Lead Generation 36:12:3. KWConnect Supplements

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K e l l e r W i l l i a m s U n i v e r s i t y

Lead Generation 36:12:3—Your Mission

Lead Generation

36:12:3

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Preface Lead Generation 36:12:3, KWConnect Supplements

Notices

While Keller Williams Realty International (KWRI) has taken due care in the preparation of all course materials, we cannot guarantee their accuracy. KWRI makes no warranties either expressed or implied with regard to the information and programs presented in the course or in this manual.

This manual and any course it’s used as a part of may contain hypothetical exercises that are designed to help you understand how Keller Williams calculates profit sharing contributions and distributions under the M.O.R.E. System, how Keller Williams determines agents compensation under the Keller Williams Compensation System, and how other aspects of a Keller Williams Market Center’s financial results are determined and evaluated. Any exercises are entirely hypothetical. They are not intended to enable you to determine how much money you are likely to make as a Keller Williams Licensee or to predict the amount or range of sales or profits your Market Center is likely to achieve. Keller Williams therefore cautions you not to assume that the results of the exercises bear any relation to the financial performance you can expect as a Keller Williams Licensee and not to consider or rely on the results of the exercises in deciding whether to invest in a Keller Williams Market Center. If any part of this notice is unclear, please contact Keller Williams’ legal department.

Material excerpted from The Millionaire Real Estate Agent appears courtesy of McGraw Hill Publishers. The Millionaire Real Estate Agent is copyright © 2003-2004 Rellek Publishing Partners LTD. All rights reserved

Copyright notice

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Lead Generation 36:12:3, KWConnect Supplements Preface

The following “Help us help you!” is included in Lead Generation 36:12:3, Introduction: The Power of One. Please call students’ attention to it when they encounter it in class. The student will enter their Start Date of Lead Generation 36:12:3 in their profile on the KW intranet White Pages.

This information will allow KWU and KWRI to track the impact Lead Generation 36:12:3 has on productivity and allow us to continue to make improvements to the training program.

Thank you for your assistance in getting this accomplished!

Help us help you!

Please take a moment to let us know that you have enrolled in Lead Generation 36:12:3.

1. Login to http://intranet.kw.com

2. Select White Pages

3. Select My Profile

4. Enter your Start Date for the Lead Generation 36:12:3 program

Once you provide us with this information, we’ll be able to partner with you as you work toward your productivity goal of 36 transactions in 12 months—through a focus of 3 hours of daily lead generation. Besides providing us with data that we can use to create rewards and recognition for your achievements, this information will help us determine how we can make the course content and design even better!

Please give us your feedback about the course and about your lead generation activities. Send us an email at [email protected].

Thank you!

Keller Williams University

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Lead Generation 36:12:3, KWConnect Supplements

How to Use 36:12:3

Supplements

Using KWConnect in the classroom is a powerful tool for any instructor. You can set up a concept, reinforce material, or summarize a topic. Video is also a great way to stimulate attendees.

Below are recommendations for the videos you will find on KWConnect. Keep in mind that these are suggestions. There are many different ways you can use this material. We encourage you to take the time to watch the videos before class to see where they will fit best into your classroom experience.

Power Session 1—Building Validity and Positioning

Newscast

This newscast can be used as an in-class exercise. We suggest you play it as part of step 5 (page 30). Agents can then brainstorm and/or share their USPs.

Page Reference: 30–34

What’s a USP?

This example can be played before the exercise on page 31. In this video, Rick Geha explains a USP (Unique Selling Proposition) and top agents share theirs.

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Lead Generation 36:12:3, KWConnect Supplements

Power Session 2—Prospecting

Newscast

This newscast should be used at the beginning of the class or as homework. Challenge the agents to answer the following questions after they watch the video.

• How do your lead generation activities compare to those agents featured in the video? • How do you truly feel about prospecting? Do you have a healthy perception?

How do I approach, connect, and ask?

This demonstration refers to “The Three Steps to Prospecting.” Kurt Buehler walks through a FSBO call. Each step is indicated by a graphic (approach, connect, and ask).

