1/18/20051

If You Could Build A If You Could Build A Perpetual Referral Perpetual Referral

Generating Machine�Generating Machine�

Would You?Would You?

You Can! You Can!

Will You?Will You?

1/18/20052

Daily SUCCESS Plan

Name______________________________ Date___________________

8:00__________________________________________________ PERSONAL SPHERE: Total:____ # Added:____ 8:30__________________________________________________ Direct Mail Sent: #____ In-Person Contacts:____ 9:00__________________________________________________ Phone Contacts:____ Thank You Notes Sent:____ 9:30__________________________________________________ JUST LISTED/SOLD ANNOUNCEMENTS 10:00__________________________________________________ Direct Mail Sent: #____ Phone Contacts:_____ 10:30__________________________________________________ In-Person Contacts:____ Thank You Notes Sent:____ 11:00__________________________________________________ MALL OPPORTUNITY 11:30__________________________________________________ People Met:____ Thank You Notes Sent:____ 12:00__________________________________________________ OPEN HOUSE 12:30__________________________________________________ Invitations Mailed:____ In-Person Invitations:____ 1:00__________________________________________________ Phone Invitations:____ Prospects Met:____ 1:30__________________________________________________ Thank You Notes Sent:____ 2:00__________________________________________________ # OF BUSINESS CARDS PASSED OUT:____ 2:30__________________________________________________ PROSPECT - FOLLOW-UP CONTACTS MADE:____ 3:00__________________________________________________ Appointments Set:____ Thank You Notes Sent:____ 3:30__________________________________________________ E-MAIL ALERT ENROLLMENT/FOLLOW-UP 4:00__________________________________________________ # New Enrollments:____ # of notifications received:____ 4:30__________________________________________________ Phone Contact:____ In-Person Contacts:____ 5:00__________________________________________________ Thank You Notes Sent:____ 5:30__________________________________________________ EXPIRED LISTINGS 6:00__________________________________________________ In-Person Contacts:____ Phone Contacts:____ 6:30__________________________________________________ LISTING PRESENTATIONS MADE:_____ 7:00__________________________________________________ BUYER SHOWING TOUR:____ 7:30__________________________________________________ CONTRACTS WRITTEN (LIST & SELL):____

TODAY'S PLAN OF ACTION ACTION ACCOMPLISHED

1/18/20053

ACTION PLAN FOR THE WEEK OF:____ ________

Goals: DUE COMPL BY STRATEGIES AND TACTICS : DATE DATE WHOM

1/18/20054

Business Development Activities Business Development Activities And OpportunitiesAnd Opportunities

Personal SphereHow many are in your �Sphere�?___ How many new additions will you add per week?__When will you have everyone added to your data base?_____________How many people have you created neighborhood auto-notification alerts for?___How many will you enroll and follow up with personal contact?______ By:_______What direct mail piece will you send?________ How often?_____________How often will you make personal contact?______ How many contacts will you need to make daily?_______How often will you contact by email and what will you send?_______________Notes:____________________________________________________________________�Just Listed/Sold� AnnouncementsRegister with www.QuantumMail by?______________How many announcements will you send per event?_________How many personal follow up contacts will you make per day?_______Notes:_____________________________________________________________________Past Customers & Clients

Y/N...Direct Mail Y/N�E-mail Y/N...Personal Contact How Often:__________________________Y/N... Computerized Data Base Y/N�Do you adopt the buyers who move into your sold listings?Notes:_________________________________________________Geographical FarmHow many are in your farm?________

What do you send and how often do you send it?:________________________________Y/N...Personal Contact How Often?:________________________How many personal follow up contacts will you make per day?________Notes:_______________________________________________________

Out of clutter, find Simplicity. from discord, find Harmony.In the middle of difficulty lies Opportunity.

ALBERT EINSTEIN

1/18/20055

Business Development Activities Business Development Activities And OpportunitiesAnd Opportunities

Current Clients Under Contract (Buyer/Seller) Referral Prospecting Y/N Do you set the expectation for requesting and receiving referrals during the transaction? Y/N When receiving a �thank you� or compliment, do you use the opportunity to ask for referrals? How often?__________What steps can you take to improve? __________________________________________________________________________________________________________________________________________________Business Card ProspectingY/N Do you hand out business cards daily? On average, how many per day? ____What is your daily goal?_______What steps can you take to improve? ____________________________________________________________________________________________________________________________________________Prospects, Suspects and The CuriousY/N Do you place these people in your data base?Y/N Do you send them direct mail?How often do you contact them by phone or in person? ________ How many are enrolled in email auto-notification?______ How many will you enroll?___Y/N Do you conclude each conversation with a request for permission to �follow up� and a request for referrals? What steps can you take to improve?__________________________________________

Mall OpportunityMall OpportunityY/N Do you participate in Mall Opportunity? What steps can you take to improve?__________________________________________

To become something you�ve never been before will require you to do things you�ve never done before.

