BHGREGG Fast Start Workshop - Less Blah Blah More Ah Ha Business Development

1

Fast%Start

Sunday, November 4, 12

8

Welcome%to%the%Real%Estate%Business


5

The%Secret%To%Success%

Knowing%What%Others%Don’t.

Doing%What%Others%Won’t.

Less%Blah%Blah%More%Ah%Ha%A%Chapter%One


6

Your%Modern%Mind%Set%The%What%and%Why.


7

Your%Modern%Skill%Set.The%How?%%The%When?


6

What%will%it%take?


8Wage%Slave.%Job.%%Hobby.


8

It’s%a%Pay%For%Performance

Lifestyle.%


24


8

A%Day%At%The%Beach

%Peace.%Sunshine.%Unicorns.

Pre%2008Sunday, November 4, 12

8

Recession

Danger.%Adventure.%Survival.%Sunday, November 4, 12

8

Recession%+%ConsumerATech%Revolution%%=

OMG%Tidal%Change%Waves%Sunday, November 4, 12

8

We’re%not%in%Kansas%anymore.%


14

We%Live%&%Work%in%a%Trust%Starved,%Don’t%Bore%Me,%Don’t%%BS%Me,%and%Definitely%Don’t%Sell%Me%Society!


15

Electric%CowboyLookAAtAMeMarkeYng%is

DOA��Sunday, November 4, 12

16

New%Reali&es?What%and%How%We%Sell.

Who%We%Compete%With.

The%Truth%About%Opportunity.

How%CiYzens%Choose.

Digital%Darwinism.%Sunday, November 4, 12

17

experiences


18

This%company%sells%a%cup%of%coffee%commodity?%%


%What%is%this%company%selling?%%


Shoes%for%sale?%%


%What%is%this%company%selling?%%


23

“It’s more fun to be a PIRATE

than to join the Navy.”

Human%ExperiencesSunday, November 4, 12

New%CompeYYve%Reality?

19

We%are%compeYng%for%the%moment.

We%are%compeYng%for%the%future.

We%are%compeYng%for%relevance.

~Brian%Solis


20

.

.

.

.

.

.Sunday, November 4, 12

22

1080.%%AdverYsing.%%Romance.%%Finance.%%Career.%%Rehab.%%Anger%Managment.%%American%Idol.%ParenYng.%Elderly%Parents.%%Kids.%%

Physical%Health.%%Mental%Health.%Spiritual%Health.%Everything%But%US.Sunday, November 4, 12

27

The%Truth%About%Opportunity%Reality


9

Don’t%Drink%The%Bad%KoolAAid


13

The%Three%Reasons%she%doesn’t%have%ALL%the%business%she%desires.


10Who%Wants%It?

Business%Done%Daily


14

Reason%1.

She’s%in%the%dark.%%


15

Reason%2.

She’s%a%Secret%Agent


Reason%3.

Gah!%%It%didn’t%go%as%planned%.%.%.16


26

The%How%Do%CiYzens%Choose%Reality?


24

4 out of 5 buyers and sellers only contact 1 or 2

agents.


24

2011%NaYonal%AssociaYon%of%REALTORS%A%Profile%of%Home%Buyers%and%Sellers

66%%+%16%%=%82%


24

7 in 10 choose an agent

they TRUST


24


26

From%Lost%In%The%Crush!%


27

%Memorable%and%Chosen


04/01/1018

Top%Of%Mind%AwarenessFirst%mental%recall%in%a%parYcular%category.%%Our%category%is%Real%Estate%Agent%or%Broker.

Relevant%/%Remarkable%/%RepeYYous


32

Be%Relevant


How%Can%We%Discover%What’s%RELEVANT%

To%THEM?

33


Be%the%world’s%greatest%

listener.


Demographics~VS~%

PsychographicsSunday, November 4, 12


Are%we%wearing%Meat%to%a%Vegan

%party?%


%Let’s%ReThinkThe%Golden%Rule%1.0

04/01/1034


04/01/1036

Let’s%do%lunch.%%My%treat!

Hi!%%I’m%aBlowfish


04/01/1036

Let’s%do%lunch.%%My%treat!

Hi!%%I’m%aBlowfish


04/01/105637

The%Golden%Rule%2.0Do%unto%others%as%

THEY%would%have%done%unto%themselves.


51

Blah%Blah%Blah%All%About%US%%%Monologue%Broadcast


52

[email protected]

%All%About%THEMConversaYon

Sharing%+%Solving%+%ServingSunday, November 4, 12

ConversaYonand

ConnecYon

Contact

%Trustand

Discovery

OnAPurpose%and%InAPerson%Contact%&%ConversaYon

Sharing,%Serving%&%Solving

Become%Preferred,%Referred%and%Rewarded

24/6/18/1080


It’s%not%who%YOU%KNOW.

28


It’s%who%KNOWS%YOU%

as..Sunday, November 4, 12

Social Context

29


Professional Context


People%don’t%care%

how%interesYng%we%are.%

They%care%how%

interested%in%them%

we%are.

33



60

Not%Remarkable%Like%This��


04/01/1020

Not%Remarkable%Like%This.Sunday, November 4, 12

SurpriseDelight%

&


SURPRISE%&%DELIGHT

Not%Startle%or%ShockSunday, November 4, 12

To%Become%Remarkable%&%Remembered%Focus%On%Needs%Of%Others

1.%A%Sense%Of%Significance

2.%A%Sense%of%Certainty

3.%An%Improved%State%of%BeingSurprise%


04/01/10

1.%%Show%up.%2.%%Listen.3.%%Deliver.4.%%Be%consistent.5.%%Keep%your%promises.6.%%Don’t%brag.7.%%Don’t%push.8.%%FollowAup.9.%%FollowAthrough.10.%%Pay%aienYon.11.%%Be%generous.12.%%Show%up%on%Yme.12.%%Have%a%sense%of%humor.13.%%Don’t%complain.14.%%Don’t%make%excuses.15.%%Accept%responsibility.16.%%Have%paYence.17.%%Be%passionate.18.%%Be%thoughjul.19.%%Don’t%blame.20.%%Don’t%shame.21.%%Be%posiYve.22.%%Be%empatheYc.23.%%Be%thankful. 43

You%Don’t%Have%To%Be%SuperAWoman.%%You%Only%Have%To%Give%A%Damn%Care%.%.%.


66

I've%learned%that%people%will%forget%what%you%said,%and%people%will%forget%what%you%did,%but%people%will%never%forget%how%y�u%made%them%feel.

