1. CAMP 4:4:3 Power Session 1: Career Launch: CAMP 4:4:3 Path to Success
Instructor's Notes
4/23/2017
CAMP 4:4:3 Power Session 1: Career Launch: CAMP 4:4:3 Path to Success
Keller MREA Business Planning Clinic Jan 2004

2. Instructor's Notes
4/23/2017
Introduction
The journey won’t necessarily be easy, but it will change your life.
- The Millionaire Real Estate Agent 1
Keller MREA Business Planning Clinic Jan 2004

3. Introduction 1 Objectives Review the course introduction
Instructor's Notes
4/23/2017
Introduction
Objectives
Review the course introduction
Identify the goal of CAMP 4:4:3
Identify the challenge of CAMP 4:4:3
Define the Foundational Path to Success
Uncover new agent Myth Understandings
Identify the components of Career Launch: CAMP 4:4:3 training
Review advice for new agents 1
Keller MREA Business Planning Clinic Jan 2004

4. What motivates and drives you?
Instructor's Notes
4/23/2017
Introduction
Think Big  Act Bold  Live Large
Become the Very Best You Can Become!
Gary Keller
What motivates and drives you? 2
Keller MREA Business Planning Clinic Jan 2004

5. The Goal: Become a Customer Service Professional
You cannot become an expert in 90 days but you can become a customer service professional. 3

6. The Goal: Become a Customer Service Professional
Career Launch training has one overriding goal: For you to become a professional—a customer service professional—in three months or less. 4

7. The Challenge – Achieving 4:4:3
CAMP 4:4:3
Creating Agent Maximum Productivity
by achieving:
4 listings and 4 sales in 3 months.
5 - 6

8. The Foundational Path to Success
A simple path to spectacular goals. 7

9. The Foundational Path to Success
The Outer Triangle
The focus you must have to reach quick success.
Truth
You are not in the real estate business. You are in the lead generation business—specializing in real estate. 8

10. The Foundational Path to Success
The Inner Triangle
Basic Knowledge
Truth
Knowledge without action is useless.
Action without knowledge is reckless. 9

11. The Foundational Path to Success
Productive Action
Revenue-Producing Actions
and
Supportive Actions 10

12. The Foundational Path to Success
Exercise
Revenue-Producing Actions vs. Supporting Actions
Directions:
Choose a partner.
Review the list of actions below and decide which you think are revenue-producing and which are supportive.
Share with the class.
Time: 10 minutes 11

13. The Foundational Path to Success
Productive Action
Truth
Action alone does not cause success. Productive action causes success. 12

14. The Foundational Path to Success
Customer Service
Truth
Real estate sales is a people business. 13

15. The Foundational Path to Success
Professionalism
Professional
A professional is someone who knows what they know, knows what they don’t know, and knows the difference between the two. 14

16. The Foundational Path to Success
Truth
People don’t want your answers. They want the right answers. 15

17. The Foundational Path to Success
The Professional’s Creed
“I’m a professional. I know what I know and I know what I don’t know. And I know the difference between the two. When I know, I’ll tell you. When I don’t know, I’ll go find out. My top priority is that you always get the right answer. I’m a professional.” 16

18. The Foundational Path to Success
Profile of the Successful New Agent 17

19. The Foundational Path to Success17

20. The Foundational Path to Success18

21. The Foundational Path to Success18

22. New Agent MythUnderstandings
Have you ever wondered what keeps you from doing what you want to do?
Myths are most often rooted in fear.
19-20

23. New Agent MythUnderstandings
Myth 1: I can’t do it.
Truth
Until you try, you can’t possibly know what you can or can’t do.
Myth 2: I have to be an expert and know everything before I can begin.
Truth
You need to be a professional, not an expert. 21

24. New Agent MythUnderstandings
Myth 3: This is not a great time to start a career in real estate.
Truth
It’s always a great time to start a career in real estate.
Myth 4: I’m new; I’m not valid.
Truth
Valid is as valid does. 22

25. New Agent MythUnderstandings
Myth 5: Because I’m in the business, the business will come.
Truth
To consistently have business, you will have to go get it.
Myth 6: I’m really busy, so I’m productive.
Truth
You are only truly productive when you are converting leads into signed business. 23

26. New Agent MythUnderstandings
Myth 7: I don’t have time for training.
Truth
School is never out for the successful.
Myth 8: I will need to invest a lot of money to start a career in real estate.
Truth
Starting your career doesn’t take a lot of money. It does take leads, and leads don’t have to cost a lot of money. 24

