Here’s a few questions I want you to ask yourself today: what do I ultimately what my business to look like? So what is the vision for your business, 3, 4, 5 years from now? How would your life change if you had 25-50% growth? How would it change if you were earning 1, 2, 3 million dollars or more? And if you don’t have help to get there, can you get there alone?

And I want you to ask yourself: how much money will I lose if nothing changes? And then what is the price that I would put on my future? Okay so here’s my thought on this: if you’re not in coaching maybe you should be. 68% of the active agents in the market have a coach. In the top 10%, 90% have a coach. Now if you’re in coaching with us at this time, then maybe what you may want to consider, is do exactly what your coach is telling you to do.

And we all need accountability, support and encouragement. But we also need the strategies on how to get there. We also sometimes need a business overhaul to find those gaps and correct them. So whatever your vision is, whether that’s more money more deals, or more time and a better quality of life, let us help you create that plan to get there.

Because you know, when you look around at the agents across the nation, when you look at the great agents that we’re coaching, it is absolutely possible for you to have the career that you dreamed of. So get back in touch with that vision and then let’s create a plan to get there.

Today we’re talking about, what are some of the key things that you must have in your listing presentation materials? Well, you’re probably going to want to talk a little bit about your company, especially when you’re with a large brand that has a great reach into the market. Also we want to be prepared to address: why should they choose you?

Then we want to talk about, maybe testimonials, or success stories to prove that you do the things that you say you do. Then we might want to talk about what you do to market the property. How do you expose the property, how do you deliver buyers? Next we want to review any specific custom actions plans that you have for the marketing of their home, any additional benefits that will drive traffic, relocation connections, database that you have in the community, the prospecting activities that you do. And then of course we’re going to go over the data. And I would encourage you – don’t call it a CMA or comparabales.

They don’t care – they don’t think that their property is comparable to anybody’s. Instead, let’s call it the pricing strategy or pricing metrics. Now of course you’re going to add anything to the package that you need to really customize this to their needs, to the uniqueness of the property – but we want to do so in a very concise way because we don’t want to overwhelm them with a lot of pages and a lot of data. We want to give them what they need to know.

Who you are, what you’re going to do for them, and what you ultimately feel the home can sell for. Alright so let’s go take a look at your listing presentation. Let’s see what needs to be cleaned up, spiffed up, make it sexy. Remember, they don’t buy the plane – they buy the destination and the destination is you selling their home for the highest price possible.

You know I was thinking the other day about something that happened a few years ago where I had an opportunity to conduct some focus groups with buyers and sellers. We asked them all sorts of questions to get in their head and understand them, and one of the things that came up when we asked what was the biggest deciding factor in how you chose the agent you worked with, they all basically came up with the same answer: because they were an expert in their market.

Now what does that really mean? I thought about when I first got in to the business, and how I became an expert in the market, and it really goes back to why we must preview property as much as we can each and every week. Because see when I first got my license, my broker made me methodically preview all of the subdivisions, all of the areas and neighborhoods where I would be working, and he asked me to learn those markets. What was the price point, how long would it take to sell one, what was the builder, where were the schools – I really had to study the market.

This was so beneficial that I continued to throughout my entire career, previewing property an hour and a half, each and every day. And in fact, it’s one of the things I insist Taylor and Erika, my daughters, do today. Now when you have product knowledge, you have the confidence, and it’s funny how you just magically seem to put the deals together.

Now I know it’s not easy to get into properties, not all of them have lock boxes, but we do have office tours and broker tours and you certainly could set aside a chunk of time each and every day to preview some properties online: to look up the costs the neighborhood, to learn more about it, as you begin your path to becoming a true market expert.

We’re going to talk about why do people choose you? What’s interesting is, we have this great report and we’re happy to send it to you if you want to request it, called the six ways people are persuaded. And what does this really mean? You know in today’s crazy modern world, there’s so much information flying at us, there’s so many decisions to make, there’s so much going on in everybody’s day that it’s really challenging for people to slow down and rake the time that they need to take to make a decision.

So they rely on these blink responses and again we don’t have time to go through all six today, we’re just going to talk about one of them, which is liking. So what does that really mean, liking? It means that they feel that you get them. You understand them. You are in rapport with them. Because when you think about it, what is the most valuable commodity that you could possess as a salesperson?

Really when you think about it, it’s charisma! Because people with charisma rule the world. That’s exactly why it’s critical to work on your skill of sales versatility. Because if you don’t have sales versatility you potentially will repel 50% of the people that you meet. Now if you don’t believe me, just think about how few people in your day that you meet who you feel an instant connection with. Now when you do, it’s probably because they are operating and communicating in a style that is much like your own.

So as salespeople, we’ve got to learn to adapt to everyone, anywhere, anytime or we’re going to lose business. And I guarantee you that if you look back at the business that you failed to capture in the last week, a lack of sales versatility could have played a part in it. So if you’d like to have a copy of the six ways people are persuaded report, feel free to email me, and I’ll be happy to get that out to you right away. So I want you to think about, as you go about your day today, be chameleon like. Adapt to others so that we can meet them where they’re at and give them what they need from us.

Today we’re talking about absentee owners, just quickly though – so I’m going to give you a few good ideas. Number one, once you create your absentee owner group you then want to market to them systematically and with the right message. Now this could actually be an additional type of farm for you, again though you really want to profile your ideal targets, create your marketing messages, and outline a system to work this group methodically.

Now we have scripts for you that can help you convert them. If you need the script reach out and let me know, and remember our goal would be to hit them at least monthly so that you’ll be top of mind when they want to sell. And even if they don’t want to sell, potentially they may want to buy something.

