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CP Platinum Inside Sales Agent System If Mastered – can take your business to unprecedented levels of success! Part 1. Attracting the Best Qualified Candidates.

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Presentation on theme: "CP Platinum Inside Sales Agent System If Mastered – can take your business to unprecedented levels of success! Part 1. Attracting the Best Qualified Candidates."— Presentation transcript:

1 CP Platinum Inside Sales Agent System If Mastered – can take your business to unprecedented levels of success! Part 1. Attracting the Best Qualified Candidates for Maximum Leverage!

2 CP Platinum “The Millionaire Agent Maker” Todd Walters:  B illion Dollar Real Estate Agent.  Over 5,000 Transactions.  Over $25 Million in Commissions Earned.  Top 10 RE/MAX World Wide  Top 20 Agents in US (NAR)  Platinum Coach with Craig Proctor Real Estate Coaching.  Featured in The Real Estate Rain Maker Guide to Online Marketing  Featured in the Billion Dollar Agent

3 Craig Proctor North America’s Leading Real Estate Sales Trainer Craig Proctor North America’s Leading Real Estate Sales Trainer  Creator of the Quantum Leap System  Top 10 RE/MAX Agent World Wide 15 consecutive years  Over 30,000 Quantum Leap Members

4 Craig Proctor’s Platinum Program North America’s Premiere Real Estate Coaching Program est Craig Proctor. North America’s Leading Real Estate Sales Trainer. Creator of the Quantum Leap System. Top 10 RE/MAX Agent World Wide 15 consecutive years. Over 30,000 Quantum Leap Members. Todd Walters: Billion Dollar Agent. Over 5,000 Transactions. Over $25 Million in Commissions Earned. Top 10 RE/MAX, Top 20 Realtors in North America and Platinum Coach with Craig Proctor Real Estate Coaching.

5 Your Paradigm of Leverage Slow to hire quick to fire. This is your business, you are the risk taker – you were here first and will be there last. Do what any successful business does – never stop looking for better leverage. You are only as good as your lowest productive worker. Good enough never is…

6 What is your message?? Remember the agents are asking WIFM? Why you and why now?? What is it that agents really want? Why would I choose to work with your team over and above any other brokerage, including starting my own???

7 Your ISA USP 40 Hour Work Week Real Estate Career Earn a Six Figure Income with Less Stress and no selling!! An inside sales position, *Following up on and nurturing qualified leads (NO cold calls). *Work only a 40-hour week NO open houses NO buyer babysitting, TURN OFF YOUR CELL PHONE after hours and relax and enjoy your life. Your free days are actually free!

8 Selecting the Advertising Channels Local News Paper under Help Wanted Internet Job Sites (Monster.com, CareerBuilder) Display Ad in Real Estate Magazines Display Ad on FAX cover letters Special Note to Agent’s on Homefeedback.com Personal Letter to Agents on co-op sales Private Remarks in MLS!!! Blast to your Agent Database

9 40 Hour Work Week Real Estate Career Earn $100,000 and Up with Less Stress For only 2 lucky licensed agents with experience, it is possible: an inside sales position, following up on and nurturing qualified leads (NO cold calls). Join a team of 4 other inside sales agents supporting one of the top sales teams in the area, work only a 40-hour week (3-4 evenings a week and 1 of 4 weekends a month, some flexibility), 2 weeks vacation, NO open houses, NO buyer babysitting, TURN OFF YOUR CELL PHONE after hours and relax and enjoy your life. Your free days are actually free! Exceptional opportunity to earn $60,000 to $70,000 first year, as much as double that 2 nd year in the only stress free real estate career. This is NOT for the brand new, rank amateur agent seeking a shortcut to proficiency nor is it for the failed agent unable to make a living. Instead, the agents who love this change and do well in this position have been successful, are knowledgeable, have good client management, communication and organization skills, and could continue earning a good living in regular real estate if they had to, but prefer a set number of hours, with their free time really, totally free to enjoy time with family or other interests and welcome the opportunity to focus on one sales function with pre-qualified leads, the freedom from endless cold prospecting, expensive advertising, intense competition and uncertain, unpredictable feast-famine roller coaster income. If you have a quality track record, the necessary skills and are ready to come in out of the 80-hour a week, on-call-all-day-all-night-all-weekends rat race, we have a great place on our unique team for you. To begin the process, simply call toll free to and enter ID# Or visit Your inquiry will be held in the strictest confidence. Your present broker/employer will not be contacted. (Note: the last time we advertised an opening, we were flooded with applicants and immediately filled the position. Do Not procrastinate.)

