In this workshop, we will cover:
- The difference between lead generation, lead follow up, and
lead conversion
- Why it’s important to do all three
- Learn how to plan and schedule these activities into your
calendar for maximum effectiveness
- Learn at least 10 different ways to generate leads
- Develop an action plan for the next 30 days to generate
more leads and more sales
- Team up with an accountability partner to help you stay
focused and on track for those 30 days so that you’ll hit
your goals

Play Audio: Lead Generation MP3

- What goals are, where do they come from, and why it’s important to have them
- Identify what stops you from setting and achieving your goals
- At least 7 different goal categories and why it’s important to have some in all categories
- How to write powerful SMART goals
- A 7 step process to help you identify what’s missing from your plan for accomplishment
- The 5 Step Planning Process to make sure your goals get turned into action steps every week
- Develop a 30 day action plan to move your goals closer to being achieved

Play Audio: Goal Setting and Accomplishment Workshop

Part 2

Part 3

Part 4

Part 5

Part 6

THE QUALITIES/CHARACTERISTICS OF:

A GREAT PRESENTER

WHICH ONES ARE YOUR GREATEST STRENGTHS?

WHICH ONES ARE YOUR AREAS FOR IMPROVEMENT?

PLANNING A POWERFUL PRESENTATION

I. KNOW YOUR PURPOSE

A. WHY ARE YOU THERE?

B. WHY ARE THEY THERE?

C. WHAT’S THE BOTTOM LINE?

II. CREATE THE CLOSE

A. WHY DO THIS FIRST?

B. SOME TIPS

C. MOVE THEM TO ACTION

III. DESIGN THE OPENING

A. CAPTURE THEIR ATTENTION

B. USE QUOTES, STORIES, QUESTIONS, ILLUSTRATIONS

C. NO APOLOGIES; START ON TIME

IV. OUTLINE THE BODY

A. BRAINSTORM MANY POINTS

B. THE RULE OF THREE

C. STRUCTURE

V. ADD SPICE

A. ENGAGE THE AUDIENCE

B. EVERY 6-8 MINUTES

C. EXAMPLES

VI. VISUAL AIDS

A. TO ENHANCE

B. BIG, BOLD AND SIMPLE

C. WHEN NOT TO USE

VII. TAILOR TO THE AUDIENCE

A. SEEK FIRST TO UNDERSTAND, THEN BE UNDERSTOOD

B. ASK QUESTIONS

C. TAILOR YOUR MATERIAL

VIII. MAKE CONFIDENCE SHEETS

A. HELPS YOU FOCUS

B. “FAST FOOD” FOR THE EYES

C. BIND THEM IN ORDER

IX. REHEARSE

A. OUT LOUD

B. LOGISTICS

C. VIDEOTAPE YOURSELF

DEALING WITH ANXIETY AND NERVOUSNESS

SYMPTOMS OF NERVOUSNESS

STEPS TO RELIEVE THE TENSION

1. IT’S ONLY NATURAL

2. WHAT’S THE WORST THING THAT COULD HAPPEN? HOW LIKELY IS THAT?

3. QUICK AND EASY THINGS TO DO TO RELAX YOURSELF

4. MORE THINGS TO DO

5. EVEN MORE THINGS TO DO

CONTROLLING THE ENVIRONMENT

I. MAKE A CHECKLIST

A. VISIT THE SITE

B. DESIGN YOUR LIST

C. USE IT!

II. DISTRACTIONS

A. ON-GOING VS. SUDDEN

B. YOURS

C. THEIRS

III. HANDLING QUESTIONS AND ANSWERS

A. SET GROUND RULES IN THE OPENING

B. SOME TIPS

C. WHAT IF THERE ARE NO QUESTIONS?

BUILDING AUDIENCE RAPPORT

I. APPEARANCE

A. WHAT TO WEAR

B. COLOR

C. STYLE

II. BODY LANGUAGE AND VOICE

A. SMILE, WATCH FOR HABITS

B. TONE, RATE, VOLUME, AND PITCH

C. CHOICE OF WORDS

III. KEEP THEM INVOLVED

A. ASK QUESTIONS, TELL JOKES

B. INVOLVE THEM IN ACTIVITIES

C. CALL THEM TO ACTION

Section 1: Mission Statement (WHY) and Economic Model (WHAT)

Why should you have a Mission Statement or Big Why for your business?  What does it do for you?  What does it do for your clients?

