Welcome to the Agent Success Kickstarter Program

Welcome to Agent Success Kickstarter – Week 1! Let’s dive in and set the tone for the next 90 days. If you commit, stay consistent, and take action, the results will follow. Let’s get started!

Why did you originally decide to get into real estate? Financial Freedom Time Freedom Life Freedom Are your fulfilling that dream? Complexity is the enemy to success! Action Item: on a scale of 1-10 rate your current state of mind.

1. You need to wake up every day with the right mindset.

2. Set a regular routine and schedule for consistency.

3. Celebrate small successes to maintain momentum!

Action item: Fill out your scheduling sheet.

What does meeting of the minds look like for you?

This is a LIFE journey, not a bootcamp.

Choose a partner who will be real and honest with you. Truly hold you accountable!

Action item: what will meeting of the minds look like for you?

Be present!

Read your State Contracts and Addendum's!

Check with your Managing Broker for any clarity or questions.

Action item: read thoroughly through all your State contracts and addendum's.

Define your big "WHY" that will drive you every day.

Get rid of your limiting beliefs...

Take time to think...

Nightly log: writing it down will allow your subconscious to continue to process even when you're back to the daily grind.

Action item: evaluate what your big WHY is. Keep a nightly log next to you.

L.I.F.E. Formula

L - Learn from those who have already accomplished what you want to accomplish.

I - Implement, put it into immediate action.

F - Focus/Follow Up to maintain consistency.

E - Execution become easy if you have followed all three prior steps.

We get stuck in the "IF" of LIFE! Implementation and Focus/Follow Up.

Learning and Execution are the easy part!

Action item: Where do you get stuck? What stops you from being consistent in your daily routine and follow through?

The brain is the most powerful tool and muscle we have. Exercise it daily!

Cut out the head trash.

Would you find a way?

Never start with the how, always start with the why.

The only thing that is stopping you from getting what you truly want in life is the story you are telling yourself.

24 hours... Clock is ticking or you're FIRED!

Action item: What is the story you have been telling yourself? What’s your new story?

Become a subject matter expert and target your branding/marketing.

Create a personal brand in alignment with your life and business.

Real estate is a competitive market... How will you stand out?

Your site shouldn’t be about you but rather your results and clients!

Consider yourself a real estate consultant, coaching your clients through the biggest transaction of their life!

Logo Resources:

Canva.com

Fiverr.com

Map out your plan but allow for detours.

Do you have your future mapped out?

Find a mentor, coach or join a team.

Shadow some of the most successful agents in your office.

Remember commissions are the only way to keep security. In order to find financial freedom, you must produce results!

Action item: fill out your roadmap worksheet.

You thought you were in real estate? Not. The best marketer wins!

It's time to innovate!

You don’t need to become an expert in all fields. If you try, you will fail.

Pick what works for you and OWN it!

Action item: what can you do differently starting today?

Week 2

Get away from distractions. Become laser focused!

Either time block your schedule or create a priority task list for the day.

Get the most “boring” tasks completed first. If you don’t, they will drag you down the entire day.

Schedule your prospecting Power Hour early in the morning.

Are you constantly planting new seeds and harvesting existing ones?

80% of your success comes from 20% of your efforts.

Action item: 90 Day Habit Tracker.

Knock, Knock… Who’s there? Opportunity...

Always ask yourself, could it be better? Could I be better?

What can you do today that your future self will thank you?

Action item: Fill in your own themed days.

I’ve got big, shiny numbers on the wall in my office!

Are you profitable?

What are your three commitments in the next 12 months?

Define your outcome: short term versus long term.

Bring clarity to your business and life.

Where do you want to be in five years?

What does it mean to you if you don’t get there?

Action item: complete your commitment report.

What if your family, friends, inner circle weren’t the ones that most want to see you succeed in life?

Make a list of your top 10 power influencers in your life.

You need to be providing them just as much value if not more than that they are pouring into you.

Who is it that when they hear the word “real estate” they immediately think of you?

Remember, Sphere of Power are your own personal cheerleaders!

are your own personal cheerleaders!

Action item: Think of 10 Sphere of Power and nurture those relationships.

Mindset is single handedly the most important factor to your success and owning your LIFE.

Look at your LIFE right now, are you attracting positive or negative influences?

Do you believe there is enough business for everyone or do you have a scarcity mindset?

