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PMI Prospecting Daily Workbook

Welcome

I am excited to share with you a valuable tool that can transform your prospecting and follow-up strategy – the PMI Prospecting Workbook. One of the key challenges we often face in real estate is the lack of effective follow-up. This workbook is designed specifically to address that gap and help you stay organized and proactive with your contacts.

Here’s how the workbook can enhance your follow-up process:

1.Organized Follow-Ups: When you make initial contact with a prospect, log the date of your next follow-up immediately. For instance, if you speak to someone on June 23 who wants to buy a home after their kids return to school in September, you can schedule a follow-up call for mid-August. Write a note like, "Kathryn wants to buy a new home, goal date mid-September," for your follow-up on August 15.

2.Interim Engagements: Long waiting periods can result in lost opportunities. To keep prospects engaged, schedule interim follow-ups. For example, while you plan a mid-August follow-up for Kathryn, you can also set a check-in on July 10 to share the PMI Buying Guide and provide a market update.

3.Consistent Pipeline: By using the workbook consistently, you ensure that your follow-up calls, and action items are always top of mind. After a few weeks, you’ll open your workbook to find your follow-ups and to-dos already lined up, making your prospecting efforts seamless and efficient.

4.Goal Tracking: The DUCK Goal and Actual section of the workbook helps you set and track your monthly goals. This feature allows you to assess your progress regularly and adjust your plans as needed to stay on track.

The PMI Prospecting Workbook not only keeps you organized but also ensures that no potential opportunity slips through the cracks. By maintaining regular and meaningful contact with your prospects, you increase your chances of converting leads into clients. I encourage you to incorporate the workbook into your daily routine and experience the benefits firsthand. Should you have any questions or need further assistance, please do not hesitate to reach out.

Checklist

PMI Franchise Success Checklist

Tools and Resources

Prospecting Workbook

Ensure you and every team member can access the PMI Prospecting Workbook.

Train team members on how to use the workbook effectively for organized follow-ups and goal tracking.

Define Your Company's Value

Develop and clearly articulate your unique value proposition. Ensure all team members understand and can communicate your company's value to prospects and clients.

Skill Assessment

Complete a skill assessment test focused on prospecting and essential skills for success.

Identify areas of strength and areas for improvement.

Customize PMI Presentation Deck

Tailor the current PMI presentation deck to highlight your strengths and value as a PMI franchise.

Incorporate specific success stories and testimonials relevant to your market.

Marketing Materials in Canva

Customize all property management marketing materials available in Canva to reflect your PMI brand. Ensure consistency in branding across all materials.

Forms and Contracts

Familiarity with Forms and Contracts

Gain thorough knowledge of all forms and contracts required within your pillar.

Provide training sessions for team members to ensure they are confident in handling all necessary documentation.

Checklist

PMI Franchise Success Checklist

Personal and Professional Marketing

PMI Name Tag

Order and wear PMI-branded name tags for all team members. Ensure name tags are worn during all professional interactions.

Business Cards

Design and print PMI-branded business cards for all team members. Distribute business cards at all networking and client meetings.

Logo Apparel

Invest in PMI-branded apparel for professional and casual wear. Encourage team members to wear logo apparel to reinforce brand identity.

First Impressions

Phone Etiquette

Train team members on professional phone etiquette. Ensure clear, polite, and helpful communication during all phone interactions.

Written Communication

Develop templates for emails and other written communication. Ensure all written communication is professional, clear, and free of errors.

Professional Presentation

Emphasize the importance of professional appearance during client meetings and presentations. Provide guidelines for professional dress code and grooming standards. By following this checklist, your franchise will be well-prepared to make strong first impressions and build lasting relationships with clients, leading to increased success and growth.

Workbook Exercise: Defining Your Company's Value

Step 1: Define Your Market

When you know your market, you can align your Value Proposition to meet the needs of specific demographics and/or geographical areas.

Exercise: Market Research

1. Identify your top three competitors.

2. Research and list what you know about them.

3. Compare this information with your company’s performance.

Workbook Exercise:

Workbook Exercise: Defining Your Company's Value

Step 2: Define Yourself

To effectively position your company, it is crucial to understand and articulate who you are.

Take a few minutes and reflect on PMI’s vision, mission, and core values above and how you can embrace them in your own companies.

Below are also examples of some top brands' Vision and Mission statements to help you better understand what these companies stand for ask yourself these questions:

Do these brands represent their mission to the public?

