1. Power Session 5: Working with Mets
Lead Generation 36:12:3
Power Session 5:
Working with Mets

2. Power Session 5 In this Power Session … Introduction Who are Mets?
What is Metworking?
Working with Mets
Referrals through your Metwork
Final Thoughts
Putting It All Together
Page 1

3. Introduction Ground Rules Arrive on time. Form groups quickly.
Power Session 5
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!
Page 3

4. Introduction How You Will Learn Learning Methods Manual Classroom
Power Session 5
How You Will Learn
Learning Methods
Manual
Models/Systems
Exercises/Discussion
Stories
Classroom
PowerPoint slides
KWConnect videos
Classmates/Instructor
(continued)
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5. Accountability Feedback Loop
Introduction
Power Session 5
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
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6. Introduction EXERCISE Where You Are Today Time: 10 minutes
Power Session 5
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
Page 5

7. Introduction
Power Session 5
Why You Are Here
You are here!
Page 6

8. Read, underline, and share …
Introduction
Power Session 5
Why You Are Here
Rick Geha on Mets – Use them or lose them!
Read, underline, and share …
Page 7

9. Introduction What Will Make This a Great Training Experience Page 7
Power Session 5
What Will Make This a
Great Training Experience
Page 7

10. Who Are Mets? Question Mets are those you’ve met today
Power Session 5
Question
Who isn’t a Met, really?
Mets are those you’ve met today
Mets are those you’ve known all your life
Collect their contact information— feed your database!
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11. Who Are Mets? Know your Mets Network Allied Resources Advocates
Power Session 5
Know your Mets
Network
Allied Resources
Advocates
Core Advocates
Page 10

12. Who Are Mets? EXERCISE Grow your Mets Let Your Fingers Do the Walking
Power Session 5
Grow your Mets
EXERCISE
Let Your Fingers Do the Walking
1) How many names did you feed into your Database?
2) How many of those names have you contacted?
Time: 5 minutes
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13. Who Are Mets? How many Mets do you NEED? EXERCISE
Power Session 5
How many Mets do you NEED?
EXERCISE
How many contacts should I have in my Metwork?
Closed Sales Goal _____ x 6 (12:2 ratio) =
______ Contacts in your Met Database
Time: 5 minutes
Page 12

14. Who Are Mets? How many Mets do you WANT? “Size matters.”
Power Session 5
How many Mets do you WANT?
There are no limits!
A consistent approach ensures a consistent return.
“Size matters.”
Godzilla, International Movie Star
Page 13

15. What is Metworking? Myth Truth If you build it, they will come.
Power Session 5
Myth
If you build it, they will come.
Truth
All businesses must drive their customers to them.
Page 15

16. What is Metworking? Bruce Hardie on his Metwork :
Power Session 5
Bruce Hardie on his Metwork :
Everyone he came across was put into his database
The 8 x 8 and 33 Touch are his systematic tools for maintaining contact
He and his team closed 200 transactions in 2006
That’s the power of Metworking!
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17. What is Metworking? Why is Metworking important?
Power Session 5
Why is Metworking important?
People choose to do business with those they
KNOW
LIKE
RESPECT
REMEMBER
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18. It’s not who you know, it’s who knows you.
What is Metworking?
Power Session 5
Why is Metworking important?
Achieve mindshare
Truth
It’s not who you know, it’s who knows you.
Appointment at 1.00
YOU?
Other agent
Customer
Page 17

19. What is Metworking? Why is Metworking important? Truth
Power Session 5
Why is Metworking important?
Achieve mindshare
Truth
You must stay in touch.
People may remember you in other ways than as an agent
They may remember you when they need help with real estate, but not remember you when someone else needs help
Page 18

20. What is Metworking? Why is Metworking important?
Power Session 5
Why is Metworking important?
Your Mets can get you off the real estate roller coaster.
Your pipeline of leads must be full at all times!
Page 19

21. How to Metwork Prospecting
Power Session 5
Real estate is a numbers game and a contact sport
Prospecting
Making calls through phone calls and visits to ask for business. P M
Marketing
Letters, postcards, s, personal notes, newsletters, reports ... sent purposefully and systematically to establish mindshare.
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22. How to Metwork Systematic tools for Metworking The 8 x 8 The 33 Touch
Power Session 5
Systematic tools for Metworking
The 8 x 8
Cements your relationship in the eight weeks after you have made contact.
The 33 Touch
Maintains that relationship over time.
Metwork
Listings
Appointments
Sales
8 x 8 and 33 Touch
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23. How to Metwork EXERCISE Time: 5 minutes The 3-Hour Habit
Power Session 5
EXERCISE
The 3-Hour Habit
What other activities could be included?
How could each hour be organized differently?
Time: 5 minutes
Page 23

24. How to Metwork The 8 x 8 The 8 x 8
Power Session 5
The 8 x 8
The 8 x 8
The 8 x 8 is a high-impact, high-saturation technique that is designed to put you in the number one position in the minds of everyone you add to your Met database.
Page 24

