six weeks to greatness™ intro
TRANSCRIPT
Six Weeks to Greatness™
“Outperforming The Competition”™Using 8PG
1.What is 8PG™?
2.What is expected of me?
3.How can I get out of this?
4.Who is our Instructor?
Four Questions…
Rich Williams10+ years Real Estate sales experienceRecognized as a “Top Producer”, consecutively 15+ years Business ExperienceBusiness OwnerTrained, Motivated and Coached over 15,000 President Phi Beta Lambda Graduate of “Speakers Academy”Professional Speaker, Trainer & Coach
Personal 8 Pillars Success$2.0 Million in production during 60 days
Your trainer….
That’s our promise to you during the course of this
program.
It is our commitment to you as you take this first step.
“Give me 42 days and I’ll give you success
for a lifetime.”
Blind Faith
• Belief without true understanding, perception, or discrimination
• To have hope and reliance in
• Blocked or closed certainty and or confidence
Who decides what group you end up in?
8 Pillars to Greatness
1. Business Planning/Vision2. Lead Generation (Daily Prospecting Sheet)
3. Three Part $teps to $uccess4. Scripts and Dialogues5. Objection Handling Tips/Methods6. FSBO’s; Expireds and Shortsales 7. Motivated Buyers and Sellers8. Keeping it Going
CLASS RULES
•No Smoking (Really?)
•No Talking or side Conversations
•Cell Phones must be in off position
•STRIKE RULES (Go over later)
•Class Times & Breaks
Class Times & Breaks
10:00am – 12:00pm
1 – 10 min Break at 11:00am
All Sessions are held right here, Saturday’s Consecutively,
Your Dates . . . .
COMMITMENTThink “BREAKFAST”…
At breakfast there is involvement and then there is commitment…
The Chicken is "involved”
The Pig is “committed”
Mutual CommitmentStudent
•Best Effort•Blind Faith
Office•Remove Obstacles•Wipe Slate Clean
Trainer•110% From Me•Availability to Students
Teammates•Give Equal Effort•Give Honest Criticism
Write this down, please…
1/71/141/211/282/4
2/112/11 – Graduation Lunch
Countable Production
• Listings
• Listings Sold
• Sales
• Listing Appointments Set
• Listing Appointments Attended
Team # L S L/S AS AA AVG U/DA 5 2 2 1 15 12 1.00 1.33B 5 3 2 1 21 11 1.20 0.57C 4 5 5 1 8 6 2.75 1.20
#########
Totals 14 10 9 3 44 29 0 1.65 1.03
TEAM STATS
WEEKLY 1 2 3 4 5 6 7 8 9 10 TOTALPeopleListingsSalesListing SalesTotal TransactionsAverage P.P. Per WeekList. Appt. ScheduledList. Appt. AttendedAppointment Ratio P.P.Listings Per Appt.
CUMMULATIVE 1 2 3 4 5 6 7 8 9 10PeopleListingsSalesListings SoldTotal TransactionsAverage P.P. Per WeekList. Appt. ScheduledList. Appt. AttendedAppointment Ratio P.P.Listings Per Appt.
Trainer:
Company:
Program#:
First Session:
Graduation:Weekly / Cumulative Totals
TEAM LEADERS WORKSHEETTEAM __________
Name of Graduate # Listings List $ Vol. # S & L/S Sales & L/S $ Vol. Tot. Trans Total $ Vol.
1
2
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8
9
10
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TOTALS
Class Summary
Company: Program Number:
Trainer: Graduation Date:
City: State/Prov.:
STA
NDIN
GS
NO. O
F P
EOPLE
AT
GR
ADUATI
ON
LIS
TING
STR
ANSAC
TION
S S/L
S
TOTA
L AV
ERAG
E
PER P
ER
SON
TOTAL
TRA
NSA
CTI
ON
S
WE
EKLY
AVE
RAGE
PER P
ER
SON
TOTAL:
LIS
TING
S
DO
LLA
R VO
LUM
E
TRAN
SAC
TIO
NS (S
/LS)
DO
LLA
R VO
LUM
ETO
TAL
DO
LLA
RVO
LUM
E
AVER
AG
E D
OLL
AR
VOLU
ME
PER
PER
SON
Revised 12/12 /99
TEA
M
STUDENT COVENANT OF COMMITMENTFor Participation in Productivity CoachingStudents in Productivity Coaching must meet the following standards.1. I agree to work a minimum of 5-1/2 days and take one full day off each week during the course. 2. I agree to participate 110% in the course. This includes completing all assignments as directed by trainer and making Productivity Coaching assignments Top Priority.3. I understand that Productivity Coaching is a copy-written & trademarked program and I agree not to duplicate or disseminate any of this material. 4. I understand that if I receive 3 strikes during the course, the coach may dismiss me with no tuition reimbursement. One strike will be acquired for each of the following: A. Failure to attend an online live seminar meeting or in-class sessionB. An incomplete weekly field exerciseC. Did not schedule a bona fide appointment on two separate days during the week for the first four weeks of coaching.D. No listing by Week FourE. Sharing course content without permissionF. Being Tardy5. I agree to remain with my present office for the entire course. 6. I understand that I must obtain a minimum of 3 listings to graduate with a certificate of completion. 7. I agree to pay a referral fee per the attached fee structure of the gross commission for a period of up to 6 months following my enrollment date into the Productivity Coaching Program.8. If I complete my first transaction within 45 days of starting the program ERA Pro agrees to refund the enrollment fee for the Productivity Coaching Program.
”As a Star Performer I am consistently guided to say and do the things that contribute to my daily success; therefore….”
