Upshifting Your Lead Generation Find the Motivated

MAIN IDEAS Course Page 5

Main Ideas Perspective Outwit, Outplay, Outlast Find the Motivated Sources of Leads The Bottom Line Course Page 5

PERSPECTIVE Course Page 7

Perspective The Market Has Shifted in Many Areas Amount of Leads Has Diminished Lead Generation Is Your Business Fewer leads, fewer showings, and increased days-on-the-market—the minute these signs show up, take notice. Don’t ignore them and don’t wait to act. From SHIFT: How Top Real Estate Agents Tackle Tough Times Course Page 7

Perspective Do a Mind Shift Negative framing Reality framing When there’s a will there’s a way. That’s your mindset. Gary Keller Course Page 8-10

Perspective Know the Facts Buyers and sellers use agents Agents 2,000,000 in 2015 Projected transactions for 2016 Existing home sales – 5,800,000 units New home sales – 1,100,000 units Total 6.9 million transactions, or 13. 8 million sides Course Page 10

Perspective Facts and Statistics What’s your current mindset on lead generation? Jot down your feelings, emotions, expectations, and commitment. Share them with the group, if you feel comfortable doing so. Course Page 12

Getting the Most Out of This Experience The Prisoner Has to be there, doesn’t want to be there, and doesn’t know why they’re there. The Vacationer A day in training is Better than a day on the job. The Explorer Excited and curious about the new knowledge, skills, and tools they will discover in class. Doesn’t engage Spends as much time chatting as listening Listens attentively, then participates fully in discussions and exercises Spends class time catching up on their emails There to have fun—distracts the class with irrelevant comments Asks meaningful questions and contributes compelling aha’s Escapes by spending time in the hall on their phone Returns late from break and lunch Arrives to class on time and returns promptly from breaks Holds on to limiting beliefs Not purposeful in their learning goals Adopts a posture of acceptance Multi-tasks on their computer by working on side projects OMG! Spends the day on their smartphone, texting and checking Facebook Takes notes in their manual for future reference Picks fights with trainer or other participants if they don’t agree Isn’t paying attention Respects the different learning styles and opinions of others Hopefully, you picked “The Explorer!” Course Page 13

OUTWIT, OUTPLAY, OUTLAST Course Page 15

The Power of One Personal Assessment What is your goal for closed transactions this year? How will you spend your money? Who holds you accountable? How many hours daily do you lead generate? Course Page 15

Outwit, Outplay, Outlast To Master Lead Generation Study Practice Time on Task Let’s look at each of these … Course Page 16

Outwit, Outplay, Outlast 1. Study For thirty minutes to one hour each day, study the industry and your local market. Course Page 16

Outwit, Outplay, Outlast Study Topics New developments in the community Homes on the market—preview them Selling and negotiating techniques Financing options Building/construction Home inspections Home appraising Study topics continued … Course Page 17

Outwit, Outplay, Outlast Study Topics Local and national media messages Industry-specific news and information NAR Inman News REAL Trends www.activerain.com Real estate investing Technology—computer, phone, Internet, blogs Course Page 17

Outwit, Outplay, Outlast Study Your Own Market Numbers - Number of homes sold - Number of homes on market - Number of homes pending - Number of expired listings Average number of days on market Average list price of those that sold - Average sales price - Months of inventory - Average interest rates Course Page 18

Outwit, Outplay, Outlast In the Market What price range is most active in your market? Course Page 19

Outwit, Outplay, Outlast Study Resources—Books National best sellers by Gary Keller The Millionaire Real Estate Agent The Millionaire Real Estate Investor SHIFT: How Top Real Estate Agents Tackle Tough Times Course Page 19

Outwit, Outplay, Outlast Study Resources—Websites National best seller by Gary Keller – The Millionaire Real Estate Agent The Millionaire Real Estate Investor Regular mastermind conferences with agents IGNITE Annual fall conference for agents MAPS Coaching Annual convention - Family Reunion www.familyreunion.kw.com Lead Generation 36:12:3 https://secure.kw.com/kwu/ Course Page 19

Outwit, Outplay, Outlast More Resources Events Masterminds Mega Camp Family Reunion Coaching MAPS Coaching KWU Courses Ignite Lead Generation 36:12:3 Win with Buyers Win with Sellers Course Page 19

Outwit, Outplay, Outlast Confront the Media Real estate is a local business, media is national The facts about your local market are what’s important Be the local economist and be the media Reframe negative messages Would-be buyers and sellers are looking to you for perspective and solutions. Every day, you face profound opportunities to assure them that the sky is not falling. Mary Tennant Course Page 19-20

Outwit, Outplay, Outlast Your Priorities for Study and the Media What do you need to study? How can you become the media? Course Page 21

Outwit, Outplay, Outlast 2. Practice For thirty minutes to one hour each day, study the practice scripts and dialogues. Benefits Confidence Excitement Desire to have conversation and make presentations Course Page 22

Outwit, Outplay, Outlast Practice Scripts Listen to others Write them down Keep them with you to practice and use Time Block for Practice Record and Critique Course Page 23

Outwit, Outplay, Outlast Sources for Scripts Lead Generation 36:12:3 Power Sessions IGNITE MREA Masters MREA Scripts Catalogs BOLD Course Page 24

