Mcs Ninja One Selling Salt Lake

Ninja Selling

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Breaks Aa Ha/Action sheet Manual – Name 8:30 am – 5:00 pm Products for Sale Telephone Texting and notebooks 3

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Welcome Michael Selvaggio GRI,CCIM,CRS

We are here!

My House! 5

What I do…

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Founded Townsend office  August 9, 2007, to serve  New Castle County. Expanded to Smyrna office  Sept 22 2008 to better Sept. 22, 2008, to better  serve Kent County. Expanded our resident agent base  April 18th, 2009, to serve Sussex  County and complete our state of  Delaware service areas.

Cool stuff for you at…..

MikeMyCoach.com

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Login>Document library

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Your access code is UTNinja0809

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Ninja Selling is… Ninja  Selling is… “A User‐friendly Selling System” (you and your customer)

The Goal of Ninja Selling • Our mission:   • Change your business  • Change the industry h h i d • Change your life  • Change the world! 17

The Goal of Ninja Selling “Increase your income per  y p hour so you can have a life!”

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Jim Dunlap

Larry Kendall 19

Larry Kendall, Chairman The Group Inc.

Walt Frey, CRS Ninja Selling 20

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You are the same person you were yesterday except for three things…

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Thanks for taking the time.

Ninja Selling   • Staying focused  • Staying "In the FLOW" y g • Creating customers for life  • Getting referrals without asking for them

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Ninja Selling • Today's buyers and how they want to be  treated. • "Book End Selling"  • Overcoming objections with “Experiential      Questioning"  • Running your business as a business  • Creating personal wealth and a retirement  plan 

Ninja Selling (II) Life Planning • Understanding the importance of staying in  communication.  • Formulating an investment plan to help  customers achieve  financial independence  • Identifying the major important areas of our  lives and how to stay in balance 

Ninja Selling (II) Life Planning • Writing new goals and understanding the  mental and physiological process • Identifying productive, indirectly  productive and non‐productive time 

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Ninja Selling (III) Business Systems • The abundance income generator • Simple “keep in touch” solution with the K.I.T. Chart • The Ninja Business Plan • Other custom systems to maximize your efforts and  minimize the hours of unproductive time and expense.

¾Harlene Alexander ¾Nate Buie ¾Tami Spaulding ¾ Jack Taylor ¾ Wynn Washle

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2007 Survey 400,000 buyers rating performance of the agents. What percent answered “above average or outstanding?” 33

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2007 Survey 18 months later… What percent knew the name of agent and firm? What percent answered “above average or outstanding?” 34

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1. Seems to sell real estate without effort 2. Has great customer satisfaction 3. Obtains most of their business from people they know ¾ Repeat customers, referrals, friends 36

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4. Seldom talks except by asking questions 5. Knows their market and their customers better than anyone 6. A master salesperson with subtle and “user friendly” sales skills 37

7. Is committed to mastery and self-improvement 8. Is very focused on “what works”. Practices the 80/20 principal 9. Has a very high net income per hour – and a high net worth 38

10. Has very refined sales systems that produce consistent results 11. Provides service that is customized, different, and value l added dd d 12. Has a life outside of real estate 39

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It’s Just A Job! 40

Basic Sales Course “The difference between basic and advanced is how wellll you h have mastered the basics.” Vince Lombardi 41

Goal:

To help you increase your income per hour. 42

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Learn Oh, by the way…..

to use In sales, laughter is tacit approval. your Get good at humor humor. Practice! funny face! 43

Say it and hold it!

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Turn to the person next to you and say….

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SMILE POWER!

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Now for a little workshop… p

Are You Running Your Business As A Business? Page # 2

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YES

NO

ARE YOU RUNNING YOUR BUSINESS AS A BUSINESS?

Do you have a database of names, addresses, phone numbers and other information on your clients readily available at your desk? Do you have a scheduled time each week/day when you communicate with your clients/friends?

Do you do this consistently?

Do you meet with your clients once a year for a "review" of their real estate?

Do you have a system for generating a continuous flow of buyers and sellers?

Are you the "Cause" of what's happening?

Do you have a Buyer Interview Sheet and "Buyer Packet" readily available?

Do you have a Prelisting Interview Form near your phone?

Do you have an up to date Prelisting Book?

Do you use it?

Do you know how to use the MLS/County Records to do an accurate CMA?

52 Do you use a bound CMA Presentation?

Stand when finished…

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Sit down if… ¾ ¾ ¾ ¾

You You You You

have have have have

25% or less of these items 50% or less 75% or less more than 75%

Ninjas exist in our midst! 54

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Heard that before! ¾ ¾ ¾ ¾

Are we doing it? Did we master it? Tap on the shoulder shoulder. What matters most is….

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Rookie Agent ¾ ¾ ¾ ¾ ¾

2 weeks in the business Coach-able Put it on her wall Followed it exactly Made $210,000 in her first 18 mos. 56

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Realtor Styles and Challenges Style

Challenges

•Rookie

•Getting Started

•Crab

•Change

•Pro •Commitment In “Times of Change”, the “Learners” will inherit the Earth while the “Knowers” will •Mega-Broker •Overhead find themselves beautifully equipped to

•Ninja deal with a world that no•Focus longer exists. 57

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We Weare arenot here here to to learn show why you people how tobuy! sell! y

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3 Industry

Ninja Path

Ninjas say the real customer is the buyer or seller,, talks customer service.

Industry calls a customer a unit, says the real customer is the agent agent.

3 Industry

Industry wants dialogues and techniques.

Industry stresses contests, market share, win-lose.

Ninja Path

Ninja asks how can I add value?

Ninja stresses cooperation.

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Industry

Industry wants to win – wants the listing even if they lose.

Ninja Path

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Ninjas want success

Industry is into Personal Promotion

Ninja is into Personal Service

Industry is into Personal Assistants

Ninja is into Personal Contact

3 Industry

Ninja Path

Industry works it all!

