1. Lead Generation 36:12:3 Introduction: The Power of One

2. Lead Generation 36:12:3 Slide 2 Introduction to 36:12:3 In this session … 1)Introduction 2)“The Power of One” by Gary Keller 3)The 9 Myths and Truths of Lead Generation 4)The 36:12:3 Challenge 5)The Real Estate Productivity Roller Coaster 6)To Be Wired to Win, You Must Be Wired for Leads 7)Training, Implementation, and Accountability 8)Putting It All Together Page 1 The Power of One

3. Lead Generation 36:12:3 Slide 3 Introduction to 36:12:3 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! Page 3 Introduction

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

5. Lead Generation 36:12:3 Slide 5 Introduction to 36:12:3 Page 4 Introduction How You Will Learn Accountability Methods 1)Lead Generation Action Plan 2)Accountability Partner/Program 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 Introduction to 36:12:3 Why You Are Here Avoid the Real Estate Productivity Roller Coaster Commit to focusing on one thing—lead generation Challenge yourself The Goal = 36 closed transactions The Time = 12 months The Habit = 3 hours every workday on lead generation Are you ready? Let’s get started! Page 5-6 Introduction

7. Lead Generation 36:12:3 Slide 7 Introduction to 36:12:3 What You Will Learn Lead Generation 36:12:3 Course Map Page 7 Introduction You are here!

8. Lead Generation 36:12:3 Slide 8 Introduction to 36:12:3 Introduction What Will Make This a Great Training Experience Page 8 (continued)

9. Lead Generation 36:12:3 Slide 9 Introduction to 36:12:3 Introduction Help us help you! How? 1)Login to the KWRI Intranet White Pages (http://intranet.kw.com)http://intranet.kw.com 2)Update your profile with your 36:12:3 start date 3)Email feedback to 36123@kw.com36123@kw.com Why? KWRI and KWU want to reward you, recognize you, and gather research on how to improve the course! Page 8

10. Lead Generation 36:12:3 Slide 10 Introduction to 36:12:3 “The Power of One” by Gary Keller The Power of One achievement formula is based on 1)The Principle of Greatest Leverage 2)The Timeless Truth: One Thing Begets Another Page 9 Achievement The Power of One Timeless Truth: One Thing Begets Another Principle of Greatest Leverage

11. Lead Generation 36:12:3 Slide 11 Introduction to 36:12:3 “The Power of One” by Gary Keller 1.The Principle of Greatest Leverage Page 10 When you focus on the activities that really matter (instead of the 80% that don’t), your chances of success will increase significantly.

12. Lead Generation 36:12:3 Slide 12 Introduction to 36:12:3 “The Power of One” by Gary Keller 2.One Thing Begets Another Once you master one thing, it makes achieving mastery of the next related thing easier. By doing the right things first, you create momentum in your life and in your business. This truth explains why “the rich get richer” and “the poor get poorer.” Page 11

13. Lead Generation 36:12:3 Slide 13 Introduction to 36:12:3 “The Power of One” by Gary Keller Think about the Power of One as applied to bowling … or dominoes … Page 12 23 1 456 78910 3456789 1 2

14. Lead Generation 36:12:3 Slide 14 Introduction to 36:12:3 “The Power of One” by Gary Keller What’s Under the Hood Page 13 What’s “under the hood” of a great real estate career that keeps it successfully running and running and running? Question Lead Generation Answer

15. Lead Generation 36:12:3 Slide 15 Introduction to 36:12:3 “The Power of One” by Gary Keller How does the Power of One relate to Lead Generation 36:12:3? Page 14 Lead Generation 3 Hours Every Workday 36 Transactions in 12 Months One GoalOne DisciplineOne Habit If this course helps you establish the One Habit—3 hours of lead generation each workday—then it will likely be the most important real estate course you’ll ever take!