You must be real with yourself.

It’s always about serving your client, not about the commission check. Treat all clients equally and your peers.

Action item: rate yourself on a scale of 1-10.

Think of others around you who have a negative mindset versus abundance.

Week 3

What is your niche?

Look at your past sales, where does your business come from?

What social media platforms are they on?

What problem do you solve for them?

Target your marketing: don’t run with the pack!

Become the known EXPERT!

Action item: Ideal client worksheet.

Sales is like a story plot with a beginning, middle and end. Don’t over complicate.

Human beings purchase off their emotions.

What is their PAIN?

Look at their nonverbals and ask the big issue.

“I care about you and I can help get you out of this.”

Ask, "what is your next step?"

It doesn't’ serve your customer if you don’t believe in yourself first.

Action item: practice your PAIN interview.

What’s the difference between a Holiday Inn and Ritz Carlton?

Why do people spend incredibly more to stay at the Ritz? It’s about the experience.

That’s right, it’s never about the price but the experience. Consumers are always willing to pay more to have a better experience.

Action item: What makes your real estate experience unique?

Become obsessed with adding more value than your clients expect.

Know the DISC or other personality assessment so you can better understand and serve your client.

Keep sending value. People love it! Then, weave in your offer.

No response from leads? Reach out and give something of value to re engage.

How do you position yourself where clients want to work with you?

Action item: Take your own Tony Robbins DISC or other Personality Assessment.

Week 4

You will need: Strategy, Systems and Support!

Do you have a Profit & Loss Statement?

Closing ratio: how many appointments versus closed deals?

Average sales price? What is your bread and butter?

Average commission? Are you a full service or discount agent?

Create an entity, seek the advice of an attorney or your accountant on tax and legal benefits.

Example:

40 appointments for 20 closings = 2:1 ratio

Action item: Complete your business plan and place it visibly on your work space

Action item: Complete your business plan and place it visibly on your work space.

We are the messenger/communicator!

Action item: record a conversation and evaluate your own scripting.

Find an accountability partner who will be honest. 

Create a schedule and commit.

No “small talk.”

Set daily, weekly and monthly “commitments” not “goals.”

Cherish your time as it is sacred!

3 wins

3 losses/mistakes/failures

3 corrections

Action item: Write down your 3, 3, 3 for the week.

Time block schedule Vs. Priority list

What works for you?

AM- High leverage activities while your brain is in it’s most creative state

Every day ask yourself- did I accomplish what I set out to do? If not, why?

Become the master of the clock.

Make “replacements” in your life!

MMA: Money Making Activities

Week 5

If you were a CEO, would you hire you at this moment?

Action item: Review yourself from a scale of 1-10.

What mistakes have you made? Failures are always an opportunity to learn.

What improvements have you made?

What forced those improvements?

Ask those closest to you what they see you are doing exceptionally and what can use a boost?

Downer: always negative

Dreamer: good intentions but rarely follows through

Doer: names their own paycheck

We all live in all of these 3… Which one will you choose to be today?

Action item: Fill out your Am I Worksheet.

It takes a consistent approach to growth, strategic partnerships and investing in new leads in order to expand your reach.

The most important question: would your business continue to grow without you?

Challenge yourself, how can you step out of your business and it will continue to grow?

Action item: What does being a business owner look like for you?

In human society we hate saying no.

Sometimes the best thing we can do is say, “NO.”

If you don’t say no, what is it ultimately costing you?

Action item: name 3 things from the last week you should have said no to.

These 3 things will become the lifeblood of your business!

No business will survive without a constant flow of new relationships and referrals.

Did you know that one social media post could have cost you $$$$ in business? Was it truly worth it?

Always think about what can differentiate you from other competing agents.

What can you do to dominate?

A few ideas:

Send a personalized video introducing yourself.

Have a referral program action guide and communication plan.

Offer a higher percentage to the referring agent upfront.

Call/text the agent not just send a standard message.

Action item: clean up your social media accounts.

Week 6

Traditional lead cultivating: sphere of influence/power, For Sale by Owners, Door Knocking, expired’s, mailers, circle prospecting, affiliates, the list goes on!

Digital marketing: social media, Google Adwords, Facebook, Instagram, LinkedIn, Youtube, Zillow, Realtor.com, etc.

A home is one of our 3 essential needs: water, food and shelter.