Ninjas works the 20% that creates the 80%

Industry says “more is better!” Work more hours, hire more staff, run more ads, spend more money.

Ninja says…to make more, I will just get better

3 Industry

Industry is concerned with volume

Industry tries for high income

Ninja Path

Ninja is concerned with profit Ninja tries for high income per hour

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Industry wants to be

FAMOUS Ninja wants to be

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A Ninja is rich if … We have the ability to wake up in the morning with the time, health, knowledge, friends, financial freedom, and passion to do what you want to do that day. 65

Learning to focus

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“What the mind can conceive and believe, it can achieve.” Thomas Edison

Eight patents a week for nine years 66

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Focus ¾The Brain has no limits ¾Tried to determine how much of our brain we actually t ll use. ¾Failed because he couldn’t figure the capacity. Dr. Roger Speery, 1982 Nobel Prize Brain Research

“The road to happiness lies in two simple principles: 1. Find what it is that interests you and that you can do well. 2. When you find it, put your whole soul into it - every bit of energy and ambition and natural ability you have." John D. Rockefeller 1839-1937, Industrialist and Philanthropist

What happens when you Focus on the negative? ¾When we focus on the fault of others instead of overlooking the unconsciousness of others we turn it into their identity. ¾Although the fault may be there, but by focusing on it we exclude everything else and amplify it. What you react to in another, you strengthen in yourself. 69

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What you focus on expands! (Beauty is only skin deep!)

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POWER OF THOUGHT Thought will create nothing unless it is consciously, systematically, and constructively directed; and herein is the difference between idle thinking, which is simply a dissipation of effort and constructive thinking, which means practically unlimited achievement. -

Master Key System. Charles Haanel 72

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POWER OF THOUGHT (CONT.) Everything we get comes from the Law of Attraction. A happy thought cannot exist in an unhappy consciousness. As the consciousness changes, all conditions necessary to meet the changed consciousness must gradually change in order to meet the requirement of the new situations. - Master Key System. Charles Haanel 73

The statement “I think” implies volition. “I think” is just as false as “I digest or “II circulate my blood.” digest” blood. The voice in the head has a life of it’s own…

Most people are at the mercy of that voice, they are possessed by thought, by the mind. Since the mind is conditioned by the past, you are then forced to g re--enact the past again re and again. The Eastern term for this is Karma.

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So what does this mean?

You CAN program yourself for success and happiness!!!!

(If you choose to, just check your filter.)

Reticular Activating System

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¾Filter ¾Lets in Value & Threats ¾Everything else is filtered out ¾New Car? Baby’s cry? ¾A Ninja Salesperson walks into a Christmas party and two hours later walks out with leads. ¾What you focus on gets in. 77

What happens when you Focus on what you don’t want? ¾Free throw line in an important game and you focus on “not missing”… ¾Playing tennis and focus on “don’t double fault”…

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Most people when asked what they want will tell you what they don’t want! ¾“I don’t want another year like I had this year.” ¾“I don’t want to live like this.” ¾“I don’t want to be in debt.”

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What you Focus on expands ¾Can you make yourself sick? ¾Can you make yourself well?

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“ I am ruined” is a story. “I have $.50 in my bank account” is a fact. Rather than being your thoughts and emotions, be the awareness behind them. - Eckhart Tolle A New Earth 83

Bad Thoughts

Hate

Guilt

Frustration

Jealousy Sadness 84

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Good thoughts

Love

Optimism

Focus on what you do want because thoughts cause feelings Belief

Pleasure

Happiness 85

Whatever you are feeling is a perfect reflection of what you are becoming. Therefore, focus on what you DO want, most people make the mistake of thinking about the things they DO NOT want!

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“Pistol” Pete Maravich Born: June 1947 ¾In a 1974 interview with a newspaper, said: ¾I don don’tt want to play 10 years in the NBA and then die of a heart attack at age 40. ¾He played pro ball for exactly 10 years and died of a heart attack in January 1988, in his 40th year. Coincidence?

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In the School Book Depository in Dallas “If anyone really wanted to shoot the President of the United States, it was not a very difficult job. All one had to do was g get on a high g building with a telescopic rifle.” John Kennedy comment to his aide, Ken O’Donnell, at breakfast, Friday morning, 88 November 22, 1963

Good news…what you focus on expands. BAD news…what you focus on expands. 89

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The Lesson:

¾Our brain is set up for us to be successful. ¾It’s also set up for us to have failure. ¾A lot of it is the programming of what we Focus on on. ¾From now on, Focus on what you want. (same with buyers and sellers)

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Focus on what you want, not what you don’t want.

Stop “Polyphasing”

Now for a another workshop… p

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Page # 4 List things that are important to you and d that th t you wantt to achieve. Note where the numbers are….

Now, pick the

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most valuable to you on the line to the right.

Twelve “Tips” on how to get Focused

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1. On page # 5 of your outline, write out: ¾ Three Values/Priorities ¾ The three most important things in your life from previous page ¾ Three Favorite Hobbies (Fun) ¾ Write down your vision for each ¾ “I see us….; I see myself…

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Remove everything from your office that doesn’t support these six things.

2. Get your personal and family life in alignment

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Go from “Vision” to “Shared Vision”.

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Shared Vision is… The “Key” is in getting others’ to share in your vision. They’ll ask 5 questions:

1. How do I feel about this philosophically? 2. What’s the plan (tactics)? 3 How 3. H d do I relate l t tto th the plan? l ? ¾ What’s in it for me? ¾ What’s expected of me? 4. How will we communicate? 5. Are you committed? (You, not them)

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“ The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.”

“Life's battles don't always go to the stronger or faster man. But sooner or later the man who wins, is the man who thinks he can.”

