Glover U Sales Rocket

LETTER FROM JEFF

Greetings SalesRocket Attendee!

Welcome to the first day of the rest of your life.

During this six week program you will be exposed to everything you need to know and do to take your business to the next level. What started out as a program exclusively for our team has now been opened to the public. Why would I do this? The answer is simple. My passion for training and coaching others to accomplish what we’ve accomplished has exceeded all other passions in my life. I believe in living an unreal and an abundant life and I want everyone we come in contact with to do the same.

Prior to building out the Skills, Leads & Systems Program, our agents were all trained on and operated from an original 20 step system called the “Jeff Glover Sales System”, created back in 2009 and later updated in 2014. If you are not familiar, our sales team has been ranked the #1 home selling team in the state of Michigan, ten years in a row now, of all Real Estate brokerages and brands. However, what we are more proud of, and probably the reason for the popularity of our SalesRocket program, is our per agent production. Most teams closing 1,000+ homes per year have 50, 75 or even 100+ agents selling only 10-20 homes per year, but our team has consistently operated at or around 32 transactions per year, per agent.

If you are a leader, broker, lead agent, etc. I want you to take this program, master it yourself and turn around and teach it to your people. While we would love to come see you every time you have a new hire, we know that’s not realistic and therefore want you to study and apply our material in a way that you can live it and breathe it in your own environment so you don’t need to hire us every time someone starts. Having said that, we do have a digital (and interactive) version that you may purchase for future use with your new hires, we have several brokers and teams around North America that use the SalesRocket program as their training platform for all of their new hires.

Finally, to get the most out of this program, I have two very important recommendations for you. One, never miss a session, meaning come back from breaks on time, stay until the end, etc.. you never know when you could miss the most important point of the day. Two, complete all of the homework. I can tell you it is the single greatest difference between someone who just scratches the surface with this material and someone who ends up having a breakthrough year (or career!).

We look forward to spending the next six weeks with you and can’t wait to watch your growth personally and professionally!

Live Unreal today and always,

Jeff Glover

RULES TO LIVE BY

1. Show up on time and be mentally, physically, and emotionally present at least 5 minutes prior to the start of each session so we can begin on time.

2. Never miss a session! Each session builds on the previous one and missing one will put you behind.

3. Remember to flip the switch at the door! It doesn’t matter what happened to you the night before, or during today’s event. Please be courteous to everyone’s learning experiences, including your own by not bringing outside issues into the room.

4. Utilize the breaks for bathroom and cell phone use. Every 90 minutes or so there will be some type of break, so there is no need to be up wandering around during a session. Besides, you never know if you will miss the best point of the day!

5. All cell phones should be placed on silent. Nothing distracts the learning experience more for you and those around you than when you are on your phone.

6. No stinkin’ thinkin’! Sometimes, you’ll hear something that you don’t agree with or will feel the need to ask those around you their opinions to justify yours. Someone else may be totally open to a new way of thinking and behaving and being sucked back into the old way of thinking is just no fun and can actually stunt a person’s growth. Misery should have no company!

7. Actively listen & participate, don’t just take notes. Studies have shown that attendees learn and retain information better when they participate and ask questions.

8. Finish all your homework prior to the next session. The homework is designed to put you in a position to master your skills and doing so is a requirement for the program to work for you.

9. Do not share your notes with others outside of the program. You paid good money to be in this program and it’s not fair to the others if the material is in any way copied, recorded, screenshot, photographed, etc for purposes other than to promote that you are in the program (social media promotion is acceptable). No audio or video recording is allowed during the sessions and anyone caught doing so will be removed from the program.

10. Finally, have fun and keep an open mind! The more you open your mind the better chance you have of growing and performing at a higher level.

MOST IMPORTANTLY...

Name:

RULES OF GRADUATION:

1. Attend the Morning and Afternoon of each of the six sessions and/or

2. Complete all homework assignments prior to the completion of the program

LEGAL STUFF

Glover U, its coaches, speakers, representatives, staff, etc are not acting as brokers, advisors or legal representatives in any way during the duration of the program and instead are making suggestions of ways to do business based on a proven system. We recommend that attendees always consult with their broker or leadership team on the application and implementation of any of the suggestions by Glover U and its representatives.

Glover U suggests that all attendees check with their broker or leadership team before implementing any prospecting, lead generation, marketing, promotion, dialogues, systems, etc to confirm that all recommendations from Glover U and its representatives are legal in your city, state or province.

Glover U recommends that all attendees get familiar with all current Telephone Consumer Protection Act and Do Not Call laws and we encourage attendees to meet with their leadership team or broker prior to making outbound phone calls, text messages, emails, etc to ensure compliance with current regulations.

Money Back Guarantee

• All attendees are eligible to take advantage of the SalesRocket Program’s money back guarantee so long as they meet the following criteria:

• Attendee is on time to every session and does not miss any portion of the six days of the program, no exceptions.

• Attendee completes all homework assignments prior to the start of the next session.

• Attendee must actively listen and participate in each session.

• Attendee must make at least 50 contacts per week to the lead sources taught in the program.

• Attendee must be a full time agent and not have any other “side hustles” or commitments that would otherwise interfere with running a successful Real Estate business.

• Attendee must meet with their leader, mentor, broker, coach, etc at least once per week to review their progress and implementation of the Glover U System.

Should all of the above be met AND the attendee has not written an offer, signed a buyers contract or taken a listing within 30 days of completing the program, attendee is eligible for a full refund of the program fee, minus materials cost.

FREE RESOURCES

RESOURCE:

RESOURCE:

RESOURCE:

RESOURCE:

RESOURCE:

HASHTAGS: HOW TO WIN:

Master this 22-point checklist and serve your buyers better by helping them put together offers that simply cannot be overlooked.

Earn more business and referrals throughout the year with our quarterly database plan template.

Free social media guide and content calendar, full of content ideas specifically curated for real estate agents.

JEFF’S SCRIPT BOOK

Jeff’s exact script book, including scripts for expireds, FSBOs, past clients, listing presentation, objection handlers and more!

Tune in weekly to hear from Jeff Glover and other top producing real estate agents and leaders from across North America.

GLOVER U INNER CIRCLE

Join our Private Facebook Group for agent referrals, roleplay partners, exclusive content and a direct line to our Glover U coaches.

All free resources are available online: gloveru.com

JEFF’S MORNING MESSAGE

A daily (Mon-Fri) message from Jeff himself, focusing on real estate sales and business tactics.

Build your own 5-Star Review program and watch your online reviews skyrocket. Boost your SEO and help more people find you.

Subscribe to the Glover U YouTube Channel to gain access to skill building content, webinar replays and more!

GLOVERISM:

GLOVERISM:

GLOVERISM:

GLOVERISM:

GLOVERISM:

GLOVERISM:

GLOVERISM:

GLOVERISM:

Planning For Your Unreal Personal & Professional Life

Why

SalesRocket? What does it mean for your business?

SKILLS:

LEADS:

SYSTEMS:

“The moment the commission check becomes more important than the customer, you’ve lost.” - Jeff Glover

Live Unreal Formula: Determining Your “Why”

Before we get into the tactics, we have to understand that everything that we are going to cover over the next six weeks means NOTHING until we have a full and complete understanding of WHY we are doing what we do. Glover U has a formula to help you understand exactly why you will put in the extra time, effort and resources to take your business to the next level. It’s called the Live Unreal Formula and until you get real with what it means to you, nothing we are going to cover in the next six weeks will matter.

gloveru.com

1. What is my Income Goal for This Year?

2. What is my Transaction Goal for This Year?

3. Assuming I hit my income and transaction goal, what options will it provide me? What does accomplishing it do for me and the people I care about? Think about things you would put on your vision board (things to do, places to go, things to have, experiences, etc)

4. Who do I need to become to turn into my Unreal Self (the Best Version of Yourself)? What Behaviors, Habits, Beliefs and/or Relationships need to grow and/or change?

5. What does My Unreal Life (“A life so amazing, it’s almost unbelievable,”) look like? Be specific.

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

Goal Setting In Today’s Market

During the Live Unreal Formula activity you put together what income level you’d like to achieve, what options that income would provide you, who you would like to become during the process and ultimately, what your unreal life will look like when you follow through on your commitments.

During this portion, we focus on the first and second rung on the ladder, income & transactions, because without accomplishing what you need to accomplish there, the formula doesn’t work.

Follow these 7 steps in the Glover U Goal Setting System:

1.

Goal Setting: Needs and Wants

In order for goal setting to make sense and be real to us, we next need to understand what is necessary and how many transactions are needed to accomplish both our needs and wants. We do this by completing the “Needs & Wants” activity.

A. Monthly Cost of Living:

B. Total Outside Income:

C. Subtract A from B:

D. Total Up Monthly Cost For Goals:

E. Total Monthly Needed (C+D):

F. Average Net Commission Check:

G. Total Units Needed Monthly (Divide F into E):

H. How Many Written Each Month (After 20% fallout):

Now that we have your total written number, let’s get your business plan put together so we can start taking action on your goals.

“Spend less time comparing yourself to agents in your office + more time comparing yourself to agents around the country.” - Jeff Glover

KNOW YOUR RESULTS

KNOW YOUR NUMBERS

1

2

3

4

5

6

KNOW YOUR MARKET

BUSINESS PLAN: 2024

SOCIAL MEDIA GUIDE : PURPOSES FOR POSTING

Why should people follow you?

Community: Don’t forget to geotag!

• Selfie from a restaurant you tried in town

• Photos from a community event you attended (gallery/ exhibition, food truck rally, fun run, festival...etc.)

• Best grilled cheese in town / best burger...etc.

Educate | Entertain | Motivate | Build Trust | Promote the Community

Post Ideas:

Build Trust:

• Personal news or update

Motivate:

• Seller challenge

• Client testimonial

• Best value of the month

• New listing (geotag)

• Why now is the time to buy or sell

• Just sold (geotag)

• Community events

• Good community news

• Buyer in front of new house (tag buyer)

• What’s happening with the economyhow does it impact real estate

• Buyer at the closing table (tag buyer)

• Interest rate update

• Open House

• Market statisticscreate urgency!

• Seller story (geotag)

• Best Italian/Mexican/ Chinese/Pho...etc. restaurant

• Buyer story (geotag)

• Repost your team posts

Entertain:

• Holiday message

• Pet post

• Family post

• Throwback Thursday

• Home tour video

• Client events

• Contest/Giveaway/Poll (would you rather, this or that...etc.)

• Most expensive property of the month

• Before and after

• Behind the scenes

Educate:

• Home maintenance tip (could use a personal example!)

• DIY tip (could use a personal example!)

• Buyer tip

• Seller tip

• Buyer FAQ

• Seller FAQ

• Biggest return on investment for sellers

• Free resource (checklists, how-to/DIY)

• Debunk a homeowner myth

• Market Update

STEP 4 - A

DOUBLE DOWN PLAN

SOURCE(S) TO DOUBLE DOWN:

TIME + EFFORT:

RESOURCES:

SKILLS:

Know your numbers (or use these as a guide):

NEW TO 24 MONTH ASSOCIATES:

Seller:

• Pending to Closed: 80%

• Signed (Listing Taken) to Pending: 70%

• Met to Signed: 45%

• Set to Met: 75%

Buyer:

• Pending to Closed: 80%

• Signed Offer to Pending: 50%

• Met to Signed: 25%

• Set to Met: 75%

5+ YEAR ASSOCIATES:

Seller:

• Pending to Closed: 90%

• Signed (Listing Taken) to Pending: 85%

• Met to Signed: 65%

• Set to Met: 85%

Buyer:

• Pending to Closed: 90%

• Signed Offer to Pending: 75%

• Met to Signed: 45%

• Set to Met: 85%

2-5 YEAR ASSOCIATES:

Seller:

• Pending to Closed: 85%

• Signed (Listing Taken) to Pending: 80%

• Met to Signed: 55%

• Set to Met: 80%

Buyer:

• Pending to Closed: 85%

• Signed Offer to Pending: 65%

• Met to Signed: 35%

• Set to Met: 80%

JEFF’S MORNING MESSAGE

BUSINESS PLAN: 2024

STEP

ADD / SUBTRACT A SOURCE

SOURCE TO ADD:

SOURCE TO SUBTRACT:

BUSINESS PLAN: 2024

STEP 5

NEW SOURCE OF BUSINESS: 2024 PLAN OF ACTION

Recommended: Hybrid Farming | Social Media/Video | Open Houses | Expired | FSBO | Internet Leads

Choose one new source of business and write out the steps necessary to get started.

