Success by Design 32812

8/2/2019 Success by Design 32812

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Welcome to “Success by Design”

Special Edition!

Steve Gutstein

Jarred Alexandrov

www.REICConnect.com



Meet John AlexandrovFounder of REIC

Broker/owner of major real estate franchise at

age 25

Owned a law firm, title company, real estate

brokerage firm and real estate appraisalcompany

Coaches some of the highest income

earners in our industry with several agents

achieving incomes over $2,000,000.00 a

year GCI

www.REICConnect.com



“Developing financial wealth mustbe one of our foremost priorities in

life. This dynamic book…

will help you.” Brian Tracy, PresidentBrian Tracy International, Ltd.

“This book provides the „How To‟

for creating and applyingaffirmations in life. It is trulya gift to all who read it.”

Paul Brown, President

Leadership Dynamics, Inc.

Best Selling Author

www.REICConnect.com



Entrepreneur, Attorney and Broker, builtnumerous successful companies and

executed training/coaching programsat all levels for over 25 years.

As a REALTOR, closed over 15 million involume after only 2 years.

Full-time Certified Real Estate Coach &Executive Business Coach helpingprofessionals fulfill untapped potential.

REIC Certified Coach

Meet Steve Gutstein

www.REICConnect.com



Founder of REIC‟s social media division

Has created hundreds of Facebookaccounts, blogs, and social media plans

for REALTORS® from every major

franchise

Teaches social media continuing education

courses in MA and RI

Director of Social Media

Meet Jarred Alexandrov

www.REICConnect.com



Here’s Our Promise To You:

“Success by Design”

If you have only experienced

“traditional” training, then you will beastounded by what you are

about to experience.

The fact that you are hereright now means that you want to

immediately improve your business.

www.REICConnect.com



“There is a difference between interest and commitment . When you’re interested in doing something, you do it only whenit’s convenient. When you’re committed to

something you accept no excuses… only results.”

- Ken Blanchard

You Do What It Takes To Succeed!

When You’re Committed…

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Research scientists have proven

that promises are morepowerful than goals.

Imagine setting promises based

on what is important to you &

what is $ productive &

discovering how to easily take

action to fulfill those promises.

Make Promises Instead of Setting Goals

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Behave Like a CEO Rather Thanan Independent Contractor

Many REALTORS® get into thisbusiness to earn $ and have morefreedom and flexibility.

Success comes from discipline.

Discipline = Freedom & Flexibility Perhaps you’re ready to

Think and Act like the CEO ofYOUR real estate business.

www.REICConnect.com



Adhering To The 6 IncomeProducing Activities

Lead generation and prospecting. Lead follow up.

Face to Face with Buyers & Sellers .

Showing appointments with qualifiedbuyers only.

Negotiating Getting Price Improvements.

I wonder what will happen to your income when 60% of yourtime is dedicated to these six income producing activities?

www.REICConnect.com



Mastering Time Instead of Wasting It Ask yourself:

a) Do I have a schedule?

b) Does my schedule matchmy promises?

c) Is what I am doing right nowan income producing activity?

Most people say “They don’thave the time to…” until weteach them Time Mastery skills.

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Focusing on “Profits” As Well As Sales

Do you have a Profit & Loss

statement? Do you track & knowyour expenses?

Are you working to improve your

profit margin & reduce expenses?

Imagine what having more

income and higher profits would

mean to you?

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The Profit Formula

$2,000 Monthly Expenses

÷ 4Number of Qualified Clients

= $500 ______________________________________________

$500 X 3 90 Days on Market ( in months)

= $1,500 Cost to Acquire/Maintain a Client

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$1,500 Cost to Acquire/Maintain a Client

X 3 Profit Multiplier

______________________________________

$4,500 Minimum Acceptable Commission

Per Transaction

The Profit Formula

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Mastering Modern Persuasion Skills

The only thing you will ever getpaid for is your ability toinfluence & persuade others.

• LEAD PEOPLE TO THEIR DESIREDOUTCOME.

• Imagination is the single greatestfactor that prompts people to list orbuy with you or not. Emotion “buys”– Logic “rationalizes”

• The 9 Keywords and Phrases.

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WORDS HAVE POWER

Until

Discover

Wonder

Imagine

When

Realize

Before

After

Recognize

NEURO-PERSUASION

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Examples

After you review my market

analysis, you will

be totally convinced of

the correct market price for

your home & make a greatdecision.

www.REICConnect.com



Examples

While you’re thinking

about how much you

want to offer for this

home, I’ll get the

paperwork ready.

www.REICConnect.com



Examples

When you discover our

secrets to net you the

most money in the

shortest time, you will

be thrilled.

www.REICConnect.com



•

Do you believe what you read about the real estatemarket?

• As you are reading this - you will discover the truthabout how to get your property sold quickly and you

will be delighted!• Many others have discovered that your success as a

Seller or Buyer really depends upon your motivationand your keen judgment when selecting a REALTOR.After we have an opportunity to exchange ideas –

you will make great decisions and realize that ourreal estate team is your best choice !