3. Get on the “Path” of Financial Peace of Mind

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¾Use “Auto-Pilot” so you don’t have to think about it. (Don’t take all the y) money) ¾Reduces distractions ¾Increases “Focus” ¾Builds confidence - Ability to “Walk Away” ¾Builds optimism - “Feels Good”

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4. Control your environment ¾ Everything either gives or takes energy away. ¾ Add things (people) that give energy ¾Remove those things (people) that take energy away.

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5. Organize your office with Five Boxes/Files ¾To ¾To ¾To ¾To ¾To

Do Delegate g File Read Trash

Read this! thi ! 104

6. Simplify

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7. Have a Business Plan

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¾Set “Activity Goals” ¾Schedule the Activities

8. Use a 12 Month Calendar

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Load your

“BIG ROCKS” Your top priorities

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9. Have a healthy “Routine” 10.Use positive “Rituals” 11.Diet (Limit sugar, caffeine and alcohol) 12.Exercise: 20 minutes @ 180 - your age = 150% for 18 hours

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p Now for a another workshop…

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Customers For Life

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What Do Customers Want? 1. A Realtor that has care and concern for their needs. ¾ Their perception was that the Realtor’s main concern was for the Realtor’s needs.

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What Do Customers Want?

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2. A Realtor that has knowledge ¾ In the “old days” this meant access to the MLS. ¾ Today it means help in negotiating and in putting and keeping the deal together. ¾ From “Contract to Closing” is when I need the agent the most - that’s when they disappear.

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What Do Customers Want? 3. Honesty ¾ As in “Tell me the truth, not what I want to hear.” ¾ As in “I want to know that I’m being charged the same fee as their other customers.”

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What Do Customers Want? 4. Stay in Touch ¾ At least once per week while in contract ¾ Within 30 days after closing, better within seven days, best the next day!

No one ever said, “That darn Realtor keeps calling me all the time. time I wish she would leave me alone!”

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What Do Customers Want? 5. Make it easier for me. ¾ People these days have more money than time. ¾ Have H h house cleaned l d for f the th seller ¾ Touch-up paint ¾ Windows cleaned ¾ Who pays?

One of the rarest of precious metals, platinum also is one of the strongest and heaviest.

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How rare, valuable, and precious is your marketing plan? 119

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What do customers want? 6. Make it faster 7. Save me time and money 8. Be a problem solver

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What do customers want? 9. Promise and deliver ¾ Especially closing on time ¾ The Group, Inc. went from 6% to 80% in one year

10. Be Consistent ¾ It’s the Key to referrals ¾ i.e.: RELO group move tours

What do customers want?

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11. Reduce and/or Transfer my risk. ¾ Lock in loans for buyers ¾ Show seller the “odds” of selling

12 Help me recover 12. ¾ From a mistake ¾ Appraisal, Inspection

Do we hide or solve? 122

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What do customers want? 13. We may be “Last Timers” ¾ Baby Boomers buying what they think will be their last house. ¾ Want it perfect f ¾ They’ll be fussy ¾ Be patient

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What do customers want?

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14. “Bookend” Selling

¾ Spend more time with them at the front end. ¾ Then give them some space. ¾ Then a lot of time at the back end end. ¾ Perception is that we work in the opposite way. ¾ We throw them into the car until they sign a contract, then we disappear.

Bookend selling 124

What do customers want?

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15. Information Access ¾ They think that we are their greatest impediment in getting information. ¾ Don Don’tt block it 16. Run the price and address in all ads.

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Buyers and Sellers ideas on how REALTORS should prospect

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1. “We want to constantly know what our home is worth.”

2. “We don’t care about all of your personal awards or that you are in the Zillion Dollar Club”.>

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Suppose your dentist advertised this way?

Dr. I. Yankum DDS

Over 7,000 teeth successfully removed last year. We can do yours too! Less brushing!

“ When in doubt we yank ‘em out!” Call (302) 584 5590 Email: greatpain4u.com

How do Customers feel about the quality of our Service?

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Century 21 study of 50,000 sellers/buyers

76% ?%

Said they were satisfied?

?% 74%

Said they would use that same Realtor again?

?% 9%

Actually did?

Why? They didn’t keep in touch.

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2008 NAR Survey of Home Buyers and Sellers 87%B/55%S

Said they were satisfied?

70%B/65%S

Said they would use that same REALTOR again?

48% S

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Actually did? * *Bought then sold

<1%

Fee?

Use again is going down! 74% to 66% for buyers 70% to 63% for sellers.

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Who wants satisfied customers?

Customer satisfaction is worthless! 132

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Jeffrey said all you need…..

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So…. do we need more satisfied customers to accomplish this?

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People prefer to do business with people that they:

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1. Know 2 Like 2. 3. Trust

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People prefer to do business with people that they: 4. Are in the “FLOW” with. Live interaction, face to face or on the phone. ¾ FOCUS on people who know you. ¾ FOCUS on increasing flow.

Sources of Business

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NAR Profile of Buyers and Sellers ¾44% through acquaintances ¾ 9% by referral ¾13% from past clients (21%) ¾15% from agent contact ¾ 3% from newspapers & magazines ¾ 8% from signs ¾ 7% from Internet ¾ 0% from radio

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Sources of Business

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NAR Profile of Buyers and Sellers ¾44% through acquaintances ¾ 9% by referral ¾13% from past clients (21%) ¾15% from agent contact ¾ 3% from newspapers & magazines ¾ 8% from signs ¾ 7% from Internet ¾ 0% from radio

85% of marketing dollars are spent on 18% business

81% of business are people that already know you

If 3-6% of your buyers and sellers come from… Direct mail, postcards

Advertising Specialty

Newspaper – Yellow Pages – Home book

What part of your marketing budget should be spent here?

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2008 NAR Survey of Home Buyers and Sellers

Buyers found us from family or friend? Sellers found us from family or friend?

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Why don’t we market to the 80% of your business that is referred by (or is) friend, neighbor, relative, past client, REALTOR®, employer or relocation company?

