Basketball-Cheese-

1
Basketball-Cheese- Your Future in Real Estate
2
The Steamboat Story

• Moral of the Story
• The machine will not adapt to the user. The
  user MUST adapt to the machine

3
3 Great Books

• 1 Good to Great
• Why Some Companies Make The Leapand
  Others Dont
• By Jim Collins
• (best page203)

4
3 Great Books

• 2 Selling the Invisible
• A Field Guide to Modern Marketing
• By Harry Beckwith
• What Clients Love
• You Inc.

5
3 Great Books

• 3 QBQ!
• The Question Behind the Question
• (What to Really Ask Yourself)
• By John G. Miller

6
3 Great Books

• Live and Learn and Pass It On
• By H. Jackson Brown

7
Live and Learn and Pass It On
8

• Ive learned that my father lets me do things my
  mother would never even think about.
• Age 13

9

• Ive learned the great value of the three Fs
  forgive, forget and forge ahead.
• Age 47

10
Ive learned that you should never leave home
without a sense of humor.

• Age 69

11

• Ive learned that I should always laugh at my
  dads jokes no matter how lame they are.
• Age 13

12

• Ive learned that you should never hit a pile of
  dog-do with a weed whacker.
• Age 39

13

• Ive learned that it is okay to give advice but
  you shouldnt expect anyone to take it.
• Age 86

14

• Ive learned that the worst thing in life to be
  without is love, but toilet paper comes in a
  close second.
• Age 59

15

• Ive learned that you can miss a lot of good
  things in life by having the wrong attitude.
• Age 82

16

• Ive learned that there should be an Eleventh
  Commandment - Thou shalt not whine.
• Age 62

17
Todays Topic

• Basketball

18
NCAA
Basketball Court
19
NCAA
Basketball Court
20
Todays Topic

• Cheese

21
(No Transcript)
22
Todays Topic

• Your Future in Real Estate
• What is success?

23
Definition of Success

• At age 3, success is not wetting your pants.
• At age 5, success is having friends.
• At age 16, success is being able to drive.
• At age 20, success is having sex.
• At age 35, success is having money.

24
Definition of Success

• At age 55, success is having money.
• At age 65 success is having sex.
• At age 70, success is being able to drive.
• At age 75, success is having friends.
• At age 80, success is
• it DEPENDS

25
12 Trends, Beliefs, and Issues to Consider
26
1 Mastering the Game During Times of ______!
27
1 Mastering the Game During Times of CHAOS!

• 4 Simple But Proven Steps
• Step One Call a time out
• Step Two Slow it down
• for your sake
• for the sake of ALL others
• Step Three Break it down
• what needs to happen to get RESULTS?
• Step Four Focus on what you can control and/or
  influence

28
A Sample of What to Really Ask Yourself
29

• Do I regularly call time outs as needed?
• What needs to happen to get the desired results?
• What do I control and/or where might I be
  influential?

30
2 The ____ Deficit
31
2 The Trust Deficit

• Safety Please
• The Big Three Questions
• -Can I trust you?
• -Do you care about me?
• -Are you committed to helping me solve my
  problem?
• The Blank Check Test

32
3 The Truth About Technology

• A blessing and a curse
• Instant obsolescence
• Competitive advantage?
• But, the real bottom linein the end is
• youve gotta have_____!

33
3 The Truth About Technology

• A blessing and a curse
• Instant obsolescence
• Competitive advantage?
• But, the real bottom linein the end is
• youve gotta have GAME!

34
4 ____ News___ Newsthe _____ Effect
35
4 Good NewsBad Newsthe Media Effect

• What sells?
• Which travels faster?
• Are more people today up-beat or down and out?

