Red-Hot Rookiecourses.learninglibrary.com/TLLFlash/MLC/html/Manual.pdf · Step 7 – The Six Ps’...

© 2006 Mark Leader Courses®

Red-Hot Rookie©


Red-Hot Rookie©

TABLE OF CONTENTS WORKBOOK 1. Workbook title page

2. Table of Contents

3. Message from Mark Leader

4. Tell Us About You

5. Success or Failure / 10 Steps to Building a Sound Business Foundation

6. 10 Steps for Building a Red-Hot Career

Step 1 - The Foundation

Step 2 - Market Research


Step 3A - Company Comparison

Step 3B - Marketing Checklist


Step 4 - Pro-Active Time Management

Step 5 - Developing Referral Relationships

9-10. 10 Steps for Building a Red-Hot Career

Step 6 - Daily Prospect Generation


Step 7 – The Six Ps’ of Effective Marketing Presentation 12. 10 Steps for Building a Red-Hot Career

Step 8 - Track Productivity and Results

Step 9 - Lister’s Toolbox 13. 10 Steps for Building a Red-Hot Career

Step 10 - Buyer/Lister Skills

14. Leader’s Success To-Do List

15. Pledge of Participation

16. MLC® Certificate of Completion

17. Instructions for the Red-Hot Rookie© Success Plan

18. Guidelines for Ensuring Greatness

19. Phone-in Inquiry Questionnaire

20. Tracking Your Listing Appointments (Form E)

21. Separating Lookers from Buyers

22. Guidelines for the Weekly Conference Meeting

23. Instructions for the Manager/Coach/Accountability Partner

24. Greatness Starts by Learning Something New

25.-33. Mark’s Red-Hot Rules

34.-47. Red-Hot Rookie© Sales Professionals’ Forms

(All forms also on the website at:

www.leaderschoice.com/redhotrookiesalesprofessionalforms.asp) 48.-49. Red-Hot Rookie© Program Evaluation

50.-53. Company Products and Services

2


Red-Hot Rookie©

A MESSAGE FROM MARK LEADER Congratulations on successfully becoming a licensed real estate sales professional! Our business is truly one of the few remaining bastions where what you earn is limited only by the knowledge, skill and effort you dedicate daily. Assuming you’ve been in real estate for at least a short period of time, you’ve probably come to the same startling realization that so many have before you–the licensing course did little or nothing to prepare you for actually making a living as a real estate sales professional. Well, not to worry. You now hold the key to a successful career in your hands– the RED-HOT ROOKIE© New Real Estate Sales Professional Training Program. After 20 years of eating, sleeping and breathing this business, training literally thousands of people just like you, I assure you that this plan is a proven step-by-step process that will virtually guarantee your success if you follow the steps as they are outlined. You will:

• Learn to do the highest-priority activities first

• Learn the benefits of pro-active time management

• Learn how to build the foundation of a strong buyer or seller lister

• Learn the 10 steps for building a red-hot career

• Learn how to apply focused prospecting techniques

and much, much more!

Finally, and most important, you will get off the “Mark” quickly so that you will start earning a living quickly. To benefit fully from this plan, it will require your full effort and commitment along with the supervision of your manager, coach or accountability partner. And, please remember, if you ever need a friendly hand, I’m just a phone call away. Good Luck!

