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Series 3, Workshop 1

Building the Foundation

Jack Markham & Doug Cherry

• Workshop #3 Kickoff• Z Academy overview• Implementing the success formula

• Understanding what this is• Mapping your entire business to the formula

• Aligning your business with today’s consumer• Consumer timeline and how to influence

• Having the right mindset: 212 Degrees• The power of the extra degree

• Open forum of Q&A with best practices

• Preview of what’s next

The Plan for Today

• Direct link into the Academy Library• Recordings

• Worksheets

• Class notes

Academy Tab in Property Pulse

https://support.Z57.com

Z Academy Facebook page coming soon!

Series 3 class schedule

Session Title Date

#2 Turning leads into clients: Lead Conversion April 15th

#3 Converting your existing pipeline: Lead Conversion April 29th

#4 Increasing your lead pipeline: Lead Generation May 13th

#5 Getting the most out of referrals: Lead Generation May 27th

#6 How to maximize an open house: Lead Generation June 10th

#7 How to capitalize off of Social Media: Social Focus June 24th

#8 Implementing accountability: Goal Tracking July 8th

#9 Industry guest speaker: Real Estate Insights July 22nd

#10 Ask the coach: Series wrap up August 5th

Learn

Z Academy Foundation

ImplementCustomize

Understanding the two drivers in your business

Success Formula

Leads

Conversion

GCI

Transactions

Know exactly how many leads you need each month

Do Your Goals Align?

Understand the Lead Funnel

Suspects or website visitors

Leads

Contacts

Active Consumers

Motivated Consumers

Transactions/Income

Consumers still want an agent

Increase your online presence

Aligning your business with the modern consumer

Today’s Consumer

Understanding today’s consumer

• 9 out of 10 consumers will start their search online

• 92% of transactions are now originating online

• Pictures and details of homes are the #1 driver

• Hide behind the wall of the internet to gather content

• Four different demographics of consumers shopping today

• Much more emphasis on neighborhood and school data today

• 72% of consumers work with the first agent they talk to

• Looking for a personalized experience

Online consumer traffic is WAY up, creating more competition not more home sales

25

35

45

55

65

75

85

95

105

2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Online Consumer Traffic

Home sales volume has not changed much in 25 years, Average of 5.2M homes sold per year in last 5 years

No doc loans; anyone could buy

Sept 2008 – Banking system collapses (AIG, WaMu, etc)

Consumers want personalized experiences online

Online consumer journey

Timeline phases

STOP THEIR SEARCH

• Get them back to your website

• Eliminate other search engines

• Determine timeline & demographic

#1 goal with every new lead

Consumer

SystemWebsite

The power of the extra degree

Mindset: 212 Degrees

Make 2019 be about 212 Degrees!

At 211 degrees, water is hot.

At 212 degrees, it boils.

And with boiling water, comes steam.

And steam can power a locomotive.

One extra degree…makes all the difference. And, the one extra degree of effort

in business and in life…separates the good from the great!

212 Degrees of Service

212 Degrees of Attitude

212 Degrees of Leadership

212 Degrees of Commitment

212 Degrees of Belief

212 Degrees of Focus

Question time!

What’s Next…

Session Title Date

#2 Turning leads into clients: Lead Conversion April 15th

#3 Converting your existing pipeline: Lead Conversion April 29th

#4 Increasing your lead pipeline: Lead Generation May 13th

#5 Getting the most out of referrals: Lead Generation May 27th

#6 How to maximize an open house: Lead Generation June 10th

#7 How to capitalize off of Social Media: Social Focus June 24th

#8 Implementing accountability: Goal Tracking July 8th

#9 Industry guest speaker: Real Estate Insights July 22nd

#10 Ask the coach: Series wrap up August 5th