1. real estate

How To Use The Annual Review To Build Client Loyalty For Life!
MEGA SUCCESS for Real Estate Agents
MEGA SUCCESS
for
Real Estate Agents
How To Make A Six-Figure Income
Without Cold Calling, Door Knocking,
Or Working Evenings Or Weekends
Copyright © 2013 Larry Lee and Turems Technology
All rights reserved. No part of this program may be reproduced by any mechanical,
photographic, or electronic process, or in the form of a phonographic recording; nor may it
be stored in a retrieval system, transmitted, or otherwise be copied for public or private use
in any form whatsoever without prior written permission of the author or publisher.
First Edition, March 2013
Published by Larry Lee and Turems Technology
USA: 1685 H Street, #348, Blaine, WA 98230
Canada: 555 Delestre Avenue. Coquitlam, BC V3K 0A9
Email: [email protected]
Website: TheMegaAgent.com
Legal Notices
While all attempts have been made to verify information in MEGA SUCCESS for Real Estate
Agents, neither the author nor the publisher assumes any responsibility for errors,
inaccuracies, or omissions. Any slights of people or organizations are unintentional.
If advice concerning tax, legal, compliance, or any related matters is needed, the services of
a qualified professional should be sought. This program is not intended as a source of
legal, regulatory compliance, or accounting advice.
References to any persons or businesses, whether living or dead, existing or defunct, is
purely coincidental.
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 2
Table of Contents
Table of Contents
Chapter 1 – Designing Your Ideal Real Estate Business
7
Action Step #1-1 – Defining Your Ideal Lifestyle
17
Action Step #1-2 – Setting Your Income Goal
21
Action Step #1-3 – Making Your Commitment To Success
23
Success Journal For Chapter 1
25
Chapter 2 – Using Your Why To Achieve Your Dreams
29
Action Step #2-1 – Discovering Your Why
35
Success Journal For Chapter 2
43
Chapter 3 – Recognizing Your Most Valuable Business Asset
45
Action Step #3-1 – Calculating The Lifetime Profit Value Of Your Delighted
Client
83
Action Step #3-2 – Computing Your Real Cost Of Losing A Client
85
Action Step #3-3 – Determining Your Cost Of Getting A New Client
87
Action Step #3-4 – Calculating Your Break-Even Point
97
Action Step #3-5 – Managing Your Goldmines
105
Action Step #3-6 – Defining Your Target Market
119
Success Journal For Chapter 3
127
Chapter 4 – Shifting Your Paradigms
131
Action Step #4-1 – Identifying your most enjoyable business activities
153
Action Step #4-2 – Identifying your least enjoyable business activities
155
Action Step #4-3 – Calculating Your Hourly Income
157
Action Step #4-4 – Gaining Two Extra Hours A Day
161
Action Step #4-5 – Sharpening Your Saw
171
Action Step #4-6 – Contacting Your Clients And Prospects At The Best
Times
173
Or Working Evenings Or Weekends
Page 3
MEGA SUCCESS for Real Estate Agents
Action Step #4-7 – Hiring The Right Employees
175
Action Step #4-8 – Making Your Staff And Agents Feel Special
217
Success Journal For Chapter 4
255
Chapter 5 – Understanding The Importance Of Systems
261
Action Step #5-1 – Identifying Your Systems
269
Action Step #5-2 – Discovering Your Most Effective Client-Acquisition
System And Using It To Maximize Profits
271
Success Journal For Chapter 5
275
Chapter 6 – Designing Your Marketing And Prospecting Systems
279
Action Step #6-1 – Formulating Your Unique Selling Propositions
355
Action Step #6-2 – Transforming UNWOWs Into WOWs
361
Action Step #6-3 – Discovering Your “A” Clients’ Moments Of Truth
369
Action Step #6-4 – Identifying Your Best Sources Of New Business
389
Action Step #6-5 – Creating Your Irresistible Offer
407
Action Step #6-6 – Generating Business From Your Clients
417
Action Step #6-7 – Acquiring Business From Your Sphere Of Influence
659
Action Step #6-8 – Obtaining Business From Your Center Of Influence
683
Action Step #6-9 – Getting Business From The Internet
689
Action Step #6-10 – Producing Business From Expireds
715
Action Step #6-11 – Generating Business From FSBOs
761
Action Step #6-12 – Obtaining Business From Signs And Open Houses
783
Action Step #6-13 – Acquiring Business From Farming
799
Action Step #6-14 – Producing Business From Media Marketing
811
Action Step #6-15 – Stealing Business From Co-op Agents
819
Action Step #6-16 – Testing And Tracking Your Marketing And Prospecting
Efforts
833
Action Step #6-17 – Designing Effective Business Cards
839
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 4
Table of Contents
Success Journal For Chapter 6
851
Chapter 7 – Becoming A Mega Agent
859
Action Step #7-1 – Joining The Mega Agent Network™ (TMAN)
915
Action Step #7-2 – Becoming A Mega Agent If You Have No Clients Right
Now
947
Action Step #7-3 – Becoming A Mega Agent If You Have Clients Right Now
949
Action Step #7-4 – Helping Your Agents Become Mega Agents If You’re The
Broker Or Broker-Owner
951
Action Step #7-5 – Helping Your Agents Become Mega Agents If You’re An
Executive Of A Franchise Real Estate Company
955
Action Step #7-6 – Formulating Your Compelling Business Plan
959
Action Step #7-7 – Turning Your Dreams Into Realty
971
Action Step #7-8 – Getting Around To It
985
Success Journal For Chapter 7
991
Appendices
997
A—Sources For This program: Real Estate Books
999
B—Sources For This program: Real Estate Coaches And Trainers
1003
C—Sources For This program: Real Estate Agents
1009
D—Sources For This program: Real Estate Websites
1017
E—National Association of REALTORS®’ 2012 Studies
1019
F—Thank You To Real Estate Agents, Authors, Coaches, And Trainers
1021
G—Thank You To You—My Valued Client
1023
H—Let’s Enhance The Image Of Real Estate Agents
1025
I—How To Obtain The Text For The Letters And Cards In Word
1035
J—How To Get The Hardcopy Of This Program
1035
Index
1037
About The Author
1075
Or Working Evenings Or Weekends
Page 5
MEGA SUCCESS for Real Estate Agents
MEGA SUCCESS for Real
Estate Agents is dedicated to
the entrepreneurial men and
women who took enormous
risks to support their families
and employees financially
while helping their clients
achieve their real estate goals.
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 6
Appendices
Appendices
Resources I Have Used As A Part Of
The Research For This program
A—Sources For This program: Real Estate Books
999
B—Sources For This program: Real Estate Coaches And Trainers
1003
C—Sources For This program: Real Estate Agents
1009
D—Sources For This program: Real Estate Websites
1017
E—National Association of REALTORS®’ 2012 Studies
1019
F—Thank You To Real Estate Agents, Authors, Coaches, Trainers
1021
G—Thank You To You—My Valued Client
1023
H—Let’s Enhance The Image Of Real Estate Agents
1025
I—How To Obtain The Text For The Letters And Cards In Word
1035
J—How To Get The Hardcopy Of This program
1037
Or Working Evenings Or Weekends
Page 7997
Page
Appendix
MEGA SUCCESS for Real Estate Agents
Get around people who have
something of value to share
with you. Their impact will
continue to have a significant
effect on your life long
after they have departed.
