RE/MAX Metro - Rick DeLuca Coaching Week 4 of 12

Week Four

Total transactions CLOSED in the last twelve months?

Buyer controlled sales:

Listings sold:

What was your personal income in the past twelve months?

What is your income goal for the next twelve months?

What is your year to date income?

Totals for the last twelve months:

Total listings taken?

Total listings expired or withdrawn?

How many listings do you currently have active?

What is your average marketing time for your listings?

What is the percentage of your average list price versus the actual sales price?

Year to date numbers:

Total listings taken?

Total listings sold year to date?

Total buyer controlled sales?

Total expired and withdrawn listings?

What are your SIX primary methods of prospecting in the last twelve months?

Which methods of prospecting have been the most successful? Identify the percentage of business generated from each of these 6 methods of prospecting activities?

Average total number of hours spent on prospecting activities each week?

Average total number of hours spent working each week?

TO DO’s

Call 10 more people from your target this week and tell them you are planning your next twelve month business plan and you’re curious what services they think you should incorporate into the plan. (Yes, I know we did this for the past two weeks; but this may be one of the most valuable exercises you will do if conducted with sincerity.)

(List the 10 names below and their comments)

Send each one of them a handwritten note thanking them for their input and time? End it with “keep me in mind for anyone you know who has a real estate need!”

Call twenty people this week and tell them about a new listing you have taken (or an office listing) and/or a buyer you are working with and the buyer’s needs. Tell them if they happen to run into someone looking to sell a home that meets the needs of your buyer and/or if they run into someone looking for a home like the one you described “please give them my name and number.” You may be surprised at the leads generated from this activity. Remember to call people you know well. One of the dangers of this business is that we don’t always have a real estate conversation with those people closest to us and we lose their business because they don’t think we need their business anymore.

Ron Snow

Principal Broker

RE/MAX Metro

801-774-1600

www.BuyAHomeInUtah.com

Week 3 of 12 RE/MAX Metro Coaching

Week Three

Do you have a written business plan for the next 12 months? If not, do you have one for the next 90 days?

Do you review it regularly? How often?

Do you break the activities down into daily, weekly and monthly activities?

When you compare yourself with the competition (people of same experience level) how do you compare?

What are your strengths in this comparison?

What areas of improvement are there? List the 3 most important.

What are your most successful methods of prospecting for business?

What percentage of business comes from each of these three sources? (you must know this!) You can’t possibly improve on your upcoming performance unless you first know precisely where your business has come from in the past. This will obviously vary depending upon your experience level. If you have been in the real estate business for at least three years on a full time basis, then a minimum of half of your business should be generated from your database. If that is not the case, there is real room for improvement. Quite frankly, it may be the easiest thing for us to improve on! Remember, it costs 7 to 10 times more to find a new customer/client than simply take care of the past ones!!!

Which prospecting activities do you enjoy the most?

Which prospecting activities do you enjoy the least?

(I’m a firm believer that you will not continue doing something long term unless you truly enjoy the activity. That’s why some coaching programs will have results short term, but once the accountability is removed the production typically drops dramatically. That’s why we will focus on determining which activities you would choose to do; rather than the ones you must do.

Call 10 more people from your target this week and tell them you are planning next year’s business plan and you’re curious what services they think you should incorporate into the plan. (Yes, I know we did this last week!)

(List the 10 names below and their suggestions)

Send each one of them a handwritten note thanking them for their input and time? End it with “keep me in mind for anyone you know who has a real estate need!”

Take another successful agent in your office to lunch next week and ask them what they feel are the most important things they do. Pick their brain; buy them lunch!

Remember… When you complete each week’s tasks – Go to blog.remaxmetroutah.com and post a summary of your results and comments for all to see. Writing a goal and sharing it with those of like mindedness helps you achieve your goals as well as encouraging others to stay on track and achieve more.

If you do not feel comfortable posting for all to see, please email your results and comments to ronsnow@remax.net

Ron Snow

Principal Broker

RE/MAX Metro

801-774-1600

www.BuyAHomeInUtah.com

Week 2 of 12 RE/MAX Metro Coaching

Week Two

Each week you will see I am very sensitive to taking too much of your time with these activities, yet you are looking for specific direction. I will attempt to walk that fine line of giving enough direction to satisfy your desire to increase efficiency and production, while also being respectful of the time commitment required.