16. Lead Generation 36:12:3 Slide 16 Introduction to 36:12:3 “The Power of One” by Gary Keller Time on the Task over Time What’s the deciding factor in becoming the best? Talent? Intelligence? Motivation? Personality? Effort! Page 15 Consistent time put in on a specific task over an extended period of time. The Performance Formula of Champions:

17. Lead Generation 36:12:3 Slide 17 Introduction to 36:12:3 “The Power of One” by Gary Keller Time on the Task over Time 36:12:3 is your formula for success “3” is the most important number Commit to 3 hours of lead generation a day Commitment to the single most important business outcome and number one priority for any real estate agent—buyer and seller leads! Page 16

18. Lead Generation 36:12:3 Slide 18 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation There are a few tightly held misconceptions about lead generation that we need to put behind us … Page 17

19. Lead Generation 36:12:3 Slide 19 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 18 Not all leads are good leads. Myth 1 There are no bad leads in real estate— they’re just not all equal. Truth

20. Lead Generation 36:12:3 Slide 20 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 19 Lead generation is really hard. Myth 2 Lead generation is really simple and easy—so be careful that you don’t confuse effort with enjoyment. Truth

21. Lead Generation 36:12:3 Slide 21 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 20 I’m too busy; I don’t have time. Myth 3 It’s not an issue of having time—it’s an issue of making time. Truth

22. Lead Generation 36:12:3 Slide 22 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 21 I don’t have to lead generate. If I do a good job, people will just come to me. Myth 4 You do have to lead generate. Some people will find you, but not enough or soon enough. Truth

23. Lead Generation 36:12:3 Slide 23 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 22 I can’t lead generate because I don’t know what to do, and I don’t know what to say. Myth 5 Lead generation is a set of tasks and skills that are well understood and easily learned. Truth (continued)

24. Lead Generation 36:12:3 Slide 24 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 22 I don’t need to lead generate— I have enough business. Myth 6 You do need to lead generate— there is no such thing as too much business. Truth

25. Lead Generation 36:12:3 Slide 25 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 23 I don’t have anyone to help me do everything that must be done. Myth 7 When you get enough of the kind of leads that turn into closings, you will be able to afford all the help you’ll need. Truth (continued)

26. Lead Generation 36:12:3 Slide 26 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 23 I don’t have the money to lead generate. Myth 8 Lead generation doesn’t have to cost money. Truth

27. Lead Generation 36:12:3 Slide 27 Introduction to 36:12:3 The 9 Myths and Truths of Lead Generation Page 24 I can’t lead generate because I’m not a natural lead generator. Myth 9 No one is truly a natural lead generator— everyone must master the skills. Truth

28. Lead Generation 36:12:3 Slide 28 Introduction to 36:12:3 The 36:12:3 Challenge Your challenge is to 1)Close 36 transactions 2)In 12 months 3)By spending 3 hours every workday on lead generation Page 25 What can I spend 3 hours doing every day that will do more to build my business than lead generation? Question

29. Lead Generation 36:12:3 Slide 29 Introduction to 36:12:3 The 36:12:3 Challenge Let’s break down 36, 12, and 3 … The Goal: 36 Transactions Don’t settle for average The only way to not be average and not have an average real estate career is to consciously decide not to! Page 26-27 (continued)

30. Lead Generation 36:12:3 Slide 30 Introduction to 36:12:3 The 36:12:3 Challenge The Goal: 36 Transactions Make money and be profitable Build a solid foundation for your career Help families buy or sell Know what lead generation activities you do well and which you need to work on Establish skills and habits Gain respect and recognition Earn the $ and right to hire an exec assistant Page 27

31. Lead Generation 36:12:3 Slide 31 Introduction to 36:12:3 The 36:12:3 Challenge EXERCISE What Does 36 Mean to You? 1)What will 36 transactions mean for your GCI? 2)How will this change your life and your career? What will you be able to do for yourself and for others? Time: 5 minutes Page 28

32. Lead Generation 36:12:3 Slide 32 Introduction to 36:12:3 The 36:12:3 Challenge The Time: 12 Months Growing a strong, successful business usually takes a little time Consistent, focused lead generation can get you to 36 transactions in one year Page 29 See the story of the Chinese Bamboo on page 29.

33. Lead Generation 36:12:3 Slide 33 Introduction to 36:12:3 The 36:12:3 Challenge The Time: 12 Months Debbie Zois “Whatever you do for lead generation, you need to be consistent with it and just not give up.” Brad Korn When you fumble, don’t just “drop the whole thing and quit.” Get organized and stay in it! Page 30

34. Lead Generation 36:12:3 Slide 34 Introduction to 36:12:3 The 36:12:3 Challenge The Time: 12 Months Page 31-32 Realistic Unrealistic Results Time See Gary’s story on page 32.

