Upshifting Your Lead Generation Find the Motivated SHIFT

Upshifting Your Lead Generation Find the Motivated SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Slide 1

MAIN IDEAS SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 5 Slide 2

Main Ideas 1. 2. 3. 4. 5. Perspective Outwit, Outplay, Outlast Find the Motivated Sources of Leads The Bottom Line SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 5 Slide 3

PERSPECTIVE SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 7 Slide 4

Perspective • The Market Has Shifted in Many Areas • Amount of Leads Has Diminished • Lead Generation Is Your Business Fewer leads, fewer showings, and increased days-onthe-market—the minute these signs show up, take notice. Don’t ignore them and don’t wait to act. From SHIFT: How Top Real Estate Agents Tackle Tough Times SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 7 Slide 5

Perspective Do a Mind Shift – Negative framing – Reality framing When there’s a will there’s a way. That’s your mindset. Gary Keller SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 8 -10 Slide 6

Perspective Know the Facts – Buyers and sellers use agents – Agents • 2, 000 in 2015 – Projected transactions for 2016 • Existing home sales – 5, 800, 000 units • New home sales – 1, 100, 000 units • Total 6. 9 million transactions, or 13. 8 million sides SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 10 Slide 7

Perspective Facts and Statistics What’s your current mindset on lead generation? Jot down your feelings, emotions, expectations, and commitment. Share them with the group, if you feel comfortable doing so. SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 12 Slide 8

Getting the Most Out of This Experience The Prisoner Has to be there, doesn’t want to be there, and doesn’t know why they’re there. The Vacationer A day in training is Better than a day on the job. The Explorer Excited and curious about the new knowledge, skills, and tools they will discover in class. Doesn’t engage Spends as much time chatting as listening Listens attentively, then participates fully in discussions and exercises Spends class time catching up on their emails There to have fun—distracts the class with irrelevant comments Asks meaningful questions and contributes compelling aha’s Escapes by spending time in the hall on their phone Returns late from break and lunch Arrives to class on time and returns promptly from breaks Holds on to limiting beliefs Not purposeful in their learning goals Adopts a posture of acceptance Multi-tasks on their computer by working on side projects OMG! Spends the day on their smartphone, texting and checking Facebook Takes notes in their manual for future reference Picks fights with trainer or other participants if they don’t agree Isn’t paying attention Respects the different learning styles and opinions of others Hopefully, you picked “The Explorer!” SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 13 Slide 9

OUTWIT, OUTPLAY, OUTLAST SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 15 Slide 10

The Power of One Personal Assessment What is your goal for closed transactions this year? How will you spend your money? Who holds you accountable? How many hours daily do you lead generate? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 15 Slide 11

Outwit, Outplay, Outlast To Master Lead Generation 1. Study 2. Practice 3. Time on Task Let’s look at each of these … SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 16 Slide 12

Outwit, Outplay, Outlast 1. Study – For thirty minutes to one hour each day, study the industry and your local market. SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 16 Slide 13

Outwit, Outplay, Outlast Study Topics – – – – New developments in the community Homes on the market—preview them Selling and negotiating techniques Financing options Building/construction Home inspections Home appraising … Study topics continued SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 17 Slide 14

Outwit, Outplay, Outlast Study Topics – Local and national media messages – Industry-specific news and information • • NAR Inman News REAL Trends www. activerain. com – Real estate investing – Technology—computer, phone, Internet, blogs SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 17 Slide 15

Outwit, Outplay, Outlast Study Your Own Market Numbers - Number of homes sold - Number of homes on market - Number of homes pending - Number of expired listings - Average number of days on market - Average list price of those that sold - Average sales price - Months of inventory - Average interest rates SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 18 Slide 16

Outwit, Outplay, Outlast In the Market What price range is most active in your market? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 19 Slide 17

