Boot Camp Manual

B O O T C A M P T R A I N I N G M A N U A L

www.exitsalestraining.com 2

QUESTIONNAIRE Name _____________________________ Office _________________________________ Work # _____________________________ Home # _________________________________ Cell # _____________________________ Email __________________________________ 1 How long have you been in Real Estate? _____ years _____ months 2 Production:

YEAR TOTAL # ENDS/SIDES GROSS INCOME ($) 2004 2005 2006

2007 (YTD) 3 Methods of obtaining business:

% METHOD Ads Referrals Direct mail Cold calling Expired FSBO Centers of Influence Just listed / Sold Other

4 If you have attended other Real Estate training and seminars, please indicate:

Mike Ferry Jerry Bresser Floyd Wickman Other __________________ 5 2007 Goals (Business): Total Ends/Sides ________ Gross Income $ ___________________ 6 2007 Goals (Personal): _________________________________________________________ 7 What do you think stops you from getting the amount of business you would like to achieve? 8 Do you have an assistant(s)? Yes No # ________ 9 # of hours/week worked: ________ 10 # of active listings at present: _________ 11 What is your objective in taking Boot Camp? What do you plan to get out of it?



BOOT CAMP CLASS AGREEMENT

1 I will direct all communication to the trainer.

2 I will give the trainer my full attention.

3 I will be clear and concise with my own communication.

4 I will speak so all can hear me.

5 I will speak only when appropriate to do so.

6 I will keep my time agreement.

7 If late, I will enter class without disturbing others.

8 I will not eat, drink or smoke during training (except water).

9 I will keep my area clean and orderly during training. Print Name Signature Date



The Wheel of Life

0%

100%

100% 100%

100%

100% 100%

100% 100%

Physical Spiritual

Mental Contribution

Social/Fun Family

Business Financial



Where will you be in the next five (5) years? VISUALIZE…

Physically

Family

Business

Financial

Mental

Social / Fun

Contribution

Spiritual



Weekly Tracking Sheet EXIT _______________________________ Agent _______________________________ Commitment/Work done during time period below to achieve goals set by agent: From _______________________________ To _______________________________ Results of Listings/Canvassing during the time period: TOTAL MON TUES WED THURS FRI SAT SUN Contacts made by phone/other

Leads generated Listing appointments booked Listing appointments showed # of listings taken # of listings sold Gross sales Gross commissions earned

Results of Buyer Brokerage during the above time period: TOTAL MON TUES WED THURS FRI SAT SUN # of buyers I invited to our office (booked)

Actual # of buyers that came

# of buyers who signed contract

# of buyers who purchased

Gross sales

Gross commissions earned

# of hours prospected



Lead Sheet Date Month Day Year Name Address City & State/Prov Zip/Postal Code Work Home Cell Email Client type Next contact date Month Day Year Future actions Letter to send OWNS WANTS Style Bedrooms Bathrooms Price range Description Notes:

Lead Sheet Date Month Day Year Name Address City & State/Prov Zip/Postal Code Work Home Cell Email Client type Next contact date Month Day Year Future actions Letter to send OWNS WANTS Style Bedrooms Bathrooms Price range Description Notes:



Listing Appointment Prep Form Listing Agent Client Work Home Cell Email Address

Appointment Date _________________________ Time _____________ AM / PM

Office On Location 1 Will there be anyone else involved in the decision? 2 Are you interviewing anyone else at this time? If so, who and when? 3 Once you meet with me and feel comfortable with me, would you still find it necessary to

meet with other agents? If yes, (we would prefer to be the last interview.) 4 On what criteria will you choose a real estate agent as your representative? 5 Do you plan on listing with me at the appointment? 6 Where are you planning to move? 7 If out of the area, have you contacted an agent there yet? We would be happy to

recommend a reputable agent for you. 8 How soon do you have to move there? 9 Have you ever considered selling the property yourself? 10 How much would you like to ask for your property & how much do you owe on it? 11 Briefly describe your home (DO NOT SKIP, even if MLS information is available):

# bedrooms # bathrooms Total Sq. Feet Finished Sq. Feet Style of home Year built Finished basement? Garage type

12 Are there any special features about your home that you feel would impact its value? 13 One FINAL question: Could you have a copy of any appraisals you’ve had done and all

your mortgage company information (loan # / contact info etc.) available? Great! That will really assist us in servicing your property. Please have an extra key, as well as information about your taxes and copy of survey if you have one.

Thank you so much for meeting with me. I look forward to helping you and appreciate you choosing to work with me! Lead Source: ___________________________________________________________________ Appointment made by: _______________________________ Date: _______________________



NEW AGENT START-UP (or Agent Restart)

1 List of family and friends.

2 List from work.

3 Pick-out geographical area

- List of actives (inspect and preview what it would sell for) - List of 1 year solds (read and review files)

4 Print list from Pro-CD or Data Source

- List from MLS to update - Learn scripts (practice daily)

5 Start prospecting (past clients, yearbooks)

Centers of Influence - around personal sales

- around personal listings - around my company sales - around my company listings - around any company sales - around any company listings - specifically for buyers under contract - FSBO’s - Expired’s (new) - Expired’s (old)

6 Keep your street lists updated (daily from MLS).



SCRIPTS Some people don’t want to learn scripts for fear of sounding canned! Remember, “you are already using your own canned scripts, they are just not that great!” Salesmanship is a learned trait. Selling is like baking a cake; you must use the same exact recipe every time to be successful. When you are “winging it,” you don’t know what is working in your presentation and what you say isn’t. Do not practice your scripts in front of a live client; this can be very expensive! Practice at least 1 hour per day to stay sharp. “If you were arrested for impersonating a salesperson, would there be enough evidence to convict you?”