35. Lead Generation 36:12:3 Slide 35 Introduction to 36:12:3 The 36:12:3 Challenge EXERCISE Where Are You Today? 1)How many transactions are your currently averaging a year? 2)What lead generation activities have you tried? 3)How many names are in your contact database? 4)How often do you touch the contacts in your database? 5)How many hours do you consistently spend on lead generation each day?... each week? 6)What would you change about your current lead generation activities? Time: 5 minutes Page 33

36. Lead Generation 36:12:3 Slide 36 Introduction to 36:12:3 The 36:12:3 Challenge The Habit: 3 Hours a Day It all begins with a single high-achiever habit: the habit of lead generating 3 hours per day, every workday. More than 150 successful agents interviewed about their lead generation habits. Time block your 3 hours before noon, when possible. Page 34

37. Lead Generation 36:12:3 Slide 37 Introduction to 36:12:3 The 36:12:3 Challenge The Habit: 3 Hours a Day You’re going to get really good at lead generation over time! Make your 3-hour commitment a part of your daily routine—like brewing coffee. How do you like Jama Fontaine’s Java Plan? Adopt a new attitude: “I’m a lead generator before anything else and above all else.” Page 35

38. Lead Generation 36:12:3 Slide 38 Introduction to 36:12:3 The 36:12:3 Challenge The Three 3-Hour Lead Generation Rules 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 real emergencies) Page 36

39. Lead Generation 36:12:3 Slide 39 Introduction to 36:12:3 The 36:12:3 Challenge The Habit: 3 Hours a Day Chris Heller Let everyone know your schedule, so they will respect it Treat the time like any other appointment—no interruptions Remove distractions “The discipline is just a habit … a habit that gets created.” Page 37 (continued)

40. Lead Generation 36:12:3 Slide 40 Introduction to 36:12:3 The 36:12:3 Challenge The Habit: 3 Hours a Day Richard Bass Don’t spend “too much time getting ready to get ready” “Get out there and meet somebody” Getting face-to-face with people is productive lead generation Thinking about it is unproductive procrastination Page 37

41. Lead Generation 36:12:3 Slide 41 Introduction to 36:12:3 The 36:12:3 Challenge Tie the Effort to the Outcome Predictable Effort (3 Hours) Predictable Outcomes (Leads) Closed Business Income! Page 38 Boredom Excitement!

42. Lead Generation 36:12:3 Slide 42 Introduction to 36:12:3 The 36:12:3 Challenge Work with Focus Better time, not more time. The 3-hour habit means getting more for less. Mike Mendoza “What am I going to do today to make money in real estate?” Don’t get lost in the details or get overwhelmed …thinking about 36 transactions. Focus on today; then do it again tomorrow! Page 39

43. Lead Generation 36:12:3 Slide 43 Introduction to 36:12:3 The 36:12:3 Challenge Work with Focus Can you really multitask? Page 40 100% Focus on One Task 25% Focus on Each of Four Tasks 50% Focus on Each of Two Tasks Definition of Focus Think of your 3-hour daily habit as your time for monotasking … or “priority tasking”! (continued)

44. Lead Generation 36:12:3 Slide 44 Introduction to 36:12:3 The 36:12:3 Challenge DEMONSTRATION Multitasking vs. Priority Tasking 1)Let’s have two volunteers for this demonstration. 2)Watch. 3)What were your aha’s? Time: 10 minutes Page 40

45. Lead Generation 36:12:3 Slide 45 Introduction to 36:12:3 The 36:12:3 Challenge Work with Intensity Focus + Intensity = Results Do you know how to channel and apply the intensity required to see the results you want? Think about the intensity surgeons bring to their work, gymnasts to their sport, … gamers to their play, painters to their art … Page 41

46. Lead Generation 36:12:3 Slide 46 Introduction to 36:12:3 The 36:12:3 Challenge EXERCISE What does intensity look like for you? 1)Think about an aspect of your life that requires intensity. 2)Make notes about the environment, your behavior, emotions, thoughts, triggers. 3)Share with the class. Time: 5-10 minutes Page 42 (continued)

47. Lead Generation 36:12:3 Slide 47 Introduction to 36:12:3 The 36:12:3 Challenge EXERCISE Page 42 Now, how will you bring this same focus and degree of intensity to your 3 hours of lead generation every workday? Question