In order to have an accurate picture of where you want to go in the future and how best to get there, we must first do an analysis of our existing business. During my real estate career it never made sense to me to plot the next several months of objectives unless I first knew precisely what I had done both successfully and unsuccessfully in the past several months. In other words before we look forward, let’s first look back to see where we’ve been. Where has our success and failures come from? What is our most effective source of business? Before you can decide what to change you must first know what needs changing. You also need to recognize what seems to be working well. If it ain’t broke don’t fix it!

You may be very experienced in the real estate business or so new that you have little data to draw from. It makes little difference. Gather the data asked for below as best you can. This may well be the first time anyone has asked you to go through your past performance with such detail. It is of the utmost importance that you take your time and provide as accurate information as you possibly can. Remember the first four recommendations while completing this task; PUT EVERYTHING IN WRITING, BLOCK OUT A SCHEDULED TIME, SCHEDULE IN ADVANCE and DO THINGS IN BLOCKS.

It may take several days to complete this requirement. But, the more accurate the information the larger the rewards will be. This exercise alone may bring about a subtle or even dramatic change in your overall efficiency and production.

There is so much importance to this specific task; we will devote two full weeks to complete it accurately. Answer these questions this week and I will give you a continuing set of questions next week.

Remember, patience! We are laying in place the stones that will be the foundation to improved efficiency and production. If you step out with no foundation it’s only a matter of time before your efforts collapse as a result of inadequate preparation.

How long have you been in real estate?

What motivates you professionally and personally?

Do you have 3 months worth of cash reserve?

How would you rate your personal life on a scale from 1 to 10? Ten being well balanced between work and personal life?

If you rate less than 10, what barriers do you see keeping you from making your personal life a 10?

Do you set personal goals?

Where do you want to be personally in 3 years?

Where do you want to be professionally in 3 years?

Where do you want to be financially in 3 years?

Are you enjoying your career?

What motivates you? Please spend some time and really ponder what truly motivates you?

Identify your Bull’s Eye people from within your database (your “target”). Remember what I said about the two steps required to successfully work your database. You must Step 1 – have a database and Step 2 – identify which “ring within the target each person falls. My definition of a bull’s eye person is this…They are the people who receive almost the same level of joy from you success as you do. They are SPECIAL and should be treated SPECIAL!

Call 10 people you know from your target (start with your bull’s eye people) and tell them you are planning your business plan for the next twelve months and you’re curious what services they think you should incorporate into the plan.

(List the 10 names below and enter the suggestions they share with you)

Send each one of them a handwritten note thanking them for their input and time? End it with “keep me in mind for anyone you know who has a real estate need!”

Take the most successful agent in your office to lunch next week and ask them, “What are the most important things they do?” Pick their brain; buy them lunch!

Remember… When you complete each week’s tasks – Go to blog.remaxmetroutah.com and post a summary of your results and comments for all to see. Writing a goal and sharing it with those of like mindedness helps you achieve your goals as well as encouraging others to stay on track and achieve more.

If you do not feel comfortable posting for all to see, please email your results and comments to ronsnow@remax.net

Ron

Week 1 of 12 RE/MAX Metro Coaching

Introduction

This coaching program is based on the Coaching of Rick DeLuca. I will be adding thoughts and examples along the way from my professional and personal experiences. I would ask that you follow along and participate. Fell free to call me at any time.

About Rick

One of the most popular speakers in the US since 1989, Rick DeLuca continues to assist the real estate industry in its efforts to adapt to a changing real estate market. The same practical and systematic approach to selling that enabled him to become one of the top agents in the country during his fifteen year career is now being utilized by thousands of real estate professionals throughout the world.

Realtor of the Year, Salesman of the Year, speaker at every national franchise convention, he now brings his talents to your market area so you may discover the very "systems" he created in order to achieve a consistent level of production well beyond what most people believe is even possible for them.

