Mega Camp Day 1
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Mega Agent
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Welcome
Dianna KokoszkaPresident, MAPS Coaching
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Mega Agent
The Path of the 7 LevelsThe Path of the 7 Levels
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11stst LevelLevel
YOUYOU
SALESSALES SUPPORTSUPPORT
SALESSALES SUPPORTSUPPORT22ndnd LevelLevel
YOUYOUEA/ MarketingEA/ Marketing
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SALESSALES SUPPORTSUPPORT33rdrd LevelLevel
YOUYOUEA/ MarketingEA/ Marketing
TransactionTransaction
CoordinatorCoordinator
SALESSALES SUPPORTSUPPORT44thth LevelLevel
YOUYOUEA/ MarketingEA/ Marketing
TransactionTransaction
CoordinatorCoordinator
ShowingShowing
Assistant(s)Assistant(s)Runner(s)Runner(s)
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SALESSALES SUPPORTSUPPORT55thth LevelLevel
YOUYOUEAEA
TransactionTransaction
CoordinatorCoordinator
Lead Buyer AgentLead Buyer AgentListingListing
CoordinatorCoordinator
ShowingShowing
Assistant(s)Assistant(s)Runner(s)Runner(s)
MarketingMarketing
CoordinatorCoordinator
SALESSALES SUPPORTSUPPORT66thth LevelLevel
Listing SpecialistListing Specialist
YOUYOUEAEA
TransactionTransaction
CoordinatorCoordinator
Lead Buyer AgentLead Buyer AgentListingListing
CoordinatorCoordinator
ShowingShowing
Assistant(s)Assistant(s)Runner(s)Runner(s)
MarketingMarketing
CoordinatorCoordinator
Internet LeadInternet Lead
AdminAdmin
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SALESSALES SUPPORTSUPPORT77thth LevelLevel
Listing SpecialistListing Specialist
CEOCEOEAEA
TransactionTransaction
CoordinatorCoordinator
Lead Buyer AgentLead Buyer AgentListingListing
CoordinatorCoordinator
ShowingShowing
Assistant(s)Assistant(s) Runner(s)Runner(s)
MarketingMarketing
CoordinatorCoordinator
Internet LeadInternet Lead
AdminAdmin
YOUYOU
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Internet LeadsBen Kinney
Home 4 Investment 2010: $64.6M closed volume 2010: 276 units Bellingham MC REAL Trends Top Teams by
Transaction Sides - #63 REAL Trends Top Teams byTransaction Volume - #100
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
1. What is Internet lead generation?
Past Present Future
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
2. What systems or tools does
an agent need?1. Website with lead capture
2. IDX with lead capture
3. Craigslist posting tool
4. Blog with lead capture
5. Social media profiles
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
3. What are your top sources
of online leads?1. Search enginesa. Organic
b. Paid
2. Craigslist
3. Blogs
4. Social media
5. National portals
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
4. What happens when a lead
comes in?
WebsiteLead
ControllerBuyerAgent
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
5. What is your staffing
to support this?Traffic
Webmaster
Virtual Assistant
Could beoutsourcedCould be
outsourced
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
6. How do you explain how you market yourself
and your listings online to potential sellers?
Five Buckets
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
1. Brokerage Websites
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
2. National Portals
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
3. Classified Services
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
4. Search Engines
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
5. Social Media
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Internet Lead Conversion and Follow-Up
Carissa Acker
Real Estate by Design 2010: $31M closed volume 2010: 231 units Denton MC
REAL Trends Top Teams byTransaction Sides - #95
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
1. Short-Term Responses
a. What happens in the first two weeks
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
2. Long-Term Responses
a. What is considered long term
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
3. Effective Communication
a. How do you do it?
b. When and how often?