Maya%Angelou

~%Maya%A


04/01/1021

http://www.flickr.com/photos/yushimoto_02/4251723517/

Relevant%RepeYYon

You%Are%Here%A%The%Super%Nova%Sun%Of%

Influence,%Sharing,%Solving%and%Serving☞


59

Online%Life Real%Life


59

Opening%Our%Online%Eyes%and%ImaginaYons


Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%Me%.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%.%All%About%Me!!!%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%Me%.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%.%All%About%Me!!!%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%Me%.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%.%All%About%Me!!!%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%Me%.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%MeMe.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%%Me.%Me.%Me%Me.%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71

ConversaYonand

ConnecYon

Contact

%Trustand

Discovery

IN:%OnAPurpose%and%InAPerson%Contact%&%ConversaYon


Become%Preferred,%Referred%and%Rewarded


72

.

“It’s%not%the%strongest%who%survive,%nor%the%most%intelligent,%but%

the%ones%most%adaptable%to%change.”%%%

Charles%Darwin%


The%FUTURE%has%already%happened.%It’s%just%not%evenly%

distributed�A%Adrian%Slywotzky,%Mercer%Consultants


74


hip://www.GapingVoid.com


http://www.GapingVoid.com

http://www.GapingVoid.com

Become%Omnipresent

How%social%savvy%real%estate%agents%become%omnipresent

Findable%+%Sharable%Sunday, November 4, 12

61

Every%morning%in%Africa%a%Gazelle%wakes%up.%It%knows%it%must%run%faster%than%the%fastest%lion%or%it%will%be%killed.%

Every%morning%a%Lion%wakes%up.%It%knows%it%must%outrun%the%

slowest%Gazelle,%or%it%will%starve%to%death.%

It%doesn't%maier%whether%you’re%a%Lion%or%a%Gazelle,%when%the%sun%comes%up,%

you'd%beier%be%running.%%Sunday, November 4, 12

Why%didJesses%James%rob%banks?%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%



79

Degrees%of%SeparaYon%In%Real%Life%=%6


80

Degrees%of%SeparaYon%on%Facebook%=%3.97


%%An%Audience%with%an%Audience%of%Audiences95

%The%Facebook%WaterACoolerAEffect


82

Because%People%Trust,%Choose%and%Recommend%the%Familiar%.%.%.

%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%


Because%Facebook%is%an%AnYADopeAInATheADark%Strategy

95


Because%Facebook%is%an%AnYASecretAAgentAStrategy


85

%

%Six%Facebook%Best%PracPces%1.%%Status%Update%=%Waving%Hello%

%2.%%Like%=%Smile%&%Head%Nod%

%3.%%Share%=%ContribuYon/Giving

%4.%%Lists%=%Listening%+%Insight%(relevant)

%5.%%Friending%=%Oxygen%=%Life%

%6.%%Comments%=%ConversaYon%&%ConnecYon


62

Are%you%serious%about%becoming%social%savvy,%trusted,%preferred%and%referred?

Read%these%books.%%Then%take%acYon!


3

To% b e c o m e%s o m e t h i n g%you’ve% never%been% before%w i l l% requ i re%you% do% things%you’ve% never%done%before.


55

Fail%FasterSucceed%Sooner


When You Feel Fearful Do You…Hit The Brakes?�Swerve?Turn Into It & Floor It?

More in Chapter 9 in the book Less Blah Blah More Ah Ha 57


56Please read Chapter 10 in the book Less Blah Blah More Ah Ha

Spectacular%Achievement%Is%Always%

Preceded%By%Unspectacular%PreparaYon~Robert%Schuller


52


63

In Person and On PurposeContact and Conversation


96

ConversaYonand

ConnecYon

Contact

%Trustand

Discovery

OnAPurpose%and%InAPerson%Contact%&%ConversaYon


Become%Preferred,%Referred%&%Rewarded


Speak Perpetual Success Into Existence

65


What%about%scripts?98


99

Spectacular%Achievement%Is%Always%Preceded%By%Unspectacular%PreparaYon

A%Robert%SchullerSunday, November 4, 12

66

How We Say It Matters!


67

Super Duper Fast and Hyper Tiny

Story Telling

Know How It Ends then Choose A

Beginning

Include Details

Engage the Reticular Activating System

Broca & Surprise

Laws of Attraction


68

How’s That “Real Estate Thing” Working Out?


69

Beam Savvy

B e p r e p a r e d . K n o w exactly what you are going to say and how you’re going to say it

Tell an interesting story. Include info-nuggets and factoids.

Conclude with a request for for help. Lastly, after asking for something…you must g i v e s o m e t h i n g ( a c o m m i t m e n t o r a promise).


70

Give Before you GETI know you’re busy, did I catch you at a good time?

I PROMISE to…


71

% I’ve% thoroughly% researched% and%

analyzed% the% real% estate% market.%

I’ve% interviewed% all% the% prominent%

real% estate% firms% in% our% market%

place.% %I%feel%that% I%can%provide%my%

clients%with% the% best% services% and%

resu l ts% by% partner ing% w i th%

PrudenYal%Gary%Greene,%Realtors.%


72

Can% I% ask% you% a% semi%personal%quesYon?%%If% a% close% friend% or% % coAworker% asked% you% to%recommend%a%real%estate%agent,% who’s% name% pops%into%your%head?

1.%Reinforce2.%Make%a%Promise%3.%Ask%for%referrals4.%Ask%to%stay%in%touch


73

Get%Permission%To%FollowAUp

Earn%Respect

Feel%Good

“Would%you%be%offended%if%

I%touched%base%

every%so%ouen…to%say%h

i%and%see%if%there’s%

anything%I%can%do%for%you

?


74

It’s%Official.%CongratulaYons!%You’re%a%Realtor.% %What%can%you%say%to%your%friends,%neighbors,% relaYves%and%former%coworkers%that%will%begin%transforming%their%current%percepYon%of%you%as%_%_%_%_%_%_,% into%a%shiny%new%percepYon…the%professional,%successful,%producYve,%elite%Realtor,%worthy%of%referrals?

Your%makeover%begins%be%creaYng% fresh% impressions.% % You%can%begin% crauing% your%new%Elite%Realtor% Icon%idenYty%by%uniquely%responding%to%common%quesYons%asked%of%new%real%estate%agents.%

A%few%Yps%before%we%begin:

1. Be%prepared%A%know%exactly%what%you%are%going%to%say2. Levitate%above%the%Sea%of%Sameness.3. Tell%an%interesYng%story,%include%a%informaYon%nugget%or%factoid,%conclude%with%a%request%for%referral%business.%%Lastly,%auer%asking%for%something…you%must%give%something…a%commitment%or%a%promise.

They%Say:%%How’s1the1real1estate1thing1coming?

