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Power Session 4: Prospecting Find People to Work With Now

Julie Fantechi

Table of Contents

Power Session 4: Prospecting .........................................4-1

Checkpoint ...................................................................4-2

Report on Your Results ......................................................................4-2

Get Your Head in the Game ...........................................4-3

Today’s Plan of Action .......................................................................4-5

Gear Up .............................................................................................4-6

Affirmation of the Day ......................................................................4-6

Make It Happen ............................................................4-7

The Four Cs of Prospecting ..............................................................4-7

Four Cs of Prospecting: Mix and Match .......................................... 4-13

The 3–3 ........................................................................................... 4-14

Aim High .................................................................... 4-23

The power of prospecting vs. the slow burn of marketing .............. 4-23

The power of prospecting, in more ways than one ......................... 4-24

Lead Generation Focus ................................................................... 4-25

Recap What You’ve Done ................................................................ 4-26

Get to Work ................................................................ 4-27

Your Action Plan ............................................................................. 4-27

Your Daily 10/4 Assignment ............................................................ 4-27

Aha’s ................................................................................................ 4-28

Ignite Power Session 4: Prospecting – v3.3 © 2011 Keller Williams Realty, Inc. 4-1

Power Session 4: Prospecting

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Ignite Power Session 4: Prospecting – v3.3 © 2011 Keller Williams Realty, Inc.4-2

Your Daily 10/4

Four Habits Daily GoalResults/Ratings

Wins and Opportunities

Build and Manage Your Database

Add 10 people to your database.

Prospect Connect

with 10 people.

Follow Up Write 10 notes.

Know Your Market Preview 10 homes/week.

Rating: () Met the goals of 10 () Exceeded the goals of 10 (–) Didn’t quite meet the goals of 10

Time: 1 minute

Checkpoint

Report on Your Results

Your Milestones

Milestones

Results

Appointments

Agreements Signed

Contracts Written

Contracts Closed

Time: 1 minute

STOP and DO

STOP and DO


Win for ...

You:

Build your business quickly, cheaply, and effectively.

Your Customers:

They know who to call to help them when they have a real estate need or know of someone who has a real estate need.

“A day without prospecting is not a work day.”

Dianna Kokoszka President of KW MAPS Coaching

Get Your Head in the Game

You’re in Ignite to pick up a habit. Don’t worry; it’s not a bad one. The habit is daily prospecting, and it’s what successful businesses and careers are built on.

Keller Williams Realty’s research has demonstrated conclusively that the most important long-term commitment you can make to your real estate career is to devote three hours of every single workday to lead generation as a minimum, especially when you’re building your database.

While there are a great many lead generation methods that work, in Ignite, we are going to focus on the one that produces the fastest results in the shortest amount of time and for the least amount of capital: Prospecting!

Chris Heller, mega agent and president of KW Worldwide, says that he knew from day one that prospecting was

the only thing that mattered. “I didn’t know anything about the business, but I knew I had to find buyers and sellers—and the only way I was going to get to them was by calling. I couldn’t wait for them to find me. It was just common sense.”

Chris believes that prospecting is the most important activity that any agent can do. “Without prospecting, there are no leads to follow up on, there are no listings to service, there are no buyers to work with, and no escrows to handle.”

His advice to Ignite students? “Make prospecting your focus, because that is where all the money is made. When an agent is new, they really don’t have anything else to do—with no buyers or sellers to service—so they should be prospecting 4–6 hours a day.”

“Treat prospecting like any other important appointment on your schedule. If an agent were on a listing appointment, they wouldn’t stop in the middle to take a phone call or check their email or have a sandwich.” Chris advises that agents treat prospecting the same way because it is actually more important than a listing presentation or anything else that might be on their calendar.


Countdown to Payday

Prospecting is what jumpstarts the entire countdown to payday!

Leads

Appointments

Agreements

Contracts

Closings

$

Prospecting is the quickest and most productive way to get leads and appointments for business. The quantity of leads and the quality of appointments you obtain is a direct reflection of your prospecting effort.


Today’s Plan of Action

Power Session 4: Prospecting sets the stage for prospecting with two simple strategies.

1. Internalize the four Cs of prospecting: Capture, Connect, Close, and Cultivate.

CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

2. Prospect efficiently and consistently with three processes in your three hours of daily lead generation.

WHEN ACTION

1. PREPARE

Prep call lists.

