Action Sheet (AgentSuccessSummit.com) Speaker: Rich Levin Title
Action Sheet
(AgentSuccessSummit.com)
Speaker:
Rich Levin
Title:
The Only Comprehensive Framework for a Lucrative Real Estate Career
Free gift:
Real Estate Agent's Framework for Success Workbook (pdf) www.AgentSuccessSummit.com/RichGift
Per Rich, there is only one framework for success:
Four skill sets of every top agent. Agents have tactics (something you do – activity - make call) but no strategy (campaign).
The four skills sets of top agents are: 1. Setting goals and measuring results, the latter is more important than the former a. Goal setting – base on results (not activities) - results to measure ASIL: i. Appointments – new clients (initial/new appointments per week). Average agent will sale 50% of the people they begin working (buyer or seller). So if you want to sell 20 homes per year, you need to work with 40 new clients. ii. Sales – sales when go under contract (# per month) iii. Income – broad goal iv. Listings – track b. 3 levels of goals. Start with review of last 3 years production. Breakdown each into number of transactions and appointments per month and week. Track on appointment graph. Monitor assumption conversion ratios. i. Exceptional goal - knock your socks off number. ii. Happy “tip-toe” goal – you’d be satisfied. iii. Disappointment goal – low end. 2. Continuously developing tactical skills, there are dozen of them a. Lead management – generate, contact, convert, and retain leads. i. Generation methods: sphere of influence, past clients, geographic farming, expireds, FSBOs, builders,… ii. Conversion: ask the Rapport Four (qualify)… 1. Why are you thinking about moving? (motivation & urgency) 2. Where are you thinking about going? (throw away question) 3. Ideally, when do you want to be in a new place? (timing) 4. How important is it that you do it in that timeframe? b. Presentation – Listing, buyer, negotiation, showing i. Don’t wing it, but don’t use a canned presentation either. ii. Mindfulness – Ellen Lander – magazine sales script. Focus on client. iii. Buyer presentation – depends on each agent. If yes, more referrals. c. Sales – asking questions and listening. d. Service – find buyer for seller and find home for buyer. e. Marketing – traditional and internet. f. Goals & measured results g. Assistants & teams 3. Instilling dynamic systems and habits 4. Managing motivation and attitude
(AgentSuccessSummit.com)
Speaker:
Rich Levin
Title:
The Only Comprehensive Framework for a Lucrative Real Estate Career
Free gift:
Real Estate Agent's Framework for Success Workbook (pdf) www.AgentSuccessSummit.com/RichGift
Per Rich, there is only one framework for success:
Four skill sets of every top agent. Agents have tactics (something you do – activity - make call) but no strategy (campaign).
The four skills sets of top agents are: 1. Setting goals and measuring results, the latter is more important than the former a. Goal setting – base on results (not activities) - results to measure ASIL: i. Appointments – new clients (initial/new appointments per week). Average agent will sale 50% of the people they begin working (buyer or seller). So if you want to sell 20 homes per year, you need to work with 40 new clients. ii. Sales – sales when go under contract (# per month) iii. Income – broad goal iv. Listings – track b. 3 levels of goals. Start with review of last 3 years production. Breakdown each into number of transactions and appointments per month and week. Track on appointment graph. Monitor assumption conversion ratios. i. Exceptional goal - knock your socks off number. ii. Happy “tip-toe” goal – you’d be satisfied. iii. Disappointment goal – low end. 2. Continuously developing tactical skills, there are dozen of them a. Lead management – generate, contact, convert, and retain leads. i. Generation methods: sphere of influence, past clients, geographic farming, expireds, FSBOs, builders,… ii. Conversion: ask the Rapport Four (qualify)… 1. Why are you thinking about moving? (motivation & urgency) 2. Where are you thinking about going? (throw away question) 3. Ideally, when do you want to be in a new place? (timing) 4. How important is it that you do it in that timeframe? b. Presentation – Listing, buyer, negotiation, showing i. Don’t wing it, but don’t use a canned presentation either. ii. Mindfulness – Ellen Lander – magazine sales script. Focus on client. iii. Buyer presentation – depends on each agent. If yes, more referrals. c. Sales – asking questions and listening. d. Service – find buyer for seller and find home for buyer. e. Marketing – traditional and internet. f. Goals & measured results g. Assistants & teams 3. Instilling dynamic systems and habits 4. Managing motivation and attitude