You%Say:% %Great.% I’ve% thoroughly% researched%and%analyzed%the%real% estate%market.%I’ve% interviewed%all% the%prominent%real%estate%firms%in%our%market%place.%%I%feel%that%I%can%provide%my%clients%with%the%best%services%and%results%by%partnering%with%PrudenYal%Gary%Greene,%Realtors.% %So,% I’m%very%busy%building%my%real%estate%business.%%I%don’t%want%you%to%get%the%wrong%impression%though,%although%I’m%busy,%if%there%is%ever%anything%real%estate%related%I%can%do%for%you%or%someone%you%know…I%promise%I’ll%make%Yme%to%help%you%or%anyone%you%refer%to%me.% %In%fact,% if%you%ever%have%a%real%estate%related%quesYon%or%need…for%example,%you%need%a%contact% number% for% a% reliable% painter,% flooring% company,% etc.,% or% you% need% property% tax% informaYon% or%anything% like%that…I%would%be%happy%to%help.% %Also,% if%you%ever%hear%of%anyone%in%your%neighborhood%or%at%work,%who%is%thinking%of%selling%or%buying%a%home,% I%would%consider% it% a%huge%favor%if%you%referred%me% to%them.%I%promise%to%do%a%great%job%and%I%treat%my%clients%like%family.

If%not%now…WHEN?


75

OpPon%Two

They%Say:%%How’s1the1real1estate1thing1coming?

You%Say:% %Great.% %I’ve%interviewed%all% the%prominent%real%estate%firms%in%our%market%place%and%I’ve%chosen%PrudenPal% Gary% Greene,% Realtors% as% my% partner% and% the% company% I% believe% will% provide% me% the% best%opportunity% to%offer% the% best% real%estate%markeYng,% services%and%most% importantly% results% for%my%clients.%%I’m%off%to%a%busy%start,%thanks%for%asking.% %Can%I%ask%you%a%semi%personal%quesPon?% %If%a%close%friend%or%co\worker%asked%you%to%recommend%a%real%estate%agent,%who’s%name%pops%into%your%head?

They%Say:%%I1can’t1think1of1anyone.%

You%Say:%Perfect.%I’d%like%the%opportunity%to%earn%the%privilege%of%being%the%Realtor%you%would%call%on%if%you%should%ever%need%any%real%estate%related%help…or%if%a%neighbor%or%coworker%asked%you%to%recommend%a%real%estate%agent,% I%would%consider%it%a%huge%favor%if%you%passed%my%name%along.% %With%your%permission%I’d%like%to%touch%base%with%you%every%so%o]en%and%see%if%there%is%anything%I%can%do%for%you%or%anyone%else%you%might%know% who%might% need% real% estate% services% or% help.% %Would% that% be% ok?% % Great…here’s% a% my% contact%numbers.

If%They%Say:%%Bill1Big1Shot1with1XYZ

You%Say:% %Great.%%Beiy%Big%Shot%Diva%is%a%good%agent.% %Should%you%ever%need%a%second%opinion%or%a%second%alternaPve,%I’d%like%to%earn%the%privilege%of%being%the%realtor%you%could%rely%on%should%Beiy%Big%Shot%Diva%be%unavailable.% %With%your%permission,% I’d%like%to%touch%base%with%you%every%now%and%then%to%see%if%there%is%anything%real%estate%related%I%can%do%for%you%or%anyone%else%you%know%who%might%need%real%estate%service%or%help.%Would%that%be%ok?%%%%%%%%%%%%%%%%%%

%%Those%who%get%no3ced,%Get%Ahead.%%~Tom%PetersSunday, November 4, 12

76

Send%a%handwriien%note%with2%business%cards.


77

Wheeeee…..I%Passed

%My%Test.%%

I%Can%Sell%Real%Estat

e%Now.%%

Hello%World…Here%I%Come!


78

Calling% Behind% Your% “I’ve% Partnered% With% PrudenPal% Gary% Greene% Realtors”%announcements% is% the%first%criYcal%step%in%creaYng% “Top%of%Mind%Awareness”%and%a%prosperous% referral%based%business.% % Your% first% call/personal% contact% is% designed% to%inform%everyone%that%you%are;%open%for%business,%discover%immediate%opportuniYes,%explain%how%your%business%works%and%respecjully,%conversaYonally%and%courteously%ask%for%permission%to%stay%in%touch%and%ask%for%referrals.

Step%One:% %Mail%your%announcements,%including%one%to%yourself.% %When%you%receive%your%announcement%in%the%mail,%go%to%Step%Two.

Step%Two:%%Set%a%goal%for%how%many%personal%contacts%you%will%make%per%day.%Pick%up%the%phone%and%call%as%many%people%as%it%takes%to%reach%your%goal.%The%faster%you%are,%the%more%persistent%and%commiied%you%are%(you’re%a%PRO%right?)%the%more%successful%you%will%be!

Step%Three:%%When%they%answer,%you%might%use%a%dialogue%similar%to%this.

They%Say:11Hello

You%Say:% %Hi%(their%name),%this% is% (Your%Name).% % I%know%you’re%busy,%do%you%have%a%%couple%of%quick%moments?%(Always%provide%an%opportunity%for%a%graceful%exit.)

They%Say:11Yes.

You%Say:%%Great.%I’ve%got%my%real%estate%hat%on%today%and%besides%calling%to%say%hello,%I%dropped%a%couple%of%my%Realtor%business% cards% in%the%mail%and% I%wanted%to%double%check%and%see%if%you%received%them?%%

�Sunday, November 4, 12

79

They%Say:11Yes….

You%Say:%%Great.%%I’m%launching%a%new%Real%Estate%Business%and%I’ve%chosen%PrudenPal%%Gary%Greene,%Realtors%as%my%business%partner.% %I%wanted%to%make%sure%you%had%my%contact%numbers…%if%you%ever%have%a%real%estate%related%quesYon…like%X%Y%Z%,%or%if%you%hear%of%a%neighbor%or%coworker%who%is%thinking%of%making%a%move…I%would%be%happy%to%help.% %Although% I’m%busy,% I’ll% always%make% the%Pme%to%help%you%or%anyone%you%refer%to%me%and%I%promise%I’ll%do%a%great%job.%Oh…one%other%thing….would%it%be%ok%to%touch%base%every%so%o]en%to%see%if%there%is%anything%I%can%do%for%you.%%I%wanted%to%get%your%permission.

Step%Four:%%Send%a%handwriien%“note%card”,%with%2%business%cards.

Step% Five:% % In% your% “contact%manager”% note% the% date% of% contact% and% any% relevant%informaYon%which%will%aid%in%making%your%followAup%contact%unique.%%Step%Six:%%Send%them%a%direct%mail%piece%at%least%once%per%month.%(Creates%Top%of%Mind%Awareness!)

