BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
A Personal Note from Bill Fields
Dear Fellow Real Estate Professional,
Congratulations on your investment of time and money in your future by joining us for our 12 week interactive business building program. Your investment will soon be returning huge financial rewards as well as recognition and career fulfillment, as long as you FOLLOW THE PROGRAM! Rather you are a brand new agent just entering the exciting world of real estate, an agent struggling to get your business on track or an experienced agent looking to grow your business to the next level, BREAK-OUT can help you. This program takes you week by week and step by step through the exact activities necessary to achieve the success in the real estate business you desire and deserve. Our goal is not only to give you the tools necessary for your success but also to help you develop the self-confidence to use them. BREAK-OUT was developed by a team of America's top real estate experts and customized specifically for you, your company and your market conditions. Your BREAK-OUT Workbook has been structured to provide you with easy to follow guidelines for each stage of your journey. The bonus implementation plans that have been developed to accompany each workshop will provide you with the specific activities we recommend be completed between each workshop. Please hold yourself accountable to complete the work assignments each day, this will provide you the opportunity to "put into practice" the information, tools and techniques you will receive from each workshop. Set big goals for yourself, you have the opportunity to change your life today. Don’t accept the status quo, push yourself for greatness! Don’t only think about the commitment the company has made to help you grow by providing this program, but think of your own personal commitment to yourself and your family to enjoy a better life. You are about to experience the newest, most exciting, business and life growing system available today for experienced and brand new real estate sales professionals, but remember: Information without implementation is worthless! Please follow each week’s implementation plan as it is structured for you, do not skip any steps or any leave out any of the daily activities. It is imperative that you do not deviate from the plan. These are proven steps and are guaranteed to get you to a new level of success in your career quickly and with a minimum of frustration and confusion. We appreciate this opportunity to work with you and provide you with simply the best personal and professional training and guidance available in the real estate business today.
We look forward to seeing you BREAK-OUT and have the best year you have ever had!
Bill Fields
SAVE THE LINK YOU RECEIVED FOR YOUR LOGIN SOMEWHERE SAFE
(All workshops will be accessed through the same link)
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
BREAK-OUT
12 WEEK INTERACTIVE BUSINESS BUILDING PROGRAM
What does it take to be a successful salesperson?
This is one of the most frequently asked questions in the real estate business. Everyone is looking for that
one secret, the formula for quick success. Unfortunately we know that not everyone is going to be super
successful in real estate. Today 17% of the sales professionals are taking home 83% of the commissions!
Of course, it is not because of a lack of opportunities that causes people to flounder in the real estate
business, so what are the most important ingredients to your success?
A POSITIVE MENTAL ATTITUDE
Like most business opportunities you will discover real estate is 80% attitude and 20% aptitude. I would
much rather have an agent with a 10th grade education and a winners attitude than a Ph.D. in real estate
and who is suffering from stinking thinking.
You must have the right attitude about being a real estate salesperson. Real estate should be seen as a job you get to do instead of a job you have to do. You should be proud to have the opportunity to help with the biggest investment most people will ever make. There are actually agents out there right now trying to be successful at real estate but they do not feel good about themselves or their role in the business. Doesn’t that seem rather foolish? Of course I have grown to understand why so many people do not feel good about being a salesperson. Because they themselves dislike salespeople.
That's right! Unfortunately most of us do not like salespeople. We dislike salespeople because in our minds
we know one thing about salespeople; they all want to sell us something and we also know; "what they
want to sell us is either something we do not want or something we do not need. Now, because we know
this salesperson only gets paid if they sell us something we do not want or need, we now have concluded;
A salesperson will say anything to get us to buy.
Well, you can rest your weary head, because no matter how good a salesperson you are, you are not
going to get someone to buy a home they do not want or get someone to sell a home unless they really
want to. So, stop seeing yourself as a salesperson and understand what your job really is.
You are in the business to help people with the real estate needs they have, so that means you are in the
people finding business. Find enough people who have a need for the services you offer, provide those
services and then you’ll be successful.
You must also have the right attitude about where the power to succeed comes from, and who is really
responsible to make you successful. The answer is YOU!
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
THE ABILITY TO SET GOALS THAT CREATE ACTION!
“You were not put on this earth to be average or ordinary. You are in a business full of opportunity where BIG dreams do come true every day. What about you? Do you have BIG dreams? Real estate can be the vehicle you use to make your BIGGEST dreams come true. But, to make your dreams come true you must have some dreams! Don’t choose to be average and ordinary. You can be who you want to be, live where you want to live and do what you want to do. You can make your BIG dreams come true. You can compete again. You can get motivated again. You can recommit, right here and right now to making a difference in your real estate career by taking control. In order to do that, you have to believe in yourself and your abilities. You have to decide not to be average and ordinary. Stop doing what everyone else does, having what everyone else has, going where everyone else is going. All you have to do is choose. Change is not a question of ability... Change is a question of motivation.
The choice is yours!
Of course it is not enough to just dream big. You must make your dreams a reality. How? By turning your
dreams into goals, and it is a lot easier than you might think.