10 ISA Info Line Script Hi, this is ___ of ___, and thank you for taking a few minutes to listen to what I have to say. One of the most common problems real estate agents have in today’s market is finding clients. Back in the eighties, this business was easy. Real estate was booming and clients were plentiful. It was easy to make a good living selling real estate back then. The reality that most agents face today is quite different. Most of us get into the business because we like working with people. Helping families with Such an important transaction can be fun and rewarding. The problem is for the average agent, most of their time and money is spent trying to find customers which leaves very little time to actually give the kind of service you want to give. Whether you’ve been in real estate for 25 years, or just got into the business a few months ago, you probably know what I mean by the term prospecting For most agents, its really an ugly word. It means forcing yourself to sit on the phone and make endless cold calls to people who really aren’t interested in talking with you. Or search out and hound expired’s and FSBO’s. When I first got into real estate almost 20 years ago, this is exactly what I did. Like most agents, I looked around at what all the other agents were doing and copied them. I listened to the sales trainers and believed it on faith that the forceful manipulative sales techniques would some how set me free. Well it didn’t exactly turn out that way. You see if you’re like most agents, prospecting is a hated task. The constant rejection that comes with the old school techniques is humiliating. The repetition is brain numbing. Couple that with the long, long hours spent servicing clients which may or may not turn into business. No wonder 80% of agents quit the business within five years. Struggling through a 70 hour work week to sell maybe 10 or 20 homes a year just isn't worth the time or effort; its not worth giving up your family time, not seeing your kids grow up, the broken relationships, health problems, and frustrations which usually go hand in hand. And the root of the problem is simply this – that most agents spend so much time trying to find business that they do virtually no real business at all. It doesn’t take a rocket scientist to figure out that even the best agents in the world would starve with no customers. Well I can change all that for you.

11 You see I’ve developed an entirely new system of selling real estate which completely rejects the traditional, manipulative sales techniques which really don’t work. My system turns the tables on useless, brain numbing prospecting. What do I mean by that? Well, exactly as it sounds. Instead of you of you making endless cold calls trying to find someone who may be interested in buying or selling a home, my system automatically draws warm qualified prospects to contact my office… and then I pass these great leads on to my inside sales lead conversion specialists. I am talking hundreds and hundreds of sincere, motivated buyers and sellers every month. In other words, I do all this for you. I hand you as an Inside Sales Lead Conversion Specialist all the leads. Think about what this could mean for you. My system automatically finds, motivates, screens and then qualifies prospective clients and every day these leads are automatically transferred to you. So while other agents are starving for clients, you’ll turn on your computer to find names and numbers of warm, qualified prospects to follow up with. My Inside Sales Agents do absolutely no cold calling at all. Every single one of the hundreds of clients we complete transactions for every year – every single one of them called us first. You can find yourself in a very enviable position by helping me assist these prospects. You see, most of the people who call day-to-day need an agent to work with. The best part is you don’t have to be that agent and you can still make tons of money when they buy or sell. No more pounding the streets with Buyers or dealing with the stress of listings not selling. As an Inside Sales Lead Conversion Specialist, you simply follow up these warm leads, and - following my ultra successful system, convert these prospects to an appointment for one of our highly experienced outside sales agents who takes it on to closing. This position is perfect for agents like myself who are excellent on the phone, and would prefer to make a ton of money in real estate but are burnt out on taxi-ing buyers around town and going on listing appointments at all hours of the evening and weekends, dealing with the stress of listings not selling. I’m looking for one or two serious real estate professionals to handle these incoming calls and s from prospects, and convert them into appointments for our Sales Team. I’m offering to give you a steady stream of leads to work with in exchange for you joining my team. This Inside Sales Lead Conversion Agent position is great for licensed real estate professionals looking for consistent hours and an opportunity to make a ton of commission in a stress free environment. You must be a team player and boast great people and phone skills--we will train you on our leading edge systems and exactly what to say and do to be super successful. If this describes you, please leave a message at the tone. Be sure and speak clearly leaving your name, contact number and address and that you are interested in the Inside Sales Lead Conversion Specialist position. We will you an application as well as a Free Special Report that details this unique opportunity. Again, speak clearly leaving your name, contact number and address and that you are interested in the Inside Sales Lead Conversion Specialist position and we’ll you the application and report. Thank you for calling.