Say affirmations, focus on Big Why.

Practice scripts.

2. TAKE ACTIONReal-Play: Prospect.

Update database.

3. MAINTAIN

Track results.

Schedule commitments.

Write thank-you notes.


Gear Up

You can already check off the tangible things you’ll need for today’s session:

Your Database

Cell Phone

Scripts

Thank-You Notes and Stamps

But what about the intangibles? You’ll soon find that factors such as mindset, commitment, and desire are equally important—if not more important—to prospecting success.

Whether you’re at the beginning of your career or a seasoned veteran, you will need to continually refresh your mindset, up your commitment, and keep your desire burning.

How will you do it? It will take a combination of resources that you purposefully incorporate into your daily, monthly, and yearly activities.

Get your head in the game with the following three steps:

1. Say daily affirmations.

2. Create a dream board or book to keep your focus on your Big Why. (You’ll do this in your first Accountability Session!)

3. Plug into Keller Williams learning events like Masterminds, Mega Camp, and Family Reunion every year, and never miss an opportunity to take MAPS BOLD in your Region.

Affirmation of the Day

Opportunities come easily to me!


TRUTH

Your success in real estate will be in direct propor tion to the number of people who, when they meet you, want to work with you.

Make It Happen

The Four Cs of Prospecting

Prospecting is a conversation. It’s all about creating the kind of personal connections that will lead to purposeful relationships you can build a business on.

Business-building conversations aim to achieve at least one of these two goals:

• Get an appointment.

• Get a referral.

And they always accomplish the following:

• Strengthen the relationship.

You make prospecting happen through four simple steps illustrated in the graphic below. (1) You first capture leads by getting their contact information, then (2) connect by establishing a relationship, and finally (3) close them for an appointment and eventually to buying or selling real property. If they are not ready for an appointment—and many people you speak to will not be ready to buy or sell immediately—you’ll (4) cultivate them to maintain and strengthen your relationship until they are ready to move forward.

CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

1

2

3

4

TIP

Capturing leads can be as simple as getting a list from your title company to call.


Where the prospect is in the home-buying process, and how successfully you can build your relationship with them, will determine how fast you can move from first contact to closing for an appointment. It can happen very quickly with the first three steps occurring during the initial contact—or it can include cultivation, and be drawn out over months.

1. Capture

You have already captured the contact information from your Sphere that you will use today, but odds are you still don’t have all the information you need from everyone.

Take advantage of every conversation to fill in any remaining blanks. Use this script:

Capture

By the way, I don’t have all your information. Can I (get your email/get your mailing address/friend you on Facebook or Google+)?

1

CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

1

2

3

4


CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

1

2

3

4

2. Connect

Research reveals an important characteristic all successful agents share: They are absolutely passionate about working with people and building relationships. When asked, “What do you find most rewarding about real estate?” they overwhelmingly responded with answers such as “the people” and “the relationships real estate allows me to have with people.” In other words, they’re connecting with people. Successful real estate agents know how to connect with people, and want to connect with people. Your goal in the Connect step is to approach an individual in a way that builds rapport and trust.

Start connecting with these scripts:

Connect

Hello, _______, this is _________. Do you have a minute? Great, I am just calling you about business.

As you may or may not know, I am now in real estate, and have joined Keller Williams Realty. Part of my job every day is to call people I know and like, and ask about their real estate needs.

Continue to connect by asking for business and then asking as many connecting questions as you can to investigate their needs and wants. Open-ended questions provoke better responses than yes-no questions.

2

KW MAPS Coaches Corner with Dianna Kokoszka

Time is money. When calling your Sphere, it’s easy to start chatting, and before you know it, you may have spent 15 minutes on the phone with someone who has no intention of buying, selling, or investing in real estate.

Prospect with efficiency in mind so you can reach the most amount of people in the least amount of time. Avoid the chatters with this script:

“I’d love to catch up with you, and I am at work right now. Can I call you back _________ (day and time) when I am free to stay on the phone as long as I want?”