“We Just Can’t Stop Being a REALTOR”

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Here is what I say….

Have fun, work with your friends!

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Your business is made of all those people who would name you as their personal REALTOR®. 145

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p a week If yyou talk to 50 p people that know you, like you, trust you and you are in the flow, it will create 1 closing per week.

Focus on Increasing “FLOW” Ninjas fish in small ponds for hi h higher quality and frequency of catch.

People that know, like, and trust you 147

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How many people do you know? …Like you …Trust you …And And you communicate with on a regular basis.

10 How do we know they must be great friends?

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Know, like, trust, and….

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Know, like, trust, and…. Scalable

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the math…. GotDoit?

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„ 50 people who know 50 people = 2500 „ 2500 x 20% transaction rate (could be higher) „ You are one handshake awayy from 500 sales per year if you get 10% of the business that =

50 transactions next year.

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Say what?

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Rapport - Prospecting - Negotiating

¾F amily

¾Family ¾Occupation

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¾Family ¾O ccupation ¾R ecreation

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¾Family ¾Occupation ¾R ecreation ¾Dreams

“Rules” for Calling

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1. Have a set time to make calls each day or each week. k 2. Do not call anyone that you don’t know.

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“Rules” for Calling 3. Do not call anyone unless they are ecstatic that you called. 4. Do not call anyone at home in the evening.

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The 5 Step Calling Process

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1. Salutation “Hi, this is __________.

2. Look for common ground (FORD) “How’s the __________?

The 5 Step Calling Process 3.

Purpose of my call is:_____________.

4.

End on common ground (FORD)

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“By the way, what are you guys doing for the weekend?” 5. 2-3 minutes maximum

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• Good “Customer Service” comes from parts # 1 and # 3.

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1. Salutation “Hi, this is __________. 3. Purpose of my call is:___________.

Steps # 2 and # 4 are the “KEY”

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2. Look for common ground (FORD) “How’s the __________?

4. End on common ground (FORD) “By the way, what are you guys doing for the weekend?”

Prospecting is in parts # 2 and # 4.

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If you leave # 2 and # 4 out you will have very happy customers but you will not get any new business. They’ll do business with you but they won’t refer you new business

2 Look for common ground (FORD) 2. “How’s the __________? 4. End on common ground (FORD) “By the way, what are you guys doing for the weekend?”

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11 • Good “Customer Service” comes from parts # 1 and # 3.

• Prospecting is in parts # 2 and # 4. • If you leave # 2 and # 4 out you will have very happy customers but you will not get any new business. They’ll do business with you but they won’t refer new business to you.

Ten calls that add value

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Have a “set” time to call, “Hour of Power”

1. Sellers-update 2. Buyers under contract 3. Closed buyers

Ten calls that add value

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Have a “set” time to call, “Hour of Power”

4. Active referral service page g 24 5. 8 x 8 on p 6. Anniversary (Do you remember what we were doing five years ago this week?) 7. Birthdays

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Ten calls that add value Have a “set” time to call, “Hour of Power”

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Tickets and giveaways

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M k t updates Market d t

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Haves and wants

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The Best Source of Business is:

Current C Customers “Customer Service”

This is not prospecting, it’s

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¾ A “Button” is a picture or a word that brings on “Strong” feelings.” ¾ A “Mem” is a Button that gives us such strong feelings that we take action. ¾ Viruses are when the “MEM’S” spread. They become “Raving Fans”.

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8 in 8 System

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See Page # 24 for 8 in 8 menu

¾ Use it for: 1. New Customers 2. New Life into Old Relationships 3 Capturing Builder Accounts 3. 4. Annually activating your SOI 5. Maximum of 10 a week 6. Make sure they KNOW YOU 7. The “Key” is the “CALL”

Add spice to your database or introduce yourself to someone new with an 8 x 8. If we were to develop one, what could it look like? Discuss……

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We live in an “OverInformation” World

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¾Buyers and Sellers are being bombarded with information ¾We’ve got to find a way to “Magnify” our message. 175

Look at your business with “Buyer Eyes”

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What is it like to try to get to your office. ¾Signage? ¾Is there a place to park? ¾What do they see when they walk in? ¾How are they greeted?

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Look at your business with “Buyer Eyes”

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¾Are your Listings properly staged? ¾What do they see as they come p to the house? up ¾What do they see when they look at the front door? ¾What do they see in the first ten seconds when they open the door?

Look at your business with “Buyer Eyes”

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¾What do you look like? ¾At the Listing Presentation? ¾How are you dressed? ¾They are gathering information in their brain in F.O.R.D Categories.

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Look at your business with “Buyer Eyes” Present your message in all three Modalities. In a

Visual Mode Auditory Mode

Kinesthetic Mode (With Feelings) How do most of us present?

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The Twelve Steps to Getting Listings Sold

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In this stage you are not selling, you are just examining the patient. ti t

FORD them now!

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2. Prelisting Packet Page # 22 why h are you different?

Pre-Listing Packet

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Let’s go there now 1. Homework for the Seller a.

Loan Information

b. Homeowner’s Association Information c.

Seller Disclosure Statement

d.

Make extra key.

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Pre-Listing Packet 2. Information on You 3. Information on your Company 4. Information on the Market (Statistics/Articles)

5. Information on Pricing/Staging/FSBO/Etc.

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“These are the times that

They are not soldiers •People with asummer true passion for real For over a souls. quarter of ain try men’s The Two hundred years later, estate and a patriots, dedication to or sunshine eager century, these “leaders in 1976, Themarket Group, Inc. summer soldieris and the “mastery” when the easywas and real estate” have soared formed with the sunshine will, in this absent when are •People with patriot atimes total commitment commitment to become with the good times, shrink from thethe tougher. tocrisis, their customers and their “Home of the Winter navigated the bad community community. service of through their country country. ” They are –The Group. Soldier” a place where times, and helped their •People who work together as a only the most dedicated Thomasreal Paine They are the achieve customers team of equal owners. their estate people would be dreamsprepared in all kinds of 1776 December 19, •People to weather any invited to work.

