1. 5 LISTING APPOINTMENT FUNDAMENTALS

2. TODAY’S WORKSHOP Intro 5 Listing Appointment Fundamentals CMA’S and Commissions How to get to the next level

3. REAL ESTATE EXPERIENCE Licensed October 19 th, 1998 Broker License in since 2002 Training & Mentoring 12 years now Sold/ closed over 1,200 homes / $250M

4. VIDEO MARKETING -BP CLAIMS- REA

5. MY FAMILY

6. AHA MOMENT

7. MY PASSION Do what you love Do great work Paid well

8. ONE OF MY PASSIONS Ray’s Initiative on February 8 th, 2014

9. THE BASIC SKILLS

10. REALTORS BASIC SKILLS 5 Core Fundamentals

11. #1 BUILD RAPPORT

12. HOW TO BUILD RAPPORT The 4 Major Rapport Builders FROGFROG Family Recreation Occupation Goals People don’t care what you know…until they know that you care!

13. #2 QUALIFY Ask Quality Questions MotivationTiming Find a Problem

14. TOP 3 PAIN POINTS FOR HOME SELLERS The Fear of not selling at all The Fear of not selling fast enough The Fear of not selling for enough money

15. #3 PRESENTATION SKILLS

16. #4 CLOSE Ask for the sale You can’t get if you don’t ask!

17. #5 HANDLING OBJECTIONS You have to go through a series of No’s before you get a yes!

18. HANDLING OBJECTIONS TIPS Understand the situation Ask the right questions Dig deep Search to find a problem “EXPOSE THE PAIN” Offer a better solution Write down the objections you cannot handle

19. REMEMBER 5 WORDS Focus on Conversations not Conversions!

20. CONVERSIONS Conversations turn into Conversions!

21. REVIEW OF THE 5 BASICS 1. Build Rapport 2. Qualify the Client 3. Give a Great Presentation 4. Close for the Sale 5. Handle Objections

22. A RECENT STUDY 44% of salespeople quit after the 1 st time they hear NO 22% of salespeople quit after the 2 nd time they hear NO 14% of salespeople quit after the 3 rd time they hear NO 12% of salespeople quit after the 4 th time they hear NO 92% of salespeople quit - 1 st and 4 th time they hear NO 60% of sales close after prospect says NO at least 4 times 8% of salespeople are left when the prospect is ready to say YES

23. HOW WE LEARN

24. CMA’S A lot of top agents….NO MORE CMA’S Differentiate themselves How could somebody evaluate without seeing it? A CMA is like looking in the rear view mirror! Try to find a sellers bottom line THE CMA CAN MAKE A GOOD APPOINTMENT GO BAD QUICKLY!

25. Willing to pay a 3% commission if you have a buyer If I could bring you a cash offer today on your terms…90% The seller has already reduced 13% and the real buyer hasn’t even shown up yet. Knock off another 3% to 5% when the real buyer shows up 16% to 18% off their price….so, there’s always room for a 6% to 7% commission COMMISSIONS

26. 3 Ingredients to Greatness Motivation Coaching Practice Repetition is the mother of skill DANIEL COYLE’S

27. LOOK US UP http://www.realestateacademi.com /

28. THE NEXT LEVEL

29. OFFER # 1- PERSONAL COACHING Bronze Package  (2) 30- Minute Private Strategy Calls per Month  Normally $400 (1) session  6 Month commitment $297.00 per Month  6 Months at $297.00 = $1,782.00  Sell (1) $60,000 home breakeven  Sell (1) $200,000 @ 3% make $6,000  Sell (3) $200,000 @ 3% make $18,000

30. OFFER #2- MORE ATTENTION Silver Package  (4) 30- Minute Private Strategy Calls per Month  Normally $800 for (2) sessions  6 Month commitment $497.00 per Month  6 Months at $497.00 = $2,982.00  Sell (1) $100,000 home breakeven  Sell (2) $200,000 @ 3% make $12,000  Sell (4) $200,000 @ 3% make $24,000

31. OFFER #3- TEAM OR INDIVIDUAL Gold Package  (4) 60 Minute Private Strategy Calls per Month  Normally $1,600 for (4) sessions  6 Month commitment $997.00 per Month  6 Months at $997.00 = $5,982.00  Spilt that with a Team Member  Sell (1) $200,000 home breakeven  Sell (3) $200,000 @ 3% make $18,000  Sell (5) $200,000 @ 3% make $30,000

32. MAKING AN INVESTMENT $112,500 2 years later $354,867 As of 6/9 - $439,146 $16.00 per share = $502,912 $20,000 1 year later $680,000 Still have 142 Claims in If Half go through = $781,000

33. FRIDAY MAY 23 RD, 2014

34. I RECENTLY HIRED A TRAINER Keys to Coaching Success  You have to believe  You have to invest  You have to work it  When I struggled???  My trainer hold me accountable

35. TESTIMONIAL 6/8/14 Robert, I just wanted to thank you for the awesome coaching. Using your techniques, motivation and confidence, we have been calling FSBOs for the past 2 weeks. I have scheduled over 10 appointments each week. They are all now on a follow up program and I know there are a few listings waiting to happen. In fact I have one listing scheduled for this week. Thanks again, Chip Deacon Extreme Home Selling Team Keller Williams

36. CONTACT INFO