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Mega Agent

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MEGA AGENT CAMP SEPTEMBER 2011

Welcome

Dianna Kokoszka President, MAPS Coaching
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MEGA AGENT CAMP SEPTEMBER 2011

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Mega Agent

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The Path of the 7 Levels

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SALES

1st Level

SUPPORT

YOU

SALES

2nd Level

SUPPORT

YOU

EA/ Marketing

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SALES

3rd Level

SUPPORT

YOU

EA/ Marketing

Transaction Coordinator

SALES

4th Level

SUPPORT

YOU

EA/ Marketing

Showing Assistant(s)

Runner(s)

Transaction Coordinator

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SALES

5th Level

SUPPORT

YOU

EA
Transaction Coordinator

Lead Buyer Agent

Marketing Coordinator

Listing Coordinator

Showing Assistant(s)

Runner(s)

SALES

6th Level

SUPPORT

YOU
Listing Specialist Lead Buyer Agent

EA
Transaction Coordinator Marketing Coordinator Listing Coordinator

Showing Assistant(s)

Internet Lead Admin

Runner(s)

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SALES

7th Level YOU CEO

SUPPORT

EA
Transaction Coordinator

Listing Specialist Lead Buyer Agent

Marketing Coordinator Internet Lead Admin

Listing Coordinator

Showing Assistant(s)

Runner(s)

Internet Leads
Ben Kinney Home 4 Investment
2010: $64.6M closed volume 2010: 276 units Bellingham MC REAL Trends Top Teams by Transaction Sides - #63 • REAL Trends Top Teams by Transaction Volume - #100
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MEGA AGENT CAMP SEPTEMBER 2011

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1. What is Internet lead generation?

Past

Present

Future

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2. What systems or tools does an agent need?
1. 2. 3. 4. 5. Website with lead capture IDX with lead capture Craigslist posting tool Blog with lead capture Social media profiles

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3. What are your top sources of online leads?
1. Search engines
a. Organic b. Paid

2. 3. 4. 5.

Craigslist Blogs Social media National portals
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4. What happens when a lead comes in?

Website

Lead Controller

Buyer Agent

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5. What is your staffing to support this?
Traffic

Webmaster

Could be outsourced

Virtual Assistant

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6. How do you explain how you market yourself and your listings online to potential sellers?

Five Buckets

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1. Brokerage Websites

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2. National Portals

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3. Classified Services

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4. Search Engines

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5. Social Media

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Internet Lead Conversion and Follow-Up Carissa Acker Real Estate by Design
• • • • 2010: $31M closed volume 2010: 231 units Denton MC REAL Trends Top Teams by Transaction Sides - #95

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Six Steps for Successful Conversions
1. Short-Term Responses
a. What happens in the first two weeks

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Six Steps for Successful Conversions
2. Long-Term Responses
a. What is considered long term

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Six Steps for Successful Conversions
3. Effective Communication
a. How do you do it? b. When and how often?

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Six Steps for Successful Conversions
4. Know your conversion rates and expect to meet them.

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Six Steps for Successful Conversions
5. Scripts
First Response with Randy Template Subject: Home Search from Randy

My name is Randy Parham and I am the real, live person on the other end. I wanted to say thanks a million for taking a look on our website at www.rebdgroup.com. I will be contacting you soon by email or phone to see how I might assist you in your search for a new home. Thanks again and have a great day.

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Six Steps for Successful Conversions
5. Scripts, continued
Find Out Your Timeline Template Subject: Your New Home

I just wanted to check and see if we can help you in any way? I don’t want to bother you and we welcome you to continue to look at our website. If you can give me a timeline we can check back with you then. Thanks again for checking out www.rebdgroup.com.

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Six Steps for Successful Conversions
6. Team Accountability and Leverage
a. Use your team as a resource. b. Your buyers agents have to buy into the system and follow it.