Do these brands leverage their values in their marketing and consumer interactions?

Do you feel that the company's vision and mission help develop brand loyalty among consumers?

Workbook Exercise: Defining Your Company's Value

Step 2: Define Yourself

Here are four well-known brands and their mission and vision statements:

1. Google

Mission Statement: "To organize the world’s information and make it universally accessible and useful.”

Vision Statement: "To provide access to the world’s information in one click.”

2. Apple

Mission Statement: "To bring the best user experience to its customers through its innovative hardware, software, and services.”

Vision Statement: "To create the best products on earth and to leave the world better than we found it.”

3. Microsoft

Mission Statement: "To empower every person and every organization on the planet to achieve more.”

Vision Statement: "To help people and businesses throughout the world realize their full potential.”

4. Amazon

Mission Statement: "We strive to offer our customers the lowest possible prices, the best available selection, and the utmost convenience.”

Vision Statement: "To be Earth’s most customer-centric company, where customers can find and discover anything they might want to buy online." These examples reflect the brands' dedication to their customers and their overarching goals.

Workbook Exercise:

Why did you join PMI?

Workbook Exercise: Defining Your Company's Value

Step 2: Define Yourself

Exercise: Clarify Your Vision

VISION: An aspirational summary of a business's long-term goal that drives mid- and short-term decisions.

BRAINSTORM YOUR VISION

What inspired you to become a PMI franchise? Why is it important to you, and how important is it?

2. How do you want to differentiate yourself as a property management professional?

3. What words describe you as a professional and the business you want to create?

Workbook Exercise:

Defining Your Company's Value

4. What do you want out of your business? Where do you see you and your business in five years?

5. What do you want for your family? Where do you want to live and travel? What hobbies or interests do you want to pursue?

6. How will achieving your business goals help you get what you want out of life?

7. How much money will it take to fund that life? _______________________________________________________

Workbook Exercise: Defining Your Company's Value

WRITE YOUR VISION STATEMENT

Putting your vision statement in writing can help make it happen.

What I love about being a PMI Company:

Three goals I must complete build my business in the next 100 days:

How I will define success with my clients:

My vision in a single, simple, succinct, and inspirational statement:

Workbook Exercise: Defining Your Company's Value

Step 3: Define Your Impact

Your impact reflects how your company’s actions and presence benefit your clients and community.

Workbook Exercise: Defining Your Company's Value

Creating effective value statements involves understanding your value, translating that into a clear statement, and leveraging features, benefits, and impacts to address your client's pain points. Here's a step-by-step guide to help you craft compelling value statements:

Step

1: Identify Your Value Proposition

Determine Your Unique Value: Identify what sets your service apart from competitors. This could be superior customer service, unique features, or exceptional results.

Understand Your Client's Pain Points: Know the common challenges and problems your clients face.

Step 2: Translate Features into Benefits

List Your Features: Write down the key features of your service.

Convert Features to Benefits: Explain how each feature benefits the client. For instance, a feature might be "24/7 customer support," and the benefit is "always having access to help when needed.”

Step

3: Identify the Impact

Determine the Impact: Understand the positive outcome or result of the benefit. This impact should directly address your client's pain points.

Step

4: Craft Value Statements

Combine Feature, Benefit, and Impact: Create statements that integrate the feature, benefit, and impact in a way that highlights how you address the client's pain point.

Workbook Exercise: Defining Your Company's Value

Example Process

Feature: "We offer 24/7 customer support."

Benefit: "This ensures that you always have access to help whenever you need it."

Impact: "You can resolve issues quickly without downtime, ensuring your operations run smoothly.”

Value Statement: "Our 24/7 customer support ensures that you always have access to help whenever you need it, allowing you to resolve issues quickly and keep your operations running smoothly without any downtime.”

Step-by-Step Guide to Creating Your Value Statements

Understand Your Value: Determine the unique value your service brings.

Know Your Client's Pain Points: Identify your clients' key challenges.

List Key Features: Write down the features of your service.

Translate Features to Benefits: Explain how each feature benefits your clients.

Identify the Impact: Describe the positive outcome or result of each benefit.

Combine and Refine: Create value statements that combine the feature, benefit, and impact, ensuring they address your client's pain points.

Template for Value Statements

Feature: "We offer [Feature]."

Benefit: "This provides [Benefit]."

Impact: "As a result, you can [Impact].”

