1. Lead Generation 36:12:3 Power Session 2: Prospecting

2. Lead Generation 36:12:3 Slide 2 Page In this Power Session … 1) Introduction 2)The Lead Generation Puzzle 3)Prospecting: The Critical Puzzle Piece 4)Three Steps to Prospecting 5)Three Ways to Connect 6)Overcoming a Limiting Mindset 7)Daily Routine 8)Tracking and Accountability 9)Putting It All Together Power Session 2 1

3. Lead Generation 36:12:3 Slide 3 Page Ground Rules 1)Arrive on time. 2)Form groups quickly. 3)Limit side conversations. 4)Turn off cell phones and pagers. 5)Be comfortable. 6)Respect time. 7)Respect each other. 8)Help each other. 9)Respect confidentiality. 10)Have fun! Introduction Power Session 2 3

4. Lead Generation 36:12:3 Slide 4 Page Introduction How You Will Learn Learning Methods 1)Manual Models/Systems Exercises/Discussion Stories 2)Classroom PowerPoint slides KWConnect videos Classmates/Instructor Power Session 2 4

5. Lead Generation 36:12:3 Slide 5 Page Introduction How You Will Learn Accountability Methods 1)Lead Generation Action Plan 2)Accountability Partner/Program Power Session 2 4 1. Set Goals 2. Do Key Activities 3. Measure Results 4. Evaluate Process 5. Make Adjustments Accountability Feedback Loop

6. Lead Generation 36:12:3 Slide 6 Page EXERCISE Where You Are Today 1)Lead Generation Activities 2)My aha’s from these activities 3)The most difficult part of these activities 4)What I will do differently in the next 24 hours Time: 10 minutes Introduction Power Session 2 5

7. Lead Generation 36:12:3 Slide 7 Page Introduction 6 You are here! Power Session 2

8. Lead Generation 36:12:3 Slide 8 Page Why You Are Here One agent’s perfect day of prospecting (refer to story on Page 7) Read, underline, and share … Introduction Power Session 2 7

9. Lead Generation 36:12:3 Slide 9 Page Introduction What Will Make This a Great Training Experience Power Session 2 8

10. Lead Generation 36:12:3 Slide 10 Page The Lead Generation Puzzle Marketing P M Lead generation requires both: Prospecting plus Marketing Truth Power Session 2 Prospecting 9

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

12. Lead Generation 36:12:3 Slide 12 Page Prospecting Seeking leads Attracting leads Marketing Power Session 2 The Lead Generation Puzzle 10

13. Lead Generation 36:12:3 Slide 13 Page Haven’t Mets Mets Appointments Prospecting + Marketing The Lead Generation Puzzle Power Session 2 11

14. Lead Generation 36:12:3 Slide 14 Page Prospecting Based, Marketing Enhanced The Lead Generation Puzzle Prospecting Marketing Power Session 2 The Emphasis is on Prospecting! 12-13

15. Lead Generation 36:12:3 Slide 15 Page Prospecting Reinforces Marketing Marketing Supports Prospecting The Lead Generation Puzzle 14 Power Session 2

16. Lead Generation 36:12:3 Slide 16 Page Cost Versus Time/Effort ProspectingMarketing CostMinimal Could be unaffordable Time/EffortMaximumMinimal The Lead Generation Puzzle Power Session 2 15

17. Lead Generation 36:12:3 Slide 17 Page EXERCISE Assess Yourself: Where are you now? Power Session 2 The Lead Generation Puzzle Prospecting Versus Marketing DailyWeeklyMonthlyAnnually Amount of time devoted to Prospecting __mins ___hrs ___mins ____hrs ___mins ____hrs ____mins _____hrs Amount of money spent on Marketing $$$$ Is your lead generation program prospecting based?  Yes  No 16

18. Lead Generation 36:12:3 Slide 18 Page Prospecting: The Critical Puzzle Piece Power Session 2 17 P Myths and Truths

19. Lead Generation 36:12:3 Slide 19 Page Prospecting: The Critical Puzzle Piece Myth 1 Prospecting = Cold Calling = Rejection Power Session 2 18-19 Truth Prospecting = Meeting People and Building Purposeful Business Relationships = A Strong Real Estate Business

20. Lead Generation 36:12:3 Slide 20 Page Prospecting: The Critical Puzzle Piece Myth 2 Prospecting means contacting people you don’t know. Power Session 2 20 Truth Prospecting means contacting people you know as well as those you don’t know.

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

22. Lead Generation 36:12:3 Slide 22 Page Prospecting: The Critical Puzzle Piece Myth 3 Prospecting is what you do to launch your business. Only new agents have to prospect. Power Session 2 21 Truth Prospecting is what you do to keep your real estate business running and growing. You should never stop prospecting.

23. Lead Generation 36:12:3 Slide 23 Page Prospecting Statistics* Who already has an agent? 30% of sellers 13% of buyers Prospecting: The Critical Puzzle Piece 21 * “The 2006 National Association of Realtors Profile of Home Buyers and Sellers” Power Session 2

24. Lead Generation 36:12:3 Slide 24 Page How People Choose an Agent BuyersSellers 1.Use the agent who contacted them 3%5% 2.Use the agent referred to them by friend, relative, or neighbor 40% 44% 3.Use the same agent they used before 13%30% Power Session 2 22 Prospecting: The Critical Puzzle Piece

25. Lead Generation 36:12:3 Slide 25 Page How People Choose YOU Based on Your Prospecting Prospecting To: BuyersSellers 1.Haven’t Mets You contact people you don’t know 3%5% 2.Mets You contact people you know and ask them to refer you 40% 44% 3.Past Customers You contact them and ask them for repeat business 13%30% Power Session 2 22 Prospecting: The Critical Puzzle Piece

