1. How to Hit Bulls Eyes

2. What is your Goal? Set a Goal 5, 10,20 – 50 Make it a realistic goal you can achieve in 90 days Ask yourself: Why is that your goal? Think about that “why”

3. Find Your Why German philosopher Frederick Nietzsche once said, ‘He who has a why can endure any how.’ Knowing your why is the first step in figuring out how to achieve the goals that excite you and create a life you enjoy living When you know your ‘why’ – You find the courage to take the risks needed to get ahead Stay motivated when the chips are down Remain focused on the Goal not the task

4. Find Your Why The word inspire comes from the Latin, meaning “to breathe life into.” What inspires you? Cars are cool but do they deeply inspire you – Do they make you feel more alive

5. Find Your Why Everyone's Why is different Leave legacy for my children Provide an easy retirement for my parents Provide my wife the ability to follow her dream of opening a bakery Help my Church build a new Youth Ministry building Provide a scholarship fund for under privileged kids to get higher education Your why is something you are passionate to the point of action about

6. Reverse Engineer Reverse engineer what it will take to achieve your goal

7. Sample The goal = 10 loans per month (consistently) in 90 days Current = 5 l/p/m Realtor Partners = 12 To double my l/p/m I need to double my Realtor Partners

8. Sample To get 12 NEW referral partners in 90 days I “will”: 1. Need 4 New partners every 30 days a. Need 1 New partner every week 2. To get 1 New partner I need to meet 5 targets a. To meet 5 targets I need to call 50 targets 3. To call 50 targets I need 2 hours of focus time a. To get 2 hours of focus time I need remember my WHY!!

9. Put it Back Together 1.When I give myself 2 hours of focus time a. I make 50 calls 2.When I make 50 calls a. I meet 5 targets 3.When I meet 5 targets a. I get 1 New referral partner 4.When get 1 New referral partner a. I get closer to my goal 5.When I achieve my goal, I get more of my WHY!!!!

10. What do I say? Hey there Fred Agent, This is Paul Baxter over at Legacy Mortgage Group. I’m calling today because I’ve heard that you are serious about building your Real Estate business. I would love to treat you to coffee and explore how I may be able to help you build your business. I’m only asking for 20-30 minutes of your time. Is Thursday at 3 or Friday at 2 better for you?

11. What do I say? Hi Freddy, this is Paul Baxter with Legacy Financial. I am following up with you on the training classes I have been sending you. One of the things I do for my realtor partners is a free Realtor Needs Assessment. This is an in depth look at your real estate business as a whole. It can help you discover where you can improve on your business as well as focus more of your efforts. I would love to treat you to a cup of coffee and help you discover all your business can be.

12. Make the Meeting About Them Bonding time - ask them about FORD Family Occupation Recreation Dreams Use the Realtor Needs Assessment

13. Set up the Follow Up Talk about your tools but don’t show them Ask questions (realtor needs assessment) but don’t solve the pains one at a time Listen and take notes Tell them: “So, what I heard you say was that _________________________________________ is the most important thing about your real estate business. What will________________________ ultimately do for you in your life?

14. Set up the Follow Up Then set up the next meeting: “Thank you for your time today. I want to respect the initial time I asked you to commit to today and think about our discussion, then next week bring back some ideas on how I might be able to help you attain and exceed your goals for your business. If I am able to help you with that- would you consider partnering with us and allowing us to help you get to the closing table faster?”

15. Make the Meeting About Them Be a friend Ask them about things you learned in the first meeting Talk to them about FORD again It’s not about your shiny whistles, it’s about the relationship you develop

16. What is stopping you?