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9:00 a.m. – 10:30 a.m..01 BRIDGING THE GAP BETWEEN TECHNOLOGY AND RELATIONSHIPS
11:00 a.m. – 12:15 p.m..02 A MOTIVATIONAL MESSAGE FROM SPECIAL GUEST…
2:00 p.m. – 3:15 p.m..03 THE 3 KEYS TO SUCCESS
#SUCCESSTOUR JOIN THE CONVERSATION
Bonus Session
AGENDA
1996 2016
BU
FFINI & COMPANY
BRIAN BUFFINI was born and raised in Dublin, Ireland, and immigrated to San Diego in 1986 where he became the classic American rags to riches story. After becoming one of the nation’s top Realtors, he founded Buffini & Company— an organization dedicated to sharing his powerful lead-generation systems with others. Based in Carlsbad, California, Buffini & Company has trained 3 million business professionals in 37 countries and currently coaches more than 15,000 businesspeople across North America. Today, Brian travels the world sharing a message of encouragement about how to “live the good life.” His wit, wisdom and motivational style make him a dynamic speaker, adept at helping people tap into their full potential and achieve their dreams.
Terms of Use: This workbook and the information or writings furnished at this event are provided to the recipient pursuant to a personal, non-assignable license for the recipient to use any information conveyed orally at the event where the booklet is disseminated as well as the booklet and any information it contains in conformity with the systems and training presented for his/her personal or business purposes not related to training or coaching. Any other duplication, dissemination, use, sale or resale of said information or writings is prohibited. Audio or video recording of all or any part of the event is prohibited. Recipient’s attendance at this event and/or use of said workbook, information or writings constitutes his/her acceptance of the terms of this license. We have taken reasonable steps to verify the accuracy of the information contained in this document; however we are unable to assume responsibility for any errors or omissions or for damages resulting from the use of the information. In addition, nothing contained in this document should be construed as legal or personal financial advice. Consult your legal, tax or financial professional.
© 2016 Buffini & Company. All rights reserved. Peak Producers, Oh, by the way, It’s a Good Life!, MasterMind Summit, Referral Intelligent Technology, Referral Maker, The Peak Experience and Client Direct are registered trademarks of Buffini & Company. Brian Buffini, Brian Buffini’s Success Seminar, Brian Buffini’s Success Tour, Buffini & Company Certified Mentor, Client Appreciation Program, Coaching the Good Life, Heritage Profile, Lead Generation Kit, One2One Coaching, Referral Maker PRO, MarTech Trends, Ultimate Recruiting Solution and Work by Referral. Live the Good Life! are trademarks of Buffini & Company.
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BRIAN BUFFINIBUFFINI & COMPANY
CHAIRMAN AND FOUNDER@BrianBuffini
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01Trap: A device designed to allow _____________, but not ___________.
The Technology Trap
Symptoms of the Trap
¡___________ _____________ syndrome.
¡Spending __________ and ____________ and
not analyzing the ______________.
¡____________________ the lead-generation
________________.
Bridging the Gap
1. Leads are the ________________ of your
business.
¡__________ leads = more ____________.
¡More sales = more ________________.
¡More income = more ______________.
BRIDGING THE GAP BETWEEN TECHNOLOGY AND RELATIONSHIPS
SE
CT
ION
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.01 BRIDGING THE GAP BETWEEN TECHNOLOGY AND RELATIONSHIPS
RELATIONALDIGITAL
CONVENTIONAL
2. _________________ sources of leads.
¡____________________.
¡________________.
¡_______________________.
% of time and money to devote to each category
3. _________________ the quality of a lead.
¡_____________ of the client.
¡____________________ index.
¡Occupationally ___________________.
“ Leads are the lifeblood of your business.” @BrianBuffini #SuccessTour
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.01 BRIDGING THE GAP BETWEEN TECHNOLOGY AND RELATIONSHIPS
The 3 Keys to the Referral System
1. Focus on the ____________.
2. ________________ the ____________.
3. _______________ the ____________.
1. Focus on the who.
A+ A B C O D
A+ Have sent you _______________ ________________.
A _________ __________ to refer you.
B Would refer you if __________ and shown how.
C ___________ refer you in the future.
O ____________ contacts to be moved up to C, or down to D.
D To be _____________ _________ your database.
