An Agent’s Guide to Upshifting Your Lead Generation

An Agent’s Guide to Upshifting Your Lead Generation
Breakthrough to Mastery An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated Version: 3 Revision Date: August 2008 Note: For maximum impact all attendees should have their own copy of An Agent’s Guide to Upshifting Your Lead Generation. © 2008 Keller Williams Realty Inc.

Main Ideas Perspective Outwit, Outplay, Outlast Find the Motivated Sources of Leads The Bottom Line This course is about the importance of lead generation, especially in this time of shifting markets. Lead Generation is always important to your business, but now it’s critical to your continued success! These are the topics we’ll cover today as we discuss the importance of a daily regimen of lead generation. © 2008 Keller Williams Realty Inc.

Perspective The Market Has Shifted in Many Areas Amount of Leads Has Diminished Lead Generation Is Your Business Fewer leads, fewer showings, and increased days-on-the-market—the minute these signs show up, take notice. Don’t ignore them and don’t wait to act. From SHIFT: How Top Real Estate Agents Tackle Tough Times The truth is, the market has shifted, and we are seeing fewer total transactions. Buyers and sellers are responding differently. Leads aren’t pouring in like they used to. If you are not actively generating leads, you are seeing a real slowdown in your business. Veteran agents lead generate the same way through all kinds of markets—buyers’, sellers’, or neutral—and not only survive the tough times, but thrive and grow their businesses. They know the truth—that lead generation is the engine to their real estate sales career, and is the habit they embrace and focus on each and every day, no matter what market they’re in. Lead generation truly IS your business—without leads, you have no sales, no closings, and no income. There is no other activity you can do each day that will do more to build your business. If you’re not lead generating, what are you doing? If you are lead generating, have you mastered it? Are you truly focused on it? Page 7 © 2008 Keller Williams Realty Inc.

Perspective (continued)
An Agent’s Guide to Upshifting Your Lead Generation Perspective (continued) Do a Mind Shift Negative framing Reality framing When there’s a will there’s a way. That’s your mindset. Gary Keller Do a “mind shift.” Adopt a mindset that prepares you for successful and sustained lead generation. It’s essential for your business. It’s essential for your success! Negative Framing—Lead generation … Is work—hard work! Is uncomfortable—you may not be as skilled and confident as you like Exposes what you’re really doing or not doing Sets you up for rejection Means having to ask for business, and good agents shouldn’t have to ask for business Reality Framing—Lead generation … Is your business Is about establishing purposeful business relationships Is your number one priority and number one dollar-productive activity every day Can be mastered Will differentiate you from other agents in a shifting market Pages 9-10 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Perspective (continued) Know the Facts Buyers and sellers use agents Agents 1,357,993 in 2007 Projected transactions for 2008 Existing home sales – 5,700,000 units New home sales – 693,000 units Total 6.4 million transactions, or 12.8 million sides Buyers 79% of all buyers use a real estate agent Buyers want agents to help them find the right home Sellers 85% of all sellers use a real estate agent Sellers want agents to get their home sold with a specific time frame Agents 1,357,993 Projected Transactions for 2008 Existing home sales projected 5,700,000 New home sales projected 693,000 Total 6.4 million transactions (12.8 million sides) Ask: On average, how many transactions is that per agent? Pages 11 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Perspective (continued) Facts and Statistics What’s your current mindset on lead generation? Jot down your feelings, emotions, expectations, and commitment. Share them with the group, if you feel comfortable doing so. Direct participants to write down what they are feeling about lead generation at this very moment. Ask for volunteers to share. Page 12 © 2008 Keller Williams Realty Inc.

The Power of One Personal Assessment What is your goal for closed transactions this year? How will you spend your money? Who holds you accountable? How many hours daily do you lead generate? Direct participants to write down the answers to these questions. Ask for volunteers to share. Page 13 © 2008 Keller Williams Realty Inc.

Outwit, Outplay, Outlast
An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast To Master Lead Generation Study Practice Time on Task Let’s look at each of these … In order to outwit, outplay, and outlast this shifting marketing, you MUST master lead generation. So begin now to incorporate the following into your daily routine: Study: Be the market expert—study the industry and your local market . Practice: Say the right thing—practice scripts and dialogues. Time on the task: Find and attract buyers and sellers by lead generating daily! Because these are so important, we’re going to look at each one in depth. Page 14 © 2008 Keller Williams Realty Inc.

