your company!”
• Flip the Sell: “Aside from my
direct business how can I help
you?”
22. Fill Your Gaps
• Create top 10 List of Vendors
you will need to refer your
clients to..
• Social Media Recommendations
• “You were referred to me by I
am hoping to establish a
relationship with <vendor> to
refer my clients to – would you
have 10 minutes in the next
week or so to exchange cards…”
28. 1000 True Fans
• A True Fan is defined as someone
who will purchase anything and
everything you produce. They come
to your openings. They have you
sign their copies. They buy the t-
shirt, and the mug, and the hat.
They can’t wait till you issue your
next work. They are true fans.
29. Conditioning – The Ask
• Your clients don’t know they are
supposed to send you referrals –
you have to train them to do so…
When Listing a Home:
You know when you put your home on the market
everyone is going to want to talk real estate... If
any of your friends and family have a need for a
real estate professional I would love to help. Can I
give you a few extra cards?
When working with Buyers:
Now that you are shopping for a
home you will probably be
talking real estate with family
and friends – I would love to
help anyone you know with their
real estate needs. In fact I only
work by referral…
31. House Moving Party (or Help)
• Offer to host a
moving day
pizza feed (or
send over a
food truck)
32. Client Appreciation Events
• Pick a Venue or “Tag” On
• Schedule Your Next Event
• Invite a Hand Picked Group
“Hey listen this little get
together is just my way of
thanking all of you that have
either bought or sold a home
through me or referred me
new clients. My business is
really referral based and your
help is invaluable. Thank you!”
33. TAP Interesting “Experts”
• Target People that have a great story
• Ask them to talk for 30-45 minutes
• Produce an amazing event
34. When You Receive a Referral
• Public Rewards
• Social Rewards
• Experiential Rewards
Editor's Notes
We have a lot of relationships in our lives – with our family, our spouses, our friends….
But we also have professional relationships.
For instance I have a relationship with Taco Bell, it’s been going along time now…US Bank, Les Schwab, Nike, Alaska Air, Pepsi and people Brands as well Michael Jackson, Stephen King, Timothy Ferris, Gary Vee….
How did these companies and brands create a relationship with me – enough that I have and continue pay them money regularly?
They deliver value – it’s not perfect – US Bank is a great… love, hate example – but I continue going back because of the depth of my relationship. But overall they have developed in me something that is incredibly important – a lifetime client, and for a few of these brands massive amount of referrals.
Today is about help all of us build a better brand experience for our clients and leverage our most valuable asset – Client Relationships.
Southwest Airlines – THE CASM or Cost Average Per Seat Mile.
Uber – Number of Rides – 2 Billion last year, Retailer Like GAP – Avg. Sale PSQFT
So do you know your key metric in the real estate world? The foundation of your business is the quantity and quality of your database. What I call Q2.
According to 2017 National Association of REALTOR’s – (Read Stats)
Yet Q2 – the quantity and quality of our database is what we as industry continue to ignore – instead we chase magic bullets, we pay for leads that go nowhere and spend money on marketing to people we have never met.
Home Selling and Real Estate Professionals
The typical seller has recommended their agent twice since selling their home. 33% of sellers recommended their agent three or more times…
85% said that they would recommend their agent for future services…
Question have you received two referrals per closed seller in your database? Is 85% of your database actively referring you today? If not – then we have to ask is that their fault or ours?
Authors Don Peppers and Martha Rogers in their book – The One to One Future….7X Rule - the new goal of marketing is to capture a share of the customer (and their network), not necessarily a share of the market.
A good example of this kind of approach - Lexus auto dealerships. They often invite two to three hundred likely prospects to dinner and a concert. The offer is clear…we buy dinner /you look at our cars…. What is Interesting: The salespeople are instructed not to use “high pressure” sales techniques.
Why? High end customer don’t respond well to it … Instead they invite current Lexus owners to join the event. Why? They know their best salespeople are their current customers…Here is a question - Are yours?
I think this is a fascinating concept – turning your network into your personal sales force…Imagine that when you add new people to your sphere you are actually recruiting a new sales person, it’s your job to train and coach these new sales channels to begin delivering referrals
The myth of the online lead is that it’s the new golden goose – but in reality according to a study done by Inman News only about 3% of online leads – end up closing.
Now does that mean we ignore digital marketing, website leads, and online lead generation tools? Absolutely not….
But first we need to listen to Mark Zuckerberg the founder of Facebook… he said this --- “People influence people and nothing influences people more than a recommendation from a trusted friend. A trusted referral is the holy grail of advertising!”
