Week One of Becoming a Star Producer Monday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) Tuesday Create an agent profile/bio sheet. Scan, email and fax to manager/coach. Log in to your personal website: YourName.ViewCincinnatiHomes.com. Set up your profile details and email alerts (see How To #9). **Your ViewCincinnatiHomes.com domain name can be redirected to any domain name you that you purchase. Instructions to redirect your ViewCincinnatiHomes.com domain to one purchased through GoDaddy.com (see How To #10). Select a property to shadow for an open house. Check with manager/coach to schedule your floor schedule for the week and to shadow an agent on floor. Schedule MLS training & Online Orientation. Set up Star One email on your mobile devices. Attend sales meeting & tour. Attend a Broker/Builder open house in your market area. Create a Realtor.com agent profile (see How To #11) and also Zillow & Trulia profiles. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). Set up your MLS profile. Wednesday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6).
Have lunch with a NRL Mortgage & Prime Lending loan officer. Ask them to prepare a mortgage information sheet for your open house. Contact neighbors inviting them to your open house on Sunday. Prepare Statistic Sheet (addendum #4) Watch 4 Getting Started with Market Leader videos. Develop a Social Media plan ~ Facebook, LinkedIn, Twitter, etc. link your social media accounts to Circle Pix Social. (K) Request to be a member of Star One Agents Only on Facebook. (L) Thursday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). Friday Prepare a CMA on the property you will be holding open and complete a Purchase Contract. Review/roll play with your office manager/coach. Put up signs advertising your open house. Post your open house on Social Media. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). Saturday Add profile/bio sheet to StarOne.com and ViewCincinnatiHomes.com. Prepare for your open house: sign in sheets, special feature brochures, mortgage information from NRL Mortgage and/or Prime Lending and (optional) some treats. Complete any and all tasks that were not finished this week. Complete announcement card mailing. Take time off honestly.
Sunday Put out directional arrows and balloons. Host open house. Tour 2-3 open houses in your market area. Complete addendum #2 and turn into your manager/coach. Week Two of Becoming a Star Producer Monday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) Tuesday Select a property for an open house and enter into MLS. Send email marketing piece to local Realtors thru Client Connect/Market Leader Business Suite. Watch the Market Leader Power Hour webinar on Craigslist. Create and post Craigslist ad for your upcoming open house. Contact FSBO/expired listings until you get an appointment. Check your floor schedule for the week and be prepared for your assigned time. Post article on Social Media. Attend sales meeting and tour. Attend a Broker/Builder open house in your market area. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6).
Prepare a CMA on the FSBO/expired listing you will be visiting this week. Watch the Market Leader Power Hour webinar on 10 Days of Pain. Wednesday Thursday Prepare your Listing Presentation. Roll play with your manager/coach. Prepare Listing Agreement on the FSBO/expired listing that you are going to visit this week. Review with your manager/coach. Prepare Seller s Net on the FSBO/expired that you are going to visit this week. Review with your manager/coach. Watch the Market Leader Power Hour on Capture More Clients with Your Website Contact neighbors about your open house. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) Friday Put up signs advertising your open house. Post your open house on social media. Prepare a CMA on the property you are holding open and complete a Purchase Agreement. Review with your manager/coach. Watch the Market Leader Power Hour webinar on Impress New Leads and Win More Transactions. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). Prepare for your open house: sign in sheets, special feature brochures, mortgage information from NRL Mortgage and/or Prime Lending and (optional) some treats.
