Introduction: mindset & models Page 1

Why are you here? Page 8

Words of Wisdom “When you interview the very top people and ask them what their biggest challenge is, invariably they will tell you it is mindset—keeping it strong, focused, and positive amid the many challenges they encounter every day on their way to the top and staying there. The vast majority say this is their top issue—not leads, but mindset.” Page 7

Success Begins with Proven Models Page 8

The Seven-Step Seller Service Cycle Page 9

Mindset and Actions Your Mindset Change Your Actions Getting the Most Out of this Experience Page 9

Chapter 1: Lead conversion Page 1

Conversion Ratios “Converting leads to appointments and converting appointments to listings (seller agreements) are huge drivers of your economic success. They are both accomplished by a skilled presentation with a firm grasp of scripts and dialogues.” The Millionaire Real Estate Agent, p. 132 Page 9

Step One: Lead Conversion Page 10

Lead Conversion Begins with Leads Page 12

Prequalify for a Listing Lead Page 12

The Lead Conversion Model Page 13

Successful Lead Conversion Outcome Business-building conversations aim to achieve these goals: Get an appointment. Get a referral. And they always accomplish the following: Strengthen the relationship. Page 16

1. Capture Opportunities with Seller Leads Capture Techniques that Work Page 17

2. Connect Connect with Behavioral Styles Prequalify the Seller During Capture Page 17

3. Close to Appointment Use the Lead Sheet to Get the Appointment Ten Classic Closes Answering Questions vs. Handling Objections Page 17

Words of Wisdom “The right approach to close for a meeting is the only approach—ask for it!” Page 7

Role Play: Close the Appointment With a partner, take turns practicing using the Prelisting Lead Sheet and the scripts from the previous pages. Each person should practice being the seller and the agent. Capture, connect, and complete the lead sheet. Defer objections until the appointment. Close for the appointment. Page 17

Real Play – Lead Conversion Goal: Get as many appointments as you can in 15 minutes Start dialing with the leads you brought to class and convert as many as you can to appointment, if they are able, ready, and willing. Use your scripts and Prelisting Lead Sheet. Capture, connect, and complete the Prelisting Lead Sheet. Defer objections until the appointment if possible. Close for the appointment if appropriate. Record your results on the call log. Page 17

4. Cultivate Stay in Touch with a Plan Track Your Lead Generation and Lead Conversion Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 2: prelisting Page 1

Step Two: Prelisting Page 17

Prelisting: The Big Picture Prelisting is: A package A process A “buy-in” “If you have a powerful prelisting package, its main job is to cover the dirty work; all the things that people might object to and all the things that people need to know about.” Gene Rivers, Mega Agent, Tallahassee, Florida Page 17

Activity What’s in a Prelisting Package? Page 17

Activity Objections on Price Recommendation Page 17

Your Value Proposition (VP) Your VP speaks to things you do for your sellers that: Satisfies their needs Adds value to their lives Adds value to their transaction Page 17

Your Unique Selling Proposition Your Unique Selling Proposition (USP) is about features and benefits you bring to the table that set you apart from competitors. Your professional and personal background Education and special interests Talents and skills—whether developed in your real estate practice or elsewhere Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 3: Listing consultation Page 1

Step Three: Listing Consultation Page 17

Prepare Yourself Five strategies for a great listing consultation: Know Your Scripts and Materials Understand the Market Use Communication Techniques that Build Rapport Be a Consultant, Not Just an Agent Build an Appointment Toolkit Page 17

The Consultation Ten steps to master the consultation: Confirm the Appointment Adopt a “Yes” Mindset Enter and Tour Begin the Conversation Uncover and Prioritize Needs Page 17

The Consultation (continued) Check for Commitment Handle Objections Set Expectations Negotiate to Resolve Issues Close Page 17

Consultation Follow-Up You Won Thank You and Start Servicing You’ll Win the Next One Deferred or Postponed Listing Deciding on Follow-up Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 4: Servicing and Marketing Page 1

Step Four: Servicing and Marketing Page 17

Three Levels of Service Purpose Value Proposition Fiduciary Page 17

Service Standards Standard: yardstick of your performance; measure of how well you’re performing Activity What are your service standards and how are you accountable them? Page 17

Team Service Highly-productive listing agents … Develop Document Train their teams to maintain the highest possible standards of service. Discussion: Team Service Page 17

Marketing Marketing Plan Marketing Message and Methods Managing a Marketing Budget Staging Pricing Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 5: Offer and negotiations Page 1

Step Five: Offers and Negotiations Page 17

Presenting the Offer Best Practices Moment of Truth Multiple Offers Low-Ball Offers Activity: Role Play Scripts Page 17

Respond to the Offer Page 17

Negotiate Remember the KW adage, “Win-win or no deal.” Activity: Negotiate This! Page 17

Finalize the Contract Make sure every contract contains two conditions: The circumstances under which the contract will become active (or in effect). What the buyers must do over the course of the specified contract period for the contract to remain valid. Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 6: Contract to close Page 1

Step Six: Contract to Close Page 17

Words of Wisdom “When it comes to bullet-proofing the transaction, take the ‘everything-will-go-wrong’ approach. Assume everything will go wrong and come up with ways to possibly prevent them from happening or effectively deal with them if they do.” Page 7

Contract to Close Flow Clear title Loan underwritten and funded Closing Disclosure Closing Recordation and possession Page 17

Keep the Transaction Together Page 17

Seize This Golden Opportunity Discussion: How do you leave a good impression? “Agents have two agendas: 1. to move the current transaction toward a successful closing and 2. to ensure referrals. Most agents don’t get that.” Gary Keller, cofounder and chairman of the board, Keller Williams Realty Page 17

Activity Play the Numbers Game: Contract to Close Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 7: Postclose systems Page 1

Step Seven: Postclose Systems Page 17

Client for Life: The Big Picture Page 17

Surveys, Reviews, and Testimonials Discussion: When and how should you survey your customers? Ask for testimonials and reviews! Page 17

Follow-Up with Customers Page 17

Touch Campaigns Page 17

Take Action Major points Aha’s The ONE Thing? Page 17

Chapter 8: conclusion Page 1

The Seller Service Cycle Page 17

Activity: My Future with Sellers Write your version of the winner’s day Use “I” and make it as personal as you can. Put your heart into it. Describe your big life. Don’t let your fear get in the way. Page 17

My ONE Thing Action Plan Retrieve your ONE Thing statements from the end of each of your chapters from the introduction through step seven. Write each of your lead activities. Take a moment to share your activities with others around you. Page 17

Accountability Who will hold you accountable? Personal Accountability – make no mistake, you cannot do this alone - commit to being accountable to someone else. Partners in Success Coaching or Mentoring Program Career Growth Initiative Page 17

Revisit Your Goals Page 17

From Aha’s to Achievement How are you going to change your actions? What tools will you use? How will you be accountable? What do you want to achieve? Page 17

Scripts and toolkit Page 1