break-out launching yourself to the...

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

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!



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.



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.



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: ____________



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

____________________________________ ______________________

____________________________________ ______________________

____________________________________ ______________________

____________________________________ ______________________



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

WORKSHOP ONE

LAUNCHING YOURSELF TO THE TOP!



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'!



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


Put your heart, mind, and soul into even your

smallest acts. This is the secret of success.



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_____________________________________________



Change your thoughts

and you change your world.



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


Setting goals is the first step in turning the

invisible into the visible.



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

_____________________________________________

_____________________________________________

_____________________________________________

_____________________________________________



What you do today can improve all your

tomorrows.



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:

_________________________________________________

_________________________________________________

_________________________________________________

_________________________________________________

_________________________________________________

_________________________________________________

_________________________________________________



Decide what you want, decide what you are

willing to exchange for it. Establish your

priorities and go to work.



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


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


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.



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:

__________________________________________________

__________________________________________________

__________________________________________________





your life.



10 RULES FOR BUILDING YOUR BUSINESS

1.___________________________________________

2. ___________________________________________

3. ___________________________________________

4. ___________________________________________

5. ___________________________________________

6. ___________________________________________

7. ___________________________________________

8. ___________________________________________

9. ___________________________________________

10. ___________________________________________





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

WORKSHOP TWO

TIME UTILIZATION, ORGANIZATION

AND PERSONAL SELF-MANAGEMENT



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



Work until your Idols become your rivals.



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



The best way to predict the future is to create it.



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


There is no elevator to success. You have to take the stairs.



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

`

`



Your future is created by what you do today not tomorrow.




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

_____________________________________________

`



Success isn’t always about greatness. It’s about consistency. Consistent, hard work gains success. Greatness will come.



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



If you do not step forward you will always be in the same place.



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 _____________________ ____________________________



Focus. Otherwise you will find life becomes a blur.



10 STEPS FOR MORE EFFECTIVE TIME UTILIZATION,

ORGANIZATION AND PERSONAL SELF-MANAGEMENT

1.___________________________________________

2. ___________________________________________

3. ___________________________________________

4. ___________________________________________

5. ___________________________________________

6. ___________________________________________

7. ___________________________________________

8. ___________________________________________

9. ___________________________________________

10. ___________________________________________



Go the extra mile.

Week Two Implementation Plan All weekly activities assigned must be completed and approved by your manager.

Name: _________________________________________ Date: ___________________


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

WORKSHOP THREE

MOTIVATING YOURSELF INTO ACTION

http://billfields.com/



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


Always do your best. What you plant now, you will harvest

later.




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 __________________________



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.




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

___________________ ________________________



A creative person is motivated by the desire to

achieve, not by the desire to beat others.




Notes &

Things to Do


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!






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: ___________________


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:


4. My Listing Sold Objective for the next 12 months is:


5. My Qualified Buyer Appointment Objective for the next 12 months is:


6. My Buyer Controlled Sale Objective for the next 12 months is:


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.

break-out launching yourself to the...

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