Ignite session01 by Keller Williams Referred Realty

Ignite skills to spark a great career

Power Session 1: Rev Up

Energize Your Business Today

Mona Covey and Brenda Marshall

Notices While Keller Williams Realty, Inc., (KWRI) has taken due care in the preparation of all course materials, we cannot guarantee their accuracy. KWRI makes no warranties either expressed or implied with regard to the information and programs presented in the course or in this manual. This manual and any course it’s used as a part of may contain hypothetical exercises that are designed to help you understand how Keller Williams calculates profit sharing contributions and distributions under the MORE System, how Keller Williams determines sales representatives’ compensation under the Keller Williams Compensation System, and how other aspects of a Keller Williams Market Centre’s financial results are determined and evaluated. Any exercises are entirely hypothetical. They are not intended to enable you to determine how much money you are likely to make as a Keller Williams Licensee or to predict the amount or range of sales or profits your Market Centre is likely to achieve. Keller Williams therefore cautions you not to assume that the results of the exercises bear any relation to the financial performance you can expect as a Keller Williams Licensee and not to consider or rely on the results of the exercises in deciding whether to invest in a Keller Williams Market Centre. If any part of this notice is unclear, please contact Keller Williams’ legal department. Materials based on the Recruit-Select-Train-Manage-Motivate™ (RSTMM™) system and the Winning Through Selection™ course have been licensed to Keller Williams Realty, Inc., by Corporate Consulting. KWRI has the exclusive right within the residential real estate industry to market and present material from RSTMM™, Winning Through Selection™, and any derivatives owned by or created in cooperation with Corporate Consulting. Material excerpted from The Millionaire Real Estate Agent appears courtesy of The McGraw-Hill Companies. The Millionaire Real Estate Agent is copyright © 2003–2004 Rellek Publishing Partners, LLC.

Copyright notice All materials are copyright © 2011 Keller Williams Realty, Inc. 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 Keller Williams Realty, Inc.

Acknowledgments The authors gratefully acknowledge the assistance of the following exceptionally talented and caring individuals in the creation of this course. Our mega contributors include Dianna Kokoszka, president of KW MAPS Coaching and author of BOLD Experience, BOLD Leadership, and many other coaching programs; Tony DiCello, director of KW MAPS Coaching and a mega coach, who has logged more than 10,000 hours helping sales representatives achieve success; Chris Heller, mega agent and president of KW Worldwide, who brought a sense of humor to the serious business of sales; Ben Kinney, mega agent and vice president of KW MAPS Technology, who gave insights into the latest electronic tools sales representatives can use to enhance their job; and Diane Mitchell and John Furber, Canadian directors who oversaw the Canadian content. Big thanks also to Heidi Fore, top sales representative, and Shon Kokoszka, KW MAPS Coach and top sales representative, who lent their talent and expertise to the buyer side of the business. This dedicated group chose to share their experience and wisdom to illuminate a path to real estate success. With a commitment to the learning activities of Ignite on the part of sales representatives, the possibilities are limitless. Great thought leaders in Canadian real estate contributed their knowledge and expertise to this course. The Canadian Advisory Training Team (known with great affection as the “CATTs”) devoted countless hours to shaping and refining the content to reflect the most current usages and best practices in Canadian real estate. A big thank-you to Josh Bath, Mitch Cabrias, Mary-Anne Gillespie, Candace Kaszas, Jamie Purvis, and Rick Sergison. GO CATTs! We deeply appreciate the assistance of the following individuals at Keller Williams Realty International in the creation of this course and its supporting systems: Mary Keith Trawick, Michael Balistreri, and Jennifer Boyd for their graphic design wizardry; Jeffrey Ryder and Maryanne Jordan for their editing genius; Jay Papasan, Joelle Senter, Danny Thompson, and Bruce Virgil for their valuable review of content; Dawn Sroka for keeping faculty informed; John Paul Lewis, Katie Nelms, and Derick Joe for scripting, shooting, and editing the videos; Allie Arges for coordinating the website; Margaret Potyrala and Annie Switt for generating a buzz with marketing; Scott Anthony, Veronica Diaz, James Elsea, Ben Herndon, Ryan Hromadka, Ann Nguyen, Dan Tecson, Kari Trecker, and Joe Wilhelmy for creating the online accountability system myTracker; Kaitlin Merchant and Alice Nguyen for research support; and Tamara Hurwitz for orchestrating the printing—Team AWESOME! None of this would be possible without the driving forces behind this course, the inspiration they provide, the value they place on education, and the true desire to help associates achieve the very best—Mo Anderson, vice chairman of Keller Williams Realty, Inc., Mark Willis, chief executive officer of Keller Williams Realty, Inc., Mary Tennant, president and chief operating officer of Keller Williams Realty, Inc., and Gary Keller, cofounder and chairman of the board of Keller Williams Realty, Inc. We bow to you all!

Mona Covey, Julie Fantechi, Roger Higle, and Bre nda Marshall

Table of Contents Advance Preparation...................................................... 1-1 Other Important Classes. .......................................................1-1 Key Ingredients. .....................................................................1-1

Get Your Head in the Game............................................ 1-3 Your Path to Success..............................................................1-5 Your Ignite Tools...................................................................1-7 Don’t Let Myths Slow You Down............................................1-8 Help When You Need It. ........................................................1-9 Today’s Plan of Action.........................................................1-10 Gear Up...............................................................................1-10

1. Aim for Your Goal.................................................... 1-11 What Is Success in Real Estate?............................................1-11 What Is the Payoff?..............................................................1-11 What Is Your Goal?..............................................................1-12

2. Win Customers......................................................... 1-13 Countdown to Payday..........................................................1-13 Get Leads—Start With Who You Know................................1-14

3. Build Your Business Database................................... 1-22 4. Become a Customer Service Professional.................. 1-25 Identify Your Transferable Skills. . ........................................1-25 Know Your Big Why.............................................................1-26 Know the Value You Provide................................................1-28

5. Power Forward With Habits That Count.................... 1-32 Lead Generation—It’s Job No. 1.........................................1-32 The Lead Generation Pipeline............................................1-32 Learn Your Lead Generation Lingo....................................1-34 Four Powerful Habits—Daily 10/4......................................1-35

6. Plan Your New Life.. ................................................. 1-41 Live Like a Successful Sales Representative ......................1-41 How to Protect Your Time...................................................1-43

7. Leverage Resources.................................................. 1-44 8. Open for Business.................................................... 1-49 Your Business Checklist.......................................................1-49

Your Action Plan.......................................................... 1-51 1. Get Ready to Preview Homes...........................................1-51 2. Select an Open House.....................................................1-53 3. Prepare for Future Power Sessions..................................1-55 4. Plan and Time Block Your Daily 10/4.............................1-55 Aha’s....................................................................................1-56

Advance Preparation Other Important Classes Your participation in Ignite over the next four weeks will determine your success in achieving your goal. To make the most of your experience, we suggest you take the following classes before the start of any Power Session of Ignite. Market Centre Orientation – You will receive a tour of the office and meet the people who are available to help. You will receive your key and passwords and get signed up for eEdge, your Keller Williams technology system. Technology Orientation – You will learn about and get started with the technology system. Productivity Coaching Orientation (if your Market Centre has a Productivity Coach) – You will learn about the value of the coaching program that keeps you accountable to your goals.

Key Ingredients You’ll need to acquire a few key ingredients for your business right away. If you don’t already have the following, they are your first priority. Complete KW Profile—100 percent Activate eEdge and eSales representativeC Website Email Address – Keller Williams provides you with an email in the form of firstname.lastname@kw.com. Use this or an email address you already have or create a new one on another service provider.

