1. Lead Generation 36:12:3 Power Session 5: Working with Mets

2. Lead Generation 36:12:3 Slide 2 In this Power Session … 1)Introduction 2)Who are Mets? 3)What is Metworking? 4)Working with Mets 5)Referrals through your Metwork 6)Final Thoughts 7)Putting It All Together Page 1 Power Session 5

3. Lead Generation 36:12:3 Slide 3 Ground Rules 1)Arrive on time. 2)Form groups quickly. 3)Limit side conversations. 4)Turn off cell phones and pagers. 5)Be comfortable. 6)Respect time. 7)Respect each other. 8)Help each other. 9)Respect confidentiality. 10)Have fun! Page 3 Introduction Power Session 5

4. Lead Generation 36:12:3 Slide 4 Page 4 Introduction How You Will Learn Learning Methods 1)Manual Models/Systems Exercises/Discussion Stories 2)Classroom PowerPoint slides KWConnect videos Classmates/Instructor Power Session 5 (continued)

5. Lead Generation 36:12:3 Slide 5 Introduction How You Will Learn Accountability Methods 1)Lead Generation Action Plan 2)Accountability Partner/Program Power Session 5 1. Set Goals 2. Do Key Activities 3. Measure Results 4. Evaluate Process 5. Make Adjustments Accountability Feedback Loop Page 4

6. Lead Generation 36:12:3 Slide 6 EXERCISE Where You Are Today 1)Lead Generation Activities 2)My aha’s from these activities 3)The most difficult part of these activities 4)What I will do differently in the next 24 hours Time: 10 minutes Page 5 Introduction Power Session 5

7. Lead Generation 36:12:3 Slide 7 Why You Are Here Introduction Power Session 5 Page 6 You are here!

8. Lead Generation 36:12:3 Slide 8 Why You Are Here Rick Geha on Mets – Use them or lose them! Read, underline, and share … Page 7 Introduction Power Session 5

9. Lead Generation 36:12:3 Slide 9 Introduction What Will Make This a Great Training Experience Page 7 Power Session 5

10. Lead Generation 36:12:3 Slide 10 Page 9 Who Are Mets? Mets are those you’ve met today Mets are those you’ve known all your life Collect their contact information— feed your database! Power Session 5 Question Who isn’t a Met, really?

11. Lead Generation 36:12:3 Slide 11 Page 10 Who Are Mets? Know your Mets Network Allied Resources Advocates Core Advocates Power Session 5

12. Lead Generation 36:12:3 Slide 12 Page 11 Who Are Mets? Grow your Mets EXERCISE Let Your Fingers Do the Walking 1) How many names did you feed into your Database? 2) How many of those names have you contacted? Time: 5 minutes Power Session 5

13. Lead Generation 36:12:3 Slide 13 Page 12 Who Are Mets? How many Mets do you NEED? EXERCISE How many contacts should I have in my Metwork? Closed Sales Goal _____ x 6 (12:2 ratio) = ______ Contacts in your Met Database Time: 5 minutes Power Session 5

14. Lead Generation 36:12:3 Slide 14 Page 13 Who Are Mets? How many Mets do you WANT? There are no limits! A consistent approach ensures a consistent return. “Size matters.” Godzilla, International Movie Star Power Session 5

15. Lead Generation 36:12:3 Slide 15 What is Metworking? Myth If you build it, they will come. Page 15 Power Session 5 Truth All businesses must drive their customers to them.

16. Lead Generation 36:12:3 Slide 16 What is Metworking? Power Session 5 Bruce Hardie on his Metwork : Everyone he came across was put into his database The 8 x 8 and 33 Touch are his systematic tools for maintaining contact He and his team closed 200 transactions in 2006 That’s the power of Metworking! Page 15

17. Lead Generation 36:12:3 Slide 17 Page 16 What is Metworking? Why is Metworking important? People choose to do business with those they Power Session 5 REMEMBER RESPECT LIKE KNOW

18. Lead Generation 36:12:3 Slide 18 Page 17 What is Metworking? Why is Metworking important? Achieve mindshare Power Session 5 Truth It’s not who you know, it’s who knows you. YOU? Appointment at 1.00 Other agent Customer

19. Lead Generation 36:12:3 Slide 19 Page 18 What is Metworking? Why is Metworking important? Achieve mindshare Power Session 5 Truth You must stay in touch. People may remember you in other ways than as an agent They may remember you when they need help with real estate, but not remember you when someone else needs help

20. Lead Generation 36:12:3 Slide 20 Page 19 What is Metworking? Why is Metworking important? Your Mets can get you off the real estate roller coaster. Power Session 5 Your pipeline of leads must be full at all times!