1/18/20056

Business Development Business Development Activities and OpportunitiesActivities and Opportunities --continuedcontinued

Expired ListingsNotes:______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

For Sale By Owners Notes:_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Public Open HouseNotes:_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Personal Contact (Sphere of Influence, Geographical Farm, Past Customers & Clients & Warm Prospects)Notes:______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

1/18/20057

Tools and Systems ChecklistTools and Systems ChecklistIdentity Tool and SystemsY/N...Name BadgeY/N...Car SignsY/N...Photo Business CardY/N...Personalized �Sign Riders/Panels� (web, phone and email)Y/N�Personal Internet Domain Name (example: www.KenBrand.com)Y/N�Agent GaryGreene.com Web Page � Bio Complete (go to ggonline)Business Development - Direct MailY/N...PRU Consumer Newsletters #____ (www.tmpco.com)Y/N...�Just Listed� Announcements (www.QuantumMail.com)Y/N...�Just Sold� Announcements (www.QuantumMail.com)Y/N�Realtor E-Newsletter (www.realtyezine.com)Y/N...�Market Report� Post Card #_____ (ggonline)Y/N...QuantumMail.com Are You Registered?Presentation Materials - SellersY/N...Marketing UPGRADE Presentation Manual - PersonalizedY/N�Pre-Listing Information Packets #___Y/N...Merchandising DVD #___ (www.DavidKnox.com)Y/N...�Pricing Your Home� DVD #___ (www.DavidKnox.com)Presentation Materials - BuyersY/N� Buyer�s Information PacketY/N�Homefinding Guide - PersonalizedY/N...Buyers Representation Agreement #___

INSTRUCTIONS: Circle the tools and systems that you are currently using as a part of your ongoing Business Development program. For maximum results, all of these tools and systems or their equals should be used on a consistent basis.

The secret of getting ahead is getting started. ~ Sally Berger ~

1/18/20058

Opportunities For Growth, Leverage Opportunities For Growth, Leverage & Profit.& Profit.Rate yourself on a scale of 1-10 (10 being �World Class� and 1 being �On the way to the TOP) on how �sharp� your skills are in the following areas. Your candid answers will lead you in developing your business plan for increased prosperity and superior service.

How effective are you at securing an appointment when you handle an AD/SIGN call?How effective are you at phone prospecting around your �JUST LISTED & SOLD� announcements?How consistently do you make personal contact with your �PAST CUSTOMERS & CLIENTS?How consistent are you in following up with past �SUSPECTS & COOL PROSPECTS�?How effectively do you handle �COMMISSION RESISTANCE & OBJECTIONS�?How effectively do you present our �POINTS OF DIFFERENCE� (Marketing UPGRADES, Relocation, Gold Medallion, Mall Kiosk, Internet Marketing, Merchandising, Mobilizing the RE community, Target Marketing etc.)�?How consistently do you present the seller with a PRE LISTING PROMOTION PACKET?How consistently do you present the BUYER with Homefinding Guide & INFO PACKET?How consistently do you present �BUYERS REPRESENTATION AGREEMENT� and GET IT SIGNED?How effective are you at �PRESENTING THE CMA� and getting the listing �PRICED COMPETITIVELY�?How consistently do you use a �PRICING YOUR HOME RIGHT� DVD?How effective are you at presenting our superior MLS statistics to the Seller?How often do you use a �MERCHANDISING YOUR HOME� DVD?How comfortable are you presenting the �HOME SELLING PROPOSAL�?When invited to compete for a new listings, how often do you make a formal �Home Selling Proposal�?

Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.

~ Jack Canfield ~

1/18/20059

Technology Assessment..Technology Assessment..This worksheet is provided to assist you in evaluating what opportunities technology may provide and what steps you may want to include in your �Business Plan� to improve your effectiveness and efficiency by utilizing technology.

! I am connected to the Office Network.! I check my email at least 4X per day. ! I follow up on email leads immediately.! I have email addresses for everyone in my personal sphere including past clients. ! My email messages contain a signature - Name, Company Name, Address, Phone #s, web address and email address.! I use Contact Management software to manage my clients, customers and prospects. ! I have created an email data base/address book for my sphere, past clients, prospects and service providers. ! I have created an email data base/address book including other Top Performing Real Estate Agents (Used to promote your new listings).! I use customized/personalized Marketing/Promotional and CMA presentations.! I own a digital camera.! I use a PDA (Palm Pilot or Pocket PC)! I subscribe to and send out a monthly Enewsletter.! I have a completed Gary Greene web page.! I have a home office business �High Speed� Internet account. (not AOL or MSN etc.)! I use additional digital pictures to enhance my listings in MLS! I use the Gary Greene Email �Direct Delivery Notification� for my clients.

Any business plan wouldn't be complete without addressing technology issues. Technology, if used effectively, will aid you in better serving your customers and clients and leverage your success. The faster you embrace technology, the faster your success will accelerate.

You must be the change you wish to see in the world.

