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Jonathan Zabrocki

About Jonathan Zabrocki• Closed 40 million in production this year working 12-15 hours a week!

• Is very expensive (some realtors have paid me over $140,000 for 1 years of real estate consulting)

• Is known as the Highest Paid Real Estate Consultant

* Rarely does events like this

• Is know to get his clients results faster and more sustainable then they could on their own

• PASSIONATE about helping realtors:• Make a Fortune • Make a Difference• And Build a legacy

Self Awareness Attitude Quiz

Question?

• Little Self

•Big Self

Thoughts

Feelings

Actions

Results

My:

The World Is

Set Up For You

To Succeed…now get out of

your own way

WhenYour In

Reaction Mode, what

generallyHappens?

The worldneeds more

BIG players… just

Like YOU!

ChangeYourself

TOChange

Your World

Listening 101:

1. Ask a great question2. Listing

“TellMe

More”3. Thanks for sharing

When performance ismeasured, performance

Improves

What’s your Goal for today?

What’s your goal thenext 60 minutes?

I am:

Alive

Excited

Full Of Energy

What stops you on thePhone, stops you

Everywhere else in yourLife.

Start to become aware ofYour other avoidance

behaviors

• Attitude

• Prospecting

• Presenting

• Asking

Qualities Of A Five-Star Probable Purchaser (Lead)You can’t create Five-Star Prospects (Leads), you can only FIND Them!!

They are Ready, Willing & Able1. They are ready & willing to engage in a dialogue2. They are ready & willing to be friendly and

cooperative3. They are ready, willing & able to act with in the next

12 months4. They are ready, willing & able to buy and/or sell

their home at market value5. They are ready, willing & able to have you a our

group serve them

SW-SW-SW-SWTo earn the most in the last amount of time focus on:

A. Someone who is gong to buy and sell a home at the same time

B. Someone who is going to buy and sell a home in the $400-900K total range

Question?

If you had to choose, which is better…

Buyer40 hours

You doing all the workHouse Warming Party

Times 1 = $250k

Earn Less & Work More

Seller10 hours

15,000 realtors helpingListing/Pending/Sold

Times 4 = $1 Mil

Earn More & Work Less

Easy As ABC!(You must be Persistent, Consistent, and Urgent)

Leads

Provide Value

IC-I

nitial Consultation

Look at homesList a home

Pending

Celebrations

A

B

C

How The ABC Process Works

• A 4 leads a week…Thus 16 leads a month

• B 2 IC’s a Week…Thus 8 IC’s a month

• C

• D

25% Conversion = 2 Transactions a month** $250k Home Price=$500,000 Month/ $6,000,000 Year** $350k Home Price=$700,000 Month/ $8,400,000 Year

50% Conversion = 2 Transactions a month** $250k Home Price=$1,000,000 Month/ $12,000,000 Year** $350k Home Price=$1,400,000 Month/ $16,800,000 Year

HowWillYou

Make buying a home

Fun?

Think you can

Or

Think you can’t

Either way you are correct.

--Henry Ford

HowWillYou

Make Selling A home

Fun?

Where Is Your Level Of Commitment:

• I wish• I would like• I want• I need• I must• I can• I am going to• I will• I am becoming

I am

Get to the worst case scenarioas quickly as possible

Commit to yourself, 100%

Your next 30 days, what will They look like?

3 Key Questions To Ask:

• What’s the Worst Case?

• What’s the most likely case?

• What’s the Best Case?

My Life:What are my results going to do for me?

Lead focus 1)Sales + 2)RIHT This allows me to:

2012____________________________________________________________

____mil ___mil$______+ $______

2013____________________________________________________________

____mil ____mil$______+ $______

2014____________________________________________________________

____mil ____mil$______+ $______

Right now I feel GREAT anticipation about my future. I have felt like this before. This time it will be different as I will take action and follow through completely on my commitment to myself.

Today I,__________, commit to making it happen

I choose to create a lucrative, referral-based business which will result in a rewarding service career and fulfilling life. I will achieve this by continually implementing the systems and strategies I have learned thus far at the ZREG.

I will not waver on this commitment to myself. I choose to act in spite of fear. Today I agree to do this.