Writing the Mission Statement:

    1.  What do you do?

    2.  For whom do you do it?

    3.  What value, benefit, or end result does that produce?

Now combine these three into one unified statement:

Writing up your Economic Model: Setting SMART goals for 2009 

Section 2: Marketing/Prospecting Model (HOW)

What is the difference between marketing (passive) and prospecting (active)?

“In a seller’s market, you are marketing based and prospecting enhanced.  In a buyer’s market, you are prospecting based and marketing enhanced.”  Gary Keller

What does that mean to you?

Let’s brainstorm together now.  What are some of the ways that you (or other agents that you’ve heard of) currently market your business?

What are some ways that you (or other agents you’ve heard of) currently prospect for leads?

Let’s begin to design your marketing/prospecting plan.  Get out two pieces of blank paper, label one of them Marketing and the other Prospecting, and begin to dump out of your mind all the possible things you could do to market and prospect.  Take a few minutes to do that.

Now go back and pick the top 3-5 ideas from each page and put a star next to them.

Now for each idea, get a separate sheet of paper and begin to flesh out your plan.  What specifically will you do, how will you do it, by when will you do it, and so on.  Take a few minutes to complete that, or at least get started.

Section 3: Budget Model (HOW MUCH)

Why is it important to have a budget?

What is Red Light, Green Light?

What are the options for writing up a budget?

What are the main categories you want to keep track of?

How often do you track your expenses?  How often do you revise your budget?

How do you calculate your estimated expenses for 2009?

In order to help you get started, write down your top 10-15 budget categories for 2009, with subcategories if appropriate, and estimate your total expenditures for 2009 in each category.  Take a few minutes to do that now.

Section 4: Organizational Model (WHO) and Time Management (HOW)

What is leverage?

Why is it important?  What can it do for you?

What are some of the ways you can leverage your business?

How do you go about hiring staff?  What are the steps?

How do you delegate appropriately?

What is the distinction between working in your business and working on your business?

What is Time Blocking and how does it work?  What is Erase and Replace?

The Five Step Planning Process for planning a week at a time:

Play Audio: How to Design and Deliver Powerful Presentations

THE QUALITIES/CHARACTERISTICS OF:

A GREAT PRESENTER 

WHICH ONES ARE YOUR GREATEST STRENGTHS?

WHICH ONES ARE YOUR AREAS FOR IMPROVEMENT? 

