POWERED WITH LOVE VOLUME 5

VOLUME 5

04/2022

TO GROW YOU MUST LET GO

WHAT IS

INTENTIONALITY?

IT’S OFFICIAL, BUYER ENQUIRIES

HAVE DROPPED! ONLY A WELL-OILED MACHINE RUNS SMOOTHLY Powered with LOVE Stephen Cromarty

CONTENTS. 1. SHIT SANDWICH 1 2. INTENTIONALITY 2 3. WHY CHOOSE ME? 2 4. SEVEN WEEKS TO MARKETING 3 5. HOW TO INCREASE YOUR REVENUE BY 100% OR EVEN HIGHER? 4

6. IT’S OFFICIAL, BUYER ENQUIRIES HAVE DROPPED! 5 7. TO GROW YOU MUST LET GO 6 8. LOVE WHERE YOU LIVE, IS ALMOST HERE!! 7

SHIT SANDWICH

“WHAT EVERY GREAT LEADER DOES” DO YOU USE A SHIT SANDWICH APPROACH TO ADDRESSING YOUR TEAM AND/ OR INDIVIDUALS? WHAT IF I TOLD YOU LEADERSHIP ON THE HIGHEST LEVEL DOESN’T DO THIS. THIS APPROACH EVEN THOUGH, TAUGHT IN THE TRAINING ROOMS WE HAVE SHARED IS COMPLETELY FLAWED! Let me ask you this, ‘you go to a teller, you ask for $100, they give you $90, what do you focus on? You focus on the $10!!

Well, that’s a shit sandwich, and what you focus on is the negative, the negative is amplified by the fact the message was contraindicative. This is the correct way to deliver a message, if it is a negative conversation, it is a negative conversation, if it is positive, it is positive, never mix the two. Most importantly, use the 4-1 ratio; 4 positive conversations to 1 negative.

Mostly positive in public address anything negative in private!

1

INTENTIONALITY ARE YOU INTENTIONAL IN WHAT YOU DO AND WHAT YOU SAY? As a leader every interaction needs to have an outcome, that outcome is either aligned with taking you and your team towards the company and their personal goals and or going to make it more difficult for the company and the individual.

Having most recently interviewed someone who worked as CEO in a FORTUNE TOP 500 COMPANY it was proven that small to medium business leadership entrepreneurship is in fact completely flawed.

When we look at the meaning of ‘intentionality’ we learn, “ The fact of being deliberate or purposive” or “The quality of mental states (e.g. Thoughts, beliefs, desires, hopes). Which consists in them being directed towards some objective or state of affairs”.

What does this mean? It means ALWAYS START WITH END IN MIND before you speak or act, don’t let your personal beliefs or opinions govern your emotions, more importantly, what is the long term objective of what you or the organisation is wanting to achieve and what is the best way to achieve that outcome. Use intentionality, make this your strongest quality and you will build an empire.

WHY CHOOSE ME? DO YOU KNOW WHY PEOPLE CHOOSE YOU? WHY SHOULD I WORK FOR YOU? MOST IMPORTANTLY, WHY SHOULD I STAY WITH YOU? If you want to grow your business it’s important you and your people are able to not only answer these questions but display these in action. A SWAT ANALYSIS on these two topics with the involvement of your current team members also can create a culture shift, which also creates buy in to achieve the best outcome. Start by asking is why people choose us, why people stay, then finish with, what should we be offering. Essentially you are giving your people the opportunity to provide you feedback in a safe environment, thus creating a foundation as to which you can now scale from.

2

SEVEN KEYS TO

MARKETING

TO CREATE YOUR PRIMARY COMPETITIVE ADVANTAGE YOU NEED TO BE VISIBLE TO YOUR CUSTOMERS! Remember, attraction marketing is not “attractive” marketing. Attraction marketing is marketing that brings in clients and future prospects, if you and your team is marketing without being able to show an increase in leads and or results. Then its not working.

There are two major measurables: 1. Number of leads 2. Number of results THESE ARE THE TWO KEY MEASURABLES THAT SHOULD BE ATTACHED TO ALL MARKETING: Now, what are the 7 keys to marketing to create attraction marketing?

1. Make sure you stay completely associated to the importance of your brand with impact 2. Stay true to what your brand truly is today 3. Define who your customer is 4. Identify the brand you need to be, meet your customers needs 5. Tell your story! a. With maximum power b. Associated marketing c. Create an experience/value beyond anything they can imagine 6. Fall in LOVE with your clients 7. Explain and improve the power of the brand each time you market

3

HOW TO INCREASE YOUR REVENUE

BY 100% OR EVEN HIGHER?

