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CAMP 4:4:3
Power Session 4: Your “Mets”
Power Session 4
Slide 2
Your Mets
Introduction
In this industry, your limits are truly self-defined. Your approach, your ability and your willingness
to do the work of real estate sales will be the greatest determining
factors for your success.- Millionaire Real Estate Agent
99
Power Session 4
Slide 3
Your Mets
Introduction
Objectives1)Identify your sphere of influence2)Identify strategies for Met
prospecting success3)Identify how to systematically
prospect to your Mets4)Practice contacting your Mets
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Power Session 4
Slide 4
Your Mets
CAMP Map
100
Power Session 4
Slide 5
Your Mets
Your Sphere of Influence
101
Power Session 4
Slide 6
Your Mets
Your Sphere of Influence
Four Truths About Your Sphere of Influence
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Truth 1Your sphere of influence will most likely be
your best source of leads.
Power Session 4
Slide 7
Your Mets
Your Sphere of Influence
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Truth 2You must stay in touch.
Power Session 4
Slide 8
Your Mets
Your Sphere of Influence
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Truth 3It’s not who you know; it’s who knows you, likes
you, and is willing to do business with you or refer business to you.
Power Session 4
Slide 9
Your Mets
Your Sphere of Influence
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Truth 4Everyone counts. Everyone matters.
Power Session 4
Slide 10
Your Mets
Strategies for Met Prospecting Success
1. Announce your business.2. Know your end result.3. Systematize! Systematize! Systematize!4. Build connections.5. Ask for referrals.6. Follow up.
106-107
Power Session 4
Slide 11
Your Mets
Systematic Prospecting to “Mets”
108
How to Prospect To Your Mets1. Enter your Mets into your contact
management system.2. Begin your 8 x 8 by sending a letter to
introduce your business.3. Make a follow-up call.4. Maintain contact by completing the 8 x 8
and, subsequently, the 33 Touch.5. Reward those who refer business to you.
Power Session 4
Slide 12
Your Mets
Systematic Prospecting to “Mets”
Letter of Introduction
Send a letter of introduction to everyone in your Met database.
109
Power Session 4
Slide 13
Your Mets
Systematic Prospecting to “Mets”
Follow-Up Call
Once you have sent your letter of introduction, follow it up with a phone call (or a face-to-face visit).
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Power Session 4
Slide 14
Your Mets
Systematic Prospecting to “Mets”
Maintain Contact
Once you have contacted all of your Mets and let them know you are now in real estate, you will need to maintain contact by completing a basic 8 x 8.
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Power Session 4
Slide 15
Your Mets
Systematic Prospecting to “Mets”
Reward Those Who Refer to You
1. Treat the referral source even better than the referral.
2. Show your appreciation at every stage of the transaction.
3. Reward the right behavior.
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Power Session 4
Slide 16
Your Mets
Practice Role-ModelWatch as your instructor role-models an introductory call to someone they know well. Also, watch the instructor role-model a call to someone he or she only knows casually.
Discussion QuestionWhat might you do differently if you were contacting someone you knew was very well connected in the community?
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Power Session 4
Slide 17
Your Mets
Practice
ExerciseDirections:1. Your instructor will split the class in half. One half
will play the prospects, the other half will play the agents.
2. The prospects will be assigned a specific role by the instructor. Agents will go from one prospect to the next and give a variation of the Met introductory script based on the prospect’s role.
3. The groups will switch roles.
Time: 30 minutes 114
Power Session 4
Slide 18
Your Mets
AssignmentsPower Session Assignments1. Develop your 8 x 8 for your Mets database,
including drafting your introduction letter and choosing your items of value. Begin implementation.
2. Review the list of people you know that you generated after the last Power Session. Add any additional people you have thought of or met to your database.
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Power Session 4
Slide 19
Your Mets
Assignments
Ongoing Assignments1. Complete 10:5:15:5
a) Collect 10 business cards.b) Make five phone calls.c) Send fifteen notes or letters.d) Preview five homes.
Record your progress on the Success Grid.2. Review the job aid Support Team Worksheet in your
Tool Kit. Fill in any new people you have identified. Think about how you will locate the other individuals.
3. Schedule a one-hour role-play session with your partner to practice the Mets scripts.
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Power Session 4
Slide 20
Your Mets
Assignments
Something to think about…
What will you do today to expand your sphere of influence?
115
Power Session 4
Slide 21
Your Mets
We have talked about…
1.Your sphere of influence2.Strategies for Met prospecting
success3.How to systematically prospect
to your Mets4.What to say when contacting
your Mets
sum
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