Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits Topic: Automate Your Business for Higher Profits Who is Brad Korn & The Korn Team? #1 in sales for 10 years in a row Keller Williams Eastland Office Top 10 in Keller Williams Greater Heartland 7 State Region National Trainer/Speaker on Keller Williams International Faculty. Founding member with John Maxwell Team Featured on 2 episodes of HGTV's, "My House is Worth What?" March 2007 featured as Howard Brinton's StarPower Star of the month Interview. Speaker/Trainer/ and now, owner for CyberStars (Nationally recognized for technology in Real Estate) Certified Business Coach for MAPS, coaching company Featured in Realtor Magazine, April 2002, Website chosen as Top 10 Most Profitable Websites. Winner of National "Who's Gonna Make it Big" Listing Marketing Contest with HomeStore.com and Realtor.com Speaker/Trainer for Several Real Estate Functions, including several WCR (Women's Council of Realtors) and Regional Conferences in Missouri and Florida. Participate If there is anything you want to know about automated action plans in your CRM that is not included in this action guide, email your questions to The Korn Team with "NAR Action Plan Webinar" in the Subject line or find out how you can schedule a one on one coaching call with Brad. We ll do our best to address your issues. Email: brad@kornteam.com Phone: 816-224-KORN (5676) Fax: 913-563-6835 REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 1
Are We Busy? Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits Heck Yes! Your To Do List as an active Realtor is out of control? On any given day we have found that the average agent has 10 clients at one time that they are actively working with. AND with each client you have between 10-20 tasks to complete in order to meets those clients needs. Add that up and that is anywhere between 100 to 200 tasks that need to be done on any given day. At that rate it is very easy for things to begin to slip through the cracks without a system to manage them all. That is where Automating Your Action Plans come in. REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 2
Webinar Summit, Feb 27th, 2014 What is the Challenge? Automate Your Business for Higher Profits We Work Hard to get in Front of People Every Day We Spend Money to Get a Lead to Call Consumers are Playing Game of Elimination Terrible at Follow Up We Do Not Master the Skills Necessary to Convert More from Less We are in reaction mode most of the time Once we get the business, we want to deliver incredible service to increase repeat and referral business A real estate transaction can be different every time, and there is a lot to remember to do What is Our True Missed Opportunity? Notes: Stop the Roller Coaster Ride " If we have to Remember To do Something, It probably won t get done" quoted by Brad Korn Without an Automated Follow up, In one year from now, you will be doing the same 24 Transaction over again, leaving 122 Opportunities on the Table REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 3
Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits 3 Things to get off the Roller Coaster of Real Estate Create a Contact Management System Feed it Every Day Communicate with it Consistently and Persistently What is a Contact Manager Consist of Not Just a Rolodex Want to get More Information than Just Email Keep Notes of Conversation Do They Have a Family Do They Have Pets What are Their Hobbies Reminds You when to Follow Up What is a Contact Manager Consist of Automated Series of Events Automatically Sends Emails Reminds You when to Call Automatically Prints Letters Reminds You when to Stop By Work or Home Reminds You when to Post Comment on Social Media On Birthdays Reminds to Call, Send Card, Visit Notes: REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 4
Webinar Summit, Feb 27th, 2014 Benefits of Systematization Automate Your Business for Higher Profits 1. Consistency Systematized marketing action plans deliver your branding and Unique Selling Proposition in a nearly identical fashion to potential clients every time. It also helps assure that your monthly newsletter goes out on time each month, every month. Customers come to expect it and it sends a strong message about your professionalism. 2. Predefined The scripts, letters, notes, and other mailing pieces you use in your plans are premade. All you have to do is internalize a message once to be able to deliver it countless times. Items that you mail exist as premade templates. You only have to do a mail-merge or fill in the pertinent contact information before sending the piece. You don t have to reinvent the wheel! 