1. Thrive in Your First Year of Business Learn the important strategies to be successful out of the gate by surviving and thriving in your first year in the business.

2. The hard truth: - “The Power of One” 2 Thrive in Your First Year of Business No leads = No sales = No closings = No income !

3. Avoid the “Real Estate Valley of Death” Time to receive your first commission check is … Can you survive this? 3 Thrive in Your First Year of Business

4. Countdown to Payday 4 It all begins with leads! Thrive in Your First Year of Business

5. Set Goals Right Away For Your First Year – Amount of income – Number of closed transactions – Number of hours each day/week lead generating Imagine the Possibilities – Vision board with goals – Set your goals right now 5 Thrive in Your First Year of Business

6. Plan and Focus First, do what sets you on the path to achieving your goal. Focus on ONE thing at a time! – Know your one thing and how to get there. Plan your day! – Stick to your plan. – Time block your morning for lead generation. Don’t spread yourself too thin with different lead sources. 6 Thrive in Your First Year of Business

7. “Plan your day around your lead generation, not your lead generation around your day.” 7 - Chris Heller Thrive in Your First Year of Business

8. Prospect – Don’t Hesitate or Wait! Call everyone in phone/address book now. Every person you talk to everyday is a prospect—now or in the future. Knock on doors, give out mailers, ask for email, or take down address and keep in touch. ASK for business! Don’t stop your daily lead generation when you get busy servicing leads! 8 Thrive in Your First Year of Business

9. Master Scripts Scripts are your friend. Collect scripts from BOLD, Ignite, KWU downloads, Agent Mountain, the MAPS App (one a day). Memorize and internalize. Record and listen back. Gives you confidence. 9 Thrive in Your First Year of Business

10. “Amateurs practice until they get it right and professionals practice until they can’t get it wrong.” 10 - Anonymous Thrive in Your First Year of Business

11. Know the Market Preview homes Know price ranges, features, DOM Absorption rate Sales this year vs. last year List to sell ratio 11 Thrive in Your First Year of Business

12. Build Habits Build a habit in 66 days Most important habit for this business? 3 hours a day for appointments! 12 Thrive in Your First Year of Business

13. “We are in two businesses: real estate and lead generation.” 13 - The Millionaire Real Estate Agent Thrive in Your First Year of Business

14. Build a Database It’s your “book of business” and it has value. You already have one! – Your phone and your address book Add every one you know and every one they know to your database. Then communicate to it every day. Tag your top 150 people, then the top 50, go to lunch with 1 a week and talk real estate. 14 Thrive in Your First Year of Business

15. Learning – Never Stop! Invest in your training and yourself. – Learn from the best – Attend Family Reunion, Mega Camp, BOLD, Ignite – Develop a Personal Growth Plan and look at it weekly – Study the best: YouTube, CDs, DVDs, books – Gary Keller's reading list 15 Thrive in Your First Year of Business

16. Gary’s Favorite Books The 22 Immutable Laws of Marketing The Demographic Cliff 100 Great Businesses and the Minds Behind Them Positioning The Ultimate Blueprint for an Insanely Successful Business Marketing War-Fare Give and Take Focus 16 Thrive in Your First Year of Business

17. Attitude Come from contribution, help people. Give excellent customer service—promote your newness and devotion. Remember: knowledge and confidence trumps experience. Never take “no” for a final answer—stay positive, keep a smile. Surround yourself with positive people—keep going! 17 Thrive in Your First Year of Business

18. Extra Grow your own Profit Share Tree right away—share the gift of KW. Your passion is more important than your knowledge. Always follow the model! – Don’t miss-hire—only hire an admin first! – Lead with revenue – Take RSTLM as soon as possible 18 Thrive in Your First Year of Business

19. The Six Personal Perspectives Commit to Self-Mastery Commit to the 80/20 Principle Move from “E” to “P” Make Being “Learning Based” the Foundation of Your Action Plan Remove Your “Limiting Beliefs” Be Accountable 19 Thrive in Your First Year of Business

20. “Make money before you spend it.” 20 - Gary Keller Thrive in Your First Year of Business

21. Action Plan List at least ONE action you will take as a result of what you’ve learned. 1. _________________________________________ 2. _________________________________________ 3. ___________________________________________________________

22. Thank You! Please complete an evaluation for this session. Use any mobile device! www.kwueval.com.