21. Lead Generation 36:12:3 Slide 21 How to Metwork Marketing Letters, postcards, emails, personal notes, newsletters, reports... sent purposefully and systematically to establish mindshare. Page 21 Power Session 5 Prospecting Making calls through phone calls and visits to ask for business. Real estate is a numbers game and a contact sport P M

22. Lead Generation 36:12:3 Slide 22 Page 22 How to Metwork The 8 x 8 Cements your relationship in the eight weeks after you have made contact. The 33 Touch Maintains that relationship over time. Power Session 5 Metwork Listings Appointment s Sales 8 x 8 and 33 Touch Systematic tools for Metworking

23. Lead Generation 36:12:3 Slide 23 Page 23 How to Metwork EXERCISE The 3-Hour Habit 1)What other activities could be included? 2)How could each hour be organized differently? Time: 5 minutes Power Session 5

24. Lead Generation 36:12:3 Slide 24 How to Metwork The 8 x 8 The 8 x 8 is a high-impact, high-saturation technique that is designed to put you in the number one position in the minds of everyone you add to your Met database. Page 24 Power Session 5 The 8 x 8

25. Lead Generation 36:12:3 Slide 25 Page 25 How to Metwork Sample 8 x 8 action plan Refer to page 25 of your manual Power Session 5

26. Lead Generation 36:12:3 Slide 26 Page 26 How to Metwork 1)Put new Mets on an 8 x 8 program immediately 2)Schedule mailings before your calls 3)Make your calls, see Gary Keller’s story 4)Always offer something of value 5)Schedule mailings and calls on your calendar Power Session 5 (continued) 9 tips for implementing the 8 x 8 plan

27. Lead Generation 36:12:3 Slide 27 Page 27 How to Metwork 9 tips for implementing the 8 x 8 plan 6) Modify the 8 x 8 to work for you, see variations 7) Upon completion of 8 x 8, put Met on 33 Touch 8) Conclude every contact with a request for referrals 9) Take careful notes on each touch Power Session 5

28. Lead Generation 36:12:3 Slide 28 EXERCISE Customizing Your 8 x 8 Plans 1)Break into small groups 2)Create customized 8 x 8 for one of the lead sources on page 28, using the blank form on page 29 Time: 15 minutes Page 28-29 Power Session 5 How to Metwork

29. Lead Generation 36:12:3 Slide 29 The 33 Touch The 33 Touch action plan is an “overkill, over time” approach that will ensure year round contact with your Mets. It means never having to worry that your Metwork will forget you or that some other agent will get their mindshare. Page 30 Power Session 5 The 33 Touch How to Metwork

30. Lead Generation 36:12:3 Slide 30 Page 31 Sample 33 Touch action plan Refer to page 31 in your manual Power Session 5 How to Metwork

31. Lead Generation 36:12:3 Slide 31 Page 32 Just do it Delegate Make 3 calls a year Write 3 handwritten notes after each phone call Power Session 5 The 33 Touch: 7 Strategies for Success 1. Plan How to Metwork

32. Lead Generation 36:12:3 Slide 32 Page 33 The 33 Touch: 7 Strategies for Success 2. Give value Always come from contribution Power Session 5 How to Metwork

33. Lead Generation 36:12:3 Slide 33 Page 34 Anchor a mental association of your name and face with your touches Telephone calls and ‘pop-bys’ are the glue that will hold your action plans together Power Session 5 The 33 Touch: 7 Strategies for Success 3. Get personal How to Metwork

34. Lead Generation 36:12:3 Slide 34 Page 35 4. Have a ‘Midas’ Touch Differentiate yourself from your competitors Make a Midas touch a special part of your action plan see stories pg 35 Power Session 5 The 33 Touch: 7 Strategies for Success How to Metwork

