camp 4:4:3 power session 1: career launch: camp 4:4:3 path to success
TRANSCRIPT
CAMP 4:4:3
Power Session 1: Career Launch: CAMP 4:4:3 Path
to Success
Power Session 1
Slide 2
Path to Success
Introduction
The journey won’t necessarily be easy, but it will change your life.
- The Millionaire Real Estate Agent
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Power Session 1
Slide 3
Path to Success
Introduction
Objectives1) Review the course introduction2) Identify the goal of CAMP 4:4:33) Identify the challenge of CAMP 4:4:34) Define the Foundational Path to Success5) Uncover new agent Myth Understandings6) Identify the components of Career
Launch: CAMP 4:4:3 training7) Review advice for new agents
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Power Session 1
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Path to Success
Introduction
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Think Big Act Bold Live LargeBecome the Very Best You Can Become!
-Gary Keller
What motivates and drives you?
Power Session 1
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Path to Success
The Goal: Become a Customer Service Professional
You cannot become an expert in 90 days but you can become a customer
service professional.
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Power Session 1
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Path to Success
The Goal: Become a Customer Service Professional
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Career Launch training has one overriding goal:
For you to become a professional—a customer service professional—in
three months or less.
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Path to Success
The Challenge – Achieving 4:4:3
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CAMP 4:4:3
Creating Agent Maximum Productivityby achieving:
4 listings and 4 sales in 3 months.
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Path to Success
The Foundational Path to Success
A simple path to spectacular goals.
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Path to Success
The Foundational Path to Success
The Outer TriangleThe focus you must have to reach quick success.
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TruthYou are not in the real estate business. You are in the lead
generation business—specializing in real estate.
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Path to Success
The Foundational Path to Success
The Inner Triangle
Basic Knowledge
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TruthKnowledge without action is useless. Action without knowledge is reckless.
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Path to Success
The Foundational Path to Success
Productive Action
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Revenue-Producing Actionsand
Supportive Actions
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Path to Success
The Foundational Path to Success
ExerciseRevenue-Producing Actions vs. Supporting ActionsDirections:1. Choose a partner.2. Review the list of actions below and decide which you think are revenue-producing and which are supportive. 3. Share with the class.Time: 10 minutes
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Path to Success
The Foundational Path to Success
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Productive Action
TruthAction alone does not cause success. Productive
action causes success.
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Path to Success
The Foundational Path to Success
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Customer Service
TruthReal estate sales is a people business.
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Path to Success
The Foundational Path to Success
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Professionalism
ProfessionalA professional is someone who knows what they
know, knows what they don’t know, and knows the difference between the two.
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Path to Success
The Foundational Path to Success
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TruthPeople don’t want your answers. They want the right answers.
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Path to Success
The Foundational Path to Success
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The Professional’s Creed“I’m a professional. I know what I know and I know
what I don’t know. And I know the difference between the two. When I know, I’ll tell you. When I don’t know, I’ll go find out. My top
priority is that you always get the right answer. I’m a professional.”
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Path to Success
The Foundational Path to Success
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Profile of the Successful New Agent
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Path to Success
The Foundational Path to Success
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Path to Success
The Foundational Path to Success
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Path to Success
The Foundational Path to Success
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Power Session 1
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Path to Success
New Agent MythUnderstandings
Have you ever wondered what keeps you from doing what you want to do?
Myths are most often rooted in fear.
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Path to Success
New Agent MythUnderstandings
Myth 1: I can’t do it.
TruthUntil you try, you can’t possibly know what you can
or can’t do.
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Myth 2: I have to be an expert and know everything before I can begin.
TruthYou need to be a professional, not an expert.
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Path to Success
New Agent MythUnderstandings
Myth 3: This is not a great time to start a career in real estate.
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Myth 4: I’m new; I’m not valid.
TruthIt’s always a great time to start a career in real
estate.
TruthValid is as valid does.
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Path to Success
New Agent MythUnderstandings
Myth 5: Because I’m in the business, the business will come.
TruthTo consistently have business, you will have to go
get it.
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Myth 6: I’m really busy, so I’m productive.