REMEMBER: Selling is legal!

Make the Connection!

Contacts = $



TELEPHONE SCRIPTS Hello, is Mr. or Mrs. _______________ there? I’m calling from _______________, how are you today? (REPLY) Great! The reason I’m calling is _______________ (market hot, buyer etc.) So, I was wondering… 1 When do you plan to move again? (REPLY) Great!

(Reflex NO) 2 How long have you been in this house? (REPLY) Very Good! 3 Where did you folks move from? (REPLY) Terrific! 4 How did you decide to pick this home? (REPLY) Excellent! /Ouch! 5 If you were to move again --where would you go? (REPLY) Fantastic! 6 And when would that be? (REPLY) That’s terrific!

If not moving, ask if they know anyone who is! “Who do you know right now that wants to buy/sell real estate, friends, relatives, co-workers?”

IF THEY OBJECT, ASK: May I ask why? _________________________________________ OR Why is that important to you? ______________________________ OR Why do you want to wait? _________________________________

Let me ask you this: “If I could show you how to (solve their problem/objection) would you consider selling now? (REPLY) Great!

ONLY GO FORWARD IF THEY ABSOLUTELY HAVE TO SELL! 7 Now you do realize it could take _____ to _____ months (check MLS) in today’s market to

get your home sold…and another 60 days to close, were you aware of that? (REPLY) Great!

8 So…my question is this: Do you have to be sold in _____ months…or do you want to start

the selling process at that time? (REPLY) Fantastic/Oh Really!



9 Fortunately…to get you one step closer to (your goal), all we need to do now is simply set an appointment so I can help you get what you want, in the time you want! Won’t that be great? (REPLY) Terrific!

10 When is the best time for you and ________________ to meet with me, daytime or

Evening? In the next couple of days when is best ______________ or _______________? (REPLY) Great! TIME: __________ or __________?

11 Just before I go, there are a couple of quick questions I need to ask so I am better prepared

when we meet (Listing Appointment Prep Form).

12 I’ll be sending over a package of information (Pre-listing package). Will you please take few moments and review it? (REPLY) Great, thank you!

NOTE! Pre-listing package with appointment letter to be dropped off right away!



JUST LISTED SCRIPT Hi, my name is ____________ with ____________. I (my office, a home), just listed a home for

sale on ___________ for $ __________. I’m calling to let you know that it is for sale, and to see

“Who do you know that may want to buy a home in this area? (If they don’t know anyone go to

basic script.)

So, I was wondering… (Go to Telephone Script)



JUST SOLD SCRIPT Hi, this is _______________ with _______________. I (my office, a home) just sold a home in

your area on _______________ for $ __________. That home was shown to several families,

unfortunately only one could buy it. We still have several who are interested in the area. They are

serious about buying a home.

So, I was wondering… (Go to Telephone Script)



FSBO SCRIPT (Private Sellers) NOTE! Collect leads from signs, local papers or private seller magazines and websites. 1 Hi, I saw your sign (ad)…Could I ask, is the property still available for sale? Are you the owner? Are you willing to work with Real Estate Agents? (They usually say NO). (Doesn’t matter what they say, go to #2) 2 Let me ask? If I would have a qualified buyer who was willing to pay a price that was

acceptable to you would you be willing to accept that offer from me & my buyer? (YES) Great!

OBJECTIONS:

A What’s your commission? As long as you get the money in your pocket that you are looking for, does it matter what I make, A Dollar or $10,000? OR What’s most important to you, what you pay or what you get in your pocket?

B I don’t like agents! Neither do I or What are you more committed to, selling the property or who sells it, you or I?

C If you have a buyer just bring him over.

We have several buyers (don’t lie) but until I see your home, I don’t know who would be the best for it. You see I don’t want to upset my buyers if it is not the right house for them. Make sense?

D I don’t want to deal with Real Estate.

May I ask why? (It is usually because of commission or they just got started) or

As long as your house sells and you can move on with your plans does it matter

who sells it, you or I?

E If I’m going to list, I have a friend in the business. Why didn’t you list with him/her already?