48. Lead Generation 36:12:3 Slide 48 Introduction to 36:12:3 The 36:12:3 Challenge The Anatomy of 3 Hours— What to Do in Your 3 Hours Dianna Kokoszka “You’ve got to get into action. If you spend 3 hours a day on the MLS or tinkering with your database, you are not actively lead generating. You’re kidding yourself.” Page 43 Pre par e Tak e Act ion Mai ntai n

49. Lead Generation 36:12:3 Slide 49 Introduction to 36:12:3 The 36:12:3 Challenge The Anatomy of 3 Hours— What to Do in Your 3 Hours Lead generation is about both prospecting (seeking) and marketing (attracting) business. What will be your Prepare-Take Action-Maintain activities if you are prospecting for business? What will be your Prepare-Take Action-Maintain activities if you are marketing for business? Page 44

50. Lead Generation 36:12:3 Slide 50 Introduction to 36:12:3 The Real Estate Productivity Roller Coaster The Agony and the Ecstasy Caution! Inconsistent lead generation leads to the Real Estate Productivity Roller Coaster. You must consistently lead generate while you are servicing the leads you have. Page 45

51. Lead Generation 36:12:3 Slide 51 Introduction to 36:12:3 The Real Estate Productivity Roller Coaster How to Get Off the Roller Coaster Page 46

52. Lead Generation 36:12:3 Slide 52 Introduction to 36:12:3 The Real Estate Productivity Roller Coaster How to Get Off the Roller Coaster Gary “Do you have enough leads that if you close them properly you’d be reaching your goals?” “You know what to do. Now go do it. Go lead generate.” Bruce Hardie He got back to the basics of lead generating on a daily basis. He listened to the wake-up call and got remotivated. Page 47

53. Lead Generation 36:12:3 Slide 53 Introduction to 36:12:3 The Real Estate Productivity Roller Coaster Continuous Lead Generation It’s the difference between seeing lead generation as a set of single activities or events and seeing it as a discipline and as a mindset. Page 48 Market shifts should not have much of an impact on your lead generation program—unless, that is, you don’t have one! Truth

54. Lead Generation 36:12:3 Slide 54 Introduction to 36:12:3 To Be Wired to Win, You Must Be Wired for Leads Are You Wired to Win? John Maxwell “How people see failure and deal with it— whether they possess the ability to look beyond it or keep achieving—impacts every aspect of their lives.” Being “wired to win” means putting failure in perspective and adopting a mindset of achievement and success. Page 49

55. Lead Generation 36:12:3 Slide 55 Introduction to 36:12:3 To Be Wired to Win, You Must Be Wired for Leads Are You Wired for Leads? A successful sales career is almost always defined by a long succession of “No’s” before you ultimately get to a “Yes.” In the discipline of lead generation, winning is having a rich pipeline of quality buyer and seller leads. Wired to Win in Real Estate = Wired for Leads Page 50 (continued)

56. Lead Generation 36:12:3 Slide 56 Introduction to 36:12:3 To Be Wired to Win, You Must Be Wired for Leads Are You Wired for Leads? The Millionaire Real Estate Agent tell us that we are in two businesses: 1)The real estate business 2)The lead generation business Pat Hiban “Your job is to be a lead generator—because you can’t be a Realtor without being a lead generator.” Page 50

57. Lead Generation 36:12:3 Slide 57 Introduction to 36:12:3 To Be Wired to Win, You Must Be Wired for Leads Is Your Definition of Lead Generation Holding You Back? Page 51 Lead Generation = Prospecting = Cold Calling = Rejection Limiting Belief Lead Generation = Business Relationship Building = Opportunity = Financial Independence Unlimiting Belief

58. Lead Generation 36:12:3 Slide 58 Introduction to 36:12:3 To Be Wired to Win, You Must Be Wired for Leads The Four Goals of Lead Generation Page 52 Increase Your Mets Get an Appointment for Business Get a Referral Build a Relationship for Future Business and Referrals and or   

59. Lead Generation 36:12:3 Slide 59 Introduction to 36:12:3 To Be Wired to Win, You Must Be Wired for Leads So, Where Do You Find Leads? Leads are everywhere and ready for the picking! If you don’t go after them, someone else will! In a large group of adults, approximately 8-12% will need a real estate agent this year. Ask: “What is the relationship opportunity here?” Buyer? Seller? Future customer? Referral source? Dick Dillingham “Who will I find today?” “He’s going to be the next entry in my database!” Page 53-54

