100 Day Binder - Keller Williams Arlington by kwagrowth

Michael Green -

Melinda Miller

Carrie Haskins

GENERAL MARKET CENTER INFORMATION Address

Broker’s License Number 0574623

expires 07/31/2020

1301 S. Bowen Rd., Ste#125 Arlington, TX 76013

Wi-Fi Security Code

Phone Numbers

Wifi Password: liveWI4C2TS

817-795-2500 (main line) Fax: 817-299-8491 Agent Hotline: 817-719-8128

Business Hours: Mon–Fri 8:30- 5:30, Sat 9:00-4:00 Please check Calendar for Holidays taken by Staff. The office is available for agents 24 hours a day/ 365 days a year. Please use your security access card during non-banking hours. Bank hours: Mon-Fri 8:00-6:00, Sat 9:00-3:00

HELPFUL INFORMATION AND NUMBERS Board of Realtor:

TREC:

Arlington Board of Realtors:

1-800-250-8732

817-701-2490

512-459-6544

Fax: 817-701-2496

www.trec.state.tx.us

www.arlingtonrealtor.com 3916 W I-20 Suite 160 Arlington, TX 76017

Centralized Showing Service www.showings.com 817-858-0055

Office: Mansfield

Office: 1st Floor Suite 125

Office: 1st Floor Suite 140

Finance Committee

Vendor Partners Committee

Co-Chair: Mark Cabal

Co-Chair: Holly Koester

Monitor income and expenses to improve overall profitability

Growth Committee Co-Chair: Jonathan Cook Co-Chair: Jordan Davis ·

Work with Leadership to identify and attract other associates to the Market Center plan recruiting events

Develop and monitor relationships With Core Services vendors, to increase profitability for the Market Center

Education Committee Co-Chair: Jean Christenberry ·

Evaluate and Implement ongoing training

Develop new training as needed

Culture Committee/Red Day/KW Cares Committee

Technology Committee

Co-Chair: Ray Bobo

Evaluate and implement training

Encourage and assist agents in the use of KW Technology

Evaluate the effectiveness of technology systems and recommend enhancements

Oversees Market Center fundraising efforts for KW Cares, Arlington Cares and other Local Charities Plans and over sees offices social functions to maintain our culture of Education, Growth and Family Organize Red Day for the Market Center. RED Day, which stands for Renew, Energize and Donate, is our annual day of service. Each year on the second Thursday of May, associates celebrate Mo Anderson's birthday by spending the day away from their businesses serving worthy organizations and causes in their communities

Co-Chair: Cameron Butler

Safety Committee Co-Chair: Ingrid Sullivan ·

Evaluate and implement Safety Standards and Best Practices for the office and agent conducting business in the field

AGENT CODES KW Intranet Username: __________________

Office Copy Code Dept ID: _____________ Pin: _________________

Password: __________________ KW Email

KW URL

Address: ____________________

_____________________

Password: ___________________

Ntreis

NRDS #

Username: ____________

_____________________

Password: _____________

TREC Username: ____________ Password: _____________

Copy Machines 250 free Black and White copies or prints per month/5 ¢ after that and 25¢ for color copies All copies tracked via copy code Copy Codes will be issued by the Director of Technology

Computers There are computers in the Resource area by the kitchen for your use while at the Market Center

Mail Boxes All Mailboxes are located on the Pantego side of the building across from the Vendor Wall All mail will be placed in a file folder that are filed by Associates First Name

Contract Forms MyTransactions in your mykw.kw.com has all of KW forms in the Dotloop templates American Home Shield packets for Buyers and Sellers are also available

KW Store Yard signs available to purchase for $40, see Front Desk You can also purchase folders for 55¢ each, note cards are 10 for $3.75, and MREA books $15.00

Transaction Management New Listings: New Listings are due to be submitted through eEdge within 5 calendar days of entering the property into the MLS showing Active. After the 5th day, they are considered late, and a $25.00 late fee will be applied and $5.00 daily until the file is received.

New Contracts: New Contract files are due to be submitted through eEdge along with the green sheet within 5 Calendar days from the expiration of the Option Period or shows Pending. After the 5th day, there is a $25.00 late fee applied.

Once the file has been submitted your KW Staff will process the file. Please allow 72 business hours from the date submitted for processing. The office will then email the commission disbursement authorization (CDA) to the title company given on the greensheet. Please keep in mind, it is the agentâ&#x20AC;&#x2122;s responsibility to make sure the title company has received the appropriate and correct CDA.

You may NOT make any manual changes to the commission disbursement. All changes MUST be made by the Assistant MCA with final approval from the associate.

After Closing: The Market Center must have the Closing Disclosure and check turned in within 72 business hours. After 72 business hours a $25.00 late fee will be applied and $5.00 daily until the Closing Statement and check are received by the Market Center.

Keller Williams Realty Arlington Market Center reserves the right to deduct any and all past due fees from any of your closings. Credit for Production: Our production numbers are transmitted every month. In order to receive credit for listed, written or closed production, for the current month, All Files are Due on the first business day of the following month by 8:00am.

Policies on Solicitations

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We use this model as a guide for ensuring that there is continuous learning, especially during the First 100 Days. The model is not forgotten after 100 days; it is used to manage achievements and continuous learning going forward for as long as you are with Keller Williams Realty. Closed Loop Training is about following a sequence of steps to ensure that each learning experience is set up properly, monitored , supported, and evaluated. Following this model, you will have the opportunity to…. 1.

Receive a New Plan: Training begins with a new plan for how to do a task. The plan might include an outline of steps in a process or notes about key points.

Receive Training Input: You will receive and absorb information on how to do a task. For example, you may attend training, watch a video or review material.

Take Action: You will implement what you have learned. You will put it into action.

Measure Output: Your performance output must be observed and measured.

Receive Feedback: It is important for you to receive feedback on the quality of your results. This consulting opportunity is essential to the process. “What happened?”

Evaluate: The Evaluate step involves assessing the success of training (learning experience). “What did you learn?” “Was this learning approach effective for you?”

Reinforce / Change: The Reinforce of Change step is crucial. The leader must determine whether this training should continue on the same path, if it should be modified, or if it should be stopped.

The cycle begins again with a new action plan.

2019 Planning: 1-3-5 (1) = The 1 Main Business Objective/Goal for the Year

(3) = The 3 Strategies/Sub-Goals to Achieve the Objective/Goal 1)

(5) = 5 Tactics for Reaching Each Sub-Goal 1a)

2a)

3a)

1b)

2b)

3b)

1c)

2c)

3c)

1d)

2d)

3d)

1e)

2e)

3e)

Indicates the activity is completed √ Start Up Tasks

Target Date

Actual Date

Target Date

Actual Date

Issue Office Keys Record login and passwords on Agent Codes Sheet Scott Leroy marketing email received and completed Request KW Email and Create eEdge URL for business cards Join the Arlington Board of Realtors (ARBOR) Order Business Cards/Name Badges—see mykw.kw.com Showings.com first login (CSS) 817-858-0055 Set up productivity appointment with Productivity Coach Time Block for Group 30/60/90 Day appointments 30 Day Meeting - ___________ 60 Day Meeting - ___________ 90 Day Meeting - ___________ ACTION STEPS: Attend the 5 eEdge classes: How to Write a Contract in Dotloop, KW Command, My Marketing & Mobile App, and My Campaigns and Databases Create and email your Announcement letter Set CGI Goal Register on HUD website Go Like the Keller Williams Arlington Facebook Page Go Friend each of the Agent Leadership Council Members & Staff Productivity Complete a 4-1-1 Action Plan Time Block for 3hrs of Lead Generation everyday ACTION STEPS: Practice Productivity scripts 30 min everyday Connect with 10 people a day Input 10 people into eEdge & 33 Touch marketing campaign every day Hold 1 Open House (Ignite Session 3) Create your Prelisting packet & Buyers Guide in eEdge marketing

Training

Target Date

Actual Date

Attend Ignite until completion Attend Think Like A Winner How to write a solid contract/ 1-4 Family Contracts class How to submit contracts to the office & get paid

Attend Office/Tech Orientation ARBOR Orientation MLS Training at Arbor or online at arlingtonrealtor.com

KW Connect Training

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Watch “The 6 Personal Perspectives” Watch “Agents in Action: Listing Presentation” Watch “Agents in Action: Buyer Consultation”

Watch “Handling Objections Session 1&2” Events/Meetings Attend ALC Meeting Attend Team Meeting Attend a Committee Meeting Attend 30 Day Meeting Attend Productivity Coaching Reading Read MREA Book (suggested 10 pages a day)

It Pay$ to go to Training Evidence vs. Emotion Agents who graduated Ignite and completed the 100 Day Fast Track to Success made 236% MORE GCI! That’s $47,000 more!!

31-60 Days

√

Indicates the activity is completed

ACTION STEPS:

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Set Up Appointment with Tech Coordinator after all 4 eEdge classes Sign Up For available agent time Productivity Tasks

Time Block for 3 Hrs Lead Generation everyday Update 4-1-1 Action Plan ACTION STEPS: Practice Productivity Scripts ( 30 min everyday) Connect with at least 10 people a day Continue to Hold Open Houses Training Continuing Ignite-Until Completed

Attend a Growth phase class Request KPA through Assistant MCA How to write a HUD contract Live Prospecting Live Listing Presentation KW Connect Training Watch “WI4C2TS” Watch “Handling Objections Sessions 2&3”

Watch “Family Reunion” Regular Events/Meetings Attend ALC Meeting Attend Team Meeting Attend Committee Meeting Attend 60 Day Meeting Reading MREA or The ONE Thing

61-90 Days

√

Indicates the activity is completed

Productivity Tasks

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Target Date

Actual Date

Time Block for 3 hrs. Lead Generation everyday Practice Productivity Scripts (30 min everyday) Complete MREA Business Plan ACTION STEPS: Continue to connect with at least 10 people a day

Obtain Testimonials and Referrals for Listing/Buyer Presentations Continue to Hold Open Houses Attend Property Tour (See Current Calendar for Dates) Training Continuing Ignite-Until Completed Attend “How Profit Share Works” Think Like A Winner Attend 1 Growth Phase Training Class KW Connect Training

Watch “Negotiating” Watch “Business Planning Introduction” Watch “Build a Business Plan” Watch “Use Your Business Plan” Events/Meetings Attend ALC Meeting Attend Team Meeting Attend Committee Meeting Attend 90 Day Meeting

Attend or Register for a KWRI Event (Masterminds, Mega Camp or Family Reunion) Miscellaneous

Your First 100 Days with

WELCOME First, let us say “Welcome to Keller

Most agents get into real estate for wealth, flexibility, and freedom. Remember, wealth doesn’t come without discipline, and discipline gives you freedom.

Williams” and that we are so excited you’ve made the decision to join our team in Arlington. When you start off in real estate, it is much like a plan during takeoff: you would think the pilot was crazy if they didn’t give it full throttle. After all, you know to get anything going forward you must give it a push. Your real estate career is no different. You must give it 100 PERCENT FULL THROTTLE to get it off the ground. Once up and going, ease off a bit and give it enough gas to keep it flying. The gas in real estate is lead generation. This is true whether you call on the phone, knock on doors, attend networking meetings, or conduct open houses. Whatever you decide to do for lead generation, you MUST do it daily to make the money you choose to make.

For your first 100 days, we have designed a set of activities for you to complete on a daily and/or weekly basis. Each week is designed to take 40-50 minutes to complete all the activities. If you do not want to receive a paycheck soon, then take each week and complete the activities in two weeks instead of one. Each activity that requires you to perform an action (e.g. say affirmations) has the information contained here for you to be able to perform the stated action. You have a solid support system in place for you here at Keller Williams and know that our goal is to help you succeed to the highest level you desire. If you have any questions or need any additional resources do not hesitate to call or email us.

DAY 1 

Make sure that you have a calendar that has 30-minute break-downs for time blocking. Your calendar can be an app on your phone, a website (like Google Calendar) or a physical paper book - just make sure that it’s a system that you can use consistently.



Include all your vacations for the year in your day timer, also mark off days which you are taking off.

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Time block for appointments with your family: date night, kids, ball games/practices, etc.

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Record all holidays that you will be taking off.

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Time block to recite affirmations every morning.

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Schedule out our market center’s weekly Team Meeting: Usually Third Thursday at 11 AM for the entire year.

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Schedule out at least one Think like a Winner a month. These are held weekly on Mondays at 9:00 AM.

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Add CGI Huddle to your calendar every Monday at 1pm.

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Time block all training times for any training you plan to attend for the rest of the month and the following month as soon as that training calendar is available. This should include the New Agent Orientation.

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Time block for all ARBOR and MLS required training events.

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Obtain a 4-1-1 from Staff or use the one provided here as a template.

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Schedule your Initial Appointment to learn how to order your temporary business cards and KW name badge. (See How to Section on How to order Card and badge)

DAY 2 

Spend 15 minutes working on your 4-1-1

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Attend Productivity Coaching Orientation Monday @ 4pm

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Schedule appointments with at least two title reps to determine what they will be able to do for you and how they can assist your business.

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Try Keller Mortgage App.

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Print Flier for Keller Mortgage that you can share.

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Schedule an appointment with at least two lenders to determine what they will be able to do for you and your clients and how they can assist your business.



Identify 200-500 people you know, and enter them into a database of your choosing, using the following process •

Imagine you have just won a contest making money no option and your prize is a party for yourself or your children, like a wedding or anniversary party. Name every single person you would invite and, when known, include their phone number, email address, and physical address.

•

If you can’t come up with at least 200 names, go onto YP.com or Yelp.com and view every category starting with the letter A. As you look at the category, ask yourself, “Who do I know that works in this field?” Continue through the entire database - you’ll be surprised how many people you know.

Note: if you don’t currently have a database program you prefer to use, we would highly suggest using eEdge. We have weekly training on this program and it is fully integrated with all of Keller Williams’ other programs.

DAY 3 

Check with your Director of Training or Agent Technology Coordinator and learn how to view KWConnect videos on demand.



Watch at least one of these videos in KWConnect: “The 6 Personal Perspectives” “Agents in Action: Listing Presentation” “Agents in Action: Buyer Consultation” “Handling Objections Session 1&2”

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Watch “Step 1: Commit to Self-Mastery” on KWConnect.

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Create your daily affirmations

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Acquire Ignite materials for the next three days if you do not already have them.