1) Closed Sales by end of: _____________________________

2) Tasks to achieve that goal I will:

A. Do the weekly musts with Remarkable A/P/P/A

3) Do it

Signed:_____________________Dated:_____________________

I am willing to be held accountable by the ZREG to achieve these results I have committed to achieve

Common Question Others Will Ask You!

• Communication is about asking great questions & listening

• Paint yourself; be very deliberate; don’t let other’s describe you

• You make your future with your language skills• You get what you attract -> whatever you prepare for

will appear• What YOU have to say is important – Be responsible

for this

A. What do you do?B. How’s Business?C. How’s the market?D. Do you have a business card?

What Do You Do?

• Thanks for asking. I am in the business of making dreams come true; I am a professional Real Estate consultant. When was the last time you thought of moving?

How’s Business

• Its going well AND I always have time for you, your friends and family, in Fact…

How’s The Market?

• Experience shows it all depends on where you live, where do you live?

– Well, what I do for friends, family and clients who live in (City) is keep them informed on what other homes are going for in (City) by sending them a quick email once a week. They love knowing what exactly is going on at all times in (City), I would be happy to do the same for you, what’s the best email?

Do You Have A Business Car?

• Here is my card but the best way is to simple give me a call with their name and phone number and I would be happy to follow up with them for you.

7 KEY Communication SkillsIt’s all about serving the client and helping them succeed!

1. Build Rapport2. Qualify (Find the need)/Dis-Qualify3. Build Value4. Create Desire5. Overcome Objections6. Close7. Follow-Up

Build Rapport• Goal: Establish trust so that they know and feel that they are

working with an expert

– What’s new in your world?– What can I do for you?– Frog or Ford

• Remember:– Hi I am ____, and you are?– Look them in the eye and be overtly friendly– Say their name 5 times– Say, “Tell me more…” lots of times– Commiserate, mirror, find common ground– Ask great questions– Be more interested in them than anyone else has ever been…– 8 seconds about you personally and then back to business

Qualify (Find the Need)/Dis-Qualify• Goal: Find out what the prospect is looking for

and what factors will influence them to buy or sell

– What has you thinking of moving?– Tell me, what do you want to be enjoying your

new home?– What’s holding you back?– At what price would you get excited to buy this

house?

Build Value• Goal: Now you are ready to build value around your product &

service

– We recently helped a family just like you, by the way, how much do you know about us?

– 1 to 5 minutes of you now building value and letting them know our reputation in the marketplace---The Initial Consultation Book, in essence our core story, use examples, explain how realtors work, let them in behind the scenes.

• Remember:– Look them in the eye and be overtly friendly– Say their name– Keep involving them in the conversation– Target everything towards the benefits they will receive– We are not going to let you down

Create Desire• Goal: Make them want our product & service now

• Buy:– Money going down the drain– “Freeze Frame”– Live your Dream Now– Best Financial decision you will probably make in your life

• Sell:– $ Double Payments– “What would it feel like…”– “Move On…”– “Move Up…”

Overcome ObjectionsFeel-Felt-Found

• Goal: What are their 8.4 objections and put them to rest

• Hmmmmmm• Acknowledge it---”Hmmm, that’s great!”• Isolate it—”Is “bland” the only reason you would not go

forward?”• Now its up to you to sell, go back to Building Value/Create

Desire

“If I could_________, Would you__________?

Close• Goal: Leave with the order

• You will need to help make decisions. Its ok to make them feel a little pressure, either you will lead them to their success or they are going to someone else who will do that for them.

• Assume the sale– There is NOTHING more that increases sales like closing

The only reason someone fails to close is because of their own falst fears of failure and / or rejection!

• Would that be helpful to you?• Smile and not at the end of a question

Follow Up

• Goal: Get 2 referrals by the time closing occurs

• Follow up more often then you think you should, ie if you think you should call tomorrow---call today, if you think you should call in 4 days, call in 2 days.

• What crazy/insane person would go through all these steps and then not

A. CLOSE AND FOLLOW UP with persistence and urgency?

About Jonathan Zabrocki• Is very expensive (some realtors have paid me over $140,000 for 1 years of real

estate consulting)

• Is known as the Highest Paid Real Estate Consultant

* Rarely does events like this

• Is know to get his clients results faster and more sustainable then they could on their own

• PASSIONATE about helping realtors:• Make a Fortune AND• Make a Difference• Build a legacy