3. Repeatable The more you use your scripts for phone calls and visits, the better you will get at delivering them. Once you fi nd printed mailing pieces and items of value that work for you, you can continue to use them to drive business to you indefinitely. Knowing that you will use marketing materials repeatedly over time also allow you to purchase them in greater volume and reduce your cost per item. 4. Automatic If you apply the systematic marketing plans within a Contact Management System, the CMS will automatically prompt you when it s time to do each activity you ve assigned in your plan. Once you ve decided which marketing pieces to use such as calendars, sports and quick tips, etc. Build a 20-Lane Highway Building a 20 Lane Highway If you got 10 new listings today, how would your current system handle the load? How long would it take you to get all the marketing done? What is your current system? Find the systems or people who are successfully operating at a level of business you would like to be at. Build your system as if you are already accomplishing your Someday Goal. REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 5
Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits Contact Management System Dashboard 1. New Leads Tracking your new business that has been capture by your intake forms 1. Calls Tells you what calls need to be made today 1. Letters The drip pieces in between your phone calls to keep your brand in front of your contacts 1. Emails More drip pieces 1. To Do's Reminders to touch more, start next plans, etc. Setting up your Action Plans Types of Action Plans FSBO Expired Potential Buyers Potential Sellers General Contacts Not Buyer or Seller Current Sellers New Listing till Contract Current Buyers Just Started Looking to Contract Buyers & Sellers from Contract to Closing REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 6
Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits Series of Events Day ZERO Send Handwritten Thank You Day SEVEN Send Resume/Letter of What You Do Day FOURTEEN Send Email Day TWENTY ONE Send Letter/Report/Local Info Day TWENTY EIGHT Make Phone Call Day THIRTY FIVE Send Email Day FORTY TWO Send Letter Day FORTY NINE Send Item of Value Day FIFTY SIX Call Notes: REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 7
Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 8
Webinar Summit, Feb 27th, 2014 Design your Plan on Paper Design your plan on paper What does it look like? Tip: no more than 7 emails Tip: more personal touch the better Phone calls and drop by s will amplify your mailings TEN FOLD Automate Your Business for Higher Profits Set Up Blank Documents First Step is to Create Blank Documents and Save Them Neutral Titles (so content can be changed) Set up the Plan and Schedule Activities Copy & Paste the Content Don t worry about whether or not you like it right now. Just get the plan started. You can always change it later! Notes: REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 9
Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 10
Webinar Summit, Feb 27th, 2014 Setting Up Your Action Plans Set Up the Next Plan This is What a Sample Plan Looks Like Automate Your Business for Higher Profits Notes: Notes: REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 11
Webinar Summit, Feb 27th, 2014 Write Out Your Action Plans See the worksheet on the next page Automate Your Business for Higher Profits Notes: Setting Up Action Plans for All Your Checklists Follow up Plans Prospective Buyers Prospective Sellers FSBOs Expireds Generic plan for anyone not in these groups New List to Offer Contract to Close Notes: Notice While Brad Korn has taken due care in the preparation of the coaching program, the material contained herein reflects the practices of the coaches and is not necessarily the best practices promoted by NAR, Realtor University. We cannot guarantee the accuracy of the materials. Brad Korn makes no warranties, either express or implied, with regard to the information and programs presented in this manual. Brad Korn will not accept liability for any loss or damage of any kind that you incur as a result of the use of any content provided by the Sales & Marketing Webinar Summit. Brad Korn therefore cautions you not to assume that the results of this exercise bear any relation to the financial performance you can expect as a Realtor. REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 12
Webinar Summit, Feb 27th, 2014 Automate Your Business for Higher Profits REALTOR University Webinar Summit with Brad Korn www.coachkorn.com Free Resource Site: www.kornteam.com/nar 13
Welcome! To the Sales & Marketing Webinar Summit brought to you by: REALTOR University s School of Professional Development & Continuing Education Today s Today s course Handouts can can be be found found at: at:
Automate Your Business for Higher Profits ACTION PLANS Instructions to set up an action plan. This is using Online Agent, Top Producer & eedge however very similar in other Databases