CLOSE: When can I come over and look at your home and talk to you folks, daytime or evening? In the next couple of days what is best __________ or __________, time __________ or __________? Go To (Listing Appointment Prep Form) Send (Pre-List Package)



Listing Appointment Prep Form (FSBO’s) Listing Agent Client Work Home Cell Email Address


Office On Location 1 Why did you decide to sell this house? 2 Will there be anyone else involved in the decision? 3 Are you interviewing anyone else at this time? If so, who and when? 4 Once you meet with me and feel comfortable with me, would you still find it necessary to

meet with other agents? If yes, (we would prefer to be the last interview.) 5 If you were going to list, have you picked an agent/company already? 6 On what criteria will you choose a real estate agent as your representative? 7 (criteria from #6) + …are you open to working with me. 8 Where are you planning to move? 9 If out of the area, have you contacted an agent there yet? We would be happy to

recommend a reputable agent for you. 10 Have you bought another home? 11 How soon do you have to move there? 12 Why did you decide to sell yourself rather than list with a Real Estate Agent? 13 How did you determine your list price & how much do you owe on it? 14 What do you really expect to get? What are you willing to take? If you don’t get $______ would you take $______? (Price should be lower) 15 How long have you owned your home? 16 Briefly describe your home (DO NOT SKIP, even if MLS information is available):


17 Are there any special features about your home that you feel would impact its value? 18 Do you need the money from this house to purchase your next home? 19 If you have to close on your new home before this one is sold, how long could you

carry 2 mortgage payments?



20 One FINAL question: Could you have a copy of any appraisals you’ve had done and all your mortgage company information (loan # / contact info etc.) available? Great! That will really assist us in servicing your property. Please have an extra key, as well as information about your taxes and copy of survey if you have one.

Thank you so much for meeting with me. I look forward to helping you and appreciate you choosing to work with me! Lead Source: ___________________________________________________________________ Appointment made by: _______________________________ Date: _______________________ NOTE: (For the questions in bold type): 1. Use these if they are NOT cooperating with you. 2. After each question go for the close “When can I come over…”



EXPIRED LISTING Hi, I’m looking for _______________. Hello _______________, I’m calling from _______________. I see your home just expired on the MLS system. Do you still want to sell? (REPLY) Terrific! Or (alternate opening) Hello Mr------the reason I’m calling, I specialize in selling homes other agents couldn’t. 1 Do you plan on re-listing with your previous agent or are you open to a superior marketing

plan? (REPLY) Great! 2 If you sold this home, where would you go next? (REPLY) Great! 3 How soon do you have to be there? (REPLY) Really! 4 Did your previous agent tell you why your home did not sell? (REPLY) Really! 5 How did you pick the agent you listed with? (REPLY) Excellent! 6 What do you expect from the next agent you choose? (REPLY) Perfect! 7 Have you picked another agent yet? (REPLY) Fantastic! 8 I would like to apply for the job of selling your home. I’d like to show you why your home

did not sell and give you some ideas on how to sell it this time? (REPLY) Terrific! 9 When would be the best time to show you? Daytime or evening? In the next couple of

days what is best __________ or __________, time __________ or __________?

Go To (Listing Appointment Prep Form) Send (Pre-list Package) Make sure you book appointments with both the husband and wife



Listing Appointment Prep Form (Expired’s) Listing Agent Client Work Home Cell Email Address


Office On Location 1 Will there be anyone else involved in the decision? 2 Are you interviewing anyone else at this time? If so, who and when? 3 Once you meet with me and feel comfortable with me, would you still find it necessary to

meet with other agents? If yes, (we would prefer to be the last interview.) 4 On what criteria will you choose a real estate agent as your representative? 5 Do you plan on listing with me at the appointment? 6 Where are you planning to move? 7 If out of the area, have you contacted an agent there yet? We would be happy to

recommend a reputable agent for you. 8 How soon do you have to move there? 9 Have you bought another home? 10 Have you ever considered selling the property yourself? 11 How much would you like to ask for your property? If you don’t get that…what is the

lowest you’ll take? 12 Briefly describe your home (DO NOT SKIP, even if MLS information is available):


13 Are there any special features about your home that you feel would impact its value? 14 Did you have any offers? Why didn’t you accept any of them? 15 Could you offer any owner financing? (STB) 16 In addition to money, is there any other problem or inconvenience you would have if

this house didn’t sell within the next 90 days? 17 Do you have an existing mortgage? Is there a penalty to discharge it? 18 One FINAL question: Could you have a copy of any appraisals you’ve had done and all

your mortgage company information (loan # / contact info etc.) available? Great! That will



really assist us in servicing your property. Please have an extra key, as well as information about your taxes and copy of survey if you have one.

Thank you so much for meeting with me. I look forward to helping you and appreciate you choosing to work with me! Lead Source: ___________________________________________________________________ Appointment made by: _______________________________ Date: _______________________ NOTE: (For the questions in bold type): 1. Use these if they are NOT cooperating with you 2. Always qualify for motivation 3. Always be closing! When would be the best time for us to get together?

Daytime or Evening? In the next couple of days what is best __________ or __________, time __________ or __________?



Re-confirming the LISTING APPOINTMENTS

Hi, ___________ this is __________ with _______________. I’m calling to confirm our appointment on _______________ at __________ (time) Will that time still work for you? Did you receive the package I sent you? Have you had a chance to review it? NOTE: Have the Listing Prep Form in front of you! Before I come, there are a couple very important questions I need to ask you: 1 Are you planning to list your home with me when I come on __________? (REPLY)

Terrific! OBJECTION: If they say “no” or “I don’t now” ask, “Do you plan to interview more than one agent for the job of selling your home?” (REPLY) Interesting! 2 Just checking again…where are you moving to? (REPLY) Fantastic! 3 And, how soon did you need to be there? (REPLY) Great! 4 When I see you, how much do you want to list your home with me for? OBJECTION: I don’t know, you’re the expert, you tell me!