Step%Seven:%%Auer%your%first%monthly%“direct%mail”%piece%has%been%delivered%follow%up%with%a%telephone%call.%%This%call%is%designed%to%discover%new%opportuniYes,%create%“Top%of%Mind%Awareness”%and%receive%permission%to%conYnue%mailing.%%Your%dialogue%might%go%something%like%this…

You%Say:%%Hi.%%Do%you%have%a%quick%minute%or%two…I%know%you’re%busy.%%I%was%calling%to%see%if%you%received%my%Post%Card…the%one%with%the%real%estate%informaYon?


80

They%Say:%%Yes

You%Say:%%Great,%I%would%like%to%send%you%real%estate%related%informaYon%from%Yme%to%Yme%and% I% was% calling% for% two% reasons…to% see% if% you% received% it% and% get% your%permission% to%conPnue.%%I%didn’t%want%to%assume%it%was%ok,%without%checking%with%you.%%Is%it%ok?%%

They%Say:11Sure.

You%Say:%%Thanks.%%If%I%can%ever%help%you%with%anything%real%estate%related,%don’t%hesitate%to%call%on%me.% %Although%I’m%busy,% I’ll%always%make%Pme%to%take%care%of%you%or%anyone%you%refer%me%to.%%I%promise%I’ll%do%a%great%job.%%Take%Care.

Step%Eight:% %Make%personal%contact%every%70%days…ask%for%referrals.% %Your%conversaYon%for%the%second%call%might%go%something%like%this….

You%Say:%Hi%(Their%Name),% this% is% _________%with%PrudenYal%Gary%Greene…I%know%you’re%busy,%do%you%have%a%couple%of%quick%moments?

They%Say:11Sure.

You%Say:% %Great,%the%reason%I%was%calling%was%to%touch%base%and%see%if% there%was%anything%real% estate% related% I% could% do% for% you.% %When%we% last% visited,% I% shared% that% I% would% be%touching% base% every%so%ouen%and% I% wanted% to%keep%my% commitment% and% check% in%with%you.%%Can%I%do%anything%for%you?


115

They%Say:11Nope

You%Say:%%Thanks%for%visiYng%with%me,%if%you%hear%of%a%neighbor%or%coworker%who%is%thinking%of%making% a%move% in%the%next%30%days%or%so,% I%would%consider% it%a%huge%favor% if% you%would%pass% along%my%card%and%contact% numbers,%or% let%me%know%and% I’d%be%delighted%to%contact%them.% % I’m%busy,% but,% I%will%always%make%Pme% to%help%you%or%anyone%you%refer%me%to.% % I%promise%I’ll%do%a%great%job%and%treat%them%like%family.%%Would%it%be%ok%to%% touch% base% with%you%in%a%couple%of%months%or%so?

Step% Nine:% % PracYce,% Drill,% Rehearse.% % Plan% your% work% and% work% your% plan.% Consistent,%personal%contact%will%insure%your%success…today%and%tomorrow.

%%

“The%problem%is%never%how%to%get%new%innova3ve%thoughts%into%your%mind,%but%how%to%get%the%old%ones%out.”%%1~Dee1Hock~


Q:%%What%commission%do%you%charge?Answer:% %Our%MarkeYng% Fee% is%3%.% %Which% includes%a%detailed%research%on%current%market%condiYons,% compeYYon%and% sales% data.% We% also% provide% a% comprehensive% consultaYon% on%merchandising%and%inexpensive%ways%we%can%enhance%the%perceived%value% in%the%eyes%of%the%buyer.% % Our% markeYng% and% promoYon% campaign% includes% massive% broadcast% internet%markeYng,% % targeted% adverYsing,% and%all% the% selling% services% required% to% get% your% property%SOLD%for%Top%Dollar%and%in%a%Yme%frame%that%works%best%for%you.%We%manage,%coordinate%and%orchestrate%the%enYre%process%from%day%one%through%a%successful%and%trouble%free%closing.

When%we%adverYse%your%property% in%the%MulYple%LisYng%Service,%we%will%be%compeYng%with%sellers%who%are%offering%agents%working%with%%qualified%buyers%a%3%%commission…we%will%also%compete%with%New%Home%Builders%who%pay%a%3%%commission%as%well%as%the%occasional%bonus.%%We%recommend%that%our%selling%clients%offer%a%3%%selling%commission%as%well.%

Of%course,%we%only%get%paid%for%a%successful%outcome…there%are%no%upfront%fees%and%we%offer%a%guarantee.%

Answer%With%

Authority


Three People Principle

%The%Three%People%PrincipleSunday, November 4, 12

48


83

Growing YOUR Top Of Mind Awareness


84

Monthly% Direct% Mail% sent% to% everyone% in% your% data%base% is% a% criPcal% step% in% generaPng% “Top%Of%Mind% Awareness”% and%posiPoning%yourself%for%successful%personal% contact.% %Direct%mail%should%be%sent%consistently,%without%fail…at% least%once%a%month.%%It%is%also%recommended%that%you%also%send%Direct%Email.%%

Step%One:%%Go%to%hap://online.garygreene.com%and%Sign%up%for%your%personalized,%monthly%direct%mail%post%card.

Step%Two:%%Go%to%HAR.com%and%sign%up%for%your%personalized,%monthly%Email%Newsleier

Step% Three:% % Follow% up% your% first% monthly% direct% mail/ENewsleier/Ecard% with% a% personal% call.% % Your% dialogue% might% go%something%like%this…

You%Say:%%Hi%(their%name),%this%is%(Your%Name)%with%PrudenYal%Gary%Greene%Realtors,%I%know%you’re%busy,%do%you%have%a%couple%of%quick%minutes.

They%Say:%%Yes

You%Say:%%Great.%%(Their%name),%the%reason%I%called%is,%I%sent%you%a%post%card/Enewsleier/Ecard,%it%had%(describe%the%piece)%and%I%was%calling%to%see%if%you%received%it.

They%Say:%Yes.

You%Say:% %Great.% %With%your%permission,% I%would% like% to%send% you% real% estate% related% informaYon% from%Yme%to%Yme,% but% I%thought%I%should%ask%you%if%it%was%ok%%before%I%started.%%Would%that%be%ok%with%you?

They%Say:%%Yes.

