Week 2 Prospecting - Instructors

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Session 1 Assignments

Dialog Practice __________________________ __________________________ __________________________ __________________________ Other Assignments Bring in your list of people (Your BOB)

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Prospecting - Customer Creation

Recurring Customers through Recurring Activities CEO

COO

COO

CEO

“DATABASE”

CEO

COO COO

CEO

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Recurring Activities The Successful Agent

Successful agents have recurring habits and activities which allow them to grow their business each year. These activities are grouped into five general groupings.

PROMOTE constantly.

1. Successful agents ______________ RELATIONSHIPS 2. Successful agents build __________________.

VALUE 3. Successful agents provide _________________.

SKILLFULLY 4. Successful agents sell ________________.

FASTIDIOUSLY 5. Successful agents serve _________________.

PROMOTES CONSTANTLY ACTIVITY that provides encouragement for the Promotion: ____________ AIM ADVANCEMENT of a cause, venture or __________. ________________

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Recurring Activities The Successful Agent

There are three types of Promotion: 70% RELATIONAL ( _______of time and money devoted here) 20% of time and money devoted here) CONVENTIONAL ( _______ 10% of time and money devoted here) DIGITAL ( _______ GEOGRAPHICAL investment.

Conventional promtion is a ________________ • Signs • Print Ads • Radio • Television • Sponsorships • Branding Digital Promotion requires a ________ SOLID social media presence.

• Facebook • Linked In • Twitter • www.

Relational Promotion

ACQUIRES relationships & _____________ MAINTAINS relationships _____________ © Copyright 2016 all rights reserved

Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Recurring Activities Promotes Relationally

In order to acquire and maintain relationships, we must establish a list of recurring activities.

BUSINESS These activities will be recorded and measured in our ___________ SHARPER ____________ AGENT PLAN __________, and managed through __________ or your contact manager of choice.

MINIMUM __________ DAILY Remember the __________ activities are: 5 phone calls, ___ 3 handwritten personal notes, and ____ 1 addition to ___ your BOB or database.

The quantity (or standard of practice) will be determined by your Business Plan. The minimum may produce minimum results for you so you must evaluate and adjust.

WEEKLY The minimum ___________ activities are: 1 lunch or coffee. ____ MONTHLY The minimum ______________activity ONE is __________ mailing, or e-newsletter, or something of value you can share.

QUICK _________ VISITS _______ quantities are determined by your BOB or database. Š Copyright 2016 all right reserved

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Prospecting - Customer Creation

Recurring Customers through Recurring Activities

“DATABASE”

CENTER or ___________ LIFELINE to our Business.

Our BOB is the __________ The quality of how you maintain your BOB is in direct relationship to the QUALITY and _______________ CONSISTENCY of your business. __________ ADDING Maintaining your BOB is a consistent activity of ____________, SORTING and ________________.

QUALIFYING ___________, Your BOB is not a list of names, it is a database of potential, current, and REFERRAL past clients, and most importantly a database of our ____________ SOURCES ____________.

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Book of Business

Sorting and Grouping Your Database Who is in our BOB, can we sort them in groups, and what would they be.

Example of groups: A+’s = those that have referred clients to us, and continue to do so on a regular basis.

Also could include current clients that give us multiple transactions. This is probably

a small group, no more than 10- 20% of our BOB. A

= those that will absolutely refer to us

B

= those that we think will refer to us if they knew how

C

= new additions to our BOB; we must qualify them to move up to A or B’s

Past Clients Future Clients

Group according to interest:

Church Golf

Little league Cyclist Poker

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Book of Business Target Your Focus

PEOPLE Prioritize your ________________.

TIME

so you can prioritize your ___________________ ACTIVITIES

so you can prioritize your __________________

D C B A

A+

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Book of Business

Sorting and Grouping Your Database The A+, A, B, C’s are those that we fold into our recurring activities for the purpose of building our referral base. The other groups will fall into campaigns and other select activities. Our priority is our A+, A’s & B’s.

Remember each name can be assigned to multiple groups.