Workbook

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Red-Hot Rookie©

It is important for us to know a bit about you and to understand where you are in your real estate career. By doing so, we are better prepared to work toward achieving your goals. Please take a few minutes and carefully complete the following: (Fax completed form to 705-730-6924) Age: 18-34_____ 35-54_____ 55-64_____ 65 and over____ Annual Real Estate Income: 0-___ $40,001-___ $60,001___ $80,001-___ $100,001-___ Over $40,000 $60,000 $80,000 $100,000 $150,000 $150,000___ Length of Career: Less than 6 mos.___ 6 mos.-1 yr.___ 1-2 yrs.___ 2-5 yrs.___ 5-8 yrs.___ 8 yrs. plus___ Number of seller listings in the past 12 months: _________ Number of buyer listings in the past 12 months: _________ (exclusive right to represent agreements signed) Number of listings sold in the past 12 months: _________ Number of sales obtained in the last 12 months: _________ What is the most important reason for your participation in this program? (Please be specific.) ________________________________________________________________________________________________________________________________________________________________________________________ Where did you hear about the program?____________________________________________________________ First Name:________________________ M.I.______ Last Name: ______________________________________ Home Address: ________________________________________________ City:__________________________ State/Province: ______________________ Zip/Postal Code:______________________ Home Phone:( ) _________________________ Home Fax: ( ) ________________________________ Company Name: _____________________________________________________________________________ Company Address: _____________________________________________ City:__________________________ State/Province: ______________________ Zip/Postal Code:______________________ Company Phone:( ) ______________________ Company Fax: ( ) _____________________________ E-mail Address:_______________________________________________________________________________ Broker’s Name: _______________________________ E-mail Address: _________________________________ Manager’s Name: ______________________________ E-mail Address: _________________________________

Tell Us About You!

4


Red-Hot Rookie©

SUCCESS OR FAILURE … IT’S YOUR CHOICE!: Reason For Failure What’s the goal? 1. ______________________________ 1. ______________________________

2. ______________________________ 2. ______________________________

3. ______________________________ 3. ______________________________

4. ______________________________ 4. ______________________________

5. ______________________________ 5. ______________________________

10 STEPS TO BUILDING A SOUND BUSINESS FOUNDATION:

1. __________________________________________________________________

2. __________________________________________________________________

3. __________________________________________________________________

4. __________________________________________________________________

5. __________________________________________________________________

6. __________________________________________________________________

7. __________________________________________________________________

8. __________________________________________________________________

9. __________________________________________________________________

10. __________________________________________________________________

Workbook

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Red-Hot Rookie©

10 STEPS FOR BUILDING A RED-HOT CAREER: STEP 1: THE FOUNDATION Action Plan: Complete the following exercise: List the reasons why you chose a career as a real estate sales professional: ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ List the reasons why you chose your company: ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ Which of your strengths will help you build a successful real estate career? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ What challenges do you forsee that may stand in your way? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________ STEP 2: MARKET RESEARCH Action Plan: Research and compile the following market area statistics (use past 12 months): ______ # Real estate agents ______ # Real estate companies ______ # New listings per month ______ # Sales per month ______ Average list-to-sale price ratio (% of list price obtained by seller) ______ Average number of listings sold monthly ______ Average commission earned per transaction ______ Average sale price ______ Average % co-broke commission rate

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Red-Hot Rookie©

STEP 3A: COMPANY COMPARISON (Base responses on past full year.) Action Plan: Research and compile the following data comparing your company to your competitors.

STEP 3B: MARKETING CHECKLIST Action Plan: Research and compile a list of marketing services your company offers to sellers, and then compare your services to those of your competitors. Fill in the chart below indicating Yes (Y) or No (N) for each marketing service offered.

Statistics Your Company

Competitor Competitor Competitor Area or MLS Average

# Offices

# Full–Time Agents

# New Listings per month (avg.)

Avg. Sale Price of Sold Listings

Avg. List-to-Sale Ratio (% of list price to $ obtained by seller)

Avg. Time on Market

MARKETING SERVICES

YOU COMPETITOR COMPETITOR COMPETITOR

1. Y

2. Y

3. Y

4. Y

5. Y

6. Y

7. Y

8. Y

9. Y

10. Y

COMPETITOR

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7


Red-Hot Rookie©

STEP 4: PRO-ACTIVE TIME MANAGEMENT Action Plan: Maintain each of the following pro-active time management methods: 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ STEP 5: DEVELOPING REFERRAL RELATIONSHIPS Action Plan: Contact and add people to your referral/relationship list daily. 1. _____________________________________________________ _____________________________________________________ _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________