You%Say:%%Thanks,%I%appreciate%it.%%If%I%can%ever%help%you%with%anything%real%estate%related,%please%don’t%hesitate%to%give%me%a%call.% %Although%I’m%busy,%I%promise%I’ll% %always%make%Pme%to%help%you…or% if%you%hear%of%anyone%in%your%neighborhood% %or% a%coworker%who% is%thinking%of%making%a%move…I’d% be%happy%to%help% them%and% %I%promise%I’ll%do%a%great%job%and%treat%them%like%family.%%Again,%thanks%for%your%Yme….take%care.%

Step%Four:% %Follow%up%your%personal%contact%with%a%note%card%and%two%business%cards.% %Note%your%conversaYon% in% your%data%base.%%Go%meet%more%people,%engage%in%conversaYons….YOURSELF%SKYWARD,%ABOVE%THE%SEA%OF%SAMENESS!


http://online.garygreene.com/

http://online.garygreene.com/

86

How’s%The%Market?%%Tell%A%Super%Simple%StoryInclude%Facts%=%Believable

Plot%=%Offer%A%Benefit%or%Ask%For%Help%End%Your%Story%With%A%Request%–%Who%can%use%your%benefits%or%can%they%help%you%solve%your%problem?%

Refer%to%Chapter%12%in%the%book%Less%Blah%Blah%More%Ah%Ha


87

Cool%House%On%Tour%Sto

ry


88

Your%Next%Open%House%Event


89

Your%New%LisYng%Needs%A%Buyer.Your%Recent%Buyer%Needs%Replacing.%


90

The%Cool%People%Your%Working%WithCan’t%Find%The%Perfect%Home


91

Pour Yourself Perpetual Referrals

Get the details in Chapter 22 of the book Less Blah Blah More Ah Ha


92

How%to%Employ%and%Enjoy%the%Natural%Law%of%Shared%Favors.

More details in Chapter 21 of the book Less Blah Blah More Ah Ha


WhiteAGossip%your%way%to%the%closing%table.

2To learn more go to Chapter 14 in the book Less Blah Blah More Ah Ha


94

How%To%Keep%Her%From%Seducing%.%.%.your%Clientsyour%Friendsyour%Prospectsyour%Suspects

More%in%Chapter%23%in%the%book%Less%Blah%Blah%More%Ah%Ha


96


Here’s%a%stolen%copy%of%her%Simple%10%Step%Plan%(Don’t%tell%her%I%told%you.):

1.%Log%on%to%the%website%for%my%local%mulYAscreen%mega%theatre.

2.%Check%movie%schedule.%Pick%movie%A%pick%Yme.%(Midweek,%midday%works%best.)

3.%Write%fun%email;%include%a%picture%of%the%movie%poster%or%movie%star.%Send%to%everyone.

4.%Wait%1% day.%Call% all.%Say%hello.%Confirm%receipt.%Personally% invite.%Chitchat.%Let% conversaYonal%magic% bloom.% Share% excitement% for% a% “yes”,% express% regrets% for% a% “no”% (Either%way,% the% “Halo%Effect”%shines%it’s%sou%blessing%on%her%relaYonship).

5.%FollowAup%all%my%conversaYons%with%a%short,%handwriien%note%card.%Mail.

6.%Meet%everyone%at%the%movies.%Sport%my%real%estate%name%badge.%Hand%out%movie%Yckets.%Greet%everyone%with%watermelon%smile%and%warm%“your%welcome”%hugs,% as%they1gush,1“Thank1you1so1much,1how1thoughKul.1I1needed1a1break.1You’re1the1greatest1friend1and1Realtor1of1all%Yme.”

7.%Bring%digital%camera.%Take%pictures.%Go%inside%and%enjoy%the%movie.

8.%Say%goodAbye.%Give%everyone%a%warm%repeat%hug,%well%wishes%and%appreciaYve%“You%Rule’s”

9.%Post%“We’re%having%fun!”%pictures%to%my%Facebook%account.

10.%Write%fun%post%movie%followAup%email.%Include%pictures%of%grinning%aiendees%and%a%link%to%my%Facebook%photo%album.%Tweet%about%it%too.%Send%Email%to%all%invited.


96


97

Generate%fire%hose%force%referral%business%by%leveraging%contact%with%your%current%buyer/seller%prospect/suspects%when%following\up.%%

At%the%conclusion%of%your%followAup%conversaYon…

You%Say:%%Great%talking%to%you.%%Oh,%one%last%thing…between%now%and%the%next%Yme%we%meet,%if%you%hear%of%a%friend,%neighbor%or%coworker%who%is%thinking%about%making%a%move%in%the%next%30%to%60%days,%I%would%consider%it%a%huge%favor%if%you%pass%along%my%name%and%contact%number%or%I%would%be%happy%to%call%them.%%I%promise%I’ll%follow%up%promptly%and%I’ll%do%a%great%job.%%Of%your%friends%at%XYZ,%who%will%be%the%next%to%move?

They%Say:%%Nope.

You%Say:%%Thanks…talk%to%you%soon.%%Send%a%note%card%and%two%business%cards.Three%months%from%now%you%may%wish%you%had%

started%today.~%Karen%Lamb


98

Confident%Persuasion

SeducPve%Odd%Angle%ConversaPon

Speak%Your%Way%To%Perpetual%Payoff

Unique%Selling%ProposiPons%


99

%TransiPon%Phrases

Would%you%be%open%minded….

Would%you%be%offended…

Let%me%propose%this…

Can%we%work%together%on%that%basis…

Can%you%see%any%disadvantage%to..

Of%all%your%friends%at%XYZZ,%who%will%be%the%next%to%make%a%move?

%


100

Unique%Selling%ProposiPon%\%SELLER

TransiPonal%Bridge%~%ConversaPonal%Portal

You:% %Would%you%be%open%minded%to%fresh%ideas%that%would%help%sell%your%property%for%more%money,%save%you%Pme%and%eliminate%all%the%hassles%and%wicked%surprises?

Or%if%you%hear%a%commission%related%blast…

Listen…I%hear%you.% % I’m% like%you%and%everyone%else…nobody%wants% to%over%pay%for%anything.%%We’ve%all%been%promised%the%moon%and%what%we%got%was%a%fist%full%of%air,%broken%promises%and%mealy%mouth%excuses.%%~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Let%me%propose%this%idea.%%

Let’s%meet%and%I’ll%share%my%uniquely%tailored%world%wide%markeYng%plan%with%you.% %I’ll%share%advanced,% top%Yer,%ultra%effecYve%markeYng,% adverYsing,%merchandising% strategies% that%will%broadcastAblast% your% property% informaYon% to% the% far% corners% of% the% world…viewable%electronically%in%digital%full%highAimpact%Technicolor,%locally,%regionally,%naYonally%and%globally%~%maybe%even%galacYlly%if%any%aliens%are%picking%up%our%signals.%%

These% criYcal% broadcast% factors% effect% the% sales% price…your% net% boiom% line%proceeds…thin%and% weak% markeYng% =% meager% and% stunted% net% proceeds,% thick,% powerful% and% persuasive%markeYng%=%more%money%for%you.%


101

Unique%Selling%ProposiPon%\%SELLER

TransiPonal%Bridge%~%ConversaPonal%Portal%ConPnued…

Also,%briefly%or% in%as%much%detail%as% you%like,% I%will%share%how%we%communicate,%manage%and%lead% all% the% various% role% players% in% transacYon…for% example,% the% coAop% brokers,% mortgage%lenders,% home%owner’s% insurance,%mortgage% appraisers,% Ytle% insurance,%property% inspectors,%survey%people,%home%warranty%details%and%others.%

Keeping% you% informed% every% step% of% the% way,% insuring% that% all% the% big% and% fine% details% are%handled% in% a% Ymely% fashion…all% leading% to% a% stress% free% closing% and% trouble% free% receipt% of%funds.%More%convenience,%ease%and%safety%for%you%and%yours…it’s%all%guaranteed.

