Instructor's Notes Power Session 2: Prospecting 11/23/2018 Lead Generation 36:12:3 Power Session 2: Prospecting © 2007 Keller Williams Realty Inc.

Power Session 2 In this Power Session … Introduction Instructor's Notes 11/23/2018 Power Session 2 In this Power Session … Introduction The Lead Generation Puzzle Prospecting: The Critical Puzzle Piece Three Steps to Prospecting Three Ways to Connect Overcoming a Limiting Mindset Daily Routine Tracking and Accountability Putting It All Together 1 © 2007 Keller Williams Realty Inc.

Introduction Ground Rules Arrive on time. Form groups quickly. Instructor's Notes 11/23/2018 Introduction Power Session 2 Ground Rules Arrive on time. Form groups quickly. Limit side conversations. Turn off cell phones and pagers. Be comfortable. Respect time. Respect each other. Help each other. Respect confidentiality. Have fun! 3 © 2007 Keller Williams Realty Inc.

Introduction How You Will Learn Learning Methods Manual Models/Systems Instructor's Notes 11/23/2018 Introduction Power Session 2 How You Will Learn Learning Methods Manual Models/Systems Exercises/Discussion Stories Classroom PowerPoint slides KWConnect videos Classmates/Instructor 4 © 2007 Keller Williams Realty Inc.

Accountability Feedback Loop Instructor's Notes 11/23/2018 Introduction Power Session 2 How You Will Learn Accountability Methods Lead Generation Action Plan Accountability Partner/Program 1. Set Goals 2. Do Key Activities 3. Measure Results 4. Evaluate Process 5. Make Adjustments Accountability Feedback Loop 4 © 2007 Keller Williams Realty Inc.

Introduction EXERCISE Where You Are Today Time: 10 minutes Instructor's Notes 11/23/2018 Introduction Power Session 2 EXERCISE Where You Are Today Lead Generation Activities My aha’s from these activities The most difficult part of these activities What I will do differently in the next 24 hours Time: 10 minutes 5 © 2007 Keller Williams Realty Inc.

Introduction Power Session 2 You are here! 6

Read, underline, and share … Instructor's Notes 11/23/2018 Introduction Power Session 2 Why You Are Here One agent’s perfect day of prospecting (refer to story on Page 7) Read, underline, and share … 7 © 2007 Keller Williams Realty Inc.

Introduction What Will Make This a Great Training Experience 8 Instructor's Notes 11/23/2018 Introduction Power Session 2 What Will Make This a Great Training Experience 8 © 2007 Keller Williams Realty Inc.

The Lead Generation Puzzle Instructor's Notes 11/23/2018 The Lead Generation Puzzle Power Session 2 Prospecting P M Marketing Truth Lead generation requires both: Prospecting plus Marketing 9 © 2007 Keller Williams Realty Inc.

The Lead Generation Puzzle Power Session 2 Stop and Watch www.kwu.com KWConnect Lead Generation 36:12:3 Session 4 (4:26 minutes long) 9

The Lead Generation Puzzle Instructor's Notes 11/23/2018 The Lead Generation Puzzle Power Session 2 Prospecting Seeking leads Marketing Attracting leads 10 © 2007 Keller Williams Realty Inc.

The Lead Generation Puzzle Power Session 2 Haven’t Mets Mets Applied to Turn into Appointments Cultivated and Converted to Prospecting + Marketing 11

The Lead Generation Puzzle Power Session 2 Prospecting Based, Marketing Enhanced Prospecting Marketing The Emphasis is on Prospecting! 12-13

The Lead Generation Puzzle Power Session 2 Prospecting Reinforces Marketing Marketing Supports Prospecting 14

The Lead Generation Puzzle Power Session 2 Cost Versus Time/Effort Prospecting Marketing Cost Minimal Could be unaffordable Time/Effort Maximum 15

The Lead Generation Puzzle Instructor's Notes 11/23/2018 The Lead Generation Puzzle Power Session 2 EXERCISE Assess Yourself: Where are you now? Prospecting Versus Marketing Daily Weekly Monthly Annually Amount of time devoted to Prospecting __mins ___hrs ___mins ____hrs ____mins _____hrs Amount of money spent on Marketing $ Is your lead generation program prospecting based?  Yes No 16 © 2007 Keller Williams Realty Inc.

