Ground Rules

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(No Transcript)
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Ground Rules

• Return promptly from breaks.
• Limit your side conversations.
• Turn your cell phones and pagers to vibrate or
  OFF.
• Respect the different learning styles and
  opinions of others.

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Ready Set Dial!
How To Turn Fear Into Fortune
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• Almost ALL real estate professionals have some
  form of prospecting or lead generation
  reluctance!

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There are 12 Types of Reluctance

• Disparager Worries, will not take social risks
  may be pre-occupied with what
  might go wrong during prospecting.
• Preparation Immobility Over-analyzes doesnt
  take the necessary actions to achieve sales
  goals.
• Image Fanatic Obsessed with image. Focuses more
  time on image than substance.
• Presentation Panic - Fears group presentations
  displays stage freight.

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There are 12 Types of Reluctance

• Career Denial Ashamed of sales career
• Conceder Fear of intruding on others gives in
  easily.
• Social Class Apprehensive Intimidated by
  others who appear financially well off or are
  decision makers.
• Friend Contrary Fears loss of friends

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There are 12 Types of Reluctance

• Family Averse - Fears loss of family approval
• Referral Averse Fears losing existing business
  or client relationships if asks for referrals.
  Keep in mind, on average 52 of REALTORS income
  comes from past clients yet less than 10 of
  their prospecting time is allocated here.
• Telephone Terror Fears using the telephone and
  shows physical signs of distress when using the
  telephone for prospecting or self-promotional
  purposes.
• Coach Contrary Rejects coaching and mentoring.

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Top Producers Score The Best (Lowest Score) In 4
Categories

• Coach Contrary Top producers willingly accept
  and participate in coaching and mentoring.
• Disparager Top producers have positive
  expectations while prospecting. They understand
  good things happen when momentum is created via
  prospecting.
• Referral Averse Top producers know asking for
  referrals from existing business or client
  relationships is a key to success.
• Telephone Terror Top producers see the
  telephone as a necessary tool for prospecting and
  self-promotional purposes.

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MyReluctance Report
This Report Shows Telephone Terror As My
Primary Reluctance Type
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Play
Real
Role
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Mark Zupan
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Ground Rules

• Return promptly from breaks.
• Limit your side conversations.
• Turn your cell phones and pagers to vibrate or
  OFF.
• Respect the different learning styles and
  opinions of others.

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Larry Carlton
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Play
Real
Role
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Panel Profit Share and Welth Building
Panelists Jimmy McKissack and Linda McKissack
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Building Your Own Real Estate Company Inside
the Company
NOTE The results obtained by Dave Jenks (or the
McKissack family) are not typical, and are not
intended to enable you to calculate Profit Share
distributions you may obtain in the Keller
Williams Realty, Inc. ("KWRI") Profit Share
program.  Individual results are based upon
a number of factors, including the profitablity
of market centers, and the productivity
of agents.  KWRI cautions you not to assume that
these results bear any relation to the financial
performance you can expect as a participant in
the Profit Share program.  Individual
results vary greatly. 
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology
• Hire Staff Sales Manager, Administrator and
  Receptionists

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology
• Hire Staff Sales Manager, Administrator and
  Receptionists
• Recruit Producing Agents to Your Economic Model

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology
• Hire Staff Sales Manager, Administrator and
  Receptionists
• Recruit Producing Agents to Your Economic Model
• Deliver Your Value Proposition Training,
  Marketing, Technology, etc.

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology
• Hire Staff Sales Manager, Administrator and
  Receptionists
• Recruit Producing Agents to Your Economic Model
• Deliver Your Value Proposition Training,
  Marketing, Technology, etc.
• Retain Professional Services Broker, Legal,
  Accounting, etc.

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology
• Hire Staff Sales Manager, Administrator and
  Receptionists
• Recruit Producing Agents to Your Economic Model
• Deliver Your Value Proposition Training,
  Marketing, Technology, etc.
• Retain Professional Services Broker, Legal,
  Accounting, etc.
• Deal with Regulatory Agencies RE Commission,
  IRS, Labor Dept, OSHA, etc.

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility Buy or Lease
• Build-out and Furnish the Office
• Buy and Install Equipment Technology
• Hire Staff Sales Manager, Administrator and
  Receptionists
• Recruit Producing Agents to Your Economic Model
• Deliver Your Value Proposition Training,
  Marketing, Technology, etc.
• Retain Professional Services Broker, Legal,
  Accounting, etc.
• Deal with Regulatory Agencies RE Commission,
  IRS, Labor Dept, OSHA, etc.
• Oversee and Manage the Business Hiring
  Firing, Accountability, Budget, etc.

