Breakfast of Champions Event Presentation for Champions School Of Real Estate - by Ken Brand
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This is what I'm sharing at the Champions School of Real Estate annual Breakfast of Champions event. Some of the material is from my book Less Blah Blah More Ah Ha - How social savvy real estate agents become trusted, preferred and referred. The book is available on Amazon.com in eBook/Kindle and print format. Here's a direct link to the Amazon.com book page - http://www.LessBlahBlah.comPs. After the Thank You slide there are a few extra slides, they're the ones I took out in the interest of time, it's a 1 hour preso. CheersIf I can be helpful - Ken Brand 832-797-177
Transcript of Breakfast of Champions Event Presentation for Champions School Of Real Estate - by Ken Brand
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Tuesday, October 18, 11
8What? We aren’t in Kansas anymore? Duh!Tuesday, October 18, 11
8
A Day At The Beach
A Day In The Life -‐ Pre 2008
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Typical Recession Waves
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Recession + Consumer-‐Tech RevoluFon = OMG Tidal Wave
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6When there’s less of this. . .
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7There’s more of this. . .
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Muscle Bound Personal MarkeFng (“Dig Us”) Doesn’t Work Anymore.
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9We Live and Work in a Trust Starved, Don’t Bore Me, Don’t BS Me, and Definitely Don’t Sell Me Society!
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10This is avoidable.
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11
Fresh Start
h"p://www.chrisbrogan.com/start-‐fresh/
What businessam I really
in?
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This company sells a product commodity?
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What is this company selling?
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This company sells a commodity shoes?
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What is this company selling?
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Focused on Human Experiences
You
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“It’s more fun to be a pirate than to join the
navy.”
Human ExperiencesTuesday, October 18, 11
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What will it take?
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We’re not
Wage Slaves. It’s not a Job or Hobby.
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It’s a Pay For Performance
Lifestyle.
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Who are our compe=tors?
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Compe77on. Distrac7on. Self Interest. Everything But US.
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Business Done Daily
Who Wants It?
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The Three Reasons
She’s Doesn’t Have More BusinessTuesday, October 18, 11
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Reason 1.
She’s in the dark.
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Reason 2.
She’s a Secret Agent
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Reason 3.
It didn’t go as planned . . .16
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How Do CiFzens Choose?
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4 out of 5 buyers and sellers only contact 1 or 2
agents.
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2010 NaFonal AssociaFon of REALTORS -‐ Profile of Home Buyers and Sellers
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7 in 10 choose an agent they
TRUST.
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242010 NaFonal AssociaFon of REALTORS -‐ Profile of Home Buyers and Sellers
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From Lost In The Crush!
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Top Of Mind, Memorable and Chosen
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04/01/1018
Top Of Mind AwarenessFirst mental recall in a parFcular category.
Our category is Real Estate Agent, Broker, or Sales Manager.
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Be Relevant
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How Can We Discover What’s RELEVANT
To THEM?
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40
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The Golden Rule 1.0
04/01/1034Refer to Chapter Seven in the book Less Blah Blah More Ah Ha
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04/01/1036
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04/01/105637
The Golden Rule 2.0Do unto others as THEY
would have done unto themselves.
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OUT: Muscle Bound Blah, Blah, Blah MONOLOGUE BROADCAST
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OUT: It’s not about what I can do for you. It’s ALL about how amazing I am.
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IN: All About ThemIN: ConversaFon
IN: Sharing + Solving + ServingTuesday, October 18, 11
Demographics~VS~
Psychographics
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Are we wearing Bacon to a Vegan party?
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It’s not who YOU KNOW.
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It’s who KNOWS YOU
as...Tuesday, October 18, 11
Social Context
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Professional Context
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04/01/1020
Not Remarkable Like ThisTuesday, October 18, 11
Or ThisTuesday, October 18, 11
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To Adract, Connect and Loyalize, Focus On These Three Unmet Human Needs
1. A Sense Of Significance2. A Sense of Certainty3. An Improved State of Being
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04/01/10
You Don’t Have To Be Super-‐Woman. You Only Have To...1. Show up. 2. Listen.3. Deliver.4. Be consistent.5. Keep your promises.6. Don’t brag.7. Don’t push.8. Follow-‐up.9. Follow-‐through.10. Pay adenFon.11. Be generous.12. Show up on Fme.12. Have a sense of humor.13. Don’t complain.14. Don’t make excuses.15. Accept responsibility.16. Have paFence.17. Be passionate.18. Be thoughjul.19. Don’t blame.20. Don’t shame.21. Be posiFve.22. Be empatheFc.23. Be thankful. 43
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Amputate Fluff & Bull S@!t
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Context > Clarity > Understanding > Trust > ANrac=on
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Context Conversion
Including context in your markeFng messages isn’t difficult. Don’t get me wrong, it takes effort and commitment, but it’s not hard, it a mader of execuFon and habit.