Workbook

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Red-Hot Rookie© Workbook

STEP 6: DAILY PROSPECT GENERATION Action Plan: On a daily basis, fill out Phone-In Inquiry form, Pg. 19, for each contact generated. 1. _____________________________________________________ _____________________________________________________ _____________________________________________________ _____________________________________________________ a) ___________________________________________________ ___________________________________________________ b) ___________________________________________________ ___________________________________________________ c) ___________________________________________________ ___________________________________________________ d) ___________________________________________________ ___________________________________________________ e) ___________________________________________________ ___________________________________________________ f) ___________________________________________________ ___________________________________________________

9



10

STEP 6: DAILY PROSPECT GENERATION (cont.) Action Plan: On a daily basis, fill out Phone-In Inquiry form, Pg. 19, for each contact generated. 2. _____________________________________________________ a) ___________________________________________________ ___________________________________________________ b) ___________________________________________________ ___________________________________________________ c) ___________________________________________________ ___________________________________________________ d) ___________________________________________________ ___________________________________________________ ___________________________________________________ e) ___________________________________________________ ___________________________________________________ ___________________________________________________ f) ___________________________________________________ ___________________________________________________



STEP 6: DAILY PROSPECT GENERATION (cont.) Action Plan: On a daily basis, fill out Phone-In Inquiry form, Pg. 19, for each contact generated. 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ STEP 7: THE SIX Ps’ OF AN EFFECTIVE MARKETING PRESENTATION 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ 6. _____________________________________________________

11


Red-Hot Rookie©

STEP 8: TRACK PRODUCTIVITY AND RESULTS Action Plan: Record your daily/weekly activity and results. Summarize for your weekly coaching meeting. 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ 6. _____________________________________________________ STEP 9: LISTERS’ TOOLBOX Action Plan: Become familiar with the purpose and use of the following tools: 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ 6. _____________________________________________________ 7. _____________________________________________________

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Red-Hot Rookie©

STEP 10: BUYER/LISTER SKILLS 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ 6. _____________________________________________________ 7. _____________________________________________________ 8. _____________________________________________________ 9. _____________________________________________________ 10. ______________________________________________________

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Red-Hot Rookie©

LEADER’S SUCCESS TO-DO LIST Action Plan: Reproduce and post this checklist in a prominent place. Check if Date on track Completed _____ 1. ___________________________________________________________ _____ 2. ___________________________________________________________ _____ 3. ___________________________________________________________ _____ 4. ___________________________________________________________ _____ 5. ___________________________________________________________ _____ 6. ___________________________________________________________ _____ 7. ___________________________________________________________ _____ 8. ___________________________________________________________ _____ 9. ___________________________________________________________ _____10. ___________________________________________________________

Workbook

14



PLEDGE OF PARTICIPATION

I hereby commit to follow the work plan as outlined in Mark Leader’s RED-HOT ROOKIE© New Real

Estate Sales Professional Training Program for the next 12 weeks, and through to completion.

I understand this includes commitment to the following: 1. To work at least 5 full days per week. 2. To plan the week’s activities in advance, according to the Weekly Activity Assignments & Objectives. 3. To keep accurate and complete records of all my activities and results. 4. Meet weekly with my Manager/Coach or Accountability Partner for a conference meeting. 5. Estimated completion date:_______________ _________________ _____________ Agent Date _________________ _____________ Manager/Coach Date

15



MLC® CERTIFICATE OF COMPLETION I, __________________________________, confirm that the agent named below has

successfully completed The Red-Hot Rookie© New Real Estate Sales Professional Training

Program and is entitled to a Certificate of Completion.

_______________________________________ Manager/Coach Signature

_________________________________________

Agent Name

_________________________________________

Company

_________________________________________

Address

_________________________________________

City State/Prov ZIP/Postal Code

_________________________________________ _________________________________

E-mail Web Page

Send to: Mark Leader Courses® 8 Whispering Pine Place Barrie, ON L4N 9R9 Fax to: 1-705-730-6924

16



INSTRUCTIONS FOR THE RED-HOT ROOKIE© SUCCESS PLAN (All forms are on the website at: www.leaderschoice.com/redhotrookiesalesprofessionalforms.asp. Samples are in this workbook. DAILY:

1.) Fill out your THINGS-TO-DO LIST, FORM D, in order of priority and

based on the WEEKLY ACTIVITY ASSIGNMENTS & OBJECTIVES,

Form B.