1/18/200510

Launch Your Real EstateSuccess Rocket

Prepare To WinPrepare To Win!Order your monthly "Market Report Post cards". (http://online.garygreene.com/JumpPage.htm) !Order your monthly "Consumer News Letters.� (www.tpmco.com)!Set Up your QuantumMail.com direct mail account.!Gather contact information (address, email, phone #s) for all your contacts/friends, etc. and enter them into your database. (www.TopProducer.com)!Subscribe to a monthly Enewsletter service. (www.RealtyEZine.com)!Prepare 3 "Pre Listing Appointment" positioning packages.!Prepare 3 "Buyers Information" packets.!Personalize your Realty Toolkit Presentation - Resume & References.!Prepare 3 Realty Toolkit "Listing Presentation� Pre Listing Appointment Packages and 3 Buyers Appointment Services packages.!Put your email and web address on everything you ever give or send out.!Activate your Gary Greene Web Page (http://online.garygreene.com/JumpPage.htm)

Collide With OpportunityCollide With Opportunity!Wear your Name Badge.!Use your Magnetic Car Signs.!Send your "Just Listed" & �Just Sold� announcements.( www.QuantumMail.com)!Send your monthly newsletters. (www.tmpco.com)!Send post cards monthly to your contacts/sphere, etc.(http://online.garygreene.com/JumpPage.htm)!Send your monthly Enewsletters to your contact/sphere, etc. (www.realtyezine.com)!Make personal contact with every person in your database every 60/90 days. ASK FOR REFERRALS.!After the closing �adopt� the people moving into your sold listing.!Call all of your warm prospects to see if their situation has changed and ask for referrals.!Use "Name Riders" or "Personalized Sign Panels" on all of your listings.!Strive to EARN one referral from every current buying or selling client during the transaction.!Visit Expired Listings.!Visit FSBOs!Plan a Public Open House Event twice per month.!Participate in Mall Kiosk opportunity. !Pass out 10 business cards a day�2 at a time.

UPGRADE Your ServiceUPGRADE Your Service!Meet with all of your sellers with an updated CMA � monthly!Enhance every listing with additional pictures.!Keep your listings well supplied with "Property Information" flyers.!Return your calls promptly.! Send you clients marketing updates and follow-up with a personal call as frequently as requested.!Call your clients one week after closing to make sure everything is OK. Ask for referrals.!Inform your friends, past clients and everyone else you know about a new listing or sale in their neighborhood. Ask for referrals while you�re at it.

TakeActionToday☺

1/18/200511

Calling Behind Your �I�m Affiliated With Prudential Gary Greene� announcements is critical in building a referral based business and creating �Top Of Mind Awareness�. Your first call/personal contact is designed to inform everyone that you are; open for business, discover immediate opportunities, explain how your business works and respectfully, conversationally and courteously ask for permission to stay in touch.Step One: Send your announcements, including one to yourself. When you receive your announcement in the mail, go to Step Two.

Step Two: Set a goal for how many personal contacts you will make per day. Pick up the phone and call as many people as it takes to reach your goal. The faster you are, the more successful you will be!

Step Three: When they answer you might use a dialogue similar to this.

They Say: Hello

You Say: Hi (their name), this is (Your Name). I know you�re busy, do you have a couple of quick moments?

They Say: Yes.

You Say: Great. I�ve got my real estate hat on today and besides calling to say hello, I was calling to see if you received my announcement and contact numbers?

They Say: Yes�.

You Say: Great. I�m starting a new Real Estate Business and I�ve chosen Prudential Gary Greene Realtors as my business partner. I wanted to make sure you had my contact numbers� if you ever have a real estate related question�like property tax information, a recommendation for a quality painter, or if you hear of a neighbor or coworker who is thinking of making a move�I would be happy to help. Although we�re busy, I promise I�ll always make the time to help you or anyone you refer to me and I promise I�ll do a great job. Oh�one other thing�.would it be ok to touch base every so often to see if there is anything I can do for you. I wanted to get permission.

Step Four: Write them a thank you note. Send it with a couple of business cards.

Step Five: Note in your �contact manager� the date of contact and any notes that will be helpful on your follow-up call.

Step Six: Send them a direct mail piece at least once per month. (Creates Top of Mind Awareness!)

Step Seven: After your first monthly �direct mail� piece has been delivered follow up with a telephone call. This call is designed to discover new opportunities, create �Top of Mind Awareness and receive permission to continue mailing. Your dialogue might go something like this�

You Say: Hi. Do you have a quick minute or two�I know you�re busy. I was calling to see if you received my Post Card�the one with the real estate information.

They Say: Yes

1/18/200512

Calling Behind Your �I�m Affiliated With Prudential Gary Greene� Announcements �

You Say: Great, I would like to send you real estate related information from time to time and I was calling for two reasons�to see if you received it and get your permission to continue. I didn�t want to assume it was ok, without checking with you. Is it ok?

They Say: Sure.

You Say: Thanks. If I can ever help you with anything real estate related, don�t hesitate to call on me. Although I�m busy, I�ll always make time to take care of you or anyone you refer me to. I promise I�ll do a great job. Take Care.

Step Eight: Make personal contact and ask for referrals at least every 70 days. Your dialogue for the second call might go something like this�.

