OUR GOALS: To position you to be free from financial concerns.

1) Earn more by getting more consumers to

buy your product. 2) Keep more of what you earn. 3) Invest your earnings wisely.

Lead, follow or just get out of the way!

THE ULTIMATE GOAL:

To build a structured, systematized career that produces predictable , consistent results; results that harvest an incredible income stream. This career track eliminates stress and ensures at

least an 80% net profit.

Instead of constantly having to chase potential customers, we want to position you so that you

are the one being chased. Your job should be that of an “order taker.”

Year #1 - The chase/product introduction: Internet, sphere of influence, past clients/co-workers,

door knock/cold call, FSBO and Expireds, Open Houses, office generated – mostly focused on buyers

Year #2 – A lesser chase: Sphere of influence, Internet, FSBO and Expireds, Open

Houses, client base/bank, success on success, image building – repititons & more listing activity

Year #3 – Miminal chase: Repeat and referral, community image, client bank,

recognition & reputation, success on success -75% listing activity

Year #4 – No chase: Order taker!

Maintenance through repetitions & Internet leads

RELEASING THE WINNER WITHIN” TOPICS:

● BUILDING A CLIENTELE-BASED BUSINESS ● 99.7% EFFECTIVE LISTING PRESENTATION ● SELF PROMOTION – BECOME A SUCCESS MAGNET ● 5 HOUR BUYER SYSTEM/BUYER PRESENTATION ● OBJECTION RESPONSES ● WORKING EXPIRED LISTINGS & FOR SALE BY OWNERS ● SCRIPTS ● SYSTEMS, DICIPLINE & DELEGATION ● OPEN HOUSES ● INVESTMENT STRATEGIES ● BUSINESS PLANNING ● LEAD CONVERSION

DO YOU NEED TO MAKE CHANGES IN YOUR REAL ESTATE CAREER?

YOU MUST BE DISSATISFIED! SATISFIED PEOPLE SIT ON THE FRONT PORCH AND SIP ICE TEA. DISSATISFIED PEOPLE, UNLESS THEY

HAVE ACCEPTED DEFEAT, TAKE ACTION TO IMPROVE THEIR LIVES!

RESULTS DON’T LIE!

YOU MUST BELIEVE BEFORE YOU CAN ACHIEVE!

THE BIGGEST OBSTACLE TO SUCCESS IS THE LACK OF BELIEF IN ONE’S ABILITY TO BE SUCCESSFUL;

WHY MAKE THE EFFORT IF ONLY FAILURE IS

Success is not a single event. It is an accumulation of small achievements that, in sum total, form world conquering accomplishments.

FOCUS ON SMALL DAILY ACHIEVEMENTS – SMALL SUCCESSES PAVE THE PATH TO BELIEF & VICTORY!

YOUR SHIP IS NOT COMING IN!

YOU HAVE TO BUY THE RAW MATERIALS, BUILD YOUR BOAT, LAUNCH IT, PROVIDE THE FUEL,

DETERMINE A DESTINATION AND PILOT IT TO THAT DESTINATION.

ACCEPT THE RESPONSIBLILTY FOR YOUR OWN SUCCESSES OR FAILURES.

WHY NOT BUILD A MEGA-YACHT INSTEAD OF A DINKY DINGHY? YOU HAVE THE TALENT. YOU JUST NEED TO ACQUIRE THE SKILLS!

HAVE YOU EVER BUILT A HOUSE? DID THAT PROCESS INVOLVE ANY DEFERRED GRATIFICATION?

BUILDING ANYTHING OF VALUE TAKES TIME AND CONSISTENT EFFORT. YOU CAN INSTALL A MODULAR

HOME IN JUST A COUPLE OF DAYS BUT, ONCE COMPLETED, YOU’LL ALWAYS HAVE JUST A MODULAR

HOME. THE GRATIFICATION IS INSTANT BUT LACKS LONG-TERM VALUE.