“real Winter Soldiers” markets. estate season – good or bad. 190

•People with athe true passion for real “These are times that They Two are not years summer later, soldiers For hundred over adedication quarter of ain estate and a to try men’s souls. The or sunshine patriots, eager 1976, The these Group, Inc. was in century, “leaders “mastery” when the market is easy formed with the and summer soldier theand real estate” have soared •People when withpatriot ato total commitment absent times are in commitment become thethis sunshine will, with the good times, to their customers and their tougher. g “Home of the Winter crisis crisis, community. navigated i shrink t– da place through thfrom hthe the th bad b d Soldier” where service of their country.” They are The Group. times, and helped their •People work together real as a only thewho most dedicated team of equal owners. customers their estate They are people theachieve would be Thomas Paine invited to work. dreams in all kinds of any •People prepared to weather

December 19, 1776 estate season – good or bad. markets. “real Winter Soldiers” 191

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◦F.O.R.D.,

x“Do Do they have a Gap? (Difference between where they are and where they want to be) 19 2

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Power questions:

◦ Do you want to price the home in it’s current condition or with these rooms freshly painted?

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◦ House (Condition)

xLow Level questions:

xIs there anything in the house that y you want to exclude? xIs there anything that you want to include? 19 4

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Power questions:

Do you want to price the home with this carpet or with new carpet? End of useful life?

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Power questions:

Perhaps this home is too personalized for the market?

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4. Qualify

Seller (Motivation)

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Are they willing to do whatever it takes to close the gap or are they expecting us to perform a miracle?

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5. My Mission is… Mission Impossible? to help you get to where you want to go on time.” (Should I chose to accept it)

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Seller says: “We need to sell our house because I’ve just gotten a job transfer to Seattle and I need to be there by the first of December.”

¾ Agent says: “That’s great. So my mission is to get you to Seattle on time.” Would you like to see your odds?

13

6. Show them their “odds”. ◦ Show them supply and demand demand. ◦ Go from “big picture” to “small picture”. 20 0

Odds of Selling Your Home, Fort Collins, CO Page # 26 Price Range

The Market Sold Listed

Market Odds

The Group, Inc. Sold Listed

Group Odds

Under $ 99,000

77

221

35%

12

35

35%

$100,000 - $199,000

298

735

40%

191

284

67%

$200,000 - $299,000

77

242

32%

61

117

52%

$300,000 - $399,000

13

60

22%

18

31

58%

$400,000 - $499,000

3

17

18%

6

15

40%

Over $500,000

0

10

0%

6

15

40%

Totals

468

1285

37%

291

497

201

59%

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Mr. And Mrs. Seller… ¾Pretend to be a buyer. ¾“How many houses do they have to look at in your neighborhood?” g ¾Buyers select houses based on: ¾Style, Location, and Price Range ¾Show them Supply and Demand in their neighborhood.

7. Market Analysis

13

¾ “What will it take to get you where you want to go on time?” ¾ Front of the Store Pricing Approach ¾ “Will Will that work for you? you?” ¾ “How much time do you folks have” ¾ “Based on Supply and Demand, where do you feel we should price your house?” ¾ “Do you think that will get you there on time?” ¾ “If it doesn’t, what’s your ‘Plan B’?”

Seller: “We can always come down” Homes available in your neighborhood from lowest price to highest price What’s your question?

Do you think we’ll make the “cut”?

68

In case you are waiting to buy, like thousands of others, you might want to consider this…. Many buyers are thinking, “I should wait because prices might drop a little more.” And they might….might.

205

In case you are waiting to buy, like thousands of others, you might want to consider this…. Many buyers are thinking, “I should wait because prices might drop a little more.” And they might….might.

206

Smart buyers know that if they wait until there are signs that we are at the bottom of pricing, it will be too late because those signals, like a hike in interest rates, will be noticed by everyone else as well.

207

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Right now, we can enjoy great selections of properties, low interest rates, and very few others competing for the property that we want to own.

208

If we wait, many others will be looking too, interest rates may have spiked, and the house that we want may no longer be available. The smart buyers are buying now.

209

Your next question: ¾If your home doesn’t sell and close by _________, what’s your “Plan B”? ¾I.e.: If you’re planning to take the family and leave the home here, we have to get different insurance as the house won’t be covered.

¾F.O.R.D.

70

Joe says he would list it at 5% ¾What’s your question?

¾Did you say he would do it at 5%? I almost can’t believe that because he’s charging everyone else 4%.

JJoe said id we could ld get more for f the h house. ¾What’s your question?

¾Do you believe him? ¾Did he show you any facts?

8. Net Sheet

13

Is this enough to get you to where you want to go on time?

13

9. A Dozen Power Questions for sellers Page # 23

71

13

10. Marketing Plan. (Don’t sell on this, sell on results.)

11. Remember your “Marketing Syntax”

13

The right order and sequence of how things g work.

1. Package 2. Price 3. Promote

13

12. Maintain a “Pleasing Personality”

Using a “Velvet Hammer”

72

Laugh with me! William Fry, M.D., professor of psychiatry at Stanford University Medical School and expert on h lth and health d laughter, l ht reports t the th average kindergarten student laughs 300 times a day. Yet, adults average just 17 laughs a day.

Laugh with me! Why the difference? Are we too uptight, too tense? Do we take life too seriously? Isn't it time we learned how to relax?

Laugh with me! We don't stop laughing grow old;; we because we g grow old because we stop laughing.

73

Why laugh? The many benefits of laughter 1. When you make fun of yourself you disempower yourself, those who would make fun of you and disarm possible confrontations.

2. Laughter dissolves tension, stress, anxiety, irritation, anger, grief, and depression. Like crying, laughter lowers inhibitions, allowing the release of pent-up emotions. After a hearty bout of laughter, you will experience a sense of well-being.