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Complete your 4-1-1

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Complete any assignments given to you by your Productivity Coach.

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Add 10 people to your database.

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Get set up with KW Technology and “Learn more about myMarketing”.

DAY 4 

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Add 10 people to your database.

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Preview 3 homes currently for sale on the market.

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Send out an announcement letting all your friends, family, and neighbors know that you’ve made the move to Keller Williams Realty. Announcement postcards are available to you through eEdge, as well as many other marketing providers.

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Email Ignite163@kw.com to request copy of document.

DAY 5 

Create and send out your first marketing piece to deliver to your Sphere of Influence, either in email format or for printing. eEdge has many marketing pieces already created for you which you can customize with your contact information and headshot, if applicable.

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Read “Kellerisms”, included in this packet.

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Add 10 people to your database.

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Say your daily affirmations.

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Access the KW Style Guide and review the KW recommendations and guidelines for creating your own real estate brand.

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Download the KW logos and save them to your computer / laptop / tablet / cell phone

Kellerisms At Keller Williams, we have a language all our own. We affectionately refer to our modified words as “Kellerisms.” Below is a list of Kellerisms, along with their definition:

4-1-1

The 4-1-1 is a productivity tool that drives you goal setting from the desired end results to the present. 4-1-1 stands for four weeks, one month, and one year; but you must first set the yearly goals and then detail monthly and weekly goals. It is not a to-do list; it’s a must-do list.

8x8

Otherwise known as an “eight-by-eight”, it is a lead generation schedule consisting of eight touches over eight weeks. A high-impact, high-saturation technique that is designed to put you in the number-one position in the minds of everyone in your met database within an eight-week period.

33 Touch

A lead generation schedule consisting of 33 touches over 12 months that is implemented after the completion of an 8 x 8 plan

Above the

Above the Line Expenses are also known as Approved Expenses. They are

Line

deducted from the Market Center income before Profit Share is calculated.

12 Direct

A lead generation schedule consisting of 12 touches over 12 months.

ALC

Associate Leadership Council. A group of individuals drawn from the top 20 percent of each Market Center’s producers. Together, they assist in leading the Market Center through the areas of profitability, productivity, culture, and growth.

Allied People in a position to help each other reach their goals. These are individuals Resources you have met that you expect either to do business with or to receive leads from every year. Below The Line

Below the line Expenses are expenses that are taken out of owner profit after Profit Share is calculated.

Big Rocks

If you are given a glass and different materials including: large rocks, small rocks, pebbles, sand, and water; the materials will fit into the glass in different ways. By putting water first, then sand, then pebbles, then small rocks, then big rocks, you might not be able to make everything fit. But if you place the big rocks in first, then the small rocks, etc. you can fit more materials into your glass. Assume the materials are the things you can/should do each day and the glass is the number of hours you have. Start with your most important tasks, or Big Rocks, first thing each day to make sure they fit in.

BOLD

Business Objective: A Life by Design. A Keller Williams / MAPS Coaching course consisting of seven days spread over seven weeks. The course is designed to accelerate each attendee’s professional and personal development

Capper

An individual who produces sufficient GCI and contributes enough Company Dollar to the Market Center to satisfy his/her annual commission cap requirement. After capping, the individual keeps all commission income until their anniversary date.

Core Group The influential group of people at a Market Center who are recruited for their

ability to recruit other sales associates and thereby increasing Market Center profitability. Family Reunion

Keller Williams’ annual national convention held every February. Fill Your Bucket

During Team Meetings you might recognize an individual who has helped you by going above and beyond their job description - you might “fill their bucket.”

GCI

Gross Commission Income. The total amount of commission dollars the Market Center receives from a transaction, before an associate’s split is considered

KWRI

Keller Williams Realty International, headquartered in Austin, TX.

KPA

Keller Personality Assessment, The KPA brings a complete understanding of an individual – grasping not only how a person behaves but how they THINK.

MCA

Market Center Administrator. The MCA is responsible for implementing and maintaining all operational and financial system inside the Keller Williams Market Center.

MREA

Millionaire Real Estate Agent, otherwise known as The Red Book. It is a book published by Keller Williams and sets out the systems and models used by successful real estate agents. It is the blueprint of a thriving real estate career.

MVVBP

Mission, Vision, Values, Belief, and Perspective. Our Mission is to build careers worth having, businesses worth owning, and lives worth living. Our Vision is to be the real estate company of choice for agents and their customers. Our Values God, Family, then Business. Our Beliefs are found in our WI4C2TS. Our Perspective is that we are a technology company that provides the real estate platform that our agent’s buyers and sellers prefer. Keller Williams thinks like a top producer, acts like a trainer-consultant, and forces all its activities on service, productivity, and profitability.

Operating Principal. The OP is responsible for the success of the business venture. They are also responsible for bringing Capital, Leadership, and Accountability.

Paid on Volume

Closed Sales Volume on which the associate paid Company Dollar. Profit Share Amount of Market Center profit that is sent to KWRI for distribution to the

appropriate Associate in the Profit Share Tree. RD

Regional Director. The Regional Representative who administers KW in a geographical area. RD’s award franchises to prospective owners and see that the KW Model is followed in their Region.

RED Day

Renew / Energize / Donate. The second Thursday in May each year when every Keller Williams Market Center closes for the day and all associates spend it giving back to their community.

The Model

The process set forth by Keller Williams Realty International that describes the guidelines to be followed for the successful launch and profitable operation of a Market Center.

Team Leader. The Team Leader is responsible for bringing agents to the

Keller Williams Market Center, as well as coaching and consulting to the top 20% of our existing agent base. Transmittal

The monthly process through which the Market Center closes their books and sends their information to KWRI. WI4C2TS

Pronounced “Why Four Seas Two Tees”. Our beliefs are how we grow relationships amongst ourselves, and it stands for: W - Win-Win: or no deal I - Integrity: do the right thing C - Customers: always come first C - Commitment: in all things C - Communication: seek first to understand C - Creativity: ideas before results T - Teamwork: together, everyone achieves more T - Trust: begins with honesty S - Success: results through people

DAY 6 

Go into eEdge and create your first Campaign. There are many campaigns already created for you and you only need to select the one you prefer and assign it to the appropriate contacts. You can customize the various pieces as necessary.

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Add 10 people to your database.

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Say your daily affirmations.

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Preview 3 homes currently for sale on the market.

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Acquire Ignite materials for the next 3 days if you don’t already have them.

DAY 7 

Add 10 people to your database.

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Say your daily affirmations.

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Preview 3 homes currently for sale on the market.

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Download your Mobile App to your smart phone and share the app with at least 3 people.

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Mail letters to 25 people in your database and include your business card. See the sample Letter to Your Sphere on the next page. Be sure your letter isn’t too long, and it doesn’t say too much about you.

Congratulations on completing your first week at Keller Williams! Keep up the great work and remember that we are here for you. Don’t hesitate to call or email us with any questions you may have.

“I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.” - Michael Jordan

LETTER TO YOUR SPHERE Dear ____________________, With (summer, winter, spring, fall) around the corner many people are thinking about buying a home, selling a home or investing in real estate. Because of our (friendship, acquaintanceship, etc.) I wanted you to be one of the first to know that I am associated with Keller Williams Realty as a real estate agent. I chose Keller Williams Arlington because I have partners with many years of real estate who are here to help guide and direct me. This way, you or your friends - when deciding to buy, sell or invest in real estate - will have the enthusiasm of a new agent and the wisdom and expertise of someone with many years of experience. As someone who has been a significant part of my life, please know that I will be contacting you to provide updates on the real estate market in your area, as well as offering helpful ideas, whether you are buying, selling, renting or investing in real estate. I will also keep you aware of changes that are happening in your marketplace that may be of interest or importance to you. Please keep me in mind if you or any of your friends need my services. If there are any questions you may have, please don’t hesitate to call me. I am looking forward to speaking with you.

(Email ignite163@kw.com for the word version that you can edit by adding your info and a picture…Put “requesting letter for my Sphere) There is no need for a business card for this letter. It can be mailed or emailed to your Sphere/

Your name Phone number Email address or website

DAY 8 

Add 10 people to your database.

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Call 10 people from your database and touch base with them. Make sure to remind them that you are a Realtor with Keller Williams and ask if they know anyone looking to buy, sell, or invest in real estate.

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Say your daily affirmations.

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Preview 2 homes currently for sale on the market.

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Share your mobile app with at least 3 people.

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Mail letters or hand-written note cards to 25 people in your database.

DAY 9 

Add 10 people to your database.

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Say your daily affirmations.

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Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.

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Share your mobile app with at least 3 people.

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Schedule to Attend a committee (See Market Center Calendar)

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Become a fan of our Market Center’s Facebook page at: www.facebook.com/KellerWilliamsArlington

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Review the “Lead Generation: Active and Passive” checklist included here and select 2-3 avenues which you will be able to consistently target.

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Acquire Ignite materials for the next 3 days if you don’t already have them. (Go to … https://www.kwconnect.com/page/ignite-student)

LEAD GENERATION: Active and Passive 

Identifying and regularly contacting your Sphere of Influence

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Prospecting expired listings

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Prospecting FSBOs (For Sale by Owners)

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Prospecting just-listed, just-sold properties

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Developing a Realtor referral network (Start with Cities, States or Countries that you have Friends & Family) Learning telephone techniques, scripts, and dialogues

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Learning how to handle objections

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Developing a farm / specialty area

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Open houses

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Prospecting book clubs

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Prospecting organizations

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Prospecting people at your child’s sporting events or extracurricular activities

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Prospecting your own clubs, organizations, and community involvements

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Door knocking

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Networking groups

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Other ______________________________________________________________________

DAY 10 

Add 10 people to your database.

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Say your daily affirmations.

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Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.

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Share your mobile app on your Facebook Page.

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Review the three Listing Presentations available to you and select which one you will use. Customize it and have it ready for your next seller appointment.

DAY 11 

Add 10 people to your database.

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Say your daily affirmations.

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Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.

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Share your mobile app with at least 3 people.

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Review the three Listing Presentations available to you and select which one you will use. Customize it and have it ready for your next seller appointment.

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Watch the KWConnect video titled “Listing Presentation”.

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In KWConnect, watch at least one of the Listing Presentations found under “Agents in Action”.

DAY 12

Standards to keep in mind:

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Add 10 people to your database.

Sixty percent of your income should come from listings sold.

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Listing appointments should result in a fifty percent con-version rate.

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Say your daily affirmations.

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Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.

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Share your mobile app with at least 3 people.

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Go through your listing presentation out loud, either in front of a mirror, video camera, or with a friend or family member, or Productivity Coach.

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In KWConnect, watch at least one of the Listing Presentations found under “Agents in Action”.

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On Day 2 you should have added people to your database. If you’re still struggling to get 200-500 names added, then define your sphere of influence using the “Defining Your Sphere” included here and add everyone to your eEdge database and set them up on one of the 33 touch campaigns. (Start with the People in your cell phone)

Acquire Ignite materials for the next 3 days if you don’t already have them.

Review the “Getting to Know You” insert.

Prequalify 100 percent of your appointments buyers and sellers

Spend one hour per week minimum practicing or roleplaying scripts, dialogues, and objection handlers.

Know and articulate your value proposition.

Have a written business plan and share it with your Productivity Coach, DOT, MCA or Team Leader.

Track your numbers and report to your Productivity Coach, DOT, MCA, or Team Leader every week.

Spend at least 15 minutes each week working on your 4-1-1.

DEFINING YOUR SPHERE Family All your relatives, even if they live out of the area or state Friends All your friends and their friends Acquaintances School and college teachers, professors, and classmates Neighbors Past and present Home Home builders, subcontractors, school teachers for your children, coaches of your children’s sports teams, clubs, fraternities, etc. Trades (past and present) Grocer, butcher, baker, home delivery, pharmacist, plumber, auto dealer, physician, dentist, and all their employees. Sports and Hobbies Hunting, fishing, bowling, photography, sailing, hiking, etc. Business Former employers, coworkers from previous jobs, customers from previous jobs Organizations People you know from church, military groups, men’s and women’s associations, etc. Public Activities Coworkers in civic organizations, charities you work with, etc. Other All other categories you can think of

GETTING TO KNOW YOU FORD Getting to know you... Getting to know all about you... You will find that this is a valuable tool in get-ting to know potential clients and developing a relationship with them. Real estate is truly a business of relationships. Instead of wondering what to say and what to ask, just remember the FORD system and you’ll be on your way. F = Family O = Occupation R = Recreation D = Dreams The idea is to establish rapport and lay a foundation to build a relationship. Open-ended questions work best such as: • Tell me about your family. • What is your occupation? • What do you and your families do for recreation/fun? • If you won the lottery, what would you do? • What are you dreams for life? This simple system will work anywhere with anyone. Use it while networking, at parties, at appointments, or while in the car showing property. If you want to take notes, always ask if they mind.

DAY 13 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Review the three Buyer Presentations available to you and select which one you will use. Customize it and have it ready for your next buyer appointment. (See instruction in How to Section)

DAY 14 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Go through your buyer presentation out loud, either in front of a mirror, video camera, or with a friend or family member, or Productivity Coach.



Create your 4-1-1 for the week and share it with your Productivity Coach, MCA, or TL.



Mail letters to 25 people in your database and include your business card.

DAY 15 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Call agents in our office with active listings and schedule to hold two open houses over the next week, either on weekends, broker tours, or “Twilight Tours” on a weekday evening.



Find a partner and schedule out role playing for 30 minutes for a minimum of two days per week every week for the next 30 days.



Work with your Productivity Coach and create your own Economic Model. This will show you how many listing and buyer appointments you need each week to hit your annual financial goal. Also request the Budget Model from your MCA and create your business budget.



Spend 15 minutes working on your 4-1-1 and reviewing how last week went. What changes will you need to make this week to stay on track with your annual goals? Once it’s completed turn it into your DONAT, Productivity Coach, MCA or Team Leader.



Acquire Ignite materials for the next 3 days if you don’t already have them.



Prepare a CMA for a home in your own neighborhood or farming area, as a practice exercise.



Write thank-you notes, great-to-talk-to-you notes, or email everyone that you spoke with on the phone last week. If you send a physical note be sure and include your business card.



Review the insert “Getting in Front of the ‘8’ Ball”.

