WORKING YOUR SPHERE OF INFLUENCE

WHY WORK SPHERE?

BUILT IN TRUST MOST FUN PART OF THE BUSINESS EASIEST PART OF THE BUSINESS MOST REFERRALS THEY LISTEN TO YOU LEGAL RAMIFICATIONS - SELDOM

THE PINNACLE SPHERE SYSTEM

MAIL – ONE TIME EACH MONTH PHONE – ONE TIME EVERY TWO MONTHS HANDWRITTEN NOTE – ONE TIME EVERY

THREE MONTHS EMAIL – ONCE A WEEK GO SEE – TWICE A YEAR – 1 X = SOCIAL,

1 X = UNSOLICITED CMA HOW MANY TOUCHES IS THAT IN ONE

YEAR = MIN OF 76

PLANNING THIS ACTIVITY?

MAIL EACH MONTH SHOULD BE AUTOMATED

PHONE – 7 A DAY, FOUR DAYS A WEEK = 225 PEOPLE 100 PEOPLE = 4 CALLS A DAY, THREE DAYS A WEEK

HANDWRITTEN NOTE – 100 PEOPLE = 4 A DAY, 3 DAYS PER WEEK

E-MAILS – WRIGHT BROTHERS – AUTOMATED ONE C.M.A. A YEAR FOR 100 PEOPLE = 9/MO FOR 11 MO’S.

WHAT TO DO WHAT TO MAIL – NEW METHOD

MARKETING WHAT TO SAY ON THE PHONE – CARE

& COMPLIMENT WHAT TO WRITE – SHORT & SWEET WHAT TO E-MAIL – WRIGHT BROTHERS

= $29/MO WHAT TO PUT ON THE CMA- FOCUS ON

“NEIGHBORHOOD” “I KNOW YOU ARE NOT THINKING OF SELLING”

OTHER IDEAS FOR THE SPHERE:

JUMBO POSTCARDS CONGRATS ON YOUR ACHIEVEMENTS FOUR PROMO ITEMS A YEAR QUARTERLY R.E. MARKET UPDATE INVITE THEM TO 4-6 OPEN HOUSES A

YEAR GET THEM INVOLVED IN COMPANY

CONTESTS

PURPOSE OF THE SPHERE = GROW TO SIZE

OF A FARM

GROWING YOUR SPHERE:

SPHERE REFERRALS OTHER AVENUES FUNNEL INTO

SPHERE FARM, OPEN HOUSES, N.O.D., EXP, FSBO, 7 SITES, SHORT PAY, FACEBOOK, CHURCH / TEMPLE / MOSQUE , KIDS, SOCIAL CLUBS, SPORTS

AGENTS LEAVING THE BUSINESS

GETTING STARTED PUT SPHERE LIST TOGETHER

INCLUDING NAMES, ADDRESSES, PHONE NUMBERS & E-MAIL ADDRESSES.

GET ON MAIL PROGRAM – MANY USE NEW METHOD MARKETING.

GET ON E-MAIL CAMPAIGN = WRIGHT BROS

START YOUR PHONE CALLS – TOPICS = NEED EMAIL ADDRESS AND TIME TO RE-FINANCE

PROSPECTING SELLER’S IN DEFAULT

ONLY 53 OUT OF 257 HOMES IN GRANADA HILLS WITH N.O.D.’S OR N.O.T.’S HAVE BEEN LISTED

THEREFORE 20% HAVE BEEN LISTED & 80% HAVE NOT BEEN LISTED

HOW DO I RECOMMEND WORKING N.O.D.’S?

“KNOCK THE STREET”, HAVE A STACK OF SCRATCH PADS IN YOUR ARMS.

HAVE TAX RECORDS WITH YOU BRING IN THE CONVERSATION ABOUT

THE N.O.D. FILED DISCUSS OPTIONS IE: SHORT SALE,

LOAN MODIFICATION HANDOUT C.A.R. LOAN WORKOUT

CHART

N.O.D. DOORSTEP PACKAGES “WHAT WOULD YOU INCLUDE IN A DOORSTEP PACKAGE?”

LETTER ARTICLES ON SHORT SALES AND LOAN

MODIFICATION LIST OF OPTIONS FOR LOAN WORKOUTS HOPE FOR HOMEOWNERS PROGRAM FHFA PROGRAM “FEDERAL GOVERNMENT

LOAN MODIFICATION PROGRAM” CALIFORNIA ASSOCIATION OF REALTORS

LOAN MODIFICATION CHART

N.O.D. DOORSTEP PACKAGES

“WHAT WOULD YOU INCLUDE IN A DOORSTEP

PACKAGE?”

RESUME AND YOUR SUCCESSES WITH OTHER HOMEOWNERS IN THE AREA YOU HAVE HELPED

PROMO MATERIALS PINNACLE FOLDER AND

REGULAR ENVELOPE