Outwit, Outplay, Outlast Study Resources—Books – National best sellers by Gary Keller • The Millionaire Real Estate Agent • The Millionaire Real Estate Investor • SHIFT: How Top Real Estate Agents Tackle Tough Times SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 19 Slide 18

Outwit, Outplay, Outlast Study Resources—Websites National best seller by Gary Keller – The Millionaire Real Estate Agent The Millionaire Real Estate Investor Regular mastermind conferences with agents Annual fall conference for agents Annual convention - Family Reunion IGNITE MAPS Coaching Lead Generation 36: 12: 3 https: //secure. kw. com/kwu www. familyreunion. kw. com / SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 19 Slide 19

Outwit, Outplay, Outlast More Resources – Events • • • – Coaching • – Masterminds Mega Camp Family Reunion MAPS Coaching KWU Courses • • Ignite Lead Generation 36: 12: 3 Win with Buyers Win with Sellers SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 19 Slide 20

Outwit, Outplay, Outlast Confront the Media – Real estate is a local business, media is national – The facts about your local market are what’s important – Be the local economist and be the media – Reframe negative messages Would-be buyers and sellers are looking to you for perspective and solutions. Every day, you face profound opportunities to assure them that the sky is not falling. Mary Tennant SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 19 -20 Slide 21

Outwit, Outplay, Outlast Your Priorities for Study and the Media What do you need to study? How can you become the media? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 21 Slide 22

Outwit, Outplay, Outlast 2. Practice – For thirty minutes to one hour each day, study the practice scripts and dialogues. – Benefits • • • Confidence Excitement Desire to have conversation and make presentations SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 22 Slide 23

Outwit, Outplay, Outlast • Practice Scripts – Listen to others – Write them down – Keep them with you to practice and use • Time Block for Practice • Record and Critique SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 23 Slide 24

Outwit, Outplay, Outlast Sources for Scripts – Lead Generation 36: 12: 3 Power Sessions – IGNITE – MREA Masters – MREA Scripts Catalogs – BOLD SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 24 Slide 25

Outwit, Outplay, Outlast Your Practice Plan When will you practice? Who will you practice with? What will be your reward? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 24 Slide 26

Outwit, Outplay, Outlast 3. Time on the Task – For three hours each day focus on lead generation • • • Time block three hours every workday before noon No skipping—if you erase you must replace Allow no interruptions (unless they are truly emergencies) SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 25 Slide 27

Outwit, Outplay, Outlast 3. Time on the Task – What to do in three hours • • • Prepare Take Action Maintain SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 25 Slide 28

Outwit, Outplay, Outlast No Excuses to Lead Generate – If you … don’t like to cold call strangers then … start by calling people you know – If you … spend all the morning with email then … time block to do this later in the day – If you … can’t reach people in the morning then … “touch” them with a voice mail message SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 26 Slide 29

Outwit, Outplay, Outlast Set Lead Generation Goals – Number of calls – Number of contacts – Number of additions to your database – Number of appointments with buyers – Number of appointments with sellers SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 27 Slide 30

Career Growth Initiative Listing Management Agent Trend Listings (Monthly) Pipeline (Buyers/Sellers) Agent LORE SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 VALUE GCI Local Expert Course Page 28 Slide 31

Career Growth Initiative SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 29 Slide 32

FIND THE MOTIVATED SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 31 Slide 33

Find the Motivated Two M’s of Lead Generation 1. Method 2. Message You can motive-aid someone … but you can’t motivate them. From SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Slide 34

Find the Motivated The Methods 1. Prospecting 2. Marketing Great agents do both prospecting and marketing well. They cover both bases. Gary Keller SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 31 Slide 35

Find the Motivated The Message Matters – Match the market – Make an offer SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 32 -33 Slide 36

Find the Motivated Make Offer for Immediate Response MOFIR The more immediate the response, the more motivated the lead! SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 34 Slide 37

Find the Motivated Your Message Write 5 statements you can say to potential customers about the market, the opportunity, and your expertise. SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 35 Slide 38