At%the%conclusion%of%our%meeYng%if%your%feel%I’m%the%right%person%for%the%job…that%I%can%get%you%home%SOLD%for%more%money%with%less%hassle%and%stress…then%you’ll%hire%me.% %That%would%be%exciYng.% %If%not,%then%you%won’t…no%worries…I’ll%wish%you%well,%our%meeYng%is%complimentary%and% some% of% the%gems/bright% ideas% I% share%with% you%will%help%you% sell% your% home% for%more%money%no%maier%who%you%choose.

Can%you%see%any%disadvantage%to%our%ge}ng%together%on%that%basis?


102

Unique%Selling%ProposiPon%\%Buyer

TransiPonal%Bridge%~%ConversaPonal%Portal

You:%%Sounds%to%me%like%you’re%looking%for%something%special?%%Let%me%propose%this…The%reason%it’s%hard%to%find%that%special%house%is%when%HOT%new%lisYng%inventory%tumbles%onto%the%market…I’m% talking% about% homes% that% are% priced% great,% show% fantasYc,% stunning% curb% appeal,% lush%landscaping,%fabulous%floor%plans%and%perfect%locaYon.

Homes% that% really% shine%and% sparkle,% ouen%sell% in%a%couple%of% days,% if% not% the%first%day.% % These%homes%never%show%up%in%an%ad,%open%house,%even%the%internet…they%sell%too%fast.

These%homes% are% sold%by% fast% acPng,% eagle%eyed% Realtors%who%monitor% the%market% and%noYfy%their% preferred% clients% as% soon% as% something% appears% on% the%market.% % I% have% a% computerized%market%monitor%program%that%rushes%me%via%email,%autoAnoYficaYon%when%HOT%new% lisYngs%hit%the%market.

My%quesYon% is,%when%a%HOT%new%lisPng% hits% the%market% and% it%matches%your%specific%criteria,%would%you%like%detailed% informaPon% rushed% to%you%via%email?% %Then%you’d%be%the%person%with%insider%informaPon,%knowing%what’s%available%before%the%masses.

It’s% preiy% simple,% free% and% no% hassles…all% I% need% is% a% couple% of% quick% minutes% to% beier%understand% what% you’re% looking% for…then% I’ll% have% the% informaYon% I% need% to% program% my%Homefinder%So]ware%and%badaAbingAbadaAboom,%you’re%poised%to%WIN.

Is%this%free%service%something%you%could%benefit%from?%%Can%you%see%any%disadvantage%to%knowing%about%HOT%properYes%before%anyone%else?%


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BlasPng% Out% Just% Listed% and% Just% Sold%AnnouncementGo% to% % hip://online.garygreene.com/prospecYng.asp%to%order%your%cards.% %Use%this%convenient,% fast,% affordable% service% to% send%your% Just% Listed/Just% Sold% announcements.%%Log% in,% choose% your% card,% choose% your%message,% pick% the% streets% for% delivery,% order%the%names,%address%and%telephones%numbers,%order% a%confirmaYon%card.% %Auer%you%receive%your%conformaYon%card,%follow%up%your%direct%mailing% with% a% prospecYng% telephone% call.%%Your%conversaYon%may%go%something%like%this.

Just%Listed%AnnouncementsAcknowledge% the% party% called% by% name:%“Hello,% may% I% speak% to% Mr.% or% Mrs.% XXX,%please.”

“It%takes%contacts%to%make%contracts”%%~Marilyn%Eiland~


http://online.garygreene.com/prospecting.asp




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You%Say:% % “Hi,% this% is%your%name%with%PrudenYal%Gary%Greene%Realtors,% I% know%you’re%busy,%do%you%have%just%a%couple%of%quick%seconds?% %The%reason%I’m%calling% is%we%just%listed%the%Smith’s%house%down%the%street%and%I%sent%out%a%“Post%Card”%announcement…do%you%recall%receiving%it?% %We%wanted%to%let%the%neighbors%know,%so%that%if%you%knew%of%anyone%who%would%like%to%move%into%the%area,%we%would%be%happy%to%show%them%the%property%and%it’s%a%chance%for%you%to%pick%your%new%neighbors.%%Also,%when%we%sell%this%property%would%you%like%to%know%what%price%it%SOLD%for?”

They%Say:%%Sure

You%Say:% %Great.% %Confirm%their%address.% %End%the%conversaYon:%“Thanks%for%your%Yme,% it’s%been%nice%talking%to%you,%I’ll%be%in%touch.”

Just%SOLD%AnnouncementsAcknowledge%the%party%called%by%name:%%“Hello,%may%I%speak%to%Mr.%or%Mrs.%XXX,%please.”

You%Say:% % “Hi,% this% is%your%name%with%PrudenYal%Gary%Greene%Realtors,% I% know%you’re%busy,%do%you%have%just%a%couple%of%quick%seconds?% %The%reason%I’m%calling%is%we%just%SOLD%the%Smith’s%house%down%the%street%and%I%sent%out%a%“Post%Card”%announcement…do%you%recall%receiving%it?% %We%wanted%to%let%the% neighbors% know% that% they% would% have% new% neighbors% soon% and% if% you% knew% anyone% in% the%neighborhood%who%was%thinking%of%selling%in%the%next%30%days…our%markeYng%efforts%have%generated%addiYonal%interest%and%we%may%have%other%buyers%interested%in%your%neighborhood.%So,%can%you%think%of%a%neighbor%who%might%be%thinking%of%making%a%move,%looking%for%a%buyer?”%

They%say:%%Nope


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You%Say:%%When%the%sale%closes,%would%you%like%to%know%how%much%the%property%sold%for?