SOURCE

STEP 1

STEP 2

STEP 3

STEP 4

STEP 5

STEP 6

STEP 7

STEP 8

STEP 9

STEP 10

What is one thing you can do each month to add value?

How many contacts will you add in each category in 2024?

BUSINESS PLAN: 2024

STEP 8

VIDEO / SOCIAL MEDIA STRATEGY

See Social Media Guide in Resources section.

WEEKLY VIDEO PLAN (1/WEEK X 48 WEEKS)

WEEK 1

WEEK 2

WEEK 3

WEEK 4

DAILY SOCIAL MEDIA PLAN (1/DAY X 48 WEEKS)

MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

STEP 10 - A

FINANCIAL MODEL - INCOME EXPENSES

Commission Revenue

Other Revenue

Other Revenue

Total Net Revenue

Vehicle

Advertising & Promotion

Internet Lead Generation

Bank Service Fees

Computer & Internet

Charitable Contributions

Coaching & Training

Staging & Photography

Insurance (gen., liability, etc.)

Phone / Equipment Rental

Sales Promotions / Contests

Office Supplies

Parking

Listing Services / MLS Dues

Office / Board Dues

Meals & Entertainment

Printing & Materials

Office Rent

Professional Fees (attorney/accountant)

Signage

Utilities & Maintenance

Travel / Lodging

Showing Agent

Technology

Miscellaneous

Total Expenses

Net Operating / Taxable Income

LIFE AT THE NEW LEVEL

NEXT 12 MONTHS

Real Estate Realities

We have identified twenty skill sets necessary to succeed in Real Estate. Rate yourself on a scale of 1-10, 10 being you could turn around and teach a class on it because you are pretty much the best thing since sliced bread and 1 being you have absolutely no idea what we are talking about. Feel free to be hard on yourself, this will help us in helping you!

How

did you do? Here’s the formula to get better:

WRITE YOUR SCORE HERE:

<125

If you scored less than 125, I want to mentally prepare you to spend AT LEAST 4-5 hours a week on your homework and review your notes at least twice before the next session.

126-175

If you scored between 126-175, you’re doing okay… star your top three and circle your weakest three. Be prepared to spend 2-3 hours a week on your homework and review your notes at least once before the next session.

176-200

If you scored between 176-200, get up here and teach the class… kidding. I want you to circle your two weakest and I also want you to go back and review your scores to make sure you were constructive on yourself, especially if you aren’t hitting your financial goals. @gloveru

Building a Top Producer’s Day

The next step after putting together a strong business plan to follow is to actually put it into action. To do that, we recommend you build your schedule around your business and personal activities to ensure you are taking action on your plan every day you consider a work day.

3 REASONS AGENTS STRUGGLE WITH THEIR TIME:

TOP PRODUCERS BREAK THEIR DAY INTO THREE PARTS:

PART ONE:

PART TWO:

PART THREE:

1. A.

2. B.

WHAT SHOULD BE INCLUDED IN A TOP PRODUCER’S DAY?

“When the market slows down, take more market share from your slowing competitors.” - Jeff Glover

JEFF’S MONDAY-FRIDAY SCHEDULE

6:00 am Wake & get ready

7:00 am Leave for the office / Role-play during commute

7:30 am Arrive at office / Accountability call

7:40 am Prepare your contacts

7:59 am Assume the position

8:00 am Start dial session (Prospecting)

9:30 am Mindset Break

9:45 am Continue Dial Session (Prospecting)

10:30 am Lead follow-up

11:00 am Content creation (Writing copy or outline) NO POSTING!

11:30 am Acknowledgments NOON Healthy lunch / Workout / Time with family 2-4 pm Admin & Social media (Closings, walkthroughs, inspections, paperwork, posting, etc.) 4-5:30 pm Doorknock if you have NO appointments / Capture footage 5:30-7 pm Appointments / Capture footage (Lead follow-up any HOT leads)

*After time with family, post to social media or hire it out.

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2.

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5.

6.

7. 8.

Own The Weekend, Win The Week: Jeff’s Weekend Schedule

Most agents take the approach that they are “available” on weekends, and they should be because that’s many times when buyers want to see homes and sellers want to check a chore off the list. Jeff recommends not just being available but having a schedule that you follow, with a start and end time, just as if it was a weekday. No, we don’t recommend you work seven days a week or even six but since we are going to be putting in some time on the weekends, it will be more effective if it’s scheduled and becomes a successful routine for you.

TIME TASK

DOWNLOAD THE NEW GLOVER U APP

Gain FREE access to all of our Premium Resources, including Jeff’s Morning Message!

The Glover U app is available on the Apple App Store and Google Play. get the app!

HOMEWORK

Go sign up for the Free Resources mentioned during the opening session if you haven’t yet.

Write out the Glover-Isms 1x per day until they are stuck in your head - you will thank us later for this one!

Share your top 3 (can only pick 3) Real Estate skills and your weakest 3 with your accountability partner and ask this question… “What makes those three your best and what makes those three your weakest?” Listen to their answers and provide feedback!

Share your written and closed unit goals with your accountability partner as well as your income goals and why they are important to you - don’t be shy about your Unreal Life!

Complete your Business Plan.

Get with your spouse or significant other and write out your new weekday and weekend schedule (This can be found in your Sept-Dec business plan) that fits your personal lives and provides the level of balance you need to have a successful relationship with your family and your business and share with your accountability partner.

Get with your Live Unreal Formula partner and pick a time to talk each day for 15 minutes between now and the next session. For week one, your conversation should revolve around your business plan and what you are doing to take action on it each day.

Continue with your current lead generation routine and report to your partner how many contacts a day you are currently making on average. Please note we get into lead generation next week so you might as well get a head start!

Join the Glover U SalesRocket Live Facebook Group

Bring proof of your completed homework to each session!

Personal Presentation & Lead Generation

Ah-has & Success Stories

AHA:

AHA:

AHA:

SUCCESS:

SUCCESS:

SUCCESS:

@gloverucoaching #gloveru #salesrocket gloveru.com

@gloveru

Personal & Professional Presentation

Before we get into our best Lead Generation and Lead Follow Up strategies & tactics, we first have to check our presentation. No, I am not talking about your listing or buyer presentation, we’ll get into that later, I am referring to your overall presentation online, on social media and how you show up in person. There’s no value in talking about lead gen or going on appointments until we fully understand the value of our overall presentation.

Imagine this scenario for a second..

In 2010, consumers asked their neighbors, friends and relatives about you and your company AFTER you left their home…

In 2015, consumers googled and researched you AFTER you left their home… Today, consumers are googling, researching, facebooking, etc BEFORE they will agree to meet with you. Therefore our presentation skills are just as important if not MORE important than ever before.

Moral of the story here… you are being judged constantly by potential consumers and like it or not, every study (and there are literally hundreds) has proven that your overall appearance and the way you carry yourself is part of your presentation. So what should you be paying close attention to? Here’s a list of 10 appearance checks you should be mindful of because, after all, they make up your presentation.

“Spend less time researching models and systems and more time picking one and mastering it.” - Jeff Glover

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4.

5.

6.

Becoming a Master Sales Professional

We have to understand that consumers make decisions on who they are going to hire largely on how you make them FEEL. How do you make someone feel a certain way? Based on what you SAY. Therefore, becoming a master sales professional requires practicing what it is you say over the phones, through messenger or email and in person. To do so, Jeff recommends following the exact same formula that he was taught and still uses with his agents today.

Moving forward, we want to be sales skills based and tech, marketing & service enhanced, not the other way around. You can have the best leads, the best service, the best tech and even the best marketing but with little to no sales skills you will lose to a Glover U trained agent every time.

Sales Dialogues do not need to be complicated or feared, in fact, if we were to sum them up, our scripts and dialogues are really just the following three things, which every real estate professional needs to get good at:

Mastering dialogues involves doing the following three things:

How often should you practice?

Jeff practiced between 30-60 minutes per day for seven years in a row, even while personally selling 100+ per year. The two best methods for making sure you practice regularly are the following:

1. 2.

What does practice look like?

Here are the 10 key rules of Practice and Role-play (the same ones followed by Jeff and his team):

@gloveru

@gloverucoaching #gloveru

What does practice look like? (continued)

Here are the 10 key rules of Practice and Role-play (the same ones followed by Jeff and his team):

FINAL THOUGHT ON PRACTICE AND ROLEPLAY

Knowing your numbers

Knowing your daily activities and results is just as important as your actual sales skills. It’s how you know where your strengths and weaknesses are and what needs to be done each day to accomplish your goals.

DEFINITION OF A CONTACT TODAY:

How do we accomplish this? Meet the Daily Contact Log Sheet on the next page…

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

SUCCESS SYSTEMS

DAILY CONTACT LOG SHEET

DAILY CONTACT LOG SHEET

Appt. Date:

Appt. Time:

LISTING LEAD

Date Set:

Generated by: Source:

Husband: Wife: Last Name:

Spoke with: Husband Wife Both Divorced

Address: City: Zip:

Phone 1 (cell): Email:

Phone 2: Email:

Style: Square Feet: Garage:

Bedrooms: Bathrooms: Basement: Y N Type:

Acreage: Year Built:

Seller Price Opinion: Current Mortgage Balance:

Personality: Driver Analytical Expressive Amiable

Why they’re moving:

Ideal timeframe:

What if the home doesn’t sell:

Number of showings:

Appointment quality:

Number of offers:

Appt. Date:

Appt. Time:

BUYER LEAD

Assigned to:

Date Set:

Husband: Wife: Last Name:

Address: City: Zip:

Phone 1 (cell): Email:

Source: Number of Family Members: Children Still Living In Home? YES NO

Email New Listings: YES NO

New Home Goal Date:

House To Sell: YES NO

Price Range:

Pre-approved: YES NO

Area(s):

Style: Square Footage: Square Feet:

Bedrooms: Bath: Lavs:

Basement: YES-Finished YES-Unfinished NO

Garage: YES-Attached YES-Detached NO

Additional Comments:

Lead Generation

We are going to dive deep into our top 5 sources of business as we not only recommend them, we know them inside and out. While you’re going to be hearing all 25 of our sources and the five most effective and profitable for us, Jeff does not recommend you try to implement each of them all at once. In fact, we’d rather you double down on a source that you are already seeing results with before introducing a new one, just as Jeff has done with his team through the years. There are actually three ways you can double down on a source of business before adding another source:

Jeff’s current top 25 sources of business in order of transaction count:

1.

2.

3.

1.

2.

3.

4.

5.

6.

Lead Generation

TOP 25 SOURCES OF BUSINESS (CONTINUED)

When you look at the above list of 25, how many are ones you are already familiar with and what are one or two you could see yourself adding, only after exhausting all options for doubling down on the ones that you have proven to have some success with already? Give this list some thought and in the meantime, let’s dig deep into the top five sources used by Jeff & his team today.

Database

Seven years ago if you were to ask Jeff where his and his team’s business came from, he’d tell you advertising, buying leads and prospecting expireds and FSBOs. At that time, Jeff was 15 years in the business and his team had existed for nearly 10 of those but why was database business not mentioned? Because Jeff and his team didn’t have a plan to add value to that group, outside of the normal holiday cards and the occasional calls & pop-bys. Fast forward to today and their database business is the largest (and most profitable) source of business to date and has been so since they started taking this source seriously at a whopping over 400 transactions per year from this one source. So what changed? Jeff and his team made a decision to work their database.

So what does “working a database” actually mean?

Here’s the Glover U three part formula for working a database:

The above formula, although simple, is critical to not just having life-long success in Real Estate but also to having a profitable business that gives you balance and time back in your life. But how do we know how much business we should be doing from our database?

“Outstanding people have one thing in common: An absolute sense of mission.” - Zig Ziglar

1.

2.

3.

The Database Standard Of _____________

For 30 or so years, the standard was 10% and it’s important that we understand why the business we could get from our database is being challenged. Understanding why the number is declining will help us come up with ways to think outside of the box and add more value to this group. Here are the five reasons why the loyalty of your clients to you as their agent is being challenged:

1. 1.

2. 2.

