CAMP 4:4:3 Power Session 1: Career Launch: CAMP 4:4:3 Path to Success Instructor's Notes 4/23/2017 CAMP 4:4:3 Power Session 1: Career Launch: CAMP 4:4:3 Path to Success Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 4/23/2017 Introduction The journey won’t necessarily be easy, but it will change your life. - The Millionaire Real Estate Agent 1 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Introduction 1 Objectives Review the course introduction Instructor's Notes 4/23/2017 Introduction Objectives Review the course introduction Identify the goal of CAMP 4:4:3 Identify the challenge of CAMP 4:4:3 Define the Foundational Path to Success Uncover new agent Myth Understandings Identify the components of Career Launch: CAMP 4:4:3 training Review advice for new agents 1 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

What motivates and drives you? Instructor's Notes 4/23/2017 Introduction Think Big  Act Bold  Live Large Become the Very Best You Can Become! Gary Keller What motivates and drives you? 2 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Goal: Become a Customer Service Professional You cannot become an expert in 90 days but you can become a customer service professional. 3

The Goal: Become a Customer Service Professional Career Launch training has one overriding goal: For you to become a professional—a customer service professional—in three months or less. 4

The Challenge – Achieving 4:4:3 CAMP 4:4:3 Creating Agent Maximum Productivity by achieving: 4 listings and 4 sales in 3 months. 5 - 6

The Foundational Path to Success A simple path to spectacular goals. 7

The Foundational Path to Success The Outer Triangle The focus you must have to reach quick success. Truth You are not in the real estate business. You are in the lead generation business—specializing in real estate. 8

The Foundational Path to Success The Inner Triangle Basic Knowledge Truth Knowledge without action is useless. Action without knowledge is reckless. 9

The Foundational Path to Success Productive Action Revenue-Producing Actions and Supportive Actions 10

The Foundational Path to Success Exercise Revenue-Producing Actions vs. Supporting Actions Directions: Choose a partner. Review the list of actions below and decide which you think are revenue-producing and which are supportive. Share with the class. Time: 10 minutes 11

The Foundational Path to Success Productive Action Truth Action alone does not cause success. Productive action causes success. 12

The Foundational Path to Success Customer Service Truth Real estate sales is a people business. 13

The Foundational Path to Success Professionalism Professional A professional is someone who knows what they know, knows what they don’t know, and knows the difference between the two. 14

The Foundational Path to Success Truth People don’t want your answers. They want the right answers. 15

The Foundational Path to Success The Professional’s Creed “I’m a professional. I know what I know and I know what I don’t know. And I know the difference between the two. When I know, I’ll tell you. When I don’t know, I’ll go find out. My top priority is that you always get the right answer. I’m a professional.” 16

The Foundational Path to Success Profile of the Successful New Agent 17

The Foundational Path to Success 17

The Foundational Path to Success 18

The Foundational Path to Success 18

New Agent MythUnderstandings Have you ever wondered what keeps you from doing what you want to do? Myths are most often rooted in fear. 19-20

New Agent MythUnderstandings Myth 1: I can’t do it. Truth Until you try, you can’t possibly know what you can or can’t do. Myth 2: I have to be an expert and know everything before I can begin. Truth You need to be a professional, not an expert. 21

New Agent MythUnderstandings Myth 3: This is not a great time to start a career in real estate. Truth It’s always a great time to start a career in real estate. Myth 4: I’m new; I’m not valid. Truth Valid is as valid does. 22

New Agent MythUnderstandings Myth 5: Because I’m in the business, the business will come. Truth To consistently have business, you will have to go get it. Myth 6: I’m really busy, so I’m productive. Truth You are only truly productive when you are converting leads into signed business. 23

New Agent MythUnderstandings Myth 7: I don’t have time for training. Truth School is never out for the successful. Myth 8: I will need to invest a lot of money to start a career in real estate. Truth Starting your career doesn’t take a lot of money. It does take leads, and leads don’t have to cost a lot of money. 24

New Agent MythUnderstandings Myth 9: Now that I’m my own boss, I don’t need to be held accountable. Truth Everyone needs accountability all the time. Myth 10: My pre-license education prepared me for success in the real estate business. Truth Productivity training and taking productive action will prepare you for success in the real estate business. 25-26

The Components of Career Launch Instructor's Notes 4/23/2017 The Components of Career Launch Career Launch: CAMP 4:4:3 Power Sessions 18 power sessions – quick bursts of information and training to energize your efforts that will provide you with the critical knowledge, specific action steps and the tools you need to get started. 27 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Components of Career Launch Instructor's Notes 4/23/2017 The Components of Career Launch CAMP Map 28 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Components of Career Launch Instructor's Notes 4/23/2017 The Components of Career Launch Career Launch: CAMP 4:4:3 Models Based on extensive research and the actual experiences of KWR agents Primary models are – Foundational Path to Success and the six steps of Customer Service Selling The 10:5:15:5 Collect 10 business cards. Call 5 people. Write 15 notes. Preview 5 homes. 29 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Components of Career Launch Instructor's Notes 4/23/2017 The Components of Career Launch Success Grid Daily record of 10:5:15:5 achievement (front side) Daily successes – appointments made, listings taken and sales made (back side) The Success Grid is available both in hard copy format and in electronic (Excel file) on your Tool Kit CD. 29 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Components of Career Launch Instructor's Notes 4/23/2017 The Components of Career Launch A CAMP Buddy or Peer Partner Someone to practice your scripts with on a regular basis. Tool Kit A collection of job aids and templates available both in print and on CD-ROM and three sets of script cards. Assignments Session assignments and on-going assignments. Accountability Sessions Review progress, make adjustments to action plans. 30 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Components of Career Launch Instructor's Notes 4/23/2017 The Components of Career Launch Mentor Relationship Mentor will serve as “go-to” person. 31 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Advice for Your Journey When our Advisory Panel was asked what they would say if they could give agents one piece of advice, they said… 32-35

Assignments 36 Power Session Assignments Write down everyone you know and their contact information. Use the job aid Achieving 10:5:15:5 Daily in your Tool Kit to help you expand your list. Order your business cards. Read the Mentor Program Expectations job aid in your Tool Kit. This provides you with what to expect from your mentor relationship. Discuss with your mentor a plan for achieving 10:5:15:5 in these early days. Note that your Market Center may have different or additional expectations of the mentor relationship for your review. 36

Assignments 4. Review the job aid Know Your Inventory in your Tool Kit. This document tells you what information you need to be familiar with to know your inventory. 5. Review the document titled KWR Intranet in your Tool Kit. This document lists all of the time-saving tools provided to you through the Keller Williams’ Realty Intranet. Then, visit the KWR Intranet site and familiarize yourself with the tools that may be helpful to you. 6. If you are interested in creating a budget, review the document Budget Considerations in your Tool Kit and discuss it with your mentor. This will help you get started with your planning. 36

36 Assignments Ongoing Assignments Begin implementing 10:5:15:5 TODAY! Collect 10 business cards. Make 5 phone calls. Send 15 notes or letters. Preview 5 homes. Review the job aid Achieving 10:5:15:5 Daily and Know Your Inventory for ideas on how to accomplish this in these early days. Record your progress on the Success Grid. 2. Review the Support Team Worksheet in your Tool Kit. The purpose of this worksheet is to help you identify the members of your support team. Fill in as many people as you can. Think about how you will locate the other individuals. 36

We have talked about… The course introduction The goal of Career Launch: CAMP 4:4:3 The challenge of Career Launch: CAMP 4:4:3 The Path to Success foundational model New agent Myth Understandings The components of Career Launch: CAMP 4:4:3 training Advice for new agents sum