And you know good targets inside of this group could be the absentees who owe a lot because they may have ridden out this down cycle and now they’re just seeing some return to a value that will get them out of the property and get them away from the headache of owning a rental. So these could be your best targets. So if you’d like more information you could go to our website you can find a free report on working absentee owners or you could reach out directly to us.

Today we’re talking about expireds, cancelleds, and old expireds. Now I know in some markets there’s not a lot of them available to work, and yet there’s still high quality prospects. So here’s a question for you: what if you work them aggressively, by simply choosing those you most want to win?

So you took that handful, you took those few, and you knocked on their door, maybe you leave a package, maybe you don’t, because you want to come back again and again and again until you actually reach them and connect with them. So you could literally route that into your day: early in the morning, at lunchtime, on the way home, because just imagine, even if there are only a few, if you took one or two expired listings each and every month, that would not be a bad thing.

So find a simple plan, extract those you’re interested in and hunt them down. And if you need some help, if you need a script, let us know, because we have some terrific scripts for expired listings.

Let’s talk about something we know to be true: listers are lasters. Why? Well, top listing agents have a better quality of life and better control of their business. Top listing agents have opportunities to double end deals and an inside track to hot properties for their buyers. And we know that signs generate signs. Also, a stronger brand awareness in the community makes it easier for you to compete and win when you’re going after additional listings in the market. And while we know, listing appointments are hard to find and the competition for them is fierce when you get there, we also know that to be a really active listing agent you need to have at least 5 listings at all times. Okay so

Also, a stronger brand awareness in the community makes it easier for you to compete and win when you’re going after additional listings in the market. And while we know, listing appointments are hard to find and the competition for them is fierce when you get there, we also know that to be a really active listing agent you need to have at least 5 listings at all times. Okay so

Okay so lets up our game when it comes to listings, let’s make sure you’re making the contacts you need to make each and every day so that you can get invited to the table and that you can attract your fair share of the listing opportunities in your market.

I have a question for you: most sellers interview, and when you meet with them, how often are you losing the great listings that you should have? Today most sellers are interviewing 2-5 agents; consumer loyalty is down by 50% in all industries so we can’t assume that they will choose us, even when we know them well. So what I want

So what I want you do is go in prepared to win. Practice, study, make sure you have all of your data and all of your ducks in a row, and as you’re driving to that appointment, shut everything down and focus. And when you get there, don’t take it for granted if you know them.

Don’t take it for granted if they‘re a past client. Instead, I want you to approach it as if it’s game on and you’re going to have to work hard to win that opportunity. It’s worth it.

Today we’re going to talk about: if you’re going to farm and you need a place to begin, here are some of the things that I want you to consider. I want you to consider where you will be comfortable working, both easy to get to and you just feel very comfortable in that environment and in that price point. Then I want you to take a look to determine the turnover rate. And then, get out there and meet the people so that you can determine who lives there and what would be appropriate messages for them. Let’s study who the competitors are and how you can beat them, and then you’re going to want to organize your approach, your system to work that farm, and your budget. Now once you have all of this complete, now you’re ready to begin. And then you’re going to need some great scripts, maybe a quarterly event to connect with the homeowners, ongoing valuable information and messages to bring to them. And remember, 80% of marketing dollars are often wasted. So even though I don’t have more time to spend with you on farming today, I want to let you know if you need some help, we will talk about it. We’ll be happy to speak with you because we want you to make sure that if you’re going to invest in choosing and working a geographic farm, you get your money’s worth. So do your research first.

Then I want you to take a look to determine the turnover rate. And then, get out there and meet the people so that you can determine who lives there and what would be appropriate messages for them. Let’s study who the competitors are and how you can beat them, and then you’re going to want to organize your approach, your system to work that farm, and your budget. Now once you have all of this complete, now you’re ready to begin. And then you’re going to need some great scripts, maybe a quarterly event to connect with the homeowners, ongoing valuable information and messages to bring to them. And remember, 80% of marketing dollars are often wasted. So even though I don’t have more time to spend with you on farming today, I want to let you know if you need some help, we will talk about it. We’ll be happy to speak with you because we want you to make sure that if you’re going to invest in choosing and working a geographic farm, you get your money’s worth. So do your research first.

Now once you have all of this complete, now you’re ready to begin. And then you’re going to need some great scripts, maybe a quarterly event to connect with the homeowners, ongoing valuable information and messages to bring to them. And remember, 80% of marketing dollars are often wasted. So even though I don’t have more time to spend with you on farming today, I want to let you know if you need some help, we will talk about it. We’ll be happy to speak with you because we want you to make sure that if you’re going to invest in choosing and working a geographic farm, you get your money’s worth. So do your research first.

So even though I don’t have more time to spend with you on farming today, I want to let you know if you need some help, we will talk about it. We’ll be happy to speak with you because we want you to make sure that if you’re going to invest in choosing and working a geographic farm, you get your money’s worth. So do your research first.

Today we’re talking about, on a scale of 1-10, where are you at right now in terms of your ability to attract listings? So write it down, a 10 being perfect, I have all the listings I need. I imagine you’re probably not a ten. So on a scale of 1-10, where are you at right now. On a scale of 1-10, how would you score your ability to beat the tough competitors and win on a multiple

So on a scale of 1-10, where are you at right now. On a scale of 1-10, how would you score your ability to beat the tough competitors and win on a multiple interview. Now I want you to think about this. Even if you’re quite good, and you’re winning 80% of the time, our goal for our customers and clients is that they will win 98.2% of the time. We want you getting everything that you want to take.

Then, on a scale of 1-10, how well am I doing at holding the line on commission? So unless you scored yourself a ten in all categories, you probably have a little bit of work to do, am I right? And one of the things I notice in the real estate industry is sometimes sales people get just good enough to get by, but they don’t continue to grow. So look at your scores