The difference between success and failure in the arena of contact manDISCIPLINE agement is ______________.

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Recurring Activities

Who, What, When and How

As we review each type of activity, we will address: WHO: do you …call, write, visit, mail, connect…

WHAT: do you…. say, write, send, give...

Complim ents of Dan

AMERIC Shanner

THE MAG

AZINE CELE

BRATING

WHEN: how often

Good-for-Y ou Recip

es - pg.

10 | Dinn

LIFE IN

er Sleigh

AN LIFE

STYLE

AMERICA

Rides in

Colorado

- pg. 6 |

Chilled

Castles

- pg. 24

| Art and

ISSUE 61

Architectur e - pg. 38

ISSUE 61 $5.95 US CANAD A/FORE IGN $6.95

678

61

12345

67890

678

HOW: do you manage or track your activities... what tools can we use.

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Recurring Activities Monthly Item of Value

Item of Value: Being a “trusted advisor” or the “real estate Professional” is the goal of your communication.

All of your monthly communication should have “Value” to your audience, and show you as being competent.

Complim ents of Da n

AMERIC

THE MA GAZINE

Item of Value Examples: • • • •

Newsletters (Personal, Semonin, or Sharper Agent) Market Snapshots From Your Friends postcards, American Lifestyle Magazine Other items displayed in class

Good-fo r-You Rec ipes

ISSUE 61 $5.95 CANADA/FO US REIGN

CELEBR

- pg. 10

ATING

| Dinner

Shanner

LIFE IN

Sleigh Rid

AN LIFE

STYLE

AMERIC A

es in Col

orado -

pg. 6 | Chi

lled Cas tles - pg.

24 | Art

ISSUE 61

and Arc

hitectur e - pg. 38

$6.95

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Items of value should make the personal contact enjoyable.

61

12345

67890

678

The biggest mistake agents make is they want to have their written communication produce ALL of their RESULTS. When an item of value is followed by a personal contact, it will CREATE a result.

Who: What: When: How:

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Recurring Activities Phone Calls

Phone calls: It is always much easier to have a reason to call.

Practice with partners and role play calling your BOB. Review and create dialogs.

These calls may not always be scripted, but know the reason for calling, it may prevent you from stumbling or getting into a lengthy conversation.

Phone call dialog starters: • “did you get the thing about the thing?”

• Found something of value that I would like to share...

• Anniversary – of their new home purchase, wedding...

• Birthdays, spouse and children birthday also • Recognition – of an accomplishment, spouse and kids • _________________________________________ • _________________________________________ • _________________________________________ • _________________________________________ • _________________________________________

+

“Marketing plus phone calls = Prospecting” Semonin Way Trainers

Who: What: When: How:

Birthdays/ Anniversaries

Monthly Newsletter

B.O.B. Follow Up Notes Quick Visit Follow ups

Follow Up Phone Call

Just Checking on You

Holidays/ Seasonal Topics

Lunch/ Coffee Follow ups Market Stats or Snapshots

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Recurring Activities Handwritten Notes

There is power in a handwritten note. Think of how you treasure the greeting cards you have saved from children, spouses or friends. It’s not the printed verse on the card, but rather, you scan quickly to the handwritten note. Take the time to write notes, EVERY DAY. It will pay off for your business, but most importantly in the strength of the relationships you build.

There can be several opportunities that will allow you to drop a note and connect with your database. This is the purpose; we are connecting and building relationships. It’s a great way to live your life and a terrific way to build business relationships. Notes should be brief, just two – three lines, and ALWAYS include your business card.

Types of personal notes: Impromptu notes are usually generated by a meeting, event or phone call.

Examples:

•

Just a note to say Hi!