3. 3.

4. 4. 68

Now that we’re clear on WHY we should make working our database a focus, let’s get into the specifics of what particular databases are the best to work based on the return on investment of time and money they provide.

5. 5. PERSONAL PRESENTATION & LEAD GEN

@gloveru @gloverucoaching #gloveru #salesrocket gloveru.com

Adding People To Your Database

As mentioned, one of the ways to do more business from your database is to simply play a bit of the numbers game and just add more people to it and, regardless of your value proposition to them, you will do more business from this group, the larger the group is. The larger your database the more business. Period. So how do we add to it regularly? Below are 21 ways you can add to your database on a regular basis so that you can do more business from that group:

Now let’s talk about how to add value to this group because, afterall, whether you are consciously adding people or not daily, this is a proven way to work your database to get more business from it.

Database Value Proposition

Now that we have a good understanding of what our database should look like and how to get people into it, let’s get into the second part of the formula, adding value to the people that are already there. Below is the recommended formula for adding value to those that are there and is the same formula that Jeff and his team has used to go from less than 100 transactions from their database annually to over 400!

In order to get good at asking for business, we have to know exactly what to say and how to say it. On the next page you will find the exact script used by Jeff and his team and we recommend transcribing, chanting and role playing it regularly!

DATABASE PC/SOI “I HAVE A GOAL” SCRIPT (OR TEXT)

AGENT: Hi ___(their name)______, this is your Realtor,___(your name)___, do you have a moment for me?

SOI/PC: Sure, what’s up?

AGENT: I have a goal to help __(#)___ families this year buy or sell a home here in [YOUR AREA] and I was wondering, who do you know that could use my help?

SOI/PC: hmm…can’t think of anyone right now.

AGENT: I appreciate you taking the time to think about it…tell me...can you think of any relatives, friends or neighbors that may need my help at this time?

SOI/PC: you know I don’t know anyone at this time.

AGENT: Again, I appreciate you giving it some thought. Question…when do you plan on moving?

SOI/PC: probably not for a few years.

AGENT: Understood. I’ll let you get going, I know your time is valuable and before I do I just have one small favor to ask of you…

SOI/PC: Sure what is it?

AGENT: If you do come across someone looking to buy or sell, would you do me a favor and keep me in mind?

SOI/PC: Of course we would, we will send everyone your way!

AGENT: I appreciate you being my ___(client/friend)____ and thanks for recommending me!

SOI/PC: you got it!

AGENT: Goodbye!

Expireds

We cover this one second in the SalesRocket program because although it fluctuates between Jeff’s #2, #3 and sometimes even #4 source of listings, depending on how many are available, it was the very first source that Jeff mastered when starting out and continues to be a source of anywhere from 10-15 listings a month for he and his team.

This source, is without question, the furthest down the “funnel” of any type of source you could work, meaning they are the closest to signing an agreement with an agent. Why is that? Think about it… they have already had an agent out, they’ve agreed to pay a commission, had a sign in their yard, showings on their home, etc… At this point, after they expire, they are going to be taking their home off the market for a bit or will be re-signing with a new agent (or their current one) but either way, they had a reason for moving in the first place and this source is a great one for those wishing to become strong listing agents.

THREE KEYS TO SUCCEEDING WITH EXPIREDS:

1.

2.

3.

Expireds

WHERE TO FIND EXPIREDS:

TYPES OF EXPIREDS:

Once we get in touch with them, what do we say to them? Let’s dissect the Expired Script…

METHODS OF WORKING EXPIREDS: @gloveru @gloverucoaching #gloveru #salesrocket gloveru.com

EXPIRED SCRIPT

Hi, this is _______ with _______ … The reason for my call is two-fold…one...to be sure you know that your home is no longer listed for sale?...and...two...to see what your plans are for the property?

1. Had the home sold … where were you moving to? What takes you there?

2. How soon did you want to be there?

3. (Name) … what do you think stopped your home from selling?

4. How did you happen to pick the last agent you listed with?

5. What did that agent do … that you liked best?

6. What do you feel they should have done?

7. What will you expect from the next agent you choose?

8. I would like to apply for the job of selling your home … are you familiar with the techniques we use to sell over ________ homes a year?

9. When would be the best time to show you … Monday or Tuesday at 4:00?

HOMEWORK

Answer the six questions under the section on “Presentation” in your workbook or in a separate document.

Ask for Role Play partners in the Glover U Inner Circle Facebook Group - Get 3 role play partners (including your Live partner) by Session Three.

Print off 20 copies of the Glover U Daily Contact Log form and start using it each day -

Bring your first set of completed ones to next week’s session (should total 50 contacts)..

Identify one CURRENT source of business you are going to be doubling down on and list what you plan to do to double down on that source.

Identify one NEW source you’d like to implement from the list of 25 sources and write out how you plan to do so.

Write out the Lead Generation script from one of the two we dug deeper on (ideally the one you will be doubling down on or adding to your business) once per day for the next 5 days.

Chant the Lead Generation script from one of the two covered (ideally the one you will be doubling down on or adding to your business) once per day for the next 5 days.

Role play the Lead Generation script from one of the two covered (ideally the one you will be doubling down on or adding to your business) once per day for the next 5 days.

Make 50 contacts between now and the next session to any one of the two sources that we dug deep on in this session (Database or Expireds). Record your results on your daily contact log.

HOMEWORK

Schedule time each day to perform lead follow up and include your results in your daily contact log.

Get with your Session One role play partner and pick a time to role play each day for the next five days. You should plan on at least 20 minutes of time for this. In addition, reconnect with your Session One partner to continue your accountability discussions around your wins and challenges each day while completing the homework.

Bring proof of your completed homework to each session!

Lead Generation Continued, Lead Follow Up, Lead Conversion & The Listing Process

Ah-has & Success Stories

AHA:

AHA:

AHA:

SUCCESS:

SUCCESS:

SUCCESS:

@gloverucoaching #gloveru #salesrocket gloveru.com

@gloveru

For Sale By Owners

For Sale By Owners, also known as “FSBO’s” have always been a top source of business for Jeff & his team, no matter what market we are in and, similar to expireds, is also a decent way down the funnel. The biggest difference between the two is they are not yet convinced that an agent will be a better option for them versus selling on their own but they are definitely an immediate seller opportunity, which makes them another great source for those wishing to be strong listing agents.

There is one absolute MUST in working the FSBO business in order for you to be effective as an agent and that is that you absolutely have to believe that you are going to net them more money and successfully get them to a closing table better than they can. In all sales scenarios, there are always two salespeople present.. The client trying to sell you on their beliefs and you trying to convince them of yours. This couldn’t be more true in a FSBO situation because the FSBO actually believes they are better off without you and you believe they are better off with you. So who will win the sale? The one with more conviction!

WHY AGENTS AVOID FSBO’S:

(common beliefs & misconceptions - let’s clear the air!)

Despite the above, the reality is, we have a lead that wants to sell their home, period and its our job to get to the bottom of their motivation and show them how they are better off with us than without us.

“Outstanding people have one thing in common: An absolute sense of mission.” - Zig Ziglar

Before we get into follow up and appointment strategies specific to this source, let’s cover the exact FSBO dialogues used by Jeff & his team. @gloveru @gloverucoaching #gloveru #salesrocket gloveru.com

1.

2.

3.

4.

5.

FOR SALE BY OWNER [FSBO] SCRIPT

Hi, I’m calling about the home for sale...is this the owner? The reason for my call is two-fold... one, to see if you are co-oping with Real Estate agents that bring you buyers... are you? And two, because we know... that studies tell us ...if you are not successful as a FSBO then you’ll be hiring an agent... so my question is ...what are your plans if you can’t get it sold on your own? How long do you plan on trying it on your own?...

Great! And, when the home does sell...

1. Where are you moving to?

2. How soon would you like to be there? What takes you there?

3. What methods are you using for marketing your home?

4. How did you determine your sales price?

5. Are you prepared to adjust your price down when working with a buyer?

6. Why did you decide to sell yourself … rather than list with a real estate agent?

7. If you were to list … which agent would you list with?

8. How did you happen to pick that agent?

9. If you were to list … what would you expect the agent to do … to … sell your home?

10. How much time will you take … before you will consider … interviewing the right agent for the job of selling your home?

11. What has to happen … before you will consider … hiring an agent?

12. Are you familiar with the techniques we use to sell homes?

13. When would be the best time to show you … Monday or Tuesday at 4:00?

**When speaking with FSBO’s always remember that the value is not just in finding a buyer but in getting the sale to the closing table, something that you do everyday and they do not.**

For Sale By Owners (continued)

In order to win the FSBO you have to understand that these are a slower play than the expired business and the fortune with these is actually in the follow up. It could be argued that the fortune with the expireds is with speed and skill in overcoming objections & closing for an appointment. The best practice for FSBO’s is to get in front of them immediately and follow up every week for 5 weeks. Jeff recommends following the five week FSBO follow up formula to ensure optimal success with this source:

5 WEEK FOLLOW UP FORMULA:

WEEK 1

WEEK 2

WEEK 3

WEEK 4

WEEK 5

Now that you have an appointment set, let’s talk about the best practices for when meeting with FSBO’s.

5.

6.

7.

Internet Leads

Moving on to our number four source of business in today’s market, Online Leads. Let’s start with Jeff’s definition of a lead versus an opportunity today.

LEAD VS. OPPORTUNITY

“Lead” Defined:

“Opportunity” Defined:

A “lead” only becomes a “lead” once we know their “where”, “when” and “why”!

So what type of internet leads should you be working? Here’s a list of the most effective and best ROI sources used by Jeff and his team today.

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

Internet Leads

ONLINE LEAD SOURCES

To better understand how opportunities become leads, we really need to understand the Online Lead Sales Funnel and how to handle them during their stages of moving down the funnel.

Internet Leads

Now that you have an idea of what lead sources you should be working, let’s dig into our best practices for actually working them!

4

RULES TO LIVE BY WITH ONLINE LEADS:

2.

1. 3.

4.

Internet Leads

To Increase your conversion, we recommend you follow the proven A-L-M model. While this goes against traditional wisdom of closing for the buyer consultation first, it will get you more appointments set with online leads, which will lead to more closings later.

A - L - M:

By focusing on just setting the appointment first we have an opportunity to give the client what it is they want and from there can continue following the script to determine where they are looking and what their motivation and qualifications are but not until AFTER the appointment is set. This can be done on the initial call, the follow up call, the reminder call or even at the first appointment if you are willing to spend time with people who aren’t as motivated (or qualified) as you’d like them to be right now.

gloveru.com

BUYER LEAD CONVERSION SCRIPT

Hi, this is NAME with COMPANY. Thank you for inquiring about PROPERTY ADDRESS. When would you like to take a look at it? I have some availability this afternoon or tomorrow..

(IF THEY GIVE YOU THE APPOINTMENT AND RAPPORT IS THERE, CONTINUE WITH THE SCRIPT, OTHERWISE ASK THEM THE REST ON YOUR REMINDER CALL)

Also, while I have you, are there any others that you either drove by or saw online that you’d like me to check on as well? Great! I have a couple of other homes that may also be of interest to you. Let me ask you a couple of real quick questions:

How long have you been looking for a property? (If “just started”, close for BC)

Do you own currently or rent? Great...do you plan to sell before you buy? (Close for CMA)

Have you spoken to a lender yet? If so, who? How do you know your lender?

What price range would you be interested in?

What about this area most interested you?

Describe the perfect home for you.

How soon would you like to be in a home by?

Great...I have access to the hottest properties sometimes even before they hit the market...would it make life easier on you if I were do a search of exactly what you’re looking for in terms of price, size, bedrooms, baths… that way, you don’t have to be calling around on signs and online listings while you wait for agents to call or email you back only to find out that the property has already sold or is off the market? Would that make life easier for you?

(CONTINUED…)

Perfect… To set this up… the first step is to get together so I can share with you what exactly it takes to find a great value in this market! We can meet at your home (think listing presentation as well) or my

BUYER LEAD CONVERSION SCRIPT [CONT.]

office in (city nearest to them) at (time) or (time) - what works better for you?

I look forward to seeing you soon!

(Additional closing script: Are you aware of the changes we are experiencing in today’s market and how it affects your finances and monthly payment? No? That is exactly why we need to get together; it should only take about 15-20 minutes of your time and could save you thousands over the life of your loan.)