You Say: Hi. (Their Name), this is Ken Brand with Prudential Gary Greene�I know you�re busy, do you have a couple of quick moments?

They Say: Sure.

You Say: Great, (Their Name), the reason I was calling was to touch base and see if there was anything real estate related I could do for you. When we last visited, I shared that I would be touching base every so often and I wanted to keep my commitment and check in with you. Can I do anything for you?

They Say: Nope

You Say: Thanks for visiting with me, if you hear of a neighbor or coworker who is thinking of making a move in the next 30 days or so, I would consider it a huge favor if you would pass along my card and contact numbers, or let me know and I�d be delighted to contact them. I�m busy, but, I will always make time to help you or anyone you refer me to. I promise I�ll do a great job and treat them like family. Would it be ok to touch base with you in a couple of months or so?

Step Nine: Practice, Drill, Rehearse. Plan your work and work your plan. Consistent, personal contact will insure your success�today and tomorrow.

��The problem is never how to get new, innovative thoughts into yoThe problem is never how to get new, innovative thoughts into your mind,ur mind,

but how to get the old ones outbut how to get the old ones out.�.�

~Dee Hock~~Dee Hock~

1/18/200513

You�re a �New Realtor�. What can you say to your friends, neighbors, relatives and former coworkers that will begin transforming their current perception of you as _ _ _ _ _ _, into a new perception�the professional, successful, productive, elite Realtor, worthy of referrals?

They Say: How�s the real estate thing coming?

You Say: Great. I�ve interviewed all the prominent real estate firms in our market place and I feel that I can provide my clients with the best services by partnering with Prudential Gary Greene Realtors. So, I�m very busy building my real estate business. I don�t want you to get the wrong idea though�although I�m busy, if there is every anything real estate related I can do for you or someone you know�I promise I�ll make time to help you or anyone you refer to me. In fact, if you ever have a real estate related question or need�for example you need a contact number for a reliable painter, flooring company, etc., or you need property tax information or anything like that�I would be happy to help. Also, if you ever hear of anyone in your neighborhood or at work, who is thinking of selling or buying a home, I would consider it a huge favor if you referred me to them. I promise to do a great job and I treat my clients like family.

-OR-

You Say: Great. I�ve interviewed all the prominent real estate firms in our market place and I�ve chosen Prudential Gary Greene as my partner and the company I believe will provide me the best opportunity to offer the best real estate services. I�m off to a busy start, thanks for asking. Can I ask you a semi personal question? If a close friend or co-worker asked you to recommend a real estate agent, who�s name pops into your head?

They Say: I can�t think of anyone.

You Say: Perfect. I�d like the opportunity to earn the privilege of being the Realtor you would call on if you should ever need any real estate related help�or if a neighbor or coworker asked you to recommend a real estate agent, I would consider it a huge favor is you passed my name along. With your permission I�d like to touch base with you every so often and see if there is anything I can do for you or anyone else you might know who might need real estate services or help. Would that be ok?

If They Say: Bill Big Shot with XYZ

You Say: Great. Bill Big Shot is a good agent. Should you ever need a second opinion or a second alternative, I�d like to earn the privilege of being the realtor you could rely on should Bill Big Shot be unavailable. With your permission, I�d like to touch base with you every now and then to see if there is anything real estate related I can do for you or anyone else you know who might need real estate service or help. Would that be ok?

If not now�WHEN?If not now�WHEN?

1/18/200514

Monthly Direct Mail sent to everyone in your data base is a critical step in generating �Top Of Mind Awareness� and positioning yourself for successful personal contact. Direct mail should be sent consistently, without fail�at least once a month. It is also recommended that you also send Direct Email.

Step One: Go to http://online.garygreene.comStep Two: Sign up for your personalized, monthly direct mail post card.

Step Three: Go to http://realtyezine.comStep Four: Sign up for your personalized, monthly Email Newsletter

Step Five: Follow up your first monthly direct mail with a personal call. Your dialogue might go something like this�

You Say: Hi (their name), this is (Your Name) with Prudential Gary Greene Realtors, I know you�re busy, do you have a couple of quick minutes.

They Say: Yes

You Say: Great. (Their name), the reason I called is, I sent you a post card, it had (describe the piece) and I was calling to see if you received it.

They Say: Yes.

You Say: Great. I would like to send you real estate related information from time to time, but I thought I should ask for your permission before I started. Would that be ok with you?

They Say: Yes.

You Say: Thanks, I appreciate it. If I can ever help you with anything real estate related, please don�t hesitate to give me a call. Although I�m busy, I promise I�ll always make time to help you�or if you hear of anyone in your neighborhood or a coworker who is thinking of making a move�I�d be happy to help them and I promise I�ll do a great job and treat them like family. Again, thanks for your time�.take care.

The greatest danger for most of us is not that our aim is too The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.high and we miss it, but that it is too low and we reach it.

~Michelangelo~~Michelangelo~

1/18/200515

Monthly Direct Mail & Email Newsletter � Continued

Step Six: Follow up your Email Newsletter with a personal call. Your dialogue might go something like this�.