Value Statement: "Our [Feature] provides [Benefit], allowing you to [Impact], which addresses [Client's Pain Point].”

Workbook Exercise: Defining Your Company's Value

Example Value Statements

Feature: "Our platform integrates with all major property management tools."

Benefit: "This eliminates the need for multiple logins and simplifies your workflow."

Impact: "As a result, you save time and reduce errors, making your operations more efficient.”

Value Statement: "Our platform integrates with all major property management tools, eliminating the need for multiple logins and simplifying your workflow. As a result, you save time and reduce errors, making your operations more efficient.”

Feature: "We provide a detailed prospecting workbook."

Benefit: "This helps you target and reach potential clients more effectively."

Impact: "You can increase your client base and revenue by focusing your efforts on the right prospects.”

Value Statement: "Our detailed prospecting workbook helps you target and reach potential clients more effectively, allowing you to increase your client base and revenue by focusing your efforts on the right prospects."

By following these steps, you can create powerful value statements that clearly communicate the unique benefits and impacts of your services, effectively addressing your clients' pain points.

Workbook Exercise:

PMI Franchise Prospecting Skills Assessment

Instructions:

- Answer each question honestly to the best of your ability.

- There are no right or wrong answers, only insights into your current skill levels.

- For each statement, choose the response that best describes you: Strongly Agree (SA), Agree (A), Neutral (N), Disagree (D), Strongly Disagree (SD).

Personal Skills

1. I feel confident when speaking to potential clients over the phone.

- SA | A | N | D | SD

2. I am comfortable initiating conversations with strangers.

- SA | A | N | D | SD

3. I have strong, active listening skills.

- SA | A | N | D | SD

4. I can handle rejection well without losing motivation.

- SA | A | N | D | SD

5. I am good at identifying potential clients’ needs and concerns.

- SA | A | N | D | SD

Knowledge and Preparation

6. I am knowledgeable about the real estate market and trends.

- SA | A | N | D | SD

7. I am well-prepared with information about the services PMI offers.

- SA | A | N | D | SD

8. I regularly research and stay updated on competitor activities.

- SA | A | N | D | SD

9. I have a clear understanding of PMI's value proposition.

- SA | A | N | D | SD

Workbook Exercise:

PMI Franchise Prospecting Skills Assessment

10. I create tailored presentations for different client needs.

- SA | A | N | D | SD

Networking and Outreach

11. I actively participate in local networking events and community activities.

- SA | A | N | D | SD

12. I maintain and regularly update a list of potential leads.

- SA | A | N | D | SD

13. I use social media effectively to connect with potential clients.

- SA | A | N | D | SD

14. I follow up with leads consistently.

- SA | A | N | D | SD

15. I have a strategic plan for reaching out to potential clients.

- SA | A | N | D | SD

Time Management and Organization

16. I prioritize my tasks effectively to maximize prospecting time.

- SA | A | N | D | SD

17. I keep detailed records of my interactions with potential clients.

- SA | A | N | D | SD

18. I set and track prospecting goals regularly.

- SA | A | N | D | SD

19. I manage my time well between prospecting and other responsibilities.

- SA | A | N | D | SD

20. I use CRM tools to organize and manage my leads.

- SA | A | N | D | SD

Workbook Exercise:

PMI Franchise Prospecting Skills Assessment

Scoring: Your Score: ________

- Strongly Agree (SA) = 5 points

- Agree (A) = 4 points

- Neutral (N) = 3 points

- Disagree (D) = 2 points

- Strongly Disagree (SD) = 1 point

Interpreting Your Score:

- 80-100: Excellent prospecting skills. You have strong strengths in most areas.

- 60-79: Good prospecting skills with some areas for improvement.

- 40-59: Average prospecting skills. Focus on strengthening weaker areas.

- Below 40: Prospecting skills need significant improvement. Consider additional training and support.

Next Steps:

- Review your responses to identify areas where you scored lower.

- Focus on improving those areas through training, practice, and seeking guidance from experienced team members.

- Set specific goals for enhancing your prospecting skills and track your progress regularly.

This assessment will help you understand your current prospecting abilities and develop a more effective strategy for reaching potential clients.

By completing this exercise, you will have a clear and compelling Value Proposition that aligns with your company’s strengths and market needs.