INSIGHTS FROM SHIFT: How Top Real Estate Agents Tackle Tough Times

The fundamental theme of connecting is curiosity—to know who someone is, to understand their wants and needs, and to become aware of their worries and concerns. At this point, you are investigating, not selling. You are a consultant who wants to understand their situation and help if needed. Your goal is to generate trust and build confidence—first yours, then theirs. It is your chance to show them what it feels like to work with you. Their experiences of talking with you at this point will have more to do with them hiring you than almost any other thing you can do, say, or send them.

CONNECTING QUESTIONS

Get details to add to your

database.

“If you would, please tell me a little bit about your family/job/life, etc.”

WHO

Assess their wants, needs, and

plans.

• “What are you looking for?”

• “What do you want to do?”WHAT

Pinpoint their location.

• “Where would you like to buy?”

• “Where is your home located?”

WHERE

Determine their motivation.

“Why are you moving?” WHY

Get a feel for their timeline.

“When would you like to do this?”

WHEN

Assess their expectations.

“How do you plan to do this?” HOW

Open-Ended Questions

Use questions that star t with the words who, what, why, when, where, and how when you want to get the full story on anything.

Excerpt from SHIFT


CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

1

2

3

4

3. Close

Connecting is crucial, but unless you get their business, you’ll be popular, sure, but you won’t be making any money. Closing is the process of asking for business, a referral, or an appointment.

You must ask for business and for referrals, and if they say yes, then you must close for the appointment or get the contact information for their referral!

1. The Hard Close Let’s meet!

2. The Soft CloseI’ve really enjoyed visiting with you. When would you like to get together to discuss this fur ther?

3. The Direct Close

Can we meet today or would tomorrow be better?

4. The Indirect Close

Would it be OK if I got you some information to look over and then we can meet to discuss?

5. The Trial CloseI think you would agree that we have gone over enough today that meeting would be our next step?

6. The Assumptive Close

It sounds like we should meet. I am available most times this week, so what works best for you?

7. The Negative-Positive Close

Would you be offended if I asked if we could meet to go over this?

8. The Take-Back Close

I’ve really enjoyed visiting with you. To be honest, I’m not sure if I can be of help or not, but I would be honored if we could meet to find out.

9. The Tie-Down Close

Wouldn’t it make sense for us to meet in the next day or so?

10. The Alternative Choice Close

What works better for you? Meeting today, sometime this afternoon, or tomorrow morning?

3

Excerpt from SHIFT


4. Cultivate

Whether or not you have closed for an appointment or gotten a referral, once a connection has been made, it can always be strengthened—it’s an ongoing process.

The relationships established here will continue to build as you keep in touch and perhaps eventually do business together. And you want the relationship to keep building—people who like you will do business with you and refer more business to you.

Be sure to thank them for their time, and establish that you will be in touch again soon.

Cultivate

First of all, thank you for giving it some thought. Now that we have spoken about referrals, you are likely to think of someone since I just put the thought in your mind! So when you do, please give me a call or send me an email, and if it is OK with you, I am just going to check back from time to time to see who you have thought of or heard from that I could help. Is that OK?

Touch campaigns can also be set in motion at this point:

From time to time, I send out market information to people who like to keep up with what’s going on in local real estate. I’d be happy to add you to the list. Don’t worry, I’m not going to barrage you with emails! I send these out every 4 to 6 weeks.

Always conclude any conversation with “Thank you for taking the time.” And always remember to ask for a referral.

Ask for Referral

Who do you know that’s thinking of buying, selling, or investing in real estate in the near future?

4

CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

1

2

3

4


Four Cs of Prospecting: Mix and Match

The steps that take you from capture to close do not always have to be followed sequentially. The Four Cs of Prospecting model serves as a guide to keep you focused on the outcome: getting an appointment, a referral, or strengthening the relationship!

Look how this daily prospecting script hits every step.

Hello, _______, this is _________. Do you have a minute? Great, I am just calling you about business.

2 As you may or may not know, I am now in real estate, and have joined Keller Williams Realty. Part of my job every day is to call everyone I know and ask about their real estate needs.

Are you or anyone you know thinking of buying, selling, or investing in real estate in the near future?

If yes, ask questions to connect and capture the referral’s contact information, then:

3 Would it be okay if I got you some information to look over and then we can meet to discuss?

If no:

First of all, thank you for giving it some thought. Now that we have spoken about referrals, you are likely to think of someone since I just put the thought in your mind! So when you do, please give me a call or send me an email, and if it is okay with you, I am just going to check back from time to time to see who you have thought of or heard from that I could help. Is that okay?