36
Pardon the Interruption
37
A Few Quickies Board of Directors 1. 2. 3.
4. 5.
38
What were the top five issues/items buyers most
wanted their agent to help them with? 5 Help
with How much can I afford? 4 Help with
paperwork 3 CMA (Price/Value) 2 Negotiate 1
Help finding the right home
39

• All listings that expire each month expire on the
  25th
• Lunch BunchTop 24on purpose
• The 30 Second Drill
• A Program
• -Goalland one per month
• -Planvisit one per week

40
Now, back to the program
41
5 What an __________!!!
42
5 What an Experience!!!

• Gourmet Coffee
• Tuna Lady
• Doug Gary
• Now the question
• What might I do to enhance the experience?
• Phillip Morris PS

43

• Years ago Philip Morris bought Kraft for 12.9
  billion1.3 billion was tangible assets11.6
  billion was GOODWILL as defined by the
  accountants
• P.S. Go for GOODWILL!!!

44
6. Fish ____________
45
6. Fish Great Waters
46
6. Fish Great Waters

• also known as The LAW of Highest and Best Use
  or The Loyalty Ladder

47
6. Fish Great Waters
also known as The LAW of Highest and Best Use
or The Loyalty Ladder
Advocates
100
SOI/COI
50 to 100
79-82
Prospects
0
80
0
Suspects
FWF
0
48
7 _______________Isnt So Common.
49
7 Common Courtesy Isnt So Common.

• Rudeness is a BIG problem
• -89 of Americans think so
• Courtesy and politeness as a
• Competitive Advantage?

50
8Are you _______ with todays consumer, or are
you _____________________?
51
8Are you in-sync with todays consumer, or are
you functionally obsolete?

• Text Messaging?
• Environmentally friendly practices?
• Quick response time?
• Empathy?

52
Pardon the Interruption
53
3 More Rapid Fire Ideas

• 1 MTV
• 2 YOUR Referral Company
• 3 Checklists

54
Now, back to the program
55
9 Because

• Bobs because
• Whats your because?
• (see page 203 Good to Great)

56
10 Facts Figures to Go

• an example

57

• if 80 plus of buyers go online to search
• (mainly to see pictures)
• and all agents search online for their buyers
• and both agents and buyers eliminate properties
  based on the photos
• then, we should get better at PICTURES!

How important are pictures and visuals?
58

• 5 points to ponder
• Bright is better
• Clutter free
• More is better
• Edit like a pro (best picturesbest tools)
• Show sellers how your pictures compare
• P.S. Why not just hire a PRO?

59
11 Is it a ____?
60
11 Is it a CARP?

• Questions?
• Clues?
• Motivation?
• Qualifications?

61
12 Where the Rubber Meets the Road____Time!
62
12 Where the Rubber Meets the RoadFaceTime!

• Community involvement
• Facebook and Linkedin
• Expireds (at the door)

63
Pardon the Interruption
64
Agent Website

• www.JenniferAmes.com
• www.SusieOJohnson.com
• www.StickwithSteve.com
• www.I-94homes.com
• www.SellTeam.com

65

• Great Tools
• www.onlineagentresource.com
• www.RealEstateChecklists.com
• Agent Quotes
• Rite of Passage
• 5 Quick Stops
• What to Really Ask Yourself

66
A Closing Quote
67

• The world is too big for us. Too much going on,
  too many crimes, too much violence and
  excitement. Try as you will, you get behind in
  the race, in spite of yourself. Its an
  incessant strain to keep paceand still you lose
  ground. Science empties its discoveries on you
  so fast that you stagger beneath them in hopeless
  bewilderment. The political world changes so
  rapidly youre out of breath trying to keep pace
  with whos in and whos out. Everything is high
  pressure. Human nature cant endure much more!

Editorial in the Atlantic Journal June 16, 1833
68

• Ive learned that when you are really stressed
  out, the cure is to put two miniature
  marshmallows up your nose and try to snort them
  out.

69

• Ive learned that when you are really stressed
  out, the cure is to put two miniature
  marshmallows up your nose and try to snort them
  out.
• Age 11

70

• Ive learned that when you are really stressed
  out, the cure is to put two miniature
  marshmallows up your nose and try to snort them
  out.
• Age 11

71

• Ive learned that when you are really stressed
  out, the cure is to put two miniature
  marshmallows up your nose and try to snort them
  out.
• Age 11

72

• Ive learned that when you are really stressed
  out, the cure is to put two miniature
  marshmallows up your nose and try to snort them
  out.
• Age 11