Double Your Production with the 135 and 411 Michael Devlin Keller Williams Productivity Coach

What is a big year? This class is about thinking bigger, sharing your goals, and making a plan to accomplish them. Why plan? Our results are in direct relationship to our activities, our strategies, and how much we prioritize them. Team planning: When you own and operate a team your results are just the summation of everyone’s individual goals.

Why You Are In Real Estate To Have A Career Worth Having. A Business Worth Owning. A Life Worth Living. To Realize the Amount of Success You Need To Fund That Perfect Live for YOU! Questions: Have you “Monetized” your Life?

Step One: Goals

Goals Business Financial Health Relationships Personal

Why Do You Own A Business? To Till 3 Pots of Money Lifestyle Investment Debt Payoff

The Pots $100,000: Lifestyle 20% - 40% ($20,000 - $40,000 per year): Investment Would need $1,000,000 value for 1% return to = $100,000 Biggest annual debt? IRS: 35%:Debt 50% of Lifestyle Need 2.5 – 3 times your lifestyle $300,000 ÷ $14,000 = 22 homes a year

Goal Setting Objectives Identify the key number for your 3 year and 1 year goal. You pick; Units, $ Volume; Profit Identify the 3 L’s – The Millionaire Real Estate Agent’s 20%. Define YOUR 1-3-5 following MREA models

Step Two: Plan

Exercise – 1-3-5 Goal Setting to drive LG #’s Total GCI/Net Income 3 Priorities to accomplish the ONE Big Goal 5 Strategies to achieve EACH Priority

What does a GPS do? GPS 1-­‐3-­‐5 GPS 1-3-5 Rules: One piece of paper Whole team uses same format Priorities must follow template Share it and review it often

GPS 1-3-5 Goal: Priority 1: Strategy 1. Strategy 2. Strategy 3.

GPS Goal: I will close ______ amount of homes ______ amount of volume and ______ in GCI. Priority 1: Buyers Closed Priority 2: Sellers Closed Priority 3: Who, have, know

Priorities Priority One: Buyers Priority Two: Sellers I will close _____ buyer transactions Priority Two: Sellers I will close _____ amount of sellers by taking _____ amount of listings. Priority 3: In order to get different results I will need to know, have and be in business with different people.

Strategies for Each Priority Priority 1: Buyers Closed Strategy 1: Sphere (6) Strategy 2: Open Houses (3) Strategy 3: Internet Leads (2) Strategy 4: Signs & Flyers (4) Strategy 5: Buyer Classes (3)

Strategies for Each Priority Priority 2: Sellers Closed Strategy 1: Sphere (7) Strategy 2: Open Houses (1) Strategy 3: Internet Leads (2) Strategy 4: Expired (4) Strategy 5: Farming (5)

GPS 1-­‐3-­‐5-­‐5-­‐WHO Goal: Priority 1: Strategy 1: Sphere Strategy 1: WHO Strategy 2: WHO Strategy 3: WHO Strategy 4: WHO Strategy 5: WHO

GPS 1-­‐3-­‐5-­‐5-­‐WHO Strategy 1: Sphere ( X amount closed ) Strategy 1: Call 1/mo WHO Strategy 2: Mail 1/mo WHO Strategy 3: Email 2/mo WHO Strategy 4: Visit 3/yr WHO Strategy 5: Social 1/mo WHO

GPS 1-­‐3-­‐5-­‐5-­‐WHO Strategy 1: Sphere ( X amount closed ) Strategy 1: Call 1/mo WHO ME Strategy 2: Mail 1/mo WHO NOT ME Strategy 3: Email 2/mo WHO NOT ME Strategy 4: Visit 3/yr WHO ME/NOT ME Strategy 5: Social 1/mo WHO ME/NOT ME

Mets Database Grow from 250 – 750 (2 per day) Categorize A+, A, B and C Custom 33 Touch for A+ and A Custom 8 x 8 Client Appreciation System

Open House 3 per month x 12 = 36 8 x 8 5 Contacts per Open House (180) Open House in a box Level 7 Open House

Prospecting 3 FSBOs/Expireds per day (720) 8 x 8 8 per day Circle Prospecting (1,920) 30 minutes a day script practice Listing Presentation

Step Three: Lead Generation Sources MREA Book page 138

The Three L’s Leverage: Systems Tools People

Leads Putting the Lead Generation program all together so you can effectively and efficiently make the money to fill Three Buckets Five Manuals: 36:12:3 Lead Generation MREA Systematizing Lead Generation MREA Business Planning Clinic – The Lead Generation Model Internet Lead Generation Soci@l

Lead Generation Choices Lead Generation – Two Paths Prospecting – Low Money, High Time Marketing – High Money; Low time Ultimately you will need both Goal of all Lead Generation is Contact (conversation) The Goal of all Contact is Appointment

The MREA 20%

Systems and Sub-Systems Seller System (finite) Distressed Seller REO Builder Buyer System (finite) First Time Buyer Investor Lead Generation System (infinite) (30 day cycle) Seminars Open Houses

Tools Collateral Materials Technology Training 4 Presentations MREI; FLIP; HOLD; ONE THING; etc. Technology Database; laptop; smartphone; apps; ppt Training Mega Camp; Masterminds Reunion Market Center

People VA/part time Full time admin – Systems Full time admin – LG Buyer Agent Listing Specialist 4 per team 100 + sales per year

Creativity – Implementation before Innovation Creativity is how you take Market Share

How do you guarantee results? Real Estate Success Principles? Say the right thing Say it enough times Have enough people What could go wrong? Insurance?

How are you doing your business? Like everyone else – the 80% (single digits) Better than everyone else – 20% (1 listings; 1 closing p/m) Not like anyone else – the Market Leaders Make a Decision about who you will be…