Outwit, Outplay, Outlast (continued)
An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) 1. Study For thirty minutes to one hour each day, study the industry and your local market. Why would you ever want to be in a position where someone else knows more about your industry and your local market than you? What can you do to prevent this from happening and outwit your competition? You study—each and every day. The agents who know their markets backward and forward look at their numbers and trends, and pay attention to what’s going on in their industry (and related industries as well) on a daily and weekly basis. When you know everything there is to know about your market and your industry, you gain confidence and can communicate clearly and with validity to your customers. People will sense your level of knowledge and be more open to your counsel. Ask agents to read the Martin Bouma story and comment on it. Is this something they are willing to do? What do you study? The list is long … Page 15 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Study Topics New developments in the community Homes on the market—preview them Selling and negotiating techniques Financing options Building/construction Home inspections Home appraising Study topics continued … Go over the list and describe the importance of each from your own experience. Keep abreast of changes to the community (e.g., new roadways, school boundary changes, tax districts and changes, etc.) and be prepared to advise customers about them. Agents who know their market preview listings every week—anywhere from 5 to 20. Step up your game! How better to find great buys for your buyers and know what’s comparable for your sellers? There are many books, courses, and coaching programs to help you increase your selling and negotiating skills. Check out the programs offered by MAPS at KWRI, and check out Gary’s recommended reading list on Be ready to offer options to your buyers and sellers. Read An Agent’s Guide to Financing Solutions, available from Keller Williams University. Know basic construction and building terminologies and techniques so you can speak with authority. Get advice from a builder, or read up on this subject. Learn the basics of home inspections so you can anticipate what may occur with your listings, and communicate this to your sellers. Learn the basics of home appraising, so you can better estimate price and comps. Page 16 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Study Topics Local and national media messages Industry-specific news and information NAR Inman News REAL Trends Real estate investing Technology—computer, phone, Internet, blogs Go over the list and describe the importance of each from your own experience. Know what the local and national media are saying about the real estate and mortgage industries. Don’t “fall” for it though. Instead, come up with an appropriate counter-attack. Keep up with your industry through the National Association of Realtors, your state’s association, and your local association. Read trade magazines and keep up with respected blogs and e-zines (electronic magazines). Know the basics of real estate investing so you can advise customers. Read Gary Keller’s best-selling book, The Millionaire Real Estate Investor. Take some courses on technology. It’s time, if you’re not already, to get up to speed. Technology is advancing daily and, if used properly, can be an enormous help to your business. Page 16 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Study Your Own Market Numbers Number of homes sold Number of homes on market Number of homes pending Number of expired listings Average number of days on market Average list price of those that sold Average sales price Months of inventory Average interest rates Go over the list and describe the importance of each from your own experience. You’ll want to know these numbers so: You can answer the question, “How’s the market?” You can track the market to know if it’s shifting. You can price strategically to get your listings in the market and sold. Remember, there’s power in knowing—you’ll be confident when you speak to people about the market. Page 17 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) In the Market What price range is most active in your market? Ask this question of the group and lead a discussion about why this is important to know. Page 17 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Study Resources—Books National best sellers by Gary Keller The Millionaire Real Estate Agent The Millionaire Real Estate Investor SHIFT: How Top Real Estate Agents Tackle Tough Times When it comes to study, there are no better resources than those offered through Keller Williams University. Here are some great books to read. Ask: Have you read them? Have you re-read them? Page 18 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Study Resources—Websites Gary’s website Free weekly audio classes Business by the Book Audio advice from Dave Jenks Wealth Building Wednesdays Subscription website of Keller Williams University KWConnect on the KWU website, Role Model videos Here are some great websites full of current, practical help for your business. Have you looked at them? If time permits and you have the equipment for it, log on to these websites and explore them with the class. Page 18 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) More Resources Events Masterminds Mega Camp Family Reunion Coaching MAPS Coaching KWU Courses CAMP 4:4:3 Lead Generation 36:12:3 Buyer Mastery Seller Mastery Go over the list and describe the importance of each from your own experience. CAMP 4:4:3 (4 listings, 4 sales, in 3 months) is a 3-week course offered through your Market Center for launching agents to get their businesses going. Lead Generation 36:12:3 (36 transactions, in 12 months, with 3 hours of daily lead generation) is a 3-week course, also offered through your Market Center, for agents already achieving 16 transactions a year, looking to take their business to the next level. Buyer Mastery – coming in Oct. 2008 Seller Mastery – coming in Oct. 2008 Page 18 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Confront the Media Real estate is a local business, media is national The facts about your local market are what’s important Be the local economist and be the media Reframe negative messages