You Say: Hi (their name), this is (Your Name) with Prudential Gary Greene Realtors, I know you�re busy, do you have a couple of quick minutes.

They Say: Yes

You Say: Great. (Their name), the reason I called is, I�ve sent you my �Houston Real Estate Report� Email newsletter and I was calling to see if you received it.

They Say: Yes.

You Say: Great. My newsletter highlights real estate trends and topics, I would like to send you a copy of my newsletter from time to time, I thought I should ask for your permission before I started. Would that be ok with you?

They Say: Yes.

You Say: Thanks, I appreciate it. If I can ever help you with anything real estate related, please don�t hesitate to give me call. Although I�m busy, I promise I�ll always make time to help you�or if you hear of anyone in your neighborhood or a coworker who is thinking of making a move�I�d be happy to help them and I promise I�ll do a great job and treat them like family. Again, thanks for your time�.take care.

Step Seven: After each of these calls, Send a �Thank You� card with two of your business cards.

�We have a �strategic� plan.�We have a �strategic� plan.It�s called doing things�It�s called doing things�

~Herb Kelleher~~Herb Kelleher~

1/18/200516

What do you say when someone asks What do you say when someone asks YOU�YOU�

�How�s The Real Estate �How�s The Real Estate Business?�Business?�

Keep in mind�people are attracted to positive, enthusiastic and energetic people. Never complain or share negative thoughts or points of view.

Here�s one possible positive response and request for referrals.

Great, thanks for asking. This time of the year is always the busiest as buyers seem to be most active during the Summer months.

Interest rates are still at record lows, the economy is improving and according to Houston economist, Barton Smith, we can look forward to positive job growth for the foreseeable future.

What does all this mean�if you�re a seller, buyers are buying and now is a great time to sell and take advantage of the low interest rates on a new purchase. If you�re a buyer�due to low interest rates you can buy more for your money than ever before and there is still a great selection of properties to choose from. This is one of those rare opportunities where the market is very balanced and both buyers and sellers can benefit.

Because we are selling record numbers of properties, I am working hard to replace our SOLD listing inventory. If you know of anyone in your neighborhood or a coworker, who is thinking about selling their home in the next 60 days please let me know or give them my card. In fact�just in case, let me give you a couple of cards to pass on. Although I�m busy, I will always make the time to take care of you and anyone you refer me to and I promise I�ll do a great job and treat anyone you refer me to like my own family. Thank you so much.

So, what�s new with you these days?

1/18/200517

The Transaction You�re Working On Is Just The Tip Of The Iceberg!All your hard work has paid off. You�ve marketed, advertised, networked , promoted and prospected successfully. You have a client who trusts you enough to employ you. You�ve won�they choose you. Time to build on and leverage your success.�under promise, over deliver, set expectations and earn the right to ask for and receive at least one referral during the transaction and two or three additional referrals every year.

Step One: Inform your clients that your goal is to earn the privilege of being their Realtor for life and you hope to deliver such a high level of service that they will enthusiastically, confidently and comfortably refer you and your services to their friends, neighbors and coworkers. Use dialogue similar to this at the end of your Listing Presentation/Marketing Proposal/Buyer Service Presentation:

You say: In conclusion, simply stated, my goal is to deliver results and a level of service that creates such a positive experience for you and your family that I would earn the privilege of being your realtor of choice for future transactions and someone who�s real estate expertise and services you could confidently, enthusiastically and comfortably refer your friends, family, neighbors and coworkers whenever they needed real estate services.

Step Two: During the transaction, at an appropriate time (when the clients say �thank you�), respectfully, consistently and conversationally thank your clients for selecting you and ask for referrals. Use dialogue similar to this�.

When the clients say: Thank you so much for all you do�you are the best realtor on the planet.

You say: Thank you, I am so pleased this experience is so positive. As I shared with you when we first met�my goal is to deliver a level of services that would allow you to confidently and comfortably refer me to your friends, neighbors and coworkers when they need real estate help too. I�m glad things are going well. Please keep me in mind when you hear of someone needing real estate services. If you share their name with me, I promise to call them promptly and do a great job for them as well. Can you think of anyone (neighbor/friend/coworker) who has mentioned selling or buying in the next 60 days? Oh, just in case�here�s a couple of cards, feel free to pass these along to anyone who you feel needs help.

OR

You Say: Thank you, or it's my pleasure. Oh, by the Way... if you know of anyone who's thinking of buying or selling in the next 60 days or so and would appreciate this same level of service, just give me a call with their name and number and I'll promptly follow up. I promise I�ll do a great job and deliver the very best in service and results for them as well. Oh, I almost forgot, here�s a couple of business cards, feel free to pass them along to anyone you feel needs real estate help.

1/18/200518

5 Simple Steps To SUCCESS

Share 10 Mini Billboards A Day

1. Neatly Stack 10 Business Cards.2. Wrap a rubber band around your neatly stacked business cards. 3. Place your rubber banded stack of business cards in an easily accessible

location like the outer pocket of your purse, in your front pants pocket or shirt pocket.