IS IT POSSIBLE? HOW CAN YOU INCREASE THE OVER-ALL RESULTS IN YOUR COMPANY BY 100%, WE HEAR ALL THE TIME HOW THESE HUGE COMPANIES GO FROM 100 MILLION TO 500 MILLION? Well, let’s have a look at the level of thinking they apply to breaking down each area that has the potential to impact the results.

1. Outbound calls Action, increase the outbound calls by say 20%-30% 2. Dialogue Ensure the correct dialogue is being used/adding value and overcoming objections 3. Appointments Increase appointments by say 20-30% 4. Cancellations (no shows) Increase the non cancellations shows by say 10-20% 5. Closing Work on 4-5 closing scripts and strategies to close 50% more business (i.e. you lost 10 listings las month, now 5, you missed 10 sales las month now 5) 6. Increase Fees Attain a 10-20% upward growth on fees achieved, look at what is key cut by your team and put a competition together to achieve higher fees 7. Value add Provide additional value to assist your team, and attract more clients on a referral basis, i.e. should see a 20-30% increase in business signed and closed As you can see with a structured approach looking at each key area, we can ACHIEVE AN UPWARD SWING OF 100% IN THE OVERALL RESULTS by simply focusing on each area individually with a specific strategy and an intended outcome.

4

IT’S OFFICIAL,

BUYER ENQUIRIES HAVE DROPPED!

SO NOW WHAT? NUMBERS HAVE DROPPED, BUT MORE IMPORTANTLY WHAT ARE WE DOING TO UP SKILL OUR SALES PEOPLE TALKING TO THE BUYERS AND SHOWING THE HOMES? STEP 1.

Provide your sales people with the expected dialogue and strategy on what to say and when to say it (Go on to our training platform we may have what you require there) STEP 2 Ensure you are doing everything you can to increase your buyer enquiry!

Here are some ideas: 1. Facebook ads that capture buyers leads 2. Google ads, as above 3. On your website, have a pop-up which is a purchaser attraction platform 4. Attractive prices on the homes for sale 5. Advertise for buyers with an irresistible offer (as you would if you were looking for a seller) Some of these options may be very simple, however, lets suggest someone does all 5, would that amount to extra 5,10,15 buyer enquiries per day for each point, what if we say an extra 5 per day, well ask yourself this, how many sales, managements, and listings would then amount to?

What’s the lesson here?

DON’T UNDERESTIMATE THE POWER OF SIMPLICITY!

5

TO GROW

YOU MUST LET GO WHAT THIS MEAN AND DO YOU DO IT WITHOUT COLLATERAL DAMAGE? THE FIRST STEP is responsibility to every leader in your business (whether you have or need to employ them) and make it clear what they are responsible for and show them with clarity what is expected of them. Last but not least ensure the teams knows who to go to and for what.

HOW

giving them

THE SECOND STEP is creating what’s called GREEN AND RED PROTOCOLS. The GREEN explains whats expected and what you can do! The RED explains whats not expected and what to do and depending on the seriousness of what is explained in the RED could mean loss of position, or you stepping in to intervene and/or simply you providing guidance and redirecting. However going in to the RED on even the lightest level is not tolerated on more than 3 occasions.

THE THIRD STEP is to accept the results may plateau and/or come back slightly for the first 3-6 months, the two things you must have in place are: 1 The planned funds 2. A bonus structure connected to achieving the same outcomes and then bonus structure for growth.

By moving to this phase in your business it gives the capability of having more time providing to focus on development and growth, and at this point what you now have is a scalable business.

6

LOVE WHERE YOU LIVE,

IS ALMOST HERE!!

I AM EXCITED TO ANNOUNCE A 10 YEAR PROJECT AND DREAM IS ALMOST A REALITY! LOVE WHERE I LIVE WILL BE THE FIRST PLATFORM OF IT’S TYPE WHICH YOU WILL BE ABLE TO USE AS A PROSPECTING TOOL! So, how does it work? To find out more I will be organising a live webinar to answer your questions and explain how this platform works, but before then I want you to imagine this; Imagine a platform that is for people who are “not” selling and who have no plans selling anytime soon.

Does this raise your curiosity?

STAY TUNED FOR MORE!