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URL (Internet domain name) – Choose a web address that is exclusively you. Keller Williams Realty provides you with a URL in the form of x123456.yourkwsales representative.com or firstnamelastname.kwrealty.com, both of which are editable. You may want to explore options and purchase your URL on a domain website such as www.kwdomainstore.com or www. godaddy.com. When you purchase a domain name, make it automatically renewable. Business Cards – Get help from the sales representative services person in your Market Centre. Generic designs with your name, phone number, email address, and website (that’s why it is so important to lock these down) will work fine. You can work on a fancier design when you order your next batch soon enough. Ignite Power Session 1: Rev Up – v3.3C © 2011 Keller Williams Realty, Inc.

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Get Your Head in the Game Imagine the following … • Your business is thriving and your life is everything you’ve dreamed of. • You are the top sales representative in your Market Centre, or Rookie of the Year if you’re new. You walk across the stage at Family Reunion to accept your award. • You’ve already capped—you are receiving 100 percent of your commissions.

“Think Big. Act Bold. Live Large. Become the very best you can become!” Gary Keller Cofounder and COB Keller Williams Realty, Inc.

• You’re poised to hire a team and grow your business. • Your customers rave about the service and value you provide and think of you first when they have a real estate need. • Your family and friends are so proud of your success and are consistently referring business your way. You are helping others live their dream of owning a home because you are focused on helping them get what they desire. You are building the foundation and momentum for your entire career, and gaining relationships and experiences and the income you desire. Today you start down the path to making this vision a reality. Gary Keller, cofounder and chairman of the board of Keller Williams Realty, Inc., wants you to have success in real estate and to build a career worth having, a business worth owning, and a life worth living.

Win for ... You: Get set to open for business today! Your Customers: Their real estate needs will be professionally and completely ser viced today.

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Ignite Introductory Video Watch Gary Keller’s video and answer the following questions. 1. What is the ONE way to achieve success in real estate?

2. Which is more important—dealing with business or finding business? Why?

3. What are the habits of top-producing sales representatives?

Time: 5 minutes

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Your Path to Success Ignite is designed to get your business up and running and into production as quickly as possible. The entire journey consists of 18 Power Sessions that lead you down a path of discovery and experience—you learn what you need to know when you need to know it. Ignite is structured to be taught five days a week for four weeks, each Power Session lasting between 2–3 hours, with a few being longer and some being shorter. Every day of Ignite is full of action, productivity, tracking, and results! The Power Sessions and their descriptions are detailed below, and the following page shows the monthly calendar for Ignite. Note that this schedule may differ in your Market Centre.

Ignite Power Sessions

Description

1. Rev Up

“Ignite” your business with a goal and a path to customers. Gain the productive habits and professional skills needed to succeed. Make the most of your time by scheduling your days and leverage resources to get the help you need now.

2. Your Database

Learn the value of your database. It IS your business. Begin building it and automating it today. Make your database work for you!

3. Open Houses

Get in front of and gain customers quickly with the Seven-level open house model.

4. Prospecting

Find out why prospecting is the key to ignite your business quickly. It is the cornerstone of lead generation. Gain skills to go after customers immediately.

5. Accountability – Check in on Your Goals and Big Why

Each week ends with a check-in on how you’re doing against the plans you made for yourself. You will address issues that slowed you down and emphasize the ones that propelled you forward. This week you’ll focus on goals.

6. Prepare to Work with Buyers

Find and service buyers simply, inexpensively, and quickly, and earn income fast.

7. The Buyer Consultation Consult with buyers to ensure a win-win. 8. Find and Show Homes

Streamline the process of helping buyers find the exact right home to buy.

9. Make and Receive Offers

Perfect your technique to streamline the offer process.

10. Accountability – Check in on Time Blocking

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Power Sessions (cont.)

Description

Market Centre Topics

These two sessions will be determined by your Market Centre and may cover contracts, risk management, or technology, for example.

11. Negotiate Win-Win Agreements

Practice the ar t and skill of negotiation to attain win-win agreements with both par ties—your customer and the person on the other side of the transaction.

12. Find Seller Leads

Identify the unique needs of sellers and their motivations. Prepare for doorknocking, prospecting to a geographic farm, and working with FSBOs, expired listings, and withdrawn listings.

13. Accountability – Check in on the 4-1-1

14. Your Prelisting Packet and Listing Consultation

Learn the value of a prelisting packet in securing the listing. Create your own in class. Go to your listing appointment with confidence, set to get a listing agreement signed. Answer all the seller’s questions and objections before they come up.

15. Price Right and Present Your CMA

Learn to price correctly to ensure a sale. Create a Comparative Market Analysis for your seller clients.

16. Market and Service Your Listings

Learn how to deliver marketing effor ts and personal service to sellers that gets their home sold and wins you long-term business.

17. Contract-to-Close and Postclose Systems

Make sure the transaction gets all the way to close with minimal hassle and time.

18. Accountability – Check in on Your Numbers and What’s Next

This final accountability session sets you up for success as you continue the journey on your own.

Ignite Power Session Training Calendar are here! 1. AimYoufor Your Goal Monday

Tuesday

Wednesday

Thursday

Friday

1. Rev Up

2. Your Database

3. Open Houses

4. Prospecting

5. Accountability – Check in on Your Goals and Big Why

6. Prepare to Work with Buyers

7. The Buyer Consultation

8. Find and Show Homes

9. Make and Receive Offers

10. Accountability – Check in on Time Blocking

Market Centre Topics

11. Negotiate Win-Win Agreements

12. Find Seller Leads

13. Accountability – Check in on the 4-1-1

16. Market and Service Your Listings

17. Contract-toClose and Postclose Systems

18. Accountability – Check in on Your Numbers and What’s Next

14. Your Prelisting Packet and Listing Consultation

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15. Price Right and Present Your CMA

Your Ignite Tools Your Ignite tools include the following: • Power Session course manual. All 18 of the Ignite Power Sessions are available for free download on kwu.kw.com/ ignite. Your instructor or Market Centre may provide copies. • Scripts, so you always know what to say when making connections, asking for business or referrals, or when handling challenging conversations. Scripts are included in each Power Session. • Job aids, such as marketing campaign planners, checklists, and client communication templates. These are available for download on kwu.kw.com/ignite on the Toolkit tab. • Daily planner. To form a habit of productivity and to stay motivated, use this planner to schedule your activities every day, or use your own calendar or planner. These tools are built on proven models for success. Trust in them and the wisdom of those who have gone before you and succeeded!

Leverage eEdge eEdge, an exclusive Keller Williams business system, is a single place for all of your lead management, contact management, marketing, and paperless transaction activities. It was designed with the successful sales representative in mind—the sales representative who wants to spend more time in front of clients than behind a computer.

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Don’t Let Myths Slow You Down Sadly, many good sales representatives hold themselves back from ever realizing their full potential because they hold on to old, negative beliefs about success. This can cause self-doubt, which in turn limits one’s own success. We call these beliefs myths because they are rarely, if ever, true. In The Millionaire Real Estate Agent, Gary Keller writes, “The source of most of our fears is myth. I find it extremely helpful to think of fears in terms of what generally creates them—myths—and what sets us free from them—truths. It’s about learning to look past your fears to the truth of a situation, investigating the myths, and avoiding the misunderstandings that hold us back.” Eliminate myths and reach your full potential in real estate.

STOP and DO

Are Myths Holding You Back? 1. Read through and circle any of the myths below that you may have heard or believed. 2. Your instructor will provide the truth to counteract each of these myths.

Myth

Truth

1. I have to be an expert and know everything before I can kick-start my business; I’m not valid yet. 2. I don’t know what to say. 3. My formal licensing and accreditation training prepared me for success in the real estate business. 4. I don’t have time for training. 5. I will need to invest a lot of money to kick-star t my real estate career. 6. Because I’m in the business, the business will come. 7. I’m really busy, so I’m productive. 8. Now that I’m my own boss, I don’t need to be held accountable.

Time: 10 minutes 1-8

Help When You Need It Accountability sessions No one can truly hold themselves accountable. True accountability requires someone else holding you to your goals. In Ignite, you will have regular accountability sessions at the end of each week. During these sessions, you will review your progress, make any necessary adjustments to your action plans, and get answers to any questions you have.