GETTING IN FRONT OF THE "8" BALL You have begun to identify and contact your Sphere of Influence. One of the biggest mistakes that agents make is NOT staying in touch with their Sphere. Use the 8 x 8 templates in eEdge.

Nearly every agent can tell you a story of a friend or a relative who calls them to let them know they have just purchased a home - without your services! Normally, it is because the individual simply â&#x20AC;&#x153;forgotâ&#x20AC;? that you were in real estate.

Remember, EVERYONE needs to hear at least 8 times who you are and what you do before they remember you.

To get you to be No. 1 or No. 2 in the minds of your sphere, we recommend what we call 8 x 8 programs: 8 contacts with each member of your Sphere in 8 weeks. Put this into play with everyone currently in your Sphere and with everyone who becomes a part of your Sphere in the future.

Two of the eight touches should be phone calls.

The key to your success is to make certain your Sphere thinks of YOU first when they (or someone they know) consider buying, selling, or investing in real estate.

Caution: This program does NOT have to be an expensive one. Your contact can be as simple as an email, flier, letter, or phone call. Be careful not to think that you must spend a great deal of money on fancy marketing items. Consistency in your message and your name are more important.

DAY 16 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Send out thank you notes or great-to-talk-with-you notes to anyone you have met in the last week. Be sure and enclose your business card.



Post on Facebook or another social media site that you are working on creating Comparative Market Analyses and ask if anyone would like to see one for their home.

Remember that by not completing the tasks assigned, you may be delaying a paycheck. Keep focused and expect the best.

So, the rule is: When you erase... you must replace. So anytime you erase lead generation time, you must complete it another time. You must lead generate EVERY DAY.

DAY 17 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.

DAY 18 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Acquire Ignite materials for the next 3 days if you don’t already have them.



Review “Lead Generation Ideas”, included here, and select at least 5 which you will incorporate into your business.

Lead Generation Ideas • Introductory letter

• Business card

• FSBO calls

• Community calendar

• Market analysis for tax assessments

• School calendar

• Expired listing calls

• Barbecue ideas

• Market information

• Favorite restaurants - work with the owners and

• Past client calls

create specials for your clients

• Handwritten notes

• Referral postcards

• Past client calls

• Independence Day card

• Handwritten notes

• Thanksgiving Day card

• Just-listed calls

• Value of home improvement mailer

• Just-listed mailers

• Halloween card

• Just-sold calls

• Birthday card (entire family)

• Just-sold mailers

• Happy Home Anniversary card

• Sphere of Influence (SOI) calls

• Favorite restaurant contest

• Client parties

• Golf course information

• B team calls

• Press releases

• SOI mailers

• Speaking to organizations / groups

• School information

• Investor seminars

• Calendar of community events

• Buyer seminars

• Calendar of sporting events

• FSBO seminars

• Chick Soup for the Soul stories

• Shared advertising with B Team

• Buyer advisor cards

• Networking groups

• Buyer calculator

• Book clubs

• Email information on the market

• Volunteering in the community

• Giveaway items (pens, air freshener, etc.)

• Hiking trails

• Buy a Home brochure

• Ski slope card

• Recipe cards

• Local parks and attractions information

• Get House Ready bookmark

• Local museum information

• Marketability checklist

• Pool safety card or flier

• Groundhog Day card

• Thank You Cards

• Important numbers card

• Great to talk to you cards

• Flags given on Independence Day

• House maintenance cards

DAY 19 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Create your “Office in a Box” to keep in your car always. It should include: • Buyer presentations and corresponding paperwork (6) • Listing presentations and corresponding paperwork (6) • Pens • Paper clips • Business cards • Small, portable vacuum cleaner or Dust Buster • Small broom and dustpan • Roll of duct tape • Super glue • Scissors • Plastic ties - electric bundling zip ties • Toolkit, including a tape measure • FSBO packages (4) • Expired listing packages (4) • Any item for use as a giveaway while door knocking. You will design and accumulate all these items as you progress through your first 100 days. Do not let obtaining these interfere with lead generation, training, or your coaching sessions.

DAY 20 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.

DAY 21 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Acquire Ignite materials for the next 3 days if you don’t already have them.



Investigate ways to get involved in your community - and choose one community service project that suits you. There’s no downside at all from a business standpoint; it’ll help you be perceived as someone who knows and cares about the community and you’ll also find it rewarding.



Create your 4-1-1 for the week and share it with your Productivity Coach, MCA, or TL.



Mail letters to 25 people in your database and include your business card.



If you haven’t already set up your entire Sphere of Influence on an 8 x 8 or 12 Direct Program, make sure you do so now. For ideas on what to include in either of these programs review the insert “Creating an 8 x 8 Program”.

Congratulations on completing your third full week with Keller Williams! Now is a great time to check in on your business with your DONAT. Call 817-635-1029 to schedule an appointment.

CREATING AN 8 X 8 PROGRAM Make sure each contact contains a reminder and instructions on how to get in touch with you for business or referral business. Below are some ideas to create emails, fliers, etc. •

Introductory letter

•

Important numbers card

•

Business card

•

Groundhog Day card

•

Telephone calls

•

Special website card

•

Market analysis report

•

Community calendar

•

School information

•

Barbecue ideas / hints

•

Market information

•

Newsletter

•

Handwritten note

•

Fourth of July card or flag Improvements to a home and their value Time to change smoke detector batteries

•

Upcoming events in the area

•

Halloween card

•

Just-listed card

•

Just-sold card

•

Thanksgiving card Birthday card for them or their children

•

Chicken Soup for the Soul stories

•

Happy Home Anniversary card

•

Calendar (magnet)

•

Thank-you card

•

Buyer calculator

•

Favorite restaurant contest or card

•

Notepads

•

Pool safety card

•

Pen

•

Golf course information

•

Buying a Home brochure

•

Ski slope information

•

Air freshener

•

Water conservation information

•

Recipes

•

Sports schedules

•

Get House Ready Bookmark

•

This Month in Real Estate Video

•

List of Inventory Homes w/Builder info

•

Best Buy Investment Property List

DAY 22 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 23 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 24 

Add 10 people to your database.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Acquire Ignite materials for the next 3 days if you don’t already have them.



Begin working on customizing your marketing pieces for the next two months. This can include: • Inserting local data into your eEdge newsletter • Changing the images on existing eEdge postcards and flyers • Finding upcoming local events and creating an “Upcoming Events” marketing piece



•

Pulling recent school scores from standardized testing on schools in your area of focus

• •

Looking online for articles of interest to your sphere and/or farm Adding your Mobile App QR code to flyers and postcards

Write thank-you notes, great-to-talk-to-you notes, or email everyone that you spoke with on the phone last week. If you send a physical note be sure and include your business card.

DAY 25 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 26 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Spend 10 - 15 minutes today and make sure that your KW White Pages are up-todate. For a complete list of items missing from your White Pages, check with Agent Technology Coordinator.

DAY 27 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Acquire Ignite materials for the next 3 days if you don’t already have them.

DAY 28 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Create your 4-1-1 for the week and share it with your Productivity Coach, MCA, or TL.



Mail letters to 25 people in your database and include your business card.

DAY 29 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 30 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



If you haven’t already, review your Business Plan and make any adjustments that you deem necessary. This can be a formal document or something as basic as the KW Budget and Economic Model spreadsheet, available from your MCA.



Write thank-you notes, great-to-talk-to-you notes, or email everyone that you spoke with on the phone last week. If you send a physical note be sure and include your business card.

Congratulations on your first month with Keller Williams Arlington! You’ve accomplished so much in such a short amount of time. Keep up the hard work and remember, we are here for you so don’t hesitate to ask any questions or reach out for assistance.

DAY 31 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 32 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 33 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

If you have buyers and sellers you are working with, place the appointments in your schedule and block ample time to prepare for them. Do not give up your time for lead generation. Your time block lead generation is just like an appointment. After all, you wouldn’t give up one appointment for another - you would keep both. So, the rule is, “When you erase, you must replace.” So anytime you erase lead generation time, you MUST replace it another time. You must lead generate every day.

DAY 34 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 35 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Create your 4-1-1 for the week and share it with your Productivity Coach, MCA, or TL.



Mail letters to 25 people in your database and include your business card.

DAY 36 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 37 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Write thank-you notes, great-to-talk-to-you notes, or email everyone that you spoke with on the phone last week. If you send a physical note be sure and include your business card.

DAY 38 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 39 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 40 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Watch a KW Connect video of your choice. Possible selections could include “Build a $35 Million Listing Inventory”, “Focus on Listings”, and “Create a System to Secure Listings”.



Create a landing Page from Ntreis (North Texas Real Estate Information Systems) [See How to Guide or ask Technology Coordinator]

DAY 41 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 42 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Create your 4-1-1 for the week and share it with your Productivity Coach, MCA, or TL.



Mail letters to 25 people in your database and include your business card.

DAY 43 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Watch a KW Connect video of your choice. Possible selections could include “Create Buyer Urgency”, “Working with Buyers”, and “Buyer’s Consultation”.

DAY 44 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Write thank-you notes, great-to-talk-to-you notes, or email everyone that you spoke with on the phone last week. If you send a physical note be sure and include your business card.

DAY 45 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Review your lead generation conversion rates. Find the following: • • • •

How many contact attempts can you make in one hour? __________ How many attempts does it take for you to make a contact? __________ How many contacts do you reach to get an appointment? __________ How many appointments do you go on to get one contract? __________

Look over your conversion rates and analyze where you’d most like to improve. Talk with your Productivity Coach, Director of Training, or Team Leader on scripts, techniques, and systems you can incorporate into your business to increase your close ratio.

DAY 46 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 47 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.



Watch a KW Connect video of your choice. Possible selections could include “Build a Business Plan”, “Watch Your Money - Part 1”, and “Leverage a Virtual Assistant”.

DAY 48 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

DAY 49 

Add 10 people to your database.



Say your daily affirmations.



Preview 2 homes currently for sale on the market and add them to your Speak Easy Book.



Share your mobile app with at least 3 people.



Spend two hours lead generating using your preferred method. Reference the “Lead Generation Ideas” page included here for ideas.

WEEK 8 

Watch two sessions on KW Connect (your choice). You can watch the same one more than once.



Hold one open house this week.



Call, door knock, or meet a minimum of 50 people (Sphere of Influence, FSBOs, expired listings, networking groups, parties, etc.)



Meet with Productivity Group or Mastermind Group.



Say affirmations daily.



Attend an Ignite session if available, as well as other training sessions.



Attend scripts practice.



Role-play with other agents for thirty minutes a minimum of two times this week.



Add a minimum of 20 new people to your database.



Attend the monthly Team Meeting at Keller Williams Arlington.



Attend one of the ARBOR Meetings.



Continue to mail letters (25 a week) until everyone in your database has received one. Always include your business card in any mailing you send out.



Call the 25 people you mailed letters to last week.



Write thank-you notes, great-to-talk-with-you notes, or email everyone you spoke with on the phone. Be sure and include your business card inside any notecard.



Preview a minimum of 25 homes and record them in your Speak Easy book.



Complete your 4-1-1 and turn it into your Productivity Coach, MCA, or TL.



Complete your Training Report and all assignments given to you by your Productivity Coach.

WEEK 9 

Watch two sessions on KW Connect (your choice). You can watch the same one more than once.



Hold one open house this week.



Call, door knock, or meet a minimum of 50 people (Sphere of Influence, FSBOs, expired listings, networking groups, parties, etc.)



Meet with Productivity Group or Mastermind Group.



Say affirmations daily.



Attend an Ignite session if available, as well as other training sessions.



Attend scripts practice.



Role-play with other agents for thirty minutes a minimum of two times this week.



Add a minimum of 20 new people to your database.



Attend the Monthly Team Meeting at Keller Williams Arlington.



Attend one of the ARBOR Meetings.



Continue to mail letters (25 a week) until everyone in your database has received one. Always include your business card in any mailing you send out.



Call the 25 people you mailed letters to last week.



Write thank-you notes, great-to-talk-with-you notes, or email everyone you spoke with on the phone. Be sure and include your business card inside any notecard.



Preview a minimum of 25 homes and record them in your Speak Easy book.



Complete your 4-1-1 and turn it into your Productivity Coach, MCA, or TL.



Complete your Training Report and all assignments given to you by your Productivity Coach.

WEEK 10 

Watch two sessions on KW Connect (your choice). You can watch the same one more than once.



Hold one open house this week.



Call, door knock, or meet a minimum of 50 people (Sphere of Influence, FSBOs, expired listings, networking groups, parties, etc.)



Meet with Productivity Group or Mastermind Group.



Say affirmations daily.



Attend an Ignite session if available, as well as other training sessions.



Attend scripts practice.



Role-play with other agents for thirty minutes a minimum of two times this week.



Add a minimum of 20 new people to your database.



Attend the Monthly Team Meeting at Keller Williams Arlington.



Attend one of the ARBOR Meetings.



Continue to mail letters (25 a week) until everyone in your database has received one. Always include your business card in any mailing you send out.



Call the 25 people you mailed letters to last week.



Write thank-you notes, great-to-talk-with-you notes, or email everyone you spoke with on the phone. Be sure and include your business card inside any notecard.



Preview a minimum of 25 homes and record them in your Speak Easy book.



Complete your 4-1-1 and turn it into your Productivity Coach, MCA, or TL.



Complete your Training Report and all assignments given to you by your Productivity Coach.

WEEK 11 

Watch two sessions on KW Connect (your choice). You can watch the same one more than once.



Hold one open house this week.



Call, door knock, or meet a minimum of 50 people (Sphere of Influence, FSBOs, expired listings, networking groups, parties, etc.)



Meet with Productivity Group or Mastermind Group.



Say affirmations daily.



Attend an Ignite session if available, as well as other training sessions.



Attend scripts practice.



Role-play with other agents for thirty minutes a minimum of two times this week.



Add a minimum of 20 new people to your database.



Attend the Monthly Team Meeting at Keller Williams Arlington.



Attend one of the ARBOR Meetings.



Continue to mail letters (25 a week) until everyone in your database has received one. Always include your business card in any mailing you send out.



Call the 25 people you mailed letters to last week.



Write thank-you notes, great-to-talk-with-you notes, or email everyone you spoke with on the phone. Be sure and include your business card inside any notecard.



Preview a minimum of 25 homes and record them in your Speak Easy book.



Complete your 4-1-1 and turn it into your Productivity Coach, MCA, or TL.