26. Lead Generation 36:12:3 Slide 26 Page Five Benefits of Prospecting 1.Is inexpensive and yields immediate results 2.Puts you in control of filling your pipeline of leads 3.Increases your confidence and skill 4.Yields quantity leads which yield quality leads 5.Keeps you in direct contact with the market and protects against market shifts Power Session 2 23-26 Prospecting: The Critical Puzzle Piece

27. Lead Generation 36:12:3 Slide 27 Page EXERCISE Five Benefits of Prospecting 1)Recap the benefits 2)Prioritize the benefits 3)Complete the form on page 27. Time: 5 minutes 27 Power Session 2 Prospecting: The Critical Puzzle Piece

28. Lead Generation 36:12:3 Slide 28 Page Power Session 2 29 Three Steps to Prospecting

29. Lead Generation 36:12:3 Slide 29 Page 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 Three Steps to Prospecting Power Session 2 29

30. Lead Generation 36:12:3 Slide 30 Page Three Steps to Prospecting Step 2. Connect Be a giver: Always come from contribution Takers vs. Givers How to connect Ways to be curious F O R D Power Session 2 31-33

31. Lead Generation 36:12:3 Slide 31 Page EXERCISE Approach and Connect 1.Follow directions on page 34 2.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 Three Steps to Prospecting Power Session 2

32. Lead Generation 36:12:3 Slide 32 Page Step 3. Ask How to ask 1.Ask for appointment or referral 2.Give thanks 3.Get permission to follow up 4.Get their contact information Power Session 2 35-37 Three Steps to Prospecting

33. Lead Generation 36:12:3 Slide 33 Page Power Session 2 39 Three Ways to Connect

34. Lead Generation 36:12:3 Slide 34 Page 1.Calling Know who to call 1)Expired Listings 2)FSBOs 3)Referrals Power Session 2 40-43 Three Ways to Connect 4)IVR Inquiries 5)Website Inquiries Email 6)Mets

35. Lead Generation 36:12:3 Slide 35 Page 1.Calling Know when to call Cold vs. Warm vs. Hot Do Not Call? Power Session 2 44-46 Three Ways to Connect

36. Lead Generation 36:12:3 Slide 36 Page 1.Calling Know what to say Power Session 2 47 Three Ways to Connect

37. Lead Generation 36:12:3 Slide 37 Page 1.Calling Be ready to call Power Session 2 48 Three Ways to Connect

38. Lead Generation 36:12:3 Slide 38 Page 2.Visiting Know Your Options for Visiting Door knocking Pop-bys Random encounters (casual meetings) Power Session 2 Three Ways to Connect 49-51

39. Lead Generation 36:12:3 Slide 39 Page 2.Visiting Know who to visit 1)FSBOs 2)Expired listings 3)Residents of a geographic farm 4)Apartment dwellers 5)Homeowners around an open house you plan to host 6)Corporations 7)Banks 8)Builders 9)Mets (including past customers) 10)Anyone you run into—anywhere, anytime Power Session 2 Three Ways to Connect 51

40. Lead Generation 36:12:3 Slide 40 Page 2.Visiting Know when to visit Power Session 2 Three Ways to Connect 51

41. Lead Generation 36:12:3 Slide 41 Page EXERCISE Assess Yourself: Current and planned prospecting activities 1)Fill out the table on page 52 and discuss with a class partner. Time: 5 minutes 52 Three Ways to Connect Power Session 2

42. Lead Generation 36:12:3 Slide 42 Page 3.Attending/Hosting Events Joining organizations and groups Hosting events Open Houses Customer Appreciation Parties Seminars and Classes Community Events Power Session 2 Three Ways to Connect 53-57

43. Lead Generation 36:12:3 Slide 43 Page EXERCISE Assess Yourself: Current and planned prospecting activities 1)Fill out the table on page 59 and discuss your plan with a partner. Time: 8 minutes 59 Three Ways to Connect Power Session 2

44. Lead Generation 36:12:3 Slide 44 Page Getting Comfortable with Making Contact Mindset Affirmations Power Session 2 Overcoming a Limiting Mindset 61-62

45. Lead Generation 36:12:3 Slide 45 Page EXERCISE Affirmations 1)Write down three to five affirmations for yourself. Time: 5 minutes 63 Overcoming a Limiting Mindset Power Session 2

46. Lead Generation 36:12:3 Slide 46 Page Daily Routine Habit of 3 Hours Daily Lead Generation Time Blocking Power Session 2 65

47. Lead Generation 36:12:3 Slide 47 Page EXERCISE How Will You Time Block Your 3 Hours? 1.Write down three lead generation activities. Time: 5 minutes 66 Daily Routine Power Session 2

48. Lead Generation 36:12:3 Slide 48 Page Allow for Growth Improve your skills Just do it! Power Session 2 Daily Routine 67-68

49. Lead Generation 36:12:3 Slide 49 Page Power Session 2 Tracking and Accountability 69 Measure Your Success MonTueWedThuFriSat Number of prospecting calls per hour Goal Actual Number of contacts made per hour Goal Actual Number of Mets added to database Goal Actual

50. Lead Generation 36:12:3 Slide 50 Page Power Session 2 Tracking and Accountability 69 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

51. Lead Generation 36:12:3 Slide 51 Page Power Session Aha’s Your Lead Generation Action Plan Power Session 2 Putting It All Together 71

52. Lead Generation 36:12:3 Slide 52 Page Power Session 2 Putting It All Together 73 The 3-Hour Habit 1)Time block 3 hours every workday before noon. 2)No skipping. If you must erase, then you must replace. 3)Allow no interruptions (unless they truly are emergencies).

53. Lead Generation 36:12:3 Slide 53 Page Thank You for Being Here! Don’t forget your evaluations!