AGENT PEAK PERFORMANCE 21 STEP WIN THE YEAR

SUCCESS PLAN

1

Goal: Win the Year• Personally and professionally.• Keep the most important things the most important.• Unless you try to do something beyond what

you have already mastered, you will never grow.

2

• Success is a journey – NOT a destination.• The infamous January 1st – you can start today.• Nothing like starting on the path of success right now.

3

1. WIN THE YEAR PLAN

• Must be in writing.• Yale story: clear, specific, written.• Specific written down goals. • What you desire, precise date, willing

to give in return.• Feed your goals with emotion.• Read them everyday.

4

2. FIND QUIET TIME FOR DAILY FOCUS

• Sit in a quiet place and outline a success

plan for the day. • 1st thing: gratitude, work out, beliefs.• The focus should be on the activities that are the most

important to your business and you personally.

5

3. VISUALIZE YOUR SUCCESS DAILY

• Dream big – If you believe you can, you CAN! • Mental vision board: 12, 24, 36 months.• The Roger Bannister story.

6

• Chose not to believe others, but to believe in himself.

• Physical and mental shape.• Visualized breaking the 4 minute mile.• 37 others .

7

THE POWER OF BELIEF

• Visualize success.• The teacher experiment.• Belief was the only difference!

8

4. PROSPECT DAILY

• We are in the sales business – we have to sell.• Major categories of buyers and sellers.• Where can you create business?

9

• Social networking.• Top people 50-70% time are prospecting .• Never end a prospecting call without adding more

value than you have received.

10

11

5. INCREASE EDUCATION/KNOWLEDGE

• Be an A+ student, this is YOUR career.• The most successful people in life have been

blessed with great confidence.• Designation statistics.

Life is not about waiting for the storms to pass…it’s about learning how to dance in the rain.

~ Anonymous

12

6. BE THE EXPERT• In a given market.• Property type.• Expired's, FSBO’s.• Know how to explain the mortgage crisis.• Dramatically increases earning potential.• Become the "referred agent."

13

7. IMPROVE NEGOTIATING/CLOSING SKILLS

- Anticipate objections, rehearse, learnscripts, close, close, close.

- Earning potential is directly related to your closing ability.

- Some were born to negotiate, others learn how.

14

• Firmness, with passion and most of all with confidence.

• Read the seller, especially their nonverbal signs.

• You have to be able to listen and hear their reaction.

• Always, always, always, acknowledge what their objections are.

15

• “I can appreciate that…I agree…I understand…That’s a valid concern.”

• Caution about using the word “but.”

• Once you have said “I agree” or “I understand,” you can use the word ‘and’ as a segues.

• If you can get them to tell you specifically what causes them to feel that way, what causes them to believe that.

16

• “Has there ever been a time that you felt like this?”

• Ultimately gaining trust, respect, and confidence is critical for someone to regularly do lots of business.

• You are the expert - you have to give them the confidence that you have the answers and that they

should trust you.

17

- Close, Close, Close (more scripts)

1. Where do you want to start? Do you want to start with the paperwork? (Always be closing.)

2. 100% of the time where the seller took my advice, I was able to sell their property.

18

8. DEVELOP YOUR ELEVATOR SPEECH

• Take 30 seconds to tell the world why you are special.

• Develop a wow - we need to talk.• Can I get your business card.

19

• The best elevator speeches are specific: Who do you help? How? What results do you provide?

• It should cause people to gravitate towards you - you will immediately know whether the other party has interest.

20

9. IT IS A GOOD TIME TO BUY

21

a. Interest rates comparison.

b. Property values.

c. Inventory.

d. Manageable process.

e. You can be in control.

As their Realtor you have to give

them the confidence to buy!!

10. EXTRA DEGREE OF EFFORT

22

• At 212 degrees water turns to steam and steam powers a locomotive.

• The results of one degree more of effort over a year or a career can lead so extraordinary results.

11. MASTER YOUR LISTING PRESENTATION

a. You need to be able to deliver on demand.

23

You need to articulate:

b. What a seller can control:

- Price.

- Condition.

- Commission being offered.

- Who markets their property.

24

c. What a seller can not control:

- Economy.

- Real Estate market.

- Other properties prices.

- Location.

25

a. Explain your unfair advantage.

26

MASTER YOUR RE/MAX VALUE PROPOSITIONS

MASTER YOUR VALUE PROPOSITIONS

- It could be your expertise.

- List to sale/price ratio.

- Transaction count compared to an average agent.

27

- Market share.

- Specific type of property market share.

- Enthusiasm.

- Internet marketing expertise.

28

MASTER YOUR FIRMS VALUE PROPOSITION

- Transaction count per agent.

- Sales volume per agent.

- Market share.

29

On demand in 60 seconds or less, you need to be able to

tell the seller why you are the realtor for them.

Why Should A Seller List With You?

Mr. and Mrs. Seller there are 6 important points I

want to leave with you:

1. I have been able to successfully sell

100% of the listings I have taken in this market

where the seller has followed my total and complete

advice.

2. I have developed a comprehensive marketing

plan that takes into account the power of the internet

to help create maximum exposure for your home.

30

3. I know the market and what the competition is.

4. I am part of RE/MAX, the largest real estate company in the world with offices in 83 countries and part of RE/MAX Masters, one of the area’s leading firms.