~ Jim Rohn
(1930-2009, American entrepreneur, author and motivational speaker)
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 8998
Page
Appendix
Appendix A—Real Estate Books
Appendix A-1
Real Estate Books For Agents
Title
6 STEPS to 7 FIGURES
1,200 GREAT SALES TIPS
21 Things I Wish My Broker Had Told Me
Author
Pat Hiban
NATIONAL ASSOCIATION
OF REALTORS®
Frank Cook
(7L) The Seven Levels of Communication
Michael J. Maher
AGENT’S GUIDE to REAL ESTATE
David Rathgeber
Becoming a Mega-Producer
BILLION DOLLAR AGENT Lessons Learned
CLIENTS FIRST
How to Become a MILLION DOLLAR Real Estate Agent In
Your First Year
HOW TO BECOME A POWER AGENT In REAL ESTATE
HOW TO DEVELOP A SIX-FIGURE INCOME IN REAL
ESTATE
How To List & Sell Real Estate
HOW TO LIST AND SELL FOR SALE BY OWNERS
If You’re Not Having Fun Selling Real Estate You’re Not
Doing It Right
Matt Jones
Steve Kantor
Joseph and JoAnn Callaway
Susan Smith Alvis
Darryl Davis
Mike Ferry
Danielle Kennedy and
Warren Jamison
Scot Kenkel
Jennifer Allan-Hagedorn
LCM: The Secret to Success in the New Age of Real Estate
Matt Jones
Less BLAH BLAH more Ah Ha
Ken Brand
MAKE MILLION$ SELLING REAL ESTATE
MASTER THE ART OF SELLING ESTATE
Oh, by the way…
Jim Remley
Tom Hopkins
Brian Buffini
Or Working Evenings Or Weekends
Page 9999
Page
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix A-1
Real Estate Books For Agents
Title
Author
ONLINE MARKETING TECHNIQUES FOR REAL
ESTATE AGENTS AND BROKERS
Karen F. Vieira
Playing With The BIG BOYS & GIRLS In Real Estate
Debra Pestrak
PERFECT PHRASES for REAL ESTATE AGENTS &
BROKERS
Dan Hamilton
Presentation Mastery for REALTORS®
PROSPECT WITH SOUL
Linda and Jim McKissack &
Tony Jeary
Jennifer Allan-Hagedorn
REAL ESTATE BY REFERRAL
Gavin Weber
Real Estate Referral Manifesto
Thorsen, Frances Flynn
REAL ESTATE PRESENTATIONS THAT MAKE
MILLION$
Real Estate Prospecting
Jim Remley
Loren K. Keim
SELL WITH SOUL
Jennifer Allan-Hagedorn
SHIFT
Gary Keller, Dave Jenks,
Jay Papasan
SOLD! Direct Marketing for the Real Estate Pro
Success as a Real Estate Agent FOR DUMMIES®
SUCCESS IN REAL ESTATE WITHOUT COLD CALLING
Ten Steps to Real Estate Success
The Complete IDIOT’S GUIDE to Success as a Real Estate
Agent
THE CONSULTATIVE REAL ESTATE AGENT
THE HONEST REAL ESTATE AGENT
The Millionaire Real Estate Agent
Lois K. Geller
Dirk Zeller
Phil Gerisilo & Rob Lebow
Matt Jones
Marilyn Sullivan
Kelle Sparta
Mario Jannatpour
Gary Keller, Dave Jenks,
Jay Papasan
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page10
1000
Appendix
Appendix A—Real Estate Books
Appendix A-1
Real Estate Books For Agents
Title
The REAL ESTATE AGENT’S field guide
THE REAL ESTATE AGENTS’S GUIDE TO FSBOs
Author
Bridget McCrea
John Maloof
The NEW Ultimate Listing Presentation
Matt Jones
The Science of Online Marketing
Matt Jones
The Ultimate Listing Presentation
Matt Jones
The Ultimate Real Estate Success Secrets
Craig Forte
The Virtual Office Model
Matt Jones
Traffic: How to Sell Fast and Net More
Matt Jones
WORK By Referral
WALK LIKE A GIANT, SELL LIKE A MADMAN
YOUR 1st YEAR in Real Estate
YOUR SUCCESSFUL REAL ESTATE CAREER
Brian Buffini & Joe Niego
Ralph R. Roberts
Dirk Zeller
Kenneth W. Edwards
Or Working Evenings Or Weekends
Page 11
Page
1001
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix A-2
Real Estate Books For Sellers
Title
Author
For Sale by Owner
Robert Irwin
House Selling for Dummies
Eric Tyson, Ray Brown
How to Sell Your Home in 5 Days
Bill Effros
How to Sell Your Home in Any Market
Loren K. Keim
How to Sell Your House Fast in a Slow Real Estate Market
William Bronchick
How to Sell Your Own Home
William F. Supple, Jr.
Ready, Set, SOLD
Michael Corbett
Sell Your Home in Any Market
Jim Remley
This Sold House
Diane Keyes
Tips and Traps When Negotiating Real Estate
Robert Irwin
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page12
1002
Appendix
Appendix B-Real Estate Authors, Coaches, Trainers
Appendix B
Real Estate Coaches And Trainers
Name
Website
Adler, Christine
findahomewithme.com
Alguire, Cheri
cherialguire.com
Allan-Hagedorn, Jennifer
sellwithsoul.com
Ayers, Dean
fsbohotsheet.com
Baldwin, Roberta
njdreamhouses.com
Barron, Stan
stanbarron.com
Bates, Todd
toodbates.com
Bazzi, Chadi
chadibazzi.com
Beson, Dave
davebeson.com
Black, Dan
ourtrainingacademy.com
Borino
expiredplus.com
Bowers, Jeremy
jeremybowerspa.wordpress.com
Bowler, Mike
mikebowlersr.com
Brand, Ken
kenbrand.com
Bresser, Jerry
jerrybresser.com
Brinton, Howard
starpower.com
Buffini, Brian
buffiniandcompany.com
Callaway, Joseph & JoAnn
clientsfirstbook.com
Casey, Jim
jamespcasey.com
Casto, Rich
richcastoandcompany.com
Cliff, Marte
marte-cliff.com
Gilchrist, Peter
rtiaustralia.com.au
Cotton, Jack
jackcotton.com
Combs, Stephanie
puravidacoaching.com
Corcoran, Barbara
barbaracorcoran.com
Corcoran, Bob
corcorancoaching.com
Or Working Evenings Or Weekends
Page 13
Page
1003
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix B
Real Estate Coaches And Trainers
Name
Website
Cottrell, Kevin
austintexasrealestatetoday.com
Crespo, Bill
thecrespogroup.com
Crockett, David
Thecrockettteam.com
Cross, Carla
carla-cross.com
Crump, Joe
joecrumpblog.com
Curry, Chris
chriscurryrealtor.com
DiCello, Tony
mapscoaching.kw.com
Davis, Daryl
darryldavisseminars.com
DeLuca, Rick
rickdeluca.com
Dettman, Dave
gatorgroup.us
Duggan, Laura
mailyourselfaraisein30days.com
Einbinder, Scott
scotteinbinder.com
Escobar, Ed
edescobar.com
Ferrara, Matt
matthewferrara.com
Ferry, Matthew
matthewferry.com
Ferry, Mike
mikeferry.com
Ferry, Tom
yourcoach.com
Fitzgerald, Bob
fitzgeraldcoaching.com
Fitzpatrick, Bill
success.org
Fitzpatrick, Russ
associateworx.com
Fletcher, David
agentfletcher.com
Forte, Craig
agentinnercircle.com
Fossland, Joeann
joeann.com
Fuller, Michael
michaeldotfuller.com
Gasset, Katerina
realestateagent-coaching.com
Grace, Ian
iangrace.com
Green, Marty
realestatecareermentor.com
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page14
1004
Appendix
Appendix B-Real Estate Authors, Coaches, Trainers
Appendix B
Real Estate Coaches And Trainers
Name
Website
Griffin, Danny
therealtyclassroom.com
Gualtieri, John
todaysrealestateagent.net
Haas, Stephan
koenigstrey.com/real-estate-agent
Hanley, Chris
chrishanley.com
Harris, Tim
harrisrealestateuniversity.com
Herder, Greg
hobbsherder.com
Hopkins, Tom
tomhopkins.com
Hyams, Chad
emberseminars.com
Jackson, Dean
marketingmonday.com
James, Jared
jaredjamestoday.com
Jannatpour, Mario
sellinginsite.com
Jeans, Gabrielle
realestategab.com
Jenks, Dave
davejenks.com
Jones, Matt
blogmattblog.com
Jordan, Eric
ericjordancoaching.com
Keim, Loren
realestatesnextlevel.com
Keller, Gary
kellerink.com
Kendall, Larry
ninjaselling.com
Kenkel, Scot
howtosellmorehouses.com
Kinder, Jay
naea.com
Kinney, Ben
home4investment.com
Knox, David
davidknox.com
Kohler, Dave
davekohler.com
Kokoszka, Dianna
mapscoaching.kw.com
Korn, Brad
bradkorn.com
Kouri, Patti
coachpatti.com
Or Working Evenings Or Weekends
Page 15
Page
1005
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix B
Real Estate Coaches And Trainers
Name
Website
Krisa, Michael
realestateunplugged.com
Lacey, Andrew
andrewlaceytraining.com
Leader, Chris
leadersedgetraining.com
Leavenworth, Jackie
coachjackie.com
Levin, Rich
richlevin.com
Loeffler, Bob
fearlessagent.com
Lones, Denise
thelonesgroup.com
Lublin, Bill
billlublin.com
Mahdavi, Shawn
shawnmahdavi.com
Maher, Michael J.
themaherteam.com
Mahoney, Michael
thegreaterbostonvoice.com
Meyer, Joe
joemeyer.com
McCarthy, Daniel
bestrealestatefranchise.com
McKenna, John
m.facebookrealestatesystems.com
Moses, Brian
brianmoses.com
Murphy, Terri
terrimurphy.com
Nellis, James
spokenwordseminars.com
Niego, Joe
niegorealestate.com
O'Leary, Frazier
TheExtraordinaryAgent.com
Ostrowski, Pam
businessfitnesscoach.com
Papasan, Jay
austinsbesthomesearch.com
Pendley, Daniel
realestatesellingpower.com
Phillipy, Daren
phillipyconsulting.com
Pratt, Hoss
hosspratt.com
Proctor, Craig
craigproctor.com
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page16
1006
Appendix
Appendix B-Real Estate Authors, Coaches, Trainers
Appendix B
Real Estate Coaches And Trainers
Name
Website
Randall, Tom
tomrandallrealestateteam.com
Reese, Michael
naea.com
Remley, Jim
expiredlistingguru.com
Robbins, Richard
richardrobbins.com
Rodgers, Brian
busyagentpro.com
Roller, Rick
rickroller.com
Ross, Bernice
luxuryclues.com
Ross, Roberta
sixfigurerealestatecoach.com
Sanford, Walter
waltersanford.com
Schoenly, Josh
retechulous.com
Schwartz, Neil
neilschwartz.net
Stumpf, Joe
byreferralonly.com
Tucker, Rob
AgentBrokerSuccess.com
Ward, Kevin
kevinnow.com
White, Amos
amoswhite3.com
Wickman, Floyd
floydwickman.com
Wolvers, Steve
wolverspack.com
Workman, Verl
verlworkman.com
Yenkana, Ray
licensedrealestatecareer.com
Zeller, Dirk
dirkzeller.com
Zito, Tony
tonyzito.com
Or Working Evenings Or Weekends
Page 17
Page
1007
Appendix
MEGA SUCCESS for Real Estate Agents
You will be the same person
in five years as you are
today except for the
people you meet and
the books you read.