2.) Start with your top-priority activity, and focus on it until completed.

3.) Check off each item on your list that you accomplished.

4.) Record your activity and production in the boxes at the bottom of the

THINGS-TO-DO LIST, FORM D.

5.) Reschedule incomplete tasks for the following day.

6.) Stay on track by referring to the LEADER’S SUCCESS TO-DO LIST,

PG. 14.

WEEKLY:

1.) Schedule your weekly activities according to the instructions on the

GUIDELINES FOR ENSURING GREATNESS, PG. 18 . You choose

which days of the week you’ll work.

2.) Set goals for the week, and record them in the goals column, of the

WEEKLY SUCCESS CHART, FORM A.

3.) Record actual results on the WEEKLY SUCCESS CHART, before your

weekly conference meeting.

4.) Maintain FORM E, TRACKING YOUR LISTING APPOINTMENTS,

PG. 20, and record results before your weekly coaching session.

5.) Reschedule incomplete assignments for the following week.

17



GUIDELINES FOR ENSURING GREATNESS STEP 1: Pro-Active Time Management

Pre-Schedule Activities: • Office sales meetings

• New listing tour/caravan

• Coaching conference

• Company training

• Open houses

• Closings (if attendance is required)

• Personal appointments

STEP 2: Schedule family/personal day off weekly STEP 3: Schedule/follow through with prospecting time the same way you

would with an appointment

STEP 4: Recite one of Mark’s “Red-Hot Rules” daily STEP 5 Follow your pre-scheduled week. It’s the key to achieving a

six-figure income!

18



PHONE-IN INQUIRY QUESTIONAIRE Agent’s Name:__________________________________ Date:_______________ • Thank the caller, and inquire where they saw the ad or heard about the company, depending upon the reason for their call. • If company policy, ask if they are already working with someone else in the company and if they want to be connected to that individual. • Once you know what ad(s) they are calling about, ask them to hold while you access the data. Hold no more than 30 seconds! • Provide the data. Your goal is to see if the home is or is not right for them. If not right, find ones that may be. • Your goal is to set a face-to-face appointment at the office. Remember: 90% of the time people call on an ad, the home they call on is not going to fit their needs. Before you give out the address, try to see if the amenities of the home even fit their needs. When setting the appointment, get the following information: Prospects Name(s):_______________________________________________________ Address: _______________________________________________________________ Phone (cell):_________________________ Home: _____________________________ Own or Rent:_____________ If own, ask: “Will you be needing the proceeds from the sale of your present home in order to close on your next purchase?” _______________________________________________________________________ What are your critical needs in a home?_____________________________________ Have you been pre-approved for a mortgage? ________________________________ How much will you be investing in your next home?___________________________ What is making you think of moving at this time?_____________________________ _______________________________________________________________________ Please share with me what’s most important to you in the purchase of your home: _______________________________________________________________________ Appointment date and time:_______________________________________________ Comments:_____________________________________________________________ Follow up date and time:__________________________________________________

19



FORM E TRACKING YOUR LISTING APPOINTMENTS

Name

Address

Date

1st Follow

up

Results 2 nd Follow

up

3rd Follow

up

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

18.

Buyer or

Seller

20



SEPARATING LOOKERS FROM BUYERS The key to separating activity from real productivity is determining quickly whom to work with and whom to put into your contact management system for possible purchase in the future. Rate each potential purchaser for urgency, motivation and ability to purchase as follows: Y N

1. Buyer is ready to purchase within the next 90 days.

2. Buyer has been pre-approved for a loan or will meet with a loan officer.

3. Buyer is willing to sign an exclusive right to represent agreement.

4. Buyer is open and communicative, sharing needs and wants.

5. Buyer is willing to meet with you at your office.

6. All parties involved in the decision process are available for searching.

7. If buyer needs proceeds from sale of present home, are they willing

to immediately put present home on the market at a realistic price?