Resources:

Here is a list of supporting materials, including TED Talks, podcasts, and other free or low-cost resources, categorized by the key areas of the prospecting skills assessment:

Personal Skill Development:

TED Talks

"How to Speak So That People Want to Listen" by Julian Treasure

"The Power of Vulnerability" by Brené Brown

Podcasts

The Tony Robbins Podcast - Episode: "The Art of Communication"

The Art of Charm - Episodes on building confidence and social skills

Additional Resources

"How to Win Friends and Influence People" by Dale Carnegie (Book) Toastmasters International - Local clubs for practicing public speaking

Knowledge and Preparation Development:

TED Talks

"The Secret to Great Opportunities? The Person You Haven't Met Yet" by Tanya Menon

"How Great Leaders Inspire Action" by Simon Sinek

Podcasts

The Tim Ferriss Show - Episodes on business strategies and market trends

Smart Passive Income - Tips and stories from successful entrepreneurs

Additional Resources

Harvard Business Review - Articles and market research reports

Coursera and edX - Free courses on business and entrepreneurship

Networking and Outreach Development:

TED Talks

"The Art of Networking" by Dr. Ivan Misner

"How to Build Your Confidence -- and Spark It in Others" by Brittany Packnett

Resources:

Networking and Outreach Development: Cont.

Podcasts

Networking Rx with Frank Agin - Practical networking advice

The School of Greatness - Episode: "How to Build a Powerful Network" with Jordan Harbinger

Additional Resources

LinkedIn Learning - Courses on networking and social media marketing

Meetup.com - Local networking events and groups

Time Management and Organization Development:

TED Talks

"How to Gain Control of Your Free Time" by Laura Vanderkam "The Art of Stress-Free Productivity" by David Allen

Podcasts

The Productivity Show - Tips on time management and productivity Getting Things Done (GTD) Podcast - Insights on the GTD methodology

Additional Resources

Asana - Free project management tool "Atomic Habits" by James Clear (Book)

General Entrepreneurship Knowledge Development:

TED Talks

"Why the Secret to Success is Setting the Right Goals" by John Doerr "What Makes a Good Life? Lessons from the Longest Study on Happiness" by Robert Waldinger

Podcasts

How I Built This with Guy Raz - Stories behind the people who created some of the world's best-known companies

The GaryVee Audio Experience - Advice on entrepreneurship, business, and social media

Additional Resources

SCORE - Free mentoring and resources for small businesses

Udemy - Low-cost courses on various business topics

Additional Resources:

Websites:

Coursera - Free and low-cost courses on business, entrepreneurship, and more.

SCORE - Free mentoring, workshops, and resources for small businesses.

HubSpot Academy - Free courses on sales, marketing, and customer service.

LinkedIn Learning - Online courses on business, creative, and technology skills.

YouTube - Channels like "TED Talks," "Valuetainment," and "Impact Theory" for free business content.

Books:

"How to Win Friends and Influence People" by Dale Carnegie

"The Lean Startup" by Eric Ries

"Traction: Get a Grip on Your Business" by Gino Wickman (EOS)

"Atomic Habits" by James Clear

"Never Split the Difference" by Chris Voss

Podcasts:

General Business and Entrepreneurship

How I Built This with Guy Raz

The Tim Ferriss Show

The GaryVee Audio Experience

The Tony Robbins Podcast

Smart Passive Income with Pat Flynn

Prospecting and Networking:

The Art of Charm

Networking Rx with Frank Agin

The School of Greatness with Lewis Howes

Bigger Pockets Business Podcast

The Tim Ferriss Show

These resources should provide a strong foundation for building essential entrepreneurial skills.

Thoughts on Prospecting

For a new franchise owner prospecting for new business, mastering the following skill sets is essential to ensure a successful start:

Networking:

Build and maintain relationships within your industry and community. Attend local business events, chamber of commerce meetings, and industry conferences.

Leverage online networking platforms like LinkedIn.

Sales Skills:

Develop strong sales techniques, including understanding customer needs and objections.

Master the art of persuasion and negotiation. Practice active listening and effective communication.

Marketing:

Learn digital marketing strategies, including social media, email marketing, and SEO.

Understand branding and how to create a consistent brand message. Utilize traditional marketing methods like flyers, direct mail, and local advertising.

Customer Relationship Management (CRM):

CRM tools are used to manage and analyze customer interactions and data.

Implement strategies to improve customer satisfaction and loyalty. Develop personalized communication and follow-up processes.

Public Speaking and Presentation:

Enhance your ability to present your business clearly and confidently. Prepare and deliver compelling presentations to potential clients and partners.