~ Charlie "Tremendous" Jones
(1928-2008, American author, business consultant, and speaker)
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page18
1008
Appendix
Appendix C—Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Adler, Sue
sueadler.com
Arant, Gene
genearant.com
Archer, Lisa
mycarolinahome.net
Armstrong, Drew
utahrealestate.net
Baldwin, Roberta
njdreamhouses.com
Ballen, Lori
loriballen.com
Barron, Stan
stanbarron.com
Battiata, Matt
battiata.com
Bengtzen, Spring
springcreekut.com
Bernardi, Karen
bernardirealestate.com
Beutler, John
21johnb.com
Biciocchi, Paul
paulbiciocchi.xactsite.com
Bjorkman, Mike
santaclaritarealestate.com
Blefari, Gino
interorealestate.com
Blum, Gladys
blumre.com
Bosley, Rick
Rickbosley.com
Bouma, Martin
bouma.com
Bowers, Jeremy
jeremybowerspa.wordpress.com
Braatz, Alisha Alway
highendbend.com
Bracha, Ilan
kwnyc.com/bracha
Briggs, Tupper
tuppersteam.com
Briscoe, Karen
hbcrealtygroup.com
Buehler, Kurt
flowermoundrealestatehomes.com
Bustos, William
williambustos.com
Cain, Bill
billcain.com
Callahan, McDaniel
mcdanielcallahan.com
Or Working Evenings Or Weekends
Page 19
Page
1009
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Campbell, Ron
metrohomesearch.com
Cane, Brian
pacificalrealty.com
Caro, Valerie
valeriecaro.blogspot.com
Caudill, Jana
janacaudillteam.com
Cenk, Robert
blog.bobcenkrealestate.com
Chiles, Walt
waltchiles.yourkwagent.com
Chrisner, Vicky
vickychrisner.com
Christine, Adler
findahomewithme.com
Chubb , Jeremy
wrpremier.com
Ciamacco, Delena
delena.com
Cohen, Steve
stevencohenteam.com
Colton, Lindsay
the-wgr.com
Cooley, Stephen
stephencooley.com
Cormack, Chris
ccsells.com
Costigan, Mike
costiganrealestate.com
Cottrell, Kevin
austintexasrealestatetoday.com
Cowan, Mariana
marianacowan.com
Cox, Lester
wesellaz.com
Crockett, Judie
thecrockettteam.com
Dallas, Ryan
theryandallasteam.com
Darda, Mike
mikedarda.blogspot.com
Davis, Cheryl
Cheryl-Davis.com
Debbie, Yost
yosthomes.com
Del Real, Daniel
discoverrivernine.com
Delahoy, Craig
portiaspringer.com
Delgado, Mark
cbnorcal.com
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page20
1010
Appendix
Appendix C—Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
DeSane, Joey
desanerealtygroup.com
Diaz, Monica
monicadiazcahomes.com
Dietz, John
dietzteam.com
Domb, Allan
allandomb.com
Edwards, Jessica
thecarolinasfinest.com
Ellis, Sande
sandeellis.leecountyonline.com
Evans, Fred
fredevans.com
Fairweather, Jane
janefairweather.com
Feinstein, Linda
lindafeinsteinhomes.com
Fitzgerald, Valerie
valeriefitzgerald.com
Fleisher, Marc
marcfleisher.com
Fricke, Lou
scvhomes.com
Frye, Sue
suefrye.com
Fusco, Mary Anne
elliman.com
Gasparovic, Stephanie
stephaniegasparovic.com
Geib, Corey
thelasvegashomestore.com
Glover, Jeff
jeffgloverassociates.com
Goldwasser, Chad
goldwasserinstitute.com
Gonnella, Arlene
gonnellateam.com
Green, Bert
bertgreenrealestate.com
Grimes, Denny
swfloridahomes.com
Gross, Bill
realdealsla.com
Hamlin, Kate
katehamlin.com
Hardie, Bruce
searchhomesinspokane.com
Harker, Mary
maryharker.com
Harrelson, Greg
c21theharrelsongroup.com
Or Working Evenings Or Weekends
Page 21
Page
1011
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Hatcher, John
johnhatcher.us
Hedenborg, Lars
homesbylars.com
Heller, Chris
askhellerthehomeseller.com
Heller, Susan
susanheller.com
Henderson, Dave
soldbuydavid.com
Henderson, Perry
perryhenderson.com
Hergenrothe, Adam
adamhergenrother.com
Herman, Phil
philherman.com
Herrera, Noah
homefinder.com
Hiban, Pat
hibanism.com
Hill, David
HTAhomes.com
Hill, Doug
thehillgroupaz.com
Hoberg, Karen
ranchomurieta.com
Hugli, Kevin
isellsandiego.com
Hussaini, James
hussaini.ca
Hunt, Brandon
showappeal.com
James, Doug
wiselistingsystem.com
Jennin, Brett
thebrettjenningsteam.com
Jonville, Nicolas
discovernorthcounty.com
Kaminsky, Ed
itzsold.com
Kink, Diane
homesbydianeking.com
Kinney, Ben
benkinney.com
Klaus, Kenny
thekennyklausteam.com
Klick, Wade
results.net
Korb, Brad
bradkorb.com
Krentzel, Karl
realtyexecutives.com/karlkrentzel
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page22
1012
Appendix
Appendix C—Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Lair, Marilyn
marilynlair.yourkwagent.com
Lawyer, Don
donlawyer.com
Lee, Christine
christineleeteam.com
Lehr, Alex
lehrrealestate.com
Leigh, Ashley
lintonhallrealtors.com
Levy, Rob
roblevy.com
Lezamiz, Sid
lezamizrealestate.com
Lilly, Patrick
patricklillygroup.com
Lipski, Deric
dericlipski.com
Lund, Kim
caymanlundteam.com
Machado, Richard
mybuyeragent.com
Mahan, Jerry
jerrymahan.com
Mak, Tina
tinamak.com
Manson, Jeff
adrhi.com
Margenau, Casey
caseymargenau.com
Martinez, Cristina
cristinapowerhouse.com
Martiroso, David
dna-realty.com
Mashore, Krista
kristahomes.com
Matthews, Ronnie
ronnieandcathy.com
McCann, Mike
mccannteam.com
McKissack, Linda
lindamckissack.com
Medina, Jose
josesellshomes.com
Melnikoff, Eric
iconrealtynj.com
Mendoza, Mike
mendozateam.com
Merrick, Adam
adammerrick.com
Miranda, Willie
williemiranda.com
Or Working Evenings Or Weekends
Page 23
Page
1013
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Morad, Paul
paulmorad.com
Morales, Justin
justinmorales.com
Morley, John
morleygroup.com
Morris, Sylvia
century21.ca/sylvia.morris
Moscoso, Pilar
pilarmoscoso.com
Mulholland, Andy
handyandyrealtor.com
Muren, Mike
themurenteam.com
Nazaroff, Andy
flex.guarantee.com
Neuman, Greg
sellsandiego.com
Newman, Paul
georgiamls.com
Nguyen, Carin
soldbycarin.com
Nicoli, Dominic
dominicnicoli.com
Norberg, David
norbie.com
Northrop, Creig
northropteam.com
Northrop, Elaine
northropteam.com
Orenstein, Ed
edorenstein.yourkwagent.com
Otten, Ray
ottawaproperties.com
Pareja, Leo
midatlanticrs.com
Phillips, Mike
allproc21.com
Quintin, Jeff
jeffquintin.com
Randall, Tom
tomrandallrealestateteam.com
Rhodes, Russell
therhodesteam.com
Ricci, Keri
keriricci.com
Rivers, Gene
ringtherivers.com
Rizzo, Michelle
mrizzo.remax-nj.com
Robinson, Keith
bhghome.com
Rochowiak, Rod
stagesrealtors-dc.com
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page24
1014
Appendix
Appendix C—Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Rodriguez, Marty
cmarty21.com
Roeger, Anton
antonroeger.yourkwagent.com
Rothchild, Joe
joerothchild.com
Rozansky, Brad
rozansky.com
Rubens, Tom
theaccountabilityfactor.com
Rudler, Jill
allaboutcolumbusohio.com
Rush, Ron
ronrushteam.com
Rushforth, Paul
paulrushforth.com
Ryan, Bill
billryanrealtor.com
Salmans, Wayne
northdfwhomesearch.com
Sandahl, Brady
bradysandahl.com
Scislow, Bob
scislow.com
Seaman, Brad
bradseaman.yourkwagent.com
Shaw, Russell
nohasslelisting.com
Sheller, Judy
bizzyblondes.com
Sherman, Leslie
shermangrouplv.com
Shivers, Nick
westonepro.com
Smith, Joshua
teamsmith1.com
Smith, Tyler
tylersells.net
Staiano, Teresa
elliman.com/teresastaiano
Stetner, Anton
resg.info
Stone, Richard
richardstone.featuredwebsite.com
Stracuzzi, Patrick
patrickstracuzzi.com
Striegel, Jim
jimstriegel.com
Suarez, Chris
pdxpropertygroup.com
Sweasey, Hal
teamsweasey.com
Or Working Evenings Or Weekends
Page 25
Page
1015
Appendix
MEGA SUCCESS for Real Estate Agents
Appendix C
Real Estate Agents
Name
Website
Thompson, Jeff
jeffhthompson.yourkwagent.com
Thompson, Larry
venturenc.com
Urbainczyk, Gitta
heathrowrealestate4sale.com
Valkanoff, Christina
christinacv.com
Van Poole, Seychelle
vanpooleproperties.com
VanEman, Angie
mankatorealestate.com
Vannicola, Regina
reginareadysetsold.com
Wagner, Matt
radioandtelevisionexperts.com
Walters, Todd
toddwalters.com
Wattam, Pat
patwattam.com
Wayne, Rae
bizzyblondes.com
Webster, Roxane
jgpropertypro.com
Welsh, Lon
yourcastle.org
West, Rosemary
rosemarywestteam.com
Westmark, Steve
twincitiesusa.com
Wexler, Ron
ronwexler.com
Wilhems, Jeff
wiselisting.com
Wilhems, Marsee
wilhems.com
Wilkins, Pat
marcoexpert.com
Williams, Paul
paulwilliams.yourkwagent.com
Wilson, Sherry
sherrywilson.com
Wolff, Bob
bobwolff.com
Wollmering, Scott
weteam-mn.com
Wood, Danny
powerofsale-tour.com
Yarbrough, Jeff
jeffyarbrough.com
Young, Michael
michaelyoungrealtor.com
