2. _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

3. This Course is About Minimums and Maximums
The minimums you think you need vs. the maximums you deserve.
You’ll hear throughout the day concepts and strategies that you might think aren’t necessary for you to hit your minimum goals. And, you’re probably right – but this course is not about minimums! It is about maximums.
It’s about doing things in such a way that you position yourself to maximize your potential for your career over your lifetime.

4. This presentation is about big steps and the possibilities of your life.

5. “Don’t be afraid to take a big step if one is indicated
“Don’t be afraid to take a big step if one is indicated. You can’t cross a chasm in two small steps.”
- David Lloyd George, Former Prime Minister of England

6. This presentation is about looking out as far as possible to see how big your professional life can become.

7. “If I have seen farther than others, it is because I was standing on the shoulders of giants.”
- Isaac Newton

8. Think Big
Aim High
Act Bold

9. Think Big High goals have a narrow path to get there
Low goals have many ways to
get there

10. Think Big
Aim High
Act Bold
Live Large!

11. Believe it or not – answers are simple.
“Success is not complicated, but most people just get bored with simplicity.” from The Millionaire Real Estate Agent
Acres of diamonds

12. You have a choice: 2. Run Your Real Estate Practice as a Business
1. Practice Your Real Estate Sales as a Job
2. Run Your Real Estate Practice as a Business

13. Two thoughts worth considering:
1. People have lived before us.
2. Models matter.

14. Modeling The Cornerstone of Success
Appears on Page 36
Modeling The Cornerstone of Success
Passage #1:
Long ago, I realized that success leaves clues, that people who produce outstanding results do specific things to create those results.
Passage #2:
Actions are the source of all results…This process of discovering exactly and specifically what people do to produce specific results is called modeling.
- Unlimited Power by Anthony Robbins

15. Modeling The Cornerstone of Success
Appears on Page 36
Passage #3:
To me, modeling is the pathway to excellence…The movers and shakers of the world are often professional modelers – people who have mastered the art of learning everything they can by following other people’s experience rather than their own.
Passage #4:
To model excellence you should be a detective, an investigator, someone who asks lots of questions and tracks down all the clues to what produces excellence…Building from the successes of others is one of the fundamental aspects of most learning.
- Unlimited Power by Anthony Robbins

16. Appears on Page 37

17. Breaking Through to Higher Achievement
Appears on Page 39
Breaking Through to Higher Achievement

18. The two key concepts of a MREA:
1. 3 L’s
2. 4 Stages
The two key concepts of a MREA:

19. Appears on Page 43
The 3 L’s

20. Appears on Page 44

21. The Six MythUnderstandings Between You and High Achievement
Appears on Page 49
The Six MythUnderstandings Between You and High Achievement

22. Myths About Time and Effort
Appears on Page 56
Myths About Time and Effort

23. The Nine Ways a Millionaire Real Estate Agent Thinks
“Whether you think you can or think you can’t, you’re right.”
- Henry Ford

24. “Thoughts are things.” “What a different story men would have to tell if only they would adopt a definite purpose, and stand by that purpose until it had time to become an all-consuming obsession.”
-Napoleon Hill Think and Grow Rich

25. The Nine Ways the Millionaire Real Estate Agent Thinks
Appears on Page 71
The Nine Ways the Millionaire Real Estate Agent Thinks

26. “When tested in national surveys against such seemingly crucial factors as intelligence, ability, and salary, level of motivation proves to be a more significant component in predicting career success. While the level of motivation is highly correlated with success, the source of motivation varies greatly among individuals and is unrelated to success.”
Bashaw and Grant 1994

27. The Big Why Appears on Page 77 Appears on Page 77

28. The Nine Ways the Millionaire Real Estate Agent Thinks
Appears on Page 71
The Nine Ways the Millionaire Real Estate Agent Thinks

29. Think Big Goals and Big Models
Appears on Page 80
Think Big Goals and Big Models

30. The Difference Between a Fiduciary and a Functionary
Appears on Page 96
The Difference Between a Fiduciary and a Functionary

31. The Difference Between a Fiduciary and a Functionary
Appears on Page 96
The Difference Between a Fiduciary and a Functionary

