Reticular Activating System

Sales MeetingSeptember 8, 2010

“Reticular Activating System”Featuring Jeff Dostal

Why is R.A.S. important?

• Help you succeed because you are conscious of available resources

• Only allows 2 types of Information– Threats– Immediate Value

• Unique to you– based on your experiences• Make your goals "important" so that you can

see the opportunities that are around you

Reaching Your Goals

• Not knowing how to reach a goal may cause you to abandon it

• Write them down and refer to them– Make them of immediate value– Not reaching this goal is a threat to you

• Set a precise goal and stay committed– i.e. Goal: I want to make $5,000 in commission this month– Challenge Question: What are 20 ways for me to make

$5,000 by the end of the month?• Referrals, Direct Marketing, Consulting, Investors• Open your mind to new options

Focus

• The ability to filter out information from external sources and focus on one particular fact

• Scatoma “Blind Spot” to distractions– Decide what you want to

pay attention to• “Zone In” on what

matters most to you

Advertising

• Break through your customers Scatoma (blind spot) to traditional real estate advertising– Be the first Agent on their mind1.Send them messages of Immediate Value; Target

threats2.Tell Entire Story• Realtor Success Stories• What are your 7 Great Reasons?

3.Target your clients goals

Your Clients R.A.S

• Ask what their specific goal is..– i.e. I want to buy an investment property that will

profit me $2,000/month – Reverse It! “What are 20 ways I can satisfy this

clients needs?”

• Target your advertising• Tell the whole story- Make sure they know

what you/the company can do for them

Your Clients R.A.S.

• Remember: Your clients go through their R.A.S. when getting ready to sell/buy

• Want to make them more aware of why you're services are of immediate value to them

Example

Goal: Having more of the RIGHT KIND of clients. Clients who enjoy you, pay promptly, are joyful to work with, and will provide good referrals.

List immediately twenty ways for this objective to be realized

i.e. Offer an incentive for referrals, Get testimonials from clients and post on website