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Craigslist
Keith Riddle Synergy
• • • • 2010: $28.9M closed volume 2010: 181 units Spokane MC REAL Trends Top Teams by Transaction Sides - #159

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Four Steps to Craigslist Success
1. Build your ads properly.
a. Provoke an inquiry. b. Give provocative, non-related information. c. Build multiple ads for each property. d. Embed links to “that property” and other searches or reports. e. Funnel them to your sites.

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Four Steps to Craigslist Success
2. Direct the traffic where you want it!
a. Embed links to funnel them to YOUR website. b. Don’t send your traffic to third parties

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Directs the user to a tour embedded within the agent site.

Link directly to MLS search about “this” home in agent website.

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Embed virtual tours within your website.

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Four Steps to Craigslist Success
3. Don’t get “flagged,” be OK with change.
a. b. c. d. Don’t post the same ad in the same day. Don’t post the same ad over and over. Don’t over-post from one email address or one IP address. Don’t use plurals like “homes” or “properties.”

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kw MEGACAMP 16:9 Graphics Toolkit v1_110821

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Four Steps to Craigslist Success
4. Systematize how you post.
a. Use “Captcha King.” b. Takes the human admin out of the equation. c. Saves steps.

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MEGA AGENT CAMP SEPTEMBER 2011

Open Houses
Chris Suarez PDXPERTS
• 2010: $23.2M closed volume • 2010: 75 units • Portland West MC

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Open Houses
1. What is an open house? 2. Why are they important? 3. What are your five steps to making them successful?

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Five Steps to Successful Open Houses
1. Hold opens every day to build up your database.
a. Expect your team to be there.
• Team Leader • Showing Assistant • Admin

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Five Steps to Successful Open Houses
2. Be specific about your farm.
a. Do your research. b. Choose your times wisely for best traffic.

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Five Steps to Successful Open Houses
3. Advertise.
a. Door knock. b. Place signs. c. Post Internet ads. d. Call the neighbors.

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Five Steps to Successful Open Houses
4. Get the leads.
a. Use your iPad. b. Get a last name and neighborhood for future leads.

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Five Steps to Successful Open Houses
5. Follow up with the leads.
a. Ask for referrals! b. Use your scripts! c. Every referral source gets a call back. d. Thank the lead in advance with a gift or card.

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Expireds/FSBO
Greg Harrelson
• • • • 2010: $117M closed volume 2010: 860 units The Harrelson Group, Inc. Myrtle Beach, SC

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Critical Points for Expired Prospecting
1. Assume they know it is off the market. 2. Reconnect them to the fact that their last agent failed to sell it. 3. Assume they are going to get a second opinion. 4. Start asking questions quickly.

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Expired Prospecting Script
This is Greg Harrelson here in Myrtle Beach with C21. I wanted to touch base with you about your home. Obviously, Tom, you know your property is no longer on the market for sale, is that correct? Certainly you still want to sell the property, because you had it on the market up until yesterday, right? So, Tom, I assume since the last agent failed to sell the property over the past six months, you will be getting a second opinion, is that correct? Well, Tom, I have crossed paths with your property in the MLS a few times and am a little surprised it has not sold already. It appears to me that when this property is marketed more aggressively, then it will sell. Tell me, what kind of condition is the property in? (Continue to ask questions )

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Critical Points for FSBO
1. The biggest loss of income in FSBOs is poor lead follow-up. 2. Call them once per week, minimum. 3. Preview the home as soon as possible. (rapport)

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FSBO Prospecting Script
This is Greg Harrelson here in Myrtle Beach with C21. I am calling because I just sold another home in the Carolina Forest area, and I happened to notice that you are interested in selling your property, is that correct? Is the property still available or do you currently have it under contract? The home that sold recently had about 2,000 heated square feet. How big is your home? When your home does sell, where do you plan on moving? (Ask more questions on why they are selling.) Just curious, how long are you going to try and sell it on your own? If I were to bring a buyer while you are trying to sell it, would you cooperate on commission? Obviously, I cannot sell something without seeing it first. When would be a good time to preview the home? Would this afternoon around 2:00 p.m. be good, or would tomorrow at 1:00 p.m. be better?