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
4. Know your conversion rates and expect to meet them.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
5. Scripts First Response with Randy TemplateSubject: Home Search from Randy
My name is Randy Parham and I am thereal, live person on the other end. I wantedto say thanks a million for taking a look onour website at www.rebdgroup.com. I will becontacting you soon by email or phone tosee how I might assist you in your search fora new home.
Thanks again and have a great day.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
5. Scripts, continued Find Out Your Timeline TemplateSubject: Your New Home
I just wanted to check and see if we can helpyou in any way? I dont want to bother youand we welcome you to continue to look atour website. If you can give me a timelinewe can check back with you then.
Thanks again for checking outwww.rebdgroup.com.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Six Steps for Successful Conversions
6. Team Accountability and Leverage
a.Use your team as a resource.
b.Your buyers agents have to buy into the system and follow it.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
CraigslistKeith Riddle
Synergy 2010: $28.9M closed volume 2010: 181 units Spokane MC
REAL Trends Top Teams byTransaction Sides - #159
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Four Steps to Craigslist Success
1. Build your ads properly.
a. Provoke an inquiry.
b. Give provocative, non-related information.
c. Build multiple ads for each property.
d. Embed links to that property and other searches or reports.
e. Funnel them to your sites.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Four Steps to Craigslist Success
2. Direct the traffic where you want it!
a. Embed links to funnel them to YOUR website.
b. Dont send your traffic to third parties
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Link directly toMLS searchabout this
home in agentwebsite.
Directs theuser to a tour
embeddedwithin theagent site.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Embedvirtual tourswithin yourwebsite.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Four Steps to Craigslist Success
3. Dont get flagged, be OK with change.
a. Dont post the same ad in the same day.
b. Dont post the same ad over and over.
c. Dont over-post from one email address or one IP address.
d. Dont use plurals like homes orproperties.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Four Steps to Craigslist Success
4. Systematize how you post.
a. Use Captcha King.
b. Takes the human adminout of the equation.
c. Saves steps.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Open Houses
Chris Suarez
PDXPERTS 2010: $23.2M closed volume 2010: 75 units Portland West MC
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Open Houses
1. What is an open house?
2. Why are they important?
3. What are your five steps to making themsuccessful?
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five Steps to Successful
Open Houses1. Hold opens every day to build up your database.
a. Expect your team to be there.
Team Leader
Showing Assistant
Admin
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five Steps to Successful
Open Houses2. Be specific about your farm.a. Do your research.
b. Choose your times wisely for best traffic.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five Steps to Successful
Open Houses3. Advertise.
a. Door knock.
b. Place signs.
c. Post Internet ads.
d. Call the neighbors.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five Steps to Successful
Open Houses4. Get the leads.a. Use your iPad.
b. Get a last name and neighborhood for future leads.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five Steps to Successful
Open Houses5. Follow up with the leads.
a. Ask for referrals!
b. Use your scripts!
c. Every referral sourcegets a call back.
d. Thank the lead in
advance with a gift or card.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Expireds/FSBO
Greg Harrelson 2010: $117M closed volume 2010: 860 units The Harrelson Group, Inc. Myrtle Beach, SC
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Critical Points for
Expired Prospecting1. Assume they know it is off the market.
2. Reconnect them to the fact that their last agent failed tosell it.
3. Assume they are going to get a second opinion.
4. Start asking questions quickly.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Expired Prospecting ScriptThis is Greg Harrelson here in Myrtle Beach with C21.
I wanted to touch base with you about your home. Obviously, Tom, you know your property is no longer onthe market for sale, is that correct?
Certainly you still want to sell the property, because you had it on the market up until yesterday, right?
So, Tom, I assume since the last agent failed to sell the property over the past six months, you will begetting a second opinion, is that correct?
Well, Tom, I have crossed paths with your property in the MLS a few times and am a little surprised it hasnot sold already. It appears to me that when this property is marketed more aggressively, then it will sell.
Tell me, what kind of condition is the property in?