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
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1016
Appendix
Appendix D—Real Estate Websites
Appendix D
Real Estate Websites
about.com (real estate section)
activerain.com
agentsonline.net
ezinearticles.com (real estate articles)
iqrealestate.com
inman.com
kwconnect.kw.com
marketleader.com
proquesttechnologies.com
realtor.org
realtown.com
realtytimes.com
secretsoftopsellingagents.com
realestatewebmasters.com/forum
redfin.com
sellwithsoulblog.com
sphere-of-influence.net
swsconnect.com/forum
theredx.com
the-reluctant-prospector.com
topagentinterviews.com
trulia.com
youtube.com
slideshare.com (real estate presentations / reports)
zillow.com
Or Working Evenings Or Weekends
Page 27
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1017
Appendix
MEGA SUCCESS for Real Estate Agents
The heights by great men,
reached and kept, were not
attained by sudden flight.
But they, while their
companions slept, were
toiling upward in the night.
~ Henry Wadsworth Longfellow
(1807-1882, American Poet)
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page28
1018
Appendix E—National Association of REALTORS®’S Studies
Appendix E
How The National Association of REALTORS® (NAR)
Conducted Its Study In 2012
In this program, I shared with you two 2012 reports from the NAR: (1) Profile of Home Buyers
and Sellers and (2) Member Profile.
Here’s how they conducted the studies:
The methodology for the Member Profile is on the next page.
Or Working Evenings Or Weekends
Page 29
Page
1019
Appendix
MEGA SUCCESS for Real Estate Agents
Each report contains more valuable information than what I’ve shared with you, so I
recommend you read both of them. If you don’t have them, you can purchase them at
Realtor.org.
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page30
1020
Appendix
Appendix G—Thank You To Authors, Coaches, Trainers
Appendix F
Thank You To Real Estate Agents,
Authors, Coaches, And Trainers
A
s mentioned, MEGA SUCCESS took me four years to complete and with the help of
hundreds of authors, trainers, coaches, and agents, whose books or articles I read, videos or
webinars I watched, or audio programs, interviews, or tele-seminars I listened to.
If your name appears on pages 999-1016 and you haven’t received a thank you card, letter, or
email from me, let me thank you now.
Even though I might not agree with some of your viewpoints, I still appreciate your sharing them.
When I first began my research of the real estate industry in 2008, I was thrilled so many experts
and agents were (and still are) willing to share their knowledge and experiences with others for
free. Without your contributions, this program would be only a fraction as useful.
I can’t stress enough. Real estate agents, authors, trainers, and coaches are the most generous
when it comes to sharing their expertise and experiences with their peers.
A Special Thank You To Activerain.com And Keller Williams Realty
Activerain.com allowed me to read articles from thousands of agents in the United States and
Canada, and Keller Williams Realty’s website, kwconnect.kw.com, let me access some of their
marketing and prospecting materials even though I wasn’t their agent.
If you posted an article about marketing, prospecting, showing, home staging, home inspection,
home appraisal, photography, online/virtual tours, negotiating, closing, or tips for buyers or
sellers before October 2012 on activerain.com (or any of the other websites on page 1017)…
Thank You!
If an idea mentioned in this program was originated by you and your name isn't displayed in the
appendix, please email me at
.
In your subject line, write: “My idea used in MEGA SUCCESS.”
Or Working Evenings Or Weekends
Page 31
Page
1021
Appendix
MEGA SUCCESS for Real Estate Agents
Before contacting me, please make sure you really came up with the concept first because I or
other people could have created it at the same time or even before you.
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page32
1022
Appendix
Appendix G—Thank You To YOU—My Valued Client
Appendix G
Thank You To YOU—My Valued Client
I
f you invested in this program, thanks again for your business!
You’re my client and I’ll provide you with even more tools in the future to help you
become a Mega Agent as quickly as possible.
To thank you for investing in MEGA SUCCESS, I’m offering you a one-hour free
telephone consultation, which is a $525.00 value.
During our conversation, you can ask me questions about anything discussed in this
program.
Because I have only a limited number of hours for consulting, I can accept only five clients
each week. To take advantage of this opportunity, send an email to:
In your subject line, write: “Request for consulting.”
In your message, mention your client number, which you can find on your invoice for this
program. When I receive your request, I’ll give you two different dates for our consulting
session. If neither one works for you, we’ll make other arrangements.
To give you the greatest chance of getting on my schedule, submit your request
immediately. If you procrastinate, you may have to wait weeks or even months.
I reserve the right to withdraw this special offer at any time, so the free consulting may
not always be available. That’s why I urge you to send me your request today.
If you received MEGA SUCCESS from your broker or someone else, ask him or her to let
you use his or her client number.
If you don’t know who gave you this program, you can order my consulting services (if
they’re still available) at:
Or Working Evenings Or Weekends
Page 33
Page
1023
Appendix
MEGA SUCCESS for Real Estate Agents
How To Get Future Editions Of MEGA SUCCESS For Free
To make this program more valuable to you, I’ll update it every three to five years. Whether you
invested in the PDF or hardcopy version, you’ll get one update for free.
If you received MEGA SUCCESS from your broker, he or she will get the free update and pass it
on to you.
Please Give Me Your Feedback
To make MEGA SUCCESS as valuable to you as possible, let me know what you think of it and
what topics you want included in the next edition. You can email me at:
In your subject line, please write: “Feedback on MEGA SUCCESS.”
Thanks again for being my client! I appreciate your business very much!
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page34
1024
Appendix
Appendix H—Enhancing The Image Of Real Estate Agents
Appendix H
Let’s Enhance The Image Of Real Estate Agents
A
s you’ve learned, a 2009 survey conducted by the research firm Harris Interactive shows real
estate agents and brokers ranked the lowest in prestige among 23 occupations. (See page 53.)
The company started the survey in 1977 and added real estate agents in 2003. I’m sad to tell you
we were rated the lowest from 2003 to 2009 (which was the last year they did the study):
If you’ve been in real estate for at least 10 years, you know the market in the United States was on
Or Working Evenings Or Weekends
Page 35
Page
1025
Appendix
MEGA SUCCESS for Real Estate Agents
fire from 2003-2006 and only began crashing rapidly after the financial meltdown in 2008.
The poll indicates the public had little respect for our profession regardless of the real estate
market conditions.
It’s been more than three years since the Harris Interactive’s survey. Do consumers view real
estate agents more positively these days (February 2013)?
Let me share with you several recent surveys. Here’s a Gallup poll conducted in late 2011:
Out of 20 professions, real estate agents ranked #12 in honesty, just slightly above lawyers.
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page36
1026
Appendix
Appendix H—Enhancing The Image Of Real Estate Agents
That’s alarming, isn’t it?
While we help people handle their most expensive financial assets, only 20% of the individuals
who participated in the survey rated the honesty and ethical standards of real estate agents as
“Very High / High.” Twenty-two percent ranked us “Very Low / Low.”