12 ISA Recruiting Landing Page Stress Free 40 Hour Work Week Real Estate Career Local Award Winning Real Estate Team... with an Overflow of Serious Prospects... Seeks Professional Agent Who Wants to Work Reasonable Hours and Make More Money! No Cold Calling - All Warm Leads Supplied - Earn $70,000 - $100,000+ per year - The Only True Stress Free Set 40 Hour Work Week Real Estate Career - No Running Around with Buyers and Sellers - No Desk Fees - no stress from homes not selling. My name is Todd Walters and as you may or may not know, I’m an “untraditional” Real Estate Sales Team Leader... consistently finding myself in need of competent real estate agents to help assist many of my prospects and clients. Over the last 17 years I have sold over 4,000 homes and made over $20,000,000 in real estate commissions. So, If there is one thing I have learned, it is I must have awesome people on my team to achieve success. Because of my unique marketing methods and systems, I continuously have an overflow of prospects to follow up with... and they all want information on how to purchase property and sell their existing home. This is where you come in: You can find yourself in a very enviable position by helping me assist these prospects. You see, most of the people who call day-to-day need an agent to work with. That’s right, all of the Buyer and Seller prospects call me - my Team and I do no cold-calling. I’m looking for one or two serious real estate professionals to handle these incoming calls and s from prospects, and convert them into appointments for our Sales Team. Here’s My Offer… I’m offering to give you a stream of leads to work with in exchange for you joining my team. This Inside Sales Agent position is great for licensed real estate professionals looking for consistent hours and an opportunity to make a ton of commission. You must be a team player and boast great people and phone skills--we will train you on our leading edge marketing and consumer programs and exactly what to say and do to be super successful. If you are interested in making more money and working reasonable hours along with creating a mutually beneficial relationship... please call and enter ID# We will mail you a special application as well as a report with more details about this career opportunity. Thank you.

13 ISA Report $100K+ Stress Free 40 Hour Work Week Real Estate Career: Free Special Report Attached. Join a team of 4 other inside sales agents supporting one of the top agents in the area, work only a 40-hour week (3-4 evenings a week and 1 of 4 weekends a month, some flexibility), 2 weeks vacation, NO open houses, NO buyer babysitting, TURN OFF YOUR CELL PHONE after hours and relax and enjoy your life. Your free days are actually free! Exceptional opportunity to earn big commissions in the only stress free real estate career. Again, this is NOT for the brand new, rank amateur agent seeking a shortcut to proficiency nor is it for the failed agent unable to make a living. Instead, the agents who love this change and do well in this position have been successful, are knowledgeable, have good client management, communication and organization skills, and could continue earning a good living in regular real estate if they had to, but prefer a set number of hours, with their free time really, totally free to enjoy time with family or other interests and welcome the opportunity to focus on one sales function with pre-qualified leads, the freedom from endless cold prospecting, expensive advertising, intense competition and uncertain, unpredictable feast-famine roller coaster income. If you have a quality track record, the necessary skills and are ready to come in out of the 80-hour a week, on-call- all-day-all-night-all-weekends rat race, we have a great place on our unique team for you. I have attached a Free Special Report that totally details this opportunity. It is several pages long and will give you the insight into everything this job is and isn’t. Please make sure you are free from distractions and can truly read and reread this report. Once you read through the report and believe this opportunity is right for you and you are right for this opportunity, you may follow the instructions for making a formal application. Thanks again for the interest TW If you did not receive the attached report or have problems opening it in Microsoft Word, you may contact me directly by replying to this and letting me know.

