1. Pulling Rabbits Out of Hats How to Get Buyers to Buy and Sellers to Sell NOW!

2. 3+ Great Books #1: Charging the Human Battery…50 Ways to MOTIVATE Yourself By: Mac Anderson Way #32: “Failure is only the opportunity to begin again more intelligently.” Henry Ford

3. 3+ Great Books #2: Negotiate This!... By Caring, But Not T-H-A-T Much By: Herb Cohen How you interact (your demeanor or approach) registers more than what you are discussing (terms or content).

4. 3+ Great Books #3: How to Sell When Nobody’s Buying (And How to Sell Even More When They Are) By: Dave Lakani WARNING! If you find yourself saying “Yeah, yeah” or “I already know this,” then I’ll respectfully submit that the problem with sales isn’t the economy or anything else; it is you. When you are slumping, you go to things that work consistently. Some of them may not be fun… but,

5. 3 + Great Books + Live and Learn and Pass It On By: H. Jackson Brown Jr.

6. Exercise #1: Name 3 Buyers and 3 Sellers that you are currently serving who have not signed a real estate sales contract as of today:

7. 3 Keys to Pulling Rabbits Out of Hats: Key #1: Have a hat… …YOUR Hat

8. Key #2: Put a rabbit in YOUR hat BEFORE you attempt to pull a rabbit out of YOUR hat. …if you want to pull more than one rabbit out, you’ll need to put more than one rabbit in…

9. Key #3: Be sure what you put into YOUR hat is in fact a rabbit… …not a possum, snake, squirrel, buzzard or decoy of any kind. – Look closely – Pay attention to facts and clues – Stay objective

10. Definitions Your Hat =Your Systems Qualified Buyers and Qualified Sellers Rabbits =

11. Definitions Pulling = Somewhat natural and logical advancement toward clearly defined goals… aided by: -coaching counseling, therapy, hand- holding… …plus… -tools and techniques that are used to cause positive outcomes (results).

12. Definitions Magic Trick = An illusory feat; considered magical by naïve observers

13. There once was a dog who boasted to his canine friends that he could run faster than anyone. One day he chased a rabbit and failed to catch it. His friends ridiculed him. “All right,” said the dog, “I did not make good on my boast. But remember, the rabbit was running for his life and I was only running for my dinner.” Incentive is all-important in motivation.

14. Exercise #2: Questions to SELF… 1.On average, how much money do I make per closing? $____________ 2.If the six (6) people named in Exercise #1 ALL close in the next 30 days, how much money will I make from just these closings? $_________

15. Exercise #2: Questions to SELF… 3. Why haven’t they bought/sold already? 4. What needs to be addressed to move them to THEIR stated goals? 5.Am I doing my part? 6.Am I ready, willing and able to help them close in the next 30 days?

16. 3 Keys For Us to Play in Today’s Game… #1: Desire… …your heart has got to be in the game. #2: A very strong “Bank Account”… …skills, tools, visuals, etc. that you can tap into as needed (withdrawals). #3: “The Dance…”

17. The “Bank Account”… Columbo-House-The Mentalist… Rabbits Question Listen Observe Discovery Analysis Assessment

18. The “Bank Account” Examples: Just out of curiosity, what _________? – brings you to the open house today – causes you to call us/me today What have you been reading or hearing about today’s real estate marketplace?

19. The “Bank Account” Examples: What questions or concerns do you have right now about home buying/selling details and challenges? Why now…? What’s your target date…? What if…? P.S. The 80/20 Rule …is ALIVE!

20. The “Bank Account” The Truth Cancun Mexico…Early 1990’s + Visual Aids (to educate): -Charts & Graphs…examples

22. The “Bank Account” The Truth Cancun Mexico…Early 1990’s + Visual Aids (to educate): -Charts & Graphs…examples -Facts/Figures/Data…examples

24. The “Bank Account” The Truth Cancun Mexico…Early 1990’s + Visual Aids (to educate): -Charts & Graphs…examples -Facts/Figures/Data…examples -Checklists…examples

25. A Proven “3 Step Approach” To Selecting The Right Property  Step 1. Approach The Home Buying Process Objectively… No Perfect House…85% Rule The Good Ones Go Quickly Avoid Second Guessing Syndrome..Commonly Referred To As “Buyer’s Remorse”

26. A Proven “3 Step Approach” To Selecting The Right Property  Step 2. After Viewing Each Property Ask Yourself 3 Important Questions… What did I like about the property? What, if anything, would I want or need to change? If the price were right, could I see myself owning this property? If yes, at what price?

27. A Proven “3 Step Approach” To Selecting The Right Property  Step 3. Remember You Have 3 Safety Nets Available To You… Your judgment as an educated/informed buyer The Customized Market Analysis prepared by your agent The option of an Appraisal Rider

28. 6 Truths About Today’s Marketplace That Every Home Seller Needs To Know Truth #1: Buyers buy after “shopping around”. In their search for the best buy they are comparing your property to the others currently on the market. Truth #2: Sellers control the pricing and sale ability of their homes but buyers control VALUE. A property is worth what the market (buyers) will pay.

29. 6 Truths About Today’s Marketplace That Every Home Seller Needs To Know Truth #3: If a property sits on the market for more than a few weeks it gets shop worn (stale…like an old donut). Price it right in the beginning while it is fresh and buyer interest is at its peak.

30. 6 Truths About Today’s Marketplace That Every Home Seller Needs To Know Truth #4: Most properties must be sold three (3) times…  First…to the real estate agents who have the buyers. If they don’t see it as a good value, (a WOW!) they may not show it.  Second…to the buyers. If they don’t see it as an attractive offering, (a WOW!) they’ll look elsewhere.  Third…to the lender who will make the loan and the lender’s appraiser. If this group doesn’t see the value…no loan.

31. 6 Truths About Today’s Marketplace That Every Home Seller Needs To Know Truth #5: What it means if…  No showings: Agents don’t see your offering as worthy of showing to their buyers. Or, buyers themselves aren’t interested enough to look.  No Offers: Buyers don’t see enough value to even negotiate or try to buy.

32. 6 Truths About Today’s Marketplace That Every Home Seller Needs To Know Truth #6: Overpriced properties actually help well-priced properties sell.

33. The “Bank Account” Dear David… + -Scripts-Stories-Analogies (to educate): Examples: -Story: John Neff… -Analogy: Opening Night…Restaurant

34. The “Bank Account” Says Who??? +Perceived Expert Status (Rite of Passage)

35. In Closing… “The Dance” “Life is not about waiting for the storms to pass…it’s about learning how to dance in the rain.” Author Unknown