1. Six Weeks to Greatness™
“Outperforming The Competition”™
Using 8PG
2. Four Questions…
• What is 8PG™?
• What is expected of me?
• How can I get out of this?
• Who is our Instructor?
3. Your trainer….
10+ years Real Estate sales experience
Rich Williams
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 8 Pillars Success
$2.0 Million in production during 60 days
4. “Give me 42 days and
I’ll give you success
for a lifetime.”
That’s our promise to you
during the course of this
program.
It is our commitment to you
as you take this first step.
5. Blind Faith
• Belief without true understanding,
perception, or discrimination
• To have hope and reliance in
• Blocked or closed certainty and or
confidence
8. 8 Pillars to Greatness
• Business Planning/Vision
• Lead Generation (Daily Prospecting Sheet)
• Three Part $teps to $uccess
• Scripts and Dialogues
• Objection Handling Tips/Methods
• FSBO’s; Expireds and Shortsales
• Motivated Buyers and Sellers
• Keeping it Going
9.
10. CLASS RULES
•No Smoking (Really?)
•No Talking or side Conversations
•Cell Phones must be in off position
•STRIKE RULES (Go over later)
•Class Times & Breaks
11. Class Times
& Breaks
10:00am – 12:00pm
1 – 10 min Break at 11:00am
All Sessions are held right here,
Saturday’s Consecutively,
Your Dates . . . .
12. COMMITMENT
Think “BREAKFAST”…
At breakfast there is involvement and then there
is commitment…
The Chicken is The Pig is
"involved” “committed”
13. Mutual Commitment
Student
•Best Effort
•Blind Faith
Office
•Remove Obstacles
•Wipe Slate Clean
Trainer
•110% From Me
•Availability to Students
Teammates
•Give Equal Effort
•Give Honest Criticism
15. Countable Production
• Listings
• Listings Sold
• Sales
• Listing Appointments Set
• Listing Appointments Attended
16. TEAM STATS
Te am # L S L/ S AS AA AVG U/ D
A 5 2 2 1 15 12 1 .00 1 .33
B 5 3 2 1 21 11 1 .20 0.57
C 4 5 5 1 8 6 2.75 1 .20
###
###
###
Totals 1 4 10 9 3 44 29 0 1.65 1.03
17.
18. Trainer: Program#:
Company: First Session:
Weekly / Cumulative Totals Graduation:
WEEKLY 1 2 3 4 5 6 7 8 9 10 TOTAL
People
Listings
Sales
Listing Sales
Total Transactions
Average P.P. Per Week
List. Appt. Scheduled
List. Appt. Attended
Appointment Ratio P.P.
Listings Per Appt.
CUMMULATIVE 1 2 3 4 5 6 7 8 9 10
People
Listings
Sales
Listings Sold
Total Transactions
Average P.P. Per Week
List. Appt. Scheduled
List. Appt. Attended
Appointment Ratio P.P.
Listings Per Appt.
19. TEAM LEADERS WORKSHEET
TEAM __________
Name of Graduate # Listings List $ Vol. # S & L/S Sales & L/S $ Vol. Tot. Trans Total $ Vol.
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
TOTALS
20. TE
AM
TOTAL:
ST
AN
DI
City:
NG
S
T rainer:
NO
AT . O
Company:
GR F P
AD EO
UA PL
LIS TI E
O
TI
NG N
S
TR
AN
SA
C
TI
ON
TO S
S/
TA LS
L
TR
AN
SA
TO CT
PE L
TA IO
NS
R AV
PE E
RS RA
O GE
W N
EE
PE KLY
R AV
PE E
RS RA
O GE
N
D
OL LIS
Class Summary
LA TIN
R G
VO S
LU
M
E
State/Prov.:
TR
A
D NS A
Graduation Date:
OL C
Program Number:
LA T I
R ON
VO S
LU (S/L
M S
E )
TO
D TA
VO OLL L
LU A R
M
E
AV
ER
AG
PE VO E D
R LUM OLL
PE AR
RS E
ON
21.