14 Position Available The Only Stress Free $100, and Up Available Set 40 Hour Work Week Professional Real Estate Career Instructions: 1. Read this Report FIRST 2. Review additional information in sealed envelope Second – unless receiving this by Decide whether or not to officially apply for this Position 4. If applying, follow the instructions on Page 9 of this Report We are screening candidates now with the aim of selecting and hiring one, at most two, licensed real estate agents for these positions no later than ten days from receipt. Therefore, it is important to respond promptly. ISA Report

15 Hi, my name is Ted Zimmer, and I’ve been in real estate-with a brief interruption-for many, many years. I’m writing to tell you about a very unusual position I’m fortunate to have, that I’ve had for the past several years and wouldn’t give up without a fight, that one or two other area agents may also qualify for. Only one or two. Currently, I need to work only a 40 hour work week. I have uninterrupted days, weekends and vacations. I do my daily hobbies, have dinner, shop and relax with my cellphone turned off, in a drawer. I make over $100,000 a year. I never go out and do listing presentations. I don’t suffer feast and famine; I get tons of commissions. More about this later. First, a quick trip back in time. My first four years in real estate were probably much like your own experience. I did achieve success. In my brokerage, I was sales agent of the month two or three times a year. I got trophies and plaques. I was the envy of others in my office and in this area. I made good money some years, really good money some years, and not so good money some years. My point is, I did NOT change to my present position because I was a flop on the outside” in the regular real estate business. I got frustrated and burnt out, I quit the real estate business altogether, and was out for one year, my license on the shelf. Why would a reasonably successful agent who’d paid his dues and was earning a good income just quit the business altogether? For the same reasons you think about it. I came to HATE running around presenting offers until midnight. HATED putting up either calls at 7:00 in the morning and 10:00 at night. HATED working with dumb and different sellers and buyers. HATED getting there to show a home and it is pigsty. HATED losing a listing to a less qualified, even barely qualified agent just because the ignorant seller “like him better”. HATED the up and down, unpredictable income. BUT MOST OF ALL, I REALLY HATED NOT HAVING A LIFE. Not having even a moment of peace. Being on call all the time, like a heart surgeon. Also, as I became successful, I bumped up against yet another problem I learned to hate: trying to be an octopus. By that I mean I need eight arms, really eight of me. To juggle doing everything myself. The biggest problem: keeping the lads coming in and actively taking care of all the leads while also working with clients and shepherding sales. If I did a good job with four or five clients and focused on getting their houses sold or getting them into homes, I let my lead flow dry up or I let leads I was paying good money for stack up and collect dust in the office. If I really worked my leads the way they should be worked, I couldn’t handle the clients. At one time I even tried to bring in a partner-then I did all the work for half the clients. At one time I even tried to bring in a

16 partner-then I did all the work for half the money. Of course I know there are answers to this. Like staff. But for me, it was just too stressful to be enjoyable, and I concluded I didn’t want to be trapped in a business that, everyday, produced as much stress as it did income! But most of all, above all else, I didn’t like the fact that a successful real estate career and business was all consuming, was 24/7, overpowered life, and made me “jumpy” all the time. When I wasn’t working, I was thinking about the work I should be doing and actually feeling guilty about taking a day off. I let the business interrupt me might and day. I happened to like spending time with my wife, and for 4 years, I can’t recall taking even one without being interrupted by beeper, pager, cellphone-and felling compelled to respond immediately. Might not be long walks in the woods for you. Maybe it’s a day on your boat on the water, or a golf game, or just going to dinner and a movie, Still, I’m sure you know exactly the stressful, constantly anxious felling that I’m talking about. So I quit. Put my license in a drawer. Experimented with other things. Discovered, of course, I couldn’t make the same income from those other things. Then, I saw an odd ad in the newspaper, offering a licensed real estate agent an inside “prospect/client development position” with big time earnings, and a 40 hour work week with set hours and no instructions into time off. As much out of curiosity as serious optimism, I responded. I have been in that position ever since. Now, I’ll give you the details-and I urge you NOT to quickly prejudge. I’ll also talk about the drawbacks and disadvantages, the reasons NOT to apply for this position, why it might NOT work for you. But if you say “not for me” too quickly, you just might close your mind to the only balanced opportunity ever created in real estate; a way to have your cake and eat it too; to use your real estate knowledge and sales skills and earn $60, to $100, and up while still having a life and peace of mind. What is NOT Required In This Position: Let me begin by telling you what I do NOT do in this position: I do NOT invest even a dime of my own money in advertising, websites, phone lines, direct mail, not even business cards. I do not worry about generating leads at all. Instead, an abundant and steady, stream of good, qualified leads is furnished to me, for me to follow up with, nurture and develop. To the point of them being ready to list their homes or sign a buyer agreement. I do NOT work in the field. I do NOT go out to peoples’ homes and do listing presentations, I do NOT show homes to buyers, I do NOT sit at open houses, I do NOT