8. Buyer is not contractually obligated to another agent.

9. Buyer is willing to devote ample time to finding a home.

10. Buyer is receptive to listening to facts about the present market

conditions in order to negotiate realistically and in good faith.

21



22

GUIDELINES FOR THE WEEKLY CONFERENCE MEETING (With Manager/Coach/Accountability Partner) PREPARATION:

1) Total the activity and results charts from your THINGS-TO-DO LISTS,

FORM D, and enter the totals on FORM A, WEEKLY SUCCESS CHART.

2) Update FORM E, TRACKING YOUR LISTING APPOINTMENTS.

3) Review FORM B, WEEKLY ACTIVITY ASSIGNMENTS & OBJECTIVES

for the week, and be sure each was completed.

4) Review the LEADER’S SUCCESS TO-DO LIST, PG. 14.

CONFERENCE INSTRUCTIONS:

5) Review and analyze your activities and results for the week using

the RESULTS SUMMARY (bottom of the Things-To-Do List, Form D).

6) Reschedule incomplete assignments.

7) Schedule activities for the upcoming week and complete your


8) Go to GREATNESS STARTS BY LEARNING SOMETHING NEW,

PG. 24, and enter your key-learning points from the previous week.



23

INSTRUCTIONS FOR THE MANAGER/COACH/ ACCOUNTABILTIY PARTNER 1.) WEEKLY: Assist the agent with completing their activity schedule for the

coming week, according to the WEEKLY ACTIVITY ASSIGNMENTS &

OBJECTIVES, FORM B. Please follow the instructions on pg. 18 , GUIDELINES

FOR ENSURING GREATNESS.

2.) Ensure that the weekly conference meeting is scheduled in advance.

3.) With your guidance, the agent chooses the days of the week to work. Please ensure

that there is sufficient time scheduled to complete each assignment.

4.) During the weekly coaching conference, FORM A, WEEKLY SUCCESS

CHART, as your guide. Compare goals against results achieved.

A) By comparing activity to actual results, you learn what the protégé

is focusing on and can adjust accordingly if necessary.

B) By comparing production goals with production results, you

discover their strengths and weaknesses.

C) By tracking weekly assignments complete/incomplete, you determine

where coaching direction or supervision is needed. Also, you determine

which incomplete assignments will need to be rescheduled to the next

week.


Red-Hot Rookie©

GREATNESS STARTS BY LEARNING SOMETHING NEW Make a list of this week’s key-learning points: 1. _____________________________________________________________

2. _____________________________________________________________

3. _____________________________________________________________

4. _____________________________________________________________

5. _____________________________________________________________

6. _____________________________________________________________

7. _____________________________________________________________

8. _____________________________________________________________

9. _____________________________________________________________

10. ____________________________________________________________

11. ____________________________________________________________

12. ____________________________________________________________

13. ____________________________________________________________

14. ____________________________________________________________

15. ____________________________________________________________

16. ____________________________________________________________

17. ____________________________________________________________

18._____________________________________________________________

19._____________________________________________________________

20. ____________________________________________________________

Workbook

24


Red-Hot Rookie©

Commitment Coupled With

Follow Through Removes

The Chance For Failure.

Workbook

25


Red-Hot Rookie©

Success Comes Not Necessarily

From Doing More Than You Said You Would Do, But From Never

Doing Less.

Workbook

26


Red-Hot Rookie©

It’s What You Do When You Don’t Have

To That Will Determine What You’re Going

To Be When You Can No Longer Help It.

Workbook

27


Red-Hot Rookie©

There’s Nothing Special About

Special People. It’s What They Do, Not Who They Are,

That Makes Them Special!

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Red-Hot Rookie©

I will always be guided to do and say the things

that contribute to my success.

From this moment forward

anything that happens, happens in my best

interest.

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Red-Hot Rookie©

People Don’t Care What You Know Until They Know That You Care.

Caring About What Others Care About

Is What Caring Is All About.

Workbook

30


Red-Hot Rookie©

You Get By Giving.