Prospecting: The Critical Puzzle Piece Instructor's Notes 11/23/2018 Prospecting: The Critical Puzzle Piece Power Session 2 P Myths and Truths 17 © 2007 Keller Williams Realty Inc.

Prospecting: The Critical Puzzle Piece Instructor's Notes 11/23/2018 Prospecting: The Critical Puzzle Piece Power Session 2 Myth 1 Prospecting = Cold Calling = Rejection Truth Prospecting = Meeting People and Building Purposeful Business Relationships = A Strong Real Estate Business 18-19 © 2007 Keller Williams Realty Inc.

Prospecting: The Critical Puzzle Piece Instructor's Notes 11/23/2018 Prospecting: The Critical Puzzle Piece Power Session 2 Myth 2 Prospecting means contacting people you don’t know. Truth Prospecting means contacting people you know as well as those you don’t know. 20 © 2007 Keller Williams Realty Inc.

Prospecting: The Critical Puzzle Piece Power Session 2 Stop and Watch www.kwu.com KWConnect Lead Generation 36:12:3 Session 1 (5:35 minutes long) 20

Prospecting: The Critical Puzzle Piece Instructor's Notes 11/23/2018 Prospecting: The Critical Puzzle Piece Power Session 2 Myth 3 Prospecting is what you do to launch your business. Only new agents have to prospect. Truth Prospecting is what you do to keep your real estate business running and growing. You should never stop prospecting. 21 © 2007 Keller Williams Realty Inc.

Prospecting: The Critical Puzzle Piece Power Session 2 Prospecting Statistics* Who already has an agent? 30% of sellers 13% of buyers * “The 2006 National Association of Realtors Profile of Home Buyers and Sellers” 21

Prospecting: The Critical Puzzle Piece Instructor's Notes 11/23/2018 Prospecting: The Critical Puzzle Piece Power Session 2 How People Choose an Agent Buyers Sellers Use the agent who contacted them 3% 5% Use the agent referred to them by friend, relative, or neighbor 40% 44% Use the same agent they used before 13% 30% 22 © 2007 Keller Williams Realty Inc.

Prospecting: The Critical Puzzle Piece Power Session 2 How People Choose YOU Based on Your Prospecting Prospecting To: Buyers Sellers Haven’t Mets You contact people you don’t know 3% 5% Mets You contact people you know and ask them to refer you 40% 44% Past Customers You contact them and ask them for repeat business 13% 30% 22

Prospecting: The Critical Puzzle Piece Power Session 2 Five Benefits of Prospecting Is inexpensive and yields immediate results Puts you in control of filling your pipeline of leads Increases your confidence and skill Yields quantity leads which yield quality leads Keeps you in direct contact with the market and protects against market shifts 23-26

Prospecting: The Critical Puzzle Piece Power Session 2 EXERCISE Five Benefits of Prospecting Recap the benefits Prioritize the benefits Complete the form on page 27. Time: 5 minutes 27

Three Steps to Prospecting Power Session 2 29

Three Steps to Prospecting Power Session 2 Step 1. Approach Have the right mindset to approach Be proactive—don’t wait for people to come to you Be willing to break the ice Be friendly, caring, and most importantly, be real Be curious about them and their concerns Be ready to give positive feedback Be confident in your pace and posture Be ready to connect 29

Three Steps to Prospecting Power Session 2 Step 2. Connect Be a giver: Always come from contribution Takers vs. Givers How to connect Ways to be curious F O R D 31-33

