Download to read offline
Uploaded byRichard Williams (Wallstreet)
Momentum
This document provides an overview and agenda for a real estate training event. It introduces the speaker, Rich Williams, who has over 15 years of real estate experience. It outlines three keys to creating momentum: having a direction and destination, a vehicle, and a continuous series of events. Specific income producing activities are listed, such as listings, sales appointments, and daily prospecting. The document also provides tips for telephone prospecting and emphasizes the importance of conducting oneself professionally.
Momentum
- 1. Welcome !! CREATINGMOMENTUM IN A CHANGING MARKET Let's Get Ready!!!!
- 2. Quick Survey TakenThe Sweathog Program before? Top-producers? New Agents (1 year or less)? In real estate less than 5 years? In real estate 5-10 years? In real estate 10-20 years? When real estate was invented? 8
- 3. Rich Williams 6+years Real Estate sales experience Recognized as a “Top Producer”, consecutively 15+ years Business Experience Business Owner Trained, Motivated and Coached over 15,000 President Phi Beta Lambda Graduate of “Speakers Academy” Professional Speaker, Trainer & Coach PERSONAL STATS… $2.2 Million in production IN 90 DAYS Your speaker….
- 4. S SKILL TTECHNIQUE A ATTITUDE R RESULTS
- 5. One-hundred percent ofthe people who come into real estate have high expectations! 1 2 3 4 5 6 7 8 9 10 Fact:
- 6. QUESTION: Why doonly 30% succeed? 70% QUIT because they never learned to be in . . . . Control
- 7. The people whoare in control of their careers are in control because they mastered three (3) things.
- 8. You Must Master Three Things 1. 2. 3. PLANE JOKE
- 9. C reate M omentum W ith 3 E asy K eys
- 10. H ow T o B uild M omentum To build momentum in your business you need: A Direction and Destination, A Vehicle , and A Continuous Series of “Events"
- 11. To build momentumin your business you need: “ A Direction and a Destination” MY WIFE LOST
- 12. Building a Twenty-LaneHighway For Your Future Page 67 The MREA How you Think Matters! My life is the sum total of what I have been thinking! You can change where you are and what you are by changing what you have been thinking.
- 13. A Vehicle .. . . . To build momentum in your business you need:
- 14. Think Powered ByThe Big Why Page. 72 MREA The Big Why Brings Big Focus and Big Energy! What Really Motivates You!
- 15. What MotivatesYou????
- 16. What MotivatesMe????
- 17. Financial Security forMy Family Being Prepared for Life Physically, Mentally and Spiritually Building an Awesome Sales Team Raising Leaders to Serve a Market Center of Over 1000 Agents What Motivates Rich?
- 18. A Continuous Seriesof Events . . . To build momentum in your business you need: BOY ASKING FOR WATER
- 19. Income Producing Activities. . . . Listings Listings Sold Sales Appointment s Set Appointment s Attended
- 20. If I wasnew in the real estate business or if my production stopped and I wanted to generate a stream of income in 60 days I would do the following everyday . . . . A Continuous Series of Events . . .
- 21. Income Producing ActivitiesStart Daily Prospecting Activities (1500 People = $100,000) Target High Turnover Areas Order a Contact Management System Engage in Accountability Styled Training Utilize Virtual Assistance Programs Learn Advance Selling Techniques
- 22. THE TELEPHONE TRACKSTEP ONE: IDENTIFY STEP TWO: INTRODUCE STEP THREE: ASK STEP FOUR: REASON STEP FIVE: ASK AGAIN
- 23. Gee I don’tknow, I haven’t seen your house yet let’s get together The ONLY response to ALL questions
- 24. Raise your righthand and repeat after me. I . . .state your name.. Solemnly swear to act and conduct myself like a professional sales person from this moment on. I am worthy of my commission I am worthy of my expense fees I am worthy of your respect Mr. and Mrs. Seller
- 25. Somebody out thereis thinking of selling their house and they just don't know where I'm at . . . .
- 26. Thank You IWill See You At The Top
Editor's Notes
- #2 Thank You! Thank You! Thank You! Thank you very much ______ for that introduction. As _______ said my name is Rich Williams. How many here are ex-sweathogs raise your hand. So if I said sweat you would say Hog! Actually I’m the guy who travels a lot last week I was in Texas, the week before that I was in Maryland, before that I was in Virginia. I always ask people why did they get into real estate and I get some interesting answers and I would like to share them with you. Why did you get into real estate . . . . I like working with people, yeah go ahead laugh. Why did you get into real estate. . . . I like being rejected on a daily basis. The real reason you got into real estate is to make what . . . .yeah money. And that’s what we are going to talk about today is how to make money. I know what some of you may be thinking Rich, money can’t buy happiness. That’s okay I’ll suffer. I would rather suffer with money than without how many agree with me raise your hand, looks like I got the right audience today. I bet if I went around the room and ask how many of you at the age of 5 told your parents when I grow I want to get into real estate, none of you. You stumbled into it just like I did. A little background on myself. I live in Pennsylvania and I started my career in manufacturing, about 18 years ago, got laid off three times in six years, went to school to study business, started a cleaning co. and speaking co., and finally got into real estate. Now, let’s see if you are paying attention. What state am I from . . .Pennsylvania. The first thing I discovered when I got into real estate was that everyone had a real estate license. Now, where are my new agent who have been in the business less than 18 months. You can relate to what I’m about to say. When you first get into the business your manager and everyone else tells sellers are where the real money is . Then, you go on your first listing appointment and the seller says get out of my house! Then you have this paradigm shift, honey buyers is where the real money is.