Example for Marketing

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Ego Management Instead of Egotism

Oprah has six coaches.

“We don’t know what we don’t know”

I wonder if you’ve already realizedmost successful people have at least

one professional coach.

The Ego Is A Wonderful TerribleThing – A Seed That Bears TwoVines: One Good And One Evil

www.REICConnect.com



Don’t waste your valuable selling time ! Use Social Media to:

• Manage your online reputation

• Increase your exposure and capture new leads

• Research clients and prospects to gain that“slight edge.”

Social Networking as a Business Tool

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Today, The Only real excuse you have for not

using social media is…

“I’m retiring tomorrow!”

“It’s not IF you do social media…it’s how well you do it” – Erik Qualman, author ofSocialnomics

People are making hiring and buying decisions differently today than they did… • 30 years ago (cable TV)• 13 years ago (internet)• 3 years ago (social media)• 3 months ago (social search from Bing and Google)• 30 days ago (social relevance score)

Home-buyers use social media in their decision making process and until youunderstand how, you’ll miss out on innumerable opportunities to be their agent.



It’s Not Really About Social Media…It’s about Online

Reputation.

Google Results

OnlineReputation

Social MediaPresence and

Professionalism

Review Sites:Yelp, Trulia,

Zillow

Website

Leads fromPeople

Searchingfor You or

YourService

Online



What Shows Up When Somebody Google's your name?



Close to 95% of all Social Media time is spent onFacebook!

F b k St t g Ch g Q i kl H ’ h t



Facebook Strategy Changes Quickly…Here’s whatyou need to know today!

1. The best agents use a combination of their personal facebook timeline and theirbusiness facebook timeline for two different purposes.• Personal account for maintaining personal connections ( don’t over do it on the

business talk ).• Business timeline for their branding, people searching for them, real estate related

updates on a regular basis (listings, open houses, articles).

2. The number of “fans” or “likes” matters for perception and little else…sharing matters. • Most agents are going to struggle to get a lot of fans to their business page…we’re

not celebrities. Do your best to get your sphere to become fans.• Even if you have 100 fans of your page, at most that is who you will reach with any

given post, unless that post gets shared by your fans….focus more on who can help

share your posts.

3. Consistency in posting is key….not frequency.



# 1 - Make and keep promises.

# 2 – Act like the CEO of your business.

# 3 - Focus on income-producing activities.

# 4 - Follow a schedule and master your time.

# 5 – Pay attention to your profitability.

# 6 - Master the persuasion keywords and phrases.# 7 - Put ego aside and be coached or mentored.

# 8 - Use Social Media platforms as business tools.

Trends to follow in your

Real Estate business

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The Most Current Trend

To Improve

Your Skillswww.REICConnect.com



It’s A Fact...

Did you realize that most agents

have “prospecting reluctance,”

don’t know why & would rather

spend their time “marketing” &

doing “anything” less

important instead of what is

income productive but makes

them uncomfortable?

www.REICConnect.com



Prospecting is a way to educateand serve people. It enables you to

become a prospect’s trusted expertor advisor and prevent them frommaking costly mistakes that result

from using the wrong agent orcompany who does not effectivelymeet their goals and expectations.

Prospecting: A definition

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Co-Developed With AnMIT Scientist and the Leading

Authority in Neuro-Persuasion®

This Is A Proven MethodTo Significantly

Increase Your Sales.

What You’re About To See Was…

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12 Prospecting Personality Profiles

1. Disparager

2. Preparation Immobility

3. Image Fanatic

4. Presentation Panic

5. Career Denial6. Conceder

7. Social Class Apprehensive

8. Friend Contrary

9. Family Averse

10. Referral Averse

11. Telephone Terror

12. Coach Contrary

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A Common Profile of Success

• Coach Contrary

• Disparager

• Referral Averse

• Telephone Terror

Top Agents Score TheBest In These 4categories .

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“SUCCESS BY DESIGN”

The Scientifically Proven MethodTo Dramatically Increase Your Ability

To PROSPECT Effectively andSignificantly Increase Your Sales.

Discover the latest Trend for top producing agents.

www.REICConnect.com



What You Will Discover

A proven Way To…

• Prospect more effectively & comfortably.

• Easily persuade people to hire you.

• Turn your past clients into referral machines.

• Close more transactions faster.

•

Discover how to run a profitable business.• Recognize the best ways to have a profitable

business fund a balanced life.

www.REICConnect.com



“For the first time in WAY TOO MANY years I have

money in my checking account AND I have a separate

checking account with $8,000 in reserve for taxes ANDright after our call today I opened a checking account

called “Admin Reserve” AND I have (or will as of

tomorrow) an emergency account with $5,000 in it!!!

I HAVE NEVER had an emergency account!

THANK YOU!!!” – Jim McGuire

What Our Clients Are Saying…

www.REICConnect.com



Meet Dot!