“Actions

Circle Prospecting (Just Listed / Just Sold) & Hybrid Farming

Wrapping up with the fifth and final source of business that we cover in detail in is the Circle Prospecting Method, also referred to as “Just Listed” or “Just Sold” prospecting. We use circle prospecting when we have taken a listing, sold a listing or represented a buyer in a particular neighborhood. Our recommendation is to use this method as part of your Hybrid Farming approach to generating leads from one particular neighborhood, instead of circle prospecting around every listing and sale you have.

Why do we suggest this? Because if your listings and sales are spread out around your market the frequency at which you reach out will not be enough to get some consistent traction. The only exception to this rule would be if you consistently list and sell homes in one particular area or neighborhood. Even if the listing or sale is not yours, we suggest you work your hybrid farm as often as possible to develop a consistent relationship or at a minimum, consistent touches from you.

CIRCLE PROSPECTING DEFINED:

METHODS TO CIRCLE PROSPECT:

CIRCLE PROSPECTING [JL/JS] SCRIPT

Hi, my name is __________ with __________. I/we just listed/sold a home for sale over on _________________… it has/had 4 bedrooms and 2 1/2 baths … and it’s listed/sold at $ 249,900 … And we know that when one home lists/sells...usually one or more go up right away...so I was wondering …

1. Who do you know that would like to move into our neighborhood?

2. Can you think of a neighbor, relative or friend that may be interested in making a move right now?

3. I appreciate you taking the time to think about it … tell me … when do you plan on moving?

4. How long have you lived here?

5. Where did you move from?

6. How did you happen to pick this neighborhood?

7. If you were to move … where would you move to?

8. And when would that be?

9. Again, I appreciate your time and if you would like I can keep you on my list to receive market updates from time to time when a home is listed or sold in the neighborhood, would you like that? Great, your email is?

gloveru.com

@gloveru

Door Knocking

In the era of same-day deliveries for groceries, meals and more, people are more likely than ever to open their doors, making it an effective use of prospecting time.

3 GOALS FOR DOOR KNOCKING:

1.

2.

3. THE PROS:

THE CONS:

OPTIMAL TIME:

OPTIMAL DAYS:

EXPECTATIONS:

1.

2.

3.

4.

5.

6.

HYBRID FARMING DEFINED:

HOW DO YOU CHOOSE A FARM:

THREE GOALS OF HYBRID FARMING:

BEST PRACTICE FOR HYBRID FARMING: Mix up the types of “touches” each month. Switch from calls to mailings to doors to sponsoring things and getting involved in the neighborhood ON TOP of your monthly reach outs.

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

Lead Follow Up & Lead Conversion

These two terms often get misused or interchanged. When in reality there is actually a difference between the two and below is our definition of each.

LEAD FOLLOW UP:

LEAD CONVERSION:

FILL IN THE BLANK:

Drip campaigns are _______________________ the same as lead follow up.

Most important tool… have a ___________________________ mentality + cut time in half.

The bad leads _________________________ the good leads and the good leads get lost or forgotten.

gloveru.com

@gloveru

Lead Follow Up & Lead Conversion

JEFF’S ORIGINAL LEAD FOLLOW UP SYSTEM:

IMPORTANT LEAD CONVERSION THOUGHT:

What do we prospect and lead generate for? Appointments? NO! Our motivation must match theirsprospect for motivation first, set an appointment second when an appointment is available.

QUESTIONS

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

3

TO DETERMINE TRUE MOTIVATION - THE MOTIVATIONAL QUESTIONS 1. 2. 3.

Lead Follow Up & Lead Conversion

So, how do we get a client “off the fence” who we have been following up with non-stop who won’t set an appointment with us?

FOLLOW UP FORMULA FOR NEW LEADS/PROSPECTS:

Most recent studies show that consumers respond, on average, after your attempt!

Lead Follow Up & Lead Conversion

WHAT IS THE RULE OF 5?

Once you’ve had at least 5 exchanges via text, phone or in-person and the prospect still won’t give you an appointment,

“Call me later (1)”...”now’s not a good time, how about the morning? (2)”....”yeah i have some time, whats up? (3)”....”sorry haven’t had a chance to speak to the wife yet, call me around dinner time (4)”...”we didnt get a chance to talk at dinner, call us this weekend (5)”

Also applies after meeting them in person!

WHAT DOES THAT LAST CALL/VOICE MAIL SOUND LIKE?

Termination Script: “I am getting the impression that I am bugging you and I certainly don’t want you to think that I am just some pesky salesperson so here is my cell, I am here for you when you are ready.”

“In this business, your passion should be being a great sales person.” - Jeff Glover

BUYER LEAD FOLLOW UP SCRIPT

Hi ________________, this is __________ with company…

I’m doing some follow-up to let you know...I’ve found some great homes that meet what you were looking for...and I was calling to see...when would be the best time for us to get together and look at these homes? (or close for a buyer consult)

By the way...have you seen any homes that you liked since we last spoke? (Yes/No ) Terrific or Tell me more.

(Name), are you familiar with the changes that are taking place in the market that could impact your home affordability?

That’s exactly why we need to get together!

What would be better for you… ____________ or ___________?

SELLER LEAD FOLLOW UP SCRIPT

This is ________ with _________ and I was just checking in to see if you were still planning on moving to _______________?

When we spoke last time, you mentioned you wanted to be there by __________________ ...is that still the case?

And if I remember correctly, you are moving there because of __________________?

At this point, ideally, when would you like to be there?

If you knew of a proven plan that would nearly guarantee that you are in ____________________ by __________________ ...would you like to know about it?

Great! I am going to be in your neighborhood on appointments later this afternoon, are you available for 20 min or so later this afternoon or early evening?

If not, I can always swing by tomorrow or this weekend, I am in your neighborhood all of the time.

What works best for you, later this PM or later this week?

I look forward to seeing you at _____________ on _______________ !

JEFF’S FINAL THOUGHTS ON LEAD FOLLOW UP & CONVERSION

List To Last

If you’ve made it this far in the program, you are ready for this next topic, the listing process. For the next several sessions we are going to cover the exact same listing process used by Jeff & his team to average 75-100 listings taken per month (no bank owned or REO’s)! If you haven’t figured it out by now, Jeff believes that all agents, no matter what their title or skill level should have the skills necessary to compete for listing business and we look forward to not just putting you in a position to compete for listing business but to WIN listing business.

Before we get into the process and skills necessary, we start with the benefits of being a great listing agent in case you need more convincing to master this business.

BENEFITS OF BEING A GREAT LISTING AGENT:

1.

2.

3.

4.

5.

6.

7.

List To Last

BENEFITS OF BEING A GREAT LISTING AGENT (CONTINUED) :

10. 1.

TRAITS OF A GREAT LISTING AGENT:

2.

3.

4.

List To Last

PRE-QUALIFICATION SELLER PROCESS:

Why do we pre-qualify?

Jeff’s 3 rules of pre-qualifying:

Setting an appointment with a seller is step one and most would think that going and meeting with the seller would be step two and that’s okay, we want your competitors thinking like that but you won’t be. You are going to follow a process that is designed to give you more rapport with the seller when you get there, reduce the amount of unknown or unnecessary objections and ultimately increase your chances of getting the listing. Jeff and his team have followed the below process for years and with the exception of tweaking a few things here and there, they swear by it. 1.

2.

3.

List To Last

4 reasons we don’t pre-qualify:

Jeff’s final keys to pre-qualifying:

SELLER PRE-QUALIFICATION SCRIPT

Before I come out... there are a few questions I need to ask you... OK?

1. If what I say makes sense ... and you feel absolutely comfortable and confident that I can...sell your home...are you planning to get started with me when I come out on _________?

2. Are you looking to interview more than 1 agent for the job of selling your home?

3. Tell me again...where are you moving to? What takes you there? (Remember the WHY is more important than where)

4. How soon do you have to be there? What’s important about meeting that timeline?

5. When I see you...How much do you want to list your home for?

a.) As a professional Real Estate agent, I study homes and prices everyday...therefore I assume you’ll list with me...at a price that will cause your home to sell...correct?

6. How much do you owe on the property?

7. Have you ever thought about selling it yourself?

8. Would you please describe the home for me? (Listen for their personality style, keep them talking)

9. I’ll be sending over a package of information....will you take a few moments and review it?

10. Finally, will all the decision makers be there?

11. Do you have any questions before I arrive?

12. So you know... our meeting should only take between fifteen and thirty minutes...is that OK? I’ll look forward to seeing you on ______________ at ______________.

Accelerate your production with this proven system

SalesRocket is a virtual training series, designed specifically for training new real estate agents to go from 0-100 or veteran agents from 100-200 and beyond! This is the foundation that will set you apart by setting up for success - and it’s the EXACT program that Jeff Glover puts all of his own agents through.

HOMEWORK

Write out the Lead Generation script from either Circle Prospecting or Online Leads covered once per day for the next 5 days.

Chant the Lead Generation script from either Circle Prospecting or Online Leads once per day for the next 5 days.

Role play the Lead Generation script from either Circle Prospecting or Online Leads once per day for the next 5 days.

Make 50 contacts between now and the next session to any one of the five sources that we dug deep on in this session and last weeks (Database, FSBO, Expired, Online Leads & Circle Prospecting). Record your results on your daily contact log.

Write out the Buyer & Seller Lead Follow Up Scripts once per day for the next five days.

Chant the Buyer & Seller Lead Follow Up Scripts once per day for the next five days.

Role play the Buyer & Seller Lead Follow Up Scripts once per day for the next five days.

Schedule time each day to perform lead follow up and include your results in your daily contact log.

Upgrade your current pre-appointment package and make sure you have all the recommended documents. This should get a facelift every year, according to Jeff. Bring a copy of this package to our next session to share with the group and get ideas from others.

Write out the Seller Pre-Qualification Script once per day for the next five days.

(CONTINUED...)

HOMEWORK

Chant the Seller Pre-Qualification Script once per day for the next five days.

Role Play the Seller Pre-Qualification Script once per day for the next five days.

Get with your Session Three accountability & role play partner and pick a time to talk each day for 15 minutes between now and the next session to discuss progress, wins & challenges while completing the homework AND an additional 15 minutes for role play each day.

Bring proof of your completed homework to each session!

Ah-has & Success Stories

AHA:

AHA:

AHA:

SUCCESS:

SUCCESS:

SUCCESS:

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

List To Last

DISSECT THE LISTING PRESENTATION:

In order to put ourselves in a position to master a script or a dialogue, we really need to understand it first. We need to know the “why” behind the framework, the order and ultimately the reason we ask questions the way they are worded in the presentation. During this section you will be watching a LIVE listing presentation as presented by Jeff and was recorded during one of our big events. The presentation was not scripted or rehearsed and was designed to look and feel no different than if Jeff was at the house meeting with the sellers. Take a lot of notes on what Jeff says in addition to what is written in the script and enjoy! @gloveru

LISTING PRESENTATION NOTES

(Name) at the end of our meeting today … one … of three things will happen …

• #1 … You’ll have the opportunity to … list your home with me … or …

• #2 … You’ll decide not to … list your home with me … or

• #3 … If for any reason I feel that I cannot get you what you want in the time you want, I may decide not to take your listing … and any one of the three is fine …fair enough?

Let’s take a minute to review the questions I asked you over the phone …

• You said you were moving to _________ right?

• You said you were moving because _________?

• You said you had to be there by _________ … correct?

• You would like to price your home at _________ … right?

• And … you said you owe _________ … is that right?

Now … there are only two issues we have to look at tonight … number one … the timing to … sell this home … and … number two … the price we set on your home …

I’ve prepared what we call a Comparative Market Analysis … There are two parts to this research … Part one is the active listings … what homeowners list homes for … part two … we call … reality … what real estate agents, like myself, list and sell homes for.

The purpose of the Comparative Market Analysis…is to determine the value of your home…in the eyes of a buyer… Do you know how buyers determine value? Buyers determine value by comparison (CONTINUED...)

LISTING PRESENTATION SCRIPT [CONTINUED] NOTES

shopping. They look at the price of your home based on its features and benefits, and compare it with the features and benefits of similar homes that have sold recently or are currently on the market. Does that make sense?