A second survey was done by Reader’s Digest Canada Magazine in May 2012:
As you can see, 46% of the respondents indicated real estate agents were the most distrusted
professionals in Canada last year. If Reader’s Digest in the United States had conducted the same
poll, the results would probably be similar, because the two countries are closely related, and
agents use the same prospecting and marketing techniques.
What about the image of real estate agents in other countries?
Reader’s Digest in Australia conducted a similar poll in 2012, and here’s what they found. Out of 40
professions surveyed in terms of trust worthiness, real estate agents ranked #35, just above sex
workers:
33. Taxi drivers
34. CEOs
35. Real estate agents
36. Sex workers
Or Working Evenings Or Weekends
Page 37
Page
1027
Appendix
MEGA SUCCESS for Real Estate Agents
37. Insurance salespeople
38. Call centre operators
39. Door-to-door salespeople
40. Telemarketers
Let’s look at the poll Reader’s Digest in New Zealand did in 2012. Out of 40 occupations and
according to trust worthiness, real estate agents were rated #35:
33. Chief executive officers
34. Journalists
35. Real estate agents
36. Insurance salespeople
37. Sex workers
38. Car salespeople
39. Door-to-door salespeople
40. Telemarketers
Again, real estate agents were ranked near the bottom of the scale.
That’s disconcerting, isn’t it?
As you may recall, in Chapter 3, I shared with you the four reasons real estate agents have such a
poor image are:
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page38
1028
Appendix
Appendix H—Enhancing The Image Of Real Estate Agents
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
“If you want to be successful, find someone who has
achieved the results you want and copy what they do and
you’ll achieve the same results.”
~ Tony Robbins
(Leading authority on peak-performance and achievement)
Or Working Evenings Or Weekends
Page 39
Page
1029
Appendix
MEGA SUCCESS for Real Estate Agents
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page40
1030
Appendix
Appendix H—Enhancing The Image Of Real Estate Agents
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
Or Working Evenings Or Weekends
Page 41
Page
1031
Appendix
MEGA SUCCESS for Real Estate Agents
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page42
1032
Appendix
Appendix H—Enhancing The Image Of Real Estate Agents
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
Or Working Evenings Or Weekends
Page 43
Page
1033
Appendix
MEGA SUCCESS for Real Estate Agents
You can see the rest of this section in the full version
of the program, which you can get at:
TheMegaAgent.com/order
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page44
1034
Appendix
Appendix I—How To Obtain The Text In Word
Appendix I
How To Obtain The Text For
The Letters And Cards In Word And RTF
I
n this program, I’ve shared with you many letters, postcards, and greeting cards you can use to
take your business to new heights.
To save you or your staff from having to type the text into MS Word or another program, I’ve
created a Word and rtf (rich text format) file for each letter or card, and you can download them in
your Member’s Area, which you can access at:
TheMegaAgent.com/clients/login
Or Working Evenings Or Weekends
Page 45
Page
1035
MEGA SUCCESS for Real Estate Agents
Develop a stronger MINDSET.
Work on your mindset… keep filling
your head with good thoughts and ideas.
The hardest thing is the environment;
the world wants to take your mind to a
not-so-nice level. Develop a crap-filter.
Map out and draw a plan!
~ Mike Ferry
(Top real estate coach and trainer and one of the most
influential people in the real estate industry)
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page46
1036
Appendix J—How To Get The Hardcopy of the Program
Appendix J
How To Get The Hardcopy Of This program
M
EGA SUCCESS is available in PDF and printed copy.
If you’ve invested in only the PDF, you can purchase the printed copy in the client’s area of my
website, which you can access at TheMegaAgent.com/clients/login. The other option is to print it
yourself or do it at Staples, Office Depot, Office Max, or another store.
With the printed copy, you can underline, circle, or highlight the sections you find the most useful,
as well as write in the margins and on the Notes pages. This will allow you to learn the concepts
faster and find them quicker later.
If you received the PDF version from your broker, you can ask him or her to purchase the
hardcopy for you at a special price. Or you can do it yourself at TheMegaAgent.com/programs/
ms/hardcopy. Ask your broker for a Special Discount Code (SDC), which gives you 20% off.
If you’re a broker, broker-owner, or executive of a franchise real estate company and you don’t
already have a SDC, you can request it by emailing
.
In your subject line, please write: Request for a discount code.
In your message, tell me about your brokerage or company and how many agents you have.
Or Working Evenings Or Weekends
Page 47
Page
1037
Appendix
MEGA SUCCESS for Real Estate Agents
Life is either a daring
adventure or nothing.
~ Helen Keller
(1880-1968, American author and educator who was blind and deaf)
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page
Page48
1038
Index
Index
6 STEPS TO 7 FIGURES, 143, 162, 404, 478, 893, 896, 999, See Hiban, Pat
A
“A” Clients, See Clients
“A” team members, 232-235, See TEAM
Abraham, Jay, 324, 878
Absorb what is useful, 136, 759, See Lee, Bruce
Access Code, 317, 320, 434, 607, 681, 693, 695, 696, 723, 724, 766, 813, 815, 836
Accessibility of property, 346
Acquiring business from farming, 799-808, See Farming, Marketing, Prospecting
Acquisition methods, 271-273, See Clients
Action Steps,
Chapter 1, 15
Chapter 2, 33
Chapter 3, 81
Chapter 4, 151
Chapter 5, 258
Chapter 6, 353
Chapter 7, 913
Action, 903-905
Doing what you know, 979
The ultimate key to all success, 904
Ultimate key to all success, 904
Wiseman story, 980
Activerain.com, 137, 389, 391, 642, 689, 699, 706, 871, 1021
Adversity, Overcoming, 906-911, See Failure
Advertising, 89, 92, 93, 98, 195, 227, 245, 281, 312, 313, 314, 315, 317, 319, 324, 474, 521, 576, 707, 785,
787, 811, 813, 818, 833, 835, 839, 868, 874, 951
AIDA formula, 812
Billboards, 312, 313, 391, 874, 1029
Bus benches, 315-316, 320, 324
Direct-response (institutional), 314
Drawback of image, 313
Image (institutional), 313
Purpose of, 312
Shopping carts, 312, 313, 391, 874, 1029
Two types, 313
Or Working Evenings Or Weekends
Page 1039
49
Page
Index
MEGA SUCCESS for Real Estate Agents
Agents, See Real estate agents
AIDA formula, 812, See Advertising
Airline industry, 108
All things shall pass, 910, See Adversity
Allan-Hagedorn, Jennifer, 271, 289, 396, 426, 612, 762, 887
Alvis, Susan Smith, 598
Amazing Nine-Step Home-Selling System, See The Amazing Nine-Step Home-Selling System
Amazon.com, 262, 301, 328, 348, 580, 869, 959
Android, 163, 509, 573, 582, 694, 789
Angelou, Maya, 219, 239, 671
Anniversary, 106, 112, 190, 448, 449, 6, 527, 553, 575, 610, 630, 677, 827, 830, 934, See Greeting cards
Dates, 106, 112, 190, 522, 527, 610,
Apple, 310, 313, 331, 349, 360, 816, 965, 968, See iPad, iPhone, iPod
Appraisers, 105, 265, 269, 288, 659, 662, 683, 871, 927
Appreciation Marketing, 553-554
Around to it, 983-985
Ash, Mary Kay, 239, 421
Assets, most precious asset of your business, 232-235
Attracting clients, 279-281, 716, See Clients
Auction effect, 419, 430, 762, 921
Australia, 476, 939, 1029, 1034
Authority, Becoming one, 295-303
Automated selling system, 410, See Selling, Systems
Awareness hotline, See Recorded messages
B
“B” clients, See Clients
“B” team members, 229, 232, See TEAM, Employees
Backpage.com, 689, 699, 706, 947, 949
Bad experience ripple effect, 85-86
Bad photos on the MLS, 336-337, See MLS, Photos
Bad reputation of agents, 53-56, 280, 306, 337, 398, 1025-1034
Enhancing it, 1025-1034
Promotional methods put off their prospects, 280
Bad service, story to illustrate poor service, 69-76, See Customer service
badmlsphotos.com, 337, 762, See MLS
Bateman, Kody, 448, 553
Bates, Todd, 148, 312, 317, 359, 397, 882
Be an orange among the apples, 752, 780, See USP
Be the doctor, 148-149
Become a specialist, 886-887
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 50
Page
1040
Index
Index
Beecher, Henry Ward, 239, 421
