USING PROSPECTING AND BUILDING RAPPORT TO TAKE YOUR BUSINESS TO THE NEXT LEVEL
Ben Pickthorn is Director of Prospecting at Five Doors Network of Keller Williams Realty
Ben will make 500 dials a day with a goal of having 50 conversations and making 15 connections.
Sometimes we just have to stretch outside of our comfort zone.
"On every call a sale is made. Either we are selling them why they should buy, or the prospect is selling us why they can't buy" Zig Ziglar (Paraphrased)
• Build Rapport
• Be Resilient
• Be Consistent
• Ask Great Questions
• Uncover the Real Objection
• Be Transparent
• Be Honest with People about what you want
• Practice you Scripts
• Learn the Scripts so you can be a Better Listener
Brain Tracy is a Canadian-born American motivational public speaker and self-development author. He is the author of over 70 books that have been translated into dozens of languages
Best Selling Author on Productivity with over 70 Books in 42 Languages
"If you're goal is not written it's a wish." Brian
"The power of focus is knowing exactly what you want and having a plan to achieve it." Brain Tracy
• Write down 10 goals you want to achieve in the next 12 months
• Select the 1 that will have the most impact
• Shut your mobile devises off when focused on other things
• Practice focus and concentration
• Plan time with yourself
• Research something before spending time or money on it
MOST OF US ARE ONLY 1 SKILL AWAY FROM DOUBLING OUR INCOME
Brian Tracy must read books are eat that Frog & Mater you time, Mastery your life!
About Brian Tracy:
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.
Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined.
Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 70 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year
I'm doing AdvoCare® starting January 2nd. To join me, go to http://LiveLongerSmarter.com
BUILDING AN EFFICIENT TEAM THAT CAN BE DUPLICATED
KEY POINT: You're executive assistant needs to be highly self-motivated
Have open ended interviews(not specific to a role) and people are more open to talking freely and you can determine what role they are a fit.
"As a team owner, one of the best things you can do is spend time with your EA in the beginning." Margaret
• Know your mission and vision
• Look at their track record
• Look for people who listen and respond well
• Look for victim mentality
• Ask about their strengths and weaknesses
• Have open ended meetings- no specific roles
Click here to receive our exclusive offer from Landvoice, our sponsor for today
Top producing Real Estate agent on team expansion
About Margaret Smith:
EXECUTIVE ASSISTANT - PICKETT STREET PROPERTIES
. September 2014 – Present (2 years 4 months) Bothell, WA
. Assist Owner with personal & professional duties
. Act in Owner’s role when he is gone on vacation or work trips . Recruit, Screen and hire for company
. Coordinate team & company events
. Manage, maintain & implement new systems
. Oversee all marketing for company
. Manage Team Administrator & Virtual Assistant
LANDVOICE: Click here to receive our exclusive offer from Landvoice, our sponsor for today
THE GREATEST NEW OPPORTUNITY IN REAL ESTATE: BUILDING AN EXPANSION BUSINESS THE RIGHT WAY
Brent Dalley, CEO The Fire Group - Arlington TX
Expansion teams support agents by taking away the 80% of the things that keep them out of production.
Don't do duplication, do expansion.
"Hyperlocal is the best way to go." Brent
• Find the right who
• Find the right area - culture
• Build it on lead generation
• Build a rock solid hub
• Take ESO multiple times
• Take career visioning multiple times
About Brent Dalley:
Multi-million dollar producing real estate team
2010 Rookie of the Year Keller Wiliams
Appointed to State of Texas Stroke committee (GETAC)
Prev-Ambassador for Mansfield Chamber of Commerce
Father of the year 24 years running..
Meals on Wheels-Mansfield
American Stroke Association Ambassador
Member at TCAL (The Community at Lake Ridge Church
BUILDING A HIGH PRODUCTION REAL ESTATE TEAM
Jim will close over 125 units with only 3 salespeople and 2 administrative people which is rare.
Each team member should be able to do 40-50 units a year working 40-50 hours a week.