Would-be buyers and sellers are looking to you for perspective and solutions. Every day, you face profound opportunities to assure them that the sky is not falling. Mary Tennant Confront the media head-on. The media continues to put an interesting spin on the real estate and mortgage industries, and their message can affect the mindset of buyers and sellers. What can you do to address and challenge the media? The media is motivated by dramatic stories on a national level, whereas real estate is a local business. Study what the media has to say, and prepare to counter their statements with truths and details about your local market. Be the local economist and confront the media by … Writing for local magazines and newsletters Speaking on local TV and radio Blogging on your website Learn to reframe negative messages into positive ones, for example “Housing prices are down in 15 states,” becomes, “Housing prices are stable or increasing in 35 states.” Pages 19 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Your Priorities for Study and the Media What do you need to study? How can you become the media? Direct participants to write down the answers to these questions. Ask for volunteers to share. Page 20 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) 2. Practice For thirty minutes to one hour each day, study the practice scripts and dialogues. Benefits Confidence Excitement Desire to have conversation and make presentations The second step to outplaying everyone else on the field, and to developing a mastery of lead generation, is to know exactly what to say at all times, and in all situations. It takes practice, practice, practice. In fact, it takes memorization, and it takes time. It is critical to devote thirty minutes to one hour each day to mastering what to say. As you practice, you will … Become confident Get excited Want to have conversations and make presentations! Page 21 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Sources for Scripts Lead Generation 36:12:3 Power Sessions CAMP 4:4:3 Script Cards MREA Scripts Catalogs Buyer & Seller Scripts: Handling Objections in a Shifted Market Buyer Mastery Seller Mastery Check out the Keller Williams University and Millionaire Systems websites for these script products. Ask your Team Leader for help and advice on where to find these resources. Have students turn to sample scripts at the back of the guide (pages 54-57), read them, and practice speaking them. Pages 22 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Practice Scripts Listen to others Write them down Keep them with you to practice and use Time Block for Practice Record and Critique The good news is there are already great scripts used by seasoned experts that are available for you to learn and use. Why create your own? Use your energy and creativity to customize and personalize the scripts you encounter. There are scripts for calling on FSBOs, expired listings, when door-knocking, or handling any kind of objection. Collect great scripts from wherever you hear or see them—from other agents, your Team Leader, a coach, a trainer, and from books on selling. Write scripts out on paper. The processing of writing helps to lock the script into your memory. Keep a script journal or folder to collect your scripts, and keep this with you at all times so you can pull it out, read them, and recite them. Form a practice group at your Market Center, or ask your Team Leader for help. Page 23 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Your Practice Plan When will you practice? Who will you practice with? What will be your reward? Direct participants to write down the answers to these questions. Ask for volunteers to share. Page 23 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) 3. Time on the Task For three hours each day focus on lead generation Time block three hours every workday before noon No skipping—if you erase you must replace Allow no interruptions (unless they are truly emergencies) The third step to mastery is time on the task. The way to outlast this market, and even come out ahead, is simply to devote time to the task of lead generation. The way you do that is to commit to your daily habit of lead generation. Are you truly committed? Do you have an established daily habit of lead generation? Do you need to ramp it up? Explore new options? Specialize? The quickest way to develop a habit of lead generation is to time block your calendar EVERY WORKDAY for three hours, beginning today! This is important, and it takes a strong mindset to stay in control and not allow any interruptions. Refer to the KWU course Lead Generation 36:12:3 for more specifics on what you can do during your daily three hours. Page 24 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) 3. Time on the Task What to do in three hours Prepare Take Action Maintain There are three areas of focus for your daily three hours of lead generation called the “3-3.” Prepare Create messages; prepare your contact list; practice and role-play scripts; prepare handouts; or mail your 8x8, 12 Direct, or 33-Touch programs; take photos, etc. (Approx. 30 minutes) Take Action Make calls, visit people, hold open houses, make follow-up calls, and write notes. (Approx. 2 hours) Maintain Enter results into your database, write follow-up notes, track results, schedule commitments you made. (Approx. 30 minutes) Page 25 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) No Excuses to Lead Generate If you … don’t like to cold call strangers then … start by calling people you know If you … spend all the morning with then … time block to do this later in the day If you … can’t reach people in the morning then … “touch” them with a voice mail message Whatever excuses you come up with, lose them, and adopt a more positive attitude and approach to lead generation. After all, it’s what drives your business. Page 26 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Outwit, Outplay, Outlast (continued) Set Lead Generation Goals Number of calls Number of contacts Number of additions to your database Number of appointments with buyers Number of appointments with sellers You won’t reach your goals if you don’t have any defined. Begin by setting daily goals and measuring them. Look for ways to improve. Have agents fill out this form with their goals. Page 27 © 2008 Keller Williams Realty Inc.

