Hallmark Mastermind - Spring Edition Simcoe County 2023

HALLMARK MASTERMIND

powered by BARRIE COUNTRY CLUB - 635 ST. VINCENT ST., BARRIE

BARRIE | MAY 2, 2023

Welcome to our RE/MAX Hallmark® Mastermind Spring Edition presented by BrokerlogiQ coaching, a division of RE/MAX Hallmark® Group of Companies.

Our unwavering passion lies in assisting our Realtors® to elevate their business by enhancing customer experiences and sales processes.

We are enthusiastic about fostering a community of resilient entrepreneurs who strive to support each other, hold themselves accountable, and create an impact larger than their individual selves.

This Mastermind offers a unique opportunity for us to collaborate and combine our experiences, build priceless relationships, and develop strategies that will pave the way for exponential business and personal growth. It will push us to expand our thinking and perspectives beyond what we ever thought possible.

We appreciate your participation and can’t wait to get started!

Continued

Success, The Leadership Team

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MEETING AGENDA

TUESDAY, MAY 2ND

9:00am - 9:30am Breakfast

9:30am - 10:00am Icebreaker Activity

10:00am - 11:00am Agent Panel: Elevate Your Business

Moderated By Barbara Brindle

11:00am - 11:15am Break

11:15am - 12:15pm Table Topics Round 1

12:15pm - 1:15pm Lunch

1:15pm - 2:00pm Presentation: Discipline and Ego by Steve Tabrizi

2:00pm - 2:20pm Table Topics Round 2

2:20pm - 2:30pm Break

2:30pm - 3:30pm Agent Panel: Lead Generation

Moderated By Sam Ghany

3:30pm - 4:00pm Wrap Up

TABLE TOPICS:

• Outsourcing Admin Work

• CRM & Database

• Lead Gen and Conversion

• Client Care Journey: before/during/after the Transaction

• Menu of Service

• Why Should I Hire You? (what is your value?)

• Marketing

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OUR PANELISTS

Elevate Panel

CASSIDY DAVIS

Broker

Simcoe County

LINDA McTAVISH

Sales Representative

Simcoe County

RALUCA MACKENZIE

Broker

Simcoe County

SCOTT WOOLSEY

Sales Representative

Simcoe County

Lead Generation

HEATHER BEAUCHESNE Sales Representative Simcoe County

MICHAEL KEOGH Sales Representative Simcoe County

NEIL BAYLEY-HAY Broker Simcoe County

TABLE TOPICS

Outsourcing Admin Work

Guiding Questions to get the conversation going…

1. Describe your experiences with using AI technology to ease your workload (such as ChatGPT or others)

2. If anyone in the group is actively using this technology – if you are able to do a demo for the group…please share

3. Discuss the use of Virtual Assistants – which companies have you used, what types of activities do they do for you – or – what could you delegate to a VA? Costs?

4. What should you be delegating to leverage your time to focus on business building/prospecting/development? Do you know what your $15/$25/hr jobs are in your business?

5. What holds you back from delegating the $15/$25/hr jobs?

6. What is one thing you could do right now to start the process of delegating your admin work?

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Your CRM/Database

Guiding Questions to get the conversation going…

1. Discuss the type of CRM you use, how you use it…any pain points?

2. The general rule of thumb is $1,000 per year per name in your database – how does this compare to your business?

3. If you earn less than that, how can you leverage your database to do more business

4. If you earn more than that – tell us what you are doing with your database – why do you think its higher than average?

5. How often do you communicate with your database & HOW? (phone, text, video messages, social media, letters, gifts, personal visits, client events)

6. Do you use any add-ons or integrations with your database? What are you using and how is it helping with streamlining or improving results

7. What is one thing you could do to improve the business you generate from your database?

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Marketing - How To Stand Out

Guiding Questions to get the conversation going…

1. What was your BEST EVER marketing piece? Why was it so effective?

2. Discuss the principles of marketing (AIDA – Attention, Interest, Desire, Action) does all your marketing observe these principles?

3. Is your marketing congruent across all platforms and pieces? (ie/your signs, cards, social media, website…same colours/fonts/look & feel)

4. Are you using the power of the RE/MAX Brand in your marketing?

5. What is missing in your marketing?

6. What is one think you could do to improve your marketing?

7. Always be Marketing is a mantra for Realtors® - if everything you did had a purpose…how would that change what you do, how you do it, and your messaging?

8. Do you take advantage of NICHE Marketing? (hint: the generalist is dead) everyone needs a niche & an ideal client avatar to market to.