17 run paperwork around from place to place. Also, I do NOT have to work at home but can if I want to so I do NOT live in a house that looks more like an office than a home, with piles of papers covering the dining room table and kitchen counter. I work in a nice well equipped office with full staff support. I do NOT have any of the anxiety, stress and constant pressure I had as a “normal” agent, but I do have the 6-figure income most agents aspire to but, truthfully, very few achieve. I do NOT work 60, 70, 80 hour weeks. I have some flexibility to my hours, but basically I work a 40 hour week. Entirely my option at times, such as the spring seasonal boom, I put in more. But I also take a 2 week summer vacation. What This Position IS So, back to the ad I answered-very similar to the ad or letter you responded to, that has led to this letter in your hands. The ad led me to an inside sales position with the Todd Walters Team. I’ll explain that “development job” in a minute, but first let me address one of the two big reasons you might NOT decide, ultimately, to apply for this position: Todd Walters himself. Taking this position frankly requires you to check your ego at the door. What we do here is all about selling the Todd Walters Team known now as The Realty Team. Since he is consistently #1 in the market area it’s not a difficult sale. He’s known, a top brand-name. But you represent Todd’s Team, not yourself. Your photo is not on any business card, brochure, ad or billboard. For many agents, this is impossible to accept, emotionally. Maybe it would be for you. Once I grasped my role and opportunity and understood how much easier it is to do “2 Party Selling” ie. To present and brag on superstar’s credentials, expertise, track record, etc. than to sell myself, I took to it like a duck in water. I also, personally, am far more concerned with what I think of myself than what other loser agents think of me; I’m far more interested in having the income and lifestyle I desire than the opinions of other agents. I mention that, because I do get some sniping from other agents. I, and my colleagues here, in these inside sales positions, get called “Todd’s Team Agents” by other agents. We get asked how we can stand to be subordinate and invisible. For me, the answer is simple: the trade off of the recognition and, I suppose, status for the awesome income, steady opportunities, sane work hours, and liberty from stress is a good one. Yes, there is that trade-off. In my mind, though, the trade-off of the independence is more illusion than reality. How much “independence” do you really have out there on your own? You have multiple bosses: the clients- many of who are irrational, all of whom are demanding. You have a broker. But, anyway, this may be a “dis-qualifier” for you, and if you decide that it is, by all means do NOT apply for this position.

18 Now to the position itself. It is inaccurate and demeaning to call it a “telemarketing” job, although almost all of the communication you have with the prospects and clients assigned to you does involve the phone, and you do need very good communication and influence skills as well as good “relationship” with the telephone. It is also inaccurate to call it “inside sales”. Instead, what I do, and what you would do is take care of a process with a process; we are responsible for certain things that lead up to the sale (listing), but we are not responsible for the listings presentation or for securing the listing. At any one given time, I am working with 250 to 475 different prospects, at different stages of development and maturity, from when they first “raise their hand” to any of Todd’s ads, mailings, websites or are referred, and sent an initial package of information until they are actually scheduled for a listing presentation and turned over to another agent on the team. Some leads are quick to develop; they’re immediately ready to get their home listed and sold. Others are two, three, four months away from that action. And everything in between. I create rapport and maintain a relationship with them. My job is to screen out any unqualified leads…pre-empt the prospect’s “shopping” a number of agents when possible (which, with Todd’s System, it often is)… “pre-sell” the prospect on working with Todd. It’s my objective never to send an agent out on a listing presentation appointment that doesn’t produce a listing. The work is quite pleasant. We’re not calling FSBO’s, not cold calling, and generally not attempting to talk to people who don’t want to talk to us. We are talking with people who have asked for information of one kind or another from Todd, and in my experience, most of them welcome an opportunity to get questions answered and have conversations with a knowledgeable real estate professional who represents Todd, the Realty Team, and the 6-step System for selling homes at top dollar, as quickly as possible. And we have a lot of very good things to talk about-including the guaranteed sale program; the 6-part satisfaction guarantee; the buyer’s network, etc. I can’t emphasize this enough. There are NONE, I repeat: NONE, of the “Glengarry Glen Ross” kind of stale leads. There is NO cold calling of any kind. The calls are to current, “warm” prospects who have expressed interest in something- selling their home, moving up to a better home, etc-and know Todd Walters. Many have already been sent a package of impressive material. The icy rejection you must suffer if calling, say FSBO’s or “farming” is non-existent. Also, the inbound calls are from interested, respectful people eager for your assistance and advice. (No, this is NOT all outbound calling) and a lot of time is in second and third conversations with people you already have established a relationship with. If you are selected for this position, your days of cold prospecting and cold calling and brusque rejection are over.