Three Steps to Prospecting Power Session 2 EXERCISE Approach and Connect Follow directions on page 34 Sample questions What do you like about the neighborhood you live in? What was the last book you read and what did you get out of it? What is one of your goals for this year? Describe a really fun vacation you had. What do you enjoy doing when you’re not working? Time: 10 minutes 34

Three Steps to Prospecting Power Session 2 Step 3. Ask How to ask Ask for appointment or referral Give thanks Get permission to follow up Get their contact information 35-37

Three Ways to Connect Power Session 2 39

Three Ways to Connect Calling Know who to call Expired Listings FSBOs Power Session 2 Calling Know who to call Expired Listings FSBOs Referrals IVR Inquiries Website Inquiries Email Mets 40-43

Three Ways to Connect Calling Know when to call Cold vs. Warm vs. Hot Power Session 2 Calling Know when to call Cold vs. Warm vs. Hot Do Not Call? 44-46

Three Ways to Connect Power Session 2 Calling Know what to say 47

Three Ways to Connect Power Session 2 Calling Be ready to call 48

Three Ways to Connect Visiting Know Your Options for Visiting Power Session 2 Visiting Know Your Options for Visiting Door knocking Pop-bys Random encounters (casual meetings) 49-51

Three Ways to Connect Visiting Know who to visit FSBOs Power Session 2 Visiting Know who to visit FSBOs Expired listings Residents of a geographic farm Apartment dwellers Homeowners around an open house you plan to host Corporations Banks Builders Mets (including past customers) Anyone you run into—anywhere, anytime 51

Three Ways to Connect Power Session 2 Visiting Know when to visit 51

Three Ways to Connect EXERCISE Power Session 2 EXERCISE Assess Yourself: Current and planned prospecting activities Fill out the table on page 52 and discuss with a class partner. Time: 5 minutes 52

Three Ways to Connect Attending/Hosting Events Power Session 2 Attending/Hosting Events Joining organizations and groups Hosting events Open Houses Customer Appreciation Parties Seminars and Classes Community Events 53-57

Three Ways to Connect EXERCISE Power Session 2 EXERCISE Assess Yourself: Current and planned prospecting activities Fill out the table on page 59 and discuss your plan with a partner. Time: 8 minutes 59

Overcoming a Limiting Mindset Power Session 2 Getting Comfortable with Making Contact Mindset Affirmations 61-62

Overcoming a Limiting Mindset Power Session 2 EXERCISE Affirmations Write down three to five affirmations for yourself. Time: 5 minutes 63

Daily Routine Habit of 3 Hours Daily Lead Generation Time Blocking 65 Power Session 2 Habit of 3 Hours Daily Lead Generation Time Blocking 65

Daily Routine EXERCISE How Will You Time Block Your 3 Hours? Power Session 2 EXERCISE How Will You Time Block Your 3 Hours? Write down three lead generation activities. Time: 5 minutes 66

Daily Routine Allow for Growth Improve your skills Just do it! 67-68 Power Session 2 Allow for Growth Improve your skills Just do it! 67-68

Tracking and Accountability Power Session 2 Measure Your Success Mon Tue Wed Thu Fri Sat Number of prospecting calls per hour Goal Actual Number of contacts made per hour Number of Mets added to database 69

Tracking and Accountability Power Session 2 Accountability I Currently Do I Plan to Do I have a coach, consultant, or peer partner I meet regularly with my coach, consultant or peer partner to review my activities and outcomes I have set goals that I believe I can achieve 69

Putting It All Together Instructor's Notes 11/23/2018 Putting It All Together Power Session 2 Power Session Aha’s Your Lead Generation Action Plan 71 © 2007 Keller Williams Realty Inc.

Putting It All Together Power Session 2 The 3-Hour Habit Time block 3 hours every workday before noon. No skipping. If you must erase, then you must replace. Allow no interruptions (unless they truly are emergencies). 73

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