“Keller Williams Realty is a training and coaching company that just happens to be in the business of real estate!” Gary Keller

Coaching After Ignite, there are several coaching avenues to keep you on the path of success. Besides your Productivity Coach, KW MAPS Coaching provides several programs to keep you accountable to your goals. One follow-up program you’ll want to schedule as soon as it shows up in your area is BOLD Experience. It’s an intensive eight-week program that will truly take your business to new heights.

Cofounder and COB Keller Williams Realty, Inc.

The Learn to Earn Model When you achieve your goals, the learning does not stop. You’ll be poised for taking on bigger challenges and further learning. This is the Learn to Earn Model of Keller Williams Realty. Keller Williams is unique in that we have a deep commitment to training and coaching at all levels. All of our training and coaching activities will help propel your business toward maximum levels of productivity and profitability, while you provide the best customer service in the industry. Keller Williams Realty is in the business of helping our associates become the best they can be, and to build careers worth having, businesses worth owning, and lives worth living.

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Today’s Plan of Action This first Power Session gets you going in eight easy steps. 1. Aim for your goal. 2. Win customers. 3. Build your business database. 4. Become a customer service professional. 5. Power forward with habits that count. 6. Plan your new life. 7. Leverage resources. 8. Open for business.

Gear Up Ignite is designed to keep you active and in productivity in class, so today you will be doing the following: 1. Learning and role-playing what to say when you talk with people 2. Making phone calls for business 3. Building your database of contacts 4. Scheduling time for classes and daily activities in your calendar For today’s session, you will need the following: Your cell phone A few note cards and envelopes Other optional items that will help you today: Laptop or tablet List of names and phone numbers of people to call

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1. Aim for Your Goal What Is Success in Real Estate? You can achieve success with the systems provided in this course. Ignite puts you on track to make a minimum of 16 transactions a year and well on your way to receiving 100 percent commissions. By deciding to embark on this journey, you’ve shown that you already have the right mindset to succeed in real estate. You have the motivation, drive, and passion to help people—all of the gear you need to run a thriving real estate business. You’re ready to go!

What Is the Payoff? What does achieving 16 transactions look like? It’s the same as achieving four buyer sales and four listings in three months, and this puts you on track to outperform the average sales representative. According to the Canadian Real Estate Association (CREA), the average sales representative had 8.7 transactions in 2009.

Annual Transactions

Average Sales representatives

Ignite Sales representatives

The average sales price at the end of 2010 was $339,030. With a 6 percent commission rate, after first-year expenses, achieving 16 transactions or more nets a very comfortable income.

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What Is Your Goal? Whether it’s 16 transactions or many more is your choice. What’s important is that you have a goal, check in on it every day, and always work at the right tasks to keep you moving toward the goal.

Calculation example A

Annual Gross Income Goal

$100,000 B C D

Annual Transaction Goal (A / D)

STOP and DO

Average Sales Price Commission Percentage Commission Dollar (B x C)

$200,000 3% $6,000

Your Goal Fill in the blanks to calculate the number of transactions to attain your personal income goal. A

Annual Gross $ Income Goal B C D

Average Sales Price Commission Percentage Commission Dollar (B x C)

Annual Transaction Goal (A / D) Time: 5 minutes

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2. Win Customers Your business is built on customers and you are selling your service. So now that you’re open for business, there’s no better time to get customers and get closer to your first closed transaction.

Countdown to Payday Your Countdown to Payday begins with getting leads—people who have a real estate need now or in the near future. The countdown continues when you move a lead to an appointment, then secure their agreement to work exclusively with you. Next comes a contract to list their house or negotiate an offer on their behalf. Finally, you service the entire transaction through to a successful closing and receive your commission—it’s payday! Leads

Appointments

Agreements Sales Contract Closings

$ The top three elements are the “fun” tasks, working with people and developing great relationships. While the bottom three may be less “fun” because they are transactional and not involved with people, they are equally important.

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Get Leads—Start With Who You Know The countdown starts with leads, and leads start with who you know. Because we want your business to get off to a quick start, today you are going to start calling some of those people. Prepare to call them by learning the first of many scripts you’ll be using throughout this course.

A word about scripts

“Scripts keep you in control. Sellers and buyers have strategies; you need one too!” Tony DiCello Director of KW MAPS Coaching

Scripts are the tools of the real estate trade. Knowing the exact right thing to say at the exact right time is critical to your success as a sales professional. For mountain climbing, you need a rope, harness, and carabiners; in real estate sales, you need scripts. Seasoned and successful sales representatives practice them daily, keep them in sight as they make calls, and attribute their success to them. You’ll be doing the same throughout Ignite. The scripts in this course are the same scripts used by our Ignite advisers: Chris Heller, Ben Kinney, Tony DiCello, and Shon Kokoszka, as well as the most successful Keller Williams mega sales representatives. These scripts have been selected and perfected by Dianna Kokoszka, president of KW MAPS Coaching and “queen of scripts.” To the uninitiated, using someone else’s words may seem awkward at first, and you may think, “That’s not me.” Don’t give up on scripts until you have tried them! Many people never appreciate the importance of scripts until they have success with one. Top coaches insist you use scripts the way they’re written, because the scripts are planned in advance to get the response you’re looking for. Tony DiCello says, “Winging it doesn’t work because there’s no strategy in it.” Just remember to try them out and see what happens. After all, their effectiveness is proven by our topproducing sales representatives. For your first call today, you have your choice of four different scripts. Choose the one that best suits your status. 1. New to Real Estate Script 2. New to Keller Williams Script 3. Remind People You’re in Real Estate Script 4. New to Area Script

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Scripts for Calling People You Know Read through the four scripts and choose one to role-play with a partner. One of you takes the role of the sales representative, and the other takes the role of someone the sales representative knows.

Role

Play

The “sales representative” reads the following to his/her partner. Then, switch roles. Time: 10 minutes New to Real Estate Hello, this is _______ and this is a business call. Do you have a moment? I’d like to share some exciting news with you. I have become a sales representative and have joined as a par tner with Keller Williams Realty. Now, you may be thinking, “Wow, he’s/ she’s brand-new and I may not want to work with someone so new.” Yet with Keller Williams and our par tnership, I have all their knowledge helping and suppor ting me. Plus, my clients get all my enthusiasm and hard work. And as you already know, I’ll do whatever it takes to help people. So of all the people I thought about connecting with, I knew you would be someone to help me get my career star ted. May I count on you? Great! So I wanted to ask who you might know from work, your neighbourhood, or a group you belong to who’s interested in buying a home, selling a home, or investing in real estate. Can you think of anyone right now? (pause)

With all scripts in this course, always introduce yourself this way: “This is (full name) with (name of business or Market Center).”

If they respond “yes,” ask for the name and contact information and ask for permission to make the connection with the referral. And thank them!

Thanks for taking a moment to think about it. Also, I have a wealth of interesting and timely information about the real estate market in your area. May I go ahead and send you something about the market from time to time? (pause) Great, now your email address is __________? Thank you for your time, and please let me know if there is anything I can ever do for you or anyone you know.

You can also ask for other contact information or if they’re on Facebook.

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New to Keller Williams Hello, this is ______ and this is a business call. Do you have a moment? I’d like to share some exciting news with you. Usually, I’m the one helping people make a move. This time, I’m the one who’s moved! I wanted you to be one of the first to know that I’ve moved my license over to a new company—Keller Williams Realty. Just because the company name has changed, the level of service I offer to clients hasn’t. My clients will continue to get all my enthusiasm and hard work. And as you already know, I’ll do whatever it takes to help people. May I count on you to help me grow my business? If they respond “yes,” ask for the name and contact information and ask for permission to make the connection with the referral. And thank them!