Roll play listing presentation with manager/coach. Watch the Market Leader Power Hour on Top 5 Strategies for Success. Saturday Sunday Present listing presentation to FSBO/expired listing. Complete items not done previously. If you do not have floor time or a buyer take time off honestly. Put out directional arrows and balloons. Host open house. Contact everyone who came through your open house today to see if you can help them find a home. Register them in Star One Mobile MLS. Follow up with listing agent/seller with feedback from open house. Complete addendum #2 and turn into your manager/coach. Week Three of Becoming a Star Producer Monday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). Select a property for an open house and enter into MLS. Send email marketing piece to local Realtors thru Client Connect/Market Leader Business Suite. Create Craigslist ad and post. Contact FSBO/expired listings until you get an appointment. Send a thank you to open house attendees. Add to your referral book of business. Set up buyers in Market Leader Business Suite, client portal and Star One Mobile MLS. Email invitation. (K) Check your floor schedule for the week and be prepared for your assigned time. (L) Post article on Social Media. (M) Watch a Market Leader Power Hour webinar. (N)
Tuesday Attend sales meeting & tour. Attend a Broker/Builder open house in your market area. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) (L) Prepare a CMA on the FSBO/expired listing you will be visiting this week. Review with office manager/coach. Review client portal activity. Contact buyer to discuss. Watch a Market Leader Power Hour webinar. Wednesday Make calls until you get an appointment. Send a thank you to the people you talked to (see addendum #6). Prepare your Listing Presentation. Roll play with your manager/coach. Prepare Listing Agreement and Seller s Net on the FSBO/expired listing that you are going to visit this week. Review with your manager/coach. Take an experienced agent for coffee (see addendum #3). Contact neighbors about your open house. Have a NRL Mortgage & Prime Lending loan officer prepare a mortgage information sheet for your open house. (K) Have your buyer contact Summit Funding loan officer to get pre-approved. (L) Watch a Market Leader Power Hour webinar. (M) Thursday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). Put up signs advertising open house. Post open house on social media.
(K) (L) (M) (N) Prepare a CMA on the house you will be holding your open house and complete a Purchase Agreement. Review your listing presentation for your FSBO/expired listing appointment. Review client portal activity. Contact buyer to schedule showings for Saturday. Schedule your weekend buyer showings. Watch a Market Leader Power Hour webinar. Friday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) (L) Saturday Sunday Prepare for your open house: sign-in sheets, special feature brochures, mortgage information from NRL Mortgage and/or Prime Lending and (optional) some treats. Follow up with FSBO/expired listings previously contacted. Review /Update listing presentation (Can be found on Star One s Intranet documents page). Print MLS sheets for client showings tomorrow. Watch a Market Leader Power Hour webinar. Present listing presentation to FSBO/expired listing. Show homes to buyer. Complete any task that were not finished this week. If you do not have floor time or a buyer, take time off honestly. Put out directional arrows and balloons. Host open house. Follow up with listing agent/seller with feedback from open house. Contact everyone who came through your Open House today to see if you can help them find a home. Register them in Star One Mobile MLS. Complete addendum #2 and turn into your manager/coach. Provide showing feedback to listing agents.
Week Four of Becoming a Star Producer Monday Add two people to your referral book of business (see addendum #1). Make calls until you get an appointment. Send a thank you to the people you talked to (see addendum #6). Select a property for an open house and enter into MLS. Send email marketing piece to local Realtors thru Client Connect/Market Leader Business Suite. Create and post Craigslist ad for your open house. Set up buyers from open house in Market Leader Business Suite, client portal and Star One Mobile MLS. Email invitation. Send a thank you to the open house attendees. Add to your book of business. (K) Check your floor schedule for the week and be prepared for your assigned time. (L) Post article on Social Media. (M) Watch a Market Leader Power Hour webinar. (N) Tuesday Attend sales meeting & tour. Attend a Broker/Builder open house in your market area. Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) (L) Prepare a CMA on the FSBO/expired listing you will be visiting this week. Review client portal activity. Contact buyer to discuss. Watch a Market Leader Power Hour webinar. Wednesday Take 1 hour to review the past 23 days of prospecting activity; what worked, and what has not worked. Make notes to put in your business plan. Make calls until you get an appointment. Send a thank you to the people you talked to (see addendum #6).