DREAMS + DEADLINE = GOALS
One of the most important characteristics of successful people is that they have a "burning desire" to
become someone greater than they now are. They realize, however, that it isn't easy to maintain this
desire throughout the year.
Therefore, to help themselves stay motivated, they create a clear mental image (commonly called a
"vision”) of what they want to achieve and take deliberate action each and every day to bring it into reality.
That is, successful people are always working on making their dreams come true.
Unfortunately, not everyone is this diligent.
While many folks would be able to tell you what "their dream" is, few have given it any organized thought.
And, if you were to ask them, "What did you do today to help you reach your dream?" more than nine out
of ten would answer, "Nothing."
On the other hand, successful people know that each person is responsible for his or her own success.
They also know that, to succeed, you must turn your dreams into goals and set out to achieve them.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
THE ABILITY TO MANAGE YOUR TIME
The number one excuse we hear from people as to why they are not successful in real estate is lack of
time to do all the things that would help them be successful!
Really?
The truth is it’s not how much time you have… It’s how you spend your time that makes a difference in
your business and life. Everyone in real estate has the same 24 hours in their day. Some people are just
better at managing the time they have.
If you want to be successful in real estate you must be able to organize your priorities and daily activities to
allow you to complete the tasks that are necessary for you to achieve the success you desire.
Invest the time to get your business and life organized so you can devote the time necessary for your
business to grow and your life to be less stressful.
THE ABILITY TO MAKE A TOTAL COMMITMENT
Lack of commitment is a primary reason that the real estate profession has such a high turnover rate. A
large percentage of people who begin a real estate career path quit before they have the opportunity to
achieve the level of success they were capable of. (Some quit but never leave the business!)
My good friend Mary Johnson is one of the most successful real estate salespeople in the country. Despite
Mary's phenomenon success in the real estate business today, she had a rocky start in her selling career.
She faced frustration, anxiety, closed doors, low sales volume, nervous stomach, and virtually every other
symptom associated with trying to survive in a new sales career. As a matter of fact, she was so
discouraged, Mary went to her manager and told him she was going to get out of the real estate business
and get a "real job". To this her manager replied, "You can't."
Mary was adamant that she was quitting. Again Mary's manager said "You can't quit." Now Mary was
starting to get a little upset and she stated firmly, "Well I AM going to quit!" To this Mary's manager replied,
"Mary you can't get out of the real estate business because you have never actually gotten into the real
estate business."
Mary said this was the most important thing anyone had ever said to her, she realized for the first time in
her life that YOU CANNOT GET OUT OF SOMETHIING YOU HAVE NEVER BEEN IN. There are many
people who join a real estate company but never get into the real estate business.
Have you made the total commitment necessary to succeed?
Before you start the program make a total commitment by signing the personal commitment letter to
yourself.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
My Personal Commitment
I understand that I am enrolling in a comprehensive, activity oriented, habit forming and results producing business building program designed to develop the skills I need to achieve the level of success I desire and deserve in my business and life. I understand that the successful completion of this program is necessary for me to reach the levels I am capable of. I agree to the following:
I agree to WORK a minimum of ______ hours each week in high priority activities.
I agree to commit 110% to the program. This includes attending and participating in all workshops as scheduled, completing all implementation plans, and maintaining a positive mental attitude.
I agree to apply the techniques I learn in the BREAK-OUT program, even if that means doing things I have never done before.
I agree to develop and implement a Personal Business Building Plan outlining my next 90 day production GOALS and a plan of action to reach those GOALS.
My business building plan will detail the activities I will need to accomplish each day, week, and each
month for the next 90 days. I agree to these activities and I will monitor myself every day, altering my
action steps to generate the results I desire.
I will make the TOTAL commitment of time and energy to follow the specific guidelines and action steps
designed to help me reach my goals.
I agree to spend 1/3 of every day in highly structured prospecting activities. I agree to spend the time necessary for me to practice and perfect the skills, tools and techniques I will learn in the BREAK-OUT workshops. I agree meet with other members of my BREAK-OUT team and participate in activities provided to help me better implement the BREAK-OUT program.
I agree to invest my financial resources for the tools necessary to help me succeed in the real estate business.
I am committed to capitalizing on new growth opportunities for my business from this moment further.
Every day I will seek to live my life to the fullest. I will give 100% effort to being the best I can be at
everything I do and I will always attempt to help those around me to reach their best also.
I hereby accept full responsibility for making my business as successful as it can be.
I understand and agree to the expectations as outlined above.
Signature: ___________________________________________ Date: ____________
Witness: ____________________________________________ Date: ____________
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Get The Commitment Of Others Around You.
One of the challenges to succeeding in real estate is eliminating negative feedback and getting a
commitment for positive support from those around you.
It is very important to receive the support of those people who are important in our lives, our significant
others, our children, parents and even our friends. Take the time to explain to these people the level of
commitment you are making to your career at this point and how you would appreciate their support and
understanding. In addition to helping you by referring potential leads to you we will also be asking these
people to understand why you have to work late some nights and even some weekends. Please get the
following agreement of support signed by your support group.