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31


Red-Hot Rookie©

Take everything one step at a time, and

always stay on track. If you’re always moving forward,

it doesn’t matter if the steps are

large or small.

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32


Red-Hot Rookie©

Education Without Application is Worse Than Worthless.

Workbook

33



34



WEEKLY SUCCESS CHART W

EEK

6

FORM A

Goa

l A

ctu

al

WEE

K 5

Goa

l A

ctu

al

WEE

K 4

Goa

l A

ctu

al

WEE

K 3

Goa

l A

ctu

al

WEE

K 2

Goa

l A

ctu

al

WEE

K 1

Goa

l A

ctu

al

# L

isti

ng

Con

tact

s M

ade

# L

isti

ng

Pro

spec

ts

Gen

erat

ed

# L

isti

ng

A

ppoi

ntm

ents

A

tten

ded

Pro

spec

ts

Follo

w U

p W

eekl

y

Ass

ign

men

ts

Com

plet

ed:

Y

es o

r N

o

# N

ames

Add

ed

Ref

erra

l/

Rel

atio

nsh

ip

list # L

isti

ng

Obt

aine

d

35



WEEKLY ACTIVITY ASSIGNMENTS & OBJECTIVES

PREPARATION: ____ 1. Make a list of who’s who in your company (areas of responsibility, reporting, etc.). ____ 2. Learn what’s where in your company (resources, tools, systems, etc.). ____ 3. Schedule all required organization events. ____ 4. Fill in the GOAL columns on FORM A, WEEKLY SUCCESS CHART, at the beginning of each week. ____ 5. Schedule your weekly activities in advance. ____ 6. Listen to an educational CD, and/or watch a training video. PROSPECTING: ____ 1. Organize your leads-management system by creating an inventory of prospect-profile data sheets, and setting up either a monthly file or your contact-management software. ___ 2. Organize your relationship list for follow up by using contact- management software or a 3-ring binder. Use the client-information forms. ____ 3. Your goal is to add 3 names per day to your relationship list. ____ 4. Practice the dialogue for contacting the relationship list. PRICING: ____ 1. Inspect or preview 2 listed houses per day, or a total of 10 per week. PERSUASION: ____ 1. Research and compile area market data. ____ 2. Compile a list of your company’s marketing services. PROGRESS: ____ 1. Fill in the ACTUAL columns on form “A,” WEEKLY SUCCESS CHART, at the end of each week. Take it with you to your weekly conference. ____ 2. Schedule and attend your weekly conference with your broker, manager, coach or accountability partner. ____ 3. Maintain FORM C, Tracking Your Listing Appointments.

FORM B

36



SCHEDULE THE WEEK AHEAD

INSTRUCTION FOR SCHEDULING THE WEEK AHEAD Step 1: Write down all pre-scheduled activities Step 2: Choose your day off & write it on your weekly schedule Step 3: Schedule your prospecting time Step 4: Write out the weekly “Mark’s Red-Hot Rule” Step 5: Adhere to this schedule

WEEK _____________

“Mark’s Red-Hot Rule” ____________________ ____________________ ____________________

MON. TUES. WED. THURS. FRI. SAT. SUN.

Day 1 Day 2 Day 3 Day 4 Day 5 Day 6 Day 7

_____ _____ _____ _____ _____ _____ _____ Date:

9 AM

10 AM

11 AM

NOON

1 PM

2 PM

3 PM

4 PM

5 PM

6 PM

7 PM

8 PM

9 PM

FORM C

37


Red-Hot Rookie©

THINGS-TO-DO LIST WEEK ______

Day: ______________ Date: ________________

1. Add 3 names to relationship/referral list

2. Book and go on 3 buyer or seller listing

appointments this week.

3. Schedule a day off

4. _______________________________________

5. _______________________________________

6. _______________________________________

7. _______________________________________

8. _______________________________________

9. _______________________________________

10. _______________________________________

DONE

# Listing # Listing # Listing # Listings

# Names Added to Relationship/Referral List

Total Names on Relationship/ Referral List

# of Assignments Completed

Incomplete Assignments

Rescheduled Y/N

Results

FORM D

38


Red-Hot Rookie©

FORM E TRACKING YOUR LISTING APPOINTMENTS

Name

Address

Date

1st Follow

up

Results 2 nd Follow

up

3rd Follow

up

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

16.