Rick DeLuca's record speaks for itself:

• He sold 42 homes his first year in the business.
• He has earned both Salesman of the Year and Realtor of the Year honors from the State of Nevada.
• In a market with a population of 200,000 people, Rick averaged nearly 200 sales per year.
• His company was nationally recognized for their individual production levels!

Regardless of your experience level, Rick promises to share systems that will both increase your production and allow you to work smarter, rather than just harder.

Week One

As we begin our process, I genuinely hope you establish and maintain guidelines that will enable you to take full advantage of the direction you decide upon. Let me list a few basic, yet pivotal, components for you to consider in maximizing your time spent.

Clearly, you may modify these steps, but think long and hard before you discount any of them. They were crucial in allowing me and other top producing agents to first obtain, then maintain record levels of production and simultaneously enjoy true balance between work and personal life.

1. PUT EVERYTHING IN WRITING! You must fight the temptation of not putting things into writing. Many of the activities you are asked to do will require you to take the time of writing things down. We all, because of human nature, tend to skip this step. We are anxious to “get to the task at hand.” Although we mostly understand the importance of committing things to writing, it simply seems like a time consuming step that would not have major impact if it is ignored. WRONG! I will never ask you to do something for the sake of doing it. There will always be a purpose!

2. BLOCK OUT A SCHEDULED TIME. When you receive the week’s tasks you would benefit greatly by scheduling a specific time to complete the itemized activities. Example; you know that each Friday you will receive the objectives, so you schedule thirty minutes on Saturday morning to have some private time to go over each one. Hold all your phone calls, do no other activities and take on the items you are given. If it asks you to research some particular data, then do it during this thirty minute time block.

3. SCHEDULE IN ADVANCE. While reviewing the assigned responsibilities you will note that some of them should be completed during the work week. Look at your upcoming schedule and make an appointment when you will do them. Don’t wait until you have time sometime during the week to do it; before you know it the week will have gone by and the tasks never completed. Then here comes the next weeks’ tasks and you are now behind. Example; you are asked to make phone calls during the week to past clients/customers and instructed what to say to them. You know that the best time to do this might be Tuesday afternoon and Thursday morning. Schedule it in your appointment book; just as you would if you had the opportunity to list a $900,000 property. You wouldn’t just show up to your appointment if you happened to have time and remembered it. Well, treat yourself just as you would that potential seller; with respect and punctuality.

4. DO THINGS IN BLOCKS. Make every attempt to do similar activities in a specific block of time. Get into a rhythm. If you are going to make calls, you will have more success if you do five or ten at one time, than if you do two of them this morning, another two or three tomorrow afternoon, then the rest the next day. By doing them in a block of time you will develop momentum and get into a flow. Remember, the first call, hand written note, or any other activity is always the most difficult! Once you do the first one, they progressively become easier and more productive.

Your First Week’s Task

The initial phase of our improvement program will be for you to identify your objectives. It makes no sense for your to launch into the activities until you first come to a conscious decision of what exactly do you hope to obtain from this process. Too often we are so anxious to get to the end result we overlook the beginning steps. Thus, our first few tasks will be spent in deep thought. Be as precise as you possibly can in answering the question below. After answering it initially, go back and look at your answer a few days later. Do you still feel that way? Can you be more specific? I realize it is difficult to see three months in advance, but use your brain and heart in answering that question. What do you truly hope will be different? Be realistic, but stretch yourself to new dimensions.

Give great thought to this first question. Create the level of seriousness you will establish in this process immediately. If you skip over this simple (yet ultimately it is perhaps the most important question you will be asked) it will set a tone for future tasks. Let’s get off to a great beginning!

What do you genuinely hope to achieve during our coaching relationship at the end of...

30 days?

When you complete each week’s tasks – Go to blog.remaxmetroutah.com and post your results and comments for all to see. Writing a goal and sharing it with those of like mindedness helps you achieve your goals as well as encouraging others to stay on track and achieve more.

If you do not feel comfortable posting for all to see, please email your results and comments to ronsnow@remax.net.

Ron Snow

Principal Broker

RE/MAX Metro

801-774-1600

www.BuyAHomeInUtah.com