Prepare your Listing Presentation. Roll play with your manager/coach. Prepare Listing Agreement and Seller s Net on the FSBO/expired listing that you are going to visit this week. Review with your manager/coach. Take an experienced agent for coffee (see addendum #3). Contact neighbors about your open house. (K) Have a NRL Mortgage & Prime Lending loan officer prepare a mortgage information sheet for open house. (L) Have your buyer contact NRL Mortgage or Prime Lending loan officer to get pre-approved. (M) Create a virtual tour. (N) Watch a Market Leader Power Hour webinar. (O) Thursday Add two people to your referral book of business (see addendum #1). Send a thank you to the people you talked to (see addendum #6). (K) (L) (M) Put up signs advertising open house. Post open house on social media. Prepare Listing Agreement and Seller s Net on the FSBO/expired listing that you are going to visit this week. Review client portal activity. Contact buyer to schedule showings for Saturday. Call listing offices to schedule showings. Watch a Market Leader Power Hour webinar. Friday Schedule meeting with your manager to: 1. Review your prospecting leads and the dialogues you re using to convert these leads into business 2. Schedule your weekly activities going further 3. Prepare your business plan Add two people to your referral book of business (see addendum #1).
Send a thank you to the people you talked to (see addendum #6). Prepare for your open house: sign-in sheets, special feature brochures, mortgage information from NRL Mortgage and/or Prime Lending and (optional) some treats. Review /Update listing presentation (Can be found on Star One s Intranet documents page). Print MLS sheets for client showings tomorrow. (K) Watch a Market Leader Power Hour webinar. (L) Saturday Sunday Present listing presentation to FSBO/expired listing. Show homes to buyer. Refer to information distributed to you in training concerning geographic farming & establishing your farm area. See your manager before choosing an area to farm. Complete any task that were not finished this week. If you do not have floor time or a buyer take time off honestly. Put out directional arrows and balloons. Host open house. Follow up with listing agent/seller with feedback from open house. Contact everyone who came through your open house today to see if you can help them find a home. Set them up in Market Leader Business Suite, client portal and Star One Mobile MLS. Email invitation. Complete addendum #2 and turn into your manager/coach. Provide showing feedback to listing agents
Addendum #1
Addendum #2 Weekly Activity Report Week # # of People Contacted from Referral Book of Business Mon Tues Wed Thurs Fri Sat Sun TOTAL # of People Added to Your Referral Book of Business # of Thank You s Sent # of People Contacted from Pro-active Prospecting List # of Open Houses Held # of Broker/Builder Opens Attended # of Opportunity Times on Office Phones # of FSBO s Contacted # of Expired s Contacted # of Listing Presentations # of Listings Taken # of Buyer Appointments # of Offers Written # of Referrals Sent
Addendum #3 Networking Lunch Take an experienced Star One agent, loan officer, builder s rep, etc. to lunch. (Ask your manager his or her suggestion for an experienced agent) What are the 3 least effective things you see new agents do? What are the biggest time wasters in our business? If you were to start over, what 3 things would you do differently? What one thing should I do to guarantee my success? Is there anything I can do for you for taking the time to meet with me? How do you market yourself to referral book of business? What is your favorite Star One tool? Why?
Addendum #4 Statistics YOU MUST KNOW YOUR MARKETING AREA Total active residential listings Compared to last year at this time Average list price Average market time Compared to last year at this time Months supply of inventory List price vs. sales price ratio Compared to last year at this time Number of sales YTD Average sales price Compared to last year at this time Overall appreciation or depreciation
Addendum #5 Referral Lead Generator Step 1 Step 2 Step 3 Step 4 Small Talk/Chuckle Reason / Help I m expanding my business and I could use your help Ask If I asked you to, would you be willing to recommend me? Reassure with your BRAND PROMISE Thanks. When you do, I promise to take care of them treat them like kings and queens never put any pressure on them always keep you informed as to what happens Step 5 Step 6 Who do you know who is thinking of buying or selling real estate? Probe three times at work in the family in the neighborhood Step 7 Permission and Promise Thanks again for trying so hard to think of someone for me. Would it be okay if I asked you again? Thanks for thinking of someone for me. Would it be okay if I called them and Talked with them about their plans? (name/number) Step 8 Validate Would you do me one more favor? Would you call them in advance? I have a friend in real estate I trust. May I give them your name and number?
