That is where Automating Your Action Plans come in.

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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 1

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: [email protected]

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Are We Busy?

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.

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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

What is Our True Missed Opportunity?

Notes:

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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

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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:

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Benefits of Systematization

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?

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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

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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:

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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

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!

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Setting Up Your Action Plans

• Set Up the Next Plan

• This is What a Sample Plan Looks Like

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Write Out Your Action Plans

See the worksheet on the next page

Notes:

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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.

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Profits

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Welcome!

To the

Sales & Marketing

Webinar Summit

brought to you by:

REALTOR® University’s School

of Professional Development

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Today’s course Handouts can be found at:

Automate Your Business for Higher Profits

ACTION PLANS

Instructions to set up an action plan.

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• 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

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Today’s course Handouts can be found at:

www.learninglibrary.com/handouts

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Today’s course Handouts can be found at:

www.learninglibrary.com/handouts

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Today’s course Handouts can be found at:

www.learninglibrary.com/handouts

Are You Busy?

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Today’s course Handouts can be found at:

www.learninglibrary.com/handouts

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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

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Today’s course Handouts can be found at:

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

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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!

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Today’s course Handouts can be found at:

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

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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

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Today’s course Handouts can be found at:

Stop the Roller Coaster Ride

• If we have to Remember To do Something, It

probably won’t get done

• 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

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3 things to Remember

• Create a Contact Management System

• Feed it Every Day

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Today’s course Handouts can be found at:

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

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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

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Today’s course Handouts can be found at:

Automate Your Business

• Good Contact Management is 50k year Assistant

• Series of Events will Happen

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Contact Management System

ACTION PLANS

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Today’s course Handouts can be found at:

www.learninglibrary.com/handouts

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Today’s course Handouts can be found at:

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Contact Management System

• Action Plans

• Daily,

it will tell you (for example)

– You have 127 letters to print (it prints

them out with labels ready for you to send)

– 32 emails to send

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Today’s course Handouts can be found at:

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Your Dashboard

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Today’s course Handouts can be found at:

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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

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Today’s course Handouts can be found at:

Types of Action Plans

• FSBO

• Expired

• Potential Buyers

• Potential Sellers

• General Contacts –Not Buyer or Seller

• Current Sellers – New Listing till Contract

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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

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Today’s course Handouts can be found at:

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

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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}

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Today’s course Handouts can be found at:

Setting Up Blank Documents

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Setting Up Blank Documents

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Today’s course Handouts can be found at:

Setting Up Blank Documents

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Setting Up Blank Documents

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Today’s course Handouts can be found at:

Setting Up Blank Documents

• Click “save”

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Setting Up Blank Documents

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Today’s course Handouts can be found at:

Setting Up Blank Documents

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This is a good one

to Start With and

Edit

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Today’s course Handouts can be found at:

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Today’s course Handouts can be found at:

Setting Up Your Action Plan

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Setting Up Your Action Plan

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Today’s course Handouts can be found at:

Setting Up Your Action Plan

• Select Create a New Activity for the 1

st

_{Action Item}

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Setting Up Your Action Plan

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Today’s course Handouts can be found at:

Setting Up Your Action Plan

• Next Item is Letter (in this plan). Select Letter

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Setting Up Your Action Plan

• Select Your New Action Plan from the List

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Today’s course Handouts can be found at:

Setting Up Your Action Plan

• Select the How Many Days After the Plan Starts that You would Like

the Item to Print

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Setting Up Your Action Plan

• Next Letter is Set Up to Print 8 Days Later

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Today’s course Handouts can be found at:

Setting Up Your Action Plan

• Set Up the Next Plan

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Today’s course Handouts can be found at:

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Today’s course Handouts can be found at:

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

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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

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Today’s course Handouts can be found at:

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Today’s course Handouts can be found at:

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

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Today’s course Handouts can be found at:

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

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Today’s course Handouts can be found at:

Time Blocking 20%

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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

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Today’s course Handouts can be found at:

Samples of plans, letters, videos &

MORE

Go to:

www.kornteam.com/

nar

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