CAMP 4:4:3 Power Session 4: Your “Mets”

Power Session 4 Slide 2 Your Mets Introduction In this industry, your limits are truly self- defined. Your approach, your ability and your willingness to do the work of real estate sales will be the greatest determining factors for your success. - Millionaire Real Estate Agent 99

Power Session 4 Slide 3 Your Mets Introduction Objectives 1)Identify your sphere of influence 2)Identify strategies for Met prospecting success 3)Identify how to systematically prospect to your Mets 4)Practice contacting your Mets 99

Power Session 4 Slide 4 Your Mets CAMP Map 100

Power Session 4 Slide 5 Your Mets Your Sphere of Influence 101

Power Session 4 Slide 6 Your Mets Your Sphere of Influence Four Truths About Your Sphere of Influence 102 Truth 1 Your sphere of influence will most likely be your best source of leads.

Power Session 4 Slide 7 Your Mets Your Sphere of Influence 103 Truth 2 You must stay in touch.

Power Session 4 Slide 8 Your Mets Your Sphere of Influence 104 Truth 3 It’s not who you know; it’s who knows you, likes you, and is willing to do business with you or refer business to you.

Power Session 4 Slide 9 Your Mets Your Sphere of Influence 105 Truth 4 Everyone counts. Everyone matters.

Power Session 4 Slide 10 Your Mets Strategies for Met Prospecting Success 1.Announce your business. 2.Know your end result. 3.Systematize! Systematize! Systematize! 4.Build connections. 5.Ask for referrals. 6.Follow up

Power Session 4 Slide 11 Your Mets Systematic Prospecting to “Mets” 108 How to Prospect To Your Mets 1.Enter your Mets into your contact management system. 2.Begin your 8 x 8 by sending a letter to introduce your business. 3.Make a follow-up call. 4.Maintain contact by completing the 8 x 8 and, subsequently, the 33 Touch. 5.Reward those who refer business to you.

Power Session 4 Slide 12 Your Mets Systematic Prospecting to “Mets” Letter of Introduction Send a letter of introduction to everyone in your Met database. 109

Power Session 4 Slide 13 Your Mets Systematic Prospecting to “Mets” Follow-Up Call Once you have sent your letter of introduction, follow it up with a phone call (or a face-to-face visit). 110

Power Session 4 Slide 14 Your Mets Systematic Prospecting to “Mets” Maintain Contact Once you have contacted all of your Mets and let them know you are now in real estate, you will need to maintain contact by completing a basic 8 x

Power Session 4 Slide 15 Your Mets Systematic Prospecting to “Mets” Reward Those Who Refer to You 1.Treat the referral source even better than the referral. 2.Show your appreciation at every stage of the transaction. 3.Reward the right behavior. 112

Power Session 4 Slide 16 Your Mets Practice Role-Model Watch as your instructor role-models an introductory call to someone they know well. Also, watch the instructor role-model a call to someone he or she only knows casually. Discussion Question What might you do differently if you were contacting someone you knew was very well connected in the community? 113

Power Session 4 Slide 17 Your Mets Practice Exercise Directions: 1.Your instructor will split the class in half. One half will play the prospects, the other half will play the agents. 2.The prospects will be assigned a specific role by the instructor. Agents will go from one prospect to the next and give a variation of the Met introductory script based on the prospect’s role. 3.The groups will switch roles. Time: 30 minutes 114

Power Session 4 Slide 18 Your Mets Assignments Power Session Assignments 1.Develop your 8 x 8 for your Mets database, including drafting your introduction letter and choosing your items of value. Begin implementation. 2.Review the list of people you know that you generated after the last Power Session. Add any additional people you have thought of or met to your database. 115

Power Session 4 Slide 19 Your Mets Assignments Ongoing Assignments 1.Complete 10:5:15:5 a)Collect 10 business cards. b)Make five phone calls. c)Send fifteen notes or letters. d)Preview five homes. Record your progress on the Success Grid. 2.Review the job aid Support Team Worksheet in your Tool Kit. Fill in any new people you have identified. Think about how you will locate the other individuals. 3.Schedule a one-hour role-play session with your partner to practice the Mets scripts. 115

Power Session 4 Slide 20 Your Mets Assignments Something to think about… What will you do today to expand your sphere of influence? 115

Power Session 4 Slide 21 Your Mets We have talked about… 1.Your sphere of influence 2.Strategies for Met prospecting success 3.How to systematically prospect to your Mets 4.What to say when contacting your Mets sum