22. STUDENT COVENANT OF COMMITMENT
For Participation in Productivity Coaching
Students in Productivity Coaching must meet the following standards.
1. I agree to work a minimum of 5-1/2 days and take one full day off each week during
the course.
2. I agree to participate 110% in the course. This includes completing all assignments
as directed by trainer and making Productivity Coaching assignments Top Priority.
3. I understand that Productivity Coaching is a copy-written & trademarked program
and I agree not to duplicate or disseminate any of this material.
4. I understand that if I receive 3 strikes during the course, the coach may dismiss me
with no tuition reimbursement. One strike will be acquired for each of the following:
A. Failure to attend an online live seminar meeting or in-class session
B. An incomplete weekly field exercise
C. Did not schedule a bona fide appointment on two separate days during the week
for the first four weeks of coaching.
D. No listing by Week Four
E. Sharing course content without permission
F. Being Tardy
5. I agree to remain with my present office for the entire course.
6. I understand that I must obtain a minimum of 3 listings to graduate with a
certificate of completion.
7. I agree to pay a referral fee per the attached fee structure of the gross commission
for a period of up to 6 months following my enrollment date into the Productivity
Coaching Program.
8. If I complete my first transaction within 45 days of starting the program ERA Pro
agrees to refund the enrollment fee for the Productivity Coaching Program.
23.
24.
25. I am a Star Performer!
”As a Star Performer I am consistently guided to say and do the things
that contribute to my daily success; therefore….”
Today I Choose, to walk and talk like a Star Performer.
Today I Choose, to be mentally, physically and spiritually alert to do
profitable activities.
Today I Choose, to attract new and highly motivated clients that
are ready to buy.
Today I Choose, to be confident, competent and complete.
Today I Choose, to find ways to help others succeed.
Today I Choose, to live a creative, fulfilled, and winning life.
Because of my choices from this moment on anything that happens will
happen in my favor because I am a Star Performer!
26. BECOME A S.T.A.R.
PERFORMER
What Is a S.T.A.R.?
S (Skillful)
T (Technique)
A (Attitude)
R (Results)
8PG™ Definition of Results:
1. Appointments
2. Listings
3. Sales
27.
28. 5 Keys = Results
1. Goals vs. Dreams
2. Work Listings
3. Master the Phone
4. Stay On Track
5. Become Technique
6. Time Management (Bonus)
29. SMART Goals
• S = Specific Goals
• M = Measurable Goals
• A = Action-Oriented
• R = Realistic
• T = Time confined
Wife lost
Wife lost
30. Goals to Consider and Understand For Growth
As a business owner (your real estate business), you should consider the
following weekly/monthly/yearly goals:
•How much do I want to net in revenue from real estate sales this year?
•Make time (time block) for yourself!
•How many listings and sales will it take?
•How many hours each week will I commit?
•What is your farm/prospect in budget?
•What is your personal marketing budget?
•What is your technology budget?
•When and how often will you prospect (calling and visiting)?
•When and how often will you farm by mail and email?
•Know the ERA training, models and benefits (web, email, etc.)
•Will I work solo or as a part of a team?
•Will I be the rainmaker or a specialist on a team?
•How much will I budget for education and training courses?
•Read the “Millionaire Real Estate Agent” book (MREA).
•You need to be proficient at email and a contact management system.
•How many agents will I help recruit to my office?
•What are my passive income goals?
•What days and times will I dedicate to generate leads?
•Meet with my Broker/Manager once per month for the first three months of the
year
•What is my Plan B & Plan C?
•30, 90, 120, 180, 365 goal plan
31.
32. How Do You Find Prospects
1. Sit in the office
and hope…
2. Knock on doors
(pink note)
4. Mail flyers, cards and letters
(Outlook, Infacta.com,
topproducer)
4. Telephone
a. FSBO’s
b. Expireds (Get your foot In)
c. Warm Calls
35. Champions Diet
“Lead Generation”
• Three days of growth in the office
• Start at 10am
• Set appointments
36. The Lead Generation Cycle
Lead generation is a combination of two things:
• Prospecting (seeking customers)
• Marketing (attracting customers)
37. The Lead Generation Cycle
Marketing vs. Prospecting
Truth
In the first 90 days, prospecting is more critical
than marketing.