25. How to Metwork Sample 8 x 8 action plan
Power Session 5
Sample 8 x 8 action plan
Refer to page 25 of your manual
Page 25

26. How to Metwork 9 tips for implementing the 8 x 8 plan
Power Session 5
9 tips for implementing the 8 x 8 plan
Put new Mets on an 8 x 8 program immediately
Schedule mailings before your calls
Make your calls, see Gary Keller’s story
Always offer something of value
Schedule mailings and calls on your calendar
(continued)
Page 26

27. How to Metwork 9 tips for implementing the 8 x 8 plan
Power Session 5
9 tips for implementing the 8 x 8 plan
6) Modify the 8 x 8 to work for you, see variations
7) Upon completion of 8 x 8, put Met on 33 Touch
8) Conclude every contact with a request for referrals
9) Take careful notes on each touch
Page 27

28. How to Metwork EXERCISE Customizing Your 8 x 8 Plans Time: 15 minutes
Power Session 5
EXERCISE
Customizing Your 8 x 8 Plans
Break into small groups
Create customized 8 x 8 for one of the lead sources on page 28, using the blank form on page 29
Time: 15 minutes
Page 28-29

29. How to Metwork The 33 Touch The 33 Touch
Power Session 5
The 33 Touch
The 33 Touch
The 33 Touch action plan is an “overkill, over time” approach that will ensure year round contact with your Mets. It means never having to worry that your Metwork will forget you or that some other agent will get their mindshare.
Page 30

30. How to Metwork Sample 33 Touch action plan
Power Session 5
Sample 33 Touch action plan
Refer to page 31 in your manual
Page 31

31. How to Metwork The 33 Touch: 7 Strategies for Success 1. Plan
Power Session 5
The 33 Touch: 7 Strategies for Success
1. Plan
Just do it
Delegate
Make 3 calls a year
Write 3 handwritten notes after each phone call
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32. How to Metwork The 33 Touch: 7 Strategies for Success 2. Give value
Power Session 5
The 33 Touch: 7 Strategies for Success
2. Give value
Always come from contribution
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33. How to Metwork The 33 Touch: 7 Strategies for Success 3. Get personal
Power Session 5
The 33 Touch: 7 Strategies for Success
3. Get personal
Anchor a mental association of your name and face with your touches
Telephone calls and ‘pop-bys’ are the glue that will hold your action plans together
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34. How to Metwork The 33 Touch: 7 Strategies for Success
Power Session 5
The 33 Touch: 7 Strategies for Success
4. Have a ‘Midas’ Touch
Differentiate yourself from your competitors
Make a Midas touch a special part of your action plan
see stories pg 35
Page 35

35. How to Metwork The 33 Touch: 7 Strategies for Success 5. Be consistent
Power Session 5
The 33 Touch: 7 Strategies for Success
5. Be consistent
Put your plan on autopilot as much as possible.
Set aside a specific time during your 3 hours to make contact.
KISS – Keep It Simple Salesperson! They need to be touched, not bedazzled.
Page 36

36. How to Metwork Bruce Hardie and the car salesman:
Power Session 5
Bruce Hardie and the car salesman:
Bruce kept in touch with his car salesman.
His car salesman did not keep in touch with him.
What was the result?
Page 36

37. How to Metwork The 33 Touch: 7 Strategies for Success
Power Session 5
The 33 Touch: 7 Strategies for Success
6. Know Your Costs
How much does it cost you to Metwork?
You may decide to spend more or less of your budget on prospecting or marketing.
Prospecting should always be a mainstay and it costs less too.
Page 37

38. How to Metwork EXERCISE 1 Know your Costs
Power Session 5
Know your Costs
EXERCISE 1
How much does it cost to Metwork?
Using the formula on page 37 of your Manual, determine your Metworking costs.
Time: 5 minutes
Page 37

39. How to Metwork EXERCISE 2 Know your Costs
Power Session 5
Know your Costs
EXERCISE 2
How much does it cost you NOT to Metwork?
Using the formula on page 38 of your Manual, determine how much it costs you not to Metwork.
Time: 5 minutes
Page 38

40. How to Metwork The 33 Touch: 7 Strategies for Success
Power Session 5
The 33 Touch: 7 Strategies for Success
7. Modify the 33 Touch to work for you
Keep it systematic.
Customize it to suit your needs.
Page 39

41. How to Metwork EXERCISE Customizing your 33 Touch Time: 10 minutes
Power Session 5
EXERCISE
Customizing your 33 Touch
Break into small groups
Create a customized 33 Touch using blank form on pg 39
Time: 10 minutes
Page 39

42. How to Metwork Metworking to your circles
Power Session 5
Metworking to your circles
Network → Lead Generation Strategy?
Inner Circles
Allied Resources → Lead Generation Strategy?
Advocates → Lead Generation Strategy?
Core Advocates → Lead Generation Strategy?
see table pg 40
Page 40

43. How to Metwork Allied Resources Metworking your different categories
Power Session 5
Metworking your different categories
Allied Resources
Remember, ‘I’ll scratch your back if you scratch mine.’
Think of your Allied Resources as partners in your business.
Page 41