"Have a standard and find the people who want to take it to the next level." Jim
• Follow a schedule
• Hire the right people
• Have a standard
• Set expectations
• Find a mentor
• Cast a vision
• Watch successful people
Jim is a salesperson for Keller Williams Realty Greater Worcester and has been licensed since 2004 and has represented both buyers and seller in the Central Mass. area. In New Construction, REO Properties and Short Sales, Jim has helped to guide many buyers and sellers through what can sometimes be a very difficult transaction. He also conducts training classes for Short Sales, REO and First-time Homebuyers in his Worcester office location. Jim has lived most of his life in Central MA. He is a member of the National, State and Local Board of Realtors.
If you liked this episode, please share it with your friends or co-workers. Contact me here: http://davidihill.com/contact
Chris Voss, Author, Past FBI hostage negotiator, Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs.
Black Swan Group and Top Business Negotiation Expert
"Don't be afraid to say what you think to be true." Chris
"The most game changing book on negotiations I have ever read." David Hill
• Use empathy
• Mirror (repeat last 2-3 words)
• Summarize what the other person says
• Use open ended questions
• Get the other party to say "NO"
Check out Chris's website and sign up for his blog
TO SIGN UP FOR THE NEGOTIATIONS NEWSLETTER
TEXT: " Thatsright " to 22828
About Chris Voss:
Christopher Voss is an Adjunct Professor at Georgetown University's McDonough School of Business and Marshall School of Business at University of Southern California teaching negotiation in both MBA programs. He is a past Instructor of International Business Negotiation at Harvard University and a retired Federal Bureau of Investigation special agent who was the FBI's lead international kidnapping negotiator from 2003 to 2007. Voss spent 24 years in the FBI; after retiring, he founded a negotiation consulting firm, the Black Swan Group.
Voss was assigned to the FBI Crisis Negotiation Unit (CNU) from 2000 to 2007. He worked cases which included the Jill Carroll case in Iraq, the Steve Centanni case in the Gaza Strip, the Burnham-Sobero Abu Sayyaf case in the Philippines, and the Gonsalves-Howes-Stansell kidnapping in Colombia which culminated in the July 2008 rescue by Colombian forces.
While assigned to the CNU, Voss was also the FBI hostage negotiation subject-matter expert for the Hostage Working Group of the National Security Council and the U.S. hostage negotiation subject-matter expert representative to the G8. He was also one of the lead CNU instructors in the FBI's National Crisis Negotiation Course.
Jessica Starr, CEO and Realtor at Starr Realty Group, Keller Williams
Helping people change their lives through profit share
"If you do the right things through people the money will come." Jess
• Being Purposeful
• Time-block your meetings with talent
• Come from contribution
• Simply share your story
• Be kind
• Be present
About Jessica Starr:
Jessica Starr has extensive experience with short sales, foreclosed properties, condos, distress situations and high end homes. Her award winning marketing plan will get results. Whether you are looking to buy or sell a home in or around Connecticut and Massachusetts, Jessica Starr can help you make the move both fun and easy. She was Prudential CT Realty Simsbury's number 1 agent in the total number of homes sold in 2009, #2 team for total homes sold in Simsbury in 2011 and currently within the top 1 percent of all agents in Hartford County.
Her team, Starr Realty Group, is also Simsbury’s #1 real estate team of the year! Starr Realty group was recently rated among the top 7 percent of real estate professionals nation-wide as a FIVE STAR real estate professional for 2013.
How to build a massive online presence with social media, with Tony Giordano, Giordano Industries, Keller Williams Realty, Inc.
“Before you post on social media close your eyes and picture your friends in a room with you, then post what you would say in person.” – Tony G
People are searching for the cities you sell real estate in, they are not searching for realtors. Master advanced twitter with hashtags.
“The biggest mistake agents make is learning social media from techies. You must learn to talk language of sales.” Tony G
and his global website, http://giordano.global
Owner of one of the largest Real Estate Companies in New England- Closing over 3000 transactions a year.
Stacey has interviewed more than 250 celebrities, athletes, CEOs
"If your dreams do not scare you they are not big enough." Stacey
STEPS To Success
• Have a vision board
• Create massive goals so even if you fall short you are far
• Time block
• Read Daily
Sponsored by: http://directmortgageloans.com 888.604.2525
"We all have the power to manifest whatever we want." Stacy Alcorn
Entrepreneur, Author, Business Owner, Attorney, Blogger, and Mom….Stacey Alcorn’s keynotes, blogs, and radio show continue to offer a compelling message about defining and achieving your dreams.