Complete your Training Report and all assignments given to you by your Productivity Coach.

WEEK 12 

Watch two sessions on KW Connect (your choice). You can watch the same one more than once.



Hold one open house this week.



Call, door knock, or meet a minimum of 50 people (Sphere of Influence, FSBOs, expired listings, networking groups, parties, etc.)



Meet with Productivity Group or Mastermind Group.



Say affirmations daily.



Attend an Ignite session if available, as well as other training sessions.



Attend scripts practice.



Role-play with other agents for thirty minutes a minimum of two times this week.



Add a minimum of 20 new people to your database.



Attend the monthly Team Meeting at Keller Williams Arlington.



Attend one of the ARBOR Meetings.



Continue to mail letters (25 a week) until everyone in your database has received one. Always include your business card in any mailing you send out.



Call the 25 people you mailed letters to last week.



Write thank-you notes, great-to-talk-with-you notes, or email everyone you spoke with on the phone. Be sure and include your business card inside any notecard.



Preview a minimum of 25 homes and record them in your Speak Easy book.



Complete your 4-1-1 and turn it into your Productivity Coach, MCA, or TL.



Complete your Training Report and all assignments given to you by your Productivity Coach.

RECOMMENDED READING LIST • • • •

The Millionaire Real Estate Agent (Gary Keller, Dave Jenks, and Jay Papasan) The Millionaire Real Estate Investor (Gary Keller, Dave Jenks, and Jay Papasan) The ONE Thing (Gary Keller and Jay Papasan) FLIP: How to Find, Fix and Seller Houses for Profit (Rick Villani and Clay Davis)

•

SHIFT: How Top Real Estate Agents Tacke Touch Times (Gary Keller, Dave Jenks, and Jay Papasan)

•

HOLD: How to Find, Buy, and Rent Houses for Wealth (Steve Chader, Jennice Doty, Jim McKissack, Linda McKissack, and Jay Papasan) The 7 Habits of Highly Effective People (Steven R. Covey) The 8th Habit (Steven R. Covey) 21 Things I wish My Broker Had Told Me (Frank Cook) The Big Moo (The Group of 33, Seth Godin) Blink (Malcolm Gladwell) Cashflow Quadrant (Robert T. Kiyosaki) Rich Dad Poor Dad (Robert T. Kiyosaki) Fierce Conversations (Susan Scott) The Fred Factor (Mark Sanborn) Kiss, Bow, or Shake Hands (Terri MOrrison and Wayne A. Conaway) Little Red Book of Selling (Jeffrey H. Gitomer) Mastering the Art of Selling (Tom Hopkins) List More, Sell More (Jerry Bresser) The Power of Focus (Jack Canfield, Mark Victor Hansen, and Les Hewitt) Purple Cow (Seth Godin) The Aladdin Factor (Jack Canfield and Mark Victor Hansen) Raving Fans (Ken Blanchard and Sheldon Rowles) The Secret (Rhonda Byrne) Send (David Shipley and Will Schwalbe) StrengthsFinder 2.0 (Tom Rath) The Success Principles (Jack Canfield and Janet Switzer) Time Traps (Todd Duncan) The Tipping Point (Malcolm Gladwell) The Traveler’s Gift (Andy Andrews) Who Moved My Cheese? (Spencer Johnson) Talent is Overrated: What Really Separates World-Class Performers from

• • • • • • • • • • • • • • • • • • • • • • • • • •

Everybody Else (Geoff Colvin) •

The 10X Rule: The Only Difference Between Success & Failure (Grant Cardone)

How Toâ&#x20AC;Ś. Below are websites all available through mykw.kw.com Plus so much more!! KW Website

www.kw.com

Consumer access to Buyer and Seller information, Market Center and Agent contact information and career opportunities.

KW Intranet

www.mykw.kw.com

Access to all other KW websites, technology, resources, Agent Profile, Agent Websites, KW Webmail

Market Center Intranet

https://kwmci.backagent.net/start/

Access to all Market Center information, class schedules, KW Webmail, Market Center documents, Contract forms

Keller Williams University

http://kwu.kw.com

Access to all training material downloads

KW Connect

http://kwconnect.kw.com/connect

Access to Course Videos, Business Skills, Technology training and Agent Mountain

Family Reunion

http://familyreunion.kw.com

Registration and information for Family Reunion 2018

KW Technical Questions

http://answers.kw.com

Resource for all your technical questions for all KW websites.

How To…. Log into the Training Room Camera To Watch Classes: Website: Training.arlingtondfw.com Password: KWArlington#1

Order Business Cards & Name Badges: • •

•

Log into your mykw.kw.com Find A Vendor is located next to your eEdge Control Panel Type “Business Cards” or “Name Badges” you will find several approved vendors

Do Bulk Mailing: This is only if you are mailing 200 or more pieces of the same item. See the front desk for the stamp or order on your on through Office Depot. Bulk Mailing Permit # 1406

Send a Recruit Referral To The Office: Recruiting Bridge or speak with a team leader.

How Toâ&#x20AC;¦.

Register for HUD Homes: 1. Login to mykw.kw.com 2. Click on myMarket Center Intranet 3. Click on Market Center in Red Menu 4. Click on Documents 5. Click on KW Arlington Forms (specific to our office) 6. Click on Market Center info: NAID, Tax ID, Broker, etc. 7. Keep this information somewhere you will remember 8. Go to www.hudhomestore.com

9. Click on Register >>Bidder 10.Follow instructions to get registered. HUD SAMS / NAID # : JRDSSG4329 TAX ID # : 20-8734329

How Toâ&#x20AC;Ś. Make a Pre-Listing Presentation: 1. Login to mykw.kw.com with username and password 2. Click on plus sign next to MyMarketing 3. Choose Create Marketing Materials 4. Choose Print Marketing 5. On the Left Search Options bar uncheck Listing Enabled Designs Only 6. Then Search the Keyword Presentation 7. Click on the presentation and click Personalize 8. You can edit this document and save it to your design library for future use!

How Toâ&#x20AC;Ś. Make a Buyer Packet: 1. Login to mykw.kw.com with username and password 2. Click on plus sign next to MyMarketing 3. Choose Create Marketing Materials 4. Choose Print Marketing 5. On the Left Search Options bar uncheck Listing Enabled Designs Only 6. Then Search the Keyword Presentation 7. Click on the presentation and click Personalize 8. You can edit this document and save it to your design

library for future use!

How To….

Sign Up For Technology Coaching: 1. Go to www.mykw.kw.com 2. Login with username and password 3. Look within the eEdge Panel and find myMarket Center Intranet 4. This will take you directly into KW Arlington’s intranet site. 5. Click on Market Center in red menu 6. Click on Resources in white menu

7. Technology Coaching is the 4th option ALL BLUE TIME SLOTS ARE FILLED….ALL GREEN IS OPEN

How To…. Sign Up For Available Agent Time: 1. Go to www.mykw.kw.com

2. Login with username and password 3. Look within the eEdge Panel and find myMarket Center Intranet 4. This will take you directly into KW Arlington’s intranet site. 5. Click on Market Center in red menu 6. Click on Resources in white menu 7. Available Agent Time is the 1st Option ALL BLUE TIME SLOTS ARE FILLED….ALL GREEN IS OPEN

Guidelines 1 reservation per week – can add no more than 1 reservation per day Releases three weeks in advance on the second day of the period You must be present in the market center for walk-ins

How Toâ&#x20AC;Ś. Book A Conference Room: 1. Go to www.mykw.kw.com 2. Login with username and password 3. Look within the eEdge Panel and find myMarket Center Intranet 4. This will take you directly into KW Arlingtonâ&#x20AC;&#x2122;s intranet site. 5. Click on Market Center in red menu 6. Click on Resources in white menu 7. There are 3 different Conference Rooms to choose from 8. Select which room you would like to use 9. Any white spaces are available times.

How To…. Find A Vendor: Title Companies

Roofing

Allegiance Title– Angie Sinn 972-824-2301 Rattikin Title—Kim Christoforo 817-996-0395 Alamo Title– Andrew Patterson 817-360-2085 Providence Title– Carlos Woltmann 817-723-4242 Independence Title - Sue Smith 817-360-6112 Old Republic Title– Robyn Barrere 817-751-4187 Trinity Title– Beth Luton 214-244-7995 Aegis Title– Brenda Jackson 817-731-3710 Texas Secure Title— Dayna Migdnal 817-948-8119 Texas Title-- Stu Pyndus 817-201-1753 Community National Title - Deandrea Paul 682-552-3590

Inspection Companies Superior Inspections– Derrick Walls 817-689-8433 1st Texas Inspections– Julissa Willingham 817-454-6525 A-Action Home Inspections– Brenda Murphy 817-467-0213 Innovex Inspections– Earnest Johnson 972-322-5062 Semper Fi Home Inspections– Danny Smith 682-351-2267 Code Red Home Inspections -- John Denison 817-648-8606 The Inspection House - Sterling Reid 214-935-1557 Pillar To Post Home Inspections - Kellie Woosley 682-224-5475 A & T Inspections - Roger Kitzmiller 469-530-8229

Home Warranty Sherry McKenzie—Account Executive smckenzie@ahslink.com 817-296-6125

Tarrant Roofing -- Danny Leverett 817-571-7809 DT Roofing - Mike Lee 817-682-2499

Home Builders Viridian– Debra Meers 469-417-8023 David Weekly Homes-Stanton Sprabury 972-323-7574

Foundation Repair Integrity Foundation Repair– Cathi Michelle 817-443-9777 Thomas Engineering-Mary Simpson 817-437-4137 Structured Foundation Repair– Marcie 817-713-6512 Perma– Pier– Jared Benson 972-400-8088

Insurance Farmers Insurance– Greg Roe 817-277-8373 Shane Ferrell Insurance – Shane Ferrell 817-635-4663 Mickey Scott All State- 682-465-0079

More Great Vendors iDeal Floors– Michelle White 469-939-3042 AIM Movers– JT Hudson 817-253-3866 Herman Boswell– Pearl Gardner 817-274-1800 Arrow Exterminators - Mando Contreras 817-284-3462 Alpha & Omega Pest Control -Tim Davis 817-538-2843

The KW Arlington Vendor wall is located outside of Brandee’s office across from the mailboxes! You will find business cards and flyers there for each of our amazing Vendors!

How To…. Graduate Ignite Ignite Graduation Checklist Name:____ ________________ ___ Complete all Sessions of Ignite (Can Only Make Up 2 Online) ___ Track Numbers and input into MyTracker Daily ___ Complete all Missions (Available on the Ignite Homebase online) ___ Attend Property Tour (1) when available ___ Attend Ignite Contract Session or How to Write a Solid Contract ___ Attend a Committee Meeting ___ Attend ALC Meeting ___ Attend Team Meeting ___ Hold an Open House – have to be licensed to hold – can shadow ___ Begin reading The Millionaire Real Estate Agent Book ___ Complete 1st 30 days of 100 Days Binder ___ Prelisting Packet Complete ___ Buyer Packet Complete Attendance Tracker WEEK 1

WEEK 3

___ Mission 1 ___Ignite Your Business (Session 1) ___Mission 2 ___Build Your Business (Session 2) ___Mission 3 ___Find Your Business (Session 3) ___Mission 4

___Win The Buyer (Session 7) ___Mission 8 ___Find And Show Homes (Session 8) ___Mission 9 ___Make And Recieve Offers (Session 9) ___Mission 10

WEEK 2 ___Win The Seller (Session 4) ___Mission 5 ___Price To Sell (Session 5) ___Mission 6 ___Sell Your Listing (Session 6)

WEEK 4 ___Negotiate The Deal (Session 10) ___Mission 11 ___Close The Deal (Session 11) ___Mission 12 ___Ignition - Take Off (Session 12)

___Mission 7

Keep Going!!!

AGENT SIGNATURE ___________________________ By signing I have completed the above checklist and have met the graduation requirements for Ignite. Instructions for completing online classes Read and go through PDF of session on your own and do all exercises located on http://kwu.kw.com/kwu/ignite. Then email frontdesk163@kw.com when completed with a minimum of 3 aha’s that you took from the session. Once you email me, check that class off as completed and write online next to it. If you have any questions feel free to email or call us.

How Can We Help You In Your Business?

•

What do you feel like you still need to know?

•

How are you feeling?

•

What skills do you feel like you still need to develop?

•

What do you need help with?

How To…. Add A Contact Into Your eEdge Database Log into http://mykw.kw.com In your eEdge Control Panel click on the plus sign next to “myContacts”

Then click “ Add New Contacts”

How To…. Add A Contact Into Your eEdge Database Now you are on the Contact Management page in the eEdge Admin Portal. Fill out your contact’s information on the follow page. You will be required to provide an email address. If you do not have an email address for them, insert something in the primary email field (either your email address, or a fake email address). When you have all of their information entered, click the red “Save” button at the top.

After you have saved your contact into the database, you add them to a Group (highly recommended) or to a campaign at the bottom of the page.

How To…. Create A Campaign In Your eEdge Database Login to mykw.kw.com

Click the plus sign next to myMarketing

Click Manage and Create Campaign

Choose the Blue button towards the left “Add New Campaign”

There are a lot of options- depending on who want to market to. Click Choose this template when you have decided Jump down to section 3 add or remove contacts and choose the contacts you want to market to Click save and continue and go to section 4 and check the first box to agree to terms and then activate your campaign!

How Toâ&#x20AC;Ś. A Day In The Life Of Your CDA (Commission Disbursement Authorization)

Submit A Contract To Compliance Your File You Submit Your

CDA is the same thing as DA!

File Approved

File and Complete your Green Sheet Compliance is checked every day by The Compliance Dept. for files turned in by 3:30

Passed to Wonda: She will pull the Green Sheet from online for approved files

Ready for DA Wonda completes CDA for file passed the previous day

DA Created

CDA will be emailed to the Title Company if email is on green sheet

File Returned Agent Fixes File

Agent Resubmits the complete folder again for review

During the pending status of your deal, feel free to upload extra documents, Amendments, surveys, etc. There is NO Need to resubmit, if file has been submitted We can see anything you upload at this point!

Agent is responsible for getting KW check to the MCA Department

If You Need A CDA Revised? Email to wonda@kw.com Revisions are completed in the morning and before she leaves for the day.

File Closed

How Toâ&#x20AC;¦. Submit A Contract To Compliance

Click My Transactions. This will take you to your Loops Dashboard! From there you will see all the loops you have created.