They%Say:%%Sure

You%Say:%%Great.%%Confirm%their%address.%%End%the%conversaYon:%“Thanks%for%your%Yme,%it’s%been%nice%talking%to%you,%I’ll%be%in%touch”%or%“Thanks%for%your%Yme,%it’s%been%nice%talking%to%you.”

If% these% contacts% were% posiYve…write% a% short% “thank% you”% note% and% include% two% of% your%business%cards.% %Add%this%person%to%your%data%base%and%begin%mailing%at%least%monthly%(Enroll%them%in%your%AnYAChaos/Perpetual%Payoff% %Program.% %Auer%your%first%mailing%call%to%see%if%they%received% it,% ask% for% permission% to% conYnue% mailing% and% touching% base% from% Yme% to% Yme.%%Update%them%on%any%new%acYvity% in%the%neighborhood%(autoAnoYficaYon).% %Give%them% a%call%when%the%property%goes%under%contract%and%once%it’s%closed.%%In%any%event%call%every%90%days%to%say%hello.

If%things%seem%under%control,%you’re%not%going%fast%enough.%~1Mario1AndreO


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PracYcally%Fool%Proof%For%Sale%By%Owner%System


108

PracPcally%Fool%Proof%For%Sale%By%Owner%System%

Mind%Set%of%the%FSBO…

% 1.%%Believe%they%can%do%it%themselves

% 2.%%They%want%to%save%the%commission

What%NOT%to%do…

Try%to%list%on%the%first%try.%The%purpose%of%the%first%contact%should%be%simply%to%build%rapport,%not%to%convert%them%to%a%lisYng.%

Discourage%the%owner.%Telling%the%owner%how%difficult%the%process%is%will%only%alienate%them.%They're% excited%about% the%possibility%of% selling% it% themselves% so%don't% ruin%their% day.%They'll%soon%discover%the%difficulty%on%their%own%and%then%be%ready%to%talk.

Sell%all%of%your%services.%If%you're%not%buying%a%car,%you're%not%interested%in%all%of% its%features.%Same%with%FSBOs.%They're%not%ready%to%hire%a%real%estate%agent,%so%they%don't%want% to%hear%about%your%company...yet."Just 'cause you can't walk on water doesn't mean you can't cross the river.“ ~Dink Weber


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Success%Steps.%

%

1.%%Find%a%FSBO%–%Driving%Neighborhoods/Yard%Signs,%Newspaper%Ad,%BulleYn%Boards,%etc.%

2.% %Make%Contact%Ask%for% an%appointment% % A% Contact%Dialogue:% % Hello,% I’m% (Your% Name)%with%PrudenYal,%Gary%Greene%Realtors.%%I’m%calling%because%I%see%you’re%selling%your%home.%%Are%you%cooperaYng%with%Realtors?%%I%would%like%to%make%an%appointment%to%view%your%property…what%are%your% visiYng%hours?% (Get% in%the%door%honestly…do%not%say%you%have% a%buyer%unless% you%do.)%%Your%goal%is%to%build%a%relaYonship%that%may%lead%to%a%future%lisYng%or%referrals.%

3.%%AnYcipate%resistance,%concern%and%cooperaYon.%%Be%prepared%for%quesYons%like…

% %

FSBO:%%Do%you%have%a%buyer?%

YOU:%“Candidly,%I’m%not%calling%because%I%have%a%buyer%for%your%property%yet.%What%have%found%is% that% I% can%do%the% best% job%of% creaYng% interest% in%a%property% if% I’m% familiar%with% it.% % I%was%hoping% you% could% show% me% through% the% property.% % Then% I% could% intelligently% and%enthusiasYcally% promote% your% property…and% match% a% qualified% buyer% prospect% with% your%property.%%Does%that%make%sense?%%Great,%when%would%be%a%good%Yme%to%tour%the%property?”


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FSBO:%%We%are%not%going%to%list%the%property!%%

YOU:%I%understand.%I%was%wondering%if%you%would%be%open%minded%to%cooperaYng%with%a%Realtor%if%they%had%a%qualified%buyer%interested%and%willing%to%meet%your%price%and%terms…would%you%be%open%minded%to%saving%the%lisYng%fee%and%only%paying%the%selling%fee?

% FSBO:%%We%will%only%pay%you%a%3%%Commission!%%

% YOU:%%Perfect,%when%can%I%visit?

FSBO:%%We%are%not%working%with%REALTORS!%A:%%I%understand.%%Because%I’m%busy%in%this%area,%it’s%possible%that%I%may%be%working%with%buyers%and%they%may%see%your%sign%and%ask%me%about%your%property.% % I% understand% that% you’re% not% interested% in% paying% any% fees…would% you% be% open%minded% to%my%previewing% the%property…then% I% could%answer%my%buyers% potenYal%quesYons%and%if%they%were%interested,%I’d%have%them%contact%you%directly.%%Would%you%be%opened%minded%to%my% taking% a% quick% peek.% Can% you% see% any% disadvantage% to% that,% a% quick% peek% I% mean…I%understand%you’re%not%paying%any%fees?

% FSBO:%%We%are%not%paying%any%commissions!%A:%%Same%as%above


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FSBO:%%Sure,%come%on%over.%A:%%Kneel%and%pick%your%jaw%up%from%the%floor…the%three%second%rule%applies!%%Thanks,%I’ll%be%right%over.

%

5.% %Preview%the%home,%remember,%you’re%on%a%curiosity%inspired%discovery%mission.% %Be%yourself,%aienYve,%in%the%moment%and%inquisiYve.% %Ask%quesYons,%don’t%sell%and%tell.%%You%have%two%ears%and%one%mouth% for% a%reason.%Ask% for% a%tour:% % “Would%you%tour%me%through%the%home%as% you%would%a%qualified%buyer”%?%

6.% % While% touring,% casually% and% conversaYonally,% discover% their% “Time/MoYvaYon”% factor% by%asking%conversaYonal%qualifying/discovery%quesYons.%

A.% % Key%quesYon:% % “When%would% you% like% to%have% the%property% sold%and% the% check% in%your%hands?”

B.%%Key%quesYon:%“If%for%some%weird%reason%you%don’t%find%the%right%buyer,%do%you%have%a%“Plan%B?”

% % %

7.% %When%the%seller%sez…%“We%can%sell%it%ourselves!”%Agree%with%them,%don’t%disagree,%argue%or%share%perilous%stories%of%danger,%defeat%and%folly.% %Yes,%they%can%successfully%sell%their%property.%%Your%challenge%is%to%posiYon%yourself%as%the%best%alternaYve%when%they%become%frustrated%and%generate%referrals%during%their%FSBO%experience.

%

% 8.%%Follow%Up%&%Follow%Through

% % A.%%Number%one%reason%for%failure%A%failure%to%follow%up.