Since only ____% of the homes actually sell in today’s market, did you want to just list it or price it to sell?

5 So how much do you think you want to sell your home for? (REPLY) Terrific! 6 And how much do you owe on it? (REPLY) Excellent! 7 Have you ever considered selling it yourself? (REPLY) Terrific! (they may be thinking

FSBO) 8 Would you help with some of the financing the home for the buyer or do you need your

money out? (REPLY) That’s great! 9 Would you describe your home for me again? (REPLY) 10 Do you have any questions? (REPLY) Fantastic! 11 So you know, our meeting will only take between 10 – 40 minutes, OK? I look forward to seeing you and on _________ at _________!



THE LISTING PRESENTATION

Show up Mentally! Remember Your Purpose! Focus On Price and Motivation!

Initial Presentation Hi folks, I’m here to sell your house! (SHOW CONFIDENCE, TONE AND BODY) A Why don’t I just take a quick look at your home? (Get them to wait in the kitchen) B Do you mind if we stand over here, Or sit in t the kitchen over there? (Don’t sit on couch). C I have down three important questions for you: 1 Do you absolutely have to sell your house? ( ) Great! 2 Will you price it to sell? ( ) Excellent! 3 Do you want me to handle the sale for you? ( ) Fantastic!

If they say “yes, yes, yes”, go to the contract, if not go to the next step! Phase 2 Presentation 4 _______________, at the end of my presentation tonight, one of three things will take

place:

#1 You’ll list your house with me OR (Use body language)

#2 You’ll decide not to list your house with me OR #3 I’ll decide not to take your listing -------any of these is fine with me

5 Let’s review the questions I asked you when we booked the appointment. (Review the Listing Appointment Prep Form):

6 Now, there are only two issues we have to look at tonight:

#1 Your motivation to sell this home. and #2 The price we set on your home.

7 I’ve prepared a CMA(comparative market analysis). There are two parts to my research: I Fantasyland (what we list homes for) and II Reality (what we actually sell them for)

You’re going to have to decide tonight where you’re going to spend most of your time, so let’s go through the two parts together (Go through CMA).



EXPLAIN: How value is determined by the buyer

8 Now that you’ve seen the prices, will you list your home for $__________ price tonight?

(REPLY) Fantastic!

If they say YES, go to contract! If they say NO, proceed! Phase 3 Presentation 9 What price do you want to list your home for? (REPLY) Ouch---( flinch)

10 Because of that, there are three questions I need to ask you:

#1 Specifically, why do you feel your home is worth $ __________ more than the comparables I have shown you? (REPLY)

#2 If you were purchasing a home, and two were for sale (one for $ _________ and

one for $ _________ ), which would you buy? (REPLY) Terrific! #3 Don’t you think most buyers would feel just like you? (REPLY) Exactly!

11 I’m going to recommend a price of $ _________. Based on what I have explained, do you want to list your home for that price tonight? (REPLY) Terrific!

12 Do you know what we mean by the word overpriced? (REPLY) Great! Go to contract or, now you must make a decision on price. Do you take it at their price?



GETTING THE RIGHT PRICE 13 ____________, may I tell you what happens when a property is overpriced?

#1 You have fewer showings than if it’s priced right. In other words, less people will even look at your home, just because of your price, and…

#2 At your price, you’ll be helping the competition sell their home. Can I explain?

It’s usual when agents show property that they show the one that is overpriced first (in this case, yours). They say, “If you like this one at $ ________ you’ll love the one down the street at $ _________. Can you afford to have that happen? (Shake Head – Sideways)

14 I’m going to again recommend a price of $ _________ based on what I have explained. Do you want to list your home for that price? (REPLY) Terrific!

If they say yes and want to start at a higher price…either smile and take the listing or continue. MORE PROBLEMS OF OVERPRICING 1 It’s difficult to get salespeople to show it. Real Estate agents work on commissions,

don’t they? They are not going to show your house if they don’t have a chance to get paid. 2 It’s difficult to get buyers to look. With the large inventory of well priced homes, I can’t

even drag the buyers to your house if it’s overpriced, make sense?

3 It’s very difficult to get offers. (explain salespeople don’t like wasting time drawing up offers that won’t get accepted)

4 It’s extremely difficult to get financing. Even if I can get someone to pay your price, how

is it going to appraise? Do you think it’s going to appraise? Of course not (explain how banks lend money for mortgages --- based on purchase price or appraised value, whichever is lower).

5 Mr & Mrs__________ I figured out that last year it cost me about $1500 for

every listing I took whether it sold or not, so I have to be very carefull how many overpriced listings I take, makes sense?



HANDLING SCRIPT OBJECTIONS 1 We want to only give you a 30/90-day listing.

A I can appreciate that. As we discussed when we set the appointment, it generally

takes 3 to 6 months in this market to get a home sold. My question is, did you want to list your home for sale tonight - at 20-30% below fair market value, to guarantee an immediate sale within 30/90 days? (REPLY) Great!