32. The Three L’s The 80:20 Rule Appears on Page 98

33. The Three L’s are the 20% of your business.

34. Leads
Lead Generation
vs.
Lead Receiving

35. High Leverage – Maximum Earning Opportunity
Listings
High Leverage – Maximum Earning Opportunity

36. The Many Virtues of Seller Listings
Appears on Page 102
The Many Virtues of Seller Listings

37. The Many Virtues of Seller Listings
Appears on Page 102
The Many Virtues of Seller Listings

38. Leverage Who – People How – Systems What - Tools

39. The Eight Goal Categories of the Millionaire Real Estate Agent
Know your numbers!

40. The Eight Goal Categories of the Millionaire Real Estate Agent
Appears on Page 109
The Eight Goal Categories of the Millionaire Real Estate Agent

43. The Four Models of Real Estate Sales Success

47. Appears on Page 125

49. Learn your lessons and your problems will lessen!
A Lesson from Warren Buffet:
Learn your lessons and your problems will lessen!

50. Be careful of the decisions you make and the way you do things.
“The chains of habits are too loose to notice until they’re too tight to break.”
Be careful of the decisions you make and the way you do things.
Starting with the end in mind makes big sense.

59. The Three Key Areas of the Lead Generation Model
1. Prospect and market.
2. Set up a database and systematically market to it.
3. Focus on seller listings taken.

61. The Three Key Areas of the Budget Model:
Lead with revenue.
Play Red Light/Green Light.
Stick to the budget.
Advice: Review books once a month.

62. Appears on Page 157
The Budget Model

63. Expense Detail
Appears on Page 157

64. The Organizational Model
“Do all you can do – go as far as you can go. Then look for help.”
-- The Millionaire Real Estate Agent

65. The Three Key Areas of the Organizational Model :
Hire administrative help first – they’ll develop your systems and tools.
Hire talent.
Train and consult.

66. MODELS

68. Appears on Page 178
The Basic Cash Flow of the Economic Model of the Millionaire Real Estate Agent

69. The Effect of Average Sales Price on Unit Sales
Appears on Page 179
The Effect of Average Sales Price on Unit Sales
Appears on Page 179

70. Percentage Decrease in Closed Units Per 10% Price Increase to Reach $2
Percentage Decrease in Closed Units Per 10% Price Increase to Reach $2.4 Million in GCI Goal
Appears on Page 179

71. Average Conversion Rates
Appears on Page 181

73. To People You Haven’t Met
Appears on Page 187
To People You’ve Met
To People You Haven’t Met

74. The Lead-Generation Numbers Game
Appears on Page 187
The Lead-Generation Numbers Game

75. The Four Laws of Lead Generation
Appears on Page 184
The Four Laws of Lead Generation
Build a database.
Feed it every day.
Communicate to it in a systematic way.
Service all the leads that come your way!

76. The Cost of a Millionaire Lead-Generation Program
Appears on Page 189
The Cost of a Millionaire Lead-Generation Program

77. The Cost of a Millionaire Lead-Generation Program
Appears on Page 189
The Cost of a Millionaire Lead-Generation Program

79. The Budget Model of a Millionaire Agent
Appears on Page 193
The Budget Model of a Millionaire Agent

80. The Budget Model of a Millionaire Agent
Appears on Page 193
The Budget Model of a Millionaire Agent

81. Appears on Page 195

83. The Organizational Model of a Millionaire Agent
Appears on Page 197
The Organizational Model of a Millionaire Agent

84. The Path to People Leverage (1 of 2)
Appears on Page 202
The Path to People Leverage (1 of 2)

85. The Path to People Leverage (2 of 2)
Appears on Page 202
The Path to People Leverage (2 of 2)

86. How might you apply these models to a goal of netting $100,000?

87. Appears in Handout

88. Appears in Handout

89. Net a Million

90. The Issues In Between Earn and Net a Million (1 of 2)
Appears on Page 219
The Issues In Between Earn and Net a Million (1 of 2)

91. The Issues In Between Earn and Net a Million (2 of 2)
Appears on Page 219
The Issues In Between Earn and Net a Million (2 of 2)

92. Putting It All Together
Appears on Page 291
Putting It All Together

93. Appears on Page 308

94. Web Sites for FREE info and forms for your business.