AGREEMENT OF SUPPORT
It is hereby understood and agreed, by all of the undersigned that ___________________________________________________ will be totally immersed in a comprehensive, activity-oriented, habit-forming and results producing personal coaching program designed to develop the skills necessary to become more successful in real estate and life. It is also further agreed, that during this time, under the direction of a personal business building plan, _________________________________________ will be required to devote 110% effort to launching, building and growing a successful real estate business and to the implementation of effective business building systems and perfecting the tools and techniques necessary for success. __________________ will be required to work a minimum of ___________ hours each week maintaining a high degree of effort and enthusiasm at all times and must take one day off each week to devote to themselves and family. The undersigned understand the above stated conditions and agree to provide the necessary encouragement, accountability, positive input, firm direction and patience needed by any person during the implementation of this intensive business building program. Signature Relationship
____________________________________ ______________________
____________________________________ ______________________
____________________________________ ______________________
____________________________________ ______________________
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Frequently Asked Questions
When are the workshops?
Workshops will be held every Tuesday at 1:00pm EST for 12 consecutive weeks beginning January 19th with the final workshop help on Tuesday April 5th. *(Please log on 10 minutes prior to start time)
Do I have to have a computer to access the workshops?
NO. You will be able to attend the workshops by phone anytime a computer is not convenient.
How long are the workshops?
Each workshop will be 90 minutes which includes time after each workshop reserved for discussion, questions and implementation planning.
How do I attend a workshop?
You will receive VIP access to attend the workshop from your office or from any device that has internet connectivity including your computers, tablets and cell phones. Simply login in and you will become an attendee in each interactive workshop.
What if I miss a workshop?
There will be a video rebroadcast available for each workshop that you will be able to access online within 24 hours of any workshop you miss.
Will I receive written notes from each workshop?
You will receive a workbook that will allow you to follow the workshops word for word and take notes to allow for easy understanding and implementation.
Will I be able to ask questions of the presenter or other attendees?
Absolutely! The workshops are 100% interactive and your participation is encouraged. You may ask Bill questions regarding the current workshop or previous workshops.
You will also be able to speak to other attendees from around the country.
Will I be able to track the results of the program?
Yes. We will provide you the tracking forms that will allow you to track your activities as well as the results of your efforts..
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
BREAK-OUT
WORKSHOP ONE
LAUNCHING YOURSELF TO THE TOP!
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
OBJECTIVE: To develop a client base that allows you to achieve the goals and objectives you have established for yourself. WHAT IS THE SINGLE MOST IMPORTANT THING FOR YOU TO HAVE IN ORDER TO DELIVER OUTSTANDING CUSTOMER SERVICE?
_____________________________________________ WHAT BUSINESS ARE YOU IN? You are in the ______________________________
______________________________ business.
WHAT KIND OF PEOPLE ARE YOU LOOKING TO FIND?
People with a ___________ ______ ______________________
___________________________ ________________________
WHY FOCUS YOUR EFFORTS ON FINDING SELLERS?
Find the sellers and the ________________________________
__________________ ___________________ _____________!
WHY LISTINGS?
Easier to control your __________________________________
Easier to control where ______________ _________________
Easier to control your __________________________________
Easier to convert than _________________________________
Each listing = 7 ____________ __________________________
Notes
& Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Nothing is
impossible; the word itself says 'I'm possible'!
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
7 LEAD GENERATORS
____________________________________________
____________________________________________
____________________________________________
____________________________________________
____________________________________________
____________________________________________
____________________________________________
TO BE SUCCESSFUL YOU MUST MAINTAIN A
________________________________________________
OF POTENTIAL PROSPECTS WITH A NEED FOR THE
SERVICES YOU OFFER.
THE 3 KEYS TO YOUR SUCCESS IN BUSINESS BUILDING
Lead ________________________________________________
Lead ________________________________________________
Lead ________________________________________________
WHAT IS A LEAD?
Someone who has a ______________________to buy or sell
now or in the immediate future.
_________________________ of every day should be spent on
business building activities.
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Put your heart, mind, and soul into even your
smallest acts. This is the secret of success.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
WHY DO WE NEED TO SPEND TIME ON BUSINESS
BUILDING EVERY DAY?
It’s a war out there!
More agents =
________________ ________________________________
We prospect today so we
___________ ___________________ _________________
Prospects can’t call you unless
____________ __________ ___________ ______________
HOW DO WE FIND THE SELLERS WHO HAVE A NEED?
FIVE TO THRIVE
5_____________________________________________
5_____________________________________________
5_____________________________________________
5_____________________________________________
5_____________________________________________
5_____________________________________________
5_____________________________________________
5_____________________________________________
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Change your thoughts
and you change your world.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
EASY MONEY PLAN
MEET ______ NEW PEOPLE & GIVE CARD
DO IT ______ DAYS PER WEEK (5 X 5 = 25)
DO IT ______ WKS PER MONTH (4 X 25 = 100)
DO IT ______ MNTHS PER YEAR (100 X 12 = 1200)
1200 CARDS X 10% = _____________ FANS
120 FANS X 10% = ________________ CONVERSIONS
12 CONVERSIONS X AVG COM = $$
FACE TO FACE DIALOUGE #1
“MY NAME IS ______ AND I AM A REAL ESTATE
PROFESSIONAL WITH _____. MAY I ASK ARE YOU
CURRENTLY THINKING OF BUYING OR SELLING A HOME?