22 years in Real Estate Winner of National Realtor.com Marketing Contest Howard Brinton s StarPower Star 2007 President/Owner of CyberStars Featured on HGTV, Radio, Real Estate Magazine and many other National Publications Nationally Certified Business Coach with MAPS Coaching John Maxwell Founding Member International Trainer & Speaker KW International Faculty Featured in National Publications Realtor Magazine: Top 10 Most Profitable Website & Couple in Real Estate
Are You Busy? 4
Are You Busy? 5
Are You Busy? 6
Are You Busy? 7 Get Great Return from Your Database with Automated Personal Touches
Are You Busy? 8 Get Great Return from Your Database with Automated Personal Touches
Are You Busy? 9 Get Great Return from Your Database with Automated Personal Touches
HECK YES we are BUSY!!!! 10
What Is the Challenge We work hard to get in Front of People Every Day We Spend Money to Get a Lead to Call Consumers are Playing Game of Elimination Terrible at Follow Up We Do Not Master the Skills Necessary to Convert More from Less We are in reaction mode most of the time Once we get the business, we want to deliver incredible service to increase repeat and referral business A real estate transaction can be different every time, and there is a lot to remember to do
Ongoing Issue Building a Consistent Business Get 10 Leads this Month 2 Ready to do Something Now or Very soon 8 Just Starting the Process You will be Busy Working with the 2 Active for the next couple Months Repeat the Process Again Next Month 10 more leads 2 more Ready Now 16 Leads Have are on the BackBurner In Just 3 Months You have 6 new clients and 2-8 Months Work 24 Leads that You May Never Get Back in Touch with
Congratulations You Did Good 6 New Active Clients for Your First Quarter is Really good On Track for 24 Sales this Year If Half are Listings Listing Generates 1 new Buyer for Each Listing That would be 36 Transactions a Year Good is the enemy of GREAT! Good is the Enemy of Great
Lost Opportunity What is your Lost Opportunity You Met and/or Talked to Total 120 People Converted 24 Missed 96 If Half were Listings 48 Listings Generate one Buyer Lead..48 More Deals Total Lost Opportunity of 144 Transactions
NAR Statistics People Move Every 5-10 years. 122 Leads 24 will Move This Year 24 More will Move Next year 24 in Three Years What if Every Year You Could Continue to Do 24 New Transactions AND Add 24 More This Year 24 Transactions Next year 48 Transactions Three Years From Now 72 Transactions
Stop the Roller Coaster Ride If we have to Remember To do Something, It probably won t get done Quoted by Brad Korn Without an Automated Follow up, In one year from now, you will be doing the same 24 Transaction over again, leaving 122 Opportunities on the Table
3 things to Remember Create a Contact Management System Feed it Every Day Communicate with it Consistently and Persistently
What is Contact Management Not Just a Rolodex Want to get More Information than Just Email Keep Notes of Conversation Do They Have a Family Do They Have Pets What are Their Hobbies Reminds You when to Follow Up
Advanced Contact Management Automated Series of Events Automatically Sends Emails Reminds You when to Call Automatically Prints Letters Reminds You when to Stop By Work or Home Reminds You when to Post Comment on Social Media On Birthdays Reminds to Call, Send Card, Visit
Automate Your Business Good Contact Management is 50k year Assistant Series of Events will Happen You Just Hit the Start Button
Contact Management System ACTION PLANS How to Automate Your Business and Automate Your Personal Touch 21
Where Do You Get Results? 22
Consistent Pre-defined Repeatable Automatic Benefits of Systematization 23
Adopt a System for Completing Your 20%
Action Plans Daily, it will tell you (for example) Contact Management System You have 127 letters to print (it prints them out with labels ready for you to send) 32 emails to send 12 calls to make
Your Dashboard
Your Dashboard Choose Mail Library or Email Library
Customize Your Action Plans
Series of Events Day ZERO Send Handwritten Thank You Day SEVEN Send Resume/Letter of What You Do Day FOURTEEN Send Email Day TWENTY ONE Send Letter/Report/Local Info Day TWENTY EIGHT Make Phone Call Day THIRTY FIVE Send Email Day FORTY TWO Send Letter Day FORTY NINE Send Item of Value Day FIFTY SIX Call Start on New Plan
Types of Action Plans FSBO Expired Potential Buyers Potential Sellers General Contacts Not Buyer or Seller Current Sellers New Listing till Contract Current Buyers Just Started Looking to Contract Buyers & Sellers from Contract to Closing
31 Get Great Return from Your Database with Automated Personal Touches
Design Your Plan Design your plan on paper What does it look like? Tip: no more than 7 emails Tip: more personal touch the better Phone calls and drop by s will amplify your mailings TEN FOLD
Set Up Blank Documents First Step is to Create Blank Documents and Save Them Neutral Titles (so content can be changed) Set up the Plan and Schedule Activities Copy & Paste the Content Don t worry about wether or not you like it right now. Just get the plan started. You can always change it later!