Select which Loop you would like to submit for review.

How Toâ&#x20AC;Ś. Submit A Contract To Compliance Review your Documents in your Loop - if everything looks good then you are ready to submit the folder for reviewâ&#x20AC;&#x201D;Click the Submit for Review in the right hand corner of the loop. Then the status will change to Compliance Review. Your file has now been sent to the compliance department

If you have submitted a loop and it is missing a form or missing signatures, etc. it will be returned to you to meet compliance. The status will be changed to Returned to Agent. You will receive notification via email or text if you are missing something or if your status has been changed.

How Toâ&#x20AC;Ś. Submit A Contract To Compliance Check the notes at the right of the form to find out what needs to be corrected. Once you have corrected the error Resubmit the whole folder again. The file will be reviewed again and if everything is good the status will change to Ready for DA!

Once the loop says Ready for DA (for contracts) and Ready for Listing Entry (for listings) they have passed through compliance and are now in the hands of the MCA department for production entry and CDAs to be done! Now is the time to Create your Green Sheet , once the CDA is done The status will change to DA Created and a copy of the CDA will be in your loop

How To…. Submit A Contract To Compliance

If you are not sure of your status just check the let hand side of your Loop

Not Submitted: You are currently working on the Loop but have not submitted it to the office. If you think you have submitted this file and it still says, initiated, please try submitting again.

Compliance Review: You have submitted your File! Terri is checking it out for compliance.

Returned to Agent: The file has been reviewed and it was sent back to you. Either a signature was missing, or maybe you need to add a form to it. Look at the loop and there will be a note to let you know why it’s been returned. Check out the compliance section to learn more.

Ready for DA: Your compliance has been approved and has moved on to Wonda to complete the DA. HAVE YOU SUBMITTED YOUR GREENSHEET?

DA Created: Your DA ( Disbursement Authorization) has been created. You may get a copy by going into your loop, it will be uploaded as an attachment. It will be emailed to the title company as long as you have the email address for the title company on the green sheet. ***Make sure to include your closer’s email address on the greensheet***!

Wonda (CDAs & Greensheets) ext 1087 wonda@kw.com

We are here to help!!

DotLoop Help: 888-DOT-LOOP (368-5667)

How To…. Create a Green Sheet Your Green Sheet Dash Board

To Begin – Click Create Green Sheet

If you are NOT the listing agent – answer these two questions NO (do not worry if it is a KW listing or not)

How To…. Create a Green Sheet If you are the listing – answer Yes to both – the system will bring you to the KWLS system to search for your listing.

The Green Sheet will open - There are several sections that need to be filled out.

How Toâ&#x20AC;¦. Create a Green Sheet

How To…. Create a Green Sheet If you are paying an outside referral – you must fill this section out – we need the Broker office and tax id (their W-9) in order to pay them

If you represent the Buyer – you need to fill out the Mortgage information! You must provide the Email Address for the Closer in order for me to send them the CDA

Once you have each section of the Green Sheet filled out submit to the MCA Dept .

Open House Sign In Property Address ________________________________________ Date____________ Name

Phone

Do you have a REALTOR?

Y/N

Y/N Y/N Y/N Y/N Y/N Y/N

Y/N Y/N Y/N Y/N

Y/N

Address

How To…. Create A Loop In Dotloop Step 1: Click Add Loop in Your Dotloop Account

Step 2: Give Your Loop a Name. We suggest the address and client’s name so it’s easy to search for later

Step 3: Click Next through Template and Photo section. It’s okay, we’ll come back to Templates...

Step 4: Click View Loop to go into the loop you’ve just created.

Step 5: Click Add Templates and choose what kind of loop documents youâ&#x20AC;&#x2122;ll need.

Step 6: Choose your templates and click Select All to add everything from that template to your loop. Then click Copy

You now have a loop!

Table of Contents New to Real Estate .............................................................................................................................. 10 New to Keller Williams ....................................................................................................................... 11 Remind Them You’re in Real Estate ................................................................................................ 12 New to the Area ................................................................................................................................... 13 Calling for Referrals ............................................................................................................................. 14 Contacting FSBOs ............................................................................................................................... 15 Asking for an appointment to see their home. ............................................................................ 15 Touring their property. ................................................................................................................... 15 Build rapport and a relationship with them. ................................................................................ 15 Focus on saving money by working with a good agent. ............................................................ 16 Focus on saving time by working with you and get their home sold. ...................................... 16 Contacting Expired Listings ............................................................................................................... 17 We Had a Bad Agent ...................................................................................................................... 17 We Decided to Sell It Ourselves ................................................................................................... 17 We’re Not Sure What to Do .......................................................................................................... 17 We’ve Decided to Wait Before Listing Again ............................................................................. 18 Contacting Specific Clients ................................................................................................................. 19 Renters (Option 1) .......................................................................................................................... 19 Renters (Option 2) .......................................................................................................................... 19 Newlyweds ........................................................................................................................................ 19 Calling Personal and Professional Service Industries ..................................................................... 21 Creating referral partnerships with business owners you have done business with .............. 21

Creating referral partnerships with business owners you have not done business with ....... 21

Listing Presentation ............................................................................................................................. 23 Listing appointment ........................................................................................................................ 23 Goals for today’s listing appointment .......................................................................................... 23 Uncover and prioritize the seller’s needs ..................................................................................... 24 Delivering a 10++ experience ....................................................................................................... 24 Why Keller Williams Realty? .......................................................................................................... 25 What you get from me .................................................................................................................... 25 The home selling process ............................................................................................................... 26 A smooth closing ............................................................................................................................. 26 Three factors that get your home sold ......................................................................................... 27 Price to sell ....................................................................................................................................... 28 Comparative properties .................................................................................................................. 29 Price recommendation .................................................................................................................... 29 Signing the Listing Agreement....................................................................................................... 30 Moving checklist and end of appointment .................................................................................. 31 Seller Objections .................................................................................................................................. 32 Seller Objection 1: We need an agent with more experience .................................................... 32 Seller Objection 2: We need to think it over ............................................................................... 32 Seller Objection 3: Another agent will charge less ...................................................................... 32 Seller Objection 4: Why won’t you reduce your commission? ................................................. 32 Seller Objection 5: Why should we pay? ...................................................................................... 33 Pricing.................................................................................................................................................... 34

Pricing to sell is based on understanding what is selling............................................................ 34 Address pricing honestly ................................................................................................................ 34 CMA Scripts ......................................................................................................................................... 35 Explaining the CMA ....................................................................................................................... 35 Determining the list price ............................................................................................................... 35 Pricing Objections ............................................................................................................................... 36 Objection 1: We need a certain amount from this sale to buy our next home. ...................... 36 Objection 2: Can we price a little higher and come down later? .............................................. 36 Objection 3: How can we be sure the price you’re recommending is the right price? .......... 36 Closing the Deal Script ....................................................................................................................... 37 Staging Objections ............................................................................................................................... 38 Objection 1: I don’t see why this is so important. ...................................................................... 38 Objection 2: Do we really have to make this repair? .................................................................. 38 Objection 3: Why can’t we sell the house “as is”? ...................................................................... 38

Explain the Benefits of Preapproval ................................................................................................. 40 Schedule the Appointment for the Buyer Consultation ................................................................. 41 Buyer Closing Costs ............................................................................................................................ 42 Buyer – Close For Agreement ........................................................................................................... 42 Ask for the business ........................................................................................................................ 42 Closing the Buyer Representation Agreement #1 ...................................................................... 42 Closing the Buyer Representations Agreement #2 .................................................................... 43 Closing the Buyer Representation Agreement #3 ...................................................................... 43 Handling Objections to Exclusivity .................................................................................................. 44

Objection 1: I don’t want to sign anything. I want to be free to work with other agents. ... 44 Objection 2: What if I change my mind during this 30-day period? ........................................ 44 Objection 3: I don’t need to work with an agent because I can find a home on my own through the Internet. ....................................................................................................................... 45 Know When to let a buyer go........................................................................................................ 45 Present the Buyer Needs Analysis ..................................................................................................... 46 Three Questions Deep ........................................................................................................................ 46 Conclude the Buyer Needs Analysis ................................................................................................. 47 Five Must-Haves .................................................................................................................................. 47 Buyer Informational Scripts ............................................................................................................... 48 Average Days on the Market ......................................................................................................... 48 List Price to Sales Price – When your buyer wants to make a low offer ................................. 48 If your list-price-to-sales-price ratio is better than the average agent’s. .................................. 48 Home is out of the buyers’ price range ........................................................................................ 48 Objections to Setting Buyer Appointment....................................................................................... 49 Objection 1: I don’t have time to come to the office; can’t you just meet me at the house? ............................................................................................................................................................ 49 Objection 2: Let me talk to my spouse and I will call you back. .............................................. 49 Objection 3: I’ve already seen the house online. I just need to see it to know if I want to buy it. ................................................................................................................................................. 49 A note on “no” ................................................................................................................................ 50 Making it Great for the Buyer ............................................................................................................ 51 Present the eEdge Advantage — online transactions ................................................................ 51 If they are not sure what online transactions mean: ................................................................... 51 If they are concerned about the security of online transactions: .............................................. 51

Establish your showing process: ................................................................................................... 51 Keep the focus on the best homes................................................................................................ 52 Set the next appointment ............................................................................................................... 52 Common Objections During Home Viewing ................................................................................. 53 Objection 1: We love it, but we haven’t seen enough properties yet. ...................................... 53 Objection 2: We really want a formal dining room. ................................................................... 53 Objection 3: We don’t like the carpet/paint color/landscaping. .............................................. 53 Overcome Buyer Reluctance .............................................................................................................. 54 Objection 1: What if prices drop? ................................................................................................. 54 Objection 2: We want to sleep on it. ............................................................................................ 54 Get to the bottom line with your buyers...................................................................................... 55

When the buyer wants the seller to make repairs ....................................................................... 56 When the buyer wants to make a low offer ................................................................................. 56 Buyer wants to re-counter .............................................................................................................. 57 Present the initial offer to your seller ........................................................................................... 57 Present a low offer to your seller .................................................................................................. 57 Recommend that your client accept the offer ............................................................................. 58 Recommend that your client make a counteroffer ..................................................................... 58 Presenting a counteroffer to the buyer agent .............................................................................. 59

Handle your buyer’s request for inclusion of seller’s personal items ....................................... 60 Clarify the inspection report for your buyer ................................................................................ 60 When your buyer wants the seller to make nonessential repairs .............................................. 60

Recommend that your seller counter a low offer ....................................................................... 61 Prepare your seller to negotiate high-cost repairs ....................................................................... 61 Counsel your seller when the buyer requests personal items .................................................... 62

Mets ................................................................................................................................................... 63 Referrals ............................................................................................................................................ 63 FSBO ................................................................................................................................................. 63 Expired or Withdrawn .................................................................................................................... 64

Hello, this is _______! Do you have a moment? I’d like to share the exciting news that I have become a real estate agent with Keller Williams Realty. With this new partnership, I have all their knowledge working for me. Plus, my clients get all my enthusiasm and hard work. I thought about sharing this with you because I knew you would be someone to help me grow my business. First, I’d like to share my real estate app with you. You can see what’s going on anywhere; from your street to any place in North America! It’s free; there’s no cost to you. I can send you a text so you can link to it. Does that sound good? And I’d like to ask, who might you know from work, your neighborhood, or a group you belong to who’s interested in buying or selling a home, or investing in real estate? Can you think of anyone right now? Thanks for taking a moment to think about it. I have a wealth of interesting and timely information about the real estate market in your area, and I’d love to send it to you. Let me make sure I have your current email and address. And do me a favor, please. If you do hear of someone with a real estate need, will you keep me in mind? Great. And, after you download the app and try it out, send me a text and let me know how you like it. Thank you for your time and help, and please let me know if there is anything I can ever do for you.

Hello, this is _______! 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 moved! I’ve moved my real estate business over to Keller Williams Realty and just because my 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? First, I’d like to share my real estate app with you. You can see what’s going on anywhere; from your street to any place in North America! It’s free; there’s no cost to you. I can send you a text so you can link to it. Does that sound good? And I’d like to ask, who might you know from work, your neighborhood, or a group you belong to who’s interested in buying or selling a home, or investing in real estate? Can you think of anyone right now? Thanks for taking a moment to think about it. I have a wealth of interesting and timely information about the real estate market in your area, and I’d love to send it to you. Let me make sure I have your current email and address. And do me a favor, please. If you do hear of someone with a real estate need, will you keep me in mind? Great. And, after you download the app and try it out, send me a text and let me know how you like it. Thank you for your time and help, and please let me know if there is anything I can ever do for you.

Hello, this is _______! Do you have a moment? It’s been awhile and I’d like to apologize for not staying in touch. I’ve been 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? First, I’d like to share my real estate app with you. You can see what’s going on anywhere, from your street to any place in North America! It’s free; there’s no cost to you. I can send you a text so you can link to it. Does that sound good? And I’d like to ask, who might you know from work, your neighborhood, or a group you belong to who’s interested in buying or selling a home, or investing in real estate? Can you think of anyone right now? Thanks for taking a moment to think about it. I have a wealth of interesting and timely information about the real estate market in your area, and I’d love to send it to you. Let me make sure I have your current email and address. And do me a favor, please. If you do hear of someone with a real estate need, will you keep me in mind? Great. And, after you download the app and try it out, send me a text and let me know how you like it. Thank you for your time and help, and please let me know if there is anything I can ever do for you.

Hello, this is _______! Do you have a moment? I’d like to share some exciting news with you. I have moved to _____ (new town) and I’m with Keller Williams Realty, and I thought about connecting with you because I knew you would be someone to help me get my business going in _____ (new town). May I count on you? First, I’d like to share my real estate app with you. You can see what’s going on anywhere, from your street to any place in North America! It’s free; there’s no cost to you. I can send you a text so you can link to it. Does that sound good? And I’d like to ask, who might you know from work, your neighborhood, or a group you belong to who’s interested in buying or selling a home, or investing in real estate? Can you think of anyone right now? Thanks for taking a moment to think about it. I have a wealth of interesting and timely information about the real estate market in your area, and I’d love to send it to you. Let me make sure I have your current email and address. And do me a favor, please. If you do hear of someone with a real estate need, will you keep me in mind? Great. And, after you download the app and try it out, send me a text and let me know how you like it. Thank you for your time and help, and please let me know if there is anything I can ever do for you.