Real Client - Real Results

www.REICConnect.com



When We First Met Dot

Age 71 living in Oklahoma

Afraid of prospecting

Wasn’t qualifying buyers Didn’t know how to find leads

Had 3 listings - None pending

Borrowing money from family

Income $43,900

www.REICConnect.com



Dot’s Assessment Report

Preparation

ImmobilityReferral

Averse



In her next year, Dot…

Age 72 still living in Oklahoma

Took control of her business

Stopped borrowing from family Income was $71,300

Average commission $2,547

28 Closings!

www.REICConnect.com



GCI was $122,472

Closed 26 Transactions

Average commission increased

from $2,547 to $4,710

In her next year, Dot’s…

www.REICConnect.com



Dot’s New Assessment

OLD NEW



Why I should use

Neuro-Persuasion®

www.REICConnect.com



• Built upon science and endorsed by leading

universities like Harvard and Yale.

•

Revolutionary unconscious persuasion technology

• A way to lead people where you want them to go &

where they asked to go without making them feel

like they are being sold.• A vehicle for performing at the levels now required

for success in business and life.

NeuroPersuasion® Is…

www.REICConnect.com



Old & uncomfortable “SCRIPTS” are out– you don’t like them, you don’t practicethem and people find them “pushy”!People hate to be sold but LOVE TO BUY !

The new rule to increase productivity isto “persuade” & “influence” people the

way they naturally buy – unconsciously,

rather then “sell” them.

You’ve got to excite and engage the

imagination of your prospects.

First Paradigm Shift:

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You have to start thinking in terms of leading people with yourwords. Sales conversations should never be random. The most

effective communications are the ones where you have a desired

outcome in your thinking, and you lead your prospect’s thinking inthe direction of YOUR choosing.

• Communication skills convey an idea or concept to people.

• Persuasion skills are the “nitro” behind the communication skills

because they lead people to a belief or action, not to just simplyconvey an idea.

Second Paradigm Shift:

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“If you have only tried to sell your home yourself, then

you’re going to be thrilled when you discover how much

easier we can make this entire process for you.”

“Only” is perceived as a limitation. Use the “If-Then”

structure. What comes after the word “Then” isunconsciously assumed to be true when it follows “if”.

“Just Imagine how frustrated you will feel when your home

does not sell quickly & for a fair price ?” “The longer you put off making a smart decision, the more

expensive it’s going to be later – wouldn’t you agree ?”

Examples:

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“Have you ever wondered why your competition has sold

while your property has not ? Just imagine how your showing

activity will increase when you improve your price ?”

“If you plan to sell your home – just imagine how discovering

the 5 mistakes you can’t afford to make will help you ? “

“The more you look at all that we have to offer, the more you

will realize that it is exactly what you need to be successful “

“If you knew for certain that we could get you home soldquickly & for the most money – you would feel great

wouldn’t you ? What has to happen for you to be certain ? “

More examples:

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How Our

System Works…

www.REICConnect.com



OurExclusive

OnlineAssessment

www.REICConnect.com



8 one hour webinars of interactiveCoaching with Steve Gutstein to help you find

and close more deals faster!

All calls are live, recorded, and then emailed to you for

future review at your convenience so you can build a

sustainable coaching file AND you get daily accessibilityto your Coach for inspiration, motivation & support.

Coaching from the Best!

www.REICConnect.com



•How to become a “prospecting machine” and overcome your limiting beliefs • Converting goals to “Promises” and Time Mastery by creating an organized

& effective weekly schedule• Building the most effective referral system through your “Champions” • 40+ great lead sources without cold calling and FSBO/EXPIRED programs• How to eliminate resistance from buyers and sellers by using greatquestions•

Creating repeatable real estate systems via technology to support your salesgrowth. How to conduct an effective consumer consultation & get hired• Introduction to effective business planning and “success formulas” • How to understand & manage your financials and operate like a CEO• Neuro-Persuasion techniques less than 1% of agents know• How to stay accountable and on track to your promises & business plan• Effective use of SOCIAL MEDIA techniques

www.REICConnect.com

It’ N it’ F h d it W k !



It’s New, it’s Fresh and it Works!

www.REICConnect.com

Today ONLY! $297/month for 2 months –

normally $497/month.Or: Choose our comprehensive 12 month coaching program for

the ridiculous low price of $199/month !Imagine - Close 1 additional client & pay for a whole year of

coaching and take a vacation !Both programs also include:

• Complimentary 1-on-1 coaching call with Steve.• Complimentary Social Media consultation with Jarred.

• Complimentary access to Social Media webinars each month.• Complimentary NeuroPersuasion® reports from the creator ofthe program and MORE !• Special price for Facebook Business page.



YES, I’m Ready!

• Mark Your Selections• Fill out the back

* An Email Address is REQUIRED* A Phone Number is REQUIRED

To help us avoid billing and

delivery problems… Please print clearly.

I Now Want To DramaticallyIncrease My Closing Ratiosand Make More Money!

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Write This Email Down…

[email protected]

Maybe you haven’t decided to join thetraining program yet and that’s okay. You willquickly realize that the more you think about it,

the more you will want to participate.

In fact, many people say when they aredriving home is when they realized they

should have enrolled on the spot.

www.REICConnect.com



Thank You!

Success by Design 32812

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