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
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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.
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