Great! So I want to ask, who might you know from work, your neighbourhood, or a group you belong to who is interested in buying or selling real estate? Can you think of anyone right now? (pause) Thanks for taking a moment to think about it. Also, I have a wealth of interesting, timely information on the real estate market in your area. May I go ahead and send you something about the market from time to time? (pause) Great, let me check your email/address. It’s __________, right? Thank you for your time, and please let me know if there is anything I can ever do for you or anyone you know.

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Remind People You’re in Real Estate Hello, this is ______ and this is a business call. Do you have a moment? First of all, I’d like to apologize for not staying in touch. I’ve been very busy growing my real estate business and working with great clients like you. I wanted to share with you that I have a personal goal to help __#__ families get into the home of their dreams this year. As you already know, I’ll do whatever it takes to help people. May I count on you to help me reach my goal? Great! So I want to ask, who might you know from work, your neighbourhood, or a group you belong to who is interested in buying or selling real estate? Can you think of anyone right now? (pause) Thanks for taking a moment to think about it. Also, I have a wealth of interesting, timely information on the real estate market in your area. May I go ahead and send you something about the market from time to time? (pause)

If they respond “yes,” ask for the name and contact information and ask for permission to make the connection with the referral. And thank them!

Great, let me check your email/address. It’s __________, right? Thank you for your time, and please let me know if there is anything I can ever do for you or anyone you know.

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New to Area Hello, this is ______ and this is a business call. Do you have a moment? I’d like to share some exciting news with you. I have moved to ___ (new town) and I have become a sales representative and par tner with Keller Williams Realty! With Keller Williams’ par tnership, I have all their knowledge suppor ting and helping me. My clients get all my enthusiasm and hard work. And as you already know, I’ll do whatever it takes to help people. So of all the people I thought about connecting with, I knew you would be someone to help me get my career star ted. May I count on you? Great! So I want to ask, who might you know who lives in or near _____ (new town) or is thinking of moving to ___ (new town) that I may connect with? Can you think of anyone right now? (pause) If they respond “yes,” ask for the name and contact information and ask for permission to make the connection with the referral. And thank them!

You may not know that I am able to help people in other cities/towns/locations with their real estate needs by putting them in touch with the perfect sales representative in their area. So may I ask, who might you know from work, your neighbourhood, or a group you belong to who is interested in buying or selling real estate? Can you think of anyone right now? (pause) Thanks for taking a moment to think about it. Also, I have a wealth of interesting, timely information on the real estate market. May I go ahead and send you something about the market from time to time? (pause) Great, let me check your email/address. It’s __________, right? Thank you for your time, and please let me know if there is anything I can ever do for you or anyone you know.

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A note on messages: If you leave a message, does that count as a contact in the business of real estate? No, it does not! A contact is actual dialogue between two or more people that addresses real estate business. Your goal in leaving messages is to generate a response. When you get a call back, you’ve made a contact and have the opportunity to ask for business referrals. Message Script Hi, this is ____________________, and I’ve got something exciting to share with you. Call me back!

Your Connecting Calls Now get out your phone and call people you know, and don’t forget to ask for referrals. Use one of the scripts from the previous pages. • Keep calling until you make contact with at least three people.

Real Play

• Record the call information in the tracking form below: Name

Phone

Date

Referral Name

1. 2. 3. Time: 20 minutes

Congratulations! You just did the scariest part of real estate!

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Your Sphere of Influence (SOI) Sphere of Influence

You just spoke with three people you know—now who else do you know? All of these people are your Sphere of Influence. And your goal is for them to know you’re in real estate.

All the people who know you, trust you, and may do business with you.

Think of the people closest to you as the Inner Circle of your Sphere of Influence. They are your biggest champions. They already know, trust, and respect you—therefore, they are likely to be willing to help you. Because, after all, people like to do business with those they know, trust, and respect. Your Inner Circle is the group of people you’ll look to most often—and reward most often—for help and support in referring business your way. In fact, the majority of your business during your first year in real estate will most likely originate from your Inner Circle. It’s only natural that your Sphere is the place where you’ll begin to find leads. Sphere of Influence Friend Friend Friend Neighbours

Inspectors Dentist

Lenders

Insurance Representative

Family

Past Coworkers

Spouse or Partner

Immediate Family

Hairstylist

Sales Reps Outside Your Market

Social Media Networks

Kids, Friends, Parents

Neighbours

YOU Friends

Banker

Mechanic

Relatives Doctor Mail Carrier Places of Worship

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Closing Company

Your Kids’ Teachers

Your Sphere Is Bigger Than You Think

In the form below, underneath each category, write down as many names as you can. Even if you only know someone’s first or last name, write it down!

STOP and DO

My Sphere Immediate Family

Hobby/Sports Group

Personal Services (Hair/Nail/ Other)

Friends

Teachers (Yours/Your Kid’s)

Home/Auto Repair

Relatives

Church/Clubs/Volunteer

Sales Representatives

Neighbours

Doctors/Dentist

Mor tgage/Appraiser/Inspection

Past Coworkers

Banker/Insurance/Financial/ Lawyer

Other

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3. Build Your Business Database Your Sphere of Influence becomes your database—your business database, which is your most valuable asset. It’s critical to have as much contact information as possible—mailing addresses, phone numbers, email addresses, and social media account names—so you can connect with your Sphere quickly, easily, and in a variety of ways.

STOP and DO

Begin to Build Your Database 1. From your cell phone: On the following page, write the name of every contact in your cell phone. Complete as many of the columns for each person as possible. 2. From your sphere (on the previous page): Transfer those names onto the “My Database” form, completing as many columns per person as possible. 3. From social media: Log in to Facebook, LinkedIn, Google+, or Twitter, add friends, and indicate who’s connected and how in the Social Media column. 4. Block time in your calendar to finish any of the above steps that you could not complete in class. Time: 15 minutes

Congratulations! You’ve built and expanded your business database!

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My Database Name

Phone

Mailing Address

Social Media*

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15.



* If you are connected on social media with this person, indicate which social media outlet name: FB (Facebook), LI (LinkedIn), T (Twitter), G+ (Google+), or others. Ignite Power Session 1: Rev Up – v3.3C © 2011 Keller Williams Realty, Inc.

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My Database Name

Phone

Mailing Address

Social Media*

16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30.

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

* If you are connected on social media with this person, indicate which social media outlet name: FB (Facebook), LI (LinkedIn), T (Twitter), G+ (Google+), or others.

4. Become a Customer Service Professional Real estate is all about customer service. Everything that is a part of real estate—meeting people and selling and showing homes— follows spectacular customer service. The kind of service that customers rave about.

“A Big Why brings big focus and big energy. High achievers always have a Big Why!”

Being a great customer service professional starts with knowing yourself—your passions and the skills and experience you bring to the game, and how you can create value for your customers.

Identify Your Transferable Skills

Gary Keller Cofounder and COB Keller Williams Realty, Inc.

Believe it or not, you already possess great qualities that set you apart from your competition. Identify the knowledge, skills, or abilities you bring to the table that make you uniquely qualified to best serve your customers.

STOP and DO

What Tools Are You Already Carrying? 1. Fill in the My Experience column with everything you can think of.

2. In the My Transferable Skills column, write specific skills or talents that you used and/or discovered through your experience. Time: 10 minutes My Experience

My Transferable Skills

Previous occupations Professional training or education Professional designations or certifications Technical skills Hobbies and interests Organizations that I am involved with Relationships that I have Places I’ve lived in or visited

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Know Your Big Why Anyone can achieve the goals set in this course, but not everyone will. The journey requires discipline and a commitment to following systems, models, and a schedule every day. While on your journey, you may feel as though you are climbing a mountain, and as with any climb, you will encounter obstacles on your way to the pinnacle. You may feel confused, uncomfortable, or even a little scared. You may notice your old beliefs and myths creeping back into your mind. These feelings are okay and quite typical—you’re not alone! Counter any obstacles you meet with what we call your “Big Why”—that which drives you, motivates you, inspires you, and gives you great joy. Once you are clear about your Big Why, it acts as a weapon to beat back any doubt, delay, or detour. Keep your sights on your Big Why and you’ll soon be amazed at the results you’ll produce. Maybe you want to be your own boss—you are ready to exit the corporate world and have more control over your career and future. Perhaps you want a more flexible schedule that affords you more time with your family. Or, your desire is to be a Millionaire Real Estate Agent and enjoy the wealth that will bring. You might have plans to do the following: • Donate to charities

• Lay away for an early retirement

• Pay off debts

• Provide more for your family

• Assist your aging parents • Run your own successful business • Save for your children’s college education

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What is your driving motivation— the why of doing what you’re doing— and what would achieving your goal mean for you?