We aren’t selling life insurance. Everyone loves talking about real estate!

Action item: Write down 20 ways to generate business.

There’s not a lack of business!

Example:

Sphere of Influence 10%

Sphere of Power 20%

Referrals 10%

Prospecting/ New Leads: 30%

Seminars/ Workshops: 5%

Paid Internet Leads: 25%

Action item: Where is your time best spent?

Send an evergreen video to buyers prior to meeting to show professionalism and introduce yourself.

Meet with buyers first and set a free buyer consultation.

Set their expectations of offers, timelines, and the market.

Sign a buyer agreement for loyalty and professionalism.

How to make your buyers competitive in a sellers market?

Action item: create your own buyer consult outline.

A lead is as good as the one converting them.

How are you going to track your leads?

What methods will you use to follow up? Minimum 8 touch plan. Most stop after 2…

Keep your script short and sweet.

Action item: send 5 personalized videos.

The more complicated the scenario, the less likely we are to make a decision.

Power of 3: "I have researched the marketplace, the homes I am going to show you are the very best 3."

Law of contrast: 

1. Show least best home

2. Best price/options/ attractive

3. 2nd best/ reconfirm decision

Not manipulating, just proper context.

Are they just  interested to purchase/sell or are they fully committed?

Action item: practice the “Power of 3” with an accountability partner.

Week 7

CATS: Compliment, Attract, Takeaway and Schedule!

What you say matters!

• Always introduce yourself, don’t leave them guessing.

• Ask good questions.

• Listen to their answers.

• Don’t make it sound automated or scripted.

• Show you care and are sincere in helping.

• Tell them what makes you different.

• Find out their problem and why, then solve it.

• Reassure throughout the conversation.

• Don’t act “salesy” but speak with certainty.

Let it flow!

• Scripts are meant to keep the conversation on track.

• Prepare for the unexpected.

• Keep reverting back to your questions.

• Find ways to connect with your potential client.

• Keep your scripts simple, no long winded questions.

• Build rapport.

• FORD: Family, Occupation, Recreation and Dreams

• Don’t ask, “how are you doing?”

• Ask, “how many bedrooms and bathrooms do you want?”

• “Is there a home you have seen that comes to mind?”

There is a direct correlation between how much you’re willing to practice and the results you’ll achieve in the business every day.

Action item: Practice!

Bonus Script Master courses below Version 1 & 2.

Download the Script Master Handbook next.

See Script Master 1.2

• Eliminate your ego.

• Look strictly at the numbers, no emotion.

• Every seller is motivated with the right terms.

• CMA: pull the 3 closest in size, age and quality of home.

• Ask, "how did your buyers come up with that number?" Instead of getting “offended” or “defensive.”

• Don’t give away your clients terms without prior permission.

• Continue to work with new buyers until it’s executed. Let all parties stay in the know.

• Understand the differentiator between list price and sales price.

• Consider all the terms, not just sales price.

Action item: Commit to a script partner and schedule in weekly calls.

• Don’t BUY your listing!

• Ask good questions, take notes.

• Are you listing to sell or setting it up for another agent?

• Consider every listing an investment.

• Control the conversation and outcome.

• Is the seller pricing within the ballpark?

• Are you competitive with active, pending and sold listings?

• Is your seller willing to participate in a staging consult?

• How flexible is your seller with showings?

• On a scale 1-10, how motivated is your seller?

• Interview them more than they are interviewing you

• Show you are worth every penny of the commission. Feel free to charge more and ask transaction fees. Do not discount your worth.

Action item: practice a seller interview.

• Walk in with confidence, AS IF the listing was already yours.

• Don’t ask questions as an interview or show uncertainty.

• Come to the meeting ready with your listing agreement and marketing plan in place.

• Provide a specialized marketing plan for the seller, no standard listing agreement.

• Be ready to get your sellers to commit to schedule the stager/photographer.

• If you show/ feel doubt, the sellers will sense it.

Action item: find a seller and record your seller interview then evaluate.

• Many agents will talk their clients out of the transaction.

• Don’t scare your buyer, use facts and be solution oriented.

• Work well with the other agent as should be cooperating together.

• Stay on top of all communication.

• Keep your paperwork aligned and organized.

• Don’t assume or make decisions for your client.

• Continue to stay on top of trends and best practices.