For example … if you were going to purchase a new SUV … and one dealership had the car you wanted for $50,000 … and another dealership had the same car for $50,000 … but … it had Heated Seats and In-Dash Navigation … Which car would be more valuable? … why?

What if the first dealership … put the car with NO Heated Seats and In-Dash Navigation… on sale for $40,000 … Which would be a better value then? … why?

So … you can see … if you want to increase value:

• Lower the price … or …

• Have more features and benefits … for the same price … Does that make sense?

So … unless you are planning to add more features and benefits to your home … Are you? … price is the only left to look at … Can I show you what I mean?

• This home is just like yours …

• How many bedrooms?

• How many baths?

• How many square feet?

• Do you know this neighborhood?

• Have you seen this house?

• (Based on the features and benefits of the home tell them)

• Your house is a better value

• This house is a little better value than yours (CONTINUED...)

LISTING PRESENTATION SCRIPT [CONTINUED] NOTES

• This house is very close to yours (Justify why you said that by comparing their features and benefits)

• What price are they asking?

• Look how long it’s been on the market?

Now that you have seen the comparables, what price do you feel we should use … to create value in the eyes of the buyer … and get someone to decide to buy your home versus the competition?

I’m going to recommend a price of $________ … will you (name) … list your home with me … for that price tonight?

Great lets go ahead and get started, shall we!?

*If/When they ask what you do to sell homes, you then go into your Step-by-Step Listing Plan of Action. Also, if they give an objection on the price, refer to the Pricing Presentation script.**

LISTING APPOINTMENT AH-HAS:

Pricing Property

Listings are won and lost based on how well we present and articulate price to the home seller. So the KEY here is that you step into a role where they feel like you’re on their side. The KEY here is that you have to make them feel like you’ve wrapped your arms around them.

You have to have the “We’re in this together” mentality. I cannot stress how important this is. Otherwise, when we disagree on price, we tend to get into a little bit of a debate, or we tend to want to prove a point, and we want to be the experts... but the problem is... when you have to be right and when you have to be the expert, you’re then making someone wrong and this leads to reduced rapport.

Before we get into the Pricing Objection Handlers, let’s take a look at the initial pricing discussion we should be having when they disagree..

PRICING PRESENTATION SCRIPT

(Name) What price do you absolutely have to have? __________

Based on that . . . there are a couple of really important questions I need to ask you . . .

Mr. Seller . . . It’s important to me . . . that we can justify the highest dollar amount for your property . . . because . . . the more we sell your home for. . . the greater the chance I have of receiving referrals from you and your family . . . and . . . the higher we can sell your home for the better chance I have of doing business with your neighbors . . . So . . . if it’s ok with you . . . what I’d like to do is come up with a list of reasons why your home holds more value in the eyes of a buyer, fair enough? (Write down reasons their home is “better”)

Mr. Seller . . . in today’s market place . . . much of this means you’ve simply brought your home up to selling standard.

All homes need _________________________(working roof, furnace, kitchen) . . . right?

Let me ask you a question . . . If a buyer wants to buy your home . . . but . . . they plan to get rid of ________ . . . the moment they buy your home . . . how much is it worth then? Exactly!

Did you add that to your home for the next buyer . . . or . . . for your own enjoyment?

If you were purchasing a home . . . and two similar homes were for sale . . . one for ______ . . . and one for ______ . . . which would you buy? . . . Why?

Wouldn’t you want to use the extra ______ to do what you wanted to the home?

Don’t you think most buyers would feel just like you? Of course they would. That’s why. . . I’m going to recommend . . . a price of _____ . . . based on what we know . . . are you comfortable listing with me for that price tonight?

(CONTINUED...)

PRICING PRESENTATION SCRIPT [CONT.]

IF they agree to the price:

Mr. Seller . . . I feel very confident in the price of ______ that we set on your home tonight . . . It’s important that you understand that we won’t actually know the true market value until we put it out there (PUSH CMA FORWARD ON TABLE) & see how the buyers respond . . . What I mean is . . . if we have a lot of showings in the first two weeks & no offers we’re in the ball park . . . which means we may need a slight reduction in price . . . & after two weeks we have little to no showings we priced it too high . . . & the difference between me & most other agents is that I have the courage to tell you that I’m wrong & that we made a mistake . . . versus another agent who’ll leave it on the market without communicating the truth to you . . . now . . . would you rather have an agent that has the courage to tell you the truth . . . or an agent that just tells you what you want to hear?

Great, then let’s go ahead and get started!

IF they agree to signing:

Mr. Seller . . . It’s important that you know prices are fluid & they can go up or down daily . . . Do you know why that happens?

Prices go up & down because of the price our competition lists their homes at . . . Prices also fluctuate because of what homes actually sell for.

There are homes being listed and sold every day and this can affect the market value of your home very quickly . . . A simple example of this is if a similar home in your neighborhood lists or sells for $15,000 less than your home, this could cause the current market value of your home to drop . . . Does that make sense?

**Remember if you end up listing at a price that was NOT your price, be sure to show your confidence in their home and that price and prepare them for a review after 14 days on the market**

Handling Objections

The next step in becoming a strong listing (or buyer) agent is becoming great at handling objections. Listings are won & lost based on how well you present price and handle their objections. On the buy side, there are several regular objections that you’ll receive and knowing how to handle and overcome those is just as important as the seller ones as buyers will make their decision on who to continue working with based on their level of rapport with you and handling objections plays a big role in that.

Let’s start with the six rules of handling objections:

KEY POINT: Objections come from people who want to work with you..so, let’s get excited about the chance to handle objections. They won’t give you an objection or question if they’re not interested in working with you.

1.

2.

3.

4.

5.

6.

All Real Estate Objections Handled LIVE

OBJECTION: We only want to give you a 30 day listing.

HANDLER:

OBJECTION: Let’s just start high, we can always come down later.

HANDLER:

OBJECTION: Before we sign, we need to pray on it.

HANDLER:

All Real Estate Objections Handled LIVE (continued)

OBJECTION: Why don’t the agents chip in to help make this happen?

HANDLER:

OBJECTION: Working with a small/boutique brokerage is a disadvantage to me.

HANDLER:

OBJECTION: If you’re looking for another listing, don’t waste your time, I won’t be using an agent.

HANDLER:

All Real Estate Objections Handled LIVE (continued)

OBJECTION: We don’t want to enter the market because we don’t want to compete with multiple offers.

HANDLER:

OBJECTION: Before we set an appointment I need to speak to my spouse/significant other.

HANDLER:

OBJECTION: We made improvements, shouldn’t we increase our price so we can get a return on them?

HANDLER:

All Real Estate Objections Handled

LIVE (continued)

OBJECTION: We like what you have to say, we interviewed the top agent/team in town, what makes you different?

HANDLER:

OBJECTION: We want to wait until prices come down before we do anything.

HANDLER:

OBJECTION: I don’t want to sell now because there are not many choices to buy when I do sell.

HANDLER:

All Real Estate Objections Handled LIVE (continued)

OBJECTION: I have a friend/family member in the business.

HANDLER:

OBJECTION: We want to sell it on our own and see how things work out.

HANDLER:

OBJECTION: If you can’t tell me what your commission is over the phone, then there’s no reason to come out.

HANDLER:

All Real Estate Objections Handled

LIVE (continued)

OBJECTION: We had a bad experience, we are going to keep the home off the market.

HANDLER:

OBJECTION: I want to wait to move until after the election.

HANDLER:

OBJECTION: Since you’re representing us on the buy side as well, will you discount your fee?

HANDLER:

All Real Estate Objections Handled LIVE (continued)

OBJECTION: Another agent said they would.

HANDLER:

OBJECTION: If you double end the transaction, will you do it for 3%?

HANDLER:

OBJECTION: I’d rather not mix personal & business and work with someone neutral.

HANDLER:

All Real Estate Objections Handled

LIVE (continued)

OBJECTION: You haven’t sold in my neighborhood, I am going with a local agent.

HANDLER:

OBJECTION: We don’t want to list our home until we find somewhere to move, we don’t want to be homeless.

HANDLER:

OBJECTION: We have a real estate attorney that’ll help us with the transaction.

HANDLER:

All Real Estate Objections Handled LIVE (continued)

OBJECTION: We have a family member in the business.

HANDLER:

OBJECTION: We would prefer to wait until spring.

HANDLER:

OBJECTION: We have your information, we will reach out to you when we are ready.

HANDLER:

All Real Estate Objections Handled LIVE (continued)

OBJECTION: We’re going to use this company because they only charge 1%.

HANDLER:

NOTES:

JUMPSTART YOUR TEAM’S SUCCESS.

Book Glover U for a private, completely customized, in-person or virtual Advance workshop for you, your team, leadership squad or brokerage.

Contact us and we’ll put together a workshop itinerary that gets to the core of how to elevate your unique Real Estate business in today’s market.

Make this year your best year ever.

gloveru.com/advance

HOMEWORK

Write out the Listing Appointment Script once per day for the next five days.

Chant the Listing Appointment Script once per day for the next five days.

Role play the Listing Appointment Script once per day for the next five days.

Write out five of your favorite pricing handlers once per day for the next five days.

Chant five of your favorite pricing handlers once per day for the next five days.

Role play five of your favorite pricing handlers once per day for the next five days.

Write out five of the most common objections you receive and the answers to them once per day for the next five days.

Chant five of the most common objections you receive and the answers to them once per day for the next five days.

Role Play five of the most common objections you receive and the answers to them once per day for the next five days.

Make 50 Contacts to Any Combination of Lead Sources Discussed (Database, Expired, FSBO, Online Leads, Circle Prospecting) between now and next session

Bring your homework to the next session once complete!

Ah-has & Success Stories

AHA:

AHA:

AHA:

SUCCESS:

SUCCESS:

SUCCESS:

@gloverucoaching #gloveru #salesrocket gloveru.com

@gloveru

Writing Copy

Your social media, messaging, emails or any advertisement for that matter, can be made or broken based on how well your copy is written. Good copy is a hidden secret in the advertising world and can absolutely be a differentiating factor in your content getting good engagement and responses or none at all. Good engagement because of good copy is what will lead to immediate and future business, due to the number of eyeballs on your stuff at a given time.

Why is messaging & writing copy important today?

People are consuming “media” now more than ever and we are in competition with other large corporate entities (retail, business, etc). The same media sources that have highly paid, talented individuals writing their copy. Since our marketing is sandwiched in between larger businesses and corporations, we have to compete with the best.

Below are the copywriting rules that Jeff and his team follow when they are working on a digital ad, mass email or a social media post.

7 SOCIAL MEDIA COPYWRITING RULES:

Writing Copy

Now let’s talk about messaging… First off, what does messaging even refer to?

It’s how you communicate your value to the public. It could be a set of points, strategies and even your mission! Essentially, it’s what others think of you based on what type of copy, video and images you put out.

Answer this question… If you signed on with an advertising agency and they asked what you would like to communicate to the target audience, what would your answer be?

PRO TIP: The best messaging solves a problem or a pain point but not all messaging has to be solution oriented.

HERE

Writing Copy

Unique messages used by top producers across North America:

“We sell the most”

“We get you more”

“We do it faster”

“No one markets more”

“No one gives more back to the community”

“We make it as seamless as possible”

Putting It All Together

“We bring you cash offers”

“We put more money in your pocket”

“No one has more followers”

“We support X cause”

“We’ll buy your home if we can’t sell it”

“We’ll back your offer with cash”

“No one works with more Relo companies”

“Our agents live the best lives”

“Our agents make the most money”

“Our agents get more leads”

“We’re born and raised here”

Follow the 5 Step Copy “Speaking” formula for video, audio, lives, etc:

STEP 1:

STEP 2:

STEP 3:

STEP 4:

STEP 5:

Video & Social Media

Social Media is how we consume “media” today, over any other platform. Think about how life has changed in this regard. 5-10 years ago we got our information from the news… radio… tv etc now we get our information and our news from Social media. Originally, it wasn’t something that was part of our strategy because social media was an afterthought, more of a distraction if you will. Now, it’s a way of life.

Having said all that, Social Media and Video is a TOOL, not the foundation of an agent’s business. Social media & video is a marketing and database enhancer as it gives us another way to stay in front of them regularly, especially if you are “friending” and “following” your clients from your personal profiles.

11 THINGS TO FOCUS ON AS IT RELATES TO YOUR SOCIAL MEDIA:

1.

2.

3.

