best practices of practicing ninjas a webinar with larry ... · 1 the best of the ninja retreat...
TRANSCRIPT
1
The Best of The Ninja Retreat Best Practices of Practicing Ninjas
A Webinar with Larry Kendall
A. The Difference:
The Ninja Installation is the ___________________.
The Ninja Retreat is the ______________________.
B. The Goal of Ninja Selling: Increase your income per hour so you can have a life.
5 “Patterns” that increase income per hour:
1. ______________________________________________
2. ______________________________________________
3. ______________________________________________
4. ______________________________________________
5. ______________________________________________
C. Ninjas and Key Take-a-ways:
1. Wynn Washle – “Doctor Flow” ([email protected])
2
2. From Rookie to Ninja:
Maegan Duggar ([email protected])
Paul Schnaitter ([email protected])
3. The Board Breaking Experience: What you focus on expands!
The Power of Focus: NFER = Net Forward Energy Ratio
NFER = 60/40 = 1.5 NFER = 80/20 = 4.0
NFER = 90/10 = 9.0 NFER = 100/0 = _________
40% 60% 20% 80%
10% 90% 100%
Full On
3
The Board Breaking Metaphor:
1. _________________________________________________
2. _________________________________________________
3. _________________________________________________
4. _________________________________________________
5. _________________________________________________
4. Wake-Up Money
_______% = Investors (___% Wall Street)
Monthly Investor Workshop
_______% = sales rate
More wealth is created through real estate than through any other investment.”
- Dr. Thomas Stanley, Author, The Millionaire Next Door
“Only invest in things you understand.” – Warren Buffett
A Simple Investment
______________________________________________
______________________________________________
______________________________________________
United States Home Prices: (House Price Index, www.fhfa.gov)
o ________% house appreciation since 1991
o $100,000 example house price in 1991
o $____________ = example house price in 2012
o $20,000 down payment in 1991
o 15 year loan – property is now free and clear
o $20,000 in 1991 = $________________ in 2012
4
5. Dave Trujillo – Your Best Year So Far: ([email protected])
6. Joanne DeLeon – Dynamic Pricing: ([email protected])
7. Chris Doyle – Listing and Referral Master: ([email protected])
Customers expect a ___________________________.
Sellers are hiring a ____________________________.
A process is the first step to __________________________.
__________________________ is the key to referrals.
Why do people refer? _________________________________________________
Chris’s referral dialogue:
“When you feel I’ve earned your trust & confidence, would you do one thing for me?
Help me find more people just like you.”
8. Tami Spaulding – Building Your Business & Your Life ([email protected])
Run your business like a _________________ and you will have a ____________.
The Power of ________________________.
Invest more time up front in your _______________________________.
5
9. Jimmy D. (The Original Ninja) - The Ninja Path ([email protected])
The Power of ________________________________________.
(little things, little decisions, little actions repeated over time)
Ninja – It’s easy to ___________. It’s easy _________________.
Your mindset: __________________ or ______________________.
“To give anything less than your best is to sacrifice the gift.” – Steve Prefontaine
10. Patterns of Excellence
____________________________
____________________________
____________________________
Play ________________________
6
Customer Service Calls
A. Reasons to Call (Have a reason to call that adds value to the customer.)
1. Sellers – update
2. U/C Buyers – update
3. Active Buyers – update
4. Recent closed customers – do you need anything?
5. Referral Sources – thank-you and update on progress
6. Anniversaries – “Guess what we were doing 7 years ago this week.”
7. Birthdays
8. 8 in 8 system
9. Tickets and “give-aways”
10. Annual market update (Real Estate Review)
11. “Have’s and Wants”
12. Thank-you, Congratulations, Thinking of You and …….
B. F.O.R.D. System - Rapport Building/Prospecting/Negotiating
Family
Occupation
Recreation
Dreams (goals)
C. Five Step Calling Process
1. Salutation
2. Look for common ground – F.O.R.D.
3. Purpose of my call – one of 12 reasons to call listed above
4. End on common ground – F.O.R.D.
5. 3 to 5 minutes max
7
15 Post Closing Calls
1. 2-Day follow-up (Any surprises or unmet expectations in the house?)
2. 2-Week (Are they starting to get unpacked/getting pictures up on the walls?)
3. 1-Month (Have they met their neighbors yet?)
4. 3-Month (How is the home working out?)
5. 6-Month (Annual Call)
6. Anniversary of Closing (Annual Call)
7. Reminder of Her Birthday (3 days prior to her birthday)
8. Wish Her Happy Birthday
9. Reminder of His Birthday (3 days prior to his birthday)
10. Wish Him Happy Birthday
11. Remind him of Wedding Anniversary (3 days prior)
12. Wish her happy Wedding Anniversary
13. Call each child on their Birthday
14. Call for tickets to sporting events, plays, upcoming activities
15. Set up a home visit (3-5 months post close)
8
FUN FACTS
Names: __________________________________________
_________________________________________________
Birthdates: _______________________________________
________________________________________________
Children: ________________________________________
________________________________________________
Children’s Birthdates: ______________________________
________________________________________________
Wedding Anniversary: _____________________________
E-Mail: _________________________________________
Favorite Local Restaurant:
________________________________________________
Favorite Sport Team:
_________________________________________________
Mon
day
Tuesday
Wed
nesday
Thursday
Friday
Saturday
Sund
ay
7:00
amExercise
Exercise
Exercise
Exercise
Exercise
8:00
amGet re
ady to start the
day
Get re
ady to start the
day
Get re
ady to start the
day
Get re
ady to start the
day
Get re
ady to start the
day
Write Affirmations
Write Affirmations
Write Affirmations
Write Affirmations
Write Affirmations
Match BH Morning
New
s with
hot list
& warm list. Co
ntact p
rospects with
matches.