(Continue to ask questions )
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Critical Points for FSBO
1. The biggest loss of income in FSBOs is poor leadfollow-up.
2. Call them once per week, minimum.
3. Preview the home as soon as possible. (rapport)
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
FSBO Prospecting ScriptThis is Greg Harrelson here in Myrtle Beach with C21. I am calling because I just sold another home in theCarolina Forest area, and I happened to notice that you are interested in selling your property, is thatcorrect?
Is the property still available or do you currently have it under contract?
The home that sold recently had about 2,000 heated square feet. How big is your home?
When your home does sell, where do you plan on moving?
(Ask more questions on why they are selling.)
Just curious, how long are you going to try and sell it on your own?
If I were to bring a buyer while you are trying to sell it, would you cooperate on commission?
Obviously, I cannot sell something without seeing it first. When would be a good time to preview thehome? Would this afternoon around 2:00 p.m. be good, or would tomorrow at 1:00 p.m. be better?
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Farming
Richard StoneRichard Stone Real Estate 2010: $30.5M closed volume 2010: 40 units Carmel Valley/Del Mar MC
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Richards Nine Rules
1. Lead generate for four hours a day.
2. Call back every lead.
3. In the car by 8:15 every day.
4. Start LGFD by 9:45.
5. Study 20/20/20.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Richards Nine Rules
6. Avoid all refined sugar.
7. Follow a words of wisdom diet.
8. Exercise for at least one hour every day.
9. Average at least 2 leads every day.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Richards Bonus Plan
Must complete all nine rules and get $35/day plus
+ $20 for first lead
+ $40 for second lead
+ $80 for third lead
+ $160 for fourth lead
+ $320 for fifth lead
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Richards Bonus Plan + $30 for first appointment
+ $60 for second appointment
+ $120 for third appointment
+ $240 for fourth appointment
A Perfect Week = $______A Perfect Month = $______
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Richards Bonus Plan
If I do not complete all nine rules:
In the car at 8:15 = $200!
20 minutes of scripts20 minutes of Gary time20 minutes of scripture = $200!
LGFD by 9:45 = $250!
Lead generate for four hours a day = $500!
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Daily Schedule
5:30am Awake!
6:00am Energy breakfast
7:00am Exercise
7:30am Shower and dress
8:15am BE IN THE CAR20 minutes of scripts20 minutes of Gary time20 minutes of scripture
9:45am LGFD
11:45am Call backs
12:30pm Lunch andget stuff done
2:00pm Listing appointment
4:00pm LGFD
6:00pm Call backs
6:30pm Listing appointment
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Interview: Jessica Cox
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Referrals
Brian Cane
Pacifical Realty Group 2010: $30.1M closed volume 2010: 99 units San Diego Metro MC
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Brians Keys to Success
1. Always stay in touch.
a. Do a complete 33 Touch PLUS Program.
Send 700 people a newsletter mailer monthly.
Email 1,400 people two times a year.
Call two times a year.
Give away magnets.
Host client appreciation parties.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Brians Keys to Success
2. Be a connector.
a.Solve problems or create opportunities.
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Brians Keys to Success
3. Follow the system.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
SeminarsKenny Klaus
The Kenny Klaus Team 2010: $34M closed volume 2010: 197 units Integrity First MC
REAL Trends Top Teams byTransaction Sides - #93
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Foreclosure Alternatives Workshop
Presented by:
Your Real Estate Experts
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Kennys Seven Steps for a
Successful Workshop1. Advertise locally.