Then we’ll need to stay within the normal listing agreement of ___ months. All we need to do now is simply sign the contract so I can help you get what you want, in the time you want, won’t that be great?

B If you were crossing a desert in a car and it took 180 liters (gallon) of gas to safely

complete the journey, would you only put in 60-90? Obviously not, then we need to stay within the normal listing period of 180 days - makes sense?

2 I’ve never heard of your company?

You are kidding you’ve never heard of us? Our signs are everywhere (GIVE EXAMPLES). We have over 620 offices across Canada and the U.S. and we are the fastest growing real estate franchise in North America. Do you feel I can sell your home? (REPLY) Fantastic!

All we need to do now is simply sign the contract so I can help you get what you want, in the time you want, won’t that be great?

3 We’ll save the commission by selling it ourselves.

A I agree you may save the commission by selling it yourself. Are you aware that today over _____ homes are for sale? And last month only _____ actually sold? (REPLY)

Did you realize that over 80% of all private sellers actually will sell through Real Estate (SHOW ARTICLE). Can you afford to have less than 20% chance of selling your home, AND potentially lose money? (REPLY) So, all we need to do now is simply sign the contract so I can help you get what you want, in the time you want! Won’t that be great? (REPLY)

B Mr. and Mrs. Seller you will never save the commission, but you will have to earn

the commission by doing all the work yourself (such as showings, open houses, answer calls) and pay for all the costs you’ll probably not save any money. Are you willing to take the risk of spending the time and money and your home still not selling in time? (Use body language)



4 Let’s list high; we can always come down later.

A What information do you have in your possession that proves to you without a shadow of doubt that you can actually get $ ________ for your home right now?

B What happens if you don’t get the price you expect? What are you going to do?

Let’s say the best offer you receive is $ _________,would you take it? What is the LOWEST Price you would take for your home right now?

5 We want to think it over. (Usually from C or S personality)

A I have an idea, let’s do this, sign the contract tonight (contingent on your approval in 24 hours). This way we both win. Can I explain?

You have some time to think about it so you can feel comfortable. I’ll call you in the morning. Then just tell me yes or no.

- If you say no, I’ll tear up the contract. - If you say yes, I’ll start marketing your property immediately. Doesn’t that

sound great? Either way, all we need to do now is simply sign the contract. So I can help you get what you want, in the time you want. Won’t that be great?

B If they don’t want you to take it with you suggest for them to keep it and put it in the mailbox in the morning. (This might make them fell better)

* TRY “COLUMBO” - CLOSE AT END*

6 I have a friend or relative in the business.

A Obviously you are not that committed to your friend since I’m here? Make sense. B I can appreciate that - almost everyone does. Let me ask, do you absolutely have

to sell this home, or are you just trying to do your friend a favor? All we need to do is simply sign the contract…

C Don’t you feel the sale of your home is too important TO JUST rely on friendship

alone? D If your home doesn’t sell, would that put some unnecessary strain on your

relationship? E Do you want your friend/relative to know your financial affairs? (BODY LANGUAGE)



7 Another agent said they could get me more money. A I can appreciate that and what you are probably not aware of is this: An agent that

will list your property overpriced assumes they can just grab the listing now and then start working on reducing the price, week after week. Is that what you want? (REPLY) Terrific! (shake head)

So then we’re clear why agents list properties overpriced, right? Let’s do the right thing and simply sign the contract so I can help you get what you want, in the time you want! Won’t that be great?

B There are a lot of salespeople who promise a higher price just to get the listing. Just

ask them if they would actually guarantee to buy your house at that price if it doesn’t sell? You’ll see how quickly their story changes, Makes sense?

8 Other agents farm my area; your office is too far away.

I understand your concern. Where do you think most of the buyers will come from, around here or from another area? The obvious reason you’ll choose me is because our company has homes for sale all over town. This gives us better exposure of your property to potential buyers from all over. Do you realize how important that kind of exposure is? That’s what you want, right? All we need to do now is simply sign the contract, so I can help you get what you want, in the time you want. Won’t that be great?

9 You’re too new / inexperienced versus other experienced agents

A That is a valid concern. However, let me ask: Are you aware there are two kinds of

real estate agents? There are passive and active not new and experienced. I am an active agent. Meaning, when you sign this contract tonight, I will spend all my time actively marketing your home to the public as well as to other agents in town. Isn’t that what you want? (BODY LANGUAGE)

So you see, new vs. experienced isn’t what you’re looking for. You want someone who will work actively and aggressively to get your home sold, right? (REPLY) Terrific! All we need to do now is simply sign the contract, so I can help you get what you want, in the time you want!

B Are you looking for a great real estate experience or just an experienced Real

Estate Agent?



10 Cutting commission. A We want to cut your commission.

No, do you have any other questions? (SAY IT WITH CONVICTION) B The other agent said they would.

I can appreciate that, but can I tell you why that makes me nervous? 1 If another agent doesn’t have the courage to stand firm regarding their own

worth, how strong could they possibly be at defending you and the price set for your home? I have that courage. Do you feel I can sell your home? (REPLY) Then all we need to do now is simply sign the contract, so I can help you get what you want, in the time you want, won’t that be great?

2 If the other agent gives away his commission that quickly (snap fingers), he’ll

give away the equity in your home just as easily (snap fingers). Is that what you want?