Match BH Morning
New
s with
hot list
& warm list. Co
ntact p
rospects with
matches.
Sales M
eetin
g & Tou
rMatch BH Morning
New
s with
hot list
& warm list. Co
ntact p
rospects with
matches.
Match BH Morning
New
s with
hot list
& warm list. Co
ntact p
rospects with
matches.
Write 3 pe
rson
al Notes
Write 3 pe
rson
al Notes
Write 2 pe
rson
al Notes
Write 2 pe
rson
al notes
Gathe
r data for 2
Real Estate
Review
s. Call and
set a
ppointem
ents
to present each. Call all clients u
nder
contract.
Plan
Ope
n Ho
use for n
ext w
eek.
Gathe
r neighbo
rhoo
d data, order
postcards, flyers, etc. Ca
ll seller to
insure hom
e is parade
ready
Send
Client Con
nect
item fo
r this w
eek
Call and sche
dule
2 lunche
s for next w
eek
Contact e
ach seller.
Provide show
ing feed
back, H
it Tracker info, upd
ate on
neighbo
rhoo
d listin
gs.
Make 13
FORD
calls /visits
Listen
for change
Look
for w
ays to add value
Make 13
FORD
calls /visits
Listen
for change
Look
for w
ays to add value
Make 12
FORD
calls /visits
Listen
for change
Look
for w
ays to add value
Make 12
FORD
calls /visits
Listen
for change
Look
for w
ays to add value
10:30am
11:00am
12:00p
mLunch with
Ambassador*
Lunch with
Ambassador*
1:00
pmSkills G
roup
*Sund
ay
2:00
pmRe
alEstate
Review
*Ope
n
Nin
ja P
erfe
ct W
eek
- W
ayne
svill
e
9:00
am
to
10:30am
2:00
pmRe
al Estate Re
view
Ope
n
3:00
pmAfternoo
n Off
House
4:00
pmAfternoo
n Off
5:00
pmRe
al Estate Re
view
*Afternoo
n Off
6:00
pm
7:00
pm
8:00
pm
Person
al Tim
eTime left to
Sho
w prope
rty/Listing appts a
nd ta
ke care of transactions ‐ 29
hours
Ninja Business b
uilding Activities
*Times TBD
each week
Person
al Care
Key
29Ho
urs L
eft
12/7/201
2
The Perfect Week
“Stop actually thinking about winning and losing and instead
focus on those daily activities that cause success.” Nick Saban, head football coach
University of Alabama
The Perfect Week Incentive Plan rewards those agents who consistently perform the outlined activities for the current quarter. Agents will be required to track their activities and submit a weekly score card to their Broker In Charge each Friday. In order to qualify for the incentive program, agents must have an average weekly score of 75 points or more.
The agents who achieve this goal will be rewarded with an additional 2% added to their Agent Split per the Company Compensation Plan for the following quarter. (i.e.: Agents who achieve their goals in Quarter 1 will receive the additional 2% added to their Agent Split for all of Quarter 2 and agents who achieve their goals in Quarter 2 will receive the additional 2% added to their Agent Split for all of Quarter 3, etc.)
Agent Scorecard“Throughout my career, I have recognized that
successful agents practice business generating activities on a daily basis. Based on my strong
desire for all our associates to reach their potential we have developed a compensation plan that rewards a commitment to those daily actions.”
Neal Hanks
Questions? Contact your Broker In Charge or Holly Dahl
The Perfect Week Incentive Plan
“It’s being held accountable for things that you need to do that will help you reach your goals in life.” Nat Green, marketing strategist
To learn more or sign up for the program, contact your Broker in Charge.
Earn 2%
More!
Beverly-Hanks Ninja Agent Scorecard
Name:
Week of:
"We become what we do repeatedly. Excellence , therefore, is not an act. It is a habit" - Aristotle
Begin with a weekly meeting with yourself Points Your ScoreM T W TH F 10In the office at 9 am working ON your business, 2 points per dayWrite out your daily affirmationsM T W TH F 102 points per dayWrite two personal handwritten notes per dayM T W TH F 101 point per note (up to 10 points per week)Attend Sales Meeting & Tour (5 points each)Take away? Best Value?Review Hot List/Warm Lists DailyDaily compare with BH Morning NewsCall All Buyers and Sellers that are under contract weekly 5
Contact 50 people a week, ask FORD questions & listen for change 15
Update DatabaseReview "These People Probably Want to Buy or Sell Real Estate" 5Build database to a minimum of 200.
I attended a skills group & practiced _________________ skill. 10Send something of Value to your contactsSend out weekly Client Connect item 105 points for every 25 sent2 Unsolicited Real Estate Reviews weekly1=5 points, 2=10 points, 10
Weekly Activities 100(Activities to Produce flow, educate, enhance business) MAXBonus Points - Schedule 2 lunches with your Ambassadors 5Send an Outgoing Referral 5Conduct Open House 5(Bonus Points are available if weekly points are less than 100) 100Total Score MAX
10
5