35. Lead Generation 36:12:3 Slide 35 Page 36 5. Be consistent Put your plan on autopilot as much as possible. Set aside a specific time during your 3 hours to make contact. KISS – Keep It Simple Salesperson! They need to be touched, not bedazzled. Power Session 5 The 33 Touch: 7 Strategies for Success How to Metwork

36. Lead Generation 36:12:3 Slide 36 Power Session 5 Bruce Hardie and the car salesman: Bruce kept in touch with his car salesman. His car salesman did not keep in touch with him. What was the result? Page 36 How to Metwork

37. Lead Generation 36:12:3 Slide 37 Page 37 6. Know Your Costs How much does it cost you to Metwork? You may decide to spend more or less of your budget on prospecting or marketing. Prospecting should always be a mainstay and it costs less too. Power Session 5 The 33 Touch: 7 Strategies for Success How to Metwork

38. Lead Generation 36:12:3 Slide 38 Page 37 Power Session 5 Know your Costs EXERCISE 1 How much does it cost to Metwork? 1)Using the formula on page 37 of your Manual, determine your Metworking costs. Time: 5 minutes How to Metwork

39. Lead Generation 36:12:3 Slide 39 Page 38 Power Session 5 Know your Costs EXERCISE 2 How much does it cost you NOT to Metwork? 1)Using the formula on page 38 of your Manual, determine how much it costs you not to Metwork. Time: 5 minutes How to Metwork

40. Lead Generation 36:12:3 Slide 40 Page 39 7. Modify the 33 Touch to work for you Keep it systematic. Customize it to suit your needs. Power Session 5 The 33 Touch: 7 Strategies for Success How to Metwork

41. Lead Generation 36:12:3 Slide 41 EXERCISE Customizing your 33 Touch 1)Break into small groups 2)Create a customized 33 Touch using blank form on pg 39 Time: 10 minutes Page 39 Power Session 5 How to Metwork

42. Lead Generation 36:12:3 Slide 42 Page 40 Metworking to your circles Network → Lead Generation Strategy? Inner Circles Allied Resources → Lead Generation Strategy? Advocates → Lead Generation Strategy? Core Advocates → Lead Generation Strategy? see table pg 40 Power Session 5 How to Metwork

43. Lead Generation 36:12:3 Slide 43 Page 41 Metworking your different categories Allied Resources Remember, ‘I’ll scratch your back if you scratch mine.’ Think of your Allied Resources as partners in your business. Power Session 5 How to Metwork

44. Lead Generation 36:12:3 Slide 44 EXERCISE Who are your Allied Resources? 1)List all the Allied Resources in a position to provide you with leads. Use the table on page 42. 2)Jot down services you can provide them in exchange. Time: 5 minutes Page 41-42 Power Session 5 How to Metwork

45. Lead Generation 36:12:3 Slide 45 Page 43 Metworking your different categories Working with your Allied Resources Visit one-on-one with them several times a year. Educate them on how to communicate your value proposition. Remind your vendors that your business depends on referrals. You have choices, exercise them wisely. Power Session 5 How to Metwork

46. Lead Generation 36:12:3 Slide 46 Page 44 Metworking your different categories Working with your Advocates People who have done business with you in the past and have become raving fans Don’t entrust their loyalties to memory Touch them regularly; send items of value Meet with them about once a month Power Session 5 How to Metwork

47. Lead Generation 36:12:3 Slide 47 EXERCISE Your Advocates 1)How many of your Advocates have you met within the past month? 2)How do you plan to meet with them in the coming month? Use chart on pg. 45 Time: 5 minutes Power Session 5 Page 44-45 How to Metwork

48. Lead Generation 36:12:3 Slide 48 Page 47 Metworking your different categories Working with your Core Advocates If Advocates are fans, Core Advocates are your concert promoters, and are well placed to provide you with a steady stream of qualified leads. Chart a course to develop a relationship with specific Core Advocates. Provide them with the highest level of service. Provide some sort of service in return. Power Session 5 How to Metwork

49. Lead Generation 36:12:3 Slide 49 Power Session 5 Janet Faulk’s Wealth Determiners: Janet has six Wealth Determiners. She finds out what is important to them and offers them items value. One third of her income comes from these six people. Page 48 How to Metwork