C I can understand that you don’t want to pay a commission, however, you don’t pay it.

The commission is actually paid by the purchaser. So we just have to make sure we get enough money from the purchaser to make you happy (and pay my commission). Does that make sense?

D If I can show you that you don’t actually pay the commission, can I have this listing?

Have you ever bought something where there was a salesperson involved? The

salesperson collects their commission from the store, but who really paid their commission, you when you purchased the item, right? So we just have to make sure we get enough money from the purchaser to pay your price and my commission, make sense?

E Commissions are negotiable. You can pay me 6%, 7%, 8% or 9%. - Stop me

anytime you want. You see my commission will depend on how difficult the process will be.

F If you went to work tomorrow and your boss asked you to take a 20-30% pay cut, what

would you say? Would you like that? If you were a real estate agent, and there were a lot of homes for sale at 6% and someone gave you a listing at 5%, would YOU work hard to sell it? Probably not, right? (Show 6 listings from MLS with different commission or make up your own sheet – see appendix)



11 You are too pushy.

! A I don’t mean to push you, but as you can see I’ll work very aggressively to get you the most money in your pocket. Does that make sense?

B What kind of sales person do you want working for you, someone who fights for

what they believe in or someone who just gives up? You WANT someone strong don’t you, go ahead and just sign the contract.

12 I’m re-listing with previous agent.

Have you signed a contract yet? A What will your agent do different that would cause your home to sell this time? Did

he/she tell you? B Mr./Mrs. _________, there are only 3 things that affect the price you get and how

quickly your home sells.

1 The listing price 2 The condition of your home 3 The agent working for you

1 Do you feel the price is in the right range? Who determined the price

you or your previous agent? (Go to 1 or 2) 2 What’s the condition of your home? Does it show well? Do you think

anything should be done at all 3 (If the first two were ok) obviously that leaves the agent. Their job is to

aggressively market your home and sell it, isn’t that right? Well, it’s time for a change, isn’t it?

C We promised our agent to re-list with him/her.

I can appreciate that and you know 90 days ago he/she promised you to sell your home right? Well, I guess it’s time for a new, more aggressive marketing plan that ensures the sale of your home this time, don’t you agree?

D The agent said we were over-priced, so if we reduce they can sell it.

Mr./Mrs._____________, who picked the price the last time you or the agent?



1 The agent

Mr./Mrs._____________, can you afford to wait another 90 days in case he/she is wrong again?

2 We did

Mr./Mrs.______________, if the previous agent wasn’t strong enough to advise you about the dangers of overpricing the last time, can you afford to trust their judgment for another 90 days in case he/she is wrong again? You don’t want to be on the market and expire again in 90 days do you? (REPLY)

E We’ve already made a decision so thanks, but no thanks.

Mr./Mrs._____________, before you tie yourself up in a multi-month contract for thousands of dollars, don’t you think you owe it to yourself to get just one more opinion?



FSBO LISTING PRESENTATION (In-house) 1 The advantage.

A What advantage you think you have selling your home to a buyer without a real estate salesperson? Probably to save the commission, correct?

B What do you think would motivate a buyer to buy from you? To save the same

commission you are trying to save, right? Right now you’re not 6% apart you are 12% apart, correct?

C When did you start advertising your house for sale? D How many calls have you received from potential buyers? E How many have come to see your home?

F How many actually made you a written offer? Obviously no one or we wouldn’t be talking right now, right?

G Do you have any idea why no came to see your house or made an offer? Can I tell

you why? (No show, no offer). 2 Number Props (You need to prepare this)

Get the newspaper and real estate magazines (What is the ratio of FSBO to Real Estate?). You need to explain the ratios of how many people sell through real estate and how many FSBO. You need to know stats from the MLS computer that describes the market (i.e.: 2000 active listings, 500 new listings came on the market last month and only 250 sales, list to sale ratio is 50%) NAR stats---over 80% of FSBO’s list with real estate agents within 60 days of coming on the market.



3 Four types of buyers

A In a hurry to buy. Quick decision makers.

B Not in a hurry to move. Serious buyers who are very careful about making a buying decision

C Investors (Bargain hunters) These people like to buy homes for less than market value. They are very shrewd when buying a home; they target FSBO’s who are desperate.

D Window Shoppers – They will never buy, don’t have the money or the desire (love looking at open houses for decorating ideas)

So, let me ask this question? If we, on the MLS, have 2000 listings in inventory and You only have one (1) house for sale, where do you think most of the good buyers will go? (Use body language) Can you see how most of the odds are against you? 4 Odds Against You. Talk about all the costs associated with selling privately. (You may show article from the paper.) Can you see how most of the odds are against you? 5 The Unqualified Buyer Talk about how buyers are going to get financially qualified. Explain pre-approval vs. pre-qualified (get information from mortgage brokers). Does that make sense?