Find the Motivated Two M’s of Lead Generation Method Message You can motive-aid someone … but you can’t motivate them. From SHIFT Especially in a shifting market, your lead generation goal each and every day is to find the motivated buyers and sellers, secure them as customers before any other agents, and advise them to a mutually successful financial conclusion. Two M’s that work in any market are method and message. Page 29 © 2008 Keller Williams Realty Inc.

Find the Motivated The Methods Prospecting Marketing Great agents do both prospecting and marketing well. They cover both bases. Gary Keller The method involves both prospecting and marketing. In this market, the focus is prospecting-based, and marketing-enhanced. Great agents do both in all markets! Page 29 © 2008 Keller Williams Realty Inc.

Find the Motivated (continued)
An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) The Message Matters Match the market Make an offer Your message must match the market—that is, meet the needs of your customers in this market. For example: Address Fears of Sellers—House Won’t Sell “In a market like this, the agent you retain to get your home sold really matters, because just putting your home on the market doesn’t get it sold. I will show you how your home will sell while other homes won’t.” Address Fears of Buyers—Not Getting a Good Deal “As a buyer in this market, the agent you choose really matters, because you want help to find not only a home you like, but one that is a safe investment.” You must make offers that entice people to call you. You do this with Direct Offers and Indirect Offers. The point is to generate a response. The language of sales needs to be strong and to the point. Now is no time to “beat around the bush” with your message. Whatever you say needs to be spoken with both assertiveness and conviction, no matter what the market. Pages 31-32 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) Make Offer for Immediate Response MOFIR The more immediate the response, the more motivated the lead! The success of your lead generation will hinge on your message, that is, the offers you make to generate a response from buyers and sellers. The goal with your offers is to find and attract the most motivated buyers and sellers quickly. What offer can you make that addresses the top concerns of buyers and sellers and motivates them to respond? For example, what is it that buyers want in this market? Great buys? Financing options? Tailor your message to address their need. What do sellers want? To sell their homes quickly? The best price for their homes? Tailor an offer to meet their needs. Give examples of offers that generate response. Pages 33 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) Your Message Write 5 statements you can say to potential customers about the market, the opportunity, and your expertise. Direct participants to write down their answers. Ask for volunteers to share. Page 34 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) You find motivated buyers and sellers by making offers through your prospecting and marketing efforts and receiving a response! You have two choices—offers that generate direct responses and offers that generate indirect responses from prospects. Let’s explore the differences between these kinds of offers: Direct Response and Indirect Response for both prospecting and marketing. Review with class the definitions and examples on page 35 in the guide. Page 35 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) Prospecting Offers for Direct Response Are you thinking of moving? Do you want me to help you get the home of your dreams? Are you considering selling your home? Do you want me to handle the sale of your home? Direct Response offers demand a direct answer and quickly identify people who are ready to do business now. An affirmative response, “Yes,” to an offer gets you closer to business. For example “Are you ready to hire me to handle the sale of your home?” The response is a direct “Yes” or “No.” Page 36 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) Prospecting Offers for Indirect Response I’m doing a survey in the area. Would you mind if I asked a few questions? I just sold a home down the street and there were lots of interested buyers. Do you know anyone else who might be interested in selling their home? I create a newsletter with great information about real estate trends in your area. May I send it to you? Indirect Response offers are perceived by buyers and sellers as safe and non-threatening because they do not ask for immediate business. These offers are typically answered with a “Yes,” and this gets you closer to a relationship that may potentially lead to future business. These offers are great for developing rapport over time. However, they do not get to the matter of asking for the business. Page 36 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) Marketing Offers for Direct Response If you want to sell your home NOW, call me. Are you looking for your dream home? Call me. Marketing Offers for Indirect Response Would you like to know the value of your home? Visit my website … Get access to my list of best buys! Call this toll-free number … Use Direct Response offers in your marketing materials – fliers, brochures, newsletters, websites, etc. Indirect Response marketing offers may yield some new Mets for your database, but no direct business now. Page 37 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) Indirect Response Plus Direct Response The one-two punch Indirect (begin with this Indirect Response) I just sold a home down the street. Do you know anyone else who may be interested in selling their home? No, well thank you anyway. Direct (follow up with this Direct Response) Before I leave, do you mind if I ask another question? Are you considering selling YOUR home? The most powerful method may be to open your conversation or contact with an Indirect Response offer, and once you get the response you expect, then follow up with the Direct Response offer. Practice this Indirect plus Direct Response messaging, and see the kind of results you get. Pages 38 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Find the Motivated (continued) MOFIR Complete the table on page 40 in your guide. Direct participants to write down their answers. Ask for volunteers to share. Page 40 © 2008 Keller Williams Realty Inc.