TruthYou are only truly productive when you are
converting leads into signed business.
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Path to Success
New Agent MythUnderstandings
Myth 7: I don’t have time for training.
TruthSchool is never out for the successful.
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Myth 8: I will need to invest a lot of money to start a career in real estate.
TruthStarting your career doesn’t take a lot of money. It
does take leads, and leads don’t have to cost a lot of money.
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Path to Success
New Agent MythUnderstandings
Myth 9: Now that I’m my own boss, I don’t need to be held accountable.
TruthEveryone needs accountability all the time.
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Myth 10: My pre-license education prepared me for success in the real estate business.
TruthProductivity training and taking productive action
will prepare you for success in the real estate business.
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Path to Success
The Components of Career Launch
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Career Launch: CAMP 4:4:3 Power Sessions
18 power sessions – quick bursts of information and training to energize your efforts that will provide you with the critical knowledge, specific action steps and the tools you need to get started.
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Path to Success
The Components of Career Launch
CAMP Map
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Path to Success
The Components of Career Launch
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Career Launch: CAMP 4:4:3 Models• Based on extensive research and the actual experiences
of KWR agents• Primary models are – Foundational Path to Success and
the six steps of Customer Service Selling
The 10:5:15:51. Collect 10 business cards.2. Call 5 people.3. Write 15 notes.4. Preview 5 homes.
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Path to Success
The Components of Career Launch
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Success Grid• Daily record of 10:5:15:5 achievement (front side)• Daily successes – appointments made, listings taken and sales
made (back side)
The Success Grid is available both in hard copy format and in electronic (Excel file) on your Tool Kit CD.
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Path to Success
The Components of Career Launch
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A CAMP Buddy or Peer PartnerSomeone to practice your scripts with on a regular basis.Tool KitA collection of job aids and templates available both in print and on CD-ROM and three sets of script cards.
AssignmentsSession assignments and on-going assignments.Accountability SessionsReview progress, make adjustments to action plans.
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Path to Success
The Components of Career Launch
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Mentor RelationshipMentor will serve as “go-to” person.
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Path to Success
Advice for Your Journey
When our Advisory Panel was asked what they would say if they could give agents one piece of advice, they said…
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Path to Success
AssignmentsPower Session Assignments1. Write down everyone you know and their
contact information. Use the job aid Achieving 10:5:15:5 Daily in your Tool Kit to help you expand your list.
2. Order your business cards.3. Read the Mentor Program Expectations job
aid in your Tool Kit. This provides you with what to expect from your mentor relationship. Discuss with your mentor a plan for achieving 10:5:15:5 in these early days. Note that your Market Center may have different or additional expectations of the mentor relationship for your review.
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Path to Success
Assignments4. Review the job aid Know Your Inventory in your
Tool Kit. This document tells you what information you need to be familiar with to know your inventory.
5. Review the document titled KWR Intranet in your Tool Kit. This document lists all of the time-saving tools provided to you through the Keller Williams’ Realty Intranet. Then, visit the KWR Intranet site and familiarize yourself with the tools that may be helpful to you.
6. If you are interested in creating a budget, review the document Budget Considerations in your Tool Kit and discuss it with your mentor. This will help you get started with your planning.
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Path to Success
Assignments
Ongoing Assignments1. Begin implementing 10:5:15:5 TODAY!
a) Collect 10 business cards.b) Make 5 phone calls.c) Send 15 notes or letters.d) Preview 5 homes.
Review the job aid Achieving 10:5:15:5 Daily and Know Your Inventory for ideas on how to accomplish this in these early days. Record your progress on the Success Grid.
2. Review the Support Team Worksheet in your Tool Kit. The purpose of this worksheet is to help you identify the members of your support team. Fill in as many people as you can. Think about how you will locate the other individuals.
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Path to Success
We have talked about…1. The course introduction2. The goal of Career Launch: CAMP 4:4:33. The challenge of Career Launch: CAMP
4:4:34. The Path to Success foundational model5. New agent Myth Understandings6. The components of Career Launch: CAMP
4:4:3 training7. Advice for new agents
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