50. Lead Generation 36:12:3 Slide 50 EXERCISE Your Core Advocates 1)What sort of services or benefits can you provide Core Advocates? 2)List any Core Advocates you have. 3)List a Core Advocate you would like to have, then think of someone you know who might be able to get you in touch with that person, or someone closer to them. Time: 5 minutes Page 49 Power Session 5 How to Metwork

51. Lead Generation 36:12:3 Slide 51 Referrals Through Your Metwork Page 51 Power Session 5 Success Through Others Imagine that your Metwork is 216 people. 216  6 = 36 deals in a year Imagine that each one in your Metwork only knows six people. Each person knows someone selling their home. 216  1 = 216 deals in a year continued

52. Lead Generation 36:12:3 Slide 52 Page 51 Power Session 5 Success Through Others Working for Referrals The strategy to ask for referrals is simple: 1)Educate 2)Ask 3)Reward Referrals Through Your Metwork

53. Lead Generation 36:12:3 Slide 53 Page 52 Power Session 5 1. Educate How many people do you know who could readily communicate to a prospective referral the benefits of using you as their real estate agent? It is your job to Educate them on the value you place on referrals Explain what to do if they have a referral Referrals Through Your Metwork

54. Lead Generation 36:12:3 Slide 54 Page 52 Power Session 5 1. Educate Explain what to do if they have a referral In person and over the phone In writing Referrals Through Your Metwork

55. Lead Generation 36:12:3 Slide 55 Page 54 Power Session 5 EXERCISE Educating your contacts On Your Own – Guided Self Study Referrals Through Your Metwork

56. Lead Generation 36:12:3 Slide 56 Page 55-56 Power Session 5 2. Ask Not everyone thinks to ask for a referral. In person and over the phone — see scripts pg 55-56 Referrals Through Your Metwork

57. Lead Generation 36:12:3 Slide 57 Page 57 Power Session 5 2. Ask Not everyone thinks to ask for a referral. In writing—see note pg 57 Referrals Through Your Metwork

58. Lead Generation 36:12:3 Slide 58 Page 57-58 Power Session 5 EXERCISE Ask for the referral On Your Own – Guided Self Study Referrals Through Your Metwork

59. Lead Generation 36:12:3 Slide 59 Page 59 Power Session 5 3. Reward You must be systematic in your approach to rewarding a referral Reward the right behavior Show appreciation at every stage of transaction. Recognition and appreciation are important as gifts Reciprocate when possible – referrals beget referrals Referrals Through Your Metwork

60. Lead Generation 36:12:3 Slide 60 Page 60 Power Session 5 Plan your rewards through a 33 Touch Plan Create an Advocate Appreciation plan for customers who have referred business to you Include items of value If customer is on another plan, cancel that and start the Advocate Appreciation as soon as they make referral exercise on next slide Referrals Through Your Metwork

61. Lead Generation 36:12:3 Slide 61 EXERCISE Your Advocate Appreciation 33 Touch 1)Look at the sample 33 Touch plan for your Advocate Appreciation on page 61 2)In small groups, Develop a customized Advocate appreciation 33 Touch program using the worksheet on page 62 Time: 10 minutes Page 60-62 Power Session 5 Referrals Through Your Metwork

62. Lead Generation 36:12:3 Slide 62 Final Thoughts Page 63 Power Session 5 Metworking works! It is one of the easiest and most pleasurable ways to do business. Through the 8 x 8 and 33 Touch you are ensuring a steady stream of leads, referrals, and new and repeat business. Keep the financial rewards in mind.

63. Lead Generation 36:12:3 Slide 63 Power Session Aha’s Your Lead Generation Action Plan Power Session 5 Putting It All Together Page 64-65

64. Lead Generation 36:12:3 Slide 64 Power Session 5 Page 66-67 Putting It All Together The 3-Hour Habit 1)Time block 3 hours every workday before noon. 2)No skipping. If you must erase, then you must replace. 3)Allow no interruptions (unless they truly are emergencies).

65. Lead Generation 36:12:3 Slide 65 Thank You for Being Here! Don’t forget your evaluations!