4 From time to time, I send out market information to people who like to keep up with what’s going on in local real estate. I’d be happy to add you to the list. Don’t worry, I’m not going to barrage you with emails! I send these out every 4 to 6 weeks.

1 By the way, I don’t have all your information. Can I (get your email/get your mailing address/friend you on Facebook)?

Prospecting Script

With a partner, role-play the following scripts.

Time: 5 minutes

Role

Play

CAPTURE

CONNECT CULTIVATE

CLOSETO

APPOINTMENT

1

2

3

4


The 3–3

Research says that you will need at least three hours a day of lead generation time and that you must do three things to be effective. The formula for this time-blocking discipline is called the “3-3,” and stands for three things done in three hours. As a new agent, you can and should spend more than three hours doing this, but you do not need to do more than three things:

1. Prepare

2. Take Action

3. Maintain

1. Prepare

Solid preparation is the foundation of any successful prospecting. Plan to spend approximately 30 minutes getting ready.

1. Prep call lists.

• Sphere—who is due for a call?

• Existing leads that need follow-up from sign calls or your website

• For sale by owners (FSBO)

• Expireds

• Past clients

• Allied Resources

• Just listeds, just solds

2. Rehearse scripts.

• Formal script practice is a daily activity you can do with a script partner or as part of a team prior to your preparation time. If this is not part of your routine yet, be sure to review what you plan to say before you get started.

3. Say affirmations, and focus on your Big Why—look at your dream book or board and review your goals.

“Amateurs practice until they get it right. Professionals practice until they can’t get it wrong.”

Tony DiCello Director of KW MAPS Coaching


Prep Today’s Call List

1. Review the printout of your database.

2. Who would you still like to invite to your open house? Mark these names with an “A.”

3. Mark anyone you have not called yet with a “B.”

Add Names with Social Media

1. Open your Facebook and Twitter accounts—your interactive databases.

2. Find as many opportunities to interact as you can.

• Comment on your most recent wall posts.

• Use the “like” button.

• Update your status.

3. Did any of your friends post comments that could warrant a more personal touch?

• Add anyone who has posted very happy news or major changes to your call list and mark them with a “C.”

Time: 5 minutes

STOP and DO

KW MAPS Coaches Corner with Dianna Kokoszka

Top agents get their preparation done well in advance of their prospecting time. Once they start dialing, there is no question of who they are going to be calling, or where they are going to get the phone number.

Think of preparation time as the warm-up to a big game. It’s what happens in the locker room; it does not happen once the game starts.

Legend:

A. Names to invite to open house

B. Names of people you haven’t yet called

C. People who responded to your social media posts


A Note on “No”

Many agents resist prospecting because they fear the word “no.” Be prepared to hear it. Even mega agents hear “no.” The best way to cope with this fear is to change your perspective. “No” is rarely, if ever, personal. It usually means “not now,” “not without additional information,” or “not this one,” but it almost never means “not you.”

Think of it this way: Every “no” just brings you closer to a “yes.” When you hear “no,” think of it as “know” and realize that the reason someone has said it is they need to know more. Keep gently probing to find out what they need to know more about. And, in the end, if their “no” means “no” and that’s it, then thank them and pleasantly and positively move on.

A Note on Do Not Call

The U.S. government and many state governments have created Do Not Call (DNC) registries. Consumers add their names and phone numbers to the registry and they are assured that telemarketers and sellers will not disturb them.

Real estate agents should be familiar with federal and local restrictions that exist regarding unsolicited business phone calls. Some areas have particularly restrictive regulations such as explicitly prohibiting a real estate agent from calling a FSBO. Your Market Center should have detailed information about DNC policies to keep you in good standing with your local board and the state and federal authorities.

When you are calling Haven’t Mets for the first time, check Do Not Call registry to be sure they are not on it. If they are, don’t call. You can also purchase lists taht have been cleared against the DNC list.

For more in-depth instructions regarding DNC, visit the National Do Not Call Registry website at www.donotcall.gov.

“Prospecting is just a numbers game. If you dial enough phone numbers and talk to enough people, you will get enough appointments.”

Ben Kinney Vice President of KW MAPS Technology


“The goal of morning prospecting is to fill the afternoon with appointments.”

