The Road to the Big Leagues

They Know Who Their Target Is

• The Common Trait = Research the targets• Without exception the top producing Loan Pro’s have

researched the agents they are targeting. • Rick Ruby, Scott Forman, Ryan Deiss all start their teaching

with this action.

They Know Who Their Target Is

• Some places you can research your Targets. Homes.com RealTrends.com

(http://www.realtrends.com/best-real-estate-agents-america#.U4yPfvnxqHg)

LinkedIn.com Facebook.com Google.com

***Get Access to the Local MLS

They Know Who Their Target Is

• Start with 50 to 100 specific and researched Targets• Then add 2 New researched Targets – 5 days a

week 50 weeks a year. Lets do the Math 2 X 5 = 10 10 X 50 = 500 Lets say 75% Opt Out. Your list at the end of the

year is 132.5 (don’t worry about following up with the half person)

They Track Their Targets

• The Common Trait = Tracking the Targets• It is absolutely essential to track the progress of the

targets. • All the top producers I know track the A agents (MVP’s)

the B agents(the Farm Team) C agents (the recruits)**If you have people you consider D agents, just delete them. They are not worth your work time.

***Make your OWN tracking spread sheets if you do not have a CRM that will do this.

They Track Their Targets

• You can create your tracking spread sheet with Excel or Google Drive.

Name Company Contact Info Called Face 2 Face Referrals Closings Notes 90 Day Follow Up

They Have a Follow Up Plan• The Common Trait = A Plan for Following Up• The top producers All have a plan in place for how they are going to

stay in contact with their prospects Weekly Videos Weekly Calls Live Presentations Coffee Meets Lunch or Dinner Golf Outings Fishing Trips The Key to all these things is Ask For the Business. Every time.

They Have a Follow Up Plan

• Your Follow Up Plan should include action steps for your A agents, as well as a plan for the B and C agents.

Example: A agents get a call every Monday to bond

and build relationship and ask for the business. B and C agents get a call on Tuesday to set

up a face to face (to see if they are worthy of making it to the A list)

They are Consistent

• The Common Trait = Consistency• The top producing Loan Pro’s are top

producers because they are consistent. • Consistent with their research for Targets• They consistently track those they are

targeting• The follow up plan allows them to

communicate with their Targets consistently

They are Consistent

• What does consistency look like 1. They do a video EVERY week to keep

their Face not just name in front of Targets 2. They time block to make sure that come

hell or high water, the Monday and Tuesday calls are made (single most high dollar activity you can do)

3. They ALWAYS ask for the business…Period!

They Ask for the Business

• The common trait = Ask for the Business• The top producers are not shy about this. • Every communication is an opportunity to ask

for the business. • They know that “no” only means not right

now.

They Ask for the Business

They Ask for the Business

• Find ways to ask for business that is different. “Who can I help you get an approval letter for” Dean Jackson says that referrals are either “passive” “reactive” or “orchestrated”. Learn to “orchestrate” asking for and getting leads. “Who do you know, that needs an approval letter”.

The Top 4 Common Traits

1. Research and find Targets – 50 to 100 to start, then 2 a day.

2. Put your Targets on your tracking sheet and USE it.

3. Follow Up with them like crazy4. Ask for the Business