Belated cards, 575, See Greeting cards
Bell, Chip, 782
Besos, Jeff, 354, See Amazon
Best source of new business, 389, See Business, Sources of business
Big rocks story to show how to manage your life, 29-30, See Time management
Biggest mistake most agents make with clients, 46-47, See Clients
Biggest mistake most agents make with direct mail, 743, See Direct mail
Bill Clark Realty, 177, 195, 220, 225, 233, 235, 246, 427, 720, 764, 801, 960
Birthday, 189, 361, 448, 449, 467, 553, 564, 565, 575, 610, 611, 613, 614, 616, 627, 630, 677, 683
Cards, 517-522
Cards, belated, 575-576
Importance of, 517-518
Blanchard, Ken, 328
Blockbuster Video, 148-149, 941-943
Body language, 604
Borino, the Expired Guru, 40, 402
Bossidy, Larry, 182
Bowles, Sheldon, 328
Brand, Ken, 133
Branding, how most agents brand themselves, 552-553
Break even point, 97-103
Contribution margin, 98-101
Formula, 98-99
Bribing for referrals is unethical, 294-295, See Referrals
Brokerage,
Attracting them, 951-954
Card for inactive agents, 247-252
Generating residual income, 896
Letter for inactive agents, 246
Letter for your agents, 220-221
Making your A team members feel special, 225-245
Making your staff feel special, 217-225
Teams, 226
Thanking your agents, 237
Bryan, William Jenning, 278
Buffini, Brian, 110, 296, 470, 622, 687
Building a great TEAM, 892-893, See TEAM, Employees
Burg, Bob, 449, 473
Bus Bench ads, 315-316, See Advertising
Direct-response, 316
Image, 315
Or Working Evenings Or Weekends
Page 1041
51
Page
Index
MEGA SUCCESS for Real Estate Agents
Bush, George H.W., 473, See Thank you notes
Business builder or manager, 136-138, 878
Business card, 54, 55, 56, 211, 320-324, 359, 396, 600, 601, 606, 839, 842, 843, 845, 848, 849, 874, 960
Creating an effective one, 839-849
Direct response, 323
For buyers and sellers, 844
For buyers, 844, 847
For expireds, 845
For FSBOs, 846
For sellers, 842
Image, 320-322
Photos, 320-322
Slogans many agents use, 322, 841
Effective, 839-849
Business plan, 898-903, 959-969
Real estate agents don’t plan to fail, they fail to plan, 898
Business,
#1 priority, 326
Acquiring from farming, 799-808
Agents are your most precious asset, 232-235
Attracting it, 279-280, 716
Avoiding these six things, 190-191
Being a specialist, 886-887
Being passionate to become successful, 865-869
Boring activities, 155-156
Builder, 136-138, 878
Building it using direct mail, 742-744
Doing real estate full time, 861-864
Enjoyable activities, 153-154
Focusing 100% on your tasks, 864
From expireds, 715-759
From sphere of influence, 659-581
Growing it, 324-328
Increasing profits, 103, 176
Innovating it regularly, 149-150, 942-943
Learning to read financial statements and ratios, 889
Loyalty ladder, 329-331
Most valuable asset, 45-48
Most valuable skill to master, 45
Motivating clients to use your services more often, 325-326
Numbers game, 389-390
Plan, 898-903, 959-969
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 52
Page
1042
Index
Index
Purpose of, 45
Reasons for getting into real estate, 863
Residual income, 895-898
Running it by referral only, 889
Running it like a doctor's office, 145, 889-890
Systems to have, 265-266
Treating it as a job, 863-864
Working on, 138-144, 870, 878
You’re only as good as your last deal, 895
You're in the marketing business, 309-310
Buyer awareness hotline, See Recorded messages
Buyers,
Biggest frustration, 306
Selecting agents, 49, 285
By referral only, 472, See Business, See Referrals
C
“C” clients, 115, See Clients
“C” team, 231, See TEAM
Caddy, Eileen, 239, 421, 914
Calculating your hourly income, 157-160, See Income
Callaway, Joseph and JoAnn, 145, 146, 194, 288, 321, 424, 450, 471, 794, 848, 874-875, 962-963, 794,
1033
Canada Day, 477, 504, 545-547, 564, 681, 687, 830
Card, 545-547
CAN-SPAM Act, 745
Canadian Real Estate Association, 54, 748
Carlzon, Jan, 369, See Moments of truth
Carnegie, Dale, 602
Carroll, David, 85
Caudill, Jana, 280
Center of influence, 4, 89, 93, 105, 112, 288, 300, 400, 627, 659, 667, 683-687, 947, 949
Biggest challenge they have, 683
Getting business from them, 683-687
Making them feel special, 686-687
Century 21, 313, 785, 862, 873, 963, See Real estate companies
Chasing after prospects, 7, 146, 279, 401, 716, See Prospecting
Chasing your passion, not your pension, 868, See Passion
Chinese proverb, 985
Choice, the greatest power, 981
Christmas, 449, 467, 474, 477, 478, 495, 504, 506, 508-509, 510, 513, 516, 564, 681, 687, 830, 865
Or Working Evenings Or Weekends
Page 1043
53
Page
Index
MEGA SUCCESS for Real Estate Agents
Unique card, 508-509
Churchill, Winston, 810, 911
Classifying your clients, 108-112, See Clients
Classifying your sphere of influence, 676-677, See Sphere of influence
Client newsletter, See Newsletter
Client satisfaction survey, 376-385, See Clients
Clients First, 144, 147, 194, 471, 794, 848, 874, 875, 893, 962, 963, See Callaway, Joseph and JoAnn
Clients,
#1 priority, 326
“A,” 109, 111, 119, 121, 122, 225, 371, 375, 382, 384, 385, 386, 387, 441, 461, 503, 504, 510, 513,
517, 565, 610, 611, 627
“A” client sheet, 114
“B” client sheet, 115
“C” client sheet, 116
Acquiring from farming, 799-808
Acquisition methods, 271-273
Active, 51
Aren’t being appreciated enough, 422-423
Aren’t worth keeping, 112-113, 117
Attracting them, 279, 716, 751
“B,” 109, 111, 461, 676, 677
Being honest with, 875
Best prospects, 880
Biggest mistake most agents make, 46-47
“C,” 109
Categorizing them, 108-112
Classifying, 110-113
Cost of getting a new one, 87-95
Cost of losing, 85-86
“D,” 109
Database, 105-106
Delighted, 12, 57, 61, 79, 108, 232, 261, 328, 657
Difference between a client and a customer, 79
Disgruntled, 86, 113, 877
Doctor story to show how most agents treat their clients, 67-69
Don’t rehire their former agents, 79
Firing them, 112-113
From buyer leads, 710-713
From purchased leads, 707-707
Getting business from active clients, 419-439
Getting business from inactive clients, 440-495
Getting multiple transactions per client, 878-879
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 54
Page
1044
Index
Index
Greatest asset of your business, 47, 57-65
Greatest gift for them, 425, See Closing gifts
Identifying them, 108-111
Impacting them, 610-611
Investing in them, 875-876
Inviting them to meet with you, 627-628
Keeping in touch with them after the closings, 56
Killing the geese that have laid your golden eggs, 80
Letter for inactive agents, 460
Letter to get feedback from clients, 376
Lifeblood of your business, 47
Mandy and Jason story to show how most agents treat their clients, 69-76
Mistake you can make, 424-426
Most important questions to ask them, 613
Most profitable type, 119
Motivating them to use your services more often, 325-326
Past clients, 78
Persuading them to spend more money, 327-328, 880
Putting them first, 874-875
Question to ask yourself, 326
Resource directory, 619-620, 824, 827, 830
Satisfaction survey, 376-385
Shocking facts, 107-108
Teaching them to contact you only during the weekdays, 891-892
Thanking them for their business, 461-466
Treating new ones, 110
Treating them the same is a big mistake, 108
Treating them with indifference, 48
Turning them into friends, 112, 617
Two ways to get, 279
Using my tools to acquire them, 413-416
Wowing them, 333-337
Your greatest fear, 641
Cloning yourself, 411-412
Closing gifts,
Best one for your clients, 426
Drawbacks, 426-427
CMA, 91, 283, 358, 496, 577, 639, 689, 699, 707, 708, 709
Coca Cola, 313, 360, 785
Cold calling, 7, 14, 9, 89, 92, 93, 146-147, 271, 280-281, 298, 300, 324, 327, 350, 390, 399, 403, 409, 718,
740, 871, 880, 898, 937, 1029, 1027-1033
Damaging reputation of agents, 1032-1033
Or Working Evenings Or Weekends
Page 1045
55
Page
Index
MEGA SUCCESS for Real Estate Agents
Putting off prospects, 280-281
Wowing clients, 1033
Coldwell Banker, 313, 785
Color for the text on greeting card, 517, See Greeting cards
Commissions
Buyer agent's, 776
Listing agent’s, 777
Commitment to success, 23
Commodity, consumers see agents as one, 282, See Real estate agents
Communication channels, use both online and offline, 611
Comparative market analysis, See CMA
Compelling reasons for achieving your goals, 29-32, 979, See Goals
Competing with agents from big companies, 940
Competing with yourself, 873
Confucius, 82
Consistency
Level of service, 263
Products and services, 262
Constant and never-ending improvement, 837-838, 872, See Kaizen