There are a few ways you can use this video. You play this at the end of the Power Session or before the exercise on page 34. Alternatively, you could use this at the beginning of each step, or after you have taught the steps (approach–29, connect–31, and ask–35).

Need a script for prospecting around a listing?

This demonstration can be used to help students who need an example or reinforcement.

Page Reference: 55

Power Session 3—Marketing

Newscast

This newscast focuses on the difference between marketing and prospecting. We suggest you use this at the beginning of the class to set up and reinforce the differences.

This video focuses on touches. You could also play it at the end of the “Systematic Marketing” section.

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Power Session 4—Leveraging a Powerful Contact Database

Newscast

This newscast can be played to set up this topic at the beginning of class. You could also play it at the end, and then do Aha’s for the day.

Power Session 5—Working with Mets

Newscast

This newscast can be played to set up this topic at the beginning of class. You could also play it at the end, and then do Aha’s for the day.

Power Session 6—Farming

Newscast

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Power Session 7—Open Houses

Newscast

This newscast can be played to set-up this topic at the beginning of class. You can also suggest that agents watch it at home. The video provides insight on how other experienced agents work their open houses.

What goes on after an open house?

In this example, Chad Goldwasser walks through what he does after an open house. This session is good to use after you talk about the steps an agent should take after an open house. After the video, you can facilitate Aha’s.

Direct mail for open houses?

In this video, Ron Cathell walks you through his direct mail campaign for his open houses. If your class is interested in mail-outs, this would be a good piece to watch. You could also suggest that if they are interested in this subject, they can watch this particular segment on their own.

Power Session 8—FSBOs & Expired Listings

Newscast

This newscast can be played to set up this topic at the beginning of class. You can also suggest that agents watch it at home. It will provide reinforcement and clarification on the subject.

What approach should I use—Direct or Indirect?

In this video, Dave Jenks talks about the differences between the two approaches. This video will be good to view and facilitate a group discussion.

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Power Session 9—Agent-to-Agent Referrals

Newscast

This newscast can be played to set up this topic at the beginning of class. You can also suggest that agents watch it at home. It will provide reinforcement and clarification on the subject.

Power Session 10—Lead Conversion

Newscast

This newscast can be played at the end of the class to recap the Power Session. You can then facilitate Aha’s. You can also suggest that agents watch it at home. It will provide reinforcement and

clarification on the subject.

How do I convert leads to appointments?

In this demonstration, Cindy Baglietto converts leads to appointments and explains her strategy. Keep in mind, Cindy’s calls are in an audio format, but her explanation for each is in a video format.

This could be used at the end of page 51 as an exercise to recap what students have learned. You could listen to the audio, have Aha’s, then listen to Cindy’s explanation. If you have limited time, you can listen to one call, and suggest your students listen to the others at home.

How do I call a FSBO?

In this video, Teri Brenkus walks through a FSBO call. If your class is interested in scripts, this would be a great video to watch. It’s divided into five segments. You can also suggest agents watch it at home. It will provide reinforcement and clarification.

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Power Session 11—Living Your Goals

Newscast

We suggest you watch this video at the beginning of your class to set up the subject. You could also suggest that students watch it at home whenever they need to get focused and encouraged. What’s a Big Why?

This video would be great to play before the exercise on page 10. Rick Geha explains what a Big Why is, then top agents share theirs. You could also play this at the end of the session, and have your agents share their Big Whys.

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Lead Generation 36:12:3. KWConnect Supplements

Lead Generation

36:12:3

Notices

Table of Contents

Help us help you!

How to Use 36:12:3

Supplements

Power Session 1—Building Validity and Positioning

Power Session 2—Prospecting

Power Session 3—Marketing

Power Session 4—Leveraging a Powerful Contact Database

Power Session 5—Working with Mets

Power Session 6—Farming

Power Session 7—Open Houses

Power Session 8—FSBOs & Expired Listings

Power Session 9—Agent-to-Agent Referrals

Power Session 10—Lead Conversion

Power Session 11—Living Your Goals