DO YOU HAPPEN TO KNOW ANYONE WHO DOES?
WOULD YOU BE KIND ENOUGH TO TAKE ONE OF MY
CARDS IN CASE YOU DO?”
FACE TO FACE DIALOUGE #2
“I JUST WANTED YOU TO KNOW YOU DID A REALLY NICE
JOB AND YOU WOULD BE GREAT IN MY BUSINESS. OH
DIDN’T I MENTION I AM IN REAL ESTATE. MAY I GIVE YOU
A CARD? ARE YOU CURRENTLY THINKING ABOUT
BUYING OR SELLING REAL ESTATE? DO YOU KNOW
ANYONE WHO IS?”
Notes &
Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Setting goals is the first step in turning the
invisible into the visible.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
What is the single most effective business generating tool
in real estate? ________ __________________________
How to get the most from your telephone:
*
*
WHAT IS CALL RELUCTANCE?
A fear of what _______________ _________________
that keeps you from finding out what
___________________ _________________________
STEPS TO REDUCE CALL RELUCTANCE
_____________________________________________
_____________________________________________
_____________________________________________
_____________________________________________
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
What you do today can improve all your
tomorrows.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
DEVELOP AND MEMORIZE COMFORTABLE DIALOGUES:
KNOW HOW TO SAY THE ______________ _____________
IN THE ________________ ________________
AT THE _______________ _________________.
The first ________________ steps are always the same.
IDENTIFY THE ___________________________________
IDENTIFY _______________________________________
GIVE THEM A _____________________ YOU ARE CALLING
Examples of low degree difficulty include:
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Decide what you want, decide what you are
willing to exchange for it. Establish your
priorities and go to work.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
SPECIFIC BUYER DIALOUGE
IS THIS MR. OR MRS. HOMEOWNER?
MY NAME IS…
I AM CALLING BECAUSE I AM WORKING WITH A
WONDERFUL COUPLE, BOB AND MARY SMITH WHO ARE
MOVING HERE FROM CHICAGO. THEY LOVE YOUR
NEIGHBORHOOD BUT HAVEN’T BEEN ABLE TO FIND A
HOME HERE. I PROMISED THEM I WOULD CALL EVERY
HOMEOWNER UNTIL I FIND THEM A NEW HOME HERE.
ARE YOU FOLKS CURRENTLY THINKING ABOUT MAKING
A MOVE?
JUST LISTED DIALOUGE
IS THIS MR. OR MRS. HOMEOWNER?
MY NAME IS…
I AM CALLING BECAUSE WE ARE OFFERING A HOME FOR
SALE IN YOUR NEIGHBORHOOD. IT’S A GREAT BUY AND I
AM SURE IT’S GOING TO SELL QUICKLY. I AM CALLING
NEIGHBORS TO SEE IF THEY KNOW ANYONE WHO
MIGHT BE INTERESTED IN GETTING INFORMATION ON
THIS PROPERTY. DO YOU? WHEN WE SELL WE ARE
GOING TO HAVE BUYERS STILL LOOKING. ARE YOU
FOLKS CURRENTLY THINKING ABOUT MAKING A MOVE?
JUST SOLD DIALOUGE
IS THIS MR. OR MRS. HOMEOWNER?
MY NAME IS…
I AM CALLING BECAUSE WE JUST SOLD A HOME FOR IN
YOUR NEIGHBORHOOD. DURING THE MARKETING OF
THIS PROPERTY WE GENERATED LOTS OF BUYERS WHO
ARE STILL LOOKING FOR PROPERTIES IN THIS AREA. WE
ARE CHECKING TO SEE IF ANY OTHER HOMEOWNERS
ARE PLANNING A MOVE. ARE YOU FOLKS CURRENTLY
THINKING ABOUT MAKING A MOVE?
Notes &
Things to Do
BREAK-OUT Mindset Factors to Confirm Daily
You must take action now that will move you
towards your goals. Develop a sense of urgency in
your life.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
PROPERTY FOR RENT DIALOUGE IS THIS OWNER OF THE PROPERTY ADVERTISED FOR
RENT?
MY NAME IS…
I AM CALLING TO SEE IF YOU FOLKS WOULD BE
INTERESTED IN SELLING THAT PROPERTY INSTEAD OF
RENTING IT? THE REASON I ASK IS WE HAVE MORE
QUALIFIED BUYERS THAN WE CAN SERVICE. ARE YOU
FOLKS CURRENTLY THINKING ABOUT MAKING ANY
ADDITIONAL REAL ESTATE INVESTMENTS?