So if I ask you today how large is your Sphere of Influence?
Do you know the exact number – as in yes Jim – it’s 232 or 166? If not this is an opportunity to completely refocus your resources on your single biggest asset. Write down your best guess
The one that will create the most success for you as a broker and the absolute key to your profitability both short and long term. Hard is good!
It Aint Easy!
At its core, it’s essence – A Sphere of Influence is a list of relationships a list of people who know, like, and trust you - not a list of names from the chamber of commerce or a farm area… that is just raw data.
For example Judy came to work for me a few years ago and when she arrived she brought with her a 1200+ person database. Now keep in mind if you have database that large you should be closing well over 100 transactions a year...let’s just say she wasn’t.
When we dug into her “sphere of influence” – she had her entire church database, several club lists, volunteer organizations… the list went on and on.
So we had to sort it out – people that she actually had a relationship with – stayed in her sphere of influence but people that she wouldn’t be comfortable calling – we dropped into a farming database which is a completely different animal. Robin Simpson example of calling someone – in her phone…resuscitation
The end result her real database was less than 250 members.
So here is an assignment for you for the next week – sort out your database. – It aint easy…hard is good… complicated is good.
Here is a three step program for doing just that:
Print out everyone in your current lists – from every source. Your current contact management platform, Facebook, cell-phone, xmas card list .. any lists you have on hand… Funeral director / 250
Next highlight those people you think would know who you are if you saw them on the street or in the grocery store or talked to them on the phone…
Build one new master list with just these people on the list…
What you are looking for is a starting point. If it’s twenty people great, if it’s 200 that’s great to…
Your “A” clients are those that have referred you business over the last twelve months
…keep in mind those referrals don’t have to close – it’s the act of the referral that qualifies them to be considered an “A” member.
So if I have 75 people in my sphere and 5 people have referred me one or more clients over the past twelve months – my “A” ratio is 6.6% -
In other words 6% of my database is actively sending me referrals.
Our “A” Ratio target for a beginning broker is a 10% ratio – over time we hope to raise this number to 20-25% and even as high as 50%.
If you are under 10% your database is underperforming. The good news is that we are going to give you a path to turning your sphere into a referral generating machine…
Why is taking control of your database so important? Well let me tell you about Dave Moore. Dave started after working 14 years as a log truck driver...Casio Address Book
Of course Dave graduated to using a more sophisticated database
There are many on the market today…here is a secret: It doesn’t matter which system you choose as long as you begin working your database….– The tools are secondary – the key is you….
Do what you can, with what you have, where you are. - T Roosevelt
So Pick a platform in the next 7 days and assemble your database into one unified list. This is the single most important endeavor you will embark on in your entire career. Superstars master the mundane!
As my friend Jeff Gitomer, author of the Little Red Book of Selling “People prefer to do business with people they know…And even when the competition has an advantage: “People still prefer to do business with people they know.”
The 10:1 rule - Some agents have been in the business for years and still have not managed to build a successful sphere of influence. Why? Natural tendency to look for immediate gratification
Our society has been trained to want things now, right now – not later… why 60% of young adults sleep with their phones… cultivating a sphere takes time, effort, and intention…smart operators play the long game.
Keith Ferrazzi / Never Eat Alone - story of Jeffery Stamps and power of playing the long game…While a Rhodes Scholar at Oxford University Jeff met a graduate student at a party… student pulled out a black book.
"What are you doing here at Oxford, Jeff?" the student asked.
"I'm at Pembroke on a Fulbright," Jeff answered.
The student made a couple notes into his book then asked more…
"I'm going into politics and plan to run for governor of Arkansas, and I'm keeping track of everyone I meet,"
The year was 1968 and not long after Bill Clinton did just that…. he recorded every person he met each day and wrote down vital stats and then he cultivated those relationships over the long term.
What is the best way to find a doctor, a restaurant, a lawyer? Always a recommendation…
You want the inside scoop….it’s why yelp works – it’s why rating and reviews are becoming such an important part of our industry….people want authentic, real world information – they like marketing but they love referrals…
When you are referred you gain the three C’s
Creditability
Connection
Clarity
Best of all they are a much higher quality client! (Read stats)
Size does matter when it comes to your sphere. To grow your business create a new ritual – the one person a day ritual. 220 / 22 Sales
To create this daily habit try using these - Four Easy Steps:
Set A Daily Goal
Create an Intake Sheet – Sandy Lighthall a 30 year real estate veteran and CRS State President came up with a great idea…
Create a Visual Cue – Jerry Seinfeld, one joke a day - a big Red X through the day when he accomplishes the goal – his mission is to “not break the chain”
Use a Script – For instance what if you just asked this question when you meet people “Hey would it be Ok if I added you to my list of friends that I send real estate market updates to once a month?” or one of these … (next slide)
Review- Practice one of these on the person sitting next to you….