Addendum #6 Sample Personal Notes 1. I found myself thinking about you today, so I thought I would write a quick 2. So, how is your home working out? It s been months/years since 3. Thanks for taking the time to today. I know how busy you are, so it means a lot to me. 4. Just wanted to let you know how delighted I was to receive Mr. and Mrs. Buyer as a referral from you. Being recommended by you means a lot to me. 5. I had a ball playing with you! I look forward to the next opportunity we can do it again. 6. Again, thank you for the great service today! We could use more people like you in this world. 7. I was going through my files and realized it s been so long since 8. I tried calling you today, but I missed you. I just wanted to tell you 9. Here is some information I thought you might find. (news article, comic, quote, etc.) 10. I was very impressed today when you (said or did something). Just thought you d like to know. 11. My business is like your business; slow without leads. If I can help anyone you know with real estate leads, would you mind giving them my name? 12. I m at an Open House today and had a few moments, so I thought I d write you a quick note. 13. I don t know the last time I said thanks, so THANKS! 14. I see you often, but I don t think I ve said (thanks, good job, etc.) 15. When is the last time you got a note? Well, here s one saying 16. Thanks for the (call today, letter, information you sent, etc.) It really means a lot to me. 17. I met someone today that reminded me of you, so I thought I d say Hi. 18. There are many people in the service business, but few do it as well as you. 19. Thanks for your card today. Here s mine! I look forward to 20. I m genuinely excited about (doing something together, special event, etc.) 21. I just wanted to say thank you for the little things you do for others.
Addendum #7 Fun Tips From the Pro s on our Management Team I. CAR * Carry 2 flashlights * Toilet paper/tissues (Great for vacant homes) * Kroger bags for muddy boots, they go well over your shoes if you are walking muddy lots. * Old briefcase with a listing packet, buyer s packet, extra addenda and Take property disclosure, agency disclosure and consumer guide to agency. * Jumper cables II. SAFETY * Realtor.org/safety has great tips for safety on the job III. GENERAL * Make a friend first * For every dirty little house, there s a dirty little buyer * Sit at the head of the table in the most formal room of the house. * Always accept a glass of water from them. Make your presence known. * Put Supra number in your contacts * Show the best house last * Meet Buyers in your office first, whenever possible. C.I.T.O. Come into the Office
Agent Audit HAVE YOU Created an agent profile/bio sheet? Is it up-to-date? Completed your profile on StarOne.com? Completed your agent profile on viewcincinnatihomes.com? Is it up-to-date? Is your domain name directed to the correct URL? Created your agent profile on Zillow/Trulia? Realtor.com? Reviewed and updated your MLS agent profile? Set up your Star One email on your mobile and tablet devices? Developed your social media page and marketing plan? Are they linked to CirclePix Social? Requested to be a member of Star One Agents Only Facebook? Bookmarked your Star One Mobile website on your mobile? Completed your Star One Mobile profile on Voicepad? Registered your buyers on Star One Mobile? Reviewed the up-to-date Star One listing presentation that is available on StarOne- Intranet.com? Added your buyers to the Market Leader platform? Set up a campaign in Market Leader and/or Client Connect? Scheduled a meeting with your manager to: o Review your prospecting leads and the dialogues you are using to convert leads into business o Schedule your weekly activities going further o Prepare your business plan Are you completing the Weekly Activity Report? Are you scheduling weekly lunch or coffee with industry affiliates and/or your sphere of influence? Are you following Star One Values: Always Do the RIGHT thing. Do the BEST you can. CARE and show it. ENJOY the process.