44. How to Metwork EXERCISE Who are your Allied Resources? Time: 5 minutes
Power Session 5
EXERCISE
Who are your Allied Resources?
List all the Allied Resources in a position to provide you with leads. Use the table on page 42.
Jot down services you can provide them in exchange.
Time: 5 minutes
Page 41-42

45. How to Metwork Metworking your different categories
Power Session 5
Metworking your different categories
Working with your Allied Resources
Visit one-on-one with them several times a year.
Educate them on how to communicate your value proposition.
Remind your vendors that your business depends on referrals.
You have choices, exercise them wisely.
Page 43

46. How to Metwork Metworking your different categories
Power Session 5
Metworking your different categories
Working with your Advocates
People who have done business with you in the past and have become raving fans
Don’t entrust their loyalties to memory
Touch them regularly; send items of value
Meet with them about once a month
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47. How to Metwork EXERCISE Your Advocates Time: 5 minutes
Power Session 5
EXERCISE
Your Advocates
How many of your Advocates have you met within the past month?
How do you plan to meet with them in the coming month?
Use chart on pg. 45
Time: 5 minutes
Page 44-45

48. How to Metwork Metworking your different categories
Power Session 5
Metworking your different categories
Working with your Core Advocates
If Advocates are fans, Core Advocates are your concert promoters, and are well placed to provide you with a steady stream of qualified leads.
Chart a course to develop a relationship with specific Core Advocates.
Provide them with the highest level of service.
Provide some sort of service in return.
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49. How to Metwork Janet Faulk’s Wealth Determiners:
Power Session 5
Janet Faulk’s Wealth Determiners:
Janet has six Wealth Determiners.
She finds out what is important to them and offers them items value.
One third of her income comes from these six people.
Page 48

50. How to Metwork EXERCISE Your Core Advocates Time: 5 minutes
Power Session 5
EXERCISE
Your Core Advocates
What sort of services or benefits can you provide Core Advocates?
List any Core Advocates you have.
List a Core Advocate you would like to have, then think of someone you know who might be able to get you in touch with that person, or someone closer to them.
Time: 5 minutes
Page 49

51. Referrals Through Your Metwork
Power Session 5
Success Through Others
Imagine that your Metwork is 216 people.
216  6 = 36 deals in a year
Imagine that each one in your Metwork only knows six people. Each person knows someone selling their home.
216  1 = 216 deals in a year
continued
Page 51

52. Referrals Through Your Metwork
Power Session 5
Success Through Others
Working for Referrals
The strategy to ask for referrals is simple:
Educate
Ask
Reward
Page 51

53. Referrals Through Your Metwork
Power Session 5
1. Educate
How many people do you know who could readily communicate to a prospective referral the benefits of using you as their real estate agent?
It is your job to
Educate them on the value you place on referrals
Explain what to do if they have a referral
Page 52

54. Referrals Through Your Metwork
Power Session 5
1. Educate
Explain what to do if they have a referral
In person and over the phone
In writing
Page 52

55. Referrals Through Your Metwork
Power Session 5
EXERCISE
Educating your contacts
On Your Own – Guided Self Study
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56. Referrals Through Your Metwork
Power Session 5
2. Ask
Not everyone thinks to ask for a referral.
In person and over the phone—see scripts pg 55-56
Page 55-56

57. Referrals Through Your Metwork
Power Session 5
2. Ask
Not everyone thinks to ask for a referral.
In writing—see note pg 57
Page 57

58. Referrals Through Your Metwork
Power Session 5
EXERCISE
Ask for the referral
On Your Own – Guided Self Study
Page 57-58

59. Referrals Through Your Metwork
Power Session 5
3. Reward
You must be systematic in your approach to rewarding a referral
Reward the right behavior
Show appreciation at every stage of transaction.
Recognition and appreciation are important as gifts
Reciprocate when possible – referrals beget referrals
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60. Referrals Through Your Metwork
Power Session 5
Plan your rewards through a 33 Touch Plan
Create an Advocate Appreciation plan for customers who have referred business to you
Include items of value
If customer is on another plan, cancel that and start the Advocate Appreciation as soon as they make referral
exercise on next slide
Page 60

61. Referrals Through Your Metwork
Power Session 5
EXERCISE
Your Advocate Appreciation 33 Touch
Look at the sample 33 Touch plan for your Advocate Appreciation on page 61
In small groups, Develop a customized Advocate appreciation 33 Touch program using the worksheet on page 62
Time: 10 minutes
Page 60-62

62. Final Thoughts Metworking works!
Power Session 5
Metworking works!
It is one of the easiest and most pleasurable ways to do business.
Through the 8 x 8 and 33 Touch you are ensuring a steady stream of leads, referrals, and new and repeat business.
Keep the financial rewards in mind.
Page 63

63. Putting It All Together
Power Session 5
Power Session Aha’s
Your Lead Generation Action Plan
Page 64-65

64. Putting It All Together
Power Session 5
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).
Page 66-67

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