WELCOME12:00 – 12:30 –

Lunch/Mingle

12:30 – 1:30 - Presentation

How To Create More Leads When Business Is Slow

90/10 Rule?

• Why?• How much do you want to make?• How many hours are you prospecting?• How many hours are you working?• How is your work life balance?

What to do when attending a seminar

1. Identify 3 tactics you will implement right away 2. Statistics: 3 out of 4 will not implement 3. If we have time, what else would you like to

cover

Qualification, Recognition, and Awards

• Business Up Over 66% this year• Will come close to double my Income up from

480K to 925K• Scotman’s Guide Top 200 in USA• Mortgage Originator Magazine Top 1%• 100% Referral Business• Member of the CORE Training Group

First things First:The Ideal Realtor Model

• Maintain 30 listings/10 buyers• 3 Channel accounts• 40 leads/mo – 50% from database• 5 closings per month • @ $7,500 per deal

• (avg transaction 400K x .03 = $12,000, less broker 28%)

• Net $250,000 per year• Save 20%

What are You Doing Now?

Who I Market To:______________________________________________________________________

Ex: PC, BUS, FARM, CH, BLDR

What Systems/Marketing Are You Doing?

For Current Clients: _________ , _________ , _________For Past Clients: __________ , __________, ________For BUS/SOI: __________ , __________, ________For Channel: __________ , __________, ________For Builders: __________ , __________, ________

Raving Fans

Wow Checklist- Do You Have One?

Structure and Systems

FORDCALL

FORMAT

Build Relationships with your clients by calling and using this format:

F is for “family”

O is for “occupation”

R is for “recreation”

D is for “dreams”

DATABASE

“Any Successful Sales Job Starts with a Great Database”

Excel or CRM—You ChooseI like Jungo

A. Create itB. Organize itC. Work it DAILYD. Grow it

Database Continued

Building a Database

• All sales people work off of lists • Top 50 Favorite Past Client List• Top 50 Favorite People and

Professional’s List • Expired’s• Top 25 Target List ( CPA, Fin Planner,

Any Potential Referral Source….I like Divorce Attorneys)

• Think outside the box: Who are some other great referral sources

• BUILD YOUR LISTS (DATABASE)

Top 50 Clients

Database SystemsThat Work—Go Deep

1. Client—”All About You” Form (Agent for Life)2. EOS3. Letter of the Heart4. Client Parties5. Birthday Program6. E-Newsletter and/or Video updates

#1 All About Your Form

All About YouThis form is to help us better serve you during and after the transaction.Thank you for your cooperation in filling out this information.Name ___________________________________________Date of Birth ____-____-______E-mail Address ____________________________________________Spouses Name ________________________________________Date of Birth ____-____-______E-mail Address ____________________________________________Names of children living at home and date of birth1)_____________________________ ___/____/_____2)_____________________________ ___/____/_____3)_____________________________ ___/____/_____

We communicate often with our clients to reduce this stressful process. Please tell us how we can best communicate with you.Are you available to talk at work? Yes / No If yes, your number____________ext.____If delivery is necessary, should we send to your work address? Yes / No If yes, please list full address. __________________________________________________________What is the best number to reach you on Thursdays for your update calls?____________________________ Alternate number ___________________________What are your regular work hours?___________________________

#2 EOS (Monthly)

Structure and Systems

LETTEROF THEHEART

 September 21, 2009  A real hero… I was driving to my office last month and the car in front of mine had “Medal of Honor” license plates. I thought to myself, I have to meet this guy.  He turned into my office complex and parked in front of a rehab center in a building adjacent to mine. I pulled up behind him and waited until he stepped out of his car. I told him that I had seen his license plate and wanted to meet in person and shake his hand. He smiled and introduced himself and said that the “plates” were nice because they were free. I told him that I have had the honor of working with families of three other Medal of Honor recipients in my career but I had never actually met one in person. I asked him if he was in Vietnam and what he did there. He shrugged and told me that he was a “Dust-off” pilot. I have met several Dust-off pilots and had them as clients. It turned out that we had some mutual acquaintances. Those guys are a special breed of cat. We chatted for a few minutes. I thanked him for his time and his service to our country and hustled back to my office to look him up on the internet. He was the first “Dust-off” pilot to be awarded the MOH. In one day, he flew three different helicopters on five separate missions, each under intense enemy fire and rescued 51 soldiers. “For conspicuous gallantry and intrepidity above and beyond the call of duty” the Medal of Honor was awarded to Maj. Patrick Brady. He later retired as a Maj. General. Tiger Woods wears Patrick Brady pajamas to bed at night.  Regards,  Dayton Schrader P.S. If you can read this…thank a teacher. If you can read this in English…thank a soldier.

Structure and Systems

CLIENT PARTIES

Structure and Systems

CLIENT PARTIES

Structure and Systems

E- NEWSLETTER

Video Marketing

https://youtu.be/npOQluf0ksU

Daily Power Hour (Calls)

Monday: 8 of your Top 50 VIPTuesday: Update Calls/Pending ContractsWednesday: Letter of the Week Past Client Database

Thursday: Business Contacts (CPA, Divorce Attorneys, HR Contacts, Jeweler, etc….

Friday: Builders

Time Management

1. Printed schedule2. Greatness Tracker

Time Management

Time Management

GREATNESSTRACKER

Mark Your Calendar:Next Lunch & Learn

When: Thursday, December 3rd

Where: 320 W Ohio 6th Floor

Topic: Goal Setting - Exceed Expectations And Win Business

Lunch & Learn: Goal Setting. Exceed Expectations And Win Business Tickets, Chicago | Eventbrite

Questions?

THANKS FOR SPENDING TIME WITH ME TODAY!

THE CHAD LUBBEN MORTGAGE TEAM

CHAD.LUBBEN@GUARANTEEDRATE.COM

773.654.2031