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KAIZENPower of Continual Improvement
JEFF COGA TRAINING
Why It’s No Longer the Big That Eats the Small… It’s the FAST That Eats The Slow.
How to Use Speed and The PDCA Frame Work To Crush Your Competition
Step #1: Get List + Append Data
• Make sure it’s Tier 1 aka Credit Header Quality
• Try to go after ‘lists’ that other people won’t go
after.
• If you’re not sure… GO WIDE.
COUNTY/CITY/ZIP
Trigger 1
Trigger 1+2
Trigger 1+2+3
3-Reasons Why People Sell Their Homes
A. Financial Reasons1. Going Broke2. Moving on Up
3. Deferred maintenance4. Cash in equity5. Tax purposes
B. Personal Issues1. New job or transfer2. See family more often-or less3. Need a new challenge4. Different interests in priorities
C. Life Cycle Issues1. Changes in Relationship2. Empty Nest (Downsizing a Home)3. Retirement4. Death in the Family
COUNTY/CITY/ZIP
Trigger 1
Trigger 1+2
Trigger 1+2+3
3-Reasons Why People Sell Their Homes
A. Financial Reasons1. Going Broke2. Moving on Up
3. Deferred maintenance4. Cash in equity5. Tax purposes
B. Personal Issues1. New job or transfer2. See family more often-or less3. Need a new challenge4. Different interests in priorities
C. Life Cycle Issues1. Changes in Relationship2. Empty Nest (Downsizing a Home)3. Retirement4. Death in the Family
While Everyone Else Markets
A. ExpiredB. FSBOC. AbsenteeD. Farming An AreaE. ForeclosureF. Probate
What Else?
COUNTY/CITY/ZIP
Trigger 1
Trigger 1+2
Trigger 1+2+3
3-Reasons Why People Sell Their Homes
A. Financial Reasons1. Going Broke2. Moving on Up
3. Deferred maintenance4. Cash in equity5. Tax purposes
B. Personal Issues1. New job or transfer2. See family more often-or less3. Need a new challenge4. Different interests in priorities
C. Life Cycle Issues1. Changes in Relationship2. Empty Nest (Downsizing a Home)3. Retirement4. Death in the Family
While We Use
A. CENSUSB. NCOAC. ACCESSOR DATA/TAXSD. COURT DATAE. JUDGMENTSF. EQUITY POSITIONSG. PROPERTY DATAH. LOCATION
Step #1: Get List + Append Data
• Make sure it’s Tier 1 aka Credit Header Quality
• Try to go after ‘lists’ that other people won’t go
after.
• If you’re not sure… GO WIDE.
Step #2: Run the Campaign
• Ready, Fire, Aim
• Talk to these Sellers
• Get your hands dirty
• IF you’ve ran a call center/ISA successfully you’ll
know what to do. IF NOT...just talk to these
people.
Step #1: Get List + Append Data
• Make sure it’s Tier 1 aka Credit Header Quality
• Try to go after ‘lists’ that other people won’t go
after.
• If you’re not sure… GO WIDE.
Step #2: Run the Campaign
• Ready, Fire, Aim
• Talk to these Sellers
• Get your hands dirty
• IF you’ve ran a call center/ISA successfully you’ll
know what to do. IF NOT...just talk to these
people.
Step #3: What’s Your Numbers?
• How Many Calls?
• How Did You Sound?
• How Many “Interested”?
• How Many “Ready to Business Today?”
• How Many Appointments?
How Many Contract?
Step #1: Get List + Append Data
• Make sure it’s Tier 1 aka Credit Header Quality
• Try to go after ‘lists’ that other people won’t go
after.
• If you’re not sure… GO WIDE.
Step #2: Run the Campaign
• Ready, Fire, Aim
• Talk to these Sellers
• Get your hands dirty
• IF you’ve ran a call center/ISA successfully you’ll
know what to do. IF NOT...just talk to these
people.
Step #3: What’s Your Numbers?
• How Many Calls?
• How Did You Sound?
• How Many “Interested”?
• How Many “Ready to Business Today?”
• How Many Appointments?
How Many Contract?
Step #4: Act – Get Better Aka Kaizen
• How Can I Get Better?
• How Can I Do This Faster?
• Where Can I Improve?
• What Are Better Lists?
• Let Me Schedule This Campaign For Next Month.
• How Can I Increase My Conversion?
TALKING TO SELLERSLIVE CALL TRAINING
PART 3
JEFF COGA TRAINING
SELLER CALL TRAINING
“I Want To Move Out of State”
COUNTY/CITY/ZIP
Trigger 1
Trigger 1+2
Trigger 1+2+3
3-Reasons Why People Sell Their Homes
A. Financial Reasons1. Going Broke2. Moving on Up
3. Deferred maintenance4. Cash in equity5. Tax purposes
B. Personal Issues1. New job or transfer2. See family more often-or less3. Need a new challenge4. Different interests in priorities
C. Life Cycle Issues1. Changes in Relationship2. Empty Nest (Downsizing a Home)3. Retirement4. Death in the Family
While We Use
A. CENSUSB. NCOAC. ACCESSOR DATA/TAXSD. COURT DATAE. JUDGMENTSF. EQUITY POSITIONSG. PROPERTY DATAH. LOCATION
SELLER CALL TRAINING
“Lease Is Almost Up”
COUNTY/CITY/ZIP
Trigger 1
Trigger 1+2
Trigger 1+2+3
3-Reasons Why People Sell Their Homes
A. Financial Reasons1. Going Broke2. Moving on Up
3. Deferred maintenance4. Cash in equity5. Tax purposes
B. Personal Issues1. New job or transfer2. See family more often-or less3. Need a new challenge4. Different interests in priorities
C. Life Cycle Issues1. Changes in Relationship2. Empty Nest (Downsizing a Home)3. Retirement4. Death in the Family
While We Use
A. CENSUSB. NCOAC. ACCESSOR DATA/TAXSD. COURT DATAE. JUDGMENTSF. EQUITY POSITIONSG. PROPERTY DATAH. LOCATION
DID YOU GET VALUE
TODAY?
COUNTY/CITY/ZIP
Trigger 1
Trigger 1+2
Trigger 1+2+3
3-Reasons Why People Sell Their Homes
A. Financial Reasons1. Going Broke2. Moving on Up
3. Deferred maintenance4. Cash in equity5. Tax purposes
B. Personal Issues1. New job or transfer2. See family more often-or less3. Need a new challenge4. Different interests in priorities
C. Life Cycle Issues1. Changes in Relationship2. Empty Nest (Downsizing a Home)3. Retirement4. Death in the Family
While We Use
A. CENSUSB. NCOAC. ACCESSOR DATA/TAXSD. COURT DATAE. JUDGMENTSF. EQUITY POSITIONSG. PROPERTY DATAH. LOCATION
WANT TIER 1 CREDIT HEADER
PHONE NUMBERS?
EMAIL US AT WECARE@REALESTATESTRATEGYLAB.NET
OR CALL 844-438-6587
SUBJECT: “DATA APPLICATION”
Q&A TIME: TYPE YOUR QUESTIONS IN THE CHAT BOX
WE ARE LOOKING FOR BETA TESTERS
EMAIL US AT WECARE@REALESTATESTRATEGYLAB.NET
OR CALL 844-438-6587
SUBJECT: “DATA APPLICATION”
WE ARE LOOKING FOR BETA TESTERS
Q&A TIME: TYPE YOUR
QUESTIONS IN THE CHAT BOX
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