9. Discover & Share good examples of marketing…(using your phone or computer)

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Lead Generation & Conversion

Guiding Questions to get the conversation going…

1. What is your most effective Lead Generation Activity or Tool?

2. If you could only do ONE thing for Lead Generation – what would it be?

3. What challenges do you have with Lead Gen & how have you overcome it

4. How does Lead Gen look different today from 10 years ago?

5. What is one new capability in the Lead Gen Space you would like to learn this year & why

6. Best practices for Lead Gen? What is tried, tested & true for you? What have you tried that failed to launch

7. Discuss your lead conversion strategies for buyers & sellers with the group…

8. How did you refine this skill? Any suggested books/podcasts/scripts/coaches?

9. What is your most difficult lead to convert & how do you navigate that?

10. Lead Conversion – discuss best practices for converting suspects to prospects and prospects to clients

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

TABLE TOPICS

Client Care Journey

Before, During & After

Guiding Questions to get the conversation going…

1. Process for Buyers – from contract signing until offer acceptance, closing & beyond

a. How often do you communicate

b. What assets do you provide to buyers – initially, throughout the process & beyond the sale/closing

2. Process for Sellers – from contract signing until offer acceptance, closing & beyond

a. How often do you communicate

b. What assets do you provide to sellers – initially & throughout the process & beyond the sale/closing

3. Marketing messages – the “DURING” process is an ideal time to generate referral business from existing clients due to the reticular activator system (RAS) – what marketing messages do you send to current clients that solidify this behaviour?

4. Share a system or process that you have implemented that has created better outcomes for your business when working with clients DURING the transaction

5. Marketing messages – the “DURING” process is an ideal time to generate referral business from existing clients due to the reticular activator system (RAS) – what marketing messages do you send AFTER the sale has ended to try to re-engage this system and continue to solidify the behaviour of your past clients referring you to friends and family?

6. Share a system or process that you have implemented that has created better outcomes for your business when working with clients AFTER the transaction has closed.

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Menu Of Service - Improve Profit

Guiding Questions to get the conversation going…

1. Do you have different levels of service packages available for clients to choose from?

2. What do those packages look like? What are some of the key differences in packages?

3. What gets in the way of charging more?

4. What would have to happen for you to ask for more money?

5. Imagine you were a consumer – what would you pay extra for if it was an option?

6. You just lost a listing to an agent that charges more than you do…discuss

7. You just lost a buyer to an agent that has a premium buyer service plan… discuss

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Why should I hire you?

What is your Value Proposition?

Guiding Questions to get the conversation going…

1. Do you have an elevator pitch? What is it?

2. What is your major strength that you focus on with Buyers/Sellers that makes you different from all the rest?

3. How do you articulate your UVP – verbally, in your marketing materials, on video, on your social media, on your website, other…

4. In one sentence or in 30 seconds…communicate with your group why you are the best choice for their next referral

5. Most Salespeople communicate from the outside in rather than from the inside out. What we do (all the process stuff) vs. WHY we do what we do and HOW we do it differently. (Google Simon Sinek – start with WHY – video on You Tube) How would communicating this way change your approach?

6. What is the one thing you need to do to improve communicating your value to consumers?

7. Who do you know that does an amazing job at this? Share with the group…

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Geographic & Digital Farming

Guiding Questions to get the conversation going…

1. How did you (should you) start farming – how long have you been doing it, what are the results?

2. How many homes in your farm area? New to farming – what do you think is reasonable?

3. What activities do you (should you) do in your farm on an annual basis?

4. Do you combine cheque equity with sweat equity – ie/ do you also door knock, host events, sponsor community activities + send out flyers) What do you send & how often?

5. Best marketing messages you have used in your farm area?

6. Do you monitor the annual turnover rate of your area?

7. Anything to avoid doing in a farm area?

8. Discuss Digital Farming & best practices…if you have never digital farmed before, what do you need to do next to discover this niche and how to best enter into this space?

9. Who do you know that is killing it in digital farming (hint – you probably don’t know because it is a stealth form of marketing designed to capture the right audience at the right time with the right niche message) Larger teams are dominating this space right now…how can you step into this space and get your share?

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

TABLE TOPICS

Generating Repeat/Referral Business from Clients & Realtors®

Guiding Questions to get the conversation going…

1. Do you have a marketing plan for Realtors in other Cities to generate referral business?

2. Describe the marketing plan – What, When, How…

3. Describe how you process referrals – communicate with the referring agent, follow up, thank you

4. What pet peeves do you have when you have sent referrals to other agents in the past?

5. What is your UVP (Unique Value Proposition) to other agents considering you for a referral?

6. How do you generate referrals from your Sphere & past clients? What, When, How…

7. What is ONE thing you could do to create more consistency with generating repeat/referral business?

8. Share any best practices you have that creates incredible results in your business

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

Listing & Buyer Presentations

Guiding Questions to get the conversation going…

1. Do you have a formalized slide deck or marketing book that you provide to prospective clients during the initial meeting?

2. What are the key topics you focus on with Buyers? With Sellers?

3. What marketing assets do you “show and tell” during the meeting that offers the greatest impact?

4. Do you have a pre-consultation video that you send to prospective clients to let them know what to expect during your consultation? Feel free to demonstrate/share with your group

5. What challenges do you have when acquiring a new buyer or seller client?

6. Discuss and share best practices

7. What is one thing you could do to improve your effectiveness with buyers and sellers?

PLEASE MAKE SURE THAT EVERYONE AT YOUR TABLE HAS AN OPPORTUNITY TO SHARE

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