60. Lead Generation 36:12:3 Slide 60 Introduction to 36:12:3 Training, Implementation, and Accountability Together … training, implementation, and accountability will move your career to the next level! 1)Attend your 36:12:3 training! 2)Get out and implement what you have learned—beginning tomorrow morning, commit to 3 hours of lead generation every workday. 3)Get into an accountability relationship to help you measure your results and continue to build great skills and habits. Page 55

61. Lead Generation 36:12:3 Slide 61 Introduction to 36:12:3 Training, Implementation, and Accountability 1.Lead Generation Training A Brief History of Lead Generation Training Page 56-57

62. Lead Generation 36:12:3 Slide 62 Introduction to 36:12:3 Training, Implementation, and Accountability 1.Lead Generation Training Let’s take a look at your Lead Generation 36:12:3 Training Program Page 58

63. Lead Generation 36:12:3 Slide 63 Introduction to 36:12:3 Training, Implementation, and Accountability 5 Foundational Sessions Introduction: The Power of One Power Session 1: Building Validity & Positioning Power Session 2: Prospecting Power Session 3: Marketing Power Session 4: Leveraging a Powerful Contact Database Page 59

64. Lead Generation 36:12:3 Slide 64 Introduction to 36:12:3 Training, Implementation, and Accountability 5 Tactical Sessions (“the columns”) Power Session 5: Working with Mets Power Session 6: Farming Power Session 7: Open Houses Power Session 8: FSBOs & Expired Listings Power Session 9: Agent-to-Agent Referrals Page 60

65. Lead Generation 36:12:3 Slide 65 Introduction to 36:12:3 Training, Implementation, and Accountability An Essential Support Session (“the support beam”) Power Session 10: Lead Conversion The Crowning Session (“the pediment or roof”) Power Session 11: Living Your Goals Page 61

66. Lead Generation 36:12:3 Slide 66 Introduction to 36:12:3 Training, Implementation, and Accountability 2. Implementation of Lead Generation 36:12:3 Carol Royse “The biggest mistake I made … was that I tried to do everything…. I spent way too much money, way too much time…. my career didn’t take off like it should have.” Select up to 3 lead generation approaches to implement, assess your success, then add to or modify your plan over time. Page 62

67. Lead Generation 36:12:3 Slide 67 Introduction to 36:12:3 Training, Implementation, and Accountability 2. Implementation of Lead Generation 36:12:3 Smokey Garrett “If you have a day where you have a closing …, it’s not from anything you did on that day.” It’s the result of your earlier lead generation efforts. Page 63

68. Lead Generation 36:12:3 Slide 68 Introduction to 36:12:3 Training, Implementation, and Accountability 2. Implementation of Lead Generation 36:12:3 Remember Time block 3 hours every workday True success is a function of time on the task over time Immediately implement what you learn from 36:12:3 training. Start the very next morning! Help us to help you! Log your start date on the KW Intranet. Page 63

69. Lead Generation 36:12:3 Slide 69 Introduction to 36:12:3 Training, Implementation, and Accountability 2.Your Lead Generation 36:12:3 Accountability Program “If it’s to be, it’s up to thee. If it’s more you want, be accountable to me” Find an accountability partner Meet in regular 30-60 minute sessions Be held accountable to your training, to your 3-hour daily habit, to your lead generation activities, and to your production goals Page 64

70. Lead Generation 36:12:3 Slide 70 Introduction to 36:12:3 Putting It All Together What are some of your aha’s from this session? Page 65 Do the right continuous lead generation activities now, and business will ultimately show up and continue showing up. Truth

71. Lead Generation 36:12:3 Slide 71 Introduction to 36:12:3 Putting It All Together Your Lead Generation Action Plan Your current numbers Your future goals Your activities to “Close the Gap” Page 66

72. Lead Generation 36:12:3 Slide 72 Introduction to 36:12:3 Putting It All Together 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). Page 67-68 Use the calendar on page 68 to time block your lead generation.

73. Lead Generation 36:12:3 Slide 73 Introduction to 36:12:3 Thank You for Being Here! Don’t forget your evaluations!