• Engage/ collaborate with other agents

• Stay firm on all contract timelines

• Work well with vendors who will assist in close timelines.

Action item: evaluate past deals that fell through.

What could you have done differently?

Week 8

It’s not you, it’s the situation. Remove your personal feelings. 

Great salespeople have ego and emotional strength. They can handle and distance themselves from the rejection.

Commission Discount: “No, do you have any other questions?”

Experience: “I’m highly motivated and that’s what brought me to be able to meet with you today.”

Timing: “Did something change to make you not want to sell?”

Pricing: “It’s not about what you or I feel your home is worth but what the market is telling us that will yield the most buyers.”

“I would rather see you decline 3 offers than never receive 1 because we are overpriced.”

Action item: practice with your accountability partner.

Treat every listing as it’s your signature!

Hire professionals: staging and photography.

Create an advertising touch plan that is unique to you.

Don’t do the 3P’s: put a sign in the yard, put in the MLS and pray!

Do the 4th P: Prospect, Proactive and Provide value!

Top 5 to make a successful listing agent:

1. Professional photos

2. Communication

3. Pricing strategy

4. Home prep

5. Toolbelt of vendors

3D”s: depersonalize, declutter and deodorize.

Look through either your listings or listings within your office. What do you see that could be improved?

Action item: look through either your listings or listings within your office.

What do you see that could be improved?

See List to Sell 1.2

Choose a partner to practice scripts with prior to the open house.

Invite neighbors to a “preview,” use a flyer or door hanger to door knock.

Starting advertising the open no later than Wednesday that week.

The day of, place as many directionals as possible on high traffic intersections for maximum visibility.

Sign in: “for security purposes the seller requests all guests to register.”

Ask, “do you already have an agent helping you with your home search?”

Answer: Yes. Ask, "how does that make you feel they aren't here with you?"

Follow up with the leads immediately following with a video message and call Monday morning.

Action item: create an open house sign in sheet and sign up to do an open house 3 weekends out of the month with either your listings or within your office.

P.L.A.N: Prospect, Lead Generation, Appointments and Negotiate Contracts

Create a workflow and funnel for every lead.

Separate yourself from the pack. Video messages!

Time block: turn off distractions.

Create a Power Hour every day for prospecting!

Call, call, call! Keep it simple, ask questions and add value!

Action item: complete your lead generation worksheet.

10 daily activities:

• 10 posts to Craigslist

• 10 posts to FB Groups/Marketplace

• 10 sphere comments on FB

• 10 industry specific adds on LinkedIn

• 10 outgoing “check in” messages

10 weekly activities:

• 10 new Facebook friends and message (video or audio)

• 10 new coffee shop conversations

• 10 doors knocked on prior to an open house

• 10 “pop by's” at a local business

• 10 private happy birthday video messages

Action item: schedule in your 10 x 10 daily and weekly activities.

Week 9

Income: buyers, sellers, referrals, leases, and other agents.

Cost of Sale: referral fees, listing/buyer agent split, brokerage fees, marketing, staging and photography.

Expenses: marketing, lead generation, auto, supplies, dues, technology, insurance, salaries, education, mentor/coach, etc.

Action item: fill in your budget worksheet.

You cannot manage something you cannot measure. 

What is your average cost per lead?

Conversion rate: how many leads are you closing to appointments? 

How many appointments turn into closings?

How much time spent versus the return?

Set realistic expectations.

Action item: ROI and ROT worksheet

What’s your superpower?

Nurture your Sphere of Power.

Create a campaign nurturing your 3 x 3: past clients, current clients and future clients.

Builders, investors, probate attorneys, locksmith, doctors, school, etc.

How are you going to market the property outside of the MLS?

52 Point Marketing Plan Example

Make sure you perform your marketing plan

Don’t fall victim to the market: shift and adjust appropriately. 

Do you need a schedule price adjustments?

Who will pay for staging/photos?

Additional provision: “If the seller cancels or breaches this agreement, the seller to reimburse the listing agent an amount up to $x for the staging consult and photo’s.”

• Show your results!

• No obligation and cancellation guarantee shows you mean business.

• Share your personal average DOM versus the average agent.

• Post on social media on a regular basis.

• Add listings to Facebook Marketplace and renew weekly.

• Post listings several times per week on Craigslist.

