CAMP 4:4:3

Power Session 4: Your “Mets”

Power Session 4

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Your Mets

Introduction

In this industry, your limits are truly self-defined. Your approach, your ability and your willingness

to do the work of real estate sales will be the greatest determining

factors for your success.- Millionaire Real Estate Agent

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Your Mets

Introduction

Objectives1)Identify your sphere of influence2)Identify strategies for Met

prospecting success3)Identify how to systematically

prospect to your Mets4)Practice contacting your Mets

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Slide 4

Your Mets

CAMP Map

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Your Mets

Your Sphere of Influence

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Your Mets

Your Sphere of Influence

Four Truths About Your Sphere of Influence

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Truth 1Your sphere of influence will most likely be

your best source of leads.

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Your Mets

Your Sphere of Influence

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Truth 2You must stay in touch.

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Your Mets

Your Sphere of Influence

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Truth 3It’s not who you know; it’s who knows you, likes

you, and is willing to do business with you or refer business to you.

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Your Mets

Your Sphere of Influence

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Truth 4Everyone counts. Everyone matters.

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Your Mets

Strategies for Met Prospecting Success

1. Announce your business.2. Know your end result.3. Systematize! Systematize! Systematize!4. Build connections.5. Ask for referrals.6. Follow up.

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Your Mets

Systematic Prospecting to “Mets”

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How to Prospect To Your Mets1. Enter your Mets into your contact

management system.2. Begin your 8 x 8 by sending a letter to

introduce your business.3. Make a follow-up call.4. Maintain contact by completing the 8 x 8

and, subsequently, the 33 Touch.5. Reward those who refer business to you.

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Your Mets

Systematic Prospecting to “Mets”

Letter of Introduction

Send a letter of introduction to everyone in your Met database.

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Your Mets

Systematic Prospecting to “Mets”

Follow-Up Call

Once you have sent your letter of introduction, follow it up with a phone call (or a face-to-face visit).

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Your Mets

Systematic Prospecting to “Mets”

Maintain Contact

Once you have contacted all of your Mets and let them know you are now in real estate, you will need to maintain contact by completing a basic 8 x 8.

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Your Mets

Systematic Prospecting to “Mets”

Reward Those Who Refer to You

1. Treat the referral source even better than the referral.

2. Show your appreciation at every stage of the transaction.

3. Reward the right behavior.

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Your Mets

Practice Role-ModelWatch as your instructor role-models an introductory call to someone they know well. Also, watch the instructor role-model a call to someone he or she only knows casually.

Discussion QuestionWhat might you do differently if you were contacting someone you knew was very well connected in the community?

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Your Mets

Practice

ExerciseDirections:1. Your instructor will split the class in half. One half

will play the prospects, the other half will play the agents.

2. The prospects will be assigned a specific role by the instructor. Agents will go from one prospect to the next and give a variation of the Met introductory script based on the prospect’s role.

3. The groups will switch roles.

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Your Mets

AssignmentsPower Session Assignments1. Develop your 8 x 8 for your Mets database,

including drafting your introduction letter and choosing your items of value. Begin implementation.

2. Review the list of people you know that you generated after the last Power Session. Add any additional people you have thought of or met to your database.

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Your Mets

Assignments

Ongoing Assignments1. Complete 10:5:15:5

a) Collect 10 business cards.b) Make five phone calls.c) Send fifteen notes or letters.d) Preview five homes.

Record your progress on the Success Grid.2. Review the job aid Support Team Worksheet in your

Tool Kit. Fill in any new people you have identified. Think about how you will locate the other individuals.

3. Schedule a one-hour role-play session with your partner to practice the Mets scripts.

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Your Mets

Assignments

Something to think about…

What will you do today to expand your sphere of influence?

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Slide 21

Your Mets

We have talked about…

1.Your sphere of influence2.Strategies for Met prospecting

success3.How to systematically prospect

to your Mets4.What to say when contacting

your Mets

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