The Meaning of “No”
38. The Lead Generation Cycle
Scheduling Your Time for Prospecting
Lead generation is your most critical activity.
Therefore, scheduling and protecting your
prospecting time is imperative. The morning is
generally the best time for prospecting, as it
ensures you do not get caught up in other
activities and lose the day.
39. The Four Laws of Lead
Generation
The Four Laws of Lead Generation
1. Build a database. (Met vs. Not Met)
2. Feed it every day. (5, 15, 5)
3. Communicate with it in a systematic way.
(8X8,12X12, 33 touch)
4. Service all the leads that come your way.
40. 8x8
8x8
The 8 x 8 is a high-impact, high-saturation
technique that is designed to put you in the number
one position in the minds of everyone you add to
your Met database.
41. Communicate With It in a
Systematic Way
Week 1 Send or drop off a handwritten note with your business
card. Every
Week 2 Contact the individual by phone to follow up. single
Week 3 Send or drop off an item of value. touch
Week 4 Contact the individual to quickly touch base, ask if there should
is anything you can do to help, as for a referral, and ask
for an appointment. have a
Week 5 Send or drop off an item of value. quick
Week 6 Contact the individual to quickly touch base, ask if there reminder
is anything you can do to help, ask for a referral, and and
ask for an appointment. instruction
Week 7 Send or drop off an item of value. s on how
Week 8 Contact the individual to quickly touch base, ask if there to give you
is anything you can do to help, ask for a referral, and
ask for an appointment. referral
business.
42. Truth
Success in 45 days will require you to work with
only serious buyers and sellers.
44. Why Do We Use The
Telephone?
1. Faster
2. Builds inner confidence
3. Maintains lead pipeline
4. Builds rapport
75,000 calls
45. TELEPHONE PROSPECTING
FOR APPOINTMENTS
Fine tuning your telephone skills
1. Are you making enough calls?
2. Do you sound natural, yet
enthusiastic?
3. Are you calling the right people
and area?
4. Are you staying on track?
5. Are you handling objections
and obstacles?
47. Only
Response:
“Gee, I Don’t Know,
I Haven’t Seen Your
House Yet.
Let’s Get Together!”
48. NOTE:
The Law
If you make enough
of
calls and ask
Averages:
enough people if
they want to sell
their house,
someone will
eventually say
YES!!!
49. Week One Assignments
1. Create your dream board
2. Get a picture of your goal 8X10
3. Write your affirmation
4. Say the Star Performer 3 times with a team
member during your 3 days in the office.
5. Go to the office 3 days this week at 10am and
generate leads. Call until you set an
appointment. (total of 1 per day)
6. Track your activity on your daily prospecting
sheet
There are 4 Questions most of you are thinking about right now . . . We will be going over them in detail today!! This is what we at NABCo like to call our communication hour… where we get everything out in the open…. (Joke about marriage) Most of this and in the first 2 weeks is may to seem pretty basic . . . So All I ask is you to bear with me. Sound Fair? Also, If you have ever taken the course before, I ask you to please be patient with me until we get through this period. Behavioral Modification program. We teach technique and Dialogue . . . not scripts . . . Though we have them not everybody walks, talks, and presents themselves like me, or you (get into details on this) 2) Your Best effort no more . . . No less . . . 3) After the first hour an half, on the break bring me your materials, write on a business card REFUND Any Questions you may have right now??? Please, Write them Down as I may answer them for you within the next Hour or Two. 4) Go to next slide <CLICK>
You had to ask!!!!! Known for crazy off the wall personal promotion Very personable Chameleon, match the personality of the client Tennis shoes
The history and track record, no one else can give you numbers like this. What will happen here? YOU DECIDE it’s up to you!!!! I can bring you to the water . . . But I can’t force you to drink . . . You will only get out of this as much as you decide to. TALK ABOUT PROVEN RESULTS – SCEPTICAL
Are you familiar with “Blind Faith”? No not the British band from the 60’s but the concept of trust Story of climber
20-60-20 Rule
Okay so now let’s answer the four questions that you may have…..