Outwit, Outplay, Outlast Your Practice Plan When will you practice? Who will you practice with? What will be your reward? Course Page 24

Outwit, Outplay, Outlast 3. Time on the Task For three hours each day focus on lead generation Time block three hours every workday before noon No skipping—if you erase you must replace Allow no interruptions (unless they are truly emergencies) Course Page 25

Outwit, Outplay, Outlast 3. Time on the Task What to do in three hours Prepare Take Action Maintain Course Page 25

Outwit, Outplay, Outlast No Excuses to Lead Generate If you … don’t like to cold call strangers then … start by calling people you know If you … spend all the morning with email then … time block to do this later in the day If you … can’t reach people in the morning then … “touch” them with a voice mail message Course Page 26

Outwit, Outplay, Outlast Set Lead Generation Goals Number of calls Number of contacts Number of additions to your database Number of appointments with buyers Number of appointments with sellers Course Page 27

Career Growth Initiative   Listing Management Listings (Monthly) Pipeline (Buyers/Sellers) VALUE GCI Agent Trend Agent LORE Local Expert Course Page 28

Career Growth Initiative Course Page 29

FIND THE MOTIVATED Course Page 31

Find the Motivated Two M’s of Lead Generation Method Message You can motive-aid someone … but you can’t motivate them. From SHIFT

Find the Motivated The Methods Prospecting Marketing Great agents do both prospecting and marketing well. They cover both bases. Gary Keller Course Page 31

Find the Motivated The Message Matters Match the market Make an offer Course Page 32-33

The more immediate the response, the more motivated the lead! Find the Motivated Make Offer for Immediate Response MOFIR The more immediate the response, the more motivated the lead! Course Page 34

Find the Motivated Your Message Write 5 statements you can say to potential customers about the market, the opportunity, and your expertise. Course Page 35

Find the Motivated Course Page 36

Find the Motivated Prospecting Offers for Direct Response Are you thinking of moving? Do you want me to help you get the home of your dreams? Are you considering selling your home? Do you want me to handle the sale of your home? Course Page 37

Find the Motivated Prospecting Offers for Indirect Response I’m doing a survey in the area. Would you mind if I asked a few questions? I just sold a home down the street and there were lots of interested buyers. Do you know anyone else who might be interested in selling their home? I create a newsletter with great information about real estate trends in your area. May I send it to you? Course Page 37

Find the Motivated Marketing Offers for Direct Response If you want to sell your home NOW, call me. Are you looking for your dream home? Call me. Marketing Offers for Indirect Response Would you like to know the value of your home? Visit my website … Get access to my list of best buys! Call this toll-free number … Course Page 38

Find the Motivated Indirect Response Plus Direct Response The one-two punch Indirect (begin with this Indirect Response) I just sold a home down the street. Do you know anyone else who may be interested in selling their home? No, well thank you anyway. Direct (follow up with this Direct Response) Before I leave, do you mind if I ask another question? Are you considering selling YOUR home? Course Page 39

Find the Motivated MOFIR Complete the table on page 38 in your guide. Course Page 40

SOURCES OF LEADS Course Page 41

Sources of Leads Choices Prospecting Marketing (Review list of choices from The Millionaire Real Estate Agent, on page 35 in the guide.) Course Page 41

Sources of Leads Focus on Prospecting With Direct Response offers—quickest path to business Cost is low Can be mastered Course Page 42

Sources of Leads Environment for Prospecting No distractions—preferably a closed door Mirror—to watch your expressions Scripts—to know what to say No interruptions Course Page 43

Sources of Leads Get in the Path of Business Sellers Buyers Expired listings FSBOs Buyers Open houses Investors Course Page 43

Sources of Leads Get Back to Your Mets and Past Clients Greatest source of referrals and repeats Remind them you’re in real estate Update them on the market Be enthusiastic and positive Ask for business and referrals Treat them special Course Page 45

Sources of Leads Try Something New Get out in your community Internet Blogs E-zines Video email Multimedia cell messaging Facebook, Craigslist, and LinkedIn Course Page 47

Sources of Leads Try Something New—More! Builders Multi-national groups Generational groups Uncover buyers Course Page 48

Sources of Leads Sources of Leads What new sources of leads will you explore? By when? Course Page 49

THE BOTTOM LINE Course Page 51

The Bottom Line Get Going! Shift your mindset Study your market and industry daily Practice what you say daily Lead generate three hours daily Use Direct Response prospecting Find the motivated buyers and sellers Ask for business Course Page 51

My Action Plan Don’t put away this guide without developing a plan to put what you have learned into action! Refer to the Action Plan on pages 57-58 of the guide to assess your strengths and areas for improvement. Write down steps you will take to improve your skills—complete it, share it, and commit to it! Course Page 57

Take the other courses in the SHIFT Tactics Series! Gaining Mind over Market Seller Pricing Strategies Seller Staging Strategies Lead Capture and Conversion Internet Lead Capture and Conversion Creating Urgency to Buy Bulletproofing Transactions Expense Management Effective People Leverage  Short Sales, Foreclosures, and REOs Financing Solutions

From Aha’s to Achievement Course Page 59

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