STOP and DO

In what ways would your life change? What doors would open for you? What does it look or feel like? Write a statement that represents your Big Why. My Big Why _______________________________________________________ _______________________________________________________ _______________________________________________________ _______________________________________________________ _______________________________________________________ _______________________________________________________ _______________________________________________________ _______________________________________________________ Time: 5 minutes

Your Big Why keeps you going, even when the going gets tough. Keep it front of mind at all times to help you power through to your goal. Remember, a Big Why brings big focus and big energy!

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Know the Value You Provide You are the CEO of your own business and to succeed you will adopt the mindset, behaviors, and habits of a CEO. Consider this … would you hire you? The answer of course is yes, especially since your focus is on your customer. And the way to express your superior customer service is through a succinct Value Proposition (VP). Like the Big Why, every successful sales representative knows and can articulate their VP at any time. Your VP is customer focused and serves two purposes: Value Proposition A statement you present to your clients that lets them know who you are and what you can do for them. Your VP is unique to you. It depends on your strengths and the unique qualities and ser vices you bring to the table.

1. To validate to a customer that working with you will benefit them 2. To demonstrate to a customer how your services will benefit them The key point here is that your VP focuses on the benefit to your customer. It’s true that most customers are still more concerned with getting value through excellent customer service. And don’t just talk about your VP, demonstrate it!

What makes you valid? The knowledge, attitudes, skills, and beliefs you already have. Here are some example VPs that you can use or modify to make them your own.

Sample Value Propositions General: I offer personal and professional service for all your real estate needs, including getting your home sold or helping you find the home of your dreams in less time and with less hassle, which helps you get what you desire with ease. Technology Focus: I’m an efficient, effective sales representative who won’t waste your time. Property searches on my website are simplified. You’ll get immediate review of all properties that fit your criteria and be able to get an appointment to visit properties with just two clicks. Electronic documents and e-signing assure your offer won’t arrive late. It’s simple and quick, with your needs in mind.

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Buyer Focus: I am your real estate consultant and advocate and offer you access to my technology system, which allows you to have more information quicker so you can act accordingly to get into the home of your dreams. Buyer Focus: I specialize in finding homes in great neighbourhoods with great schools and easy access to shopping, which helps you find the home you want with confidence. Luxury Focus: I specialize in luxury properties, including view, lakeside, and second homes. I provide personal attention, market expertise, and counseling on all aspects of your transaction and make the process effortless and uncomplicated to you our valued customer. Green Focus: I specialize in green real estate including green building, sustainable construction, and sustainable design. This allows me to market properties with green features to buyers who want to save money and live comfortably, through energy efficiency, renewable energy, and environmentally sensitive choices. My company wrote the book on greening your home, which allows me to provide buyers with information on topics such as green financing, energyefficient appliances, radiant floor heating, mold mitigation, and much more.

hris Heller, mega agent and president of KW Worldwide, uses the following as his Value Proposition: As your sales representative, I will be at your side from listing to closing, ensuring that your property sells smoothly and you get the most money possible from the sale. My local real estate market expertise allows me to determine an optimum pricing strategy so your property will sell. I dig deep to learn the unique selling points of your property and neighbourhood, so my marketing plans and strategies effectively target and attract your potential buyers. Itâ&#x20AC;&#x2122;s a formula for success for you.

Ignite Power Session 1: Rev Up â&#x20AC;&#x201C; v3.3C ÂŠ 2011 Keller Williams Realty, Inc.

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Power Words

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Advocated

Generated

Released

Solidified

Translated

Aided

Guided

Remodeled

Solved

Transmitted

Analyzed

Helped

Renegotiated

Sourced

Traveled

Answered

Influenced

Repaired

Specialized

Treated

Appraised

Interacted

Replaced

Spent

Tripled

Arbitrated

Interpreted

Represented

Sponsored

Turned

Arranged

Leveraged

Reproduced

Star ted

Uncovered

Assessed

Listened

Requested

Steered

Under took

Assisted

Managed

Researched

Stimulated

Unear thed

Calculated

Marketed

Resolved

Streamlined

Unified

Captivated

Maximized

Responded

Strengthened

United

Championed

Mediated

Reviewed

Studied

Updated

Clarified

Motivated

Revised

Submitted

Upgraded

Coached

Negotiated

Revitalized

Succeeded

Upheld

Collaborated

Optimized

Revolutionized

Suggested

Urged

Communicated

Persuaded

Rewarded

Summarized

Used

Condensed

Planned

Safeguarded

Suppor ted

Utilized

Conferred

Prepared

Saved

Surpassed

Validated

Consulted

Presented

Searched

Surveyed

Valued

Contacted

Prevented

Secured

Synthesized

Verbalized

Contributed

Prioritized

Selected

Systemized

Verified

Convinced

Processed

Sent

Tackled

Viewed

Cooperated

Produced

Separated

Talked

Visualized

Corresponded

Projected

Served

Targeted

Volunteered

Counseled

Proposed

Serviced

Tasted

Weathered

Demonstrated

Protected

Set up

Taught

Weighed

Educated

Provided

Settled

Teamed

Won

Encouraged

Quadrupled

Shared

Terminated

Worked

Estimated

Qualified

Shor tened

Tested

Wrote

Exceeded

Quantified

Showed

Testified

Yielded

Expedited

Questioned

Signed

Topped

Explained

Ranked

Simplified

Totaled

Facilitated

Rated

Slashed

Tracked

Familiarized

Reached

Smoothed

Trained

Forecasted

Realigned

Solicited

Transformed

Formulated

Reiterated

Sold

Transitioned

Ignite Power Session 1: Rev Up â&#x20AC;&#x201C; v3.3C ÂŠ 2011 Keller Williams Realty, Inc.

STOP and DO

Put It Together

1. Write out your Value Proposition (VP) using one of the examples provided or using transferable skills and Power Words (on the previous page).

My Value Proposition

2. Say your VP to a partner and ask for feedback. Do the same for them. Use your VP any time you need to make an “advanced presentation,” such as ... • On your eEdge website (you’ll do this in Power Session 6: Prepare to Work with Buyers) • In your marketing pieces • In your scripts Time: 3 minutes

Leverage eEdge Did you know that as soon as you activate your eEdge account, your eEdge website instantly goes live? Customize your website by including your VP on the Home page and/or Meet page. Refer to the eEdge 101 Training Guide on mykw.kw.com/eEdge to learn how to set up your eEdge website.

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5. Power Forward With Habits That Count Ignite is your road map to success and all you have to do is follow it. This is not just a course; it’s a business-amplifying program designed to get you into production immediately, and we begin with the most important habit and skill—lead generation.

Lead Generation The conscious effor t to make contact with people in order to find those who will do business with you right now, as well as next week, next month, next year, and beyond.

Lead Generation—It’s Job No. 1 Top sales representatives that we’ve interviewed all make lead generation a priority. In fact, they devote three hours every day to it. Ignite helps you establish the habit of generating leads three hours a day. After all, you need leads in order to have sales, closings, and income. And that’s what you intended, right?