4. Don�t go to sleep until you have passed out 10 cards...2 cards to 5 people.

5. As you start your work day, repeat steps 1-5.

Here an idea for what to say when passing out your cards:

Oh, by the way�let me give you my contact numbers (hand them twoof your business cards). You can reach me at any of these numbers here (point to the contact numbers on your card). If there is ever anything real estate related I can do for you, don�t hesitate to call me. Although I�m busy, I promise I�ll call you back promptly and I�ll always make time to take care of you. Hold on to the first card�if you hear of a friend, neighbor or coworker who needs any real estate related help, I would consider it a huge favor if you would pass my second card along to them. I promise, I�ll do a great job and treat them like family. Thanks and take care.

�The two most powerful things in existence:�The two most powerful things in existence:A Kind Word And A Thoughtful Gesture.�A Kind Word And A Thoughtful Gesture.�

1/18/200519

Someone Asks You To Do Them A Favor. You Do A Favor. They Thank You. You Say, �Your Welcome�, Then Give Them An Opportunity To Return The Favor. Congratulations, people view you as a real estate expert and begin to call on you for real estate related favors� telephone numbers for painters, roofers, neighborhood real estate activity information, information to dispute their taxes, refinance information, community information, etc. Let�s keep the cycle of favors circulating by giving the �favor asker� an opportunity to repay you�with a referral

When they say: �Thank you so much for your help�you�re the best!�

You say: No Problem, I know you could have called any of a dozen other realtors to help you�I really appreciate your thinking of me. Call on me any time for anything you need�also, I would consider it a huge return favor if, when you hear of a friend, neighbor or coworker who needs real estate help, you would recommend my services to them and pass along my phone number. Or, if you would give me a call, I would be happy to contact them�I promise to do an excellent job for them. You take care now, thanks for calling on me and if you hear of anyone who needs help, I would greatly appreciate you referring them to me. Bye.

Follow-up: Be sure to send them a �Thank You� note and two of your business cards.

Create �Top Of Mind Awareness� by being the realtor who is the first to share neighborhood market information. Position yourself as the market expert and collide with opportunity by notifying your �cheerleaders� when new real estate activity takes place in their neighborhood (new listings, new pendings, new closings).

Step One: Identify the people you feel are supportive and would refer you to their friends, neighbors and coworkers. Step Two: Using Tempo, create an email auto-notification, directed to you, for any real estate activity on their street. Step Three: When new activity takes place�pick up the phone and fill them in. At the conclusion of your conversation�ask for referral business.

Generate Referral Business by leveraging contact with your current buyer/seller prospect/suspects when following-up. At the conclusion of your follow-up conversation�

You Say: Great talking to you. Oh, one last thing�between now and the next time we meet, if you hear of a friend, neighbor or coworker who is thinking about making a move in the next 30 to 60 days, I would consider it a huge favor if you pass along my name and contact number or I would be happy to call them. I promise I�ll follow up promptly and I�ll do a great job. Can you think of anyone?

They Say: Nope.

You Say: Thanks�talk to you soon.

�You must BE the change you wish to see in the world.��You must BE the change you wish to see in the world.�~Gandhi~~Gandhi~

1/18/200520

Calling Behind Your Just Listed/Sold AnnouncementsCalling Behind Your Just Listed/Sold AnnouncementsGo to www.QuantumMail.com, open your account and use their convenient, fast, affordable service

to send your Just Listed/Just Sold announcements. After sending out your �Just Listed� or �Just Sold� announcements, follow up your direct mailing with a prospecting telephone call. When ordering your post cards from QuantumMail.com, be sure to order the names, address and telephone numbers as well. Your conversation may go something like this.

Just Listed AnnouncementsAcknowledge the party called by name: �Hello, may I speak to Mr. Or Mrs. XXX, please.�

Introduce yourself: �Hi, this is your name with Prudential Gary Greene Realtors, I know you�re busy, do you have just a couple of quick seconds?� �The reason I�m calling is we just listed the Smith�s house down the street and I sent out a �Post Card� announcement�do you recall receiving it? We wanted to let the neighbors know, so that if you knew of anyone who would like to move into the area, we would be happy to show them property and it�s a chance for you to pick your new neighbors. Also, would you like to know when this property sells and what price it SOLD for?�

End the conversation: �Thanks for your time, it�s been nice talking to you�.

Just SOLD AnnouncementsAcknowledge the party called by name: �Hello, may I speak to Mr. Or Mrs. XXX, please.�

Introduce yourself: �Hi, this is your name with Prudential Gary Greene Realtors, I know you�re busy, do you have just a couple of quick seconds?� �The reason I�m calling is we just SOLD the Smith�s house down the street and I sent out a �Post Card� announcement�do you recall receiving it? We wanted to let the neighbors know that they would have new neighbors soon and if you knew anyone in the neighborhood who was thinking of selling in the next 30 days�our marketing efforts have generated additional interest and we may have other buyers interested in your neighborhood. So, can you think of a neighbor who might be thinking of making a move?When the sale closes, would you like to know how much the property sold for?