6 Are You A Gambler? People go to Las Vegas to try their luck. A select few actually hit the jackpot; but most people must lose (that’s what keeps Las Vegas in business). They surely didn’t build all those fancy hotels with the winner’s money, did they? It’s the loser’s money. Does that make sense? You see, most people must lose or Las Vegas could not exist, they didn’t build those fancy hotels from the winner’s money, make sense? (I live in Las Vegas, so I know) There is a few people try their luck and put their house for sale privately and actually sell it, however the ratios are against it (show articles). Most “For Sale By Owners” must lose or we, the real estate industry would not exist. Real estate companies sell most of the properties (quote stats from the MLS) because we help the sellers get more money (SHOW ARTICLES). Does that make sense? (Real estate business is 200 years old). Does that make sense? NOTE: LOGIC SELLS, USE IT!

From MLS: get statistics of: 1) average sales price 2) listing to sales ratio $ and #(what % are agents selling homes for and what % are actually selling) 3) Average days on the market. All these stats should cover the previous year and year to date. Show it month to month



TELEPHONE SCRIPTS (to hire agents)

1 Retirement Hi, this is _____________ calling from Exit Realty. How are you today? The reason I’m calling is because we are looking for agents who would like to build a retirement income for themselves. Do you have a pension program at the real estate company you presently work for? (REPLY) That is too bad. At Exit Realty we are focused on providing a future retirement income for all of our agents. When would be a good time for us to meet so I can explain our retirement program to you? Is afternoon or evening better for you? Would today or ___________ be better for you? Thank you, I look forward to speaking with you then. 2 Cash Flow (Canada only) Hi, this is ___________ calling from Exit Realty. How are you today? The reason I’m calling is because our company has a special program where we offer our agents a FREE CASH ADVANCE on every deal they do to help with cash flow. Do you think it would be beneficial for you to get paid within 72 hours of writing a firm residential transaction? (YES) Great! When would be a good time for us to meet so I can explain our Cash Flow Enhancer Program to you? Is afternoon or evening better for you? Would today or ___________ be better for you? Thank you, I look forward to speaking with you then. 3 More than 100% Commission Hi, this is __________ calling from Exit Realty. How are you today? The reason I’m calling is that we have a system at Exit Realty where you can actually earn even more than 100% commission for yourself and pay NO DESK FEES. Do you feel such a plan would be to your benefit? (YES) Great! When would be a good time for us to meet so I can explain our system of how to actually earn more that 100% commission to you? Is afternoon or evening better for you? Would today or ___________ be better for you? Thank you, I look forward to speaking with you then.



4 Professional Training Hi, this is ___________ calling from Exit Realty. How are you today? The reason I’m calling is that we offer an extensive training program to all agents at Exit Realty that will assist them to increase their business by at least 25% per year, while working less. Would you find such a training program to your benefit? (YES) Terrific! When would be a good time for us to meet so I can explain how we can help you business increase by 25% per year? Is afternoon or evening better for you? Would today or ___________ be better for you? Thank you, I look forward to speaking with you then. 5 Survey The survey is a great way to “break the ice” with prospects. Never book an appointment from the survey unless the prospect asks YOU to do so. The purpose of the survey is simply to unobtrusively find out the needs and desires of each agent so you can use the proper script when you call back. Hi, this is ___________ calling from Exit Realty. How are you today? The reason I’m calling is that we are doing an agent survey to find out what new systems salespeople are looking for from their existing Brokers. Of the following three issues, what is most important to you? (Have the prospect put them in order of importance):

A The highest commission B Free cash advances C Full training and hands-on coaching programs

Does your company offer every salesperson a retirement program such as a pension? (NO) Ah, too bad. If such a program were available would you like to find out about it? (YES) Great! We will have someone contact you at a later date. Thank you for taking the time to assist us with our survey, have a great day!



If you were a buyer’s agent, which home would you rather sell?

6% / 3% 6% / 3%

5% / 2.5% 7% / 4%



HOW TO STAY MOTIVATED 24/7 Two-step Theory STEP 1 Work and act everyday on the job as if you are a Rookie.

Remember your first day on your first job? You were excited, anxious to get started, can’t wait to get there. There were no negative forces holding you back. The future looked bright and you wanted to succeed no matter what the price. You were eager to learn and grow and took on every task with willingness. Every challenge was an opportunity.

STEP 2 Work everyday of your life as if you’re going on vacation tomorrow.

Remember the last time you went on vacation…how many things did you get done? How quickly did you get them done? How well did you plan the night before? You probably worked smarter and faster because you knew you would be gone on vacation the next day!

“To succeed, I recommend you work everyday like a Rookie who is going on vacation tomorrow!”



BOOT CAMP (8-Week Follow-up Plan)

Congratulations! The tough part is over, now it is time to really go to work!

Remember: “Plan your work & work your plan!”

WEEK 1 1 Complete the 8-week Business Plan and fax it to the trainer (along with a testimonial letter

about Boot Camp!) 2 Create a simple schedule to follow:

A Total # of hours worked (per week) B Total # of hours prospecting C Prospect in the morning D One hour of role-play daily E Give a copy of your plan to your Broker

3 Keep track of all your numbers. 4 Prospect your database of “leads” for an appointment. 5 Call all of your existing and past clients and ask for referral (plus yearly review). 6 Record your prospecting and listen to it (send to the trainer for feedback if you wish). 7 Record your scripts on tape and listen to it.