PLANNING A POWERFUL PRESENTATION

I.   KNOW YOUR PURPOSE

      A.  WHY ARE YOU THERE?

      B.  WHY ARE THEY THERE?

      C.  WHAT’S THE BOTTOM LINE?

II.  CREATE THE CLOSE

     A.  WHY DO THIS FIRST?

     B.  SOME TIPS

     C.  MOVE THEM TO ACTION

III.  DESIGN THE OPENING

     A.  CAPTURE THEIR ATTENTION

     B.  USE QUOTES, STORIES, QUESTIONS, ILLUSTRATIONS

     C.  NO APOLOGIES; START ON TIME

IV.   OUTLINE THE BODY

A.  BRAINSTORM MANY POINTS

B.  THE RULE OF THREE

C.  STRUCTURE

V.   ADD SPICE

A.  ENGAGE THE AUDIENCE

B.  EVERY 6-8 MINUTES

C.  EXAMPLES

VI.   VISUAL AIDS

A.  TO ENHANCE

B.  BIG, BOLD AND SIMPLE

C.  WHEN NOT TO USE

VII.  TAILOR TO THE AUDIENCE

A.  SEEK FIRST TO UNDERSTAND, THEN BE UNDERSTOOD

B.  ASK QUESTIONS

C.  TAILOR YOUR MATERIAL

VIII.  MAKE CONFIDENCE SHEETS

A.  HELPS YOU FOCUS

B.  “FAST FOOD” FOR THE EYES

C.  BIND THEM IN ORDER

IX.   REHEARSE

A.  OUT LOUD

B.  LOGISTICS

C.  VIDEOTAPE YOURSELF

DEALING WITH ANXIETY AND NERVOUSNESS

 SYMPTOMS OF NERVOUSNESS

STEPS TO RELIEVE THE TENSION

1.  IT’S ONLY NATURAL

2.  WHAT’S THE WORST THING THAT COULD HAPPEN?  HOW LIKELY IS THAT?

3.  QUICK AND EASY THINGS TO DO TO RELAX YOURSELF

4.  MORE THINGS TO DO

5.  EVEN MORE THINGS TO DO

CONTROLLING THE ENVIRONMENT

I.  MAKE A CHECKLIST

A.  VISIT THE SITE

B.  DESIGN YOUR LIST

C.  USE IT!

II.  DISTRACTIONS

A.  ON-GOING VS. SUDDEN

B.  YOURS

 C.   THEIRS

III.  HANDLING QUESTIONS AND ANSWERS

A.  SET GROUND RULES IN THE OPENING

B.  SOME TIPS

C.  WHAT IF THERE ARE NO QUESTIONS?

BUILDING AUDIENCE RAPPORT

I.  APPEARANCE

 A.  WHAT TO WEAR

 B.  COLOR

 C.  STYLE

II.  BODY LANGUAGE AND VOICE

A.  SMILE, WATCH FOR HABITS

B.  TONE, RATE, VOLUME, AND PITCH

C.  CHOICE OF WORDS

III.  KEEP THEM INVOLVED

A.  ASK QUESTIONS, TELL JOKES

B.  INVOLVE THEM IN ACTIVITIES

C.  CALL THEM TO ACTION

Here’s my Five Step Process for doing your planning for the week.  Remember, it’s extremely important to spend 30-60 minutes per week working ON your business, not IN your business.  Take time on Sunday (my recommendation, though some of my clients do it on Friday afternoon) and follow these five steps to get the most out of your week:

Step One: review your yearly, quarterly, and monthly goals first to get back in touch with what you said you wanted to accomplish.

Step Two: review the previous week for lessons learned, insights, things you want to repeat, things you never want to do again, etc.  This is not meant to be a Pity Party.  Just 3-5 minutes in review to appreciate yourself for having had a great week and to identify things that need to be corrected.   

Step Three: review the upcoming week, checking all your appointments, meetings, lunch dates, etc. (the things already scheduled onto your calendar).  You’re checking to make sure you didn’t double book anyone, that you left enough driving time between appointments, etc.  What this review does is it triggers action steps.  For instance, whenever I see a lunch appointment on my calendar, it triggers me to reconfirm that person the day before by adding it to my To Do list.  I can’t tell you how many times I’ve forgotten to do that reconfirming and then I show up for lunch, only to have the other person call the restaurant to say they’ve forgotten, would I please forgive them, etc.  Again, 3-5 minutes is all this should take.

Step Four: lead generation time.  Remember, I define lead generation time as any activity that could generate a lead.  This includes phoning, door knocking, sending out post cards or a newsletter, doing an ezine or email blast, faxing, attending a mixer or Chamber of Commerce or networking event, taking out ads, doing a TV spot, writing an article for publication, etc.  Anything that puts your name out there to potential clients.  MREA recommends 2 hours per day, Monday through Friday.  It doesn’t have to be all at once.  Do a half hour here, an hour there, etc.  If you don’t have a lot of leads, then maybe 3-4 hours per day is more appropriate.  Use your judgment.  Just remember what Gary once said (and I’m paraphrasing I’m sure): “If you don’t have leads, then you won’t have listings, and if you don’t have listings, you don’t have a business!” 

Step Five: everything else!  Going to the gym, doing paperwork, spending time with family, riding your bike, reading time, relaxation time, everything else gets scheduled after those first four steps.  And don’t schedule up every minute of every day.  Leave some time for spontaneity, serendipity, smelling the roses, you get what I mean.