Hi ______, my name is __________ with Keller Williams Realty. Your name was given to me by a close friend of both of ours, (your Met’s name), and he/she said that I should give you a call. Is right now a good time to talk for a couple of minutes? Excellent! (Your Met’s name) said that you were thinking about (buying/selling) a house in (time frame for buying/selling) and asked if I would please give you a call. He/She and I both want to make certain that you are in great hands and that you have the very best, so that’s why I’m calling. Since everyone likes to know what houses are selling for, I’d like to share my real estate app with you. You can see what’s going on anywhere, from your street to any place in North America! It’s free, there’s no cost to you, and I can send you a text to link to it. Does that sound good? Great! If they are buying … Have you seen anything you like thus far? Great! Are you working with any other agent? No? That’s good. If they are selling … When are you planning to move? Have you listed your house with another agent? No? Excellent! Continue … The next step is for us to get together. I can answer all your questions and explain how the entire process works. It will only take about 20 minutes. Can we meet today or would tomorrow be better for you? If no thanks … I understand. Just so you know, I have a wealth of interesting and timely information about the real estate market in your area, and I’d love to send it to you. Let me make sure I have your current email and address. And do me a favor, please. If you hear of someone with a real estate need, will you keep me in mind? Great. And, after you download the app and try it out, send me a text and let me know how you like it. I’d appreciate that. Thank you for your time today, and please let me know if there is anything I can ever do for you.

Good morning, my name is _______ with Keller Williams Realty, and I noticed your home is for sale. As a real estate customer service expert, I like to keep up with the inventory in this area so I know what kind of buyers to bring. Would you be offended if I came over to view your home? If “Yes” (they would be offended), or “We don’t want to list with a real estate agent.” I promise I won’t ask you for your listing. The reason for my call is not to list your home. I would simply like to put the home on my For Sale by Owner Inventory List. Would today at 3:00 p.m. or tomorrow at 1:00 p.m. be better for you?

Mr./Ms. FSBO, thank you for allowing me to view your home today. Would you mind just showing me around and pointing out the features? Where are you going next? When do you need to arrive? Mr./Ms. FSBO, thank you so much again for showing me your lovely home. I want to wish you the best of luck in selling it. I have ______ (offer one of your reports) that might help you sell your home. I’d be happy to drop it off, because I’m hoping for a win-win here. I can provide you with information to help you sell and I hope that, in return, you will refer any buyers not interested in your home to me. Is there anything else I can do to help?

It was good to meet you the other day. I’ll plan to check in with you from time to time—just to see how things are going and where there have been any changes in your plan to sell. Selling is hard work. I have a tip sheet on preparing your home to sell that might help. I’ll be in your area tomorrow: can I drop it off around 9:00 a.m., or would the afternoon around 2:00 p.m. be better?

There are some good statistics available about the prices buyers pay for homes. Iâ&#x20AC;&#x2122;d like to show them to you, or drop off a copy. What day and time would be convenient? Itâ&#x20AC;&#x2122;ll just take a minute.

Good morning, Mr./Ms. FSBO. I thought you might be able to use this information on home improvements and cosmetic changes that are most effective with buyers. How are things going?

Unfortunately, I hear that a lot. My job is to really listen to and address your needs and provide you with professional guidance and assistance during the entire process. But the real benefit to you is a sold house! Can you tell me more about your experience with your previous agent?

I can certainly understand your frustration. However, even though it may seem to save you money, a recent National Association of REALTORS® survey found that homes sold by an agent sell for an average of 13% more than those sold by their owners. Furthermore, a good agent is also going to save you a lot of trouble with their knowledge of disclosure requirements, sources of financing, contracts and by showing your home. Let me tell you about how my services can get your home sold. (Discuss points from your Value Proposition and Marketing Plan)

There are usually four reasons homes don’t sell—price, condition, marketing, or the professional handling the job. How do you feel the home was priced? (Listen to their answer. If pricing seems to be the issue, use your pricing discussion scripts.) How do you feel your home was promoted? (Listen to their answer. If marketing seems to be the issue, present your 14-Point Marketing Plan.) Does the home show well? (Listen to their answer. If condition seems to be the issue, use your staging scripts.) Did your previous agent provide great service? (Listen to their answer. If the customer service provided by their previous agent seems to be the issue, address it using your 10+ Customer Service Commitment scripts.)

Just out of curiosity, if you did sell, where were you moving to? WOW! Why was that important? What would that do for you and your family if you had moved? If I could show you a way to make that happen, would you be interested? You see, I specialize in getting homes sold that should have sold. Even the best houses don’t sell the first time and it just takes a new approach and new ideas like I use to get houses sold. When could I stop by and spend 15 minutes with you and show you why so many homeowners choose me to sell their house? You see, I specialize in getting homes sold that should have sold. Even the best houses don’t sell the first time and it just takes a new approach and new ideas like I use to get houses sold. When could I stop by and spend 15 minutes with you and show you why so many homeowners choose me to sell their house? Mr. / Mrs. Seller, if a contract were presented to you tomorrow, would you still sell? Great, so there is some desire to move, right? You know, Mr. / Mrs. Seller, I specialize in houses that are great, yet didn’t sell the first time for various reasons. Let me ask you: why do you think your house didn’t sell? What will you look for in the next agent you choose? Let’s do this. I’ll drop by and look at your house, that way you can meet me so at a weak moment you don’t end up with a weak agent. After all, you don’t want to put it back on the market later to have it sit for another 6 months, do you? Mr. / Mrs. Seller, if I could sell your house in 30 days and net you what you need would that pose a problem for you? That’s exactly why we need to set an appointment. Calling Renters and First Time Home Buyers

Hi _______ my name is ______ with Keller Williams Realty, and I was wondering if you’ve considered buying a home for yourself or your family sometime in the near future. Owning a home is a goal for most people and continues to be a good investment. Have you wondered about the costs and the process to get into a home of your own? I’ve found that some people don’t think they can afford to buy their own home, and that they may be able to buy a home for almost the same amount as they are paying in monthly rent. I would love to sit down with you and explain the process of owning your own home. It’s no obligation on your part. Would you like to meet tomorrow for 15 minutes?

Hi ______ my name is _________ with Keller Williams Realty, and I was wondering when you’ll be ready to stop paying your landlord and start paying yourself. May I explain? I help people buy homes, and I’ve found that a lot of people don’t think they can afford to buy their own home, and that they may be able to buy a home for almost the same amount as they are paying in monthly rent. I would love to sit down with you and explain the process of owning your own home. It’s no obligation on your part. Would you like to meet tomorrow for 15 minutes?

Hi _____ my name is ______ with Keller Williams Realty. I’m calling today, first and foremost because I heard you recently got married and wanted to congratulate you, and second to see if you had considered buying a new home — or if you already own a home, what about buying an investment property?

I would love to sit down with you and explain the process of owning your own home or investment property. It’s no obligation on your part. Would you like to meet tomorrow for 15 minutes? And because you are a newlywed, you typically know other newlyweds or others getting married who haven’t bought a home yet, and you’d be doing them a great service by introducing us and letting me talk to them for five minutes to share with them the opportunity of owning their own home.

Hi __________ (business owner), I’m _____________ with Keller Williams Realty. I’m in the process of creating a list of preferred business and service providers to give to my clients. Since I frequently have clients ask me for a good _____________ (dentist, landscaper, or other business), I only want trusted companies to refer them to. Since I have had excellent service from you, would you and your business be interested in being included? (If yes, continue . . .) Great! I like to establish these professional referral partnerships to help grow each other’s businesses as well. So if I were to refer clients to you, would you be willing to refer your clients that are looking to buy or sell a home to me with the assurance that I will provide them with the high level of customer service that you expect? (If yes, continue . . .) Excellent! How about we confirm each other’s contact information so that we can get started?

Hi __________ (business owner), I’m ________ with Keller Williams Realty and I’m in the process of creating a list of preferred business and service providers to give to my clients. Since I frequently have clients ask me for a good _____________ (dentist, landscaper or other business), I’m looking for a trusted company to refer them to. I’ve heard good things about your company. Would you and your business be interested in being included? (If yes, continue . . .) Great! I like to establish these professional referral partnerships to help grow each other’s businesses as well. So if I were to refer clients to you, would you be willing to refer your clients that are looking to buy or sell a home to me with the assurance that I will provide them with the high level of customer service that you expect? (If yes, continue . . .) Excellent! How about we confirm each other’s contact information so that we can get started?

Thank you so much for giving me the opportunity to get your home sold. Review the Prelisting Packet you left with the seller. Ask: Did you have a chance to review the Guide to Selling Your Home I left you? If yes: Great! And did you complete the questionnaire at the back? Do you have any questions about anything that was presented? If no: Well, let’s review the packet quickly before we move on. There are some questions at the end for you to answer.

We’ve got six goals for today’s meeting. (Quickly run through the six goals) Discuss your motivation for selling Define your 10+ Experience expectations Review what you can expect from Keller Williams and me Explain the selling process from listing to closing Review the three factors that get your home sold Decide to work together

About Goal #6, let me explain that we can expect one of three outcomes from our meeting today:

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You may list your home with me and that would be great!

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You may not list your home with me and, to be honest, that wouldn’t be so great

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I may be unable to take the listing.

Is that fair?

Some rules of communication: Ask LOTS of questions Listen more than you talk Affirm their responses with: “Great,” “That’s wonderful,” “Yes,” “I agree” Don’t assume they already know something, they understand what you’ve told them, or they’re done expressing their opinion or feelings. Always ask for clarification. Ask: Mr. /Ms. Seller, to do a better job of marketing your property and serving your needs, would you mind if I ask a few questions and take notes?

I’d like for you to have a great experience selling your home, and that begins with me being very clear on what your expectations are, so I would like to ask you about that Okay? Ask each question, allow plenty of time for them to answer, and write their answers in your packet. Allow equal time for both parties if the sellers are a couple. Thank you for your honesty. Knowing how to deliver a 10++ Experience helps me serve you in the best possible way.

Let me tell you a little bit about the company I work with—Keller Williams Realty—and why you’ve made a great decision to talk to us about selling your home. Quickly cover the selling points about KW - #1 in the world, #1 training company, best mobile property search app, and accessing hundreds of real estate websites globally! Any questions?

What you’re getting from me is the following … Quickly cover the professionalism and expertise you provide, highlighting each category listed on this page. Any questions? With my technology, we can conduct your entire real estate transaction online. Our paperless transaction management system means no more faxing papers back and forth or driving across town for missed signatures. No more initialed changes to smudged contracts, illegible handwriting, over-faxed contracts, or lost documents. Having the paperwork online, provides a level of security for your confidential real estate transaction documents. Every change, initial, and signature is stored and available for up to 7 years and all parties to a transaction can collaborate in one space. You can be out of town and still keep the negotiation or closing process moving as long as you have Internet access.

If their answer to the Prelisting Packet question – “Have you ever bought or sold real estate?” was no, you may need to explain the steps more thoroughly. If yes, you can skim over this content. I’d like to explain the selling process to you and what services I’ll be providing at each phase along the way. Cover the three phases listed. Servicing and Marketing Offers and Negotiations Contract to Close Any questions?

If they’ve sold a home: It may have been a while since you’ve sold a home, so let’s look at what’s expected of sellers at the closing table. If this is their first time selling: Let’s review what’s expected at the closing table. Any questions?

The location and condition of the home are the first things that attract buyers and their agents. You can’t change the location, but you can change the condition of your home so that it’s as appealing as possible. Marketing of the home is critical and this is where my expertise comes in. I will review my comprehensive marketing plan with you in a moment. We’ll also discuss that the price is determined by what buyers are willing to offer and how to price the home so it will get sold. Buyers are attracted or distracted immediately by the condition of the home. From the curb appeal to every room in the house, to the backyard, it all matters. Buyers rank condition as one of the top three things they consider when choosing a home. Most want a move-in-ready, model-like home. Buyers are trying to see themselves in any property they visit. They are trying to imagine a wonderful life inside your house. So our goal is to help them by preparing the house so that nothing distracts them from being able to do this. This mean a great curb appeal, a clean interior with as few repairs needed as possible—after all, daydreams don’t often come with hammers— and as few reminders as possible that someone else is living here, and that includes not being here during showings. Once we agree to work together, I’ll advise you on how to properly prepare your home with staging to accomplish this. Does that sound good? Go over the quick list of tips to improve the appearance of the home. Any questions? Let’s review my 14-Step Marketing Plan that’s designed to attract buyers quickly. Go over each step of the 14-Step Marketing Plan. Any questions? Your home will be advertised throughout the Web, on multiple sites, locally, nationally and globally. Any questions?

So, you’re probably interested in what your home is worth, right? Well, the price of your home is determined by the market. That is, what buyers are actually offering and competing sellers are accepting based on recently sold properties. The market fluctuates from state to state, city to city, and even neighborhood to neighborhood. Depending on the number of homes for sale at any given time, the market will either favor the buyer or the seller. Our current market favors … If a seller’s market – inventory less than 6 month supply: … sellers. This means there are more buyers than properties for sale, so sellers are emboldened to ask for more than market price. It is easier for sellers to sell a well-priced house, and properties priced right can go fast. Buyers have fewer choices and must act quickly to get the home they want. If a buyer’s market – inventory greater than 6 month supply: … buyers. This means there are more homes for sale than there are buyers for them. In this market, sellers have less options and buyers are in control. Sellers must price their home even more strategically to make it attractive to the few buyers looking. And they must be prepared to negotiate to get the home sold. Many sellers make the mistake of pricing their homes. You many have even noticed some of your neighbors make those mistakes in the past. But smart sellers understand…price is determined by the market. Any questions?

Prepare in advance several comparable properties—similar size, location, and amenities that sold recently. Include this information in the Listing Presentation and go over it carefully with the sellers. Mr./Mrs. Seller, the truth is, buyers are very smart and informed about the market, especially those who have been looking for a while. They have been looking online at property websites and will know what similar homes in your neighborhood are listed for. And buyers are always looking for a great home at the right price. I have done some in-depth research and analysis looking at comparable properties that have SOLD recently, and look at how long they take to sell, and how much competition there is on the market. So let’s take a look at the comparable properties I’ve included here, and we’ll be able to determine the value of YOUR home. Okay?