2. (cont.)

Simply put, he who laughs, lasts. After all, if you can laugh at it, you can live with it. Remember, a person without a sense of humor is like a car without shock absorbers.

74

Why laugh? 3. Medical researches have found that laughter boosts the immune system. This science is rapidly gaining much attention as mankind strives to understand the mindbody relationship.

Why laugh? 4. (cont.)

Laughter reduces pain byy releasing p g endorphins that are more potent than equivalent amounts of morphine.

Why laugh? 5. Humor helps integrate both hemispheres of our brain, for the left hemisphere is used to d i h the decipher th verbal b l content of a joke while the right hemisphere interprets whether it is funny or not.

75

Why laugh? 6. Laughter adds spice to life; it is to life what salt is to a hard-boiled egg. 7. Develop your sense of humor and you will find you are more productive, a better communicator, and a superior team player.

Why laugh? 8. Everyone loves someone who can make them laugh. The more you share your sense of humor, the more friends you will have. have 9. Humor brings the balance we need to get through the turbulence of life comfortably.

Why laugh? 10. Laughter is even equivalent to a small amount of exercise. It massages all the organs of the body, according to Dr. James Walsh. 11. A sense of humor can help you accept the inevitable, rise to any challenge, handle the unexpected with ease, and come out of any difficulty smiling.

76

Plan your year

14

I might do business with you symptoms….. P Page # 14

14 1. Have had an increase in family size this year? 2. Have children age 10 and under? 3. Have teenage children? 4 Have children who have left home recently? 4. 5. Are living “below” their means? 6. Have lived in the same house 7 years or more?

14 7. Have had their company expand in the past year? 8. Have had their company downsize in the past year? 9. Have received a substantial inheritance? more on page 14

77

Here is what they say…

232

15

Computing Your Net Worth Stanley and Danko

¾Multiply your age by your pre tax annual income from all sources. ¾Divide by 10 ¾The answer is what your net worth should be at your current age. Like this……… 233

15

Age (50) x pre tax inc. (100k) =5M/10(divide by 10) =$500,000 This is what your net worth should be at your current age.

78

So what are you doing about it?

235

You are the same person you were yesterday d except these three things 236

237

79

15

To Increase Your Wealth: 1. Apply the skills that you’ve learned today to increase your income. 2. When your income surges, keep your “baseline” constant. 3. Take all the money above that and invest it. (Automatically) or set up a Savings Account. Write yourself a check each month into your checking account. Put yourself on salary. 238

Or only make 2 % with no possible risk in the bank bank.

15

Rich “Ninja’s” definition … ¾The ability to wake up in the morning with the time, health, knowledge, friends, financial freedom, and passion to do what you want to do that day. 240

80

15

Financial Independence ¾Financial Independence occurs when your annual investment income (your money at work) exceeds your living expenses. You have “Wake-Up Money”. You have “Enough”. 241

15

Realtor # 1 $150,000 Income ¾$150,000 ¾ -50,000 ¾ 100,000 100 000

Income Tax Income After Tax

¾$100,000 ¾ -0¾ -0-

Baseline Investments In Ten Years 242

16

Realtor # 2 $150,000 Income ¾$150,000 ¾ 150,000 ¾ -00 ¾ (50,000)

Income Baseline Borrowed for Tax

¾Bankrupt in 5 years 243

81

16

Realtor # 3 $150,000 Income ¾$150,000 ¾ -50,000 ¾ 100,000 100 000 ¾ -60,000 ¾ 40,000

Income Tax Income after tax Baseline Investments

¾$1,000,000 Portfolio in 10 years 244

16

Realtor # 4 $150,000 Income ¾$150,000 ¾ -30,000 ¾ 120,000 120 000 ¾ -35,000 ¾ 85,000 ¾ -60,000 ¾ 25,000

Income Profit Sharing/Pension Taxable income Tax Income after tax Baseline Investments (1 house/yr) 245

And this happens!

15

10 Years $778,760 Profit Sharing $750,000 RE Equity $1,528,760 Portfolio $152,876 Annual Income

82

Realtor # 4 15 Years $1,437,353 Profit Sharing $1,200,000 RE Equity $2,637,353 Portfolio $263,735 Annual Income

¾ Mine to Keep = ¾ Recreation = ¾ Personal Growth = ¾ Business Growth = ¾ Debt Reduction = ¾ Creature Comforts = ¾ Business B siness Costs = ¾ Retirement Funds = ¾ Taxes = ¾ Receiving Goal =

Financial Goals

17

Decide what you want, not what you think you can have.

248

Let’s run some numbers on page 18 58,750 Price $___________ 2,000 $___________ Closing costs 13 750 Initial investment 13,750 $___________ 47,000 Loan@___% 7 422.45 $____________ for__ 15 yrs.= $______P/I

249

83

Estimated cash flow

18

3 returns on investment

18

625 $ ________ net monthly rent 422.45 ($ _______) less monthly P/I 63 ($ _______) less monthly taxes 25 ($ _______)) less ess insurance su a ce 25 ($ _______) less other (ext maint) 85 ($ _______) less misc- util,repairs,etc 4.55 cash flow x 12=$__________ 54.60 $ ________ Ann.

Cash flow

Annual cash flow/initial investment = cash flow return $54.00/$13,750= 3.93 %

Principal reduction

Annual principal/initial investment= %principal reduction $1838/$13,750= 13.4 %

Appreciation

Annual Appreciation/initial investment = % Appreciation (2%) $1175/13,750 = 8.5 %

Something is missing? Interest deduction and depreciation.

First year return on investment

26 % 5 yyears old Wanna’ buy it? 252

84

Here is another thought on investment…. Convert cash out to a fraction (1/5=20%) Take the denominator (5) times the annual appreciation of say 2% appreciation=10% earned on your investment the first year.