Tony DiCello Director of KW MAPS Coaching

With a partner, role-play the following scripts that you will use today.

Time: 5 minutes

A. Invite your database to your open house

Use this script with the names on your call list marked “A.”

Hi, _________ (name), this is ___________. I just wanted to give you a quick call and let you know that I will be holding an open house near your neighborhood, and I was hoping you could stop by to say hello! I know you are probably not in the market for a house, but I’ll be there at __________ (time) on __________ (day), and if you want to come over and catch up, that would be great!

B. Ask Mets for business

Use this script with the names on your call list marked “B.”

Hi, _______ (name), this is _________. Do you have a minute? Great, this is actually a business call.

As you may or may not know, I am now in real estate and have joined Keller Williams Realty. Part of my job every day is to call people I like and ask about their real estate needs.

Are you or someone you know from work or the neighborhood interested in buying, selling, or investing in real estate in the near future?

If they are interested, ask questions to connect and investigate further, then:

Excellent! Would it be OK if I got you some information to look over, and then we can meet to discuss?

Role

Play


If they have a referral:

Can I please have their contact information? I promise I will take very good care of them and let you know what happens. My enthusiasm, together with the years of experience that Keller Williams Realty offers, means they will be in very good hands.

If they have no referrals:

First of all, thank you for giving it some thought. Since I just put the thought in your mind, you are likely to think of someone! So when you do, please give me a call or send me an email, and if it is okay with you, I am just going to check back from time to time to see who you have thought of or heard from that I could help. Is that okay?

From time to time, I send out market information to people who like to keep up with what’s going on in local real estate. I’d be happy to add you to the list. Don’t worry, I’m not going to barrage you with emails! I send these out every 4 to 6 weeks.

By the way, I don’t have all your information. Can I (get your email/get your mailing address/friend you on Facebook)?

C. Social Media

Use this script with the names on your call list marked “C.”

I saw on (Facebook, Twitter, etc.) that you _____________.

How exciting/fun/interesting, etc.

(Let them tell you about it.)

I am actually at work, and I just wanted to give you a quick call. Can I call you later to catch up?


Chris Heller doing his daily lead generation.

“My attitude is that every person I talk to has a paycheck stapled to their forehead and it is my job to go and get it. I am not going to lose it—I will do whatever it takes to get the appointment.”

Chris Heller President of KW Worldwide

2. Take Action

It’s prospecting time! Approximately two hours of the 3–3 is spent making connections, building relationships, and asking for business.

A Note on Attitude

Project as much positivity into your calls as possible. People will respond to energy and enthusiasm if they can pick it up in your voice. When you are on the phone, you do not have the advantage of facial expressions, body language, or appearance. It is all about your energy and your tonality.

At the beginning of his career, Chris Heller used his enthusiasm to counteract his lack of experience. “Enthusiasm sells,” he says, “so I practiced it. I wrote out my scripts, I chanted my scripts, and I role-played them every day with agents in the office because once I had them internalized, I didn’t have to worry about what I was going to say, so I could relax and respond with enthusiasm.”

In addition to learning your scripts, incorporate these techniques:

• Keep a smile on your face—have a mirror at eye level so you can see your pleasant expression.

• Stand rather than sit.

• Dress professionally.

BOLDPlus it with Did you know that mindset represents 90 percent of success? In BOLD, you will reprogram your thinking, expand your horizons, and grow your potential.


Phone Calls

Start dialing! Make as many connecting calls as you can using the scripts you just practiced and the call sheet on the next page to track your calls.

Divide your time between your A, B, and C calls.

1. Make your open house calls first. These are the money calls! You want as much traffic as possible at your open house.

2. If you have not contacted everyone in your database to let them know you are in real estate, start calling the contacts you have marked as “B.”

3. Spend the last 10 minutes calling anyone you have marked as a “C.”

4. Update your database as you go.

Real-Play Results

I made _________ calls.

I made _________ connections.

I got _________ referrals.

I got _________ appointments.

What went right?

What were the challenges?

How can you power through the challenges next time?

Time: 30 minutes to make as many calls as you can!

Real

Play


Call SheetDate ____________

Name and Number Referral Name and NumberResult and Follow-Up*

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

*For example, left message, no answer, added to next-day call list, etc.