19 I think of this more as a job of service than sales. I am educating and assisting homeowners navigate an important and confusing decision. It’s about them. It’s not about me. And I get a lot of thank-you’s and testimonials from these clients, even though I am not the agent who ultimately handles listing and selling their home. Actually, Todd has never come up with a “right on” title for this position, and neither have I. It encompasses “Follow-Up Coordinator”, “Telephone Sales”, “Inside Sales”, and “Client Development”. We don’t know what to call it without mis-naming it. I call it: the best job I’ve ever had. (And I’ve had 2 different sales jobs, 5 others.) Of course, anybody with “sales blood in their veins” likes the thrill of the sale, and I’d be lying if I said I didn’t occasionally miss handling a client and a transaction from point A all the way though point Z, seeing the house get sold, and getting that big, fat commission check. But I’ve learned to have great appreciation for Todd’s team approach that moves a client through a proven process, with specialists at each place along the way, each assembling part of the successful listing and sale. I take my satisfaction from my own statistics and from my important role on a terrific team. And, of course, there’s a lot of things about doing it all myself that I don’t miss on tiny bit! Oh, by the way, there’s a lot of value in leads that turn out not to be ready to actually list their properties for 6, 8, 10, 12 months from the first time they ask for information. Most agents don’t think there’s value in them-I didn’t early in my career either. Most agents drop them like hot potatoes and do not follow up on them over time, and, honestly, most simply don’t have time to keep following up on such leads. Most agents focus only on the ready-right-now prospects. And that means a whole lot of money most agents spend on their advertising and marketing goes to waste. But with Todd’s System, his complete team approach, and this particular position that I’m in and that may be available to you, 100% of the leads are mined. In fact, a big part of this position is managing ready-now, ready-soon, ready-later, ready much later leads. Here, we don’t “cream” and we don’t waste. So, that’s how the position itself works. Now, to other drawbacks, the other reason you might choose to disqualify yourself: the hours. The very good news is the position requires only a 40-hour work week. For some, the bad news is this predominately involves four evenings a week plus weekend hours. For me, personally, my wife’s schedule is very flexible, and so having five days a week entirely and completely free works great for me and for us. The time I’m not working, I’m really not working. No cellphone, no frantic checking of , no crises, no interruptions. I have five full hours everyday that I do exactly as I please with. I do my work outs in the morning around 7:30. I eat better and am a lot healthier since I stopped eating on the run, gulping fast food in the car between appointments.

