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Jonathan Zabrocki

About Jonathan Zabrocki Closed 40 million in production this year working hours a week! Is very expensive (some realtors have paid me over $140,000 for 1 years of real estate consulting) Is known as the Highest Paid Real Estate Consultant * Rarely does events like this Is know to get his clients results faster and more sustainable then they could on their own PASSIONATE about helping realtors: Make a Fortune Make a Difference And Build a legacy

Self Awareness Attitude Quiz

Question? Little Self Big Self

The World Is Set Up For You To Succeed …now get out of your own way

When Your In Reaction Mode, what generally Happens?

The world needs more BIG players… just Like YOU!

Change Yourself TO Change Your World

Listening 101: 1.Ask a great question 2.Listing “Tell Me More” 3. Thanks for sharing

When performance is measured, performance Improves What’s your Goal for today? What’s your goal the next 60 minutes?

I am: Alive Excited Full Of Energy

What stops you on the Phone, stops you Everywhere else in your Life. Start to become aware of Your other avoidance behaviors

Attitude Prospecting Presenting Asking

Qualities Of A Five-Star Probable Purchaser (Lead) You can’t create Five-Star Prospects (Leads), you can only FIND Them!! They are Ready, Willing & Able 1.They are ready & willing to engage in a dialogue 2.They are ready & willing to be friendly and cooperative 3.They are ready, willing & able to act with in the next 12 months 4.They are ready, willing & able to buy and/or sell their home at market value 5.They are ready, willing & able to have you a our group serve them

SW-SW-SW-SW To earn the most in the last amount of time focus on: A.Someone who is gong to buy and sell a home at the same time B.Someone who is going to buy and sell a home in the $ K total range

Question? If you had to choose, which is better… Buyer 40 hours You doing all the work House Warming Party Times 1 = $250k Earn Less & Work More Seller 10 hours 15,000 realtors helping Listing/Pending/Sold Times 4 = $1 Mil Earn More & Work Less

Easy As ABC! (You must be Persistent, Consistent, and Urgent) Leads Provide Value IC-Initial Consultation Look at homes List a home Pending Celebrations

How The ABC Process Works A 4 leads a week…Thus 16 leads a month B 2 IC’s a Week…Thus 8 IC’s a month C D 25% Conversion = 2 Transactions a month ** $250k Home Price=$500,000 Month/ $6,000,000 Year ** $350k Home Price=$700,000 Month/ $8,400,000 Year 50% Conversion = 2 Transactions a month ** $250k Home Price=$1,000,000 Month/ $12,000,000 Year ** $350k Home Price=$1,400,000 Month/ $16,800,000 Year

How Will You Make buying a home Fun?

Think you can Or Think you can’t Either way you are correct. --Henry Ford

How Will You Make Selling A home Fun?

Where Is Your Level Of Commitment: I wish I would like I want I need I must I can I am going to I will I am becoming I am

Get to the worst case scenario as quickly as possible Commit to yourself, 100% Your next 30 days, what will They look like?

3 Key Questions To Ask: What’s the Worst Case? What’s the most likely case? What’s the Best Case?

My Life: What are my results going to do for me? Lead focus 1)Sales + 2)RIHT This allows me to: 2012 _______________ _______________ ____mil ___mil $______+ $______ 2013 _______________ _______________ ____mil $______+ $______ 2014 _______________ _______________ ____mil $______+ $______

Right now I feel GREAT anticipation about my future. I have felt like this before. This time it will be different as I will take action and follow through completely on my commitment to myself. Today I,__________, commit to making it happen I choose to create a lucrative, referral-based business which will result in a rewarding service career and fulfilling life. I will achieve this by continually implementing the systems and strategies I have learned thus far at the ZREG. I will not waver on this commitment to myself. I choose to act in spite of fear. Today I agree to do this. 1)Closed Sales by end of: _____________________________ 2)Tasks to achieve that goal I will: A.Do the weekly musts with Remarkable A/P/P/A 3)Do it Signed:_____________________ Dated:_____________________ I am willing to be held accountable by the ZREG to achieve these results I have committed to achieve

Common Question Others Will Ask You! Communication is about asking great questions & listening Paint yourself; be very deliberate; don’t let other’s describe you You make your future with your language skills You get what you attract -> whatever you prepare for will appear What YOU have to say is important – Be responsible for this

A.What do you do? B.How’s Business? C.How’s the market? D.Do you have a business card?