3. Maintain

Congratulations! You’ve filled your pipeline with leads, and now it is housekeeping time. Approximately 30 minutes of your daily 3–3 should be spent on wrapping up your lead generation with some methodical follow-up.

1. Finish entering results into your database.

2. Write follow-up notes.

3. Record your work.

4. Track results.

5. Schedule and calendar.

6. Fulfill promises such as a BINS (Buyer Instant Notification System) setup. Send any info they requested.

Wrap Up Your Work

1. Put any commitments on your calendar.

2. Write and address thank-you notes.

Time: 10 minutes

STOP and DO

INSIGHTS FROM SHIFT: How Top Real Estate Agents Tackle Tough Times

While maintenance is important, preparation and taking action are more important. Your goal is consistent lead generation and the way you do it is seeing your job as lead generation first, servicing second.

Excerpt from SHIFT


TRUTH

In the first ninety days, or in any shor t-term period, prospecting is more critical than marketing.

To learn more about marketing, see the KWU course manual

• Lead Generation 36:12:3, Power Session 3: Marketing

as well as Rellek Publishing books

• The Millionaire Real Estate Agent: “Earn a Million—Stage 2”

and

• SHIFT: How Top Real Estate Agents Tackle Tough Times: “Tactic #4 Find the Motivated – Lead Generation.”

FURTHER STUDY

Aim High

Why are you going to make intense prospecting a part of your routine for the next ninety days? Because you want to take your real estate career from 0 to 60, and you want it to happen fast.

The power of prospecting vs. the slow burn of marketing

Although lead generation is a combination of both marketing and prospecting, productive action in ninety days requires you spend most of your energy prospecting rather than marketing.

Many agents try to kick-start their career with marketing rather than prospecting because of their fear they will hear the word “no.” People are so much less predictable than logos and business cards, aren’t they? But hear this: People are also much more profitable than any professionally designed marketing piece ever will be. Every “yes” you hear will easily pay for the time you spend collecting some “nos.” The time and expense that marketing requires, however, will take much longer to cash in on.

Once you have achieved your goal, you’ll be ready to incorporate marketing into the mix. And research definitely supports the idea that you should do both prospecting and marketing. Doing both helps you avoid any risks of having all your eggs in one basket, and the diversification will actually increase your odds of long-term success.

Prospecting is the cornerstone of lead generation. Every time you meet someone, you should be thinking, “What is the relationship opportunity here?”

FIND the people who will work with you NOW.

Chris Heller believes that when all is said and done, there are only three ways to get business.

1. Wait for it—from the Internet, ad calls, or walk-ins to your office.

2. Buy it—through marketing or purchasing leads.

3. Earn it—by prospecting.

“The cheapest, fastest, and most productive way is just to go out and earn it,” Chris says, “I never questioned for a moment that prospecting was the best way for me to go.”


The power of prospecting, in more ways than one

Prospecting is by no means limited to phone calls to your Sphere. As your skill base increases, and through attendance at BOLD, you can expand your calls to include

Telemarketing

Covered in Ignite Others to Incorporate

� FSBO (for sale by owner)

� Expireds

� Geographic Farm Area

� Allied Resources

� Past Clients

� Just Solds

� Just Listeds

� Apar tments

� Corporations

� Builders

� Banks

Prospecting also includes any time you are face-to-face with family, friends, or the general public. For example, this weekend you will be holding an open house, and chances are you already attend social and community events. Your job is to internalize lead generation scripts you can use to purposefully prospect while at these events, as well as seeking other opportunities to prospect with Mets and Haven’t Mets.

Face-to-Face

Covered in Ignite Others to Incorporate

� Allied Resources (meet them for meals)

� Door-to-Door Canvassing

� Open Houses

� Networking Events

� Social Functions and Community Events

� Seminars

� Booths at Events

� Teaching and Speaking Opportunities

� Client Par ties


Lead Generation Focus

Make a commitment to prospecting, faithfully time block to do your 3–3, and your business will succeed, period.

Think about all of the places you go and people you see throughout your day. There are opportunities around you everywhere—all day, every day.