The Lead Generation Pipeline The Countdown to Payday is moving leads to appointments, then agreements, then contracts, and then closings, which yield commission. The question becomes, “How many leads does it take to generate one closed contract?” While the answer may vary slightly from top sales representative to top sales representative, we know that it takes more leads than you might think. So leads are your priority, and lots of leads are your Job No.1. Countdown to Payday Leads

Appointments

Agreements Sales Contract Closings

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This pipeline diagram emphasizes why it is so important to generate a large number of leads. Leads Captured

TRUTH

Appointments Scheduled Agreements Signed Contracts Written Contracts Closed

For example, let’s say that out of 200 leads, between 1 and 10 move to an appointment. This is a typical rate for sales representatives who are getting started. Keep in mind that not every appointment will result in a signed agreement. Furthermore, not every agreement will lead to a sale.

You cannot get business without leads. Experienced sales representatives do not get distracted by the number of transactions they must close. Instead, they focus on the number of people with whom they need to make regular contact. The business will come if you create a daily habit to make connections and generate leads.

So, how many leads do you need? In short, you need a LOT. You need to keep the pipeline full. If you make enough calls each day, you’ll soon see results—leads will turn into appointments! That’s why, for the first week, every Ignite session includes a lead generation focus and an opportunity to get more leads. Over time, you will find that it takes fewer leads to get appointments. Your results will improve when you follow the models, systems, and your schedule; leverage eEdge and other resources; and master the scripts.

Ignite’s focus is on prospecting!

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Learn Your Lead Generation Lingo You’ll hear these terms throughout Ignite and your career with Keller Williams Realty. How familiar are you with them now? • Mets – People you know—anyone with whom you have an association. • Haven’t Mets – People you don’t know and who don’t know you, but with whom you would like to do business. • Prospecting – Seeking customers and referrals; finding people who need your services. This technique has short-term return, and is low-to-no cost. • Marketing – Attracting customers and referrals by having people find you when they have a need. This technique, while effective, generally has long-term return. Lead generation is about prospecting, at first. It’s active—you take action to reach clients (e.g., phone calls, handwritten notes, or in-person visits), whereas marketing is passive—your clients have to take action to meet you (e.g., by landing on your website or reading a mass email that you send). Ignite is about prospecting, not marketing. And prospecting is not just cold calling, as you’ll learn in Power Session 4: Prospecting.

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Four Powerful Habits—Daily 10/4 Now that you see the importance of making lead generation a priority and having lots of leads, you need to ensure that you will stay on task. You got into real estate as an independent businessperson—in the business of sales—and you plan to be successful, right? Well, the success of your business depends on you having productive, business-building habits, performed every day. This course will provide you with the systems to build those habits. Sure, it will be tough at the start. In fact, during your time in Ignite, the first week of your journey will be the hardest. The second week will be less hard but still tough, and by weeks three and four, you’ll begin to gain traction. The good news is that, by the end of three months, you will find the work to be easier because you will have built the habits that will bring you the wealth, freedom, and success you desire. Lead generation activities will have become as much a part of your daily routine as brushing your teeth.

Leverage eEdge

Whatever your goal, it’s critical you get into these habits right away—especially the Four Powerful Habits. These are the four things all successful sales representatives must do every day throughout their careers!

eEdge helps you know your market!

Four Powerful Habits 1. Build and Manage Your Database (you’ve already started!)

Well Done

2. Prospect 3. Follow Up 4. Know Your Market

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The challenge—Daily 10/4 The four habits are so important to achieving your daily challenge. Your goal is to meet the challenge of the Daily 10/4, beginning today! The Daily 10/4 sets minimum goals for each day for the next three months. Countless sales representatives will attest that accomplishing this daily challenge will put you in easy reach of Top Sales representative or Rookie of the Year status at your Market Centre! Most importantly, doing the Daily 10/4 will get you into the four habits quickly. The Daily 10/4 10

People

Connections 10

Notes

Homes/ Week

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1. Build and Manage Your Database – Add 10 people to your database with complete contact information. Every day, add ten additional people to your database—this means adding their name, address, phone number, cell phone, and more contact information if you can get it. These can be people you know or have just met or people you know peripherally—that is, you know of them through someone else. Just make sure that by the end of the day, you have added ten complete records to your database. We will discuss methods for building and managing your database in Power Session 2: Your Database. 2. Prospect – Connect with 10 people. Every day, connect with at least ten people from your database. The purpose for the call is to let them know about your business, to ask for their business, and to ask for referral business. You’ll learn scripts so you’ll know what to say in Power Session 4: Prospecting. 3. Follow Up – Write 10 notes. Every day, send a handwritten note or letter with a business card to at least ten people from your database. Begin with those you’ve called—this is the follow-up to the call. This habit alone will differentiate you from others in a big way. Think about it, when was the last time you received a handwritten note from anyone? Don’t worry if this is a new habit for you … you’ll learn exactly what to write. You’ll have an opportunity to write notes later in today’s session. 4. Know Your Market – Preview 10 homes per week. Every week*, preview at least ten homes in your marketplace. Your marketplace may be the neighbourhood or price range you plan to focus on, or you can explore and find homes by driving a different route to work each day or by searching the MLS. Successful sales representatives know their market. In fact, you may find that market knowledge trumps experience! This is huge as you get started in this business. Later in today’s session, you’ll learn how to preview homes. * Think of this as two per day, or ten per week. Ignite Power Session 1: Rev Up – v3.3C © 2011 Keller Williams Realty, Inc.

Great habits lead to great results We’ve talked about the importance of keeping leads in your pipeline so that you’ll have enough appointments. You might now be wondering how many appointments you need to achieve 16 transactions a year. The answer: Approximately 2 appointments a week. As we’ve mentioned, the first couple of weeks in Ignite will be the hardest. You may not start getting appointments until your second or third week into the program. But by that time, you’ve also established some great habits which will yield results when you stick to your schedule. Expected number of appointments per week during and after Ignite Week Week Week Week

1 2 3 4

Month 1 0 0-1 1-2 1-2

Month 2 2 2 2 2

Month 3 2 2 2 2

Success tracking What better way to measure success than to track it and share it with others! Throughout Ignite, you are expected to track your activities—the Daily 10/4—along with the results you obtain from them. Doing the activities and tracking them will move you toward solid habits.

Daily 10/4 Four Habits

Daily Goal

Build and Manage Your Database

Add 10 people to your database.

Prospect

Results/ Ratings

Wins and Opportunities

Connect with 10 people.

Follow Up

Write 10 notes.

Know Your Market

Preview 10 homes/week.

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myTracker online tracking system Track your progress in the online myTracker system each day. Your results will then be rolled up by team and by class and presented during each Power Session by your Ignite instructor. This process is meant to be fun and motivating. Your instructor, your classmates, and myTracker will keep you focused and on task to reach your goals. You may also keep a paper record of your daily progress and accomplishments on your Ignite Success Tracker, if you prefer. The front of the Ignite Success Tracker allows you to keep a record of your Daily 10/4 activities. The back of the tracker allows you to enter your milestones—appointments made, listings taken, and sales made.

Note: Find myTracker on mykw.kw.com on the Education tab, or on the Ignite product page.

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Name:

Ignite Success Tracker Track Your Daily 10/4 Activities

Month:

Year:

Four Habits

Daily Goals

Mon.

Tues.

Wed.

Thu.

Fri.

Sat.

Sun.

Weekly Totals

Week 1 Build and Manage Your Database

10 People 10 Connections

Prospect Follow Up

10 Notes

Know Your Market

10 Homes/ Week

Week 2 Build and Manage Your Database

10 People 10 Connections

Prospect Follow Up

10 Notes

Know Your Market

10 Homes/ Week

Week 3 Build and Manage Your Database

10 People 10 Connections

Prospect Follow Up

10 Notes

Know Your Market

10 Homes/ Week

Week 4 Build and Manage Your Database

10 Connections

Prospect Follow Up



10 People

10 Notes

Know Your Market

10 Homes/ Week

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Name:

Ignite Success Tracker Track Your Milestones

Month:

Year: Mon.

Tues.

Wed.

Thu.

Fri.

Sat.

Sun.