YOU HAVE TO DEFER GRATIFICATION TO BUILD A CUSTOM MANSION BUT, ONCE COMPLETED, YOU OWN A

MANSION; A MANSION THAT WILL KEEP YOU SAFE, COMFORTABLE AND PROUD WITH JUST A LITTLE

CONSISTENT MAINTENANCE.

Building a bank of loyal clients is like building a house. Initially you must spend a lot of time and effort in the building process. Its not easy! But, once the construction is complete, just as a home keeps you comfortable and secure, a bank of loyal clients keeps your income consistent and secure.

After the client bank has been built, a little constant maintenance will keep the opportunities coming.

In our business, maintenance is simply consistent, repetitive exposure with a “value-added” theme.

SIMPLY STATED, WHAT WE ARE ASKING THAT YOU BECOME A “PEOPLE COLLECTOR.”

I BUILT MINE AS FOLLOWS:

YOU CAN BUILD YOURS:

● INTERNET CONTACTS ● SPHERE OF INFLUENCE ● PEOPLE YOU’VE WORKED WITH IN THE PAST ● LOCAL BUSINESSES ● TARGETED GROUPS ● FOR SALE BY OWNERS & EXPIRED LISTINGS

How many consumers do you need? 100 consumers = 3 closings annually For Example: 1,100 loyal consumers = 33 closings 1500 loyal consumers = 45 closings 3000 loyal consumers = 90 closings Define loyal? How many do you need?

THE FORMULA: Determine your average (gross) commission per transaction. Avg. house price range________($200,000)

X ____ (3%) avg. commission = (gross) earnings per closing________($6,000)

THE FORMULA:

b) Desired annual income (gross)_________($100,000)

÷ earning per closed side _________($6,000) = # of closed sides needed _________(17)

c) Total # of closed sides needed _________(17)

X 33 (need 33 targeted consumers to close one transaction) _________ (561)

TOTAL # OF NEEDED CONSUMERS _______ (550-600)

AUGMENTED CLOSINGS/CASH FLOW: WITH A LITTLE “SUCCESS” MARKETING THE TARGET NUMBER OF CLOSINGS WILL BE DRAMATICALLY INCREASED.

We have clients who are currently involved in a real estate exchange. Their sale escrow is closing this week. We are contacting you because you own a multi-family property in the area that is of interest to them. If you have given any thought to selling your investment, please call us at 530-221-4811 or e-mail Jim at drozcorp@snowcrest.net JIM & SUE THE DROZ CORP. 7495 Waterside Way, Redding, CA 96002 drozcorp@snowcrest.net 530-221-4811 DRE Lic #

WE HAVE A CLIENT INTERESTED IN BUYING AN INVESTMENT PROPERTY IN SHASTA COUNTY. HAVE YOU THOUGHT OF SELLING?

AUGMENTED CLOSINGS/CASH FLOW: EXAMPLES

How do the world’s most successful companies generate leads?

Why not duplicate what they have proven to work?

Product Marketing Mentality – An Intelligent Approach:

Product Marketing Mentality – An Intelligent Approach:

• Have a quality product • Introduce the product to targeted groups of consumers • Once introduced, never allow the consumer to forget the product • Promote every success

Once again, why not duplicate what the most successful have proven works?

WHAT IS IT YOU SELL? WHAT IS YOUR PRODUCT?

YOUR ONLY EXCLUSIVE PRODUCT IS - YOU

You are too smart to do things that don’t make sense! The litmus test for every “Results Driven” task should be sensibility.

Building a business vs. the treadmill: ● Every action builds long-term relationships. ● Every relationship results in residual income. ● The goal: Be the one chased instead of being the chaser.

WARNING: THE FOLLOWING IS A LOT OF

WORK BUT IS PROVEN TO CREATE CONSISTENT SUCCESS!

HOW MUCH DO YOU WANT IT?

