Identify and Impact Powerpoint
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This document provides information on building a successful real estate business, including identifying goals and systems. It discusses setting a goal to sell 130 homes in the first 6 months to account for a 30% buffer. Front-loading activities in the early months is recommended to write contracts on 85 homes by April. Having systems in place for lead generation, appointments, and negotiations will allow leverage of time and increase quality of life while running a large business. Knowing your numbers and value proposition is also key. Presenting yourself as different but not better can help obtain the desired 6% commission level. Continuous learning, accountability, and discovery are emphasized for professional and personal growth.
Identify and Impact Powerpoint
- 1. London, Ontario November 10th, 2015
- 2. Identify and Impact •Purpose: To “Identify” and self discover or co-create Business Systems, Strategies and Tools that may have an “Impact” in building your best year ever. This is OUR Mission Statement
- 3. • What’s Different? • This is a co-creative gathering of growing minds to COLLABORATE • Let’s be different and not better, by “Engaging” versus being “Told” there is only 1 way to create a successful business.
- 4. What’s your Teachability Index? • What is your "Teachability index"? • The teachability index is a measure of your willingness to do two things: • To absorb new information from other humans- (As opposed to learning ONLY from your own experience). • To accept and implement changes in thought and action. • (As opposed to stubbornly resisting change). Some say: • You can't teach an old dog new tricks. • I can't change; I am what I am!
- 5. Teachability Index •If we are in work, and we wish to continue to be so, then we need to be continually adapting and changing. Why? •Because the environment around us is continually adapting and changing. •In addition, the purpose of our brain is to gain knowledge. •As a human beings, we specialise in intelligence.
- 6. Learn Your Index: Google •Everyone has the ability to improve on their current situation and condition. •A small advance is always possible. •But only if we have a high teach-ability index. • Let’s keep an Open Mind. •I’m not going to tell you the “Right” way today. I’m going to share and hope you do the same.
- 7. •Everything that we do is a CHOICE •Every CHOICE leads to an Outcome. •Our Outcome allows us to learn and grow from each experience. This is Evolution.
- 8. •We made a CHOICE to be here today. •Our Outcome is or is not a decision to grow and evolve our business. •This drives our Story...
- 9. •This only has application if we are 100% responsible for every CHOICE that we make. •We must OWN every aspect of our Story. •What do you want your Story to be after today? * Are you Prepared to take Action? *Are you Prepared to Drive your own Story? *Ever make a poor Choice?
- 10. •I will share some of my story •I hope that you will share yours •Challenge the norm •Collaborate and Co-create •Mindset and Systems Survey Results
- 11. A little bit about my Story... •Background •Grew Up in London •University Grad-Sociology and Psychology with emphasis on Human Behaviour
- 16. Prior to Real Estate • I was the National Sales manager for one of the largest jewellery manufacturers in the country. • Family Owned Business • Increased Sales by over 500% in a 10 Year Period • But....
- 17. My Real Estate Story... •Licensed in 2008 •First Full Year 2009-117 Homes •RE/MAX Hall of Fame in under 3 years. •Partnered with Shawn Westerik •#1 Team Units Sold and Gross Commissions with Previous Brokerage •The Realty Firm: September 2013 •Over 80 Licensed Realtors
- 18. 117 in First Full Year: •Facebook •Database and Work By Referral •Online Lead Generation •Scripts and Conversion •Geographical Farming •FSBO’s •Open Houses •Cold Calling and Door Knocking
- 19. •Maybe you’ve heard my story or similar stories. •It is just a story. I’ve done the Ego Game. (Opportunity to Evolve) •My partner sold 3 homes in his first year and worked up to 100 plus homes over time. •I learn from him daily too. It’s why I partnered with him. To learn and grow. •We learned a long time ago to drop our egos. This is how we collaborate effectively.
- 20. Something to Note: “Mirroring” •Mirror other professionals especially if you are New. If you want to be a Top Producer...act like one. This was a huge part of my story. Still is... •Communicate the way your potential clients or clients communicate (Facebook, email, text)...your engagement level may increase. •Remember who your audience is. Work like you don’t need the money. LOA
- 21. •Facebook: Easy place to start your database. Add everybody... •Facebook A-Z •Result: 27 Deals in Year 1 •What to say?
- 22. • Facebook Posting • We are Content Creators • Content must be relevant or promote engagement • We are no longer in the “Sales” industry. We are in the Human Enrollment Business. • Strategically Post • “Para-social”: Celebrity and Empathy
- 23. Work By Referral Many systems to choose from. Pick one or create 1 •Notes, Calls, Gifts(Pop-Bys) *Respect Versus Likability Result: 34 deals in year 1 •Our Referral Systems and COI should become Our #1 priority.
- 24. Work By Referral •This is the Lifeline and Pulse of our business. •Many agents have created careers strictly based on these relationships. •We must remind people that we are Realtors. •N.A.R. recently indicated that 89% of people used a Realtor that they knew but only 11% used them a 2nd time. •Do the things that you used to do when you first got your License. Other’s won’t.
