Topic 5: Tracking and Following Up Follow up with the contacts in your database on a regular basis. How would you rate your current tracking and follow up with the people in your database, on a scale of 1-10? (1: Have not been in touch with past clients, 10: Regularly reach out to my past clients) Circle where you feel you are: 1 2 3 4 5 6 7 8 9 10 What do you feel would help you track and follow-up with your database at a TEN? Participate If there is anything you want to know about the Lead Generation Model that is not included in this workbook, refer to the resource website at www.coachkorn.com/mtpra and/or refer to pages 133-148 of the Millionaire Real Estate Agent book and any of the KWU courses: Systematizing your Lead Generation and Your Business is Your Database. You may also email or fax your questions to brad@coachkorn.com. We ll do our best to address your issues. Email: brad@coachkorn.com Fax: 913-563-6835 Phone: 816-220-1661 1
Introduction Objectives for Topic 5 1. Focus on making new habits and protecting time to get work done from previous calls 2. Be familiar with a database you like and use 3. Know what to track and how to keep up with consistent tracking 4. Use Social Media and the Internet to find more about your contacts 5. Implement sourcing beyond Mets and Haven t Mets 6. Understand categories and how to use them 7. Make a habit of 5 a day 5 a day 5 a day 8. Resources 1. New Habits Discipline and Time Blocking You are changing, and change is challenging and fun. New habits habits of disciple and time blocking will help you achieve your goals. 2
Habits What habit do you want to change? o Begin tracking what you want to change. Behavior vs. Desire Are you majoring in minors that is, does your behavior reflect what you say you desire? Working Smart Are you working smart that is, getting more results with less work? (Example: do you have your "Mets" and "Haven't Mets" tagged? Focus on them first.) 3
Do you work hard enough, or do you expect too much from too little effort? Learning vs. Applying Are you truly willing to apply what you have learned? Knowledge is not enough. It must be paired with proper actions. Things to Consider When on the phone, be in the present. Listen to what the other person is saying, not thinking of what to say next. How can you ensure this is happening? The Value of the 4-1-1 Who holds you accountable? 4
2. Your Database It s important that you like the Contact Management System you re using and use all the features. Which do you use? Notes: 5
3. Tracking What are you tracking now? What would you like to track better? 4. Find Out More about Your Contacts Use Social Media and the Internet. What Accounts do you have set up now? What Other Social Media Sites will you sign up for this Week? Search for 5 Mets after You Sign Up for the Account and Add to your Database or Put on Reconnect Plan 6
5. Sourcing Beyond Mets and Haven t Mets As you make calls every day, source beyond Mets and Haven't Mets. What Additional Groups from Call 2 are you setting up? Notes: 6. The Power of Categories List for Categories Notes: 7. A Habit of 5 a day 5 a day 5 a day 5 a day reminder Notes: 7
BONUS New Lead Script to get contact information to begin adding 5 new leads a day. 8
8. Resources Read Leading an inspired Life, by Jim Rohn Watch Power Up on how to get Name, Address and Phone on the MTPRA Resource Site Session 5 Action Items 1. Set up all your sources in your database 2. Write out categories you would do searches for 3. Go through database this week and categorize people currently in your database 4. Update 5 database records a day 5. Finish Your Automated Reconnect Plan and Put Coach on your Plan 6. Complete and fax your Weekly Numbers Form Notice While Bradley Korn PC has taken due care in the preparation of the coaching program, the material contained herein reflects the practices of other agents and is not necessarily the best practices promoted by Bradley Korn PC. We cannot guarantee the accuracy of the materials. Bradley Korn PC makes no warranties, either express or implied, with regard to the information and programs presented in this manual. Bradley Korn PC will not be liabile for any loss or damage of any kind that you incur as a result of the use of any content provided by the Coach Korn MTPRA sessions. Bradley Korn PC therefore cautions you not to assume that the results of this exercise bear any relation to the financial performance you can expect as a MTPRA attendee. The coaching program is offered to support your professional growth by directing you toward productive activities. Copyright notice: All materials are copyright 2014 Bradley Korn PC. All rights reserved. No part of this publication and its associated materials may be reproduced or transmitted in any form or by any means without the prior permission of Bradley Korn PC, Brad Korn or Coach Korn. 9
Weekly Numbers Form NAME: DATE: Week YTD 1. How many days did you work this week? 2. How many hours did you spend prospecting? 3. How many new contacts did you obtain? 4. How many Listing appointments did you refer to others in your office? 5. How many listings did you sell? 6. How many Ad and Sign calls did you answer? 7. How many Ad and Sign calls did you convert to appointments? 8. How many other buyer appointments did you set (walk-ins, referrals, etc.)? 9. How many buyer agency contracts did you get signed? 10. How many buyer appointments did you attend? 11. How many homes did you sell? 12. How many deals do you have pending? 13. What is your current pending income? 14. How many deals fell through? 15. How much paid income did you receive? Email to takeaction@coachkorn.com or FAX this to 913-563-6835 10