5. My negotiating skills have allowed me to put deals together where others have not been able to in this market.

6. I want to represent you and I will do everything in my power to gain and maintain your trust and to sell your property for the maximum price the market will allow.

31

• When we are afraid to ask we are actually rejecting ourselves in advance. We are saying "NO" before anyone else even has a chance to.

• You have nothing to lose by asking.• Change your mind set:

• 1) Ask if you expect to get it.• 2) Assume you can.

32

12. DON’T BE AFRAID TO ASK

• 3) Ask someone who can give it to you.• 4) Be clear and specific.• "Don't wish it were easier. Wish you were better.• 5) Ask repeatedly - do not give up.• 6) Don't get stuck, go onto the next person.

Sales is about No's to get to a Yes.

33

13. HOW DO YOU WANT TO BE KNOWN? WHAT IS YOUR PROFESSIONAL EQUITY?

•Your reputation: honesty, integrity.•Your expertise.•Your education.•Your care and compassion.

34

THE DASH• Man speaks at the funeral of a friend.• He refers to the dates on her tomb stone from the beginning

to the end. • He said what mattered most of all was the dash between

those years. For that dash represents all the time that she spent alive on earth and now only those who loved her know what that little line is worth.

• For it matters not, how much we own, the cars, the house, the cash, what matters is how we live and love and how we spend our dash.

35

1963 - ?

• You never know how much time is left. • Slow down and always try to understand the way other

people feel. • Be less quick to anger and show appreciation more and

love the people in our lives like we’ve never loved before.

• When your eulogy is being read with your life’s actions would you be proud of the things they say about how spent your dash?

36

• Befriend every agent in a negotiation – thank them for their effort showing your property and making an offer.

• It is critical that every professional you work with in the process respects you.

• They are all great referral sources.

37

• People like to do business with people they like and trust.• Always remember making a difference is more important

than making a dollar.• If you focus on your client’s needs and not yours you will

build a lasting solid relationship.

38

14. IMPLEMENT AND/OR WORK YOUR CLIENT FOR LIFE PROGRAM•NAR stats: By year 4 did not know Realtor’s name.•Move on average 5-7 years.•Existing business is more valuable and less stressful than new business. •“View all customers as beautiful gardens that must be cultivated and watered frequently.”

39

15. SHOW APPRECIATION

•Daily thank you notes and phone calls. •How did you feel when someone thanked or appreciated you?• 5-10 quick two to three line emails or handwritten notes equals 250-500 meaningful notes a year. That is powerful.

40

16. LAUGH A LOT. HAVE FUN DAILY. BE POSITIVE.

•We function best when we laugh a lot and are happy. •When I choose to smile, I become the master of my emotions.•Remember: Positive energy attracts other positive energy. Run from negative people. Be positive.

41

17. CREATE RAVING FANS

42

•Out of your: family, friends, clients and colleagues. •When you have a happy life you can focus and concentrate at another level. •You have to be able to keep time and activities with children, spouses, significant others in balance with your work.

•Clients:oGreatest referral source.oCreating trust is critical.•Colleagues: oThe more you give, the more you will receive.

43

18. HAVE AN ATTITUDE OF GRATITUDE

44

•The more you appreciate – the more you give – the more you get.•Being more grateful more often makes us happier and more optimistic. •Gratitude also adds to the bottom line - it requires little time and no money.•Gratitude: attracts what we want, improves relationships, reduces negativity, improves problem solving skills, and helps us learn.

No matter how bad someone has it, there are others who have it worse. Remembering that makes life a lot easier and allows you to take pleasure in the blessings you have been given.

~ Lou Holtz

45

If you don’t think every day is a good day, just try missing one.

~Cavett Robert

46

19. EMBRACE YOUR RE/MAX OFFICE

•How can you make your professional family better/stronger? •The more you contribute to the culture and success of your firm the more everyone benefits. 

47

20. LET YOUR CONFIDENCE BE YOUR DIFFERENCE MAKER

• Those that are more confident in their abilities have a greater chance of success.

• At RE/MAX we are the gifted kids – the best of the best.• None of us can change yesterday but we can make the most of today

and the future.• We have to constantly unlock our potential because the potential for

much greater things is inside all of us.• Go around, go over, never give up!!!

48

When you believe and think “I can,” you activate your motivation, commitment, confidence, concentration and excitement – all of which relate directly to achievement.

~ Dr. Jerry Lynch

49

21. DETERMINE YOUR ACTIONS/NEXT STEPS BASED ON…

What is Important Now

50

•What one single change in your career , business, lifestyle would boost you to the next level?•Visualize how your life would change as a result of accomplishing this goal. What would you be doing, seeing and feeling?•Focus on always taking your next action based on what is important now and you will have a great chance of winning the majority of the days, weeks and months so you end up with a great next 12 months.

Procrastination is opportunity’s

natural assassin.

~ Victor Kiam

51

Adversity causes some people

to break; others to break records.

~ William A. Ward

52

You can have total success

when you balance your physical, mental

and spiritual, as well as your personal,

family and business life.

~ Zig Ziglar

53

You don’t have to be great to start,

but you have to start to be great.

~ Joe Sabah

54

You cannot discover new oceans unless you have the courage to lose sight

of the shore.

TAKE ACTION

55

You’ll always miss100% of the shots You don’t take.

Take A Shot

56

Go over,Go under,Go around,Or go through,But never give up.

PERSEVERANCE

57

Excellence is not an act. It’s a habit.~Aristotle

EXCELLENCE

58