- 25. Online Lead Generation: Find the “low hanging fruit” •Free versus Paid •Branded versus Unbranded •Lead Capture Websites In 2009 I purchased 100 leads for $2,000. I did 9 transactions in 2 months resulting in $38,000 G.C.I. Result in Year 1: 22 Deals and start of Team Building Ego Versus Action Websites
- 29. A Note on Online Leads, Paid Leads or Time Committed Leads for that matter: •We must know our scripts and dialogues •An actor would not go on stage without doing a rehearsal. •We have one of the best script coaches in the world in the room.
- 30. Geographical Farming: I started a small flyer area after being mentored by Shawn Westerik: 4,000 homes. Result in Year 1: 14 transactions •Note: Year 2 was 26 transactions and Year 3 was 41. •Grew areas accordingly. •Consistency is Key. Outlast your competition
- 32. Open Houses, FSBO’s and Prospecting: Result in Year 1: 15 Transactions Do you have call reluctance? ●The same script can apply to any type of lead conversion if you master it. Internet, Referral, Open Houses etc. ●The Buyer Value Proposition ●Enter Andy Herrington
- 33. So why tell the story of 117? To Identify the Following: •This Business can be anything for anyone in a short period of time. •We can create a pipeline of different lead streams. •There is not one “right” way.
- 34. So Where Do I Start Building? • I would start with identifying your Goals and Commitment Level that you are Capable of at this point in time. • Everyone has a different “Capacity”. You can change this. • I would identify what you feel you will enjoy first: The Path of Least Resistance • Let’s begin
- 35. •Do you have a Goal? •Goals vs. Commitments-Big Difference •Goals are Ideas •Commitments are Action
- 36. Commitments •Daily and Weekly Commitment Process 1. What was my Commitment? 2. Did I Fulfill My Commitment? 3. In the realm of all that is possible, could I have? 4. What got in the way? 5. Do I want to re-commit? 6. Acknowledge
- 37. Goal Setting Points: 1. 30% higher than your Income Goal 2. Front Load your activity 3. Attach to the process and detach from the outcome 4. Do you have a Business Plan so that you can determine your own #’s
- 39. So here’s an example of how to make $100,000 in the first 6 months of 2016. •We set our goal to $130,000(30%) •We want $85,800 written by April. (Front Load) •We work on our business rather than in our business. (CRM and Leverage People and Technology) •This can apply to any strategy..even open houses.
- 40. Open House Example: •1 out of 2 Open Houses should yield 1 Buyer that converts to a deal=$4,000. (my average commission) •Therefore the activity requirement is 21 open houses in the first 4 months of the year. *if you know what to say and what types of homes to hold open. •More systems are better...Know your #s.
- 41. What is a System? 1. A set of connected things or parts forming a complex whole, in particular. 2. A set of principles or procedures according to which something is done; an organized scheme or method.
- 42. Why Real Estate Systems? They allow for leverage. Allows us to keep the 3 vital signs of Real Estate alive and well: 1. Setting Appointments 2. Conducting Appointments 3. Negotiating Contracts
- 43. • Although often misunderstood, the concept of leverage ALLOWS for an Increase in Quality of Life: • Shawn and I sold 212 homes using all of our systems, leverage and building laser-like “Focus Days and Weeks” • We played 72 rounds of golf, coached our kids sports and each took 6 weeks holidays.
- 44. So we know our numbers but... What’s Your Value? That’s up to you... •Private Sellers •Aggressive Commission Offers •Other... They’ll always be here. Here’s my opinion... •Here’s my approach to value...
- 45. 6% is the Magic # for me. Here’s how I usually obtain it. Here’s what happens if I don’t. •You must have proper presentation skills in order to receive your maximum value. We have 2 coaches in the room today that build these. •Set yourself apart from the competition. Be Different...Not Better.
- 46. Building Your 2016 • Am I Teach-able? • Do you have a Purpose and Intention? • Who’s in Your Mirror? • Do you have Goals and Commitments? • Do you have Lead Gen Systems that work for you? • Do you know your #’s • Do you have back end systems? • Are you Leveraging? • Do you believe in your value?
- 47. • Are you in pursuit of the truth and awareness about organized Real Estate? • Are you seeking more knowledge through education, seminars and training? •Do you learn from those that have “walked the walk”? • Do you have Accountability?
- 48. Rituals • Do you have non-negotiable personal and business rituals? • Do you have a routine? • Do you do time audits on yourself? • Do you measure your own efficiency? • Do you take a personal inventory of the self?
- 49. Discovery •Did you learn something new? •Are you ready to take action? •Do you have any questions? •Are you ready to discover more from other professionals? •Are you ready to continue in the co-creation process?
- 50. • 15 Minute Break • Panel
- 51. Q&A Panel Paul Etherington Commitment to Excellence in Communication Andy Herrington Conversion Mastery Jenn O'Brien & Heather Scott Mastering Social Networking both Online & Off Shawn Westerik Dominating a Geographical Area & Becoming The Obvious Choice Kelly Richard Special Guest Emcee