Her message is one of building upon everyday small successes as a catalyst to reaching greater accomplishments. To bolster triumphs even further, she shares a message of tuning out naysayers, focusing on constructive energy, and every individual’s fundamental ability to mentor others to greatness.
Stacey blogs regularly on her own site http://StaceyAlcorn.com and writes regularly for The Huffington Post. She also hosts The Road Map to Wealth Radio show across the country on WBZ once a month on Saturday nights.
Pat Hiban, Author of “6 Steps to 7 Figures”, podcast host and entrepreneur
Focusing on horizontal lines, instead of vertical income and when things get tough use exercise.
"Real Estate may be simple, but it's not easy." Pat Hiban
Pat is a 28 year real estate veteran. He went from selling 13 homes his 1st year to doing 5.2 million in GCI.
Podcast: Pat Hiban Interviews Real Estate Rockstars
Pat's Book: 6 Steps to 7 Figures
Pat's Training - RebusUniversity.com ($100 off when you use promo code "rockstar100")
"Be a good saver and invest wisely." Pat
Mindset and Building Brand Awareness, with Don Hobbs - Co-founder of MAPS Business Training
Don made his start in the personal development business working with Tony Robbins and Jim Rohn
"People do business with people they know, like and trust...and remember." Don Hobbs
"Be around the people you want to BE." Don
- Kristan Cole, Team Owner and VP Mega Agent Expansion
Expansion can be the quickest way to 100 million!
"Make sure expansion is a good business decision" @KristanCole
"The ESO Class will make you a better business person regardless whether you expand" @KristanCole
Watch Kristan Cole’s Interview with Gary Keller: https://youtu.be/ORAs1-rvvUU
"We only have control of ourselves and the present moment." Trish Blackwell
• Learn how to be well in your skin
• Mind training makes the difference
• Be authentic in your relationships
• Keep a gratitude journal
• Compliment 15 people daily
• Be grateful
Listen to the Confidence On the Go Podcast
Check out Trish's new book, Insecurity DETOX
"Nobody wants to be sold, but everybody wants to buy." Trish
Successful people know how to anticipate whats coming and get in the middle of it - Dianna Kokoszka, CEO of KW MAPS Coaching
"If you don't like you're life, make up a new story." Dianna K
• THE 10/80/10 rule
• Take ownership for everything that happens in your life
• Change your story
• Be careful who you get advise from
• Don't become addicted to you're thoughts
Nate will personally close 60-70 buyer sides in 2016 using the simple strategies below.
Learn how to have a hard conversations with your clients up front so that you can have a hard conversation when the right property shows up.
I ask 50 questions so that we do not have to look at 50 homes.
“I will give anyone the time to see one home as long as they answer the questions the right way.” Nate
STEPS TO Massive Success
• 2013 - 5 million closed
• 2014 - 8 million closed
• 2015 - 17 million closed
• 2016 - tracking for 30 million closed
"Think of prospecting as a game, a way to work on your craft" - Todd
• Being Consistent
• Make calls daily 2-3 hours
• Make prospecting a game
• 10,000 hours to master your craft
• Master follow up
LISTEN to Todd's Outstanding Role Play!!
You can sit in your office all day and make calls but at some point you just have to get out and get in front of people. Belly to belly!
Wendy leads real estate teams in Austin and St. Louis. A community activist and philanthropist, her secret lies in hiring Austin’s most talented people.
In only 6 years Wendy went from a stay at home mom to building and owning a team of 11 talented people who are on track to close 70 million in 2016!
Secret sauce is to hire the most talented people
“The hardest part of growth is being a great leader.” Wendy
• Hire the most talented
• Hire talent fast
• Cross train team members
• Cast a vision
• Show opportunities
EXPANSION TEAM Misconceptions
Do not start another location until you get the 1st one right
Shon Kokoszka, President of MAPS Business Coaching, Maps Coach & One Thing Certification Trainer
Time Blocking – Do 1 hour or 8 hours a day. Just be consistent
Geometric Progression – Knocking over the 1st Domino
“Where you are today has no barring on where you can be 3 months down the road with taking the appropriate actions.” Shon K
STEPS TO Massive Success
READ The One Thing
Elise Touchette, Leadership and Teams Coach, discussion on helping leaders uncover their purpose and getting team members to work together towards achievement of goals.