Video & Social Media

Customer Experience - Your Time

In order to run an effective and productive Real Estate business, whether you are a lead agent, an agent on a team or a singular agent, you must first understand the value of operating in a proactive versus reactive mindset. While we shared earlier with you what your morning schedule should look like, now it’s time to structure the afternoon, “client servicing” part of your day.

In the Business VS. On the Business

IN THE BUSINESS:

ON THE BUSINESS:

Time Blocking

At Jeff’s Real Estate team, we suggest all of our agents, staff, etc. timeblock daily. This should be done DAILY and not weekly. Each morning (or the night prior) write out what your next day is supposed to look like. The best method is to…

1.

2.

Customer Experience - Your Time

DOLLAR SIGN ACTIVITY

To determine your personal ROI with the activities you complete, practice the dollar sign activity for the next 7 days. This is where you write down EVERYTHING business related that you do for a period of 7 days. Ex: writing a thank you card, sending out an offer to sign, attending a showing, etc. Once you believe you have 98% of the tasks you complete consistently, go back and assign a dollar sign to each task. A $ task is something like sending a thank you card, a $$ is something like writing an offer, a $$$ is something like going on appointments. At the end of this activity, you should effectively know how much of your weekly work week is ACTUALLY spent in income producing activities. Continue to do this every 6 months or so to remain the most effective you can be in your role.

Customer Experience - Your Follow Up

A big piece of the operational system on Jeff’s team includes regular follow up from the operational team and systems. Below are a few examples of follow up systems we have in place and recommend you duplicate the same.

PRE-APPOINTMENT PROCESS & VIDEO

1. Appointment is Set with client and email confirmation is sent

2. Appointment is prepared (using the pre listing package that Jeff already showed).

@gloveru

Customer Experience - Your Follow Up

POST-APPOINTMENT FOLLOW UP

Contract is not signed: We send a thank you card

1. Dear Name, Thank you for meeting with me at your home here in Novi. I am looking forward to going to work for you when you’re ready.

1.

2.

2. If contract is not signed and it’s a listing appointment we really want, we will send an edible arrangement with a note card “We hope your day/weekend is as sweet as this treat you are about to eat”

3. If the contract is not signed, the lead sheet is scanned into the computer and applied to a calendar reminder X days from now.

At Glover Agency, we pride ourselves not only on our proactive marketing techniques but also on the high quality photos of our listings. Our experienced and professional photographer is looking forward to photographing your home. Prior to your appointment, consider some of the below tips and strategies to help improve the quality of your photographs.

Clean / Declutter / Depersonalize Prepare for the photographer

Clean hardwood/tile floors so they glisten

Shampoo and/or vacuum carpeting

Clean blinds with vacuum hose

Remove all “dust bunnies” & wipe down (touch up if necessary) baseboards

Touch up cracks or holes in the wall

Remove excess & oversized furniture

Rearrange furniture to maximize space

Clean all ceiling fans with a vacuum using the hose attachment

Clear all countertops of clutter

Sweep exterior entryways or walkways

Remove/store small appliances, toys, magazines, pet items, family photos, personal collections & medications

Turn off all interior & exterior lights

Turn on all gas fireplaces (if you prefer)

Relocate pets if possible

Turn on all TVs (Travel, Food or Sports)

Beds are made & pillows are fluffed

Tidy all surfaces

Remove shoes & coats from entryways

Open all drapes & blinds for natural lighting

gloveragency.com

Customer Experience - Sellers

Becoming a listing focused agent or team is more than just generating seller leads, it’s about having an complete end to end system that can not only generate leads on the front end but also keeps more coming in on the back end because of the experience the customers actually feel. Below are some simple experience steps to follow when working with sellers.

PRE - MARKETING/COMING SOON LISTING PROCESS:

1. Leave them with the What Happens Next Book already shared by Jeff.

2. Schedule photos

ACTIVITY:

3. What can I do so a client never calls me first?

4. Listing is Live - Just Listed Graphic

Jeff has sent you the offer for ADDRESS electronically to sign By signing the offer you are agreeing to selling your home under the following terms:

Purchase Price: $

Earnest Money Amount supplied by buyer: $ Occupancy provided:

Closing by:

Contingent upon: Inspection, Appraisal and Mortgage Approval

Home Warranty ($425) :

Items included:

Items excluded:

At this time, if there are any items you would like to make sure are not included in the sale of the home, we will need to know prior to you signing the paperwork Please understand all appliances, window treatments & hardware, ceiling fans, light fixtures, tv mounts and anything attached to the home are to be included in the sale If you have any questions regarding this, please contact us immediately In addition, if you are aware if there are any assessments on your home, please let us know NOW! We will have to negotiate them with the buyer prior to signing the agreement or they must be paid by the seller prior to closing!

By signing the document electronically, you are agreeing to these terms -@gloveru @gloverucoaching

Customer Experience - Sellers

SELLER PREPARATION FOR INSPECTION & APPRAISAL:

3-Part Convo

Inspection Script

Appraisal Script

GETTING SELLERS READY FOR CLOSING DAY (steps before, during & after closing)

While the seller side of the business tends to be a more logical, numbers based process, we can’t ignore the fact that buyers expect a consistent experience each time, even if each time may look a little different on their end. Below are the steps followed by Jeff and his team while transaction business with buyers.

POST BUYER CONSULTATION STEPS:

1.

2.

3.

Customer Experience - Buyers

BUYER OFFER PRESENTATION STRATEGY:

When writing an offer on a property, the property can be won or lost with how well you present the offer to the listing agent. It is required of our team to ALWAYS call the listing agent, introduce yourself, ask what is important to the seller and essentially build as much rapport as possible. When submitting an offer, we clearly document the details of the offer, cc our lender, and identify it is a solid offer when submitting. Below is an example of what that looks like.

Customer Experience - Buyers

BUYER OFFER ACCEPTANCE PROCESS

“What Happens Next” Email

Good Evening NAME!

We are SO excited that your offer on ADDRESS was accepted! With Jeff’s negotiations we were able to secure you the home for $PRICE. We have sent you the offer to bottom line which means you understand the seller has accepted your offer and the timeline now begins!

The next steps in your home purchase is as follows:

Earnest Money Deposit (Due in 48 Hours): Please drop off, mail or coordinate a pick up with me of your earnest money deposit check in the amount of AMOUNT. This is to be made out to Keller Williams and will be held in a noninterest bearing account until closing (when it is applied towards your down payment). Please make it deliverable to:

Attention Taylor Kerrigan Glover Agency

459 S Main St Plymouth MI 48170

Inspection Period (END DATE): Now is the time to learn everything about the home and the area. You must complete your private home inspection no later than END DATE. Once your inspection occurs, we will receive the results and we will have two days to compile our response to the seller. You may use any home inspection company you choose, however, Jeff has used BPG for 10+ years for his clients and personal purchases. They can be reached at 800.285.3001.

Mortgage Process (Must begin by START DATE): Once you bottom line the agreement, I will send a copy to your lender so they are aware we have an accepted offer and can get the ball rolling for your loan process.

Appraisal: Once you have a successful inspection, your lender will order an appraisal to determine the true value of the home. This entire process takes about 10-14 days to receive the results. If the appraisal comes in low, we will attempt to negotiate with the seller. If it comes at value or higher, we move forward to closing!

Closing: Once we receive a clear to close from your lender, we will be able to schedule closing for a day and time that works best for you. We can also complete a final walkthrough prior to closing to make sure the home is in the same condition you first saw it in.

As always, please let us know if you have any questions and most importantly, CONGRATULATIONS!

Customer Experience - Buyers

BUYER TRANSACTIONAL STEPS AFTER OFFER ACCEPTANCE:

While we may do this every day, your average person buys or sellers a home every 7-10 years. So, we must remind them of some of the “silly” things we think of consistently like not opening a credit card while buying a home, or the inspection is not a time to negotiate knit picked items and instead major safety concerns. This communication should be separated into 3-4 calls:

1. Call at time of offer acceptance

2. Call at time of inspection

3. Call at time of appraisal

4. Call after appraisal awaiting clear to close

Turn Your Customer Experience Into A Lead Gen Machine

Once you have completed a successful seller or buyer transaction, it’s time to put yourself in a position to generate more business from that sale because of your online reviews. This is an area where we receive several “come list me”s” or “we want to buy a home with you” requests from potential clients and we recommend you implement the same.

STEP ONE:

1.

2.

3.

PREP CALL:

5 Star Review Email

Hello CLIENT NAME,

You are receiving this email because you are one of our rockstar clients! Thank you so much for not only your business, but also giving our agent and company such a great review! We would like to introduce you to our "Five Star" client program. Within this program you have the oppor tunity to receive a $50 gift card to one of the below locations.

Starbucks, Applebees, Bahama Breeze, Red Lobster, Olive Garden, Bonefish, Outback Steakhouse, or Amazon.

In order to qualify for the gift card you will need to write a review on each of the three websites listed below You are able to write one review and copy and paste it across the three platforms. Once we receive notification of the completed reviews, we will send you the gift card of your choice!

ZILLOW: https://www zillow com/reviews/write/?s=X1-ZUz8r84ob84u15 47pep

GOOGLE: https://g.page/r/CdhXXp9MkJWlEAg/review

FACEBOOK: https://www.facebook.com/GloverAgencyRealtors/reviews

NOTE: Please respond to this email when you have completed the reviews

Here are a few recent reviews written by other clients of ours:

"It was always an enjoyable experience working with Jeff or one of his associates. From the very beginning they made sure that I only looked at proper ties that met my primary needs (at least two full baths, garage, and recently renovated). Based on their knowledge of the area and the specific proper ty, it was very clear that this proper ty would not be on the market very long. Without this information I would have missed out on the perfect house for me since there was an additional offer shor tly after mine. Whether it was Jeff or one of his associates, they were always able to answer any of my questions or concerns promptly I strongly recommend working with Glover Agency"

"Jeff Glover knows his business. He explained his strategy to sell our home clearly and distinctly He kept us informed with status updates and made recommendations for how or what to change. He clearly understood our goals and suppor ted them. His suppor t staff is knowledgeable and responds quickly to any inquiry We highly recommend Jeff and his team to anyone who is serious about selling their home."

"My wife and I listed our home with another local Rochester MI agent for 5% and they sold it but the sale never closed. When school star ted the showing dropped off and after 6 months we decided to find a new agent. Jeff Glover came out and told me he thought he would "close our house in 28 days" It only took him 26. Everyone that worked at Glover Agency was on top of their game to make sure we closed the sale. I wish I would have met Jeff first and paid the 6% commission from the star t. I believe they could have closed the first deal and I would have saved thousands of dollars. Jeff Glover is very professional and exudes confidence without arrogance. Do yourself a favor and call Jeff now if you want to "Sell your Home"

Showing Agent Model

When you reach the point that you can no longer handle all of the buyer business that you have, or have decided you want to solely focus on working with sellers, this would be an opportune time to consider implementing the Showing Agent model.

What is it?

The Showing Agent Model is an option to have an associate on your team show homes only to buyers. The Showing agent does not negotiate offers or see the deal through to the closing table. The showing agent shows as many or as little homes needed until the buyer makes a decision to write an offer.

Who’s it for?

The showing agent model is best fit for an agent who is either A starting out in the business and wants to build confidence or B an agent who simply does not enjoy negotiating or servicing clients until the end of the transaction. A Showing agent is compensated 20% of the commission on a transaction along with a small base each month.

Why does it work?

Simply put - Leverage. This allows a top producer to focus on closing as many buyer sides as possible, without having to also work in driving around and showing homes.

Delegating Seller Lead Generation

Once you are at the point where you are generating all you can with the time you have, because you are spending time on appointments almost daily, it is time to consider utilizing the Inside Sales Associate or as we call it Agent in Training model.

What is it?

If you are delegating Seller Lead Generation you are likely employing an Inside Sales Associate. This person is expected to be on the phone lead generating all day in attempts to set appointments for buyer or seller opportunities.

Who’s it for?

An agent who wishes to develop their prospecting muscle and learn how to “fish”. This may be someone who desires to become a successful outside sales agent or they may want to stay in this role long term so long as the income and lifestyle end up where they want to be.

Why does it work?