• Share listings with potential prospects in Facebook groups.

• Reverse prospecting: send a personalized message to agents and share a virtual tour link.

What is the best social media platform? The one that you will use!

Use client testimonials to build social proof!

Action item: pick your top 3 social media platforms and start posting.

CRM: Clients Relationship Management System

Add every contact into your database, how you know them and set them up on a drip.

Build your pipeline every day.

Drip: custom campaign working 24/7

New, Warm and Hot leads

What’s your follow up system?

Work in your CRM every single day.

Best CRM? The one you will use.

Week 10

Have you ever had a great idea but never fell through? Of course, we all have!

Use social accountability to your advantage!

Share with others on social media new projects, commitments, wins and failures.

Action item: Share your top 3 commitments this year on social media.

Share your wins and build social proof.

Use hashtags to broaden your reach and make posts public.

Identify your personal theme: mix personal and professional posts.

Invite engagement by asking questions.

Example: How many states have you lived in?

Wait and see all the comments roll in!

Action item: Find 10 hashtags hyperlocal to use in your marketing.

Post engaging questions.

Share your wins and build social proof.

Use hashtags to broaden your reach and make posts public.

Identify your personal theme: mix personal and professional posts.

Invite engagement by asking questions.

Example: How many states have you lived in?

Wait and see all the comments roll in!

Action item: Find 10 hashtags hyperlocal to use in your marketing.

Post engaging questions.

• Add new friends every day

• Message to start building the relationship

• Happy Birthday videos

• Like, comment and share

• Lead with value

• Automate systems for follow up

Action item: start engaging with friends today!

• Professional photo across all platforms

• What do you do? Don't be a secret agent!

• Where do you work?

• How to reach you?

• Swipe up - 10,000 followers

• Instagram Stories

• Music added

• IGTV videos

• Instagram Insights

Action item: create a linktr.ee landing page.

• Build an online resume

• Cover photo - professional

• Detailed background history

• Add Links

• Add connections, message

• Search tools through Sales Navigator

Most powerful search engines: Google, YouTube and LinkedIn.

Action item: fill out your profile and online resume.

Week 11

Do you have great sales months and then others that aren’t so good?

It’s because you haven’t constantly fed your pipeline.

You need to generate real income that could sustain you in the event that you have to live off that income.

How much passive income do you need to make in order to truly live free?

Deduct all expenses to determine your monthly residual income and return on investment.

Action item: fill in your freedom number worksheet.

We can not be perfect or experts at everything.

• How many listings can you appropriately handle?

• What items can you delegate?

• Hire: showing assistants, transaction coordinators, virtual assistants, licensed assistants, etc.

• Delegate: Fiverr, Shared VA’s, task oriented, etc.

• Create a workflow that can duplicate. 

• Know your worth, delegate other tasks.

• What is your hourly worth?

• Ex.: $18,000 commission/ 160 hours per month (based on a 40 hour work week) = $112/hr

• Should you be doing $10/hr activities?

• Activities should include: showing assistants, data entry, transaction management, marketing, contract entry, appointment scheduling, etc.

• Make your systems duplicatable. Create a Team Manual for everyone to follow.

• Partner with affiliates to increase your ad spend.

How much are you giving up in time and money by not leveraging?

We all have the same 24hr/7day, some of us leverage better than others. Time is an excuse!

Action item: fill out the HLA worksheet

You have the best advantage as a licensed agent to be a great investor!

Outside of unforeseen circumstances, real estate investing often has an outcome that is within your control from skills you have developed.

Action item: How do you plan to retire one day?

How do you define wealth?

Is it defined by the money you make or ultimately the way you live your life?

Are you living life on your own terms?

Fulfilling every childhood dream you ever had?

Are you able to take your family on that long awaited vacation creating lifelong experiences?

Do you take time to invest in your own health?

Life is a full circle and one does not go without the other to reach full fulfillment.

Action item: Write down what does ultimate wealth mean to you?

None of us are too good to hire a coach. If you want to push your limits.

• Overflow your pipeline.

• Make prospecting a priority to drive results!

• Track your conversion rates

• Track your hourly worth

• ROI: return on investment

• Commit to daily activity

• Update and work out of your CRM

We are all in an uncertain future. Bring your own certainty!

Action item: create a plan on how you are going to maintain the consistency and growth in your business.

Week 12