1. 23 and 1/3 Money Making Ideas By Kim Daugherty

2. 3+ Great Books: 1.Secrets of Great Rainmakers…The Keys to Success and Wealth By: Jeffrey J. Fox

4. 3+ Great Books: 2. 212 ◦ …The Extra Degree By: Sam Parker & Mac Anderson

6. 3+ Great Books: 3. QBQ! The Question Behind The Question By: John G. Miller

8. 3+ Great Books: + Live and Learn and Pass It On By: H. Jackson Brown

10. #1: Sell “Good News”… Examples: – Energy Efficiency (Federal Tax Credits) …30% …www.energystar.gov – First Time Home Buyer $8,000 Tax Credit …www.firsttimehomebuyers2009.com

11. Story

12. #2: Fish Great Waters… FWF0 …also known as “The LAW of Highest and Best Use” or “The Loyalty Ladder” Suspects 0 Prospects0 SOI/COI50% to 100% Advocates100% + 79-82% 80%

13. Movie: Rocky IV

14. #3: The Truth About Technology… It is a valuable tool… The real bottom line is the tool is not as important as the player… you’ve gotta have game

15. Movie: #4: Sharpen Skills Like: -Pricing -Staging -Negotiations Taken …

16. Book… The 22 Immutable Laws of Marketing

17. #5: Remember… 1 st …get in their mind (favorable first impression) 2 nd …ongoing “meaningful touches” – Example: Thank You Notes “ Out of Sight…Out of Mind”

18. #6: Focus on “Benefit to THEM” Your Marketing* Your Presentation/Visuals*

19. #7: MTV Mail… Telephone… Visit…Face-to-Face… Mix it up for a perfect game…

21. #8: Steak & Sizzle Steak =Good Stuff Sizzle =Looks/Sounds Appealing

25. The Dr. London Story

26. #9: “LTB” Factor Like Trust Believability The “Emotional Connection”…

27. Book: You’ve Got To Be Believed To Be Heard

28. Book: National Association of Realtor Profile of Home Buyers and Sellers

29. #10: NAR Data: Buyers What home buyers want most from real estate agents:  Help find the right home to purchase  Help with price and negotiations  Help buyer negotiate the terms of the sale  Help with paperwork  Determine what comparable homes were selling for  How much can I afford…and help find and arrange financing  Other:

30. #11: NAR Data on First Time Home Buyers… 40% Plus Marketing Samples www.firsttimehomebuyers2009.com

31. #12: Communicate-Communicate- Communicate Clearer More Frequently

32. Book: More Than A Pink Cadillac …Chapter 5: Make People Feel Important

33. 13. Thank You Notes…5 per week 14. Post It Notes…2 per week 15. Telephone Notes…5 per week 16. The “One-A-Day Plan”…phone 17. The One-A-Day” Plan…face-to-face

34. Book: The 7 Habits Of Highly Effective People

35. 18. Ask for help 19. The Top 10 Program 20. The A+ Program…2 per month 21. Food & Fun…2 per month

36. 22. Guest Speaker …the quiz 23. Face Time …Community Involvement

37. 23 1/3: 1/3 -Ready … Prepare 1/3 -Aim … Focus 1/3 -Fire … Take Action

38. www.realestatechecklists.com www.realestatechecklists.com (2 nd item at Home Page… IAR May 2009) 1.What Home Buyers and Sellers Want Most From Real Estate Agents (2 handouts) 2.Checklists: -18 Steps Most Buyers Take to Buy Their Home -Do I Need An Agent When Buying A Home? 9 Critical Points -The 8 Interior Items That Buyers Really Notice

39. 3. Sample FSBO Letter 4. Sample “Jim Moll” Letter to Area 5. The “Seller’s Stress Kit” List 6. What to Really Ask Yourself…12 Key Questions

40. 7. The Rite of Passage…12 Key Ingredients to Being Seen As The Expert 8. Activities for the Week of ___________. 9. Websites to Visit… 10. FirstTimeHomeBuyers2009. com (Sample Marketing Pieces)