IF THEY SAY NO: THANK THEM FOR _______________ ________________
ASK ABOUT A POSSIBLE __________________________
ASK ABOUT POSSIBLE ______________ _____________
SEND A ______________ ____________ ______________
IF THEY SAY YES:
SET AN _______________________________________
_________________________________ THEIR NEEDS
GIVE YOUR ___________________ _________________
OBJECTION HANDLING
“I UNDERSTAND”
“WOULD YOU MIND SHARING WITH ME WHY”
“IF I COULD SHOW YOU…WOULD YOU?”
“WHY DON’T WE GET TOGETHER?”
NO DOES NOT MEAN NO. IT MEANS:
__________________________________________________
__________________________________________________
__________________________________________________
Notes & Things to Do
BREAK-OUT Mindset Factors to Confirm Daily
You must take action now that will move you
towards your goals. Develop a sense of urgency in
your life.
BREAK-OUT LAUNCHING YOURSELF TO THE TOP! Workshop One
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
10 RULES FOR BUILDING YOUR BUSINESS
1.___________________________________________
2. ___________________________________________
3. ___________________________________________
4. ___________________________________________
5. ___________________________________________
6. ___________________________________________
7. ___________________________________________
8. ___________________________________________
9. ___________________________________________
10. ___________________________________________
Notes & Things to Do
BREAK-OUT Mindset Factors to Confirm Daily
You must take action now that will move you
towards your goals. Develop a sense of urgency in
your life.
Information without Implementation is Worthless!
Week One 10 Step Implementation Plan
Name: _________________________________________ Date: ___________________
Manager: _______________________________________ Date Approved: __________
Done Approved
Schedule business building activities into 1/3 of your day. _____ _____
Ask 10 people you know if they can help you. _____ _____
Introduce yourself to five new people each day. _____ _____ Determine the number of appointments to reach goal. _____ _____
Pass out a business card to each person you meet. _____ _____
Implement a “5 to thrive” business building plan _____ _____
Make 3 calls per day from low degree of difficulty list _____ _____
Create a database of your S.O.I. (scrub it if you have one) _____ _____
Input all new contacts into database _____ _____
Contact two people each day from your S.O.I. _____ _____
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
BREAK-OUT
WORKSHOP TWO
TIME UTILIZATION, ORGANIZATION
AND PERSONAL SELF-MANAGEMENT
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Objective: To organize, prioritize, and systematize a successful real estate business. BEFORE THINGS CAN CHANGE
___________ _____________ _______________________
WHAT IS A SUCCESSFUL REAL ESTATE PROFESSIONAL’S
MOST VALUABLE RESOURCE?
IT IS NOT POSSIBLE TO MANAGE TIME
BUT IT IS POSSIBLE TO
_______________________ ___________________________
SELF MANAGEMENT IS THE PROCESS OF
TIME UTILIZATION IS NOT ABOUT HOW MUCH
TIME YOU SPEND IT’S ABOUT
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Work until your Idols become your rivals.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
IT’S TIME TO START
_________________________ _______________________
YOUR RAISE WILL BECOME EFFECTIVE
________ __________ _________ __________ ________!
YOU MUST VALUE YOUR TIME
TIME UTILIZATION SHOULD BE CALLED
___________________ ____________________________
STOP MAKING EXCUSES AND
_______________ _________________ _________________
YOU MUST STOP FILLING TIME WITH
______________ ________________ _________________
FOCUS ON PURPOSE
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
The best way to predict the future is to create it.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
CREATE A WEEKLY PLAN
`
POST A SIGN OVER YOUR DESK:
BECOME A DEDICATED LIST MAKER BUT LIMIT YOUR
______________ _________________ _____________
PRIORITIZE YOUR DAY BASED ON THE ABC’S
A. =
B. =
C. =
D. =
Notes &
Things to Do
BREAKOUT Mindset Factors to Confirm Daily
There is no elevator to success. You have to take the stairs.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
YOU MUST ALLOCATE YOUR TIME
`
BUILDING A ROUTINE IS ALL ABOUT
_______________________ & ________________________
FOLLOW A PLAN OF ACTION
SET UP A PERFECT DAY SCHEDULE AND
_________________ _________ _____________________
THE POWER OF FREQUENCY
`
`
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Your future is created by what you do today not tomorrow.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
BREAKOUT Mindset Factors to Confirm Daily
The surest way not to fail is to determine to succeed. - Richard B. Sheridan
YOU MUST DO WHAT’S IMPORTANT AND
____________________ ______________________
YOU MUST STOP PROCRASTINATING IT ONLY
_______________ ______________ ______________
YOU MUST MASTER THE TIME WASTERS
_____________________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________
LOG IN WITH INTENTION! USE SOCIAL MEDIA
_____________________________________________
`
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Success isn’t always about greatness. It’s about consistency. Consistent, hard work gains success. Greatness will come.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
PRIORITIZE YOUR PROSPECTS
• _____________________________________
• _____________________________________
• _____________________________________
WHAT IS THE MOST IMPORTANT HABIT NECESSARY
FOR YOUR SUCCESS
_______________________ __________________________
SELF DISCIPLINE IS
IT’S NOT THE LOAD THAT BREAKS YOU DOWN IT’S THE
ORGANIZATION IS ABOUT
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
If you do not step forward you will always be in the same place.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
HAVE A SYSYTEM AND CREATE A CHECKLIST FOR __________________________________________________ GET YOUR DESK-HOME OFFICE & CAR ORGANIZED LIKE A _____________________________________________ CREATE A DIGITAL AND PAPER FILING SYSTEM FOR _________________________________________________ USE TECHNOLOGY TO _______________________ __________________________
_____________________________________
_____________________________________
_____________________________________
_____________________________________
END EACH DAY PREPARED FOR _____________________ ____________________________
Notes & Things to Do
BREAK-OUT Mindset Factors to Confirm Daily
Focus. Otherwise you will find life becomes a blur.