End the conversation... �Thanks for your time, it�s been nice talking to you�.

If the contact was positive�write a short �thank you� note and include two of your business cards. Add this person to your data base and begin mailing at least monthly. After your first mailing call to see if they received it, ask for permission to continue mailing and touching base from time to time. Update them on any new activity in the neighborhood. Give them a call when the property goes under contract and once it�s closed. In any event call every 90 days to say hello.

�It takes contacts to make contracts��It takes contacts to make contracts�~Marilyn Eiland~~Marilyn Eiland~

1/18/200521

Tips For Pursuing OpportunitiesTips For Pursuing OpportunitiesHow to pursue listing and selling opportunities that arise from comments like��We�re thinking about buying a bigger home.� �We�re going to sell our home this spring.��We�re thinking about buying a new home.� �We�ve been out looking at Open Houses��We�ve been surfing the internet to see what things are selling for.� �Our neighbor is getting transferred.��Do you know what things are going for in my neighborhood?� �What are interest rates doing these days?�

Questions to ask yourself�before you can pursue these opportunities.What services can you provide that would help them? Why would someone want to hire you?What do you do better that others? What value proposition could you offer that would be compelling

enough for someone to say� �Yes, I would like your help.�

Follow-up questions to ask when opportunities arise.�Where are you thinking of moving to?��What is prompting you to consider a move?��Will you need the equity from your current home to purchase the new property?��Have you seen anything you like?��How are you keeping up with new properties that come on the market?��When were you thinking you would like to be in your new home?�

After gathering enough information to respond in a professional manner, you will want to pursue this opportunity by making a value proposition and asking for an appointment to work for them.

Step One - Define the problem:It sounds to me like if you need the equity out of your home, you will want to sell it for Top Dollar. Other families I have worked with have found it helpful to know what similar properties in the

neighborhood have sold for and how much money they would net after closing�

Sometime the very best properties that come on the market are sold before they ever hit the internet or newspaper ads�.

One thing that I have found is it�s a little known fact that interest rate quotes can vary depending upon the amount of money down, the amount borrowed, credit scores and the fees that various lenders charge�

Step Two: After stating the problem�make your value proposition. Use bridging/transition phrases.Example: �Let me propose this, and you tell me if this is something that might be of benefit to

you��

Ideas: Offer email auto-notification/direct delivery of new listings as they come on the market, CMA data, Net Sheet, Tips To Prepare The Home�etc.

Conclude with: �With your permission, I would be happy to��

1/18/200522

Successful Communication With Successful Communication With Expired ListingsExpired ListingsThe Expired Listing Mindset

1. Frustrated 2. Angry 3. Distrustful

Six Steps to successfully working with Expireds1. Be quick & persistent.2. Confirm that they want to sell.3. Understand their frustration,empathize,listen and let them express themselves.4. Renew their motivation.5. Do not blame the price or the property.6. Your goal is to get an appointment not make a presentation on the phone.

Contacting the Expired Listings � No MAIL! Call on the phone or stop by in person.DialogueYou Say: �This is �Your Name� with Prudential Gary Greene Realtors, I see on the Multiple Listing Service computer that your home is no longer listed �For SALE�. Do you still want to get your home SOLD?�

The Seller will respond�..the game begins. You can anticipate one or more of the following�We relisted�don�t you know anything?We�re going to sell it ourselves.We�re going to relist with a friend.You�re the fifth person to call�where were you when I had it for sale?Have you seen my property? Why are you calling me now?Do you have a buyer for my property?What do you charge? We aren�t paying 6%!All you realtors do is put a sign in the yard, put it MLS and disappear�I hate all realtors!What makes you so special?What can you do for me that hasn�t been done?We�re going to take it off the market for awhile.We don�t need to sell unless we get our price.We don�t know what we�re going to do.

Your goal is keep them talking long enough to discover how you can get an appointment to offer a solution to their problems.

�Things don�t change; we change�

1/18/200523

Expired Listings - ContinuedAllowing the seller to vent and asking �smart� questions will keep the conversation moving forward and help you discover what the original motivation for selling was and how you can help the seller achieve their goal. Ask for an appointment to present your solutions.

The following questions will help you with an effective approach. Be professional, candid, positive, honest and proactive. The seller needs your services to succeed. Questions to ask the Seller�Where did you want to move to?Why were you originally selling?Are you still open minded about different marketing ideas for your home?With regard to marketing, was anything more than Traditional Marketing used to promote your property?What kind of Corporate Relocation did your property receive?Has anybody told you why your home hasn�t SOLD? There is only one reason that a home doesn�t sell in our market place. And that�s because of the marketing. I�d like to come over and show you how we can UPGRADE the marketing of your home.Is there some reason they only advertised it locally, instead of regionally, nationally and internationally?What type of internet marketing was used to promote your property?Was there some reason the home wasn�t marketed aggressively to the real estate community here in The Woodlands as well as other Top Producers in Houston?Why do you feel your home didn�t sell?