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.01 BRIDGING THE GAP BETWEEN TECHNOLOGY AND RELATIONSHIPS
2. Prioritize the what.
The Three Cs
C O M M U N I T Y
CO
NT
AC
T CA
RE
A+ A B C O D
¡_________
¡__________
¡________ Connects
– ___________
– _________
– _______
¡____________ Notes
¡_______-_______
¡Tech ___________
– ___________
– _________
¡___________ ______________
¡__________ _______________
For FREE Success Tour resources visit
buffiniandcompany.com/success
“ The greatest asset of your real estate business is your database.” @BrianBuffini #SuccessTour
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.01 BRIDGING THE GAP BETWEEN TECHNOLOGY AND RELATIONSHIPS
3. Schedule the when.
Weighted Activity List (1 – 100 Scale)
1 Personal Notes 25
Followed by a phone call
2 Sending an Item of Value 15
Sending a Personalized Item of Value 25
Followed by a phone call 70
Followed by a Pop-By
3 Sending an eReport 15
Followed by video 50
Followed by text
4 Business-to-business lunch 40
Sending that business a referral 60
Followed by a phone call
5 Taking an A+ client to lunch 75
Followed by an Item of Value connected to their wants and needs
6 Hosting a party for your A clients
7 Adding new names to your database 15
Sorting and qualifying with the Mayor Campaign
Increase your INCOME with the REFERRAL MAKER® PRO SYSTEM!
4 Online Training & HelpNeed assistance? Help is just a phone call away! Call or email our Referral Maker PRO Support Team as you need it.
2 Referral Maker® CRMThe easy-to-use customer relationship manager that helps you maximize the relationships in your database so you can generate more leads.
3 Success Tour™ Events, MarTech Trends™ Conferences & WebcastsGet world-class business training direct from Buffini & Company’s top industry experts at our live events and online webcasts.
Become a Referral Maker today!buffiniandcompany.com/rmpro 800-945-3485 x 4
Monthly Marketing KitLet us be your marketing agency and receive our high-quality, professionally printed Marketing Kit each month.
1
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02A MOTIVATIONAL MESSAGE FROM SPECIAL GUEST…
SE
CT
ION
“ You can’t even stand without risking to fall.” @NickVujicic #SuccessTour
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.02 A MOTIVATIONAL MESSAGE FROM SPECIAL GUEST…
“ The world is not changed by people who sort of care.” @SallyHogshead #SuccessTour
BUFFINIANDCOMPANY.COM/SUCCESSTOUR #SUCCESSTOUR
.02 A MOTIVATIONAL MESSAGE FROM SPECIAL GUEST…
“ You have a responsibility to be great.” @PeterGSheahan #SuccessTour
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1. ____________.
2. ________________.
3. _____________.
1. Value
Value: That which is _____________
or worthy of _____________.
a. Your _____________ value.
b. The value you _____________.
c. The value of your ____________.
2. Benefit
Benefit: A __________ or
________________ given to someone.
03THE 3 KEYS TO SUCCESS
SE
CT
ION
“ Set your mind toward achievement and your natural gifts will come alive.” @BrianBuffini #SuccessTour
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.03 THE 3 KEYSTO SUCCESS
a. What makes you _____________?
b. What are your best __________?
c. What’s the _____________?
3. Belief
Belief: A _______________ ________________ about yourself.
a. What are your biggest ___________________?
b. What are your greatest ________________?
c. What are you willing to ________________ for?
.03 THE 3 KEYS TO SUCCESS
MY 10-DAY GOALS
By _______________ ________, I will…
Spiritual:
Family:
Business:
Financial:
Personal:
Today’s Date: ___________________
.03 THE 3 KEYSTO SUCCESS
MY 10-MONTH GOALS
By _______________ ________, I will…
Spiritual:
Family:
Business:
Financial:
Personal:
Today’s Date: ___________________
.03 THE 3 KEYSTO SUCCESS
MY 5-YEAR GOALS
It’s ________________________________________.
Optimally, what do I want my business and life to look like.
Today’s Date: ___________________
BUFFINI & COMPANY’S
Group COACHINGGet the powerful combination of customized Coaching, accountability and synergy sessions with like-minded professionals from across North America.
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Your Certified Business Coach will provide you with personalized action plans, motivation and accountability to reach your goals.
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power with a COACH! Our One2One CoachingTM Members earn an
average annual income of $290,366!
COACHING MEMBERSHIPS INCLUDE(as featured on the previous ad)
Sign up now. And start your success story today!buffiniandcompany.com 800-945-3485 x 4
© 2015 Buffini & Company. All rights reserved. P/N: 1000048
RESTON VIRGINIA
To learn more, visit: buffiniandcompany.com/stories
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“Before joining One2One Coaching, I was always worried about where my next sale would come from and had many sleepless nights.
Thanks to my Coach, I’ve been able to increase my average sales price by 50 percent and last year I closed 39 transactions for almost $600K GCI.
Now, I choose who I want to work with and have boundaries in my personal and professional life.”
STACIE HENNIG DAVIS