Consumers experience few WOWs in the real estate industry, 349
Consumers see agents as a commodity, 282
Contact management, 105-106, 227, 560, See CRM
Contacting center of influence, 667-672, See Center of influence
Contacting warm expireds, 747, See Expireds
Contacting warm FSBOs, 775, See For sale by owners
Contribution margin, 98-101, See Break even point
Control, importance of giving to clients, 263-264
Controlling interruptions, 169-170, See Time management
Converting buyer leads into clients, 710-713, See Clients
Converting purchased leads into clients, 707-707
Cooperating agents
Members of your team, 894-895
Mistake many agents make, 894
Sending them thank-you cards, 832-833
Cormack, Chris, 309
Cost of getting a new client, 87-95, See Clients
Cost of getting an appointment, 90, See Prospecting
Cost of losing a client, 85-86
Craigslist, 285, 689, 690, 699, 706, 773, 837, 947, 949
CRM, 105-106, 111-112, 163, 227, 261, 420, 459, 504, 521, 527, 560, 660, 666, 673, 676, 838, 947, 949
Classifying clients, 110-112
Most popular programs, 106
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 56
Page
1046
Index
Index
Crockett, Judie, 882
Cross-channel, direct response For-Sale sign, 788-792, See For-Sale signs
Customer relationship management, See CRM
Customer service,
Customers aren’t being appreciated enough, 422-423
Customer service is not everything. It’s the ONLY thing, 333
Definition, 332
Exceptional, 332-333
Question to ask yourself, 326
Story to illustrate poor service of many agents, 69-76
The International Customer Service Association, 332
Customers aren’t being appreciated enough, 422-423, See Customer service
Customer service is not everything. It’s the ONLY thing, 333
Cutting expenses, 103, 176, See Expenses, Profitability
D
“D” clients, See Clients
Dalai Lama, 34
Dashboard, See The Easy Access Client Dashboard
Database, 105-117, 249, 261, 288, 420, 459, 498, 560, 561, 590, 597, 627, 659, 667, 676, 683, 875, 876
Automated marketing system, 105
Classifying your clients, 110-112
Goldmine, 105-117
Quality, not quantity, 876
Davis, Cheryl, 334
Davis, Darryl, 884
Defining your target market, 119-126, See Target market
Definition of a Mega Agent, 860, See Mega Agent
Delighted clients, 12, 57, 61, 79, 108, 232, 261, 328, 657, See Clients, WOWs
Delegation, 141-144, 893, See Time management, Productivity
Delighted clients, 66, 87, 131, 498, 876, See Clients, Raving fans
Deluca, Rick, 472, 742
Developing your unique selling propositions, 355-360, See USP
Difference between a client and a customer, 79
Difference between marketing and prospecting, 350-351, See Marketing, Prospecting
Difference between marketing and selling, 351, See Marketing, Selling
Difference between selling and prospecting, 351, See Prospecting, Selling
Differentiation, be an orange among the apples, 752, 780, See USP
Direct mail, 89, 92, 93, 119, 281, 327, 579, 698, 699, 705, 742, 743, 744, 747, 775, 876
Big mistake most agents make, 743
Or Working Evenings Or Weekends
Page 1047
57
Page
Index
MEGA SUCCESS for Real Estate Agents
Building your business, 742-744
Making campaigns as effective as possible, 744
Priority Mail, 733
Direct response, 314-324, 576, 610, 743, 785, 787, 790, 792, 800, 861, 839, 973-874
Advertising, 314, See Advertising
Business card, 323
Definition, 314
Postcards, 318-319
Director of WOW, 367, See WOWs, Qubein, Nido
Directory of professionals, 619-620, See Resource directory
Discount code, 951, 954
Discovery questionnaire, 637, 639-640
Disgruntled clients, 86, 877, See Clients
Disney, 262, 333, 334, 348, 370, 371, 596
Walt, 912
Disneyland, 333-334, 348, 370
WOWs, 334, See WOWs
Do not do unto others what you don’t want done unto you, 1032-1033
Doing the paperwork right the first time, 887
Doctor story, 67-69
Doctor, Being like one, 148-149
Doctor, Operating your business like one, 148, 889-890
Doing what you know, 979
Domb, Allan, 886
Domino’s Pizza, 305, 360
Don’t take all of your music with you, 866-867
Do-Not-Call Act, 748, 776. See Prospecting
Door hangers, 403, See Marketing
Door knocking, 7, 9, 31, 89, 92, 93, 146, 271, 273, 280, 281, 298, 324, 350, 389, 390, 399, 403, 740, 871,
872, 898, 937, 1027-1033
Damaging reputation of agents, 1032-1033
Putting off people, 280-281, 1030-1031
WOW clients, 1033
Door-to-door salespeople, 1030, See Door knocking, Prospecting
Double ending, 793-794
DoubleMyBusinessFast.com, 915, 927, 930
DreamHomeHub.com, 345, 346, 347, 375, 430, 434, 729, 789, 792, 833, 877, 878, 892, 915, 916, 918,
934, 935, 937, 938, 939, 940, 941, 943, 953, 954, 958, 983
Member’s area, 916
DreamHomeHub.com/tour/1, 345, 346, 347, 430, 729, 789, 792, 877, 915
Drucker, Peter, 308, 903
Dunkin’ Donuts, 349
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 58
Page
1048
Index
Index
Dyer, Wayne 172, 668, 864
E
Earth Day card, 530, See Greeting cards
E-card, 474-476, 510, 611, See Greeting cards
Edison, Thomas, 265, 908
Educating prospects about the home buying and selling processes, 808
Education-based marketing, 808
Edwards, Kenneth W, 541
Eighty percent of sales are made after the fifth contact, 743, See Selling
Einstein, Albert, 131
Elevator speech, 307, See USP, Prospecting
Eliminating unnecessary job positions, 179, See Hiring
Email subjects, 169, See Marketing
Emerson, Ralph Waldo, 260, 752
Employees,
Eliminating unnecessary positions, 179
Finding your ideal ones, 194
Finding your ideal ones , 194
Money alone won’t be enough to keep high performers, 186, 218
Most common complaints, 185
Praising them in person, 219
Praising them in public, 182
Putting caps on salaries, 180
Putting up with the mediocre ones, 178
Rewarding the high-performance ones, 178
Six things you should avoid doing, 190-191
Terminating mediocre ones, 177
Thank you card, 183-184
Treating them like they’re partners, 176
Treating your front-line staff, 181-82
Virtual assistant, 212-215
Engine that drives your business, 308-309, See Marketing
Enhancing the image of real estate agents, 1025-1034
Enjoyable business activities, 153-154
Entrepreneur Magazine, 47
Envelopes,
FedEx, 732
Getting them opened, 730-731
Teaser copy, 731-732
UPS, 732
Or Working Evenings Or Weekends
Page 1049
59
Page
Index
MEGA SUCCESS for Real Estate Agents
Xpresspost, 733
Epcot Center, 334, 348, See Disney, Disneyland
Excel, 105, 560, 567, 644, 645, 647
Exceptional customer service, 332-333, See Customer service
Exceptional service, 596, See Customer service
Expenses, Reducing to the minimum, 176-177, 888
Expireds, 390, 401, 402, 403, 409, 414, 713, 715-759, 763, 773, 780, 800, 807, 838, 926, 928, 947, 949
Being an orange among the apples, 752
Contacting cold leads, 747-748
Contacting warm leads, 747
Generating business from, 715-759
Delivering letters to them, 732-733
Listening to them vent their anger, 740
F
Facebook, 85, 213, 284, 335, 389, 573, 610, 611, 617, 676, 679, 681, 689, 699, 706, 711, 834, 884, 960
Using strategically, 610
Failure,
Doesn’t exist, 911
Fear, 906
Managing change, 902
You can’t achieve worthwhile success without it, 906
Farming, 799-808
Geographically or demographically, 403, 799
Items most agents send, 799
Using Greeting Cards, 805
Using Letters, 800
Using Postcards, 804
Father’s Day, 503, 540-541, 554, 564, 681, 687
Card, 540-541
Fear of failure, 906, See Failure
Federal Express, 262, 305, 386, 732, 733, 734, 740, 966
Delivering your marketing letters, 732
Mission statement, 966
USP, 305
Feedback, Getting feedback from clients, 375-376, See Client satisfaction survey
Ferrazzi, Keith, 503
Ferry, Mathew, 836
Ferry, Mike, 32, 84, 120, 135, 138, 192, 265, 296, 321, 332, 382, 455, 535, 604, 668, 833, 863, 883, 890,
901, 911, 982, 984, 1036
Ferry, Tom, 349
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 60
Page
1050
Index
Index
Financial statements and ratios, 889
Fire your clients, 112-113, See Clients
Fire-Me-At-Any-Time Guarantee, 306, 345, 356, 923, 924, 925, See Guarantees
Fitzgerald, Valerie, 141
Fizzbos, 402, See FSBO
Flyers, 350, 359, 458, 717, 790-791, 838, 839, 893, 960
Effective one, 791
Focusing tasks at hand, 864, See Time management
For sale by owner, See FSBO
Forbes, B.C., 239, 421
FORD (Family, Occupation, Recreation, Dreams), 522, 602, 613, 672
Forte, Craig, 482, 533, 614, 645
For-Sale sign, 784, 785, 792, 839
Agents’ signs are UNWOWs for clients, 785
Cross-channel, direct response, 788-792
Effective one, 788
