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90 Listings in 90 Days

Craig and Annemarie Reger

Craig and Annemarie Reger

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Portland, Oregon

Owners, Craig Reger Group

KW MAPS Coaches

90 Listings in 90 Days

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3 90 Listings in 90 Days

“By focusing on Big Goals, you will be focusing on

developing Big Habits that will always be appropriate to achieving your highest

levels of success.”

90 Listings in 90 Days

– Gary Keller, The Millionaire Real Estate Agent

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How Our Business Transformed

1. Gave us our ONE Thing!

2. Built new habits and changed behavior

3. Created a “high-production culture”

4. Bonded our team and accelerated individualized

growth

5. Exposed areas to improve

6. Elevated the “norm” for our business

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The ONE Thing: Get Listings!

• Sphere

• Circle Prospecting

• Expireds

• Rent-bos

• FSBOs

• Sign Calls

• Door Knocking

• Social Media

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• Sphere

• Call your database• Script

• Face-to-face

• Social media

• Identify investors

The ONE Thing: Get Listings!

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The ONE Thing: Get Listings!

• Circle Prospecting

• Just listed

• Just sold

• Power dialer

• Headphones

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90 Listings in 90 Days

Circle Prospecting Script

Hi, ____, this is Craig Reger with Keller Williams Realty, and I’m calling because I’m working with some buyers who are looking to move to your neighborhood. As you probably know, virtually everything on the market is already sold! So I promised my buyers I’d call around to the neighborhood.

Do you have any friends or neighbors who have thought about moving?

Have you thought about moving in today’s hot market?Thank you for thinking about that. Have you considered investing in real estate while we’re at historically low interest rates … combined with home values that remain well below the peak?

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• Expireds

• Focus on old expireds (2007-2013)

• Use REDX and Mojo Power dialer

The ONE Thing: Get Listings!

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90 Listings in 90 Days

“Hello, is this _____? Hi, ____, this is Craig Reger with Keller

Williams Realty, and I’m calling about the house you were selling

on Main Street way back in 2008. Did you ever sell that home?

Most people didn’t. That was a pretty bad market and, as you

probably know, it’s substantially better now. In fact, I’ve helped

many sellers sell for more money than they were trying to get in

2008. Have you thought about selling this summer now that the

market has improved?”

• Over-the-phone Price Opinion

“Expireds” Prospecting Script

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The ONE Thing: Get Listings!

• Rent-Bos

Hi! This is Craig Reger with Keller Williams Realty and I just saw your property for rent on Craigslist and I am calling to ask if you have considered selling your home in this hot real estate market?

If no - Thank you for thinking about that—you’re obviously a savvy investor. I have a team of 5 full-time buyer agents looking for the very best deals in the city seven days a week. If we find an amazing opportunity, are you interested in acquiring more rental homes?

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• FSBOs

The ONE Thing: Get Listings!

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The ONE Thing: Get Listings!

• Additional Strategies:

• SOLD stickers

• Sign calls

• Door knocking with recent offers

• Open houses

• Aggressive lead follow-up

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• Time block with laser

focus

• Scripts practice

• Lead generation

• Lead follow-up

• Does your schedule

match your goal?

Change Behavior: Built New Habits

90 Listings in 90 Days17

Created a “High

Production Culture”• The gong

• Keep score!

• Track everything

and share results

• Visual reminders

everywhere

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• Admin/ support team highly involved

• One office “war room”

• Earned a decade of experience in 90 days!

Bonded Our Team and Accelerated

Individualized Growth

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• Systems

• Personnel

• Technology

Exposed Areas to Improve

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Improve Systems• Streamline processes for activating and marketing

new listings• Communication System• Checklists

• Signage, photography, and more• Can our current vendors keep up?• What needs to be outsourced?

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• How do we maintain the highest level of customer

service with a rapid increase in volume?

• Can our current team handle this new level of

volume? Where changes are needed?

• Hire for the future.

Improve Personnel

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• Mojo

• REDX

• BOOM headphones

• Additional phone lines and screen/control incoming

calls

Improve Technology

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Ways to Win• Just DO IT!

• Extinguish limiting beliefs.

• Lead with revenue.

• Reward yourself and all who contributed at key

milestones along the way.

• Expect breakdowns and use them as

breakthroughs.

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Ways to Win• Set campaign for optimum results—consider

personal schedules, seasonal market conditions,

etc.

• Find creative ways to maintain morale and keep

positive!

• Don’t compromise on your goal.

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Q & A

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