2. Hold a monthly workshop.
3. Define what a short sale is.
4. Discuss short sale myths and facts.
5. Discuss the benefits of working with the Kenny Klaus Team.
6. Have an attorney present for Q&A.
7. Schedule private meetings.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Build an MREA TeamClaudia Maefsky
The Legacy Group 2010: $41M closed volume 2010: 242 units Spokane MC REAL Trends Top Teams by
Transaction Volume - #236 REAL Trends Top Teams by
Transaction Sides - #86
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Build an MREA Team
1. Create a vision for your business.
2. Understand the model.
3. Get buy-in from your team.
4. Get a coach.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Organizational Team Model
Kevin Kauffman and
Brandon Tracy
Group 46:10 2010: $22.7M closed volume 2010: 157 units
Tempe-Scottsdale MC REAL Trends Top Teams by
Transaction Sides - #187
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Organizational Team Model
Kevin Kauffman &Fred Weaver
Lead BuyerAgent
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Organizational Team Model
ShowingAssistant
Kevin Kauffman &Fred Weaver
Lead BuyerAgent
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Organizational Team Model
ShowingAssistant
AdminAssistant
Kevin Kauffman &Fred Weaver
Lead BuyerAgent
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Organizational Team Model
ShowingAssistant
AdminAssistant
ShowingAssistant
Kevin Kauffman &Fred Weaver
Lead BuyerAgent
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Mega RSTLM
Kristan Cole
The Kristan Cole Team 2010: $43M closed volume 2010: 208 units Anchorage MC REAL Trends Top Teams by
Transaction Sides - #122
REAL Trends Top Teams by
Transaction Volume - #207
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Mega RSTLM
1. What is Mega RSTLM?
2. Why do I need to know it?
3. How does it work?
4. Why does it work?
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Mega RSTLM
1. Timing
a. Never too late to start.
b. Never too late to continue.
2. Your Organizational Chart
a. Use a pencil with a big eraser.
3. Talent Prefers Opportunity Over Comfort
a. The talent pool has never been deeper.b. NOW is the time to gain Talent Share.
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Interview: Monte Montgomery
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Interview: John OLeary
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Working with Builders and Developers
Steve Rider
The Rider Elite Team 2010: $47.7M closed volume 2010: 244 units Scottsdale-Integrity First MC REAL Trends Top Teams by
Transaction Sides - #85
REAL Trends Top Teams by
Transaction Volume - #169
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Trade-In Program
Working Through Builders and Developers
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five-Step System for Working with Builders
and Developers
1. Guerilla Warfare: The New Home Marketa. Local statisticsb. Local builder associationc. Visit communitiesare they using anyone?
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five-Step System for Working with Builders
and Developers
2. Get into Relationshipsa. Top downb. Bottom upc. Earn their trustgoal
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VEP EVENTS
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five-Step System for Working with Builders
and Developers
3. Visit Your Communities Three Times Per Weeka. Give market information, clippingsb. Marketing materialsc. Agent history questions
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five-Step System for Working with Builders
and Developers
4. Go on Every Appointment Prepareda. Review new home marketb. Resale marketc. Options ... keep, lease, or lease option
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VEP EVENTS
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Five-Step System for Working with Builders
and Developers
5. Keep Track of Your Numbersa. Number of inbound seller referralsb. Number of referrals in back logc. Number of sales
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VEP EVENTS
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Interview: Mega Agent
Marnie Bennett 2010: $73M closed volume 2010: 260 units Keller Williams VIP MC
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Sales
Manager
Closing
Manager
Office
Manager
ListingCoordinator
Client
ServicesDatabase
Manager
Resale
Agent
StagingConsultant
ReceptionBuying
Agent
New
Homes
Agent
Inside
Sales
New
Homes
Reception
Listing
Agent
MarnieBennett
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VEP EVENTS
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Panel: BOLD
Gene Arant
James Benson
Lisa Archer
Mickey Pascarella
Paulette Carroll
BOLD Laws Wall at Nashville-Hendersonville MC
# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Tweet, post, watch, share, like.
@mapscoaching
@kwri
Facebook.com/kellerwilliamsrealty
Facebook.com/mapscoaching
Youtube.com/kellerwilliams
Share Your Mega Camp Experience!
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# kwmc MEGA AGENT CAMP SEPTEMBER 2011
Mega Agent
Thank you for being here!