Here’s A Simple 5 Step Process
1. Evaluate your markeFng messages. Examine what you write, what you say, how you present, how you market and adverFse.
2. Look for the loosely defined and fuzzily described.
3. Figure out how and where to add context.
4. Add context.
5. Re-‐create, Re-‐Launch, Re-‐Engage and reap the rewards . Context > C lar i ty > Understanding > Trust > AdracFon.
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“I've learned that people will forget what you said, and people will forget what you did, but people will never forget how you made them feel.”
~ Maya Angelou
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04/01/1021
http://www.flickr.com/photos/yushimoto_02/4251723517/
Repetition 44
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04/01/1020
OUTMe. Me. Me. Me Me. Me. Me. MeMe. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. MeMe. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. MeMe. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. MeMe. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. MeMe. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. MeMe. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me Me. Me. Me. Me
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ConversaFonand
ConnecFon
Contact
Trustand
Discovery
On-‐Purpose and In-‐Person Contact & ConversaFon
Sharing, Serving & Solving
Become Preferred, Referred & Rewarded
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Transmedia Story Telling
Text
Text.
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Tuesday, October 18, 11
A story telling example of story telling.2
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Chris Brogan Share 100 Personal Branding Tactics Using Social Mediahttp://www.chrisbrogan.com/100-personal-branding-tactics-using-social-media/
Social Media
A Trippy Destiny AcceleratorTuesday, October 18, 11
59
Don’t Play Blindfolded.
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ConversaFonand
ConnecFon
Contact
Trustand
Discovery
On-‐Purpose and In-‐Person Contact & ConversaFon
Sharing, Serving & Solving
Become Preferred, Referred & Rewarded
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InformaFon Oceans and OmnipresenceTuesday, October 18, 11
73
The Future has already happened. It’s just not evenly
distributed.-‐ Adrian Slywotzky, Mercer Consultants
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hdp://www.GapingVoid.com
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Findable + Discoverable + SharableBecoming Omnipresent
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77"When you choose the paradigm of service, it turns everything you do from a job into a giu."
People Trust People Who Are Trusted By People They Trust.
Social Proof Scores . . .
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Because People Trust, Choose and Recommend the Familiar . . .
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“Every morning in Africa, a Gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed. Every morning a Lion wakes up. It knows it must outrun the slowest Gazelle or it will starve to death. It doesn't mader whether you are a Lion or a Gazelle... when the sun comes up, you'd beder be running.”
But don’t run with your eyes and your imaginaFon closed .
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Six Facebook Best Prac=ces 1. Status Update = Waving Hello
2. Like = Smile & Head Nod
3. Share = ContribuFon/Giving
4. Lists = Listening + Insight (relevant)
5. Friending = Oxygen = Life
6. Comments = ConversaFon & ConnecFon
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Facebook is an AnF-‐Secret-‐Agent-‐Strategy
95
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Facebook Is An AnF-‐Dope-‐In-‐The-‐Dark Strategy
95
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The Social Media Water-Cooler-Effect An Audience with an Audience of Audiences95
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84
Um. What about SECURITY?
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85
You ARE the SECURITY Guard?
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56Please read Chapter 10 in the book Less Blah Blah More Ah Ha
Spectacular Achievement Is Always
Preceded By Unspectacular PreparaFon-‐ Robert Schuller
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Tuesday, October 18, 11
What about scripts?88
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Winging It.89
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Three People Principle
The Three People PrincipleTuesday, October 18, 11
56Please read Chapter 10 in the book Less Blah Blah More Ah Ha
Adopt Buyers Who’ve Been Abandoned Post Closing
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2010 NaFonal AssociaFon of REALTORSProfile of Home Buyers and Sellers
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How to Good Gossip Your Way
To The Closing Table
To learn more go to Chapter 14 in the book Less Blah Blah More Ah Ha
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2
Be TheSource
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Tuesday, October 18, 11
56Please read Chapter 10 in the book Less Blah Blah More Ah Ha
Adopt Buyers Who’ve Been Abandoned Post Closing
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Stay PosiFveTuesday, October 18, 11
Don’t Get Comfortable?99
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100
Learning is always rebellion. Every bit of new truth discovered is revoluFonary to
what we believed before.-‐ Margaret Lee Runbeck, Author
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LOVE Change101
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8
Thank You. Ken Brand-‐ 832-‐797-‐1779 LessBlahBlah.com
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