Felt a little unnatural right? A little stiff – now do it again
A little better right… We are all actors learning our lines… and as salespeople language matters…
Story of my son who didn’t speak till he was 3 ½ - autism –
“Sure dad that would be great.”
“Awsome dad”
Guess what eventually he learned his lines – slowly at first but…
When you refuse to learn your lines you are muzzling your career….don’t do it…embrace the language of sales..
But…I am not a good conversationalist – I am introverted
You are going to have to become an introverted extrovert =when I am at work - I am paid to “Turn it On”…..
How? Become a master at asking questions…. Grow what you Know! 80/20 Rule – 20% Asking Question 80% of Your Time Listening
One easy way to do this is to use the FORD technique
Family, Occupation, Recreation, Dreams/Goals…Memory Markers
What we are looking for is resonance – The ability to have a connection…a connection that will lead to a relationship.
But here is where many agents stop and then ultimately fail – I call it the Fade….
Have you met people at a party or function – and thought wow this is person is really cool – and then over time you can’t remember them?
Classic Fade… Set a goal of just making one quality connection with someone at every event you attend
Focus on them by using the FORD technique but take it one step further find a follow up item – a shared interest
Find the opportunity for the next step
“Hey Bob can I text you my Chiropractors name.”
“Hey Jamy can I email you a link to the hotel my wife and I stayed at…”
“Hey Steve can I give you a call next week about that meeting..”
Let try it now… did you find a connection point?
Of course this is the starting point – just the beginning. You see our job is to move relationships from being just someone who knows likes, and trusts you or someone you met at a party to someone who is actively referring you business.
Print out your entire database. Sort the names by where the client lives – their home address, and by their last names.
Technology is fantastic and ultimately you need to manage your database from a contact manager but technology can also be hidden behind, you can silence messages, ignore alarms, and just close the program when you want to be lazy…but with my Bible it’s not so easy – it’s a visual cue, a glaring reminder, that your most important business asset needs to be attended to… as the farmers say the cow must be milked…
Think of this as your database bible. Keep this database in your briefcase or car at all times.. and when you have any down time pick up the phone – for instance:
“Just drove by your house…”
“Doing an open house in the area..”
“Just showed a house in your neighborhood…”
“Was thinking about you guys today…”
Cleaned out my garage and I stumbled on my old coin collection – the one I started in grade school … it stopped me dead in my tracks and I sat in my garage and looked at it for what seemed like hours.
For many REALTORS their database has been tossed aside a lot like my old coin collection – yet your sphere is a literal gold mine waiting to be tapped.
One of the teams that I coach discovered this by making one call to each of their members they instantly tapped into 4 listing leads…
Active Management –actively engaging your sphere of influence with a systemized, intentional plan.
Step 1 - Call Everyone in Your Sphere of Influence -It doesn’t matter if it’s 50 or 300 you need to call everyone in your sphere of influence over the next 60 days. Why? People don’t refer friends and family to agents they don’t remember. (read scripts)
Don’t get caught up in that voice that says but “I didn’t ask for the referral” Forget that for now….Just make the connection
Contact Circuits – A mix of styles…
Map it out on 12 month calendar – you don’t do what you don’t schedule… remove the excuses and procrastination…
Numbers behind the circuits – let’s call them your reps… It Aint Easy!!
Call Database – 2X a year all – A’s More
Handwritten Cards 2X a year all – A’s more
Networking Meetings 2-3 a week – A’s More
Personal Messages 2-3 a day – A’s More
Bulk Mail – 4X a Year
Stop By’s – 2X a Year – A’s more
By the way as you make the calls, you should have your contact manager open. CRM open, taking notes, classifying contacts by:
A = Sent you a referral or multiple referrals
B = Listed or Sold a Home through you
C = Acquaintance, Friend, Family
D = Delete … Uncomfortable calling them – remove from database
Make one call first – “Hey I just going through my phone contacts today I don’t remember why we connected….”
Think of this as a ladder – our job will be to move people up the ladder…from acquaintance to working with you as a buyer or seller to most importantly actively referring you to their family and friends.
Don’t limit yourself to only people in your geographic area … you are global REALTOR not a local REALTOR –
“Hey, remember I can help you find a good REALTOR anywhere in the country… with my network we can vet several agents and make sure to get you the best of the best.”