What Do You Do? Thanks for asking. I am in the business of making dreams come true; I am a professional Real Estate consultant. When was the last time you thought of moving?

How’s Business Its going well AND I always have time for you, your friends and family, in Fact…

How’s The Market? Experience shows it all depends on where you live, where do you live? – Well, what I do for friends, family and clients who live in (City) is keep them informed on what other homes are going for in (City) by sending them a quick once a week. They love knowing what exactly is going on at all times in (City), I would be happy to do the same for you, what’s the best ?

Do You Have A Business Car? Here is my card but the best way is to simple give me a call with their name and phone number and I would be happy to follow up with them for you.

7 KEY Communication Skills It’s all about serving the client and helping them succeed! 1.Build Rapport 2.Qualify (Find the need)/Dis-Qualify 3.Build Value 4.Create Desire 5.Overcome Objections 6.Close 7.Follow-Up

Build Rapport Goal: Establish trust so that they know and feel that they are working with an expert – What’s new in your world? – What can I do for you? – Frog or Ford Remember: – Hi I am ____, and you are? – Look them in the eye and be overtly friendly – Say their name 5 times – Say, “Tell me more…” lots of times – Commiserate, mirror, find common ground – Ask great questions – Be more interested in them than anyone else has ever been… – 8 seconds about you personally and then back to business

Qualify (Find the Need)/Dis-Qualify Goal: Find out what the prospect is looking for and what factors will influence them to buy or sell – What has you thinking of moving? – Tell me, what do you want to be enjoying your new home? – What’s holding you back? – At what price would you get excited to buy this house?

Build Value Goal: Now you are ready to build value around your product & service – We recently helped a family just like you, by the way, how much do you know about us? – 1 to 5 minutes of you now building value and letting them know our reputation in the marketplace---The Initial Consultation Book, in essence our core story, use examples, explain how realtors work, let them in behind the scenes. Remember: – Look them in the eye and be overtly friendly – Say their name – Keep involving them in the conversation – Target everything towards the benefits they will receive – We are not going to let you down

Create Desire Goal: Make them want our product & service now Buy: – Money going down the drain – “Freeze Frame” – Live your Dream Now – Best Financial decision you will probably make in your life Sell: – $ Double Payments – “What would it feel like…” – “Move On…” – “Move Up…”

Overcome Objections Feel-Felt-Found Goal: What are their 8.4 objections and put them to rest Hmmmmmm Acknowledge it---”Hmmm, that’s great!” Isolate it—”Is “bland” the only reason you would not go forward?” Now its up to you to sell, go back to Building Value/Create Desire “If I could_________, Would you__________?

Close Goal: Leave with the order You will need to help make decisions. Its ok to make them feel a little pressure, either you will lead them to their success or they are going to someone else who will do that for them. Assume the sale – There is NOTHING more that increases sales like closing The only reason someone fails to close is because of their own falst fears of failure and / or rejection! Would that be helpful to you? Smile and not at the end of a question

Follow Up Goal: Get 2 referrals by the time closing occurs Follow up more often then you think you should, ie if you think you should call tomorrow---call today, if you think you should call in 4 days, call in 2 days. What crazy/insane person would go through all these steps and then not A.CLOSE AND FOLLOW UP with persistence and urgency?

About Jonathan Zabrocki Is very expensive (some realtors have paid me over $140,000 for 1 years of real estate consulting) Is known as the Highest Paid Real Estate Consultant * Rarely does events like this Is know to get his clients results faster and more sustainable then they could on their own PASSIONATE about helping realtors: Make a Fortune AND Make a Difference Build a legacy