20 I choose to get organized and get to work many days by about 1:00 in the afternoon. But the standard hours for this position that you would begin with are 1:00PM to 9:00PM Monday through Thursday, and 9:00AM to 3:00PM on Saturdays. That means you have every Sunday completely free. At 3:00PM on Saturday, you leave and don’t return until 1:00PM on Monday. Many times I swap a Sat am for Friday – 10:00am to 6:00pm. We work this out among the other inside sales agents. Obviously, for some people these hours don’t work. For others, it means adjustments, but it’s absolutely doable. If you’re young, for example, and can not conceive of not club-hopping and parting on weekday nights, you’re obviously out. If you have small children and must be home weeknights, focused on them, you’re out. For the right person, after you’ve proven yourself, Todd is willing to alter the schedule slightly, so you might take one weeknight off and add Saturday hours, as an example. Or you might take every 5 th or 6 th Saturday off, to get completely getaway weekends, and add weekday hours. But basically, this is weeknights and Saturdays for optimum results. Who IS This Position For? Who Is Todd Looking For? Todd would like to find another me. Not necessary an exact clone, in gender or age or experience or life circumstances. But in attitude. This position is ideal for the licensed agent with successful experience who, just like me, enjoys helping people get their homes sold and find and get their new dream homes but why does not like or is burnt out on cold prospecting, expensive advertising, constantly pushing to get leads, then unable to effectively mange the leads…and weary of being on point, on call, under pressure 24 hours a day 7 days a week, being unable to safely predict and schedule times when you can be with your spouse, family or friends free of interruption. It can be ideal for the younger and/or less experience agent (but still, a knowledgeable agent) just starting out, who sees this as an opportunity to earn while learning, by being inside a true master’s super-successful real estate business. After all, agents of every stripe, including million dollar producers pay huge sums to learn from Todd. And you don’t have to stay for 10 years and make this your career. (Todd asks only that you honestly plan on staying for at least 3 years.) It could even be ideal for the husband and wife couple, both licensed agents, who want to “job share” and have extra time with their children or to pursue other interests.

21 It is definitely a good fit for someone who is more of a “team player” than a “loner” or someone who needs “star billing”. If you were involved in team sports while in school, for example, you’ll get this easily, the atmosphere, the camaraderie of the team, the setting and accomplishing of team goals, will all be familiar to you. I image that someone who was a corporate executive in his or her life before real estate would find it familiar and comfortable setting as well. By the way, I always played team sports and I think that helped prepare me, mentally, for what goes on here. You just can not do over 600 real estate transactions a year without each and every person in the boat rowing together in unison, everybody taking pride in that, rather than trying to stand out and be recognized as a star individually, The “servant” aspect will appeal to someone who prefers building rapport and relationship rather than “hard selling”. Again, this really is about being of service to the prospect and moving them along a path with gentle persuasion. It requires someone with an organized mind. My job consists of 1,000 complex details. Of managing each lead, each prospects prospects progression, step by step by step. It requires someone who is mostly self-motivated and self-managed; you must plan your own work and hold yourself accountable. As I said earlier, it requires someone to check their ego at the door, follow implement and adhere to someone else’s system (Todd’s and represent Todd and the Team, not themselves). Obviously, this is NOT right for everybody, NOT right for most agents. If you are eager to be one of the top one, two or three agents in your area, eager to take $250,000, $500,000 a year, you are eager to be “famous” as your own brand in the marketplace, if you cringe at the thought of being inside an office for five hours at a time makes your skin crawl-these are things that do disqualify you. And I urge you NOT to try and force your square peg into this round-shaped hole. Bad for you, bad for Todd. If, however, you love real estate, like working with clients, like helping people, are attracted to a team environment, this might be perfect for you. If you like real estate-and the 6 figure income it makes possible-but are out-and-out tired of the unrelenting pressure, long and uncontrollable hours, this might be perfect for you. If you’d welcome a stable environment and steady income, this might not be ideal for you. Let’s Talk Money If what I’ve said so far interests you, then you will want to know about the compensation. First, just a minute or two of comparison, as a framework. Things you already know but may not think through everyday. Like: when is a $25, commission NOT a $25, commission? Every time. Consider all the money you spend all year long on advertising, mailings, literature, websites, hotlines, putting high mileage on your automobile, cell phone bills,