ONCE AGAIN THE SYSTEM I WOULD USE IN TODAY’S MARKETPLACE – TARGETED CONSUMER

SOURCES

1) Internet leads 2) Sphere of Influence 3) People with whom worked in past 4) Target group(s) 5) Local businesses 6) Fsbo & Expired

A FIVE STEP SYSTEM:

• Build databases

• Letter/e-mail

• Call / face-to-face

• Letter/e-mail

•Repetitive exposure

WHY A CALL? IF YOU ARE NOT TALKING TO PEOPLE,

YOU ARE NOT MAKING MONEY. THE GOAL IS TO SPEND 70-80% OF YOUR

WORK DAY IN CONVERSATION!

INTERNET LEADS:

1) Call immediately (Spokeo, etc.) 2) Send a thank you e-mail 3) E-mail value-added information 4) E-mail additional properties 5) Automatically placed into TIM –

(personalization is an option) 6) Call on “determined” schedule

TIM IS A GREAT CLIENT MANAGEMENT SYSTEM.

IN ADDITION TO TIM, SYSTEMS A SIMPLE AS EXCEL, WORD, ETC. WORK WELL!

SCRIPT:

Mr. Jones, I apologize if I’m interrupting your day. I’m calling because you visited my HouseHunt.com website. I want to be sure the site provided all the information you need? Did you find what you wanted?

You are searching for a home in _____________. Is there any one home that piqued your interest? Can you provide me with more detail regarding the type of house you want? I will send new properties that fit your criteria as they come available.

Are you planning to move to our area? When will you be making that move? Do you have a home to sell where you are currently living?

Thank you for visiting my HouseHunt.com website. With your permission I’ll stay in touch. You are appreciated!

VALUE-ADDED E-MAIL:

1) SPHERE OF INFLUENCE:

Build a database of every person in your sphere of influence.

New agents send introductory letter. (Marketing tools > Letters >Prospecting > New agent letter)

Experienced agents send Sphere of Influence Letter. (Letters > Sphere of Influence)

Start and continue a drip system with every person in this group.

SOI LETTER: I am a little uncomfortable in sending this letter because our friendship (relationship, etc.) is extremely important to me. I wouldn’t want anything to come between us as friends. For that reason, I am writing instead of bothering you in person. As you (may) already know, I work with ____Realtors. The reason I’ve written is to ask for your help in making my business a success. If you have a real estate related need, or if you are aware of anyone who may want to buy or sell real estate, please let me know. I would really appreciate your referrals. I thank you for taking the time to read this letter. Please call if there is anything I can do to repay you. Thank you once again for your time and consideration. You are appreciated!

2) CLIENTS/CO-WORKERS FROM PAST:

Experienced Agent Relationship Renewal Letter: Webster defines friend as "a supporter; a well-wisher". By that definition of the word, I consider you to be a friend. An ancient proverb says: "Be not ungrateful to your old friend". It seems that for a time I have been so involved in the day-to-day business of marketing real estate that I have forgotten to stay in touch with "old friends". For that I apologize. I have very much missed the pleasure of making contact with the people that are important in my life. I hope that all is well with you, your family, and your friends. You can rest assured that I will be in touch more often in the future. Thank you for being a friend. You are appreciated!

New Agent Letter: Just a short note to share with you a new and exciting happening in my life. I have been searching for a career that would be enjoyable, stimulating, and rewarding. I also wanted a career that would allow me to be a positive influence in people’s lives. I have found that career! I am now affiliated with ABC Realtors in L.A. I chose real estate because it is everything I was looking for in a career. I chose ABC because it is by far the most effective and professional company. Becoming a Realtor was my goal. My new goal is to be your real estate consultant. I don’t expect you to allow me to be your agent just because I have asked. Having the opportunity to work with you is a responsibility that must be earned. I have never feared hard work. If there is anything that I can do to earn your respect and trust, if you ever have a real estate need, or if you just want some technical advice, please call. I would appreciate the opportunity to earn your confidence. Thank you in advance for your consideration. You are appreciated