Examples of content Free moving truck & free moving boxes with team logo on them 101 Ways to Tell a Child You Love Them Search FREE Properties on kornteam.com The Right Advice Can Save Time and Money Chicken Soup for the Soul story One of your successful real estate stories 50 Things You can Do with Alberto
Setting Up Blank Documents Select Add and Name your New Plan
Create a New Document Setting Up Blank Documents
Setting Up Blank Documents Set up letterhead, Merge Fields, etc
Setting Up Blank Documents Add in Your Preferred Merge Codes
Click save Setting Up Blank Documents Keep Letter Name Generic, click save and click ok
Setting Up Blank Documents Next Letter, select copy, save & rename
Setting Up Blank Documents Copy and Rename all Your Letters from Your Designed Plan
Customize Your Action Plans This is a good one to Start With and Edit
Customize Your Action Plans
Customize Your Action Plans
Setting Up Your Action Plan Go to Setup and Click Plan Setup
Setting Up Your Action Plan Create New Plan & Save Action Plan
Setting Up Your Action Plan Select Create a New Activity for the 1 st Action Item Then set up the Appropriate Activity Based on your Written Out Plan
Setting Up Your Action Plan Give Activity a Name, and Select the Perform event days and select Enter Next to add the next Action Item.
Setting Up Your Action Plan Next Item is Letter (in this plan). Select Letter Click Select Letter Template
Setting Up Your Action Plan Select Your New Action Plan from the List Double Click to Select Your Letter from the List
Setting Up Your Action Plan Select the How Many Days After the Plan Starts that You would Like the Item to Print Select Enter Next for Next Action Item
Setting Up Your Action Plan Next Letter is Set Up to Print 8 Days Later Repeat for Each Action Item. AND REMEMBRER to Set Up One Last Item
Set Up the Next Plan Setting Up Your Action Plan This is What a Sample Plan Looks Like
Add the People to Your New Plan
Set Up Plans in Advance Design your plan on paper What does it look like? Tip: no more than 7 emails Tip: more personal touch the better Phone calls and drop by s will amplify your mailings TEN FOLD
Example 8 x 8 0 days write handwritten note 1 day after send letter Resume 8 days after send letter 15 days after send letter 22 days after phone call 28 days after letter 35 days after letter 42 days after send an item of value 49 days after phone call 49 days after set up 33 touch (or next plan)
Write Out Your Plan
Write Out Your Plan
Set Up Plans for All Checklists Follow up Plans Prospective Buyers Prospective Sellers FSBOs Expireds Generic plan for anyone not in these groups New List to Offer Contract to Close
BONUS TIPS 75
Special Tips ALWAYS add one more step Have Three Different Plans Duplicate your plans Set up one as ALL MAIL Set up one as ALL E-MAIL Set up one as Mail/Email mix Cut postage in half Build Letterhead into the letter
Time Blocking 20% Schedule your ON time
Implement Put yourself in your system Add yourself as a contact Start yourself on each plan Do a search on each website & register self as lead Track where your lead comes in Test your alerts Put Coach and Accountability Buddy on your plan
FREE Resources Samples of plans, letters, videos & MORE Go to: www.kornteam.com/nar
Thank you for attending! The Sales & Marketing Webinar Summit has been brought to you by: REALTOR University s School of Professional Development & Continuing Education Visit RealtorU.com to find out more about continuing education, designation & certification courses and other professional development resources available to you. Today s course Handouts can be can found be at: found at: