Topic 16: Putting It All Together (cont.) Will Your Current System Help You Get Your Unfair Share of Your Market? On a scale of 1-10, how I am confident my current system will get me off the roller coaster of real estate (1: Do not have any plans set up yet; 10: I am using all of the MTPRA proven models for Follow Up in my real estate business) Circle where you feel you are: 1 2 3 4 5 6 7 8 9 10 Why do you want your unfair share? And if you had it, what would it do for you? Participate If there is anything you want to know about the Lead Generation Model that is not included in this workbook, refer to the resource website at www.coachkorn.com/mtpra and/or refer to pages 133-148 of the Millionaire Real Estate Agent book and any of the KWU courses: Systematizing your Lead Generation and Your Business is Your Database. You may also email or fax your questions to brad@coachkorn.com. We ll do our best to address your issues. Email: brad@coachkorn.com Fax: 913-563-6835 Phone: 816-220-1661 1
Introduction Objectives for Topic 16 1. Topic 7 & 8: What is 8x8 and Setting it Up 2. Topic 9: Living by your CMS dashboard 3. Topic 10: Using Social Media 4. Topic 11: Targeted 8x8 Plans 5. Topic 12: Setting up 33 Touch 6. Topic 13: Managing Daily Activity 7. Topic 14: Getting and Staying into Productivity 1. Importance of Modeling To me, modeling is the pathway to excellence The movers and shakers of the world are often professional modelers people who have mastered the art of learning everything they can by following other people s experience rather than their own. ANTHONY ROBBINS Whose Model are you following? 2
The Benefits of Systematization Setting Up Documents for Content Find Documents & Email templates in Contact Management System. Refer to your Written Plan Open up Previous Document o Find Document that is set up the way you like with Salutations, etc. Save as a new Template o Save the name as Blank Template o Advanced method is to Build Letter Head into the letter Copy the Document and Save as Part of your 8x8 Plan o Create enough copies to cover all your touches according to your Written Plan Suggestion: Save the Letters as: 8x8 Week 1 8x8 Week 2 etc. Or for emails 8x8 email 1 8x8 email 2 and so on. Pasting Content The blank documents are set up first so you can build your action/campaign plan and get it started. Copying and Pasting content is the easy part. Beginning to feed your database every day and starting them all on automated action plans is the critical part. 3
Creating Multiple Action Plans Create a full action plan/campaign in one format (ex. Letters) then repeat the process for email and/or postcards Copy the 8x8 Generic: All Mail campaign and re-name it 8x8 Generic: All Email and copy that plan and rename it 8x8 Generic: Mail and Email You will want to go into each plan and ensure the touch piece is changed to the appropriate medium Goal is to get everyone on Mail & Email action plan/campaign to help reduce mailing costs. Notes: 2. Live By Your Dashboard 4
Step 1: Print all your documents that need to be mailed Step 2: Follow up on New Leads Step 3: Make other calls during lead gen time Step 4: Send emails Step 5: Last hour of your Lead Gen Time spent updating notes, writing notes, and completing To Do s Step 6: Assign or mail out print materials Step 7: Do whatever else you want for the day! CONGRATULATIONS! You just protected your 20% Notes: 5
Adopt a System for Completing your 20% Build a 20 Lane Highway. If you got 10 new listings today, how would your current system handle the load? How long would it take you to get all the marketing done? What is your current system? Find the systems or people who are successfully operating at a level of business you would like to be at. Build your system as if you are already accomplishing your Someday Goal. 3. Get Social Media Connection Lists into CMS Are all your Social Media Contacts in your CMS? As you review your social media connection list, verify if they are in your database Have you touched these clients in the influential zone other than on social media? After you cross reference for address and phone number, call them and send a note. Once you do that, start them on a more consistent, persistent follow up like the Brand Plan or 33 touch? Methods for Finding Address, Phone, Email, Etc. Online Search engines, today have a lot of personal information Use Google, Chrome and Yahoo to search their name? (you will get different results on each) Use people search sites like pipl.com this is a pay service however one of the more comprehensive people search sites on the web Reverse lookup when you have a phone number google reverse lookup and try those services Use Your MLS to search tax records or past sales & neighborhood lists Personal favorite: anywho.com and whitepages.com are still free Search mainstream social media sites and look for other connections through friends lists, etc 6
4. Types of Custom Action Plans Is Your Plan in Place? Along with your basic brand plan, you should have different versions of your brand plan for various target groups (such as a FSBO version) to jump-start your 33 Touch. Having a more targeted message will greatly enhance the effectiveness of your lead generation. From the list of sources below, put a check next to the ones for which you will develop customized brand plans FSBO s (remember, FSBO s require more face time) Expired/Withdrawn Listings (remember, these people may re-list) Follow-up for Prospective Buyers Follow-up for Prospective Sellers My Geographic Farm (to re-launch it) My Demographic Farm(s) (to re-launch it) My Sphere of Influence (to re-launch it) Open House Attendees My Allied Resources Relocations Builders My IVR System captures Other: Notes: 7
5. Design Your TOMA 33 Touch Plan Create your Template Plan Use TOMA Worksheet from resource site (or get blank piece of paper with 33 lines) o Write out 1 through 33 o Column 1 Medium type: Mail, email, to do, call o Column 2 Number of days after start of plan that this action will happen o Column 3 Is this assigned to anyone besides yourself 8
6. Keep the System Running Each action plan you create will end. To ensure your system continues to generate leads for years to come, always set up an extra step to start the next plan. Have You Designed Your Perfect Plan? Brand Plan (example: 8x8) has 9 steps or one extra step after all your touches TOMA Touch (example: 33 Touch) has 34 steps or one extra step after all your touches Designing Your Plan with the extra step Notes: 9
7. What Systems are YOU Following? The Path of a Productivity Warrior Rituals If it s your will, there is a way. The best follow rituals every day. The final evolution in becoming truly productive in your life (being a productivity warrior) is the process of building productivity habits. Habits in their simplest sense are rituals that are followed daily. And before these rituals become unconscious habits, they begin as conscious rules. You articulate and choose the rules of daily behavior that you believe will guide you to the habits you want the habits that will lead you to your goals. How do the five rules of highly productive agents fit with this fast track course? 3-Foot Rule 80/20 Rule Be There Rule Play-Prep-Pay Rule Unique Ability and Leverage Rule Topic 16 Action Items 1. Finish Your Reconnect Plan, and turn on entire database 2. Create your Generic Brand Plan 8 touch automated system 3. Design your TOMA 33 Touch and get Generic Plan in your CMS 4. What Other Custom Follow Up Systems will you put in place? Notice While Bradley Korn PC has taken due care in the preparation of the coaching program, the material contained herein reflects the practices of other agents and is not necessarily the best practices promoted by Bradley Korn PC. We cannot guarantee the accuracy of the materials. Bradley Korn PC makes no warranties, either express or implied, with regard to the information and programs presented in this manual. Bradley Korn PC will not be liabile for any loss or damage of any kind that you incur as a result of the use of any content provided by the Coach Korn MTPRA sessions. Bradley Korn PC therefore cautions you not to assume that the results of this exercise bear any relation to the financial performance you can expect as a MTPRA attendee. The coaching program is offered to support your professional growth by directing you toward productive activities. Copyright notice: All materials are copyright 2014 Bradley Korn PC. All rights reserved. No part of this publication and its associated materials may be reproduced or transmitted in any form or by any means without the prior permission of Bradley Korn PC, Brad Korn or Coach Korn. 10
Weekly Numbers Form NAME: DATE: Week YTD 1. How many days did you work this week? 2. How many hours did you spend prospecting? 3. How many new contacts did you obtain? 4. How many Listing appointments did you refer to others in your office? 5. How many listings did you sell? 6. How many Ad and Sign calls did you answer? 7. How many Ad and Sign calls did you convert to appointments? 8. How many other buyer appointments did you set (walk-ins, referrals, etc.)? 9. How many buyer agency contracts did you get signed? 10. How many buyer appointments did you attend? 11. How many homes did you sell? 12. How many deals do you have pending? 13. What is your current pending income? 14. How many deals fell through? 15. How much paid income did you receive? Email to takeaction@coachkorn.com or FAX this to 913-563-6835 11