Script key points: (This conversation is to last no longer than 3 minutes.) I’m sorry I have not stayed in touch. Sometimes I get so busy I forget to stay in touch with the people who are important to me. I have missed having the opportunity to talk with you and ________(spouse). How are things going for you and your family? Give the contact the time to talk about his/her interests. I apologize. I have another commitment. I will be staying in touch. Thanks for all your past and future support. Oh by the way, if there is anything I can do for you, or if you know of anyone who may want to buy or sell real estate, please let me know.

STAGE 3: START BUILDING RECOGNITION WITH TARGETED GROUP(S):

Choose a target group or groups. a) Prefer geographic location / Must like b) Study the turnover ratio (5 – 10%) c) Dominant agent or company?

2) Build a database of every person in your targeted group.

3) Initially place an item of value in front of the targeted consumers once every two weeks.

4) Door knock 7 – 10 doors daily (win-win scenario) until you have introduced yourself to every property owner in the targeted areas.

5) Follow each contact with a “thank you for being receptive letter.”

6) Continue the “drip” contacts until you accumulate enough wealth to retire.

TARGETED MARKET SCRIPT:

Mr. Jones, I apologize if I’m interrupting your day. I’m _________ I’ve stopped by to bring information to you regarding recent home sales and listings in your area. These are properties that have sold or are currently on the market in your neighborhood. I believe they reflect on the value of your home (hand information).

By the way, the market is really picking-up. We have more buyers than there are homes for sale. Have you thought of moving? Do you know anyone else who might consider moving?

I would appreciate having the opportunity to be your source of real estate information and service. If you have any questions or issues that I can help you with, please call me . . .

4) START BUILDING RECOGNITION WITH LOCAL BUSINESSES

Build a database of every business with whom you would like to develop a relationship.

Print all of the appropriate letters for everyone in this database (First and follow-up letters).

BUSINESS RELATIONSHIPS LETTER:

Congratulations on having one of the most successful ______ (Law firms, etc.) in our area. You have every reason to be proud of your many accomplishments. I, like you, have established a successful business locally. Because of great community support, I have become a very active real estate consultant in our city. It is my belief that we, as active business people in the same area, should do all we can to support each other. With this thought in mind, I propose that we establish a mutually beneficial relationship. If you would be willing to refer your clients that have real estate needs to me, I will refer my clients that have _____(legal, etc.) needs to you. Of course, client satisfaction has to be a priority for both of us. You can rest assured that the clients you send to me will have their every expectation met and exceeded. I ask only that you do the same for my clients. I will call you soon to schedule an appointment to further discuss this issue. Thank you for your consideration. You are appreciated!

4) Call all the business people to whom these letters have been sent. (See the script below)

Script key-points:

We both have established successful businesses. I propose we establish a mutually beneficial relationship. I will refer the clients who have needs your business can satisfy to you if you send customers to me that need my services. Is there a time when I can buy lunch for you to discuss this matter further? Thank you.

5) Schedule a meeting with the business owner to discuss your mutually beneficial proposition.

6) Follow the meeting with a “Thank You” letter.

7) Enter the owner into your drip system. Stop by the business at least once monthly to deliver Referral cards and other appropriate marketing items.

HELPFUL HINT:

Build a work schedule – stick to this schedule: (Share your schedule) Monday ___________ to _____________ Tuesday ___________ to _____________ Wed / Thurs ___________ to ___________ Friday ___________ to ______________ Saturday ___________ to _____________ Sunday ___________ to _______________

Instant gratification is real estate’s “kiss of death.”

For tomorrow to be better than today, you must think today about tomorrow! What are you

building? You cannot build a NET 7 figure annual income

if your focus is on immediate gratification!

THANK YOU!