Today I Choose, to walk and talk like a Star Performer.
Today I Choose, to be mentally, physically and spiritually alert to do profitable activities.
Today I Choose, to attract new and highly motivated clients that are ready to buy.
Today I Choose, to be confident, competent and complete.
Today I Choose, to find ways to help others succeed.
Today I Choose, to live a creative, fulfilled, and winning life. Because of my choices from this moment on anything that happens will
happen in my favor because I am a Star Performer!
I am a Star Performer!
BECOME A S.T.A.R. PERFORMER
What Is a S.T.A.R.? SS (Skillful) TT (Technique) AA (Attitude) RR (Results)
8PG™ Definition of Results: 1. Appointments 2. Listings 3. Sales
5 Keys = Results
1. Goals vs. Dreams
2. Work Listings
3. Master the Phone
4. Stay On Track
5. Become Technique
6. Time Management (Bonus)
SMART Goals
• S = Specific Goals
• M = Measurable Goals
• A = Action-Oriented
• R = Realistic
• T = Time confined
Wife lostWife lost
Goals to Consider and Understand For GrowthAs a business owner (your real estate business), you should consider the following weekly/monthly/yearly goals:
•How much do I want to net in revenue from real estate sales this year?•Make time (time block) for yourself!•How many listings and sales will it take?•How many hours each week will I commit?•What is your farm/prospect in budget?•What is your personal marketing budget?•What is your technology budget?•When and how often will you prospect (calling and visiting)?•When and how often will you farm by mail and email?•Know the ERA training, models and benefits (web, email, etc.)•Will I work solo or as a part of a team?•Will I be the rainmaker or a specialist on a team?•How much will I budget for education and training courses?•Read the “Millionaire Real Estate Agent” book (MREA).•You need to be proficient at email and a contact management system.•How many agents will I help recruit to my office?•What are my passive income goals?•What days and times will I dedicate to generate leads?•Meet with my Broker/Manager once per month for the first three months of the year•What is my Plan B & Plan C?•30, 90, 120, 180, 365 goal plan
1. Sit in the office and hope…
2. Knock on doors(pink note)
3. Mail flyers, cards and letters (Outlook, Infacta.com, topproducer)
4. Telephonea. FSBO’sb. Expireds (Get your foot In)c. Warm Calls
How Do You Find Prospects
www.constantcontact.com
www.impactengine.com
www.addbranding.com
www.landvoice.com
Prospecting . . . . . .
Champions Diet“Lead Generation”
• Three days of growth in the office
• Start at 10am
• Set appointments
The Lead Generation Cycle
Lead generation is a combination of two things:
• Prospecting (seeking customers)
• Marketing (attracting customers)
The Lead Generation Cycle
Marketing vs. Prospecting
The Meaning of “No”
TruthIn the first 90 days, prospecting is more critical
than marketing.
The Lead Generation Cycle
Scheduling Your Time for ProspectingLead generation is your most critical activity. Therefore, scheduling and protecting your prospecting time is imperative. The morning is generally the best time for prospecting, as it ensures you do not get caught up in other activities and lose the day.
The Four Laws of Lead Generation
The Four Laws of Lead Generation1. Build a database. (Met vs. Not Met)
2. Feed it every day. (5, 15, 5)
3. Communicate with it in a systematic way. (8X8,12X12, 33 touch)
4. Service all the leads that come your way.
8 x 8
8 x 8The 8 x 8 is a high-impact, high-saturation
technique that is designed to put you in the number one position in the minds of everyone you add to
your Met database.
Communicate With It in a Systematic Way
Week 1 Send or drop off a handwritten note with your business card. Every
single touch
should have a quick
reminder and
instructions on how
to give you referral
business.
Week 2 Contact the individual by phone to follow up.
Week 3 Send or drop off an item of value.
Week 4 Contact the individual to quickly touch base, ask if there is anything you can do to help, as for a referral, and ask for an appointment.
Week 5 Send or drop off an item of value.
Week 6 Contact the individual to quickly touch base, ask if there is anything you can do to help, ask for a referral, and ask for an appointment.
Week 7 Send or drop off an item of value.
Week 8 Contact the individual to quickly touch base, ask if there is anything you can do to help, ask for a referral, and ask for an appointment.
Truth
Success in 45 days will require you to work with only serious buyers and sellers.
Lead Generate Your Business
What Type of Business Do You Want?
1. Faster
2. Builds inner confidence
3. Maintains lead pipeline
4. Builds rapport
Why Do We Use The Telephone?
75,000 calls
1. Are you making enough calls?
TELEPHONE PROSPECTING FOR APPOINTMENTS
Fine tuning your telephone skills
2. Do you sound natural, yet enthusiastic?3. Are you calling the right people
and area?4. Are you staying on track?5. Are you handling objections and obstacles?
5-STEP APPROACH1.Identify
2.Introduce
3.Ask
4.Give reason
5.Ask again or another way
N.M.W.T.S.
“Gee, I Don’t Know,
I Haven’t Seen Your House Yet.
Let’s Get Together!”
Only Response:
If you make enough calls and ask
enough people if they want to sell
their house, someone will
eventually sayYES!!!
The Law of
Averages:
NOTE:
Week One Assignments
1. Create your dream board2. Get a picture of your goal 8X103. Write your affirmation4. Say the Star Performer 3 times with a team
member during your 3 days in the office.5. Go to the office 3 days this week at 10am and
generate leads. Call until you set an appointment. (total of 1 per day)
6. Track your activity on your daily prospecting sheet
What’s Your Vision/Goal?
“SMART Goals”