22 buying meals, client gifts, even attending seminars to amortize against the number of transactions you complete. If, for example, you spend $24, on advertising, another $5, on websites, hotlines, brochures, business cards, $12, on auto expenses, meals and entertaining, $3, going to seminars, $44, total, and completed 6 transactions; the $25, commission is really only a $17, commission. If you split with your broker then $12, to $15, of the original $25,000 came off the top, so the $17, is really only $2, to $5, In this position, I have virtually no expenses. All the leads are furnished, my office is provided, my phone bill and postage paid for. I drive my car only to and from the office. Keep all this in mind…Remember, it’s really not the “bragging numbers” that matter. Not how much you sold in the year. Not even how much gross commissions you earned. It is the true, private NET profit you keep that matters. So, Todd will be starting the person in this position at 15% commission per sale, depending on the person’s quality and qualifications. Commissions and bonuses are paid on performance, so that, in the first year, the person should target a total income of $60, to $70, nd year: income of $75, to $100, and up. $100, from 40-hour a week position is pretty good. Personally, last year, I earned $121, And that’s NET. My income that’s mine to keep. To make the $121, that I earned last year as my NET income, back on the outside, as a do-everything agent, after commission splits, advertising, marketing costs of putting 50,000 miles on my car, etc., etc., etc., I’d have to make at least $250, to $350, in real estate. And I know agents who have to have at least one full-time assistant working for them, some need two, and they have to make at least $250, to $350, in real estate. And I know agents who have to have at least one full-time assistant working for them, some need two, and they have to make at least $500, to $700, to wind up with my net. And definitely have to work much longer and more frantic hours. If you do wind up securing this position, you’ll find some of your “friends” in the business, other agents, will make fun of you. I think I mentioned that earlier, but might as well be clear. They’’ say - to you and behind your back-“guess he/she could not make it on his/her own”. Of course, my net income last year in this position was greater than at least 99% of ALL the outside agents in the area and 5 times the North American average income of real estate agents. Earned from a lot fewer hours, a lot less anxiety and stress, under much healthier circumstances. They can call you a “Team Agent” if they must, but as the saying goes: living well is the best revenge. When you go out to lunch with them, you’ll be the only one not yakking on the cellphone or desperately dealing with text messages. Oh, and by the way, I’m NOT leaving. I love my career her with Todd and the team. I love my role, the income, the lifestyle I’m able to create. The reason you’re being invited to apply and join us is that Todd’s marketing system is providing far more good leads than I and the other 4 in positions like mine can handle. We are frankly, overwhelmed.

23 There is a steady stream of too many leads! And, of course, not everybody stays in the positions permanently as I have-although they are coveted positions, and on each of the occasions Todd has advertised an opening, he’s had hundreds of applicants, and wound up choosing one from dozens of very good candidates. So, if you are now seriously interested in this position, I’d suggest following up on this immediately. What to Do Next: You can look at the information in the enclosed sealed envelope, just to get more acquainted with Todd and how the Todd Walters Team does business (and dominates this market year after year after year). You NEED to complete the initial min-application on the last page of this Report and submit it by fax to Along with it, if you like, send a one or two page letter about yourself and why you think you are a top candidate for this position. (PLEASE do NOT call. And do NOT send a letter longer than two pages.) You’ll receive a reply within 5 to 7 days, if not sooner. If selected, you’ll be invited to an initial interview; if you go onto the second round, a second interview. Todd will probably choose the person(s) to fill this opening after two rounds of interviews. Maybe you will be working on the same team here! Sincerely, Ted Zimmer P.S. There is no other position like this in the entire world of real estate. It is unique. Todd is searching for just the right individual to fill it. You can respond, if you feel you should, with no worry that you’ll be talked into doing something that’s not right for you. To the contrary, Todd will make every effort to screen you out if he can determine that you will not enjoy the work and be successful doing it and want to stay with us for years to come.

24 APPLICATION: FAX to Inside Sales/Client Development Position Todd Walters, The Realty Team Your Name: __________________________________________________ Address:______________________________________________________ ______________________________________________________________ Tel # (Home)___________________ Tel # (Work) ___________________ Cell #_________________________ ________________________ Current Employer: _____________________________________________ # Years at this job: _____________________________________________ Year you were licensed: _________________________________________ #Active years in Real Estate: _____________________________________ What are your key strengths: _____________________________________ ______________________________________________________________ ______________________________________________________________ What interests you most about this position: ________________________ ______________________________________________________________ P.9 ______________________________________________________________

25 Next Steps Invite Applicants to ISA recruiting Q&A. Applicant fills out DISC personal concept Give recruiting ppt and answer questions – same as OSA ppt Score personal concept Hire the best candidates and implement the ISA Success Now System.


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