WEEK 2 1 Read your goals twice/day (morning & evening). 2 Review last week’s numbers and how well you followed your schedule (be honest). 3 Prospect a minimum of 3 hours/day or what you need to hit your goals. 4 Re-write out your goals. 5 Focus on “FSBO” and Expired prospecting. 6 Continue contacting past clients and centers of influence. 7 Write affirmations daily. WEEK 3 1 Re-write your goals and affirmations everyday (involve spouse, partner & family). 2 Follow your schedule and critique yourself daily as to how well you stayed on track. 3 Role-play for 1 hour/day. 4 Qualify all leads and pre-qualify all appointments. 5 Record your prospecting and listen to it. WEEKS 4 to 8 1 Re-write goals and affirmations daily. 2 Get up ½ hour earlier everyday. 3 Role-play 1 hour/day (find new partners). 4 Critique your schedule consistency. 5 Share your progress with a partner or your Broker. 6 Re-focus by reading your goals twice/day (morning & evening). 7 Record your prospecting and listen to it (send it to the trainer for feedback if you wish). Important! 1 Prospect daily in the morning (stand up with a headset!) 2 Work 5 days/week only 3 Do not take any calls during prospecting. 4 Get a support partner and hold each other accountable. 5 Be patient (results don’t happen overnight). 6 HAVE FUN! 7 At the end of the 8th week, fax me a recap of all your numbers, totaled on one page.

GOOD LUCK & STAY FOCUSED!

“You’re a lean-mean listing machine”



BOOT CAMP (8-Week Business Plan) 1 I presently have __________ buyer and seller leads. 2 I presently have __________ salable listings. 3 I need to reduce or cancel _________ listings. 4 My income goal for 2005 is $ ________________. 5 My average sales price is $ ________________. 6 To accomplish my income goal, I need to close __________ transactions. 7 To accomplish _________ transactions, I need to take _________ listings. 8 I will take ________ listings in the next 8 weeks. 9 I will go on ________ listing presentations in the next 8 weeks. 10 I will have _________ transactions in the next 8 weeks.

I AM COMMITTED! Name _____________________________________________ EXIT _____________________________________________ Email _____________________________________________ Date _____________________________________________

Fax to (702) 432-3948 with your BOOT CAMP testimonial letter & evaluation!



COURSE EVALUATION Participant’s Name

Email address

Office

Trainer(s)

BOOT CAMP Date Thank you for your time and focus throughout BOOT CAMP. Please take a moment to let us know how we did. Your feedback will help us in maintaining successful training. 1 Please rate the following (5 being the highest):

Presentation skills of trainer(s) 1 2 3 4 5

Communication skills of trainer(s) 1 2 3 4 5

Enthusiasm of trainer(s) 1 2 3 4 5 Quality of information covered 1 2 3 4 5 Quality of handouts/material 1 2 3 4 5 Overall view of training 1 2 3 4 5

2 How did the discussion regarding Goal Setting (from Day 1) affect you? Did you find this topic relevant and important?

3 Before BOOT CAMP, what were some of your fears/inhibitions about this course?



4 Were you able to conquer some of those fears? 5 How did you feel after this personal breakthrough? 6 What were some of the best features of the training? 7 What were some of your least favorite sections of the training? 8 What suggestions/comments do you have for improving the training? 9 What suggestions/comments do you have regarding the trainer(s)?



10 Now that BOOT CAMP is over, what obstacles, if any, do you feel you will face in applying this information to your business on a daily basis?

11 Do you feel that a coaching program including: motivation, assistance and guidance

on a consistent basis would help you to avoid or conquer these obstacles?

Thank you for your feedback. Don’t forget to send us a testimonial letter!

EXIT International Sales Training

Fax: (702) 432-3948 Phone: 888-668-3948



A note about our Boot Camp trainers: Alex Szinegh has only a grade 10 formal education, however his education came by the way of “STREET SMARTS” as well as attending extensive trainings. Over the years he has attended thousands of hours of seminars, trainings & coaching from some of the great ones in history such as Jihm Rohn, Robert Kiyosaki, Floyd Wickman, Jerry Bresser, Mike Ferry, Tom Ferry and Dr. Robert Rohm. Alex has personally traveled and conducted trainings with Jerry Bresser. He is also a “Certified Human Behavior Consultant” for Personality Insights and is authorized to teach the DISC model. Alex has SOLD over 2200 properties in his 21 + year Real Estate Career. At present he is the Senior VP North America and the Director of Training for EXIT REALTY CORP INTERNATIONAL

Jody Keats has a high school diploma and some University Education. Jody has business background in Banking and Finance. He has over 6 years of Real Estate experience with winning top awards and generating sales to earn him a spot in the top 2% of all Real estate Agents in North America. Jody has attended numerous trainings with Mike Ferry, Tom Ferry, Dr. Robert Rohm and with guidance from Alex Szinegh. Jody is also a “Certified Human Behavior Consultant” with Personality Insights. Jody is a Full time Real Estate salesperson and an Executive Trainer and Coach with Exit Realty Corp International. Alex and Jody are dedicated to your success as you build your career in Real Estate. Their hands-on pro-active style will give you a great start or re-start to your business. If you need any personal help don’t hesitate to contact them.

Boot Camp Manual

Documents

Transcript of Boot Camp Manual