We need to talk about commitment. When I say commitment, you need to think “Breakfast” 6 week commitment – problem with that see me at the break and get a REFUND!
Display while in Huddle Stats Call Team Team Stats Team Cheer Success Story Collect Broker Evaluations Business Plans – HOW MANY ARE COMPLETED??? Goose Egg Club Last week A = 1.0 B = .75 C= 1.2 Up to wk L=31 S=19 LS=20 AS=205 AA=134 MTG=26 TO=4 H=3 IN=6 AVG=.97 We are now at week 5 of the program . . . Meaning 4 reporting weeks <add up all STATS for 4 reporting periods, L, S, L/S, AS, AA, T/O> How many people here have been in the business less than 18 months?? Let me ask you . . . What if you had a Real Estate Office . . . And lets say the office was full of fairly new people . . . and in 4 weeks time during the Holidays we had _______ of New Listings, and _____ of Sales, and _____ of Listings that Sold, totaling ______ of total sales for the office!!! WOW and yet on top of that you had ______ of booked appointments!! Would that be pretty Good? Y N Well That what you have done . . . So give yourself a warm round of applause!!! <next slide>
S – Skillful . . .sell house – training, COMPETENT CONFIDENT & NATURAL, practice makes perfect?… NO doing it makes you better . . . practice makes you aware. Practice drill rehearse. T - Technique . . .Knowing how to operate a saw does not mean you can build a house – ACTING 101 remember COMPETENT CONFIDENT & NATURAL by using various techniques A - Attitude – Logical not positive IF YOU THINK YOU CAN OR YOU THINK YOU CANT YOUR PROBABLY RIGHT R – Results . . . the only possible definition ….IF YOU WANT KNOWLEDGE GO READ A BOOK . . . IF YOU WANT RESULTS COME TO CLASS EVERY WEEK!!! This is not an experiment, IF THIS WAS NEW, I WOULD BE SCEPTICAL, BUT AFTER 110,000 STUDENTS LATER . . everything we give you works This is a REULTS PRODUCING program. What is Definition of Results?? Appointments Listings Sales
Good stuff free Write this… Your energy level rises to meet your expectations. repeat
We are not talking knowledge today we are talking results. If you want knowledge read a book if you are looking for results then I recommend that you take real good notes. Because my goal today is to give you result getting tips and techniques. How many could use some results getting techniques today? Raise your hand. Well it looks like everyone here is ready for some results. I believe if we are going to get the right results than I need to be right up front with you. I think we would have more successful marriages in this country if we were right up front, how many agree with me? <Joke> I want my breakfast by eight . . . I want dinner by 6 and my clothes washed every Saturday. . . And He says, yes dear. Webster Dictionary defines results as “The consequence or outcome of an action.” We have listed for you six things that are designed to get you measurable results. <Click> Next slide
Goals are the road map to life if you don’t know where you are going any road can take you there. Story of my wife driving to our friends house and got lost. You see if I had a million dollars for you and placed it in a telephone both in a city that you are not familiar with if you wanted to find the city what be the first thing that you? Goals that are specific Goals that can be measured. You know when you move from one level to the next when you measure the goals. Draw “Step” example on easel. Write this down. “My objective determines my activities. So building consistent income in real estate begins with finding prospects.
If you want to be good with each of these you better be good on the TELEPHONE How do you get good on the phone?… Cold call, cold call, cold call Talk about how they don’t want to cold call <Elaborate> Anyone ever do it? You know it works and you know that most people are nice…. What is the power of the Telephone???? You need NOW BUSINESS and you need FUTURE BUSINESS ANY QUESTIONS? Ever get calls from Visa, Time Warner, Master Card, American Express….. Some will do it and get the business, others won’t and won’t! Faster Build inner confidence – teaches you how to talk!!!
Bring in one at a time 5-STEP APPROACH Identify Introduce Ask – N-W-T-S NO MATER WHAT THEY SAY KEEP GOING Give a Reason Ask again or another way I’ll role play then I’ll share with you what I’ve done