Weekly Totals

Week 1 Appointments Listing and Buyer Agreements Contracts Written Contracts Closed: Listings and Buyers Week 2 Appointments Listing and Buyer Agreements Contracts Written Contracts Closed: Listings and Buyers Week 3 Appointments Listing and Buyer Agreements Contracts Written Contracts Closed: Listings and Buyers Week 4 Appointments Listing and Buyer Agreements Contracts Written

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

Contracts Closed: Listings and Buyers

6. Plan Your New Life Live Like a Successful Sales Representative What does it mean to be an achiever? Success leaves clues, so look no further than a typical day in the life of a successful sales representative. One thing is for certain—successful sales representatives plan their days and stick to their plans. In Ignite, you’ll get into the habit of planning for the critical tasks each day. Schedule those activities that generate revenue first, and schedule those that maintain your business second. Here are examples of how your week might look Monday through Friday:

After Ignite

Monday–Friday

Wake up

Personal improvement (workout, read, meditate, etc.)

At office, respond to emails

Practice scripts

At office, respond to emails, practice scripts

Ignite session

11 PM

During Ignite

Lunch

Attend Market Center training Lead generation activities

3 4

Go on appointment

Preview homes

Home, dinner, relaxation, and family time

7 8 9

Prepare tomorrow’s schedule

Lights out!

with t i s u Pl

BOLD

Lead generation activities

10 PM

Lunch

Attend Market Center training

2 3

Go on appointments

4 5 6 7 8

Preview homes Home, dinner, relaxation, and family time

Prepare tomorrow’s schedule

Lights out!

If it’s not on your calendar, it doesn’t exist.

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Here are examples of how your weekends might look.

During and After Ignite Saturday AM

Wake up; personal time

Prepare for open house

7 8 9

10 11

Open house PM

12 2 3 4 5 6

12 1

1 Open house follow-up and lead generation

2 3 5

Preview homes

6 7

Prepare next week’s schedule

Lights out!

Day off—have fun!

Home, dinner, relaxation, and family time

STOP and DO

9 11 PM

Sunday

8 10

Schedule Like You Mean It Get out your planner, or use the daily planner at the end of your handout. 1. Schedule your personal time first—your days off, your family time, your vacations in your annual calendar. 2. Time block the hours you’ll be in Ignite sessions. 3. Beginning with the day immediately after the final Power Session, time block three hours of lead generation—Daily 10/4 activities— each day in your planner. 4. Time block for other training classes: Contracts, Risk Management, Technology, etc. Time: 2 minutes

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How to Protect Your Time Lead generation is your most critical business activity; therefore, scheduling and protecting your prospecting time is imperative. There are just three simple rules for success: 1. Block your calendar for the same time period—before noon—every single day, week after week. The morning is generally the best time for lead generation, as it ensures you do not get caught up in other activities and lose the day. 2. No skipping. If you erase, you must replace! If any event stops you from accomplishing your lead generation at your set time, that commitment does not simply disappear. It’s up to you to make up the lost opportunity in another time slot. 3. Allow no interruptions unless it is a REAL emergency, like a family crisis. It’s easier than you think to fritter away precious time on unrelated phone calls, water-cooler chat, or putting out fires that can wait until later. These rules may be hard to follow at first. Your goal is to improve every day! As you start your business, you will be on the job 24/7. That is why you need to schedule your time for yourself and your family FIRST, and then let nothing interfere. Protect your time. You also need a lot of miscellaneous time to accommodate random calls and tasks. One hour in the morning and another in the evening will suffice.

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7. Leverage Resources No one succeeds alone, and together everyone achieves more. You will want to place yourself at the Centre of a team of professionals who can provide services for your customers at different phases of your work with them. There are three groups of resources you’ll want to identify. Begin with the first and second ones immediately! 1. Your Market Centre team 2. Your Allied Resources 3. Your B2B (business-to-business) team

1. Your Market Centre team You have a ready-made team in your Market Centre. Your Team Leader, MCA, and others are able and ready to answer any and all of your questions, help you find resources, and point you in the right direction. Be sure to seek their help and give lots of thanks!

2. Your Allied Resources Allied Resources are the people who help you get deals done. First and foremost, you want the most reliable, skilled, and professional people on your team. Be selective with those you identify as Allied Resources and interview them before adding them to your team. The service they provide reflects on you. You’ll want to identify the following experts right away: • Lenders • Closing companies (title/escrow/attorney) • Inspectors These people at the innermost core of your Sphere of Influence provide valuable service for you, and can be a rich source of referrals, so treat them like gold. Keep in frequent contact with them—meeting face-to-face several times a year—and always reward them for sending referral business your way; in fact, send them referrals.

3. Your B2B team The people on your business-to-business team will provide invaluable services to you and your clients, so you want people who are reliable, skilled, and professional. These people represent and assist you and, in return, you help them by providing them with business. 1-44

STOP and DO

Find Your Resources Go on a scavenger hunt for resources in and around your Market Centre. 1. Select a partner for this activity. 2. With your partner, complete the following form with names and contact information for each person or groups of people listed. Ask for recommendations from sales representatives in your Market Centre if you need them.

Time: 30 minutes

Market Centre Team Name

Phone

Ignite Instructors

Ignite Classmates

Productivity Coach

Team Leader Assistant Team Leader Associate Leadership Council (ALC) Members Market Centre Administrator (MCA) eEdge Ambassadors



Market Centre Tech Coordinator

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Allied Resources Name

Phone

Lenders (at least 2)

Lawyer

Inspectors (at least 2)

B2B Team Name Lawyers Cer tified Public Accountants (CPAs) Plumbers Landscapers Electricians Carpenters Foundation Experts Security Companies Exterminator Painter Roofer Chimney Expert House Cleaner Stager

Pool Cleaner

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

Window Cleaner

Resources Scripts

Role

Turn to a partner to practice scripts. One of you takes the role of the sales representative, and one takes the other role. Then, switch. Time: 5 minutes

Play

Allied Resource

Hello, this is ________. I’m a sales representative with Keller Williams Realty and I’m interviewing three of the top (lenders/title/escrow/ inspectors) in the area to see where I would like to send all my potential business. I chose you based on (referral from _______ / hearing of you/knowing of your company). Would you like to interview for the job of receiving my clients? Wonderful! There will be some expectations. Since I will be sending my clients to you, I would expect at least two referrals a year from you. Does that sound reasonable? Great, when should we get together? ___________ or ____________? Thank you, and I look forward to seeing you then. Mets

Hi, this is _________. Do you have a few minutes? In my business of real estate, from time to time I am in desperate need of plumbers, handymen, landscapers, painters, window cleaners, house cleaners, and the like. Do you know of anyone you would recommend to help me? Thank you! I’ll be sure to let them know that you gave me their name. B2B

Hello, ________. You don’t know me; I am _______ of Keller Williams Realty and your name was given to me by __________, who said you were a fabulous ___________. Is that true? Of course! That’s what I’m always looking for—great people like you. Therefore, may I place you in my professional services directory? There is no charge, and I only want to recommend one person for each service. Which means if someone calls you and says that I recommended your ser vices, that you would keep track of how many recommendations I gave you. And when you hear of someone wanting to buy or sell real estate, knowing that I give referrals, that you would be happy to give me referrals in return. Do you agree that it’s a two-way street? Can I count on you to exchange referrals? Great! When would be a good time to meet and exchange business cards, so you can give mine out to people who need my services and I can give yours to people who need your services? Is ___________ or is ____________ a better time for you? Ignite Power Session 1: Rev Up – v3.3C © 2011 Keller Williams Realty, Inc.

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Call for Resources Real

Call using the previous scripts and set appointments. Name

Play

Type of Resource

Appointment Date/Time

1. 2. 3. Time: 5 minutes

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8. Open for Business Your Business Checklist In order to get your business up and running today, you’ll want to gather the items on the checklist below. The list includes essential, must-have items, as well as items that are nice to have but not immediately necessary.