Garage sales

Car dealer

Furniture sales

Mortgage companies

Title companies

Inspectors

Appraisers

Moving companies

Facebook

Twitter

LinkedIn

Chamber of commerce

Schools

Parent-teacher association

Band

Choir

Spor ts/booster clubs

Teachers

HUD

VA

Bank/shor t sales

Country clubs

Real estate agents

National Association of Realtors

Realtor seminars

College alumni associations

Investor seminars

First-time buyer seminars

Urban seminars

Weddings

Charities

Billboards

Shopping car ts

Places of worship

Craigslist

Newspapers

Local magazines

Theaters

Radio

Restaurants

Networking groups

Financial planners

Stockbrokers

Go to the malls

Professional building search

Divorces

Judges

HOA associations

Relocation companies

Girl/Boy Scouts

Running clubs

Biking clubs

Ski clubs

Gyms/personal trainers

New home builder reps

Building co-owners

KW MCAs

KW Team Leaders

KW Regional Directors

Your past occupations

Community pool areas

Apar tment representatives

Parades

City holiday celebrations

Grocery store

Nursing homes

Bunco/poker nights

Maid services

Singles organizations

Cleaners

Coffee shop

Doctors

Marriage counselors

CPAs

Horse shows

Car shows

Farm an area

Airlines

Hotels

Hospitals

Rental cars

Taxis

Ice cream shops

Goodwill store

Beauty salons

Photography studios

Move-in par ties

Before-market preview par ties

Zoom in on Lead Generation Opportunities

1. Circle the lead generation opportunities you already have.

2. Underline those you would like to incorporate.

Time: 2–3 minutes

STOP and DO


More Lead Generation Targets

The focus of lead generation so far has been on customers—buyer and sellers—and lots of them for your pipeline. Three other targets for lead generation are as follows:

1. Agents from other companies Keller Williams Realty is the real estate company you chose because of the mission and values that match your own. Others may want to join and just don’t know it yet. Since we are a profit-sharing company, it is to your benefit to talk with other agents about the benefits and resources that your company provides.

2. Commercial customers Keller Williams Realty has commercial agents helping clients buy and sell commercial property: multifamily units, office buildings, retail space, industrial, and land. Find and refer business to them, and receive a referral fee. For example, while getting your teeth cleaned, you hear your dentist mention that he needs more space. Put your dentist in touch with a commercial agent in your Market Center, get a referral fee for the deal, and gain a happy customer who gives you business and referrals.

3. Talent At some point in a successful career, you will want to hire someone to help you grow your business. Always keep your eye open for great talent, and keep them in your pipeline.

Recap What You’ve Done

You are on your way to prospecting for business. Soon, you’ll have leads, buyers, and sellers!

Completed Lessons and Tasks

You’ve learned the four Cs of prospecting.

You have applied the 3–3 formula to your prospecting activities.

You actively prospected for leads!

You wrapped up activities with some methodical follow-up.

WellDone


Get to Work

Your Action Plan

Time block and complete the following activities before the next Power Session.

Done My Action PlanBy

When

Bring your Value Proposition from Power Session 1: Rev Up.

Prepare for Power Session 5: Accountability

• Bring supplies to construct your vision board, such as:

• Poster board, a journal book, or an alternative

• Meaningful images—photos or pictures

• Inspiring words, phrases, numbers, and symbols

• Colored pens• Other decorative items

• Bring your numbers for the week.

• Bring your Daily 10/4 tracking and results

Your Daily 10/4 Assignment

In your calendar, time block and then complete the following activities before the next Power Session.

Four Habits Daily Goal Done

Build and Manage Your

DatabaseAdd 10 people to your database.

Prospect Connect with 10 people.

Follow Up Write 10 notes.

Know Your Market

Preview 10 homes this week.


My Aha’s

1. Write down your three most powerful aha’s from this Power Session.

1.

2.

3.

2. Share one aha with the class.

Time: 5 minutes

STOP and DO

Aha’s

Ignite Correction and Suggestion Log

Instructor Name: ________________________________________________ Date: ________________

Market Center: _________________________________________________ Power Session #: _______

Content Type (instructor manual, student manual, job aid)

Page Number

Type of Correction (misspelling, wrong reference to resource, etc.)

Description of Correction or Suggestion

Suggestions for this Power Session:

__________________________________________________________________________________________

Please send this completed form to KWU

email: [email protected], attn: KWU Ignite

fax: 512-328-1433

mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746

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