BREAK-OUT TIME UTILIZATION, ORGANIZATION AND PERSONAL SELF-MANAGEMENT Workshop Two
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
10 STEPS FOR MORE EFFECTIVE TIME UTILIZATION,
ORGANIZATION AND PERSONAL SELF-MANAGEMENT
1.___________________________________________
2. ___________________________________________
3. ___________________________________________
4. ___________________________________________
5. ___________________________________________
6. ___________________________________________
7. ___________________________________________
8. ___________________________________________
9. ___________________________________________
10. ___________________________________________
Notes & Things to Do
BREAK-OUT Mindset Factors to Confirm Daily
Go the extra mile.
Week Two Implementation Plan All weekly activities assigned must be completed and approved by your manager.
Name: _________________________________________ Date: ___________________
Manager: _______________________________________ Date Approved: __________
Done Approved
Complete any activities not completed from week one. _____ _____
Work a minimum of 30 hours this week. _____ _____
Contact two people each day from your S.O.I. _____ _____
Pick one goal from your list and schedule action steps into plan. _____ _____
Create a list of “things to do today” and utilize it. _____ _____
Prioritize your daily to do list using your ABC’s. _____ _____
Allocate your time into 1/3-1/3-1/3 each and every day. _____ _____
Make a list of potential obstacles and plan to overcome them. _____ _____
Finish one day prepared for the next day. _____ _____
Set up a perfect day schedule and follow it. _____ _____
Master any time wasters that are impeding your progress. _____ _____
Create a system and a checklist for every major business task. _____ _____
Get your desk, home office and car organized like a professional. _____ _____
Utilize your activity summary _____ _____
Have your manager approve your activity worksheet. _____
BREAK-OUT MOTIVATING YOURSELF INTO ACTION Workshop Three
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
BREAK-OUT
WORKSHOP THREE
MOTIVATING YOURSELF INTO ACTION
BREAK-OUT MOTIVATING YOURSELF INTO ACTION Workshop Three
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Objective: Create a level of motivation powerful enough to get you to do what you need to do so you can then do what you want to do.
The top 17% of agents now control ___________ % of total commission generated in the real estate business. .
The 83% formula.
A few _________________ ____ _______________________
repeated every day.
The 17% formula.
A few ___________________ ___________________________
practiced every day.
The Break-out program focuses on
______________________________________________
______________________________________________
______________________________________________
How to get the most from Break-out:
Attend ______________ ________________
Take _______________ ________________
Have an ______________ ________________
Honestly ______________ ________________
Don’t accept _______________________________
Focus on __________________________________
THINGS YOU NEED TO KNOW
Notes
& Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Always do your best. What you plant now, you will harvest
later.
BREAK-OUT MOTIVATING YOURSELF INTO ACTION Workshop Three
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Business will not ______________ __________________
simply by hoping.
Business will only get better if you follow ______________ ________________ ___________________!
How to motivate yourself for success:
D_________________________ + D_________________________ + D________________________ + D________________________
= _____________________
Why are goals necessary?
Creates _____________________________
Personal ____________________________
Laser ______________________________
Creates _____________________________
Set S.M.A.R.T. goals that motivate not frustrate
S ___________________________
M __________________________
A __________________________
R __________________________
T __________________________
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
The will to win, the desire to succeed, the urge to
reach your full potential... these are the keys that
will unlock the door to personal excellence.
BREAK-OUT MOTIVATING YOURSELF INTO ACTION Workshop Three
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
WHY DON’T AGENTS SET GOALS?
Fear of __________________________ =
Fear of __________________________ =
Focus on _________________________ =
Lack of __________________________ =
Negative _________________________ =
Types of goals:
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
MONTHLY GOAL FOR:
_______________________________________
_______________________________________
_______________________________________
_______________________________________
_______________________________________
Challenge yourself to beat your
___________________ ________________________
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
A creative person is motivated by the desire to
achieve, not by the desire to beat others.
BREAK-OUT MOTIVATING YOURSELF INTO ACTION Workshop Three
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Notes &
Things to Do
BREAKOUT Mindset Factors to Confirm Daily
Setting goals is the first step in turning the
invisible into the visible.