Peyton Manning, the retired NFL Quarterback is a living example of the power of writing notes….Since childhood, Manning has jotted handwritten thank-you notes, and for years he has maintained a tradition of sending them to various NFL players retiring from the game.
Writing handwritten cards is a lost art – do you remember the last time you received a handwritten note? How did it make you feel? Create that feeling today with one of your sphere members.
People focus on first impressions but the last impression can be the way you are remembered..
The company HEX for instance which makes accessories for the tech equipment like IPADS and Tablet’s has sent 13,000 hand written notes to their customers? Why? Because they want them to have a positive interaction with the company and remember that it wasn’t just about a purchase it was about a relationship!
During your calls – you should be looking for opportunities for networking meetings -
Your sphere contains people that are network hubs. Network hubs are influencers that touch large groups of people and can potentially send you tons of business.
For instance salespeople, business owner, entrepreneurs, doctors, attorney, accountants.. would all be examples of network hubs.
Set a goal to begin having 2-3 networking meetings every single week. Simply invite network hubs to coffee, breakfast, lunch, dinner, or drinks.
To make it more powerful try Doubling Up by introducing them to someone else in your sphere that could be a good contact for their business. For example check out this script:
“Hey Jim, I met someone today that I think might be a good person for you to know and I was hoping I could set up a coffee to introduce you. Do you have sometime this week for a ten minute meeting?”
I discovered some people in my sphere are more important than others
Learned from a casual conversation with a friend of mine’s dad, Dave. You see Dave mentioned over dinner he was opening a carpet store. I told him that was great and I would be sure to try to send him some referrals, he enthusiastically thanked me, and I didn’t think much more about it… until I received a referral from Dave about a week later.
A week later it happened again Dave sent me another referral this time for an investor selling a rental. That second referral made something in my “Pea” brain click…. A light bulb went off above my head that said –Obviously some people, like Dave, have the power to send me multiple referrals. But to earn those referrals I have to be “Top of Mind.”
I found my targets – Business owners, sales people, entrepneuars, and influencers - “I want to start sending you more business this year – tell me everything new and exciting with your company!”
So aside from my direct business – what else can I do to help you?”
Sean Conlon Story – But what if you don’t have enough connections?
Reach out through social media - - You were referred to me….
Can we get together for lunch… quick meeting
Here are 10 Different Vendor Categories you should have an active referral network partnership with:
1) Attorney
2) Accountant
3) Plumber
4) Handyman
5) Carpet Person
6) Electrician
7) Pest and Dryrot Person
8) Painter
9) Landscaper
10) Lender
Stop By’s vs Plop By’s – Leaving Car running literally and figuratively…
Set a goal to stop by someone in your “A” group’s home or business twice a week.
Be creative – Seeds for spring, pumpkins for fall, candy in February –
One of the most effective stop by’s I have ever had was someone delivering a business book. They simply stopped into my office for a minute and said:
“Hey Jim, I know you are real move and shaker, and I just read this incredible book and it made me think of you. I bought you a copy. I really enjoyed chapter 5 it really changed how I do business. If you get a chance take a peek and tell me what you think.”
Reverse Stop By’s – Pies or small gifts that can be picked up at the office…
Find ways to stay in contact with people – without necessarily selling. The key is the relationship. Without a relationships you have zero chance of a referral.
Focus on the clients interests, accomplishments… create buckets of people with the same interests…
Listening Posts – Google Alert for interests and top tier A-B group
Treat FB as a giant CRM – Find life change and a reason to PM / Bushey Group – Healing Basket
Set a goal to send 2-3 Personal Emails/Text/Private Messages daily.
To be different and unique – consider doing a video update – which you can send as a link by text, or email, or post to social media. Imagine yourself on the screen for 10-20 seconds just reviewing the market highlights.
Old fashioned bulk mail – should we do it?
It’s common to do just listed, just sold, just pended… but often little or nothing comes from this – people see it as “junk mail”.
Instead think about redirecting that to your sphere of influence to reinforce the fact that you are a productive, successful agent – examples… 4 X times a year once a quarter…
New agents suffer from referral resistance – this helps!
In short we need to establish contact circuits (next slide)
Do you have a Safeway® Club Card or a Barnes and Noble® card? If you have any of these in your wallet, or any of a number of the “value added” you are now a part of someone’s data mining project.
Data mining is the relatively new field of mining a company’s customer and client database for selling opportunities.
In the old days, and to this day, companies like Safeway generally drive sales through mass-marketing - circulars in the newspaper…designed to raise a company to “top of mind” awareness among available consumers.
