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

2. 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.

3. 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.

4. 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.

5. 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.

6. 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.

7. Introduction
Power Session 2
You are here! 6

8. 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.

9. 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.

10. 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.

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

12. 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.

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

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

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

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

17. 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.

18. 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.

19. 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.

20. 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.

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

22. 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.

23. 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

24. 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.

25. 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

26. 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

27. 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

28. Three Steps to Prospecting
Power Session 2 29

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

30. 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

31. 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

32. 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

33. Three Ways to Connect
Power Session 2 39

34. 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
Mets
40-43

35. 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

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

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

38. 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

39. 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

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

41. 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

42. 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

43. 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

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

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

46. 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

47. 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

48. 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

49. 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

50. 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

51. 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.

52. 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

53. Thank You for Being Here!
Don’t forget your evaluations!