27. New Agent MythUnderstandings
Myth 9: Now that I’m my own boss, I don’t need to be held accountable.
Truth
Everyone needs accountability all the time.
Myth 10: My pre-license education prepared me for success in the real estate business.
Truth
Productivity training and taking productive action will prepare you for success in the real estate business.
25-26

28. The Components of Career Launch
Instructor's Notes
4/23/2017
The Components of Career Launch
Career Launch: CAMP 4:4:3 Power Sessions
18 power sessions – quick bursts of information and training to energize your efforts that will provide you with the critical knowledge, specific action steps and the tools you need to get started. 27
Keller MREA Business Planning Clinic Jan 2004

29. The Components of Career Launch
Instructor's Notes
4/23/2017
The Components of Career Launch
CAMP Map 28
Keller MREA Business Planning Clinic Jan 2004

30. The Components of Career Launch
Instructor's Notes
4/23/2017
The Components of Career Launch
Career Launch: CAMP 4:4:3 Models
Based on extensive research and the actual experiences of KWR agents
Primary models are – Foundational Path to Success and the six steps of Customer Service Selling
The 10:5:15:5
Collect 10 business cards.
Call 5 people.
Write 15 notes.
Preview 5 homes. 29
Keller MREA Business Planning Clinic Jan 2004

31. The Components of Career Launch
Instructor's Notes
4/23/2017
The Components of Career Launch
Success Grid
Daily record of 10:5:15:5 achievement (front side)
Daily successes – appointments made, listings taken and sales made (back side)
The Success Grid is available both in hard copy format and in electronic (Excel file) on your Tool Kit CD. 29
Keller MREA Business Planning Clinic Jan 2004

32. The Components of Career Launch
Instructor's Notes
4/23/2017
The Components of Career Launch
A CAMP Buddy or Peer Partner
Someone to practice your scripts with on a regular basis.
Tool Kit
A collection of job aids and templates available both in print and on CD-ROM and three sets of script cards.
Assignments
Session assignments and on-going assignments.
Accountability Sessions
Review progress, make adjustments to action plans. 30
Keller MREA Business Planning Clinic Jan 2004

33. The Components of Career Launch
Instructor's Notes
4/23/2017
The Components of Career Launch
Mentor Relationship
Mentor will serve as “go-to” person. 31
Keller MREA Business Planning Clinic Jan 2004

34. Advice for Your Journey
When our Advisory Panel was asked what they would say if they could give agents one piece of advice, they said…
32-35

35. Assignments 36 Power Session Assignments
Write down everyone you know and their contact information. Use the job aid Achieving 10:5:15:5 Daily in your Tool Kit to help you expand your list.
Order your business cards.
Read the Mentor Program Expectations job aid in your Tool Kit. This provides you with what to expect from your mentor relationship. Discuss with your mentor a plan for achieving 10:5:15:5 in these early days. Note that your Market Center may have different or additional expectations of the mentor relationship for your review. 36

36. Assignments
4. Review the job aid Know Your Inventory in your Tool Kit. This document tells you what information you need to be familiar with to know your inventory.
5. Review the document titled KWR Intranet in your Tool Kit. This document lists all of the time-saving tools provided to you through the Keller Williams’ Realty Intranet. Then, visit the KWR Intranet site and familiarize yourself with the tools that may be helpful to you.
6. If you are interested in creating a budget, review the document Budget Considerations in your Tool Kit and discuss it with your mentor. This will help you get started with your planning. 36

37. 36 Assignments Ongoing Assignments Begin implementing 10:5:15:5 TODAY!
Collect 10 business cards.
Make 5 phone calls.
Send 15 notes or letters.
Preview 5 homes.
Review the job aid Achieving 10:5:15:5 Daily and Know Your Inventory for ideas on how to accomplish this in these early days. Record your progress on the Success Grid.
2. Review the Support Team Worksheet in your Tool Kit. The purpose of this worksheet is to help you identify the members of your support team. Fill in as many people as you can. Think about how you will locate the other individuals. 36

38. We have talked about… The course introduction
The goal of Career Launch: CAMP 4:4:3
The challenge of Career Launch: CAMP 4:4:3
The Path to Success foundational model
New agent Myth Understandings
The components of Career Launch: CAMP 4:4:3 training
Advice for new agents
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