After discovering the seller�s original motivation for selling and determine how you might help..ask for an appointment. Example: I understand how frustrated you must be. Let me ask you a question, if you could get your property SOLD for a price and terms that were acceptable to you, and you could have a guarantee that the services would be delivered as promised. would you be open minded to new ideas that would (renew their motivation): help you get your home sold and move your family into a new home closer to work with a shorter commute, so you could spend more time with your family. Or, help you move your family into a home with a big pool. Or, help you move into that new home that would have the extra bathroom for the kids. Or, help you make that move to Colorado so you can enjoy your time fishing. Or, help you make that move to a new home with a big back yard so the kids can roam around. Or, help you make that move to a home with a three car garage so you can set up that workshop you�ve wanted for so long.

If an appointment is not granted, follow through & follow up.If the seller will not grant you an appointment, ask permission to follow up from time to time to see if there is anything you can do for them ( �Would you be offended if I followed up from time to time?). Follow up your conversation with a �Thank You� note and a personal visit to introduce yourself. Add this prospect to your mailing and email lists and follow up with a weekly telephone call. One reason to contact them is to update them on new activity in their neighborhood.

�If things seem under control, �If things seem under control, you�re not going fast enough.�you�re not going fast enough.�

~Mario Andretti~~Mario Andretti~

1/18/200524

For Sale By OwnerFor Sale By OwnerMind Set of the FSBO..

1. Believe they can do it themselves2. They want to save the commission

Success Steps.1. Find a FSBO � Driving Neighborhoods/Yard Signs, Newspaper Ad, Bulletin Boards, etc.2. Make Contact - Contact Dialogue: Hello, I�m (Your Name) with Prudential, Gary Greene Realtors. I�m calling because I see you�re selling your home. Are you cooperating with Realtors? I would like to make an appointment to view your property�what are your visiting hours?

3. Anticipate resistance, concern and cooperation. Be prepared for questions like�A. Do you have a buyer?B. We are not going to list the property!C. We will only pay you a 3% Commission!D. We are not working with REALTORS!E. We are not paying any commissions!F. Sure, come on over.

4. Ask for an appointment (Get in the door honestly�do not say you have a buyer unless you do.) Your goal is to build a relationship that may lead to a future listing or referrals.

5. Preview the home and ask questions.

6. Discover their �Time/Motivation� factor A. Key question: �When would you like to have the property sold and the check in your hands?�B. Key question: �How long will you try to sell it on your own?C. Key question: �If for some reason you don�t find the right buyer, do you have a �Plan B?�D. Key question: �Would you be open minded to new and effective marketing ideas?�

7. When the seller sez� �We can sell it ourselves!� Agree with them don�t disagree or argue. Yes, they can successfully sell their property. Your challenge is to position yourself as the best alternative when they become frustrated and generate referrals during their FSBO experience.

8. Follow Up & Follow ThroughA. Number one reason for failure - failure to follow up.B. Minimum Follow Up � Weekly in person or by phone. Monthly with direct mail.

Dialogue: �Candidly, I don�t have a buyer for your property right now. What I have found is that I can do the best job of creating interest in a property if I�m familiar with it. I was hoping you could

show me through the property. Then I could intelligently and enthusiastically promote your property�does that make sense? Great, when would be a good time to tour the property?�

1/18/200525

Holding a Productive Open HouseHolding a Productive Open HouseWhy do we hold Open Houses?Which House should we hold OPEN?

A. Located where directional arrows can generate traffic.B. Priced competitively.C. Maximum curb appeal.

Productive Open Houses requires PLANNING.A. Set the Open House date.B. Get the seller�s permission to make local calls.C. Send at least 20 invitations to neighbors + your current buyers prospects/suspects.D. Follow up your invitations with telephone calls. Be sure to ask if they would like to know when the property sells and for how much. Add them to your data base.E. Remind sellers to �Keep the Stage Set�.F. Get the sellers �Out of the property�, gracefully.G. Do your homework about the neighborhood: Current listings, recent sales, schools, parks, etc.H. Get permission from the neighbors before you place your directional arrows. Invite them to your Open House, ask if they would like to know when the property sells and for how much. Add them to your data base.I. Use a Guest Register to record names, physical and email addresses and telephone numbers.J. Set the stage - lights, blinds, aroma, musicK. Prepare �Flyer Packets - Your business card or personal brochure goes on top. Include property fliers of your other listings or listings in varying price ranges. The last page of the packet should be your personal profile sheet.L. No TVM. Get permission from the seller to use their phone and make your prospecting calls � Invite the neighbors, call people in your data base and follow up with your expired listing and FSBO prospects.

At the conclusion of the open house. Send Thank You Cards to attendees. Consult with your Sales Manager or Trainer to create a �follow-up� strategy.

What we do today, right now, will have an accumulated effectWhat we do today, right now, will have an accumulated effecton all our tomorrows. on all our tomorrows. ~~Alexandra Stoddard~Alexandra Stoddard~