Right Away

Where to Find It

Email address URL (domain name) Business cards eEdge account activated Sales representative name tag Note cards, envelopes (50–100) Stamps Open House signs (4–20) Sign riders



As Your Business Grows

Where to Find It

For Sale signs Lockboxes

Free Download

*As your business grows, purchase these items over time.

Download electronic versions of the toolkit items from the Ignite course page at kwu.kw.com/ignite

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“Make money before you spend it.” Gary Keller Cofounder and COB Keller Williams Realty, Inc.

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Lead with revenue One of the biggest mistakes sales representatives make when kickstarting their careers is to devote a significant amount of money to signs or printed marketing materials. They then become frustrated when they don’t see a quick return. When you are just starting your business, your first priority is to build your database—to lead generate—by finding people who will work with you NOW. As your business grows, begin to purchase the nice-to-have items.

Your Action Plan 1. Get Ready to Preview Homes This is part of your Daily 10/4 and the best way to study your market. • Begin with vacant homes. If occupied, tell the seller they don’t have to clean it up or worry about animals—you are just previewing and trying to learn about the market. • Go with a group. • Go to a builder community so you can learn the amenities. • Look at your local board for property tours and attend them! • While previewing, if you see any neighbours, ask them what they like about their neighbourhood.

To find homes to preview 1. Check the MLS for homes you can preview on your way to or from the office. 2. From the MLS, print property information sheets for each home. 3. For each home, print a copy of the Home Tour Checklist (on next page).

Once a home is found 1. Make the appointment. 2. Arrive on time. 3. Don’t linger—plan to spend no more than ten minutes at each property. 4. Lock up, turn off lights—leave the house the way you found it. 5. Pay attention to written instructions about pets.

Free Download For more tips on previewing homes, download the Home Tour Checklist (on next page) from the Ignite course page at kwu.kw.com/ ignite, in the ToolKit

6. Make thorough notes to use later. 7. Also note ... who would be the optimal/perfect buyer for this property?

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HOME TOUR CHECKLIST Property Address: Property

Comments

Exterior

View

Foundation

Lot Size

Roof

Landscaping

Architectural Style

Square Footage

Deck Patio

Interior

Comments

Swimming Pool

Number of Bedrooms

Garage

Number of Bathrooms

General Exterior Condition

Living Room

Location

Kitchen

Convenience to Work

Dining Room

Convenience to Shopping

Family Room

Convenience to Schools

Study

Convenience to Daycare

Fireplace(s)

Nearby Recreational

Openness of Home

General Appearance of

General Interior

House Value Relative to

Basement

Other

Condition

Comments

Facilities

Houses in the Area the Area

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

Additional Comments:

2. Select an Open House This coming weekend you’ll host an open house! This may be your first opportunity to be in front of customers, representing yourself as the customer service professional you are. Select at least four listings and talk with the listing sales representatives about holding the open house for them. Before Power Session 3: Open Houses, gather the following pieces of information about the listings you’ve selected: • Property address

TIP

• Map of the area (5-kilometre radius of the property) • Owner’s contact information

Pick a winner For any open house, you want to pick a winner.

The early bird gets the worm! The best open houses get snapped up early in the week. Select yours by Monday or Tuesday.

You’ll start by identifying the area—focus on one to two neighbourhoods at first. Check the sales for the last ninety days in the MLS for those neighbourhoods. Know the days on market for the property, because the newer the property on the market, the better. Next, search for listings that appeal to you in terms of price point and neighbourhood, and then ask the listing sales representative a few questions to be sure that you are getting an open house that can deliver leads, and an appointment. Interview the listing sales representative. Think of it as a property interview to determine whether or not you want to go to work at that location. 1. Does it show well? The answers you’re looking for: Yes, it has been staged. Yes, it is beautifully furnished with great curb appeal. 2. How easy is the signage? The answers you’re looking for: There are no regulations./There are hardly any regulations. The property isn’t far from the main road—there are only a few turns. 3. Have you already held an open house at this listing? If yes: Ignite Power Session 1: Rev Up – v3.3C © 2011 Keller Williams Realty, Inc.

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How was the traffic? Can you tell me how many visitors you had? The answers you’re looking for: Traffic was great! I had xx people come through. If no: Have you already spoken to the owners about having an open house and set your expectations? The answers you’re looking for: Yes, they have agreed to an open house. They will leave the house clean and take the dog with them when they leave. I have a checklist that I give to all my sellers so they know what to do. If the listing sales representative has the answers you’re looking for, you’ve found your open house!

STOP and DO

Select Open House

1. Neighbourhood _____________________________________________ 2. Home Address ______________________________________________ 3. Owner Contact Information _____________________________________ _____________________________________________________________ ____________________________________________________ 4. Listing Sales representative Contact Information______________________________ _____________________________________________________________ _______________________________________________________ 5. Date of Open House ________________________________________ Time: 3 minutes

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4. Would you like me to call the seller to set up the open house, or will you?

3. Prepare for Future Power Sessions Bring the following with you to all remaining sessions. • Your database • Your cell phone • Ten note cards, envelopes, and stamps • Ten business cards • Your Value Proposition

4. Plan and Time Block Your Daily 10/4 STOP and DO

Plan and Time Block

1. Estimate the time needed to complete each of your Daily 10/4 activities listed below.

Daily 10/4 Activity

Time Needed

Add names and contact information of 10 people referred to you into your database. Connect with more people to meet your daily goal of 10. Write and send 10 handwritten notes. Preview homes—your weekly goal is 10 homes.

2. Time block each activity in your planner to be completed before the end of day today. 3. Follow your schedule! Do what you said you would do. Time: 1 minute

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Aha’s STOP and DO

My Aha’s 1. Write down your three most powerful aha’s from this Power Session. 1.

2. Share one aha with the class. Time: 5 minutes

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10 PM

9 PM

8 PM

7 PM

6 PM

5 PM

4 PM

3 PM

2 PM

1 PM

Noon

11 AM

10 AM

9 AM

8 AM

7 AM

6 AM

Rating:

Preview 10 homes/ week.

Write 10 notes.

Connect with 10 people.

Add 10 people to your database.

Daily Goal

Contracts Closed

Contracts Written

Agreements Signed

Appointments

(–) Didn’t quite meet the goals of 10

Results/ Wins and Opportunities Ratings

Milestones Results

Your Milestones

() Met the goals of 10 () Exceeded the goals of 10

Know Your Market

Follow Up

Prospect

Build and Manage Your Database

Four Habits

Your Daily 10/4

Thought for Today: “Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives.” – William James

Today’s Date: ________________________

Build and Manage Your Database

Connect with 10 people.

Add 10 people to your database.

Milestones

Results

Your Milestones

(–) Didn’t quite meet the goals of 10

Results/ Wins and Opportunities Ratings

Your Daily 10/4

Prospect

Write 10 notes.

Daily Goal

Follow Up

Preview 10 homes/ week.

Contracts Closed

Contracts Written

Agreements Signed

Appointments

() Met the goals of 10 () Exceeded the goals of 10

Rating:

Know Your Market

Four Habits

Thought for Today: “If you can dream it, you can do it. Always remember that this whole thing was started with a dream and a mouse.” – Walt Disney

Today’s Date: ________________________

6 AM 7 AM 8 AM 9 AM 10 AM 11 AM Noon 1 PM 2 PM 3 PM 4 PM 5 PM 6 PM 7 PM 8 PM 9 PM 10 PM

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Ignite Correction and Suggestion Log Instructor Name: ________________________________________________ Date: ________________ Market Centre: _________________________________________________

Content Type

(instructor manual, student manual, job aid)

Page Type of Correction (misspelling, wrong reference to Number resource, etc.)

Power Session #: _______

Description of Correction or Suggestion

Suggestions for this Power Session:

__________________________________________________________________________________________ Please send this completed form to KWU email: kwuhelp@kwu.com, attn: KWU Ignite fax: 512-328-1433 mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746, USA