17.

18.

Buyer or

Seller

20


Red-Hot Rookie©

STEP 8: TRACK PRODUCTIVITY AND RESULTS Action Plan: Record your daily/weekly activity and results. Summarize for your weekly coaching meeting. 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ 6. _____________________________________________________ STEP 9: LISTERS’ TOOLBOX Action Plan: Become familiar with the purpose and use of the following tools: 1. _____________________________________________________ 2. _____________________________________________________ 3. _____________________________________________________ 4. _____________________________________________________ 5. _____________________________________________________ 6. _____________________________________________________ 7. _____________________________________________________

Workbook

12


Red-Hot Rookie©

14

LEADER’S SUCCESS TO-DO LIST Action Plan: Reproduce and post this checklist in a prominent place. Check if Date on track Completed _____ 1. ___________________________________________________________ _____ 2. ___________________________________________________________ _____ 3. ___________________________________________________________ _____ 4. ___________________________________________________________ _____ 5. ___________________________________________________________ _____ 6. ___________________________________________________________ _____ 7. ___________________________________________________________ _____ 8. ___________________________________________________________ _____ 9. ___________________________________________________________ _____10. ___________________________________________________________

Workbook


Red-Hot Rookie©

18

Workbook

GUIDELINES FOR ENSURING GREATNESS STEP 1: Pro-Active Time Management

Pre-Schedule Activities: • Office sales meetings

• New listing tour/caravan

• Coaching conference

• Company training

• Open houses

• Closings (if attendance is required)

• Personal appointments

STEP 2: Schedule family/personal day off weekly STEP 3: Schedule/follow through with prospecting time the same way you

would with an appointment

STEP 4: Recite one of Mark’s “Red-Hot Rules” daily STEP 5 Follow your pre-scheduled week. It’s the key to achieving a

six-figure income!


Red-Hot Rookie©

19

Workbook

PHONE-IN INQUIRY QUESTIONAIRE Agent’s Name:__________________________________ Date:_______________ • Thank the caller, and inquire where they saw the ad or heard about the company, depending upon the reason for their call. • If company policy, ask if they are already working with someone else in the company and if they want to be connected to that individual. • Once you know what ad(s) they are calling about, ask them to hold while you access the data. Hold no more than 30 seconds! • Provide the data. Your goal is to see if the home is or is not right for them. If not right, find ones that may be. • Your goal is to set a face-to-face appointment at the office. Remember: 90% of the time people call on an ad, the home they call on is not going to fit their needs. Before you give out the address, try to see if the amenities of the home even fit their needs. When setting the appointment, get the following information: Prospects Name(s):_______________________________________________________ Address: _______________________________________________________________ Phone (cell):_________________________ Home: _____________________________ Own or Rent:_____________ If own, ask: “Will you be needing the proceeds from the sale of your present home in order to close on your next purchase?” _______________________________________________________________________ What are your critical needs in a home?_____________________________________ Have you been pre-approved for a mortgage? ________________________________ How much will you be investing in your next home?___________________________ What is making you think of moving at this time?_____________________________ _______________________________________________________________________ Please share with me what’s most important to you in the purchase of your home: _______________________________________________________________________ Appointment date and time:_______________________________________________ Comments:_____________________________________________________________ Follow up date and time:__________________________________________________


Red-Hot Rookie©

21

Workbook

SEPARATING LOOKERS FROM BUYERS The key to separating activity from real productivity is determining quickly whom to work with and whom to put into your contact management system for possible purchase in the future. Rate each potential purchaser for urgency, motivation and ability to purchase as follows: Y N

1. Buyer is ready to purchase within the next 90 days.

2. Buyer has been pre-approved for a loan or will meet with a loan officer.

3. Buyer is willing to sign an exclusive right to represent agreement.

4. Buyer is open and communicative, sharing needs and wants.

5. Buyer is willing to meet with you at your office.

6. All parties involved in the decision process are available for searching.

7. If buyer needs proceeds from sale of present home, are they willing

to immediately put present home on the market at a realistic price?