After studying the comparables, taking into account the unique characteristics of your home and its setting, and using my knowledge of the averages in your neighborhood, I have prepared my recommendation. Remember that my primary goal is to net you the most money possible. And I believe this pricing plan, matched with my 14-Step Marketing Plan, will draw agents and buyers to your home and position it as a highly appealing and highly competitive property. Write in the average sales price for the area and the price per square foot. Then write in your recommended price range for their home along with price per square foot. For example: Average: $250,000 and $100/sq. ft. Recommended: $245,000-$255,000 and $98-$102/sq. ft. After looking at everything I’ve presented about condition and price, what are your thoughts? Do you agree with this price recommendation? Is this what you’d like to list your home for? Are you ready to make a decision to work with me? If Yes: Great, it sounds like we’ve got a price and are ready to put a sign in the yard. Let’s do it and get this house sold and get you packing!

We’re in agreement about the price and it sounds like all your questions have been addressed. Ask: (options)

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Based on everything we’ve discussed, I feel like we have the makings of a win-win relationship. Would you agree?

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Are we ready to move ahead on this?

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Is there anything we need to do before we get started?

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Would you like me to handle the sale of your home?

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Are you ready to decide to choose me to represent you in the sale of your home?

If yes: Hand the sellers your Listing Agreement and a nice pen and ask them to sign. Thank you, I am looking forward to…

If no: What is preventing you from moving forward? Do you have additional questions for me?

I also have prepared an Estimated Seller’s Net Proceeds to give you an idea of what you can expect to receive at the closing. This details various deductions for title and/or escrow companies, insurance payments, HOA dues, real estate commissions, etc.

So you know what to expect, I’ve provided a What to Expect Next Checklist. As a bonus, I’ve included a Moving Checklist for moving day. I know there are so many things on your mind and these little things can be overlooked. Thank you so much! It’s been such a pleasure meeting with you and getting to know you. And I’m so happy that we’ll be working together. I promise to live up to your expectations and do everything I’ve committed to. Let’s set up a time to discuss options for staging your home, and I’ll get a sign in the yard right away. Does that work? Thank you, and I’ll be in touch on _____________ (insert appropriate day). Please contact me whenever you have a concern or a question. I’m here for you!

Keller Williams is different. I’m a partner with others in my office. We share in the profit of our office. When one makes money, it benefits the rest of us too. So I have lots of motivated agents and many years of experience working for you. Is there anything another agent said they would do that for some reason I forgot to mention? Did I cover everything you expected to hear? Sounds like you believe I can get your home sold, so let’s move ahead now.

I hear you saying you want to be confident. If you were 100 percent confident in me, you wouldn’t bring this up. If you knew I was going to do everything possible, you’d sign. The truth is you can never know that. Let’s sign the agreement and know that you can cancel with me any time you are not satisfied.

I can appreciate that there’s someone who will work for less, but your agent negotiates for you. If they can’t negotiate with you about their own money, how likely will they be to fight for your money when buyers make a low offer?

Let’s say your boss came to you and said, “I want you to do the same job for less pay and you’ll have to work harder.” Would you be motivated? No. Well, that’s like me. I’ll need to work hard for you; that’s what you want, isn’t it? You want the most money possible, right? Agents who discount their commission will offer buyer agents less money too. You want to give the biggest incentive possible to buyer agents, don’t you?

Has there ever been a time when you bought something for less, thinking it was a great value only to find out it was not, and you had to replace it and spend more? Quality lasts. It delivers value. Is this time like that time? It is.

Mr./Ms. Seller, some of the things you can control during the selling process are the condition of your property, the availability of your home for showings, and your positioning in the market. In the end, value is determined solely by what a buyer is willing to pay in today’s market, based on comparing your home to others currently on the market for sale. I don’t determine value and neither do you. The market determines value. Does this make sense?

Do you want me to tell you the truth, or do you want me to tell you what you want to hear?

If a seller insists on a higher than market price, get agreement now that if you have not had a bona fide offer in a reasonable (short) time period, you will reduce the price to your recommended price.

The first few weeks your home is on the market are the most critical and will attract the most serious buyers. If we don’t get a bona fide offer in this time, the market is telling us the home is overpriced. If after three weeks this is what’s happening, do you agree to reduce the price to my recommended price to meet market demands?

Mr./Ms. Seller, would you like to obtain the highest price possible for your property?

If “no,” dig deeper. If “yes,” continue. To achieve the highest price possible, you must have maximum exposure to the marketplace. The most important decision you will make in this respect is where you decide to price your property. The way most sellers establish their listing price is with a Comparative Market Analysis, what we call a CMA. (take out your CMA pages) As you can see from this CMA, the average market time in our area is 60 days*. This means that if you want to sell your property in less than 60 days, you have to be in the top 50 percent in terms of price and property condition. To sell in 30* days, you’ll have to be in the top 10–15 percent in terms of your price and property condition.

*You will need to find out the correct numbers for your marketplace and customize this script.

Mr./Ms. Seller, the most important decision you will make is where you will price your property. Pricing your home at fair market value will attract more buyers. Attracting more buyers normally results in a higher purchase price. Overpricing your home results in a longer market time and possibly a lower price. Would you like to price your property to sell quickly, or will you price your property where it could take longer to sell? The choice is yours. What would you like to do?

Will you as a buyer pay what the seller wants because that’s the price they need? No, you’ll pay what it’s worth, right? That’s what your buyers will do too.

Option 1: Here’s what frightens me about pricing higher. People who have seen many houses will find yours, but they won’t look at it because of the price. We don’t want to drive buyers away; we want to attract buyers. We want them to make offers. Does that make sense?

Option 2: The greatest number of showings comes in the first three weeks. If they see the house is overpriced, they walk away and we don’t get them back. Let’s get one or more people to make an offer right away. If more than one likes your price, they might even compete and drive it higher. Wouldn’t that be great?

Real estate is a market-driven commodity like stocks. If you have ever bought a stock, how do you know what it’s worth? When you sell a stock, although you know what you paid for it, the market doesn’t care. Like that, the market says what your home is worth. Why would a buyer pay more than the market says it’s worth

After looking at everything I’ve presented about condition and price, what are your thoughts? Do you agree with this price recommendation? Is this what you’d like to list your home for? Are you ready to make a decision to work with me? If Yes: Great, it sounds like we’ve got a price and are ready to put a sign in the yard. Let’s do it and get this house sold!

If we want to sell faster or for more money than your competing sellers, then we need to stand out in terms of condition.

We can sell it just the way it is, but it’s likely to take longer and we probably won’t get as much money. My recommendation is to have it repaired so that we can get the best price possible in the shortest amount of time. The choice is yours. What would you like to do—make the repair or take longer to sell?

Would you prefer to pay a few hundred dollars to paint a room, or do you prefer to deduct $500 to $1,000 from the sales price? Since buyers use outstanding repairs to negotiate a lower price, it’s usually in your best interest to make repairs rather than have to negotiate with the buyer.

Option #1 Mr./Ms. Buyer, it’s important that you are preapproved for a loan before you begin your home search. Preapproval is really just a lender’s determination of how much money you will be eligible to borrow. You’ll know exactly what price range you can afford. When you find the home you love, you’ll be able to take action quickly. Sellers will be more likely to accept an offer from a preapproved buyer. And, finally, you can see if there are any errors on your credit report and you can resolve them right away. Would you like to have one of my lenders call you to help with your preapproval? When is the best time?

Option #2 Let’s just assume for a moment that you are the seller. You have been transferred by your company and need to sell your home in 3 weeks. The first thing you do is call your real estate agent and let them know that you need to sell this home and you need to sell it now. You end up listing it below fair market value because you are under time pressure, so of course the first day you receive two offers. The first offer is for cash, and it is $2,000 less than your request price. The second offer is for full asking price because those buyers really want it—however, they haven’t been preapproved, so you do not know if they can qualify, even their agent doesn’t know if they can qualify! Knowing you are under time pressure, which offer are you going to take? Are you really going to take a chance for an extra $2,000? When you are preapproved for financing, you essentially become that cash buyer. Can you see the benefit of that? So when is the best time for one of my lenders to call you? Is it weekends, weekdays, or in the next 15 minutes?

If this buyer lead came to you based on the buyer calling in on a certain property and the home happens to be in their price range, make an appointment for them to see the property and have a consultation. The property at 123 Maple Street is listed at $249,000. Let’s schedule an appointment to see if 123 Maple Street is the perfect home for you. Would today at 4:00 p.m. or Saturday at 10:00 a.m. be better for you? Great. Let’s meet at my office so while we are out you can also review other properties on the multiple listing service that you might be interested in if Maple Street isn’t right for you. Does that work for you?

If you have called a referral and the buyers have been willing to answer questions and stay on the phone with you, they have the potential to be serious buyers. Mr./Ms. Buyer, I’d like to invite you to come into my office so we can discuss what you are looking for in your next home, and use my MLS to review properties. This way, we can search for homes that fit your criteria. When we meet at my office, we can work together to make the most of your time. I can use the tools I have to find the best matches for you and check for any contingencies and other details that would not be apparent from a property visit alone. Are weekends or weekdays better for you?

Mr. /Ms. Buyer, before we tour homes, let’s discuss closing costs. Generally, if you put 20% down on a house, you can expect your closing costs to be an ADDITIONAL 3% of the purchase price. So, if you were purchasing a $200,000 house, the down payment would be $40,000 and the closing costs would be an additional $6,000, for a total of $46,000. If you put down less than 20%, your closing costs may be as high as 4%.

The following script details a simple way to obtain an exclusive agreement: All I ask in exchange for my superior customer service promise is that you agree to work with me exclusively. Does that sound fair? Okay, can we sign and shake on that? (Provide the buyer with the Buyer Representation Agreement, explain it, and have them sign it. Then, shake hands.)

What we’re going to do now is sign the Buyer Representation Agreement which puts me to work for you. You’re giving me the tool I need to represent you in your purchase. With this tool, I have the opportunity to negotiate for you and get you the best deal. And getting the best deal is important to you, isn’t it? Perfect, then let’s do the right thing, sign the Buyer Representation Agreement, and put me to work for you.

Can you see how it would benefit you to have a professional looking out for your best interests as you search for the best home and negotiate to get the best deal? Great! This form allows me to represent you and look out for your best interests. Hereâ&#x20AC;&#x2122;s how we take care of that. You just need to okay this agreement right here.

We call this agreement our loyalty agreement, where I agree to be loyal to you and take no action detrimental to your best interests. Itâ&#x20AC;&#x2122;s a reciprocal agreement in that I ask you to give me your loyalty in exchange for me working nonstop to find you the best home, at the lowest price, in the least amount of time.

If a buyer objects to signing, use the script below: Mr. /Mrs. Buyer, because of the level of service I provide, I can only work with buyers who work exclusively with me. Let me remind you that by signing you are NOT agreeing to pay me a fee. You are agreeing to have me represent your best interests and to use my knowledge and expertise to find you the best home at the best price. That is what you want, isn’t it—to find the best home for the best price?

When you engage me as your real estate sales representative, you give me the tool that I need to represent you. If you sign the Buyer Representation Agreement with me, I am contractually obligated to share any information about the seller’s situation that I find out; for example, if it is a divorce, relocation, or estate sale. Without that agreement in place, I am actually a sub-agent* to the seller. That means that I do not represent you, and I cannot share that information with you. I want to be your advocate, not theirs. So let’s do the right thing and sign the Buyer Representation Agreement today. *Ask your Team Leader whether your state has sub-agency, dual agency, and/or designated agency.

I understand completely. Think of this agreement as a form of going steady, not marriage. If you decide at any time that you do not want to go steady anymore, we can just break up. There’s no need for a divorce. And you can break up with me if I’m not meeting your expectations! If you feel comfortable with that, you can just okay the agreement with your initials.

Searching for homes is the fun part, and we will certainly use the Internet to find your home. Finding your dream home is not why you hire a buyer agent. You hire an agent to help you get the house you find. My job is to protect your interests throughout the home-buying process, and negotiate on your behalf to get you the best price and terms.

Mr. /Ms. Buyer, I appreciate your decision. Since I can only work with buyers who work exclusively with me, Iâ&#x20AC;&#x2122;ll have to just wish you luck in your home search. Thanks again for coming in to meet with me today, and let me know if you change your mind.

Mr. /Ms. Buyer, thank you for letting me help you. My goal is to give you a 10+ customer experience. To do that, I’d like to get a clear idea on what you are looking for in your new home. So, with your permission, I’d like to spend the next 10–15 minutes exploring what the right home for you would be like. We’ll call this your 10+ home. It may seem like a lot, but I'd rather ask you 500 questions and show you the right 5 homes than ask you 5 questions and waste your time showing you the wrong 500 homes. Does that work for you?

Here in an example of how to move three-deep when asking questions. Where are you moving? How soon? Why is moving to that part of town important to you? Why will that do for you?

What are you looking for in a new home? Why is a large yard important to you? What will that do for you? What will that ultimately do for you?

When you wrap up the needs analysis portion of the buyer consultation, let the buyer know that they are unlikely to find a home with 100 percent of the features they are looking for. Mr./Ms. Buyer, there is no such thing as a 100 percent house. It will have your five must-haves, and possibly some of your nice-to-haves. When we find a house that has your five must-haves— that is, a 90 – 95% house — I’m going to suggest you write an offer. Does that work for you? What are the five must-haves for the home you buy?

What are the top five things your home must have?

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Beyond those five things, what is something else you really must have?

If you could have something else, what would that be?

If you could have one last thing to make this your dream home, what would that be?

The reality is, we have to evaluate each home you like and decide if it is the home for you, whether it has been on the market for a day or a year. A great home always sells, and it usually sells fast. So while the average days on market is (_______), that number does not represent all the homes, because some of them sit on the market for 365 days and some of them sell in 1.

The average list price in (____________) is (__________), but the average sales price is (__________). That means that sellers are coming down / going up approximately (__________ dollars). The reason I share this information is that I would prefer to turn you down now rather than disappoint you later, if you think you could offer $25,000 less than the list price and actually expect to get it. So let me ask you a very direct question. If we found you the perfect home and the seller is only willing to come down about (_________ dollars), how would you feel about that?