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Farming
Richard Stone
Richard Stone Real Estate
• 2010: $30.5M closed volume • 2010: 40 units • Carmel Valley/Del Mar MC

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Richard’s Nine Rules ’
1. Lead generate for four hours a day. 2. Call back every lead. 3. In the car by 8:15 every day. 4. Start LGFD by 9:45. 5. Study 20/20/20.
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MEGA AGENT CAMP SEPTEMBER 2011

Richard’s Nine Rules ’
6. 7. 8. 9. Avoid all refined sugar. Follow a “words of wisdom” diet. Exercise for at least one hour every day. Average at least 2 leads every day.

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Richard’s Bonus Plan ’
Must complete all nine rules and get $35/day plus
• + $20 for first lead • + $40 for second lead • + $80 for third lead • + $160 for fourth lead • + $320 for fifth lead
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MEGA AGENT CAMP SEPTEMBER 2011

Richard’s Bonus Plan ’
• + $30 for first appointment • + $60 for second appointment • + $120 for third appointment • + $240 for fourth appointment

A Perfect Week = $______ A Perfect Month = $______
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Richard’s Bonus Plan ’
If I do not complete all nine rules:
• In the car at 8:15 = $200! • 20 minutes of scripts 20 minutes of Gary time 20 minutes of scripture = $200! • LGFD by 9:45 = $250! • Lead generate for four hours a day = $500!
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Daily Schedule
5:30am 6:00am 7:00am 7:30am 8:15am Awake! Energy breakfast Exercise Shower and dress BE 20 20 20 IN THE CAR minutes of scripts minutes of Gary time minutes of scripture 12:30pm 2:00pm 4:00pm 6:00pm 6:30pm Lunch and “get stuff done” ” Listing appointment LGFD Call backs Listing appointment

9:45am 11:45am

LGFD Call backs

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Interview: Jessica Cox

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Referrals
Brian Cane Pacifical Realty Group
• 2010: $30.1M closed volume • 2010: 99 units • San Diego Metro MC

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Brian’s Keys to Success
1. Always stay in touch.
a. Do a complete 33 Touch PLUS Program.
• • • • • Send 700 people a newsletter mailer monthly. Email 1,400 people two times a year. Call two times a year. Give away magnets. Host client appreciation parties.

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Brian’s Keys to Success ’
2. Be a connector.
a. Solve problems or create opportunities.

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Brian’s Keys to Success ’
3. Follow the system.

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Seminars
Kenny Klaus The Kenny Klaus Team
• • • • 2010: $34M closed volume 2010: 197 units Integrity First MC REAL Trends Top Teams by Transaction Sides - #93

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Foreclosure Alternatives Workshop
Presented by:

Your Real Estate Experts

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Kenny’s Seven Steps for a ’ Successful Workshop
1. 2. 3. 4. 5. 6. 7. Advertise locally. Hold a monthly workshop. Define what a short sale is. Discuss short sale myths and facts. Discuss the benefits of working with the Kenny Klaus Team. Have an attorney present for Q&A. Schedule private meetings.
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Build an MREA Team
Claudia Maefsky The Legacy Group
• • • • 2010: $41M closed volume 2010: 242 units Spokane MC REAL Trends Top Teams by Transaction Volume - #236 • REAL Trends Top Teams by Transaction Sides - #86
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Build an MREA Team
1. Create a vision for your business. 2. Understand the model. 3. Get buy-in from your team. 4. Get a coach.