8. Buyer is not contractually obligated to another agent.

9. Buyer is willing to devote ample time to finding a home.

10. Buyer is receptive to listening to facts about the present market

conditions in order to negotiate realistically and in good faith.


Red-Hot Rookie©

22

Workbook

GUIDELINES FOR THE WEEKLY CONFERENCE MEETING (with Manager/Coach/Accountability Partner) PREPARATION:

1) Total the activity and results charts from your THINGS-TO-DO LISTS,

FORM D, and enter the totals on FORM A, WEEKLY SUCCESS CHART.

2) Update FORM E, TRACKING YOUR LISTING APPOINTMENTS.

3) Review FORM B, WEEKLY ACTIVITY ASSIGNMENTS & OBJECTIVES

for the week, and be sure each was completed.

4) Review the LEADER’S SUCCESS TO-DO LIST, PG. 14.

CONFERENCE INSTRUCTIONS:

5) Review and analyze your activities and results for the week using

the RESULTS SUMMARY (bottom of the Things-To-Do List, Form D).

6) Reschedule incomplete assignments.

7) Schedule activities for the upcoming week and complete your


8) Go to GREATNESS STARTS BY LEARNING SOMETHING NEW,

PG. 24, and enter your key-learning points from the previous week.


Red-Hot Rookie©

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Workbook

INSTRUCTIONS FOR THE MANAGER/COACH/ ACCOUNTABILTIY PARTNER 1.) WEEKLY: Assist the agent with completing their activity schedule for the

coming week, according to the WEEKLY ACTIVITY ASSIGNMENTS &

OBJECTIVES, FORM B. Please follow the instructions on pg. 18 , GUIDELINES

FOR ENSURING GREATNESS.

2.) Ensure that the weekly conference meeting is scheduled in advance.

3.) With your guidance, the agent chooses the days of the week to work. Please ensure

that there is sufficient time scheduled to complete each assignment.

4.) During the weekly coaching conference, FORM A, WEEKLY SUCCESS

CHART, as your guide. Compare goals against results achieved.

A) By comparing activity to actual results, you learn what the protégé

is focusing on and can adjust accordingly if necessary.

B) By comparing production goals with production results, you

discover their strengths and weaknesses.

C) By tracking weekly assignments complete/incomplete, you determine

where coaching direction or supervision is needed. Also, you determine

which incomplete assignments will need to be rescheduled to the next

week.


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24

GREATNESS STARTS BY LEARNING SOMETHING NEW Make a list of this week’s key-learning points: 1. _____________________________________________________________

2. _____________________________________________________________

3. _____________________________________________________________

4. _____________________________________________________________

5. _____________________________________________________________

6. _____________________________________________________________

7. _____________________________________________________________

8. _____________________________________________________________

9. _____________________________________________________________

10. ____________________________________________________________

11. ____________________________________________________________

12. ____________________________________________________________

13. ____________________________________________________________

14. ____________________________________________________________

15. ____________________________________________________________

16. ____________________________________________________________

17. ____________________________________________________________

18._____________________________________________________________

19._____________________________________________________________

20. ____________________________________________________________

Workbook


Red-Hot Rookie©

RED-HOT ROOKIE© STUDENT EVALUATION FORM Dear Rookie: So glad that you made a commitment to enhancing your career. Please complete this form, and preferably hand it in at the end of class, or FAX it to Leader’s Choice© (705) 730-6924. Best Wishes, Mark Leader

PROGRAM PRODUCTION

Agent’s Name: _____________________________________________________________ Company: _________________________________________________________________ E-mail Address: ____________________________________________________________ Cell Phone Number: ________________________________________________________ Your Trainer’s Name: _______________________________________________________ What was the most helpful part of the program for you? __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ In what areas did you improve the most? __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ Why would you recommend this program to other agents in your company/office? __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ What could we add to make it even more effective? __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ Thanks for participating!!!

Workbook

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