•

Was good to see you …

•

WOW! I did not know you had a superstar…

•

I noticed the new landscaping…

•

I tried calling you today, sorry I missed you, I just wanted to say…

•

It was great playing _______ with you today, you have really improved

•

I really like what you did with the shop…

•

It’s been awhile, just thought I would say Hi…

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Recurring Activities Handwritten Notes

Thank you notes: No better way to reinforce or strengthen a relationship but by recognizing someone’s action or kindness, especially REFERRALS! Some ideas for thank you notes: • Referrals • Gifts given • Thanks for the (letter, article, information sent, etc.)…

• Thanks for the call today, it was great talking to you • Thanks for taking the time to…

• Thanks for being such a good client…

• Thanks for having your home in great shape for the open house…

Events: Notes for recognizing events, birthdays, anniversary, graduation, sports achievement, new addition to the family, wedding,etc.

List other ideas for recognition, or events: Who: What: When:

+ +

“Marketing plus phone calls plus hand written notes = Double Cheek Prospecting” Semonin Way Trainers

How: Personal E-mails or Texts: Personal emails and texts are another approach to staying in contact. They should never replace, nor are as meaningful as, personal handwritten notes. The impact of those contacts is significant because they can be timelier. Talk about instant gratification! Thank someone immediately, congratulate someone immediately, and recognize accomplishments immediately. Know your audience, Generation X and Y would prefer text over email, they relate email to “work”. © Copyright 2016 all rights reserved

Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Recurring Activities Lunches/Coffees

Treating someone to coffee or lunch can be invaluable. It’s not always about business; again it’s developing and strengthening your relationships.

GRAB A COFFEE

Before: Develop a professional greeting. You’re calling to connect relationally. Keep it short.

Have a place in mind and be flexible.

During: Be conversational. Ask lots of questions and take notes as needed.

After: Follow up with a personal note. Record any notes in contact manager. Always be looking for opportunities to fill a need.

LUNCH (past clients/potential or inactive clients)

Before: Be upbeat about the market. Let them know about the inside information you have.

Know this is not a sales call but a service call.

During: Purpose of appointment is to provide information and value about the market. As a courtesy, provide a basic market analysis.

After: Write a personal note. Send any promised information electronically or in the mail.

Send more thorough information or analysis of their home if interested.

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Recurring Activities Quick Visits

These may be times that you stop in for a brief visit. If you bring something of value it creates a purpose for the visit. This is a “quick visit” and not a lingering stop. Should take no more than a few minutes. Plan several at a time so you have a reason to move one. Discuss and brainstorm items of value that you can leave...

• Books, something that is relevant to the relationship • Food (small seasonal things, such as cookies, ) • Seasonal cards or small gifts, Valentine’s day (for the kids), St. Patrick’s Day, Derby Day, seeds or a

small plant for spring planting, water safety kit, summer barbeque kit, gardening gloves, Christmas

ornament, etc.

• Informational flyer “Keeping Current Matters” • Magnets • Sport schedules • _______________________________________________ • _______________________________________________ • _______________________________________________ • _______________________________________________ • ______________________________________________

Who: What: When: How:

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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Assignments - Session 2 - Student Semonin Way Activity Tracking Dialog THANKS FOR Practice

COMING TODAY!!

NOW...

ASSIGNMENTS

Quick Reference Guide

Be Prepared to Practice any of the dialog

Other Session2 Assignments

1. Write your office/team sales manager a handwritten note and send to them through inner-office mail and say whatever you want to say about the first three weeks of the Semonin Way. They must receive the note before next Tuesday.

2. Bring your new names added to your Book of Business over the next week.

3. Bring your example of a quick visit item and/or a unique item of value to the next class.

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Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Assignments - Session 2 - Reviewed Semonin Way Activity Tracking

Dialog Practice

Quick Reference Guide Be Prepared to Practice any of the dialog

Other Session 2 Assignments

1. Write your office/team sales manager a handwritten note and send to them through inner-office mail and say whatever you want to say about the first three weeks of the Semonin Way. They must receive the note before next Tuesday.

2. Bring your new names added to your Book of Business over the next week.

3. Bring your example of a quick visit item and/or a unique item of value to the next class.

_________________________ Agent Name / Office

______________________________ _______________________________ Agent Signature

Manager Signature

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Prospecting - Recurring Activities: The heartbeat of your business...recurring activities.

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