Simply put - Leverage. This allows a top producer to focus on closing as many sides as possible, without having to spend all day on the phone. An ISA should NOT be hired until an agent is mastering this themselves at a high level OR has hired someone else (sales manager, coach. etc) to train them. Effective phone lead generation should not be outsourced unless it’s mastered internally first. There are some exceptions to this rule ONLY if the hire gets DAILY training & accountability.

Hiring & Managing Operations Team Members

This can come either before or after your hiring of a Showing Agent and/or Inside Sales Associate, depending on what part of the business you decide to delegate first but either way is an integral part of an agent going from 50 homes sold annually to 100+.

WHEN IS IT TIME:

WHO TO HIRE:

HOW TO

HOMEWORK

Determine your messaging so you can write out your copy for your videos and social media posts in advance to create your campaigns.

Do one Facebook or Instagram LIVE video utilitzing the Copy Speaking formula within the next week.

Complete the Dollar Sign activity on each of your daily activities for 7 days straight. Label your activities as $, $$ or $$$ and look for flaws in your schedule.

Organize & write out your complete buyer AND seller pre-appointment processes. Everything you do from the time an appointment is set to the time you meet with the prospective client.

Organize & write out your complete buyer AND seller post-appointment processes. Everything you do from the time you meet with them until the time they go pending or into escrow.

Organize & write out your complete buyer AND seller post-closing processes. Everything you do from the time they close to up to 30 days after their closing. This should include your very own version of our 5 Star Review Program

Identify which activity you will be adding or delegating first (Prospecting, Showings or Admin) & write out what their position will look like including their role, compensation, schedule, etc.

Sign up for the upcoming Live Unreal Summit or Retreat to surround yourself with other producers using our system at a high level. Visit gloveru.com to learn more.

Bring your homework to the next session once complete!

Communication Styles, Versatility, Working with Buyers, Closing, Negotiating, & Graduation

Ah-has & Success Stories

AHA:

AHA:

AHA:

SUCCESS:

SUCCESS:

SUCCESS:

@gloverucoaching #gloveru #salesrocket gloveru.com

@gloveru

COMMUNICATION STYLES

By now you’ve heard Jeff talk about the value in having four different styles in which you present to both buyers and sellers over the phone and in person. By being able to quickly identify the style of the prospect, you have an opportunity to modify your style of communicating with them, which will lead to higher levels of rapport and ultimately more appointments and contracts signed.

When you start to understand the 4 basic personality styles (or, communication styles..) we must first understand ourselves. The first thing we must do is accept who we are, and accept that who we are is OKAY… Don’t think that one is better than the other… they all have strengths and weaknesses…We have to master the art of UNDERSTANDING OTHER PEOPLE…

gloveru.com

@gloveru

@gloverucoaching

#gloveru #salesrocket

Adapting To Each Communication Style

Now that you have everything you need to know about each style, it’s time to talk about similarities and differences. Once we identify which one of the four styles the customer is, we then need to use what we’re going to cover to adapt to them as quickly as possible to build the highest level of rapport so we can set more appointments and get more contracts signed.

8 Ways To Improve Your Communication

Once we fully understand the four styles of communication, we need to then start working on WHAT it is that we can change to adapt to the other person we are speaking or presenting to and here are the 8 ways you can do that.

1.

2.

3.

4.

8 Ways To Improve Your Communication

5.

6.

7.

8.

Developing Versatility

In addition to being mindful of the eight characteristics above, there are several things we can do to become a more well rounded person who is more likely to be open to all communication styles. By getting good at the below seven, it’ll make what we covered above easier on you to make the necessary adjustments.

2.

1.

3.

7 WAYS TO DEVELOP VERSATILITY:

7 Ways To Develop Versatility

4.

5.

6.

7.

Buyer Lead Generation

By now in the program you have a really good understanding of what it takes to work with sellers at a high level and now we are going to shift gears and talk about Jeff’s most effective buyer sale strategies. While it may feel like a bit of an afterthought, as we aren’t getting to buyers until session six, know that over 400 of Jeff and his team’s transactions come from buyers. Jeff believes in having a balanced business of both buyer and seller transactions, regardless of your role, and he wants everyone prepared to handle both sides of a sale.

FOR STARTERS, LET’S REFRESH OUR MEMORY AS TO WHAT A LEAD IS:

Next, let’s talk about...

THE 4 TYPES OF BUYERS YOU SHOULD BE WORKING WITH:

While we covered the Top 25 Sources of Business used by Jeff and his team several sessions ago, let’s get specific on the best buyer lead sources we recommend you work with.

1.

2.

3.

4.

Buyer Lead Generation

SOURCES FOR GENERATING BUYER LEADS:

1. Past clients/SOI and their referrals:

2. Current client referrals:

3. Open houses:

4. Online referral sources:

5. Internet leads:

6. Agent-to-agent referrals:

7.Online reviews:

8. Social Media:

9. Business networking groups:

10. Buyer seminars:

Open Houses

Why host an open house? What’s the goal?

5 GOALS FOR AN OPEN HOUSE: 1. 1.

2. 2.

12 STEPS TO A SUCCESSFUL OPEN HOUSE

4.

5.

6.

7. 8.

BUYER LEAD CONVERSION SCRIPT

Hi, this is NAME with COMPANY . Thank you for inquiring about PROPERTY ADDRESS. When would you like to take a look at it? I have some availability this afternoon or tomorrow..

(IF THEY GIVE YOU THE APPOINTMENT AND RAPPORT IS THERE, CONTINUE WITH THE SCRIPT, OTHERWISE ASK THEM THE REST LATER)

Also, while I have you, are there any others that you either drove by or saw online that you’d like me to check on as well? Great! I have a couple of other homes that may also be of interest to you. Let me ask you a couple of real quick questions:

1. How long have you been looking for a property? (If “just started”, close for BC)

2. Which home do you own in the neighborhood? (CMA?)

3. Do you own currently or rent? Great...do you plan to sell before you buy? (Close for CMA)

4. Have you spoken to a lender yet? If so, who? How do you know your lender?

5. What price range would you be interested in?

6. What about this area most interested you?

7. Describe the perfect home for you.

8. How soon would you like to be in a home by?

Great...I have access to the hottest properties sometimes even before they hit the market...would it make life easier on you if I were to do a search of exactly what you’re looking for in terms of price, size, bedrooms, baths… that way, you don’t have to be calling around on signs and online listings while you wait for agents to call or email you back only to find out that the property has already sold or is off the market? Would that make life easier for you?

(CONTINUED…)

BUYER LEAD CONVERSION SCRIPT [CONT.]

Perfect… To set this up… the first step is to get together so I can share with you what exactly it takes to find a great value in this market! We can meet at your home (think listing presentation as well) or my office in (city nearest to them) at (time) or (time)what works better for you?

At that time, I will also share with you some other properties that are available or will be coming on the market and that definitely meet your housing requirements.

Also, I have a lender who would be happy to speak with you for about 5 minutes to give you some information about mortgages. What is the best # to reach you on? And just in case, may I have a second #? Great...thank you.

(additional closing script: Are you aware of the changes we are experiencing in today’s market and how it affects your finances and monthly payment? No? That is exactly why we need to get together; it should only take about 15-20 minutes of your time and could save you thousands over the life of your loan.)

“The difference between an average producer and a top producer is their sales skill level. How do you improve your skills? Practice everyday and treat the art of sales like a sport.” - Jeff Glover

The Buyer Consultation

Once you generate and convert buyer leads into appointments the next step, either before or after the first showing is the buyer consultation. In order to have a successful buyer consultation, we recommend you first understand why you are conducting one in the first place.

VALUE OF HOSTING A BUYER CONSULTATION:

a. b. c. d. e. f. g. COMM. STYLES, BUYERS, CLOSING - GRADUATION

In order to set more buyer consultations, the buyer must clearly understand the value of your consultation, if they are going to spend their time meeting with you for it. Below is the script we use to help get buyers to say yes to the consultation.

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BUYER CONSULTATION SCRIPT NOTES

(Name) Thank you again for meeting with me to discuss your home purchase plans. I am looking forward to getting you out to look at homes and more importantly securing you the home of your dreams!

Before we start looking at homes, it’s important that we take you through a Buyer Consultation. The reason why we are meeting first is because the market is always changing and moving quickly, so it’s important that you are armed with what you need to know before getting out in the field and placing an offer. Many buyers are at a disadvantage when they work with agents that will go out and show them homes without having this conversation first, costing them their dream home or perhaps putting them in a situation where they may have to over-pay for a home because they were not properly prepared for what’s taking place, make sense?

Now, let’s start with the fun stuff…what are you looking for in a home?

How many bedrooms, bathrooms, specifics that you require?

What about square footage, what size of home would your family be most comfortable in?

Where would you like me to cap the size at?

So does that mean you are open to me search for slightly bigger?

What if you find a home and it has everything you are looking for but it is 100 square feet smaller than the criteria you share with me, would you want to know about it?

(CONTINUED...)

BUYER CONSULTATION SCRIPT [CONTINUED]

The reason why I ask it that way is because I don’t want you to miss out on any opportunities, so what would you like me to set the minimum/maximum at?

(always stretch their search criteria both ways)

The reason why I am asking is because I don’t want you out driving around and you see a sign and you wonder why I haven’t shared that listing with you. You need to know that what I am sending is EXACTLY what you are looking for, fair enough? (give another example)

What is your most comfortable price range?

We’ll talk the parameter in a minute but where are you most comfortable? What price would you like me to search up to?

Sometimes we can negotiate a seller down so where would you like me to CAP your search?

I am not asking because I am trying to talk you up in value, I am asking because I really don’t want you to miss out on any home that you would be comfortable with, make sense?

Okay great I will set your minimum at _________and your maximum at _________ okay?

Since we got the basics out of the way…what else are you looking for in a home?

(after they give a few examples use the below script)

Here’s the thing…we can’t enter into the MLS search “home with character” or “large lot” because not all agents use those terms and therefore they wouldn’t always show up. And, the ones that do show up would be exaggerating about how great the listing is.

(CONTINUED...)

NOTES

BUYER CONSULTATION SCRIPT [CONTINUED] NOTES

Because of this, I am going to keep your search very broad. For instance, let’s say you were to tell me you want a fireplace and I were to put that into your search criteria and you are out looking at homes and want to stop at an open house, you fall in love with the home and then ask me why I didn’t send it to you. I’ll tell you to look around and you’ll notice that it doesn’t have a fireplace. Just another reason why you want me to be as vague as possible when setting your criteria, make sense?

Anything that are absolute musts in your search criteria?

Let’s talk about timing…how soon are you looking to be in a home by?

If you had to place a goal date on it, when would that be?

(show timing analysis)

The good news is most of our buyers find a home within 6-10 showings! Let me show you why…

(show viewing chart)

Any questions up to this point? Great! Let me walk you through step by step what takes place next!

Step 1 - Qualify and Select: During this process we will ask you several questions to determine the specifics of what you are looking for and when you are looking to be in a home by. This is basically what we are going through right now. In addition, we suggest you speak with our in-house mortgage lender, (name) at X Mortgage, to discuss financing options (or get a 2nd opinion).

Step 2 - Listing Search : Next, we will search the Multiple Listing Service and use our resources to find out about properties the (CONTINUED...)

BUYER CONSULTATION SCRIPT [CONTINUED] NOTES

day they hit the market, sometimes even before they come on the market. Because we control a major portion of the inventory you have an advantage of not only working with a team that carries a lot of listings, we also have a reputation for getting deals done which means that many co-op agents prefer to work with our buyers offers over the competition, make sense?

Step 3 - View Homes: During this process you will be shown homes by me or one of our well respected licensed Showing Agents. The Showing Agent’s job is to set up the showings with the sellers, map the best route (saving you time and gas) and of course show the home. If you have any questions while viewing a home you can be sure your question will be noted and passed along to the seller or listing agent for an answer ASAP! Our Showing Agents have been in thousands of homes and they know the inventory like the back of their hand. I still handle the home selection, negotiating and closing, but you will have a designated Showing Agent to serve you during the showing process. We have a Same Day Showing Guarantee so as long as you let us know by noon on the showing day, we can get you in that same day! Of course, if a seller is not allowing showings that day, we may have to wait until they are.