NOTE
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The Nine Steps of Building a Real Estate Company

• Get an Office Facility
• Build-out and Furnish the Office
• Buy and Install Equipment
• Hire and Pay Staff
• Recruit Producing Agents
• Deliver Value Training, Marketing, etc.
• Retain Professional Services
• Deal with Regulatory Agencies
• Manage the Business

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The Dave JenksProfit Share CompanyFounded in
1996
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845Associates

• Total Earnings 283,602

NOTE
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The Dave JenksProfit Share Company
66,669
59,525
42,941
4,281
658
NOTE
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The McKissack FamilyProfit Share CompanyFounded
in 1996
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5139Associates

• Total Earnings 1,794,136

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The McKissack FamilyProfit Share Company
458,660
348,111
265,837
62,810
10,858
NOTE
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Passive Income (ongoing Profit) with

• No Financial Investment
• No Risk
• No Liability, and
• No Management Responsibility

NOTE
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Now Thats a Business Worth Owning!
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The Gift of Shift

• God grant me the serenity to accept the people I
  cannot change, the courage to change the one I
  can, and the wisdom to know its me.
• UNKNOWN

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Successful People Shift

• Always
• Continuously
• Relentlessly
• Whether it is in response to the market or their
  own goals, high achievers are always changing.
• And they know that to triumph in any situation
  they must always do one thingshift.

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Be Careful What You Wish For

• Take nothing for granted.
• Assume nothing.
• Appreciate every moment for what it is.
• Take the good with the bad and the bad with the
  good.

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Follow the Model

• So, whether you are dealing with a market shift
  or youve decided to give your business a lift,
  there are twelve things you need to do.

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Get Real, Get Right

• First, get real about your situation and get
  right about what youre doing.
• Bring a greater sense of clarity, priority, and
  focus to your work.
• Look at your role and do what you do best and get
  paid the most for. Most likely, that will be lead
  generation and conversion.

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Re-margin Your Business

• Get serious about expense management and
  profitability.
• Stop spending money on your business and start
  investing money in it. Lead with revenue, not
  expenses.
• Be a budget bully and make your money smart.

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Do More With Less

• Maximize your productivity.
• Focus on the six core competencies of a real
  estate sales business and hold everyone around
  you to high standards.
• Follow a clear process for hiring and firing,
  continually top grade your people, and annually
  upgrade your systems.

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Focus Your Lead Generation

• Find motivated clients
• Time block to ensure this gets done everyday.
• Master the tasks, skills and scripts of your lead
  generation methods.
• Make your message match your market and always
  make direct and indirect offers for immediate
  response.

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Capture, Connect, And Close

• Memorize and internalize the conversion process
  and the scripts.
• Make sure everyone around you does the same.
• Never assume you have a lead until you have an
  appointment.

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Focus Your Internet Strategy

• Catch people in your Web and capture contact
  information.
• Everything else it does can be important, but
  secondary.
• Offer thin bait to attract hits and fat bait
  to give them a reason to register.
• Rapid response is your standard.

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Master Seller Pricing

• Ensure your listings are always in the market.
• Show sellers the financial risks of being
  overpriced, missing the window of opportunity
  and chasing the market.
• Build price reductions into your agreement up
  front.

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Master Staging Strategies

• Stage the home so your sellers always stand out
  from the competition.
• Show them how proper clean-up, repairs, and
  cosmetic improvements will decrease the time on
  the market, increase the number of offers, and
  gain a higher sales price.

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Help Buyers Overcome Reluctance

• Acquire genuine urgency.
• Become their local economist of choice, help
  them tap into their why and show them the
  hazards of trying to time the market.
• Narrow the field and provide best buy lists so
  they see the opportunities that exist in their
  market.

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Build A Creative Finance Team

• Put creative financing to use whenever you can.
• Use seller creativity (concessions,
  contributions, buydowns, and owner financing),
  buyer down payment creativity (family,
  specialized agencies, government grants, and
  retirement fund loans) and lender creativity
  (FHA, special federally funded and guaranteed
  loans, municipal and state programs and special
  application procedures).

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Participate in the Market of the Moment

• Give your business bandwidth.
• Know the ins and outs of short sales,
  foreclosures and REOs.
• Also become a specialist in capturing and
  converting the leads from yours and others REO
  listings.

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Bulletproof Your Transactions

• Take nothing for granted.
• Set seller and buyer expectations up front,
  involve yourself in the selection and supervision
  of all vendors, be personally involved in
  inspections, repairs and any final negotiations,
  and employ a step-by-step process to address
  buyer or seller remorse.

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Act Your Wage

• You must think and act the wage you want before
  you earn it.
• Average is as average does. Good is as good does.
  And great is as great does.
• What you do is who you become.
• Its really that simple.

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The Speed Of Need

• If you want to be effective (and efficient) keep
  things simple.
• Dont try to accomplish everything at once just
  do the few things that matter most and see what
  happens.
• Your business is your business and your
  priorities are yours and yours alone.

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The Speed Of Need

• We all get our actual speed from our big whys.
• Velocity creates momentum. And haste driven by
  big motives and a prioritized plan is never a
  waste.
• So when you see an individual moving positively
  in the direction of their dreams youre seeing
  someone who is in touch with their biggest whys.

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We Fail Our Way To Success

• One of the greatest myths is that you succeed
  your way to success. This isnt true. In fact,
  just the opposite is true. You fail your way to
  success.
• Everyone fails. The ones who succeed are the ones
  who keep going. The ones who fail are the ones
  who dont.

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Tough Times Are Essential

• Even the best need an assist by the market to
  gain a step on the competition.
• While it knocks you down its knocking others
  out.
• So, a shift is an opportunity to get ahead or be
  left behindthe only question is which one will
  it be for you?
• Time tends to reward effort and resilience.

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• Success never comes to the chosen few, but the
  few who choose. These can be the worst of times
  these can be the best of times. You get to
  choose.

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Go Shift!
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