I would be willing to do
______________________________________________
______________________________________________
__________
If I could have
______________________________________________
______________________________________________
__________
DEVELOP YOUR STRATEGIES:
What strategies will you implement to achieve the
productivity numbers you need to reach your objective?
D_____________________ A______________________
determine the success of the strategy and the
accomplishment of your goals.
WHAT WILL YOU DO EACH DAY TO REACH YOUR GOALS? ______________________________________________
______________________________________________
______________________________________________
______________________________________________
____________________
YOU MUST MAKE TIME NOT FIND TIME!
BREAK-OUT MOTIVATING YOURSELF INTO ACTION Workshop Three
BREAK-OUT 2016 Copyright Bill Fields Learning Systems All Rights Reserved
Notes & Things to Do
BREAKOUT Mindset Factors to Confirm Daily
What you do today can improve all your
tomorrows.
IT DOES NOT MATTERHOW MUCH TIME
YOU SPEND…
IT DOES MATTER __________ _________________
______________ __________________ ____________!
Improve the effectiveness of your business by focusing
on:
LEAD ____________________
LEAD ____________________
LEAD ____________________
WHAT WERE YOUR 3 BEST SOURCES OF BUSINESS AND HOW CAN YOU INCREASE THAT?
WHAT WERE YOUR 3 BEST SOURCES OF BUSINESS AND HOW CAN YOU INCREASE THAT?
THE KEY TO SUCCESS IS CONTROL
Control your ___________________________
Control your ___________________________
Control your ___________________________
Control your ___________________________
Control your ___________________________
Control your ___________________________
Information without implementation is worthless!!
Week Three Activity Assignment
Name: _________________________________________ Date: ___________________
Manager: _______________________________________ Date Approved: __________
Done Approved Complete analysis of your current production numbers. ____ _____ Establish your real take home income goal for next 12 months. _____ _____
Complete your 12 Month Business Objectives. _____ _____
Commit to a monthly list and sell goal for next 90 days. _____ _____
Set 3 new S.M.A.R.T goals that will motivate you in to action. _____ _____
Determine 3 strategies you will implement to achieve goals. _____ _____
Establish a 90 day plan of action steps to implement strategies. _____ _____
Complete and post your personal Commitment to My Success. _____ _____
Have friends and family sign letter of support. _____ _____ Use the weekly activity tracking form to track your progress. _____ _____
BREAK-OUT
KNOW YOUR NUMBERS! Name: ____________________________________________________ From: ______________ To:
_______________
Broker Acknowledgement: __________________________________
BUSINESS GENERATING ACTIVITIES DESCRIPTION MON. TUES. WED. THURS. FRI. SAT. SUN.
TOTAL WEEK/MTD
TARGET
FSBO Calls
Expired Calls
SOI Calls
Just Listed Calls
Just Sold Calls
Other
Total Calls:
Letters Sent
Business Cards Presented
Open House Invitations
Open Houses Held
# Properties Previewed
Hours Prospecting
Farming Contacts
RESULTS OF MY ACTIVITIES DESCRIPTION MON. TUES. WED. THURS. FRI. SAT. SUN.
TOTAL WEEK/MTD
TARGET
Listing Presentations
Listings Taken*
Listings Sold*
Showing Appointments
Buyers Sold*
Offers Pending
Offers Rejected
Closings*
Outgoing Referrals
*Each counts as 1 point
SELF-EVALUATION GR=Great G=Good F=FAIR P=Poor
DESCRIPTION MON. TUES. WED. THURS. FRI. SAT. SUN.
Attitude
Appearance
Work Ethic
Commitment
Self Discipline
Assignments Completed & Overall Evaluation
You cannot manage your increase in productivity but you can manage the activites that result in increased productivity.
Yout target numbers should be based on the numbers you need to reach your goals.
SITUATION ANALYSIS WORKSHEET: 2015 A YEAR IN REVIEW
2015 2016 GOAL
TOTAL COMMISSIONS
AVG. COMMISSION PER DEAL
CLOSED TRANSACTIONS
TOTAL SALES VOLUME
AVG. SALES PRICE
AVG. COMMISSION RATE
% DID NOT CLOSE
BUYER CONTROLLED SALES
TOTAL BUYER APPOINTMENT
NEW BUYER CONTACTS
3 SOURCES OF NEW BUYERS
1.
2.
3.
TOTAL LISTINGS TAKEN
TOTAL LISTINGS SOLD
% LISTINGS TAKEN VS. SOLD
% LIST PRICE VS. SOLD PRICE
LISTINGS APPOINTMENTS
TOTAL SELLER CONTACTS
AVG. CONTACT APPOINTMENT
3 SOURCES OF NEW SELLERS
1.
2.
3.
TOTAL S.O.I. MEMBERS
TOTAL S.O.I. CONTACTS
PERSONAL CONTACTS S.O.I.
AVG. HOURS WORKED (WEEK)
AVG. $$ INVESTED IN BUS.