Data mining, theoretically, could mean that a grocery store like Safeway could track data about your buying habits and hundreds of other markers every time you slide your card through the checkout reader.
What if you use your data – to deliver a better experience and focus your marketing dollars …
Kevin Kelly is the founding executive editor of Wired magazine – he pioneered the concept that any artist musician, writer, creator can create an amazing career with 1000 True fans (read excerpt)
Are you True Fan of something? (What is it?)
Are you building raving fans? Are you referral worthy?
I learned this years ago when I met some clients that had their home listed as a For Sale by Owner – Bob and Alice… Alice came to the door in old fashioned hair rollers covered in a scarf and Bob watched TV while I conducted a listing presentation – eventually they listed their home, which I sold in less than 30 days..
They then went on to refer me 22 transactions over the next 5 years – how? I turned them into a part of my personal sales force…
You have the power to open up these individual pipelines – and trust me a drip, will lead to a trickle, will lead to a stream, which will lead to a river of leads.
Part of this process is called conditioning – think of it like training. Your clients don’t know they are supposed to send you referrals you have to train them to do so.
The first step is to Ask for Referrals – Before, During, and After a transaction…Read Examples
One of my good friends John Stalberger is a top producing REALTOR in Vancouver WA
John used an important tactic with his sphere - like Lexus Auto Dealerships he used event marketing to reach a large group of people in a short period of time…. these can come in all shapes and sizes for instance (House Warming Parties – Next Slide)
Highest likelihood of actual referrals – First 30 days after closing for both buyers and sellers…
Create follow up plan – Next Day, 3 Days, 7 Days, 14 Days, 30 Days…
“Something I offer all of my friends when we close a sale is a catered house warming party…I have an arrangement with (restaurant) we bring in all the food for the event. You just pick the date. One condition you have to invite me.”
Other ideas:
Buy the URL for their Address…
Provide postcards of their home to mail to friends and family…
With Sellers (click)
Moving day – help out – with a team of movers or better yet – you!
Send over food & beer
Personalized Boxes are a great touch…
All of your buyers and sellers become “B” Clients – invite them to become “VIP’s” by explaining you work by referrals. Also invite them to your client appreciation party…
Make it simple (no sit down dinners) my coaching students have done everything from wine tasting to cupcake tasting, coffee samplers events… to pub crawls…. Find a wow factor (chef example)
Another favorite is to simply buy tickets and tag on to other events for your “A” group - like a play, or a concert, or a sporting event ….
Pick a Venue or event, schedule the day, and Invite a hand-picked group (less than 25). You may want to also consider a co-sponsor to share the cost and meet more people!
The event should be very informal, just mingle with everyone, and at some point say something like (Read)
Make it special and fun… give them something to remind them of event maybe have a friend act as a photographer….or provide a little mini-gift bag.
Bamboo Rods story . My first thought was – how did I not know this? I had just spent a couple weeks with him as a buyer and well over a month in escrow. That was a lesson in getting to know my clients at a deeper level.. I missed a massive opportunity.
You see John was an expert someone with an interesting, even fascinating art form – I should have done is asked him if he would have been open to doing a workshop for my “A” clients on what to look for in a Fly Rod - it wouldn’t have to been an incredible, special event, no one would ever have forgotten – 5 or 10 handpicked people would have been amazing. Now is this about real estate? No it’s about connection
You see you have a group of people in your sphere that are experts in their field – some are even directly related to real estate
T - Target – Target people - your own bamboo fly experts.
A – Ask – Ask your expert. Kami Carlson story
P - Produce – Expert can invite their own key sphere members–win!
why not go wider? First way ask for referrals within your sphere or on social media / Build a Top 10 List and ask them
Public Rewards – Don’t send coffee, deliver it, don’t send Flowers deliver them – preferably to their place of business…make it a spectacle…Co-Workers will naturally ask – why did you receive those? My REALTOR sent them! DeAnna Sickler and Dyan Lane closed 53 Million dollars in sales last year.. one of their ways of publically rewarding their clients is to provide a gift certificate to a local florist
Social Reward – Announce the referral to the world through social media. This does two things – it thanks the person sending the referral but it also injects some competitive spirit into sphere members who may not be sending you referrals yet… “Thank you to Dave and Betty Johnson they sent me a referral for their good friends the Barney’s – they just closed on their first home! – My highest compliment is your referral.”
Experiential Rewards – Don’t buy golf round buy golf lesson..One of the best ways to lock down a relationship is to share an experience with someone… …post the pics and let people know why the “A” group was invited. “Thank you to this incredible group of friends who have sent me a referral in the last twelve months!”