20

Why are we doing all of this in the first place?

The Three “D’s” of Success 1. Dream ¾ What we focus on expands. ¾ If you don don’tt have a dream, dream how will you know if it comes true? ¾ John Goddard (Goddard’s List, 127 things)

One rainy afternoon an inspired 15-year old boy named John Goddard sat down at his kitchen table in Los Angeles and wrote three words at the top of a yellow pad, "My Life List."

Under that heading he wrote down 127 goals.

85

These were not simple or easy goals. They included climbing the world's major mountains, exploring from source to mouth the longest rivers of the world, piloting the world's fastest aircraft, running a mile in five minutes and reading the entire Encyclopedia Britannica.

Now, a generation later, he has accomplished 109 of these quests, and has logged an impressive list of records in achieving them.

258

86

259

John Goddard's “Life List” EXPLORE: 1. * Nile River 2. * Amazon River 3. * Congo River 4 * Colorado 4. C l d River Ri 5. Yangtze River, China 6. Niger River 7. Orinoco River, Venezuela 8. * Rio Coco, Nicaragua

CLIMB:

CLIMB:

21. 22.

28.

Mt. Everest Mt. Aconcagua, Argentina 23. Mt. McKinley 24 * Mt.Hauscaran, 24. Mt Hauscaran Peru 25. * Mt. Kilimanjaro 26. * Mt. Ararat, Turkey 27. * Mt. Kenya

Mt. Cook, New Zealand 29. * Mt. Popocatepetl, Mexico 30 * The Matterhorn 30. 31. * Mt. Rainier 32. * Mt. Fuji 33. * Mt. Vesuvius 34. * Mt. Bromo, Java 35. * Grand Tetons 36. * Mt. Baldy, California

87

EXPLORE UNDERWATER: 48. * Coral reefs of Florida 49. * Great Barrier Reef, Australia (photographed a 300-pound clam) 50 * Red 50. R d Sea S 51. * Fiji Islands 52. * The Bahamas 53. * Explore Okefenokee Swamp and the Everglades

88. * Learn to fence 89. * Learn jujitsu 90. * Teach a college course 91. * Watch a cremation ceremony in Bali 92. * Explore depths of the sea 93. Appear in a Tarzan movie 94. Own a horse, chimpanzee, cheetah, ocelot, and coyote (yet to own a chimp or cheetah) 95. Become a ham radio operator 96. * Build own telescope 97. * Write a book (About his Nile trip)

78. * Skin dive to 40 feet and hold breath two and a half minutes underwater. 79. * Catch a ten-pound lobster and a t i h abalone ten-inch b l 80. * Play flute and violin 81. * Type 50 words a minute 82. * Make a parachute jump

88

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2. Dedication ¾Amy Van Dyken ¾4 gold medals in the 1996 Olympics for swimming ¾“We become what we do repeatedly. Excellence therefore is not an act, it’s a habit.” 265

¾Bill Clinton shook JFK’s hand in the White House Rose Garden when he was 17 years old old.

Michael Johnson ¾At 16, ran fastest 200 meters ever for a kid his age. Coach said “If you’d be willing to dedicate yourself for the next 10 yyears and be able to shave one second from your time, you could set a world record. Ten years later, he became the first person ever to set a world’s record in both the 200 and 400 meters at the same event.

267

89

20

3. Desire ¾World record holder for Par-Olympics 200 meters has a time of 1 ½ seconds slower than Johnson. He has no arms or legs.

There is a baseball league in Denver for the blind.

Sarah Reinertsen 269

Michael Jordan

270

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Heather Whitestone Miss America 1995. ¾Took her 6 years to be able to pronounce her name. ¾Ballet. ¾Went for f it twice. ¾Won it on her birthday. ¾Her Doctor’s said: She’ll never go beyond the third grade. ¾Obviously she wasn’t listening.

271

? Why aren’t you smiling ?

Tom Slocum at 20 mile mark. Boston Marathon 272

The Power of Purpose ¾To ¾To ¾To ¾To ¾To

20

Live Love Laugh Learn Leave a Legacy

91

The Letter ¾Date it one year from today. ¾Look back on the past year. (“As if” mode) ¾Write it to someone important to you, alive or not. Just important. p ¾Describe the past year and everything that you’ve done. ¾The Subconscious doesn’t do jokes.

EXAMPLE:

“A year ago I was in this Ninja class, and based on what I learned I have been able to do, to be, to go, to make,…..” Check it in one year. Add it to your Outlook and put it in your note section with a reminder for an appointment for one year from now. Your odds to complete just jumped up!

Who can juggle?

92

Thanks for allowing me to be a different person than yesterday by meeting all of you!

Learn the right Closing statements and More!

279

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No shipping fee Audio CD and Web Library $ 39.95

280

281

Take Me Home!

No shipping fee Video DVD $ 49.95 282

94

“Getting Started in Real Estate” DVD $49.95 _________ “Script Doctor Scripts and Dialogues” CD $39.95 _________ Five CD’s + workbook Full Day Audio: $ 159 Larry Kendall, Chairman

283

3

Five CD’s + workbook Full Day Audio: $ 159

The Essence of

1 Hour CD: $ 45

Larry Kendall, Chairman

Walt Frey, CRS

Both have the CRS Recommended Seal of Approval 284

Five CD’s + workbook Full Day Audio: $ 159 Larry Kendall, Chairman

285

95

Abundance Sharing

Ninja

10 ee-Issues of Real Estate Insider

96

Periodic Ninja updates on events and strategies for today’s market from other Ninja’s and our instructor team. team

The Ninja Network has arrived

290

Please pass in your business cards and we will enroll you in the Ninja Network.

97

Abundance Sharing

Ninja

Moving forward?

The woman who truly intends to live a good life is already living phenomenally, since intent is a part of achievement. Maya Angelou Internationally respected poet, writer and educator, Maya Angelou has given us such best-selling titles as I Know Why the Caged Bird Sings, Gather Together in My Name, Singin' and Swingin' and The Heart of a Woman.

