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

2. 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.

3. 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?

4. Step One: Goals

5. Goals
Business
Financial
Health
Relationships
Personal

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

7. 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

8. 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 following MREA models

9. Step Two: Plan

10. 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

11. 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

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

13. 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

14. 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.

15. 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)

16. 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)

17. 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

18. 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: 2/mo WHO
Strategy 4: Visit 3/yr WHO
Strategy 5: Social 1/mo WHO

19. 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: 2/mo WHO NOT ME
Strategy 4: Visit 3/yr WHO ME/NOT ME
Strategy 5: Social 1/mo WHO ME/NOT ME

20. 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

21. 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

22. 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

23. Step Three: Lead Generation Sources
MREA Book page 138

26. The Three L’s
Leverage:
Systems
Tools
People

27. 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

28. 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

29. The MREA 20%

30. 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

31. 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

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

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

34. 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?

35. 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…