Step 4 - Market Analysis: Once you have selected a property we will be conducting a thorough market analysis for you and will be going over that with you in person or via phone/email. We will help you determine a fair offer based on the recent sales and current competition. We will also give you advice as to what an appraiser would value the home at so we are reducing the chances of running into appraisal issues later (possibly saving you hundreds of dollars and weeks wasted). If you were working with one of our outstanding Showing Agents, then this is where (CONTINUED...)

BUYER CONSULTATION SCRIPT [CONTINUED] NOTES

you would be handed back to me and will be working with me and the entire rest of the way through. Should you need to turn around and sell the home, you will know exactly what it could sell for.

Step 5 - Offer Consultation: Typically after our buyers have viewed the analysis they are ready to write an offer. We will assist you in not only writing the offer but writing it in a way that will give you the best chance to obtain the home at a great value. We will then present the offer on your behalf to the listing agent or seller. We have been and continue to be trained in offer presentations and unlike most agents that just “submit” an offer…we actually PRESENT your offer and we present it in the best possible light causing yours to stand out amongst the competition. We sell the other agent or seller on why they should work with us to secure the home by selling the strengths of the offer and the benefits to the seller and the sellers’ agent. This is different from the market analysis because this conversation revolves around what it would take to get your offer accepted. Many times we find out exactly what the seller is looking for in an offer and we can give you the best advice based on the information that is share with us. Sometimes the information we find out means that we have to offer over the asking price and sometimes we can go under, it all depends on the information that we can gather at that time.

Step 6 - Negotiations: This is often times where we shine the most! Our buyers are used to having us fight tooth and nail for them to get the best possible price and terms. This process may take a day or two and can be a bit stressful. Sometimes we have to change our offer because other offers have come in on the same property and/or he seller may see something in our offer (CONTINUED...)

BUYER CONSULTATION SCRIPT [CONTINUED]

that they are not thrilled with. We have been and continue to pay for and receive training on how to be skilled negotiators in this ever changing market. While most agents are “doing it the way they always have” we are constantly fine tuning and “sharpening the axe” when it comes to negotiations and putting deals together that fit our clients needs and wants.

Step 7 - Offer Acceptance: Once you and the seller have agreed to a fair price and terms you will be asked to initial the changes (if any) and bottom line the agreement. This may be done in person or via email, digitally. Point and click right from your smart phone.

Step 8 - Home Inspection: In most cases you will have seven days to complete a home inspection and do any other “due diligence” that you would like to complete before removing the home inspection contingency. Plan on the inspection lasting 2-4 hours depending on the size of the home. This is also a great time to check on the schools, the neighborhood, bring any family through, etc…If after having an inspection you find a major defect or safety concern with the home you can request the seller repair/replace the issue or ask for a credit if you are willing to take on repairs yourself. During the inspection your inspector should be pointing out the strengths and weaknesses of the home and helping to familiarize you with the functionality of the mechanicals. Typically, inspections are $350-500 . This is not the time to pick apart the home or ask the seller to take care of any minor, normal wear and tear type issues. There is no such thing as a perfect home. This is not a time to go through and beat up the home, doing so may cost you the home. We suggest we look closely at items that are safety concerns or serious issues needing immediate attention. (CONTINUED...)

NOTES

BUYER CONSULTATION SCRIPT [CONTINUED] NOTES

Step 9 - Apply for Your Mortgage/Appraisal: During this time you will be working with our lender or a lender of your choice to apply for your loan and order and pay for your appraisal. Typically, appraisals are around $400. Because many appraisers aren’t paying attention to what is going on with the active inventory in the market it is very common for an appraisal to come in low. Therefore, many of our buyers are proceeding forward with a home even if the appraisal comes in low. You can certainly request to withdraw from the agreement if you experience a low appraisal however if you’re not willing to pay the difference the next buyer most likely will. It will take some time for appraised values to come up and we expect this to be a common issue with many of our transactions in the foreseeable future. In some cases, our buyers are having us write in to the purchase agreement that they will purchase the home regardless of what the home appraises for (a strategy to help their offer stand out and increase their chances of getting the home). Nonetheless, this provides you with some protection should the appraisal come in significantly low. Before we’re done I will make sure you have (name’s) business card from X Mortgage. You will want to call them and get started right away on getting an approval.

Step 10 - Walkthrough/Closing: You will have 24-48 hours prior to closing to take one last walk through the home before you can call it your own. During this time you should be looking out for any appliances that were to be included in the sale and making sure the home is in the same general condition as it was when you inspected it. Most “walk throughs” are done on the way to the closing and last 15-20 minutes. In addition, most closings take place at the listing agents’ office. Don’t worry, you will have representation at the table from a title perspective (Titleociy) and

BUYER CONSULTATION SCRIPT [CONTINUED]

we will be available to handle any issues that may arise. Your lender will be calling you 24-48 hours prior to close to go over your final figures with you so you know exactly how much to bring to closing. During the closing you can sit back, relax and ask any question to the seller that you may have about their home. Typical questions could be where is the nearest bus stop to what are the trash “pick up” days.

[Closing]

Okay so here’s the good news…you get everything that we just spoke about at no charge! In the state of Michigan it is customary for the seller to pay the buyers agent commission so the only thing that you are responsible for are your mortgage costs and a small transaction fee of $445 to KW, which all brokers now-a-days charge. You don’t pay that now, it gets paid at closing with your closing costs.

Ready to get started?

Buyer Objections Handled

When you work with buyers they have a lot of questions and, no different than sellers, a handful of objections. In this next portion of we are going to walk you through the most common buyer objections we receive from buyers today.

OBJECTION: Well, we just started looking….we’re not in any rush.

HANDLER:

OBJECTION: I only have questions about THIS home… (123 Main st.)

HANDLER:

OBJECTION: We don’t need to talk to your lender… We’re good there. We’re all set!

HANDLER:

Buyer Objections Handled (continued)

OBJECTION: I’m really just interested in learning the price of the home…

HANDLER:

OBJECTION: We already have an agent… / We’re already working with an agent.

HANDLER:

OBJECTION: We only want to work with the listing agent…

HANDLER:

Buyer Objections Handled (continued)

OBJECTION: I’m good for it, I don’t need a pre-approval letter

HANDLER:

OBJECTION: Our lease isn’t up for several months… so we aren’t ready to do something right now

HANDLER:

OBJECTION: The listing agent said they would give us a commission discount if we work with them

HANDLER:

Buyer Objections Handled (continued)

OBJECTION: What’s the advantage of working with you on new construction?

HANDLER:

OBJECTION: We have to sell before we buy…So there’s no point in talking about the purchase right now.

HANDLER:

OBJECTION: You know what, we’re just going to put things on hold…

HANDLER:

Buyer Objections Handled (continued)

OBJECTION: Well Jeff, I know, We’re really just discouraged and we want to take a break.

HANDLER:

OBJECTION: We want to pay off debt to lower the interest rate before we buy…

HANDLER:

Best Practices For Working With Buyers

In closing 400+ buyer transactions a year, we have learned what to do and what not to do and below are, in our opinion, the seven best practices to follow in working with buyers.

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Offer Consultation

Once our buyers are ready to write an offer the next logical step is to complete an offer consultation with them. This can be done in person, over the phone or via zoom/facetime. The purpose of the offer consultation is to guide the buyer into writing a fair offer that will help them increase their chances of getting their offer accepted. Aside from finding out what it is that is important to the seller/sellers agent, we recommend you use our Buying Power Checklist method. While the list below may seem common in your market, we realize that depending on the market at the time of presenting the buying power checklist, you may want to add or subtract items from the list while creating your own.

BUYING POWER CHECKLIST

• Offer Free Occupancy Post Closing

• Assume the City Inspection (If Applicable)

• Offer Extended Occupancy Post Closing (45-90 Days)

• FHA Addendum - Zero Cost to Seller (If Applicable)

• Pay Over Appraised Value (5-10% Minimum)

• Waive the Appraisal

• No Contingencies on Sale or Close

• Provide a Larger Earnest Money Deposit (3% Minimum)

• Provide a Full Lender Approval Versus Pre Approval

• Provide a Non-Refundable Earnest Money Deposit

• Provide More Money Down on Your Loan

• Conduct your Appraisal First Before Inspection

• Remove Seller Concessions

• Provide Proof of EMD and Downpayment Funds

• Write a Personal Letter to the Seller

• Shorten Your Timelines (Quick Inspection/Close)

• Offer over Asking Price

• Pay Cash

• Purchase via Conventional Financing

• Waive the Home Inspection (Not Recommended)

• Pay Seller’s Transfer Taxes

• Daily Penalty For Not Closing on Time

Closing & Negotiating

At this point in the program you are ready to start thinking about how to close for the next level, meaning close for an appointment, close for a price reduction, close for a signature, etc. and one thing you’ll recognize in our system is that we don’t believe in “hard closes”. We believe a great closing is just a natural ending to a great conversation. Now, it is still necessary that we learn how to negotiate and close when needed and that is why we have included this segment into our program.

3 RULES FOR CLOSING & NEGOTIATING:

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COACHING & ONLINE PROGRAMS

PERSONALIZED 1-1 COACHING

ELITE AGENT + ADMIN COACHING $1,500-$2,000/month

Learn leadership, models, systems, and operations to get to the next level for both Rainmaker and Lead Admin by taking a “team” approach to coaching by having not one, but two coaches committed to your growth.

1-1 AGENT COACHING $1,000-$1,750/month

Learn the models, systems and skills it takes to become a Mega Agent or Mega Leader through our most popular coaching program designed to fit your needs and goals with a hand-selected Glover U coach.

ONLINE GROUP COACHING PROGRAMS

PROSPECTING BOOTCAMP $399/month

Get coached by top Prospecting Agent and former Inside Sales Manager of Jeff Glover’s own real estate team, Justin Ford, to learn how to generate seller leads without spending a dime on marketing.

SYSTEMS OF REAL ESTATE $399/month

Learn the ins and outs of running a successful operation from Glover Agency Director of Sales, Taylor Kerrigan. This program focuses on processes and procedures for your business to maximum growth in an efficient manner.

TEAM BUILDING

FROM SALESPERSON TO CEO $399/month

This course is taught by Kathy Schweitzer, CEO of Glover U. Each session includes real life situations from Kathy’s experience and lessons learned building and growing teams/brokerages.

BUYER BUSINESS ACCELERATOR $399/month

This course is designed and written by Glover U coach Nick Bellmore, who closes 50+ transactions a year utilizing all of our buyer methods for success. Learn all the tactics, processes and skills necessary to generate more buyer leads and close more buyer transactions.

MARKETING MASTERY $399/month

Greg Erlanger, leader of the #1 Real Estate team in Ohio, teaches the marketing tactics and strategies he and Jeff Glover use daily to lead their teams to the top. Develop the skills to create an effective marketing plan targeted to your unique audience.

LISTING MASTERY $399/month

In this program, you’ll learn to become a listing master from the master himself! Jeff will share everything he and his team do to average 75 listings taken a month, even in this listing scarce economy.

HOMEWORK

Identify your Communication style & the one you have the most challenges communicating with & pick your weakest as your partner for the next week for roleplay & accountability

Write out 3-5 things you can do or change to adapt to your opposite communication style

Write out the Buyer Lead Conversion Script once per day for the next 5 days

Chant the Buyer Lead Conversion Script once per day for the next 5 days

Role Play the Buyer Lead Conversion Script once per day for the next 5 days

Write out the Buyer Consultation Script once per day for the next 5 days

Chant the Buyer Consultation Script once per day for the next 5 days

Role Play the Buyer Consultation Script once per day for the next 5 days

Write out 3 (you choose) of the Buyer Objections & their handlers once/day for the next 5 days

Chant 3 (you choose) of the Buyer Objections & their handlers once/day for the next 5 days

Role Play 3 (you choose) of the Buyer Objections & their handlers once/day for the next 5 days

Put together your own Buying Power Checklist using the office/team activity as mentioned

Start tracking your appointment met to contract signed ratios (gone on to buyer offer written and/or listing taken)

Make 50 Contacts between now and next week to the sources of business covered in (Database, FSBO, EXPD, Circle Prospecting & Online Leads)

Determine which Glover U Group or One-on-One Coaching is the next step for you. Visit gloveru.com/programs to sign up for a free coaching consultation.

IT’S GRADUATION TIME!

Graduates must have attended all 6 sessions OR provide proof of completing homework for all 6 sessions if any were missed.

Tickets & discounted room rates available at gloveru.com/retreat.