Find the Motivated SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 36 Slide 39

Find the Motivated Prospecting Offers for Direct Response – Are you thinking of moving? – Do you want me to help you get the home of your dreams? – Are you considering selling your home? – Do you want me to handle the sale of your home? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 37 Slide 40

Find the Motivated Prospecting Offers for Indirect Response – I’m doing a survey in the area. Would you mind if I asked a few questions? – I just sold a home down the street and there were lots of interested buyers. Do you know anyone else who might be interested in selling their home? – I create a newsletter with great information about real estate trends in your area. May I send it to you? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 37 Slide 41

Find the Motivated Marketing Offers for Direct Response – If you want to sell your home NOW, call me. – Are you looking for your dream home? Call me. Marketing Offers for Indirect Response – Would you like to know the value of your home? Visit my website … SHIFT Tactic 4: Upshifting Your Lead Generation v. Slide 42 Course Page 38 – Get access to my list of best buys! Call this 3. 4

Find the Motivated Indirect Response Plus Direct Response – The one-two punch • Indirect (begin with this Indirect Response) I just sold a home down the street. Do you know anyone else who may be interested in selling their home? No, well thank you anyway. • Direct (follow up with this Direct Response) Before I leave, do you mind if I ask another question? Are you considering selling YOUR home? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 39 Slide 43

Find the Motivated MOFIR Complete the table on page 38 in your guide. SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 40 Slide 44

SOURCES OF LEADS SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 41 Slide 45

Sources of Leads Choices – Prospecting – Marketing (Review list of choices from The Millionaire Real Estate Agent, on page 35 in the guide. ) SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 41 Slide 46

Sources of Leads Focus on Prospecting – With Direct Response offers—quickest path to business – Cost is low – Can be mastered SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 42 Slide 47

Sources of Leads Environment for Prospecting – No distractions—preferably a closed door – Mirror—to watch your expressions – Scripts—to know what to say – No interruptions SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 43 Slide 48

Sources of Leads Get in the Path of Business – Sellers • Expired listings • FSBOs – Buyers • Open houses • Investors SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 43 Slide 49

Sources of Leads Get Back to Your Mets and Past Clients – Greatest source of referrals and repeats • • • Remind them you’re in real estate Update them on the market Be enthusiastic and positive Ask for business and referrals Treat them special SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 45 Slide 50

Sources of Leads Try Something New – Get out in your community – Internet • • • Blogs E-zines Video email Multimedia cell messaging Facebook, Craigslist, and Linked. In SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 47 Slide 51

Sources of Leads Try Something New—More! – Builders – Multi-national groups – Generational groups – Uncover buyers SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 48 Slide 52

Sources of Leads What new sources of leads will you explore? By when? SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 49 Slide 53

THE BOTTOM LINE SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 51 Slide 54

The Bottom Line • Get Going! – Shift your mindset – Study your market and industry daily – Practice what you say daily – Lead generate three hours daily – Use Direct Response prospecting – Find the motivated buyers and sellers – Ask for business SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 51 Slide 55

My Action Plan • Don’t put away this guide without developing a plan to put what you have learned into action! • Refer to the Action Plan on pages 5758 of the guide to assess your strengths and areas for improvement. • Write down steps you will take to improve your skills—complete it, share it, and commit to it! SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 57 Slide 56

• • • Take the other courses in the SHIFT Tactics Series! Gaining Mind over Market Seller Pricing Strategies Seller Staging Strategies Lead Capture and Conversion Internet Lead Capture and Conversion Creating Urgency to Buy Bulletproofing Transactions Expense Management Effective People Leverage Short Sales, Foreclosures, and REOs Financing Solutions SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Slide 57

From Aha’s to Achievement SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Course Page 59 Slide 58

Thank Please take a moment to You! complete an evaluation: kwueval. co Use any mobile m device! SHIFT Tactic 4: Upshifting Your Lead Generation v. 3. 4 Select drop-down to scroll for title of this course