Sources of Leads Choices Prospecting Marketing (Review list of choices from The Millionaire Real Estate Agent, on page 41 in the guide.) In a shifting market, almost all successful agents agree that lead generation efforts should be focused on prospecting and enhanced by marketing. Pages 41 © 2008 Keller Williams Realty Inc.

Sources of Leads Focus on Prospecting With Direct Response offers—quickest path to business Cost is low Can be mastered Prospecting with Direct Response offers is the quickest path to finding motivated buyers and sellers. Prospecting doesn’t have to cost much, and this is a time when you need to be careful with your expenses. Prospecting may be a stretch for you. There are great KWU courses (CAMP 4:4:3, Lead Generation 36:12:3, and the MREA curriculum) to help you. Pick one method of prospecting and master it. Pages 43 © 2008 Keller Williams Realty Inc.

Sources of Leads (continued)
An Agent’s Guide to Upshifting Your Lead Generation Sources of Leads (continued) Environment for Prospecting No distractions—preferably a closed door Mirror—to watch your expressions Scripts—to know what to say No interruptions Page 44 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Sources of Leads (continued) Get in the Path of Business Sellers Expired listings FSBOs Buyers Open houses Investors In a shifting market, your source for leads shifts toward the highly motivated buyers and sellers. Here are some sources of leads that are obvious because they get you in front of sellers and buyers who are ready now. Pages 44 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Sources of Leads (continued) Get Back to Your Mets and Past Clients Greatest source of referrals and repeats Remind them you’re in real estate Update them on the market Be enthusiastic and positive Ask for business and referrals Treat them special Use the 33 Touch Action Plan to stay in communication with your Mets and Past Clients. Goal is to stay top-of-mind. Remind them … “If you learn of someone who may need help buying, selling, or investing in real estate, would you mind picking up the phone and letting me know?” Page 46 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Sources of Leads (continued) Try Something New Get out in your community Internet Blogs E-zines Video Multimedia cell messaging MySpace, Facebook, Craigslist, and LinkedIn Page 47-48 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Sources of Leads (continued) Try Something New—More! Builders Ethnic groups Generational groups Uncover buyers Builders have inventory they need to move. Partner with them to bring buyers to them. Builders are looking for agents to be very creative and legal, and to get their properties sold. There are increasing populations of different ethnic groups in nearly all communities. Are you tapping into them? Consider specializing in the needs of different generational groups. Investors New College Grads People who are statistically ready to move (every 6 years) Pages 49-51 © 2008 Keller Williams Realty Inc.

An Agent’s Guide to Upshifting Your Lead Generation Sources of Leads (continued) Sources of Leads What new sources of leads will you explore? By when? Direct participants to write down their answers. Ask for volunteers to share. Page 51 © 2008 Keller Williams Realty Inc.

The Bottom Line Get Going! Shift your mindset Study your market and industry daily Practice what you say daily Lead generate three hours daily Use Direct Response prospecting Find the motivated buyers and sellers Ask for business Page 52 © 2008 Keller Williams Realty Inc.

Productivity Boosters
An Agent’s Guide to Upshifting Your Lead Generation Productivity Boosters Offer market snapshot Stay on schedule with electronic calendar Take advantage of free marketing materials Increase exposure with blogging Purchase lists of prospects The ProManage/TOP PRODUCER contact management system has many tools to boost your productivity. For more information visit the ProManage site on the KWU Intranet: Click on the eAgentC tab, and then click on ProManage/TOP PRODUCER. Page 53 © 2008 Keller Williams Realty Inc.

My Action Plan Don’t put away this guide without developing a plan to put what you have learned into action! Refer to the Action Plan on pages of the guide to assess your strengths and areas for improvement. Write down steps you will take to improve your skills—complete it, share it, and commit to it! Instructor: Direct participants to fill out their Action Plans on pages of the guide. Ask them to share their commitments with the class. Pages © 2008 Keller Williams Realty Inc.

Take the other courses in the Breakthrough to Mastery Guide Series!
An Agent’s Guide to Upshifting Your Lead Generation Take the other courses in the Breakthrough to Mastery Guide Series! Gaining Mind over Market Seller Pricing Strategies Seller Staging Strategies Lead Capture and Conversion Internet Lead Capture and Conversion Creating Urgency to Buy Bulletproofing Transactions Expense Management Effective People Leverage Short Sales, Foreclosures, and REOs Financing Solutions © 2008 Keller Williams Realty Inc.

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