- #3 Quick survey Who here is a Top Producer? Who is new? Less than 5 years? 5-10 10-20? Any body here in real estate when real estate was invented? Antiques??? OR DO YOU JUST FEEL THAT WAY? JOKE: Tell them my goal: To make each one of you more productive than you ever had before!!!!
- #4 This slide answers the Question “HOW DO I KNOW?” This is my story and what right do I have to stand where I am standing. There is more Knowledge looking at me than is looking at You I’m Still on the Street Go over current Credentials . . and have fun!!!
- #5 The “S” stands for Skill. Does it take skill to list real estate yes or no? Let me hear it . . A little louder . . Nope! And I will prove it to you. ‘what’s your name ____________ . Let’s pretend ________________ is at an open house and a couple walk in . . . . It would take skill to screw that deal up. The “T” stands for technique. It takes technique to list a lot of properties. We want to list it for a lower commission. Why would you want to do that. The other agent said that she would do it for 4%. Oh I see it’s the 2% that you are concerned about. Yes. Did the other agent think about her decision or did she just make on the spot. Hmm, now that’s where I would be concerned. What do you mean? Well let’s see 2% of $200,000 is what $4000. Wow, that’s why I would be concerned. Just think if the agent was quick to give up $4000 of her money how much of your money would she give up when it’s time to negotiate the contract. That’s why I would be concerned. A – stands for attitude. You gotta have the right mental attitude to be successful in this business am I right or wrong. ($100 bill) R – stands for results. If you want knowledge go read a book, if you want results then I recommend that you take sweathogs.
- #9 If I was taking notes this is where I would start . . . . You know I think women are smarter then men and I’ll prove it. On my way back from Texas I over heard a man talking with a women . . . ..
- #11 Building momentum in your business requires three basic things: A direction and a destination – If you do not know where you are going than any road will take you there. A Vehicle to get you there. Your business model and your purpose. A continuous Series of Events – Income producing activities.
- #12 You need direction and a Destination. You can not have one without the other. Direction is your goals. Where I am going and how I will get there. Destination is your purpose or The Big Why
- #13 Some of use start our career thinking in terms of a two lane highway or a three lane highway. What happens when the highway becomes congested? We have a traffic jam. Our productivity begins to slow! Eventually, if the traffic does not start moving then people plan to get comfortable in the traffic jam. They open car doors, sit on the grass, become angry or fall asleep at the wheel! They discontinue thinking about where they are going and become satisfied or surrender to where they are. The brain process over 15,000 decisions per second. The brain thinks in picture and reproduce what image you feed it. On average we use less than 10% of our conscious mind. If scientists could reproduce that actions of the brain it would take a building the size of the empire state building to house it and all the water that flows over the Niagara falls in a year to cool it. My life is the sum total of what I have been thinking
- #15 Big why brings big focus and big energy! I was talking with someone the other day and I said I noticed that agents are so focused on what the economy is or is’nt doing that they forget about their economy. Let me explain what I mean. Inside each of us is an economy. Well what is an economy . . . . What really motivates you. Focus on what’s important to produce the results that you want Family, friends helping others Personal affirmations
- #16 Tell me what motivates you?
- #17 Let me tell you what motivates me . . . . .
- #18 Security for my family Being prepared for life. My son is involved in high school sports and I always remind him that before he steps onto the football field or the onto the basketball court make sure he is prepared . . .
- #19 A continuous series of events that lead to a desired preplanned result. Story of little boy asking for water from his dad . . .
- #20 I always encourage agents to do income producing activities first. The average agent has a bunch of activities and then they try to find an objective. That’s the reverse of how it should work. The first thing you do is determine your objectives and then find activities to support it.
- #25 Say this with me . . . Now give yourselves a round of applause! Ladies and gentlemen we are in the profession of selling the most expensive commodity that most people will ever own. We are part of one the oldest established franchise system in this country and that is being paid a commission. Sellers have been paying commissions for over 200 years and it is not about to change now! I don’t care how many discount brokers pop up. Sellers will continue to pay us a commission. Am I right or wrong? However, we need professional training and techniques to be successful in this business.
- #26 Here is the attitude that you should have in real estate . . . . . Ladies and gentlemen as a regional trainer and speaker for sweathogs I had the unique priviledge to get intimate info on the training programs from the top 5 real estate companies in the country. And when I stumbled across a company called keller williams a year ago I saw that our innovative result-oriented programs where as different as night and day with our competitors. No one and I mean no one can touch our business models, training and coaching systems. What an honor to direct our market toward making real estate history. I appreciate your time and attention and I thank Mark Will and Mike McCarthy for providing us with this event. Thank you and I will see you at the top!!!!
- #27 Thank you so much you have been a great audience. I hope I will see you at the top!!!!!