98

The goal of the subconscious is….

To maintain the h status quo!

POWER OF THOUGHT … this change of thought, this mental attitude will not only bring you the material things which are necessary for your highest and best welfare, but will bring health and harmonious conditions generally.

296

POWER OF THOUGHT … If you wish harmonious conditions in your life, you must develop a harmonious mental attitude. attitude Your world without will be a reflection of your world within. -

Master Key System. Charles Haanel 297

99

The Hidden Messages in Water Masaru Emoto

298

Frozen Water Crystal

299

I hate you. I want kill you

300

100

Blessed by a priest

301

302

LAW OF ATTRACTION It is clear therefore, that thoughts of abundance will respond only to similar thoughts; the wealth of the individual is seen to be what he inherently is. Affluence within is found to be the secret of attraction for affluence without. 303

101

LAW OF ATTRACTION The ability to produce is found to be the real source of wealth of the individual. It is for this reason that he who has his heart in this work is certain to meet with unbounded success. He will give and continually give, and the more he gives the more he will receive. -

Master Key System. Charles Haanel 304

Net Forward Energy Ratio

40%

60%

1.5

Net Forward Energy Ratio

20% 80%

4.0 102

Net Forward Energy Ratio

10%

90%

9.0

Net Forward Energy Ratio

0%

100%

Infinity What happens to an… ¾ Athlete who gets that focused? ¾ To a salesperson when they are with a buyer or seller and were that focused? ¾ To a salesperson when they walk into the office and were that focused?

103

Attack on the record books Michael Phelps went a perfect 8-for-8 in Beijing, breaking Mark Spitz's singleGames record for gold medals. He swam 17 times over nine days and broke the world record in four of his five individual swims. His three relay teams also set world marks.

JUST A LITTLE MORE DOES IT! 310

Phelps won the 400m IM in 4:03.86, more than a second faster than the record he set a month earlier at Olympic Trials. The next day, Phelps and the U.S. team squeaked out a win in the 4x100m freestyle relay. Phelps' leadoff leg of 47.51 was an American record, but anchor Jason Lezak dove in with more than a half-second deficit. Lezak posted the fastest relay split in history history, 46.06, 46 06 to catch Frenchman Alain Bernard for the win, by just .08 of a second.

JUST A LITTLE MORE DOES IT! 311

And maybe you don’t want to work that hard!

312

104

You ou a always ays have a e other options! 313

105

106

107

108

Leadership Teamwork Performance

326

327

109

328

The Group Difference

329

330

110

331

332

333

111

They want seller packets, NOW!

334

¾Words are “ okay “.

335

Metropolitan Housing Statistics Year

Houses Sold

Houses Listed

1976

20,680

32,189

Too many facts, 50/50 odds 1977

24,637

32,804

1978

25,212

42,664

1979

25,768

48,214

1989

19,161

40,370

1981

16,895

35,129

1982

14,248

36,028

1983

17,870

43,446

1984

18 112 18,112

46 585 46,585

1985

19,427

49,790

1986

20,564

52,850

1987

18,510

48,759

1988

16,707

46,705

1989

19,272

38,056

1990

20,476

41,808

1991

21,547

41,455

1992

27,215

36,678

1993

30,763

52,496

1994

29,710

55,623

1995

27,883

60,015

1996

29,527

64,086

112

¾Words with pictures are better.

337

Words with pictures and facts are best.

33 9

113

Same data in better format

340

4th quarter, best odds.

341

342

114

343

Office of Federal Housing Enterprise Oversight

OFHEO.GOV

344

History of an Overpriced Home Original Asking Price Price Reductions

Market Value Eventual Sale

1

2

3

4

5

Months on the Market

115

The world is getting flat! 346

$ $ $

150,000 Price 15,000 Downpa $

$

135,000 Loan

$

3,000.00 Closing Costs 30 Years

$

18,000.00 Initial Investment 887.50 Monthly P+I Payment

1,100 Net Monthly Rent

$

888 Less Monthly P+I Payment

$

250 Less Monthly Taxes

$

$

7% % for

50 Less Insurance

$

100 Less Other

$

(188) Monthly Cash Flow

$

(2,250) Annual Cash Flow

$

18,000 Initial Investment

x 12

$

(2,250.00) Annual Cash Flow

-13% % Cash Flow Return

$

1,200 Annual Principal

$

18,000 Initial Investment

7% % Principal Reduction

$

7,500 Annual Appreciation @ 5% 42% % Appreciation

$

18,000 Initial Investment

36% % Estimated 1st. Yr. Return on investment

347

(We do.)

116

Sellers make decisions based on Value vs. Price If the seller perceives that we are all the same then price is the only choice!

What is your point of difference? If the seller perceives that we are all the same then price is the only choice!

Smooth Moves • • • • •

Full Home Inspections Pest Inspection Professional Cleaning AHS Home Warranty 1 year Professional 25 pt. heating & central air inspection. • CMA + Absorption Rates

117

What they Expect of Rookies • Take as much floor as possible • Weekly sales meeting/tour • Weekly education sessions • Weekly coaching sessions • Master scripts and systems 352

How The Group, Inc. works with Rookies

• What they look for: –Likeable/trust –Willing to work/winner –Sales experience –Real estate related experience –Their network –Coachable 353

What they Expect of Rookies • Implement the 21 Point Business Plan • Talk to 50 people per week • Weekly meeting with Managing Broker • Work 60+ hours weekly • Obtain GRI within first year of real estate 354

118

Results Rookies can expect: • • • •

First year - $100,000 GCI Second Year - $100,000 net income Third Year - $150,000 net income $1,000,000 $ , , portfolio p within 10 years* y – Must follow 3 step wealth system • Earn $150,000 net or more • Invest $30,000/year in retirement plan • Buy one property per year

355

119