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Organizational Team Model
Kevin Kauffman and Brandon Tracy Group 46:10
• • • • 2010: $22.7M closed volume 2010: 157 units Tempe-Scottsdale MC REAL Trends Top Teams by Transaction Sides - #187
MEGA AGENT CAMP SEPTEMBER 2011

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Organizational Team Model
Kevin Kauffman & Fred Weaver

Lead Buyer Agent

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MEGA AGENT CAMP SEPTEMBER 2011

Organizational Team Model
Kevin Kauffman & Fred Weaver

Lead Buyer Agent Showing Assistant

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Organizational Team Model
Kevin Kauffman & Fred Weaver

Lead Buyer Agent Showing Assistant Admin Assistant

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MEGA AGENT CAMP SEPTEMBER 2011

Organizational Team Model
Kevin Kauffman & Fred Weaver

Lead Buyer Agent Showing Assistant

Showing Assistant

Admin Assistant

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MEGA AGENT CAMP SEPTEMBER 2011

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Mega RSTLM
Kristan Cole The Kristan Cole Team
• • • • 2010: $43M closed volume 2010: 208 units Anchorage MC REAL Trends Top Teams by Transaction Sides - #122 • REAL Trends Top Teams by Transaction Volume - #207
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MEGA AGENT CAMP SEPTEMBER 2011

Mega RSTLM
1. 2. 3. 4. What is Mega RSTLM? Why do I need to know it? How does it work? Why does it work?

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Mega RSTLM
1. Timing
a. Never too late to start. b. Never too late to continue.

2. Your Organizational Chart
a. Use a pencil with a big eraser.

3. Talent Prefers Opportunity Over Comfort
a. The talent pool has never been deeper. b. NOW is the time to gain “Talent Share.”
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Interview: Monte Montgomery

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Interview: John O’Leary ’

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kw MEGACAMP 16:9 Graphics Toolkit v1_110821

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kw MEGACAMP 16:9 Graphics Toolkit v1_110821

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Working with Builders and Developers
Steve Rider The Rider Elite Team
• • • • 2010: $47.7M closed volume 2010: 244 units Scottsdale-Integrity First MC REAL Trends Top Teams by Transaction Sides - #85 • REAL Trends Top Teams by Transaction Volume - #169
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Trade-In Program™
Working Through Builders and Developers

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kw MEGACAMP 16:9 Graphics Toolkit v1_110821

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Five-Step System for Working with Builders and Developers
1. Guerilla Warfare: The New Home Market
a. Local statistics b. Local builder association c. Visit communities—are they using anyone?

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MEGA AGENT CAMP SEPTEMBER 2011

Five-Step System for Working with Builders and Developers
2. Get into Relationships
a. Top down b. Bottom up c. Earn their trust—goal

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kw MEGACAMP 16:9 Graphics Toolkit v1_110821

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Five-Step System for Working with Builders and Developers
3. Visit Your Communities Three Times Per Week
a. Give market information, clippings b. Marketing materials c. Agent history questions

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MEGA AGENT CAMP SEPTEMBER 2011

Five-Step System for Working with Builders and Developers
4. Go on Every Appointment Prepared
a. Review new home market b. Resale market c. Options ... keep, lease, or lease option

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Five-Step System for Working with Builders and Developers
5. Keep Track of Your Numbers
a. Number of inbound seller referrals b. Number of referrals in back log c. Number of sales

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Interview: Mega Agent
Marnie Bennett
• 2010: $73M closed volume • 2010: 260 units • Keller Williams VIP MC

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MEGA AGENT CAMP SEPTEMBER 2011

Marnie Bennett
Sales Manager Closing Manager Office Manager

New Homes Agent

Inside Sales

Resale Agent

Listing
Coordinator

Client Services

Database Manager

New Homes Reception

Listing Agent

Buying Agent

Staging
Consultant

Reception

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Panel: BOLD
• Gene Arant • James Benson • Lisa Archer • Mickey Pascarella
BOLD Laws Wall at Nashville-Hendersonville MC

• Paulette Carroll
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MEGA AGENT CAMP SEPTEMBER 2011

Share Your Mega Camp Experience!
Tweet, post, watch, share, like.
@mapscoaching @kwri Facebook.com/kellerwilliamsrealty Facebook.com/mapscoaching Youtube.com/kellerwilliams
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Mega Agent
Thank you for being here!

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