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111


How%To%Go%From%Zero%In%EscrowTo%KaABoom%In%Thirty%Days

Open your book to Chapter 17 - How to go from Zero Escrow to Boo-Yah in Thirty Days or Less


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How%to%Go%from%Zero%in%Escrow%to%Boo\Yah%in%Thirty%Days%or%Less%–%Chapter%17% in%the%book%Less%Blah%Blah%Blah%More%Ah%Ha

Open%House%Event%Tips

When:%%Now!%Today!%%The%sooner%the%beier.%Hold%open%house%events%on%late%auernoons%and%early%evening%weekdays.%Open%house%signs%spied%on%weekdays%and%on%the%way%home%from%work%are%unusual,%and%therefore%airact%aienYon,%which%generates%traffic.

Hold%open%house%events%Saturday%and%Sunday%auernoons%(2%p.m.%to%5%p.m.).%%%Your%mission,%should%you%accept%it:%hold%Ten%Open%House%Events%in%thirty%days.%%You%have%permission%to%do%more.

Where:%Pick%a%property%that%is%supremely%airacYve,%easy%to%find%with%direcYonal%arrows%,and%is%priced%in%the%sweet%spot%(what’s%selling)%for%your%market%area.%You%can%research%what’s%selling%best%by%consulYng%your%MulYple%LisYng%Service.%Ideally,%you%will%want%to%pick%a%property%that%was%recently%listed,%the%fewer%days%on%market%the%beier.%%If%you%don’t%have%a%lisYng%that%qualifies,%no%worries,%don’t%let%that%sink%or%slow%you.%Ask%your%teammates%if%you%can%hold%one%or%more%of%their%lisYngs%open.%%Most%importantly,%don’t%pick%any%random%property.%%Choose%strategically.%%UmmAhmm


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The%How\tos%(thirteen%of%them!):

1.%%Promote%your%open%house%online% %at%Trulia.com,%Zillow.com,%Realtor.com,%your%blog,%Facebook%Business%Page,%Twiier,%AssociaYon,%and%brokerage%websites.

2.% %Make%seventyAone%color% open%house%flyer% announcements/invitaYons.% %Don’t% spend%all%day%creaYng%a%flyer.%%Get%this%chore%done%fast.%The%magic%is%not%in%what%the%flyer%looks%like;%the%magic%is%you%and%what%you%do%with%the%flyer.

3.% % Mail% twentyAone% of% your% open% house% flyers% as% invitaYons,% to% your% current% nest% of% buyers%prospects/suspects%and%twentyAthree%to%your%most%enthusiasYc%cheerleader%friends.

4.% %Follow%up%your%mailed%invitaYon%flyers%with%phone%calls.%%Say%“Hello,”ask%if%they%received%your%flyer,%and%invite%them%to%share%your%flyer% invitaYon%with%anyone%they%think%might%be%interested.%%The%main%thing%is%that%this%acYon%provides%you%with%the%opportunity%to%have%OnAPurpose%and%InAPerson%conversaYons%with%people%who% like,% trust,%and%would%happily% recommend%you.% %Having%conversaYons%with%your%cheerleader%friends,%and%current%buyer%prospects%and%suspects,%unlocks%possibiliYes% and%opportuniYes.% % Follow% up%each%phone% call%with%a%handAwriien,% shortAnAsweet%note%and%drop%it%in%the%mail%with%two%of%your%business%cards.


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The%How\tos%(thirteen%of%them!):

5.% %HandAdeliver%your%open%house%flyer%invitaYons% to%twentyAseven%neighbors.% %Yes.% %I%do%mean%personally%knock%on%their%door%and% invite%them,%ending% your%conversaYons%with%this% quesYon:%%“When%we%sell%this%home,%would%you%like%to%know%how%much%it%SOLD%for?”% %If%they%say%yes,%get%their%contact%informaYon,%add%them%to%your%database,%set%up%an%automated%acYvity%noYficaYon%(like%we%talked%about%for%your%cheerleader%friends%in%Chapter%Fourteen).%Begin%including%them%in%your%personal%markeYng%and%relaYonship%building%campaign,%and%keep%them%informed%of%all%new%real% estate% acYvity% in% their% neighborhood.% % Remember% to%write% a% shortAnAsweet% note% (nice% to%meet%you%and%other%pleasantries)%and%drop%it%in%the%mail%with%two%of%your%business%cards.

6.% % If% you%are%planYng%an%open%house%sign%on%the%edge%of% someone’s%property,%knock%on%their%door,%smile,%politely%ask%for%permission,%and%invite%them%to%your%open%house.% %Remember%to%ask%them%if%they’d%like%to%know%what%your%lisYng%sells%for.%%If%they%say%“yes,”what%should%you%do%next?%(Clue:%reAread%HowAto%#5.)%

7.% %Do%your%homework%about%the%neighborhood.%Preview%acYve%lisYngs% in%the%neighborhood%(in%person,%not%online),%research%recent%sales,%and%familiarize%yourself%with%the%local%schools,%parks,%grocery%stores,%and%local%knowledge.


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8.%%Set%the%stage%–%lights,%blinds,%aroma,%and%music%–%no%TV%watching.%%When%you’re%finished,%make%sure%you%put%everything%back%where%it%belongs.%Especially,%check%that%the% lights%and%the%heaYng%and%cooling%are%reset%to%how%you%found%them,%and%that%doors%and%windows%are%locked.

9.% %During%slow% traffic%periods,%use%your% cell%phone%to%make%the%touchingAbase%phone%calls% you%know%you%should%be%making,%but%haven’t.%%Even%if%nobody%shows%up%at%your%open%house%event,%if%you% spend% your% Yme% making% InAPerson% and% OnAPurpose% contacts,% you’re% working% hard% and%making% good% things% happen.% % You% can’t% go% from% broke% to% booAyah% without% contact% and%conversaYons.%Call.%Contact.%Call.%Then%call%and%contact%some%more.

10.%At%the%conclusion%of%the%open%house,%send%thank%you%cards%to%everyone%who%aiended.

11.% If% you%held%someone%else’s%house%open,%report%your%results% to%the% lisYng% agent% so%they%can%report%to%their%seller.%This%is%professional,%polite,%and%appreciated%behavior.

12.%Follow%up,%follow%up,%and%follow%up%some%more%—%with%all%prospects

13.%Hold%an%open%house%event%at%least%ten%Ymes%in%the%next%thirty%days.


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Stay%PosiYveSunday, November 4, 12


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Thank%You.%%%%%%%%%%%%%%%%%%%%Ken%Brand%A%832A797A1779%%%%%%%%%%%%%%%%%%%%%%%LessBlahBlah.com

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