Engage and persuade your audience effectively.

Thoughts on Prospecting

Market Research and Analysis:

Conduct thorough market research to understand your target audience and competitors.

Analyze market trends and adjust your strategies accordingly. Use data to make informed business decisions.

Lead Generation and Management:

Implement various lead generation techniques, such as content marketing, cold calling, and networking.

Develop a system for tracking and nurturing leads through the sales funnel.

Prioritize and follow up on leads efficiently.

Time Management and Organization:

Manage your time effectively to balance prospecting with other business responsibilities.

Use organizational tools and techniques to stay on top of tasks and deadlines.

Prioritize high-impact activities that drive business growth.

Problem-Solving and Adaptability:

Develop strong problem-solving skills to overcome obstacles and challenges.

Stay adaptable and open to new strategies and approaches. Learn from failures and continuously improve your methods.

Financial Acumen:

Understand the financial aspects of your business, including budgeting and forecasting.

Manage cash flow effectively and make sound financial decisions. Use financial data to measure the success of your prospecting efforts and adjust as needed.

By mastering these skills, a new franchise owner can effectively prospect for new business and set the foundation for a successful startup.

Welcome to Your Daily Accountability Workbook!

Today, we're focusing on the cornerstone of effective goal-setting: the S.M.A.R.T. goal framework. This powerful tool ensures that your objectives are clear, actionable, and achievable, setting you up for success in every area of your life.

What is a S.M.A.R.T. Goal?

A S.M.A.R.T. goal is defined by five key characteristics:

•Specific: Your goal should be clear and specific, answering the questions who, what, where, when, and why. Ambiguity is the enemy of achievement.

•Measurable: Include criteria for measuring progress and success. This could be quantitative (numbers, percentages) or qualitative (observable behaviors, milestones).

•Achievable: Set goals that are realistic and attainable, considering your resources and constraints. Stretch yourself, but ensure the goal is within your reach.

•Relevant: Ensure your goal matters to you and aligns with other relevant objectives. It should resonate with your broader aspirations and current commitments.

•Time Assign a deadline to your goal. Having a clear timeframe creates a sense of urgency and helps you prioritize your efforts.

Example of a S.M.A.R.T. Goal:

"I will increase my monthly sales by 20% within the next quarter by enhancing my customer engagement strategies and leveraging social media marketing.”

Specific: Increase monthly sales.

Measurable: By 20%.

Achievable: Through improved customer engagement and social media marketing.

Relevant: Aligns with overall sales targets.

Time-bound: Within the next quarter.

Goals:

Annual Goal for D U C K S Growth: ____________________

As you embark on your goal-setting journey, it's important to pace yourself. In the next exercise, we will break down your goals into manageable monthly targets. Begin with a lower monthly goal for your first few months and gradually increase your target over the next 12 months. This incremental approach will help you achieve your annual goals effectively and sustainably.

Insider Tip: Take a few minutes today to reflect on your current goals. Are they S.M.A.R.T.? If not, revise them using the S.M.A.R.T. framework.

This system is perfect for anyone, regardless of when you start. Whether you begin in January, August, or any other time of the year, this process is designed to develop your prospecting accountability. Over time, it will enhance your prospecting talent and skill set, making it second nature in your daily business activities.

Think of it like starting a fitness routine. It doesn't matter if you start at the beginning of the year or mid-summer; with consistent effort and dedication, you'll see improvements in your strength and stamina. Similarly, this system will build your prospecting skills, helping you seamlessly incorporate them into your everyday routine. By following this process, prospecting will become a natural part of your business, much like regular exercise leads to better health and fitness.

January: ___________

February: ___________

July: ______________

August: ____________

March: September: _________

April: ____________ October: ____________

May: November: __________

June: ____________

December: __________

Insider Tip: When setting your goals, focus on achieving a unit goal rather than a financial goal. Chasing money can be challenging since some units, also known as D U C K S, will naturally generate more revenue than others. By concentrating on the number of units, the financial success will follow.

The next step is to break down each month into weekly goals. Keep in mind to start with a smaller monthly goal and let it grow as you master your new prospecting skills.

Jan

March

April

May

June

July

Aug

Sept

Dec

Insider Tip: When you miss a daily goal, practice selfforgiveness instead of doubling down tomorrow. Doubling down can create a snowball effect, increasing pressure and leading to burnout. Focus on achieving tomorrow's goal with renewed commitment, creating a sustainable path to success.