PROFESSIONAL DESIGNATION
AWARDS AND RECOGNITION
OFFICE RANKING
COMPANY RANKING
MLS RANKING
Establishing Your Business Goals and Objectives
The next step in implementing your Action Plan is to establish clearly defined goals and objectives for the
next 12 months of your real estate business. This helps you and your personal coach clearly define where
we want our journey to take us and what specific action steps we need to take to get us there.
1. My Commission Income Objective for the next 12 months is $_______________________________
2. My Listing Appointment Objective for the next 12 months is:
Weekly _____________________ Monthly _____________________ Yearly _____________________
3. My Listing Taken Objective for the next 12 months is:
Weekly _____________________ Monthly _____________________ Yearly _____________________
4. My Listing Sold Objective for the next 12 months is:
Weekly _____________________ Monthly _____________________ Yearly _____________________
5. My Qualified Buyer Appointment Objective for the next 12 months is:
Weekly _____________________ Monthly _____________________ Yearly _____________________
6. My Buyer Controlled Sale Objective for the next 12 months is:
Weekly _____________________ Monthly _____________________ Yearly _____________________
7. My Average Sales Price Objective for the next 12 months is: $________________________________
8. My Cancellation Ratio Objective is __________________________________ %
9. My Plan is to spend the following number of hours prospecting
Daily _____________________ Weekly _____________________ Monthly _____________________
10. My Objective is to work _______________ hours per week: _______________ weeks per year
11. I will focus my business generating activities on the following three sources:
1. 2. 3.
12. My 3 most important goals are:
MONTHLY BUSINESS GOAL WORKSHEET
MONTH:
MY INCOME GOAL FOR THIS MONTH
AVERAGE COMMISSION PER CLOSING
NUMBER OF CLOSINGS NEEDED TO MEET GOAL
% OF TOTAL CLOSINGS THAT WILL BE BUYERS
% OF TOAL CLOSINGS THAT WILL BE SELLERS
NUMBER OF LISTINGS TAKEN TO MEET GOAL
NUMBER OF LISTINGS SOLD TO MEET GOAL
APPOINTMENTS NEEDED TO GET ONE LISTING
CONTACTS NEEDED TO GET ONE APPOINTMENT
BUYER CONTROLLED SALES TO MEEET GOAL
APPOINTMENTS NEEDED TO MAKE ONE SALE
BUYER CONTACTS NEEDED PER APPOINTMENT
MONTHLY/WEEKLY/DAILY OBJECTIVES
NUMBER OF NEW LISTINGS NEEDED THIS MONTH
LISTING APPOINTMENTS NEEDED THIS MONTH
SELLER CONTACTS NEEDED THIS MONTH
SELLER CONTACTS NEEDED EACH WEEK
SELLER CONTACTS NEEDED DAILY
BUYER CONTROLLED SALES NEEDED THIS MONTH
BUYER APPOINTMENTS NEEDED THIS MONTH
BUYER CONTACTS NEEDED THIS MONTH
BUYER CONTACTS NEEDED EACH WEEK
BUYER CONTACTS NEEDED DAILY
TOTAL CONTACTS NEEDED EVERY DAY
TO REACH GOALS AND OBJECTIVES
STRATEGIES AND ACTION STEPS FOR EACH GOAL
Goal/Objective: _
Strategy:
Specific Action Steps for Implementation:
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Strategies and Action Steps
Example
Goal/Objective: To increase my listings taken from 2 to 4 in next 3 months
Strategy: Implement a system to convert expired listing owners into one
additional new listing per month.
Specific Action Steps for Implementation:
1. Learn to search the MLS computer for expired listings (Date)
2. Learn to cross check the expired listings against solds and relists (Date)
3. Create a method for finding expired owner contact information (Date)
4. Create a script to use when contacting expired listings (Date)
5. Practice scripts until memorized and comfortable (Date)
6. Set up expired letter campaign (Date)
7. Modify listing presentation for expired owner (Date)
8. List potential objections from expired owners & proper responses (Date)
9. Create system for tracking activities & follow up (Date)
10. Schedule specific time into daily schedule to work expireds (Date)
11. Start making expired listing calls (Date)
12. Start sending letters to all expireds not reached on phone (Date)
13. Start inputting all expireds into database management system (Date)
14. Schedule all expireds for follow up plan (Date)
15. Review campaign & make necessary adjustments (Date)
DON’T QUIT
When things go wrong as they often will
When the road you’re trudging seems all uphill
When the funds are low and the debts are high
When you want to smile but you have to sigh
When care is pressing you down a bit
Rest if you must but don’t quit
Real Estate is full of twists and turns
As every one of us sometimes learns
And many a person turns about
When they might have won had they stuck it out
Don’t give up though the pace seems slow
You may succeed with one more FSBO
Often the goal is nearer than
It seems to a faint and faltering man
Often the struggler has given up
When he might have captured the victor’s cup
And he learned too late when the night came down
How close he was to the golden crown
Success is failure turned inside out
The silver tint of the clouds of doubt
And you never can tell how close you are
It may be near when it seems so far
So stick to the fight when you’re hardest hit
It’s when things seem worse that you mustn’t quit.