We must be clear in order to attach talent!
• Attract people who believe what you believe - WHY
• Be clear on what you believe and why you believe it.
• Uncover what frustrates me most, what drives you crazy and fix that.
• Look at patterns in your both wins and losses in your life.
"Comfort is not your friend." Elise Touchette
Chad Hyams discusses what it takes to achieve massive results in life and business.
NO Fluff, Cut to the chase training!!
Helping People Unlock their Potential!
"Let's get to the point, call it what it is and solve the challenge and move on."
"If it doesn't make you cry, it's not a big enough why." Chad Hyams
• Figure our you're purpose - WHY
• Break through your limitations by taking 1 more step
• Accountability partners
• Get a coach
• Read The One Thing Book Monthly
Jeff Glover, owner of the Top Producing Jeff Glover and Associates team discusses how they will close over 1000 sides in 2016.
Jeff's Personal Production 2016 - 180-200 units
Team Production 2016 - 800-1000 units
"Don't try and be everything to everyone. Don't chase the next big thing. Pick 1 thing and do it really well, and do it over and over again, teach others how to do it and do it for a long time, and the dividends will pay off." - Jeff Glover
LISTEN TO THE AWESOME LIVE PREQUAL CALL!!! (Full of AHAs!!!!) Jeff Brilliantly handles why both parties should be present at the listing appointment.
• Figure out what are your strengths and weaknesses
• Turn over all the things that are not within your strength zone
• Know your material so well that you can be efficient
• Get in-front of 1 or 2 people daily
• Work on leadership and business development
Bob Lucido, Keller Williams Realty #1 Producing Team 135 Millions Volume for 2015, discusses what it takes to build a powerful team and business.
1200 Units Closed 2015 – 1600 Units Goal for 2016
Simply being proactive and communication is key to success
“We must create a culture where team members and customers will never want to leave us.” Bob Lucido
• Read books MREA & The One Thing
• Being proactive
For more on Bob Lucido, visit http://maryland.boblucidoworldwide.com
Antoinette Perez, 13yr Keller Williams Realty Master Faculty, trainer and teacher discussing Culture and Vision in the business environment.
The leader's standards and expectations determine the culture of the organization!
"As a leader we must model the behavior we expect!" Antoinette Perez
Culture is the unspoken way we behave. The code of conduct in our business.
STEPS TO CREATE CULTURE
• Read books on culture
• Identify who you are
• What do you want your company/team to represent
• Understand vision and mission
• Hire a design brief
We design the next phase of growth for our bigger vision
Culture is here and now, the vision is far out!
Adam is the OP of KW Vermont, and currently launching 4 market centers in Maryland/DC region. Over 5 years ago KW Vermont was launched and is the only KW in the state and is now the #1 real estate company in Vermont.
Adam started what we now call Expansion, 4 years ago. Hergenrother Realty Group is one of the original expansion companies. Last year they closed over just under $135 Million in volume.
“Your mindset needs to be that leverage is an opportunity to grow other peoples worlds!” - Adam Hergenrother
The More you impact people the more people want to be around you.
ALWAYS BE LEAD GENERATING FOR TALENT SO YOU HAVE A BENCH
Effectively using the phone to connect with Prospects! David discusses how to use the phone to more effectively connect with different generations and behavioral patterns!
Create a real 2 way dialogue with people that typically does not happen with text, email and indirect marketing. You can also deal with objections and answer questions.
Call Reluctance is a mindset issue and mindset is #1 in all areas of life!
THE 5 MAJOR TYPES OF CALL RELUCTANCE
How to deal with CALL RELUCTANCE
PLAYING TO WIN is only working with the most motivated and the prospects with the highest probability of closing business.
70% of sales comes from follow up. This is true in almost every industry!! The key to follow up is to have systems in place.
www.xfbootcamp.com - next dates fall 2016 - email me if interested
LEARNING TO BE PRESENT WITH PEOPLE is the key to success in sales and in life!