Rich Williams will instruct a six-week real estate training program called "Six Weeks to Greatness" using his 8 Pillars to Greatness (8PG) method. The program expects daily prospecting, scripts and dialogues practice, and keeping momentum after graduation. Students must commit to weekly class times, a daily prospecting sheet, and obtaining at least three listings to graduate with a certificate. Williams has over 10 years of real estate experience and has trained over 15,000 people.

1. Six Weeks to Greatness™ “ Outperforming The Competition”™ Using 8PG

2. What is 8PG™ ? What is expected of me? How can I get out of this? Who is our Instructor? Four Questions… 4

3. 5 Rich Williams 10+ 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 8 Pillars Success $2.0 Million in production during 60 days Your trainer….

4. That’s our promise to you during the course of this program. It is our commitment to you as you take this first step. “ Give me 42 days and I’ll give you success for a lifetime.”

5. Blind Faith Belief without true understanding, perception, or discrimination To have hope and reliance in Blocked or closed certainty and or confidence

6. FAIL GO BALLISTIC SOAR YOU! Who decides what group you end up in? 23

7. Question # 1 What is 8PG?

8. 8 P illars to G reatness 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. Question # 2 What is expected of Me?

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 27

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 . . . . 28

12. COMMITMENT Think “BREAKFAST” … At breakfast there is involvement and then there is commitment … The Chicken is "involved” The Pig is “committed” 39

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

14. Write this down, please… 1/7 1/14 1/21 1/28 2/4 2/11 2/11 – Graduation Lunch 29

15. Countable Production Listings Listings Sold Sales Listing Appointments Set Listing Appointments Attended

16. TEAM STATS

18. Trainer: Company: Program#: First Session: Graduation: Weekly / Cumulative Totals

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

21. Question # 3 How do I get out?

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. Question # 4 Who is our Instructor?

24. 5 Minute Break!

25. ” 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! 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 44

27. 53 Your Energy Level Rises to Meet Your Expectations . . . .

28. 5 Keys = Results Goals vs. Dreams Work Listings Master the Phone Stay On Track Become Technique Time Management (Bonus)

29. SMART Goals S = Specific Goals M = Measurable Goals A = Action-Oriented R = Realistic T = Time confined Reaching your goals begins with finding prospects! 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 Get A Picture

31. Lead Generation Equals Results in Sales

32. 1. Sit in the office and hope… 2. Knock on doors (pink note) Mail flyers, cards and letters (Outlook, Infacta.com, topproducer) 4. Telephone a. FSBO’s b. Expireds (Get your foot In) c. Warm Calls How Do You Find Prospects

33. www.constantcontact.com www.impactengine.com www.addbranding.com www.landvoice.com Prospecting . . . . . .

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 The Meaning of “No” In the first 90 days, prospecting is more critical than marketing. Truth

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 Build a database. (Met vs. Not Met) Feed it every day. (5, 15, 5) Communicate with it in a systematic way. (8X8,12X12, 33 touch) Service all the leads that come your way. The Four Laws of Lead Generation

40. 8 x 8 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 . 8 x 8

41. Communicate With It in a Systematic Way Contact the individual to quickly touch base, ask if there is anything you can do to help, ask for a referral, and ask for an appointment. Week 8 Send or drop off an item of value. Week 7 Contact the individual to quickly touch base, ask if there is anything you can do to help, ask for a referral, and ask for an appointment. Week 6 Send or drop off an item of value. Week 5 Contact the individual to quickly touch base, ask if there is anything you can do to help, as for a referral, and ask for an appointment. Week 4 Send or drop off an item of value. Week 3 Contact the individual by phone to follow up. Week 2 Every single touch should have a quick reminder and instructions on how to give you referral business. Send or drop off a handwritten note with your business card. Week 1

42. Success in 45 days will require you to work with only serious buyers and sellers. Truth

43. Lead Generate Your Business What Type of Business Do You Want?

44. Faster Builds inner confidence Maintains lead pipeline Builds rapport Why Do We Use The Telephone? 75,000 calls

45. 1. Are you making enough calls? TELEPHONE PROSPECTING FOR APPOINTMENTS Fine tuning your telephone skills 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?

46. 5-STEP APPROACH Identify Introduce Ask Give reason Ask again or another way N.M.W.T.S.

47. “ Gee, I Don’t Know, I Haven’t Seen Your House Yet. Let’s Get Together!” Only Response: 96

48. If you make enough calls and ask enough people if they want to sell their house, someone will eventually say YES!!! The Law of Averages: NOTE: 60

49. Week One Assignments Create your dream board Get a picture of your goal 8X10 Write your affirmation Say the Star Performer 3 times with a team member during your 3 days in the office. Go to the office 3 days this week at 10am and generate leads. Call until you set an appointment. (total of 1 per day) Track your activity on your daily prospecting sheet

50. What’s Your Vision/Goal? “ SMART Goals”