So, you are looking for a $350,000 home, arenâ&#x20AC;&#x2122;t you? The average list-price-to-sales-price ratio is (_____), and mine is (________). I am going to save you (________%) over and beyond what the average agent is doing right now. Letâ&#x20AC;&#x2122;s do the math (take out calculator), on a $350,000 home I am going to save you (________ dollars). Can you see the benefit of that?

Well, that home is a tad above/below your price range, but I have three other properties right here in front of me that are in your price range that I would love to share with you.

Because your time is so valuable, that’s exactly why we need to get together at the office. See, the 25 minutes we’re going to spend at the office is literally going to save you 5 to 10 hours of looking at houses. When we get together at the office, I’ll be able to pull up every property that matches your specific criteria, we’ll be able to view the photos and virtual tours in my office before taking your time to drive by them or’ even better than that, spending your gas to drive by them. So when is the best time to come to the office — is it weekends or weekdays? We will also be able to see if there are any contingencies or other issues that will not be apparent by just doing a tour. If there is something that would eliminate the home, better to know upfront.

I understand that, let me ask you this. Let’s do this: let’s go ahead and pencil in a time that works best for both of you and then I am going to call you back the day before the appointment to simply confirm. If it works, fantastic; if it doesn’t, then we just need to reschedule the appointment. When do you think it is going to work best, is it weekdays or weekends? Great, I’ll call you Friday. What time specifically would you like me to call you? Two o’clock. Great, what number would I have the best chance of catching you on?

I completely understand. The home you are calling about is amazing. However, the sellers request that I meet with all buyers prior to showing them the property. This will allow me to cover any financing issues in case you need a loan, and to give you further information about the property and also the neighborhood. Would you be able to come to my office today at 5:00 p.m. or would tomorrow morning at 9:00 a.m. work better?

All is not lost if the buyers say no to the appointment. As long as they are not committed to another agent, “no” in this case really means “not yet.” You still have a good chance to ultimately capture their business by setting them up on a BINS (Buyer Instant Notification System) which would prompt them to do their search from the IDX search tool on your website.

Offer online access Would you like online access to every home on the market that matches your criteria? You’d also receive instant notifications every time a home that matches your criteria comes on the market. I’d be happy to sign you up for free on my Buyer Instant Notification System.

Make follow-up calls Over the last week, we have sent you 5 listings. I am just calling to update my files and see if you are still in the market to buy a home, if you have already purchased a home, or if not, to review the 5 homes I sent you to see if you would like to go tour the inside of any of them.

When you work with me, youâ&#x20AC;&#x2122;ll have the opportunity to conduct your entire real estate transaction online. I use a paperless transaction management system called dotloop. Youâ&#x20AC;&#x2122;ll reduce your environmental impact because online transactions are 100% paperless. Negotiations and closings can happen faster because signatures can be obtained without having to meet in person. Online transactions are also more convenient because no travel is required.

When you conduct your transaction online, it means no more faxing papers back and forth or driving across town for missed signatures. No more initialed changes to smudged contracts, illegible handwriting, over faxed contracts, or lost documents. With dotloop, the traditional paper trail is online, and all parties to a transaction can collaborate in one space. You can be out of town and still keep the negotiation or closing process moving as long as you have Internet access.

Do you bank online? Do you file your taxes online? Dotloop offers the same level of security with your confidential real estate transaction documents. Every change, initial, and signature is stored and available for up to 7 years.

To make the showing process as efficient as possible, set the expectation with the buyer before looking at homes. Use the script below.

Mr./Ms. Buyer, we’ll be looking at about 5–6 homes when we go out. After you see each home, I’ll ask you if you want to buy it. If the answer is “no,” I’ll ask you to tell me what it was that didn’t work for you, so that I can refine our search and provide a better customer experience for you. Does that strategy work for you? As we view homes, there are two things I want you to keep in mind. One, that the 100% house does not exist. A 90%–95% house is really a 100% house. And two, I want you to keep your five must-haves in mind, because these will be your determining factors.

Mr./Ms. Buyer, when we do find the right home, we’ll need to act quickly, and I know you are going to have that feeling of “Well, is there something better out there?” But I have to tell you, the best homes sell right away because they are the best homes. Do you want to see all the homes, or do you want to find the right one quickly?

Mr./Ms. Buyer, before we part company, let’s get out our calendars and set up our next meeting to look for that home you want to buy. If nothing worth seeing has hit the market by Friday, I will call you, and we’ll reschedule for the next Saturday.

Mr./Ms. Buyer, my role as your buyer specialist—and the reason why we met for a consultation—is to sort through the homes that meet your criteria and only show you the best available homes, the cream of the crop. And the best homes on the market go fast, usually in one, maybe two, days. If you love this home, chances are someone else does too! Are you willing to lose the perfect home for you, your WOW home, the one you will absolutely love, just so you can see everything out there?

Mr./Ms. Buyer, remember at our first meeting when we talked about there being no such thing as a 100 percent house? (Refer to the Five Must-Haves sheet.) We identified _______ as being the five must-haves in your new home. Has a formal dining room taken precedence over one of these items? If so, which one? (If yes, you will need to begin a new search.)

I hear what you’re saying and this home does offer you a chance to add your own personal touches. Would it be better for you to pay a higher price for the seller to make the changes or just re-do this one thing yourself to meet your specific needs? Great!

Mr./Ms. Buyer, are you most concerned about the price of the home, or the monthly payment on the mortgage? Of course, the monthly payment, I would have to agree with you. Let me ask you another question: do interest rates generally go up faster than home prices come down? What do you think? Yes, no doubt about it. In fact, interest rates could rise one percent tomorrow, right? Well, home prices would have to come down 10 percent to make up for a one percent rise in interest rates. So if you are looking for a $200,000 home, do you think interest rates might go up one percent before home prices come down $20,000 in your price range? I would definitely agree with you there. So let’s do the right thing and make an offer today before interest rates go up.

You’re right. This is a huge decision. However, I have to give you fair warning with as little pressure as possible. If you are ready to write an offer on this home, other buyers may also be ready to write. Being first to write will make a difference in negotiating the best possible price for you. Is there something specific holding you back? How can I assist you with your decision? If they still want to wait… That sounds good. I will call the listing agent first thing in the morning to see if the home is still available and then I’ll call you. Do you have any questions on the property I can get answered for you? Do you have any other purchasing concerns I can assist you with?

If you have shown more than the average number of homes and your buyers have not made an offer, it is time to go back to the drawing board.

Mr./Ms. Buyer, what you are looking for doesnâ&#x20AC;&#x2122;t exist. So, we have to make a decision: You can step into a higher price point. You can adjust your expectations. You can step away from the home buying process for a year and see what happens. What is the best course of action for you?

Mr./Ms. Buyer, until you have a physical inspection, we will not know how much these items will cost, and we could find additional repairs we may want to negotiate. Consequently, you have three choices: You can offer the seller less money now to compensate for these items. You can ask the seller now for a credit to repair these items using your own contractor. Or, I usually advise clients to wait for the physical inspection and negotiate all repair items at one time. How would you like me to negotiate this offer on your behalf?

Mr./Ms. Buyer, there are three ways to negotiate a transaction. You can make a low offer and run the risk of the seller rejecting it or countering back at full price to compensate. You can make an offer closer to the asking price and be less flexible if there is a counteroffer. If you really want this home and are concerned that another buyer may purchase it, you can make a full-price offer and give the seller what they want. Itâ&#x20AC;&#x2122;s your choice. How would you like me to negotiate this offer?

When your buyer’s offer is countered and your buyer wants to re-counter, it is important that they have the proper perspective. Mr./Ms. Buyer, by countering the seller has essentially just sold you the home for $200.000. If we counter at $195,000, it allows the seller to walk away from you or accept another offer in the interim. It is the risk of selling away your dream home for only $5,000. Are you OK with that risk?

Good morning/afternoon, it’s _____ (name) with Keller Williams Realty. We have an offer here for your review. I’m going to go through the offer with you — is this a good time? Now, the offer they came in with is $_____ (offer price). They’re putting $_____ as earnest money and ___% as the total down payment. They want to close on ________ (date) and they’re asking for _____% in repair limits. What do you think?

Never criticize or show a negative attitude about a low offer. Present all points of agreement first before discussing pricing or other disagreements. Now, that’s lower than our asking price, but it is an offer so we need to decide what you would like to do.

I will urge you to consider this offer very carefully and consider the value of meeting your moving goals; in the long run, meeting your overall goal of selling your home is the more critical need, correct? Your property has been on the market now for ___ days, and the average time on market for this area is ___ days. Buyers are going to look at this same data, they’re going to see that your neighbor’s house sold for only $_____, and the house around the corner sold for $_____. They’re going to want to pay fair market value compared to these other sales. If you accept this offer, the probability of closing and meeting your goal is 100 percent. You want to meet your goal, right?

We look at any offer as a positive thing, initially. We always recommend a counteroffer instead of rejecting an offer. It may be that we can negotiate this up to where we need it to be. Let’s put together a solid counteroffer. We need to get it back to them quickly to keep things rolling and see if we can make this offer work. I think the thing to focus on here is the price you want to get for your house. Putting this offer aside, if you could get this home sold and closed in thirty days, what would you feel comfortable selling it for today? Let’s put together a counteroffer that would put us in the range where you feel comfortable. Remember, not all offers are going to work, but it is a good sign that we’re getting an offer. You’ve made this person’s list as a house that they thought was one of the best homes for the money. I’ll call the other agent, and ask them how they came up with that price.

Good morning/afternoon, _______ (buyer agent). This is _______ with Keller Williams Realty. Thank you for your offer—we appreciate it. It was quite a bit lower than what the seller had hoped.

Pause and see if you can get them to agree with you.

The sellers have come back with a reasonable counteroffer that should work. The seller is countering back for $ ______. The rest of the terms in your offer are fine except for__________. This is something that will work for everybody — your buyer is getting a home within market, the seller is selling at a reasonable price, and we can all move forward to get this closed, wouldn’t you agree?

I’d be more than happy to write that into the contract for you. I feel when you start involving people’s personal property it becomes more emotional. When you’re asking for their antiques and their furniture, it’s different than asking for their refrigerator or their washer and dryer. I don’t like to get involved in personal property. If those are items that you want, let me call the other agent and see if the sellers are even willing to part with the items before we actually put it in the contract. If the other agent says, “They might consider including the items for the right price,” then we can throw it in there. How do you feel about that?

I understand you are a little concerned about the inspection report. I recommend that we negotiate for a dollar amount so we can be in control of who addresses these issues. We need to focus on the big items — heating, air-conditioning, and the roof—discover what amount of money we’ll need to accomplish these repairs, and counter that amount back to the seller. If there are really big issues, it may be that we do need to walk away, but you shouldn’t be alarmed just because the list is long. The seller is required by the Real Estate Commission to point out all items. But we’ll have to determine whether the items will affect the house long-term for you.

I understand this is important to you. In my experience, repairing this item typically costs about $700. While that’s not inconsequential, is it worth losing this house? All things being equal, if the seller had a competitive offer for exactly $700 more and gave you the chance to match that offer in order to keep the house, wouldn’t you want to match that offer?

I pulled up the information on what has sold in your price range since I put your house on the market. Ten (insert correct number for your scenario) houses have sold since then. Obviously, your house was not what these people were looking for; we didn’t create enough value for your property compared to what they bought. But we have an offer on the table now. It may not be exactly what you hoped for starting out, but let me go over the information with you. There are offers that will come in low. Often, the buyers are making an offer based on the advice of a friend or relative. We’re not going to turn them away because they’ve made this low offer. We know that they really like your house or they wouldn’t have made it. We have the opportunity to sell your house if we can negotiate to the price that you need. We’re going to make a counteroffer back to them, in writing—one that will reflect the price that you would like. We’ve already seen the price that they would like to pay. I recommend that we counteroffer and try to get them up to the price that you would like. What’s the bottom-line price you would consider? Then let’s leave some negotiating room above your number. Most counters go back and forth 2–4 times.

We’ve received a repair request. The buyers have had a structural engineer take a look at the house, and the engineer is recommending that eight piers be put underneath the home. What I know from my experience is that piers cost approximately $XXX apiece. I can recommend to you some people who can give you bids within the next several days, then we can get back to the buyer within their option period to let them know whether you think this is something you can take care of. And then we can get this house sold. We don’t have to listen to the structural engineer, but the fact that we have a structural engineer report means that it has to go with the seller’s disclosure. If you decide not to put in any piers, perhaps you’ll want to get your own structural engineer out there and get his opinion. Then if we can compromise with the two structural engineers’ recommendations, we can call the buyer back and try to negotiate this— maybe you pay half and they pay half. Somehow, try to work this out with the buyer. If this contract does terminate, then you must amend your seller’s disclosure because now you have a report in hand stating that you are aware of foundation issues. This will have to go to any potential buyers from here on out.

You know, the buyer in this offer is asking that you leave that stove that youâ&#x20AC;&#x2122;re kind of attached to, and that light fixture in the dining area. I know those are items youâ&#x20AC;&#x2122;d like to take with you when you leave. Are you willing to replace that light fixture in the dining room? We could put something else up there that is a comparable light fixture, or give the buyer a credit back for that. Let me go back to them and tell them you really want to keep those pieces of personal property, and see if we might keep this deal together that way.

Thank you for taking the time to chat with me today. It was great to catch up with you and let you know what I’ve been up to with my business. I’m thrilled to be with Keller Williams and I am available to you at any time, to be an asset and resource to you, your family, and your friends. Please call me whenever a question or need comes up. I’ll stay in touch. I appreciate you and I wish you all the best.

Thank you for taking the time to chat with me today. It was great getting to know you and I look forward to helping you. Please know that I am available to you at any time, to be an asset and resource to you, your family, and your friends. Please call me whenever a question or need comes up. I’ll stay in touch. I wish you all the best!

Thank you for taking the time to chat with me today. It was great getting to know about your property and I look forward to helping you any way I can. Please know that I am available to you at any time, to be an asset and resource to you. Please call me whenever a question or need comes up, and if you don’t mind, I’ll stay in touch to see if I can be of assistance. I wish you all the best!

Thank you for taking the time to chat with me today. It was great getting to know about your property, and I look forward to helping you any way I can. Please know that I am available to you at any time, to be an asset and resource to you. Please call me whenever a question or need comes up, and if you donâ&#x20AC;&#x2122;t mind, Iâ&#x20AC;&#x2122;ll stay in touch to see if I can be of assistance. I wish you all the best!