Ineffective one, 784
Franchise real estate companies, See Real estate companies
Franklin, Benjamin, 888
Free advertising, 811-818, See Media marketing
Free home evaluation, 283, 689, 699, 707, 840, See CMA
Free market evaluation, 318, See CMA
Fridge magnets, 403, See Marketing
FROG (Family, Recreation, Occupation, Goals), 613, See FORD
Front-line employees, 181-82, See Employees
Frustration of sellers and buyers, 306
Frye, Sue, 869
FSBO (For Sale By Owner), 119, 282, 390, 402, 403, 409, 414, 713, 716, 761, 762, 763, 766, 767, 773,
774, 775, 776, 778, 779, 780, 800, 807, 838, 846, 947, 926, 929, 947, 949
Being an orange among the apples, 752, 780
Contacting cold leads, 775-776
Contacting warm leads, 775
Generating business from, 761-781
Landvoice.com, 745
Theredx.com, 745
Website, 773
Zillow.com, 773
FSBOHomeSellingSecrets.com, 766, 775, 915, 929
Full-time job, treating your business like one, 861-864, See Business
Future,
Creating it, 903
Is what you make happen, 982
Or Working Evenings Or Weekends
Page 1051
61
Page
Index
MEGA SUCCESS for Real Estate Agents
G
Gaining two extra hours a day, 161-170, See Time management
Gallup Poll, 1026, 1030, 1034
Real estate agents have low rating, 1026
Gandhi, Mahatma, 406
Gerisilo, Phil, 963
Get well card, 467, See Greeting cards
Getting and keeping customers, 683, See Business
Getting evenings and weekends off, 883
Gift cards, 244, 237, 243, 244, 252, 513, 650, 651, See Sendoutcards.com
Gift certificate, 189, 424, 495, 496, 499, 596
Girald, Joe, 467, 468, 659
Gitomer, Jeffrey, 329
Give to get, 448-452, See Referrals
Give to give, 448-452 See Referrals
Giving referrals for the joy of giving, 685, See Referrals
Giving referrals without any expectation of rewards, 618, See Referrals
Goals,
Compelling reasons, 29-32, 979
If you don’t know where you’re going, any road will take you there, 900
Setting your 12-month income goal, 21
Writing them down, 32
GO-GIVERS SELL MORE, 449, 450, 473, See Burg, Bob
Golden rule, 1032
Goldmine, 105, See Database, CRM
Google Street View, 463
Google, 463, 509, 580, 689, 699, 706, 967
Got a minute, 169-170, See Time management
Gratitude, 239-240, 420-421
Greatest asset of your business, 47, 57-65, See Business, See Clients
Greatest gift to offer clients, 425, See Closing gifts
Greatest power we have, 981
Greatest risk to your business, 902, See Business
Greeting cards, 241-252, 450, 452, 461-657, 668, 738, 740, 742, 743, 744, 745, 747, 748, 756, 770, 773,
775, 776, 805, 819, 827, 836, 838, 876, 960
Advantages of physical cards over e-cards, 475-476
Belated, 575
Birthday, 517-522
Canada Day, 545-547
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 62
Page
1052
Index
Index
Change-of-address, 588-591
Christmas, 508-509
Computer generated, 573
E-cards, 474
Earth Day, 530
Father’s Day, 540-541
Font color, 517
For agents, 221-223, 241-252
For clients, 461-657
For employees, 221-223, 241-252
For expireds, 734-740
For FBSOs, 767-772
Get well, 467
Hallmark, 252, 478, 642, 645
Housewarming party, 597-598
Independence Day, 542-543
Invitation, 467, 597
Job applicant, 209-211
Labor Day, 548-549
Marketing system, 461-657
Memorial Day, 532-533, 564, 830
Mother’s Day, 534-539
New Year's Day,515-516
Personalized, 250-251, 561
Physical cards, 475-477
Photo of your client, 479
Picture is worth a thousand words, 555
Powerful marketing tool, 466-478, See Sendoutcards.com
Reconnection, 461-462
Resource Directory, 621-626
Thank you card for employee, 183-184
Thank you, 435, 449, 573, 585
Thanks a million, 241-243, 593-594
Thanksgiving, 551-552
Valentine’s Day, 528-529
Gregoire, Jerry, 352
Guarantees,
Fire-Me-At-Any-Time Guarantee, 306, 345, 356, 923-925
Prospects love them, 924
Sold-In-60-Days-Or-I-Will-Sell-It-For-Free Guarantee™, 356, 923-925
Guinness Book of World Records, 467
Or Working Evenings Or Weekends
Page 1053
63
Page
Index
MEGA SUCCESS for Real Estate Agents
H
Halbert, Gary, 730, 732, 948, 950
Ham story to illustrate how most agents treat their clients, 134-135, See Clients, Customer Service
Handwriting font, 453, 455, 479, 510, 566, 567, 644, 645, 647, See Greeting Cards
Handwritten cards, 467-473, See Greeting cards
Handwritten notes, 467-473, See Greeting cards
Harker, Mary, 18
Happy Birthday, 361, 611, 616, See Birthday card
Hardcopy of this program, 1035
Harris Interactive, 52, 337, 1025
Customer Experience Impact Report, 337
Occupation survey, 52, 1025
Headlines, 443, 689, 696, 706, 835, 836, 837
Heller, Chris, 903
Help your brokerage grow, 896, See Brokerage
Hiban, Pat, 143, 162, 404, 478, 893
High Point University, 367
High tech combined with high touch, 510, See Clients
Highest-payoff activities, 138-145, 158, 170, 175, 734, 864, 870, 893, 894, 947, 949, See Time
management
Hill, Napoleon, 270, 300-302, 910
Hire slow, fire fast, 193, See Hiring
Hiring,
Assistant, 142
Avoiding adding staff in anticipation of growth, 179
Building rapport, 200
Can’t hire a superstar from a resume, 197
Checking references, 207
Evaluating resumes, 203
Finding your ideal employee, 194
Great job ad, 195
Hiring slow, firing fast, 193
Interviewing, 204-205
Learning about the applicant, 200
Making staff feel special, 218-224
Mistake many agents make with their staff, 218-219
Questions about activities and interest, 203
Questions about education, 202-203
Questions about personality and character, 200-201
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 64
Page
1054
Index
Index
Questions about work experience, 201-202
Right employees, 175-212
Three-step interview process, 199-200
Holiday cards, 448, See Greeting cards
Home Depot, 262, 422, 423, 495, 596
Home stagers, 105, 288, 664
Home-buying process, Making it pleasant for clients, 149, 349-350, 942
Homes and Land, 834
Home-selling model, 149, 921, 942-943
Home-selling process, 346, 347, 350, 371, 374, 375, 419, 433, 596, 720, 723, 726, 775, 801, 813, 877,
879, 892, 921
Making it pleasant for clients, 149, 349-350, 942
Honda, Soichiro, 946
Honesty, Being honest with clients, 875
Hopkins, Tom, 150, 428, 468-469, 656-657, 884, 906
Horace, 1074
Housewarming party, 597-606, See Marketing
Card, 597-599
How buyers selected agents, 49, 285, See Buyers
How To Sell Anything To Anybody, 468
How To Win Friends and Influence People, 602
Howard, Clark, 215
Hsieh, Tony, 868, See Zappos.com
Hugo, Victor, 28
I
Ideal lifestyle, 23, 29, 31, 32, 136, 266, 971, 981, 983, 985
Ideal prospects, 13, 119, 122, 125, 314, 315, See Prospects, Target market
Image advertising, See Advertising
Image of real estate agents, 1025-1034, See Real estate agents
Impacting clients, 610, See Clients
Important and urgent, 162, See Time management
Inactive agents,
Card to send to them, , 461-600, See Real estate agents
Letter to send to them, 442, See Real estate agents
Inactive clients, See Clients
Income,
Focusing on net, not gross, 888-889
Making six-figures, 120-121
Median 2011 gross income for agents, 11, 45, 859-860, 895
Or Working Evenings Or Weekends
Page 1055
65
Page
Index
MEGA SUCCESS for Real Estate Agents
Taking yours to new heights, 334-335
Thinking net instead of gross, 102, 888-889
Inconsistency, 953, See Control
Increasing productivity, 161-170, See Productivity
Increasing revenues, 103, 176
Independence Day, 477, 503, 542, 564, 681, 687, 830
Card, 542-543, See Greeting cards
Independent contractor, 350, See Business
Indian Proverb, 858
Indirect method for obtaining referrals, 294, See Referrals
Innovating your business, 149, 942, See Business
Insanity, definition, 982
Inspirational books, 864
Institutional advertising, See Advertising
Insurance agents, 56, 105, 174, 293, 288, 398-400, 410, 659, 664, 683, 884, 895, 927, 930, 1063
Insurance industry, 200, 294, 398
Interview, See Hiring
Doing it effectively, 204-205
Standard questions, 198
Three-step process, 199-200
Investing in real estate, 896-898, See Residual income
Investing the bulk of your resources on your clients, 875, See Clients
Inviting your clients to meet with you, 627, See Clients
iPad, 163, 310, 331, 509, 573, 582, 694, 789, See Apple
iPhone, 163, 252, 310, 331, 360, 509, 573, 582, 694, 789, 816, 817, 818, 920, 921, 939, See Apple
iPod, 310, 331, 694, See Apple
Irresistible offer, 282, 323, 350, 404, 407-416, 418, 427, 578, 601, 689, 743, 840, 842, 848, 874
Creating, 407-416
J
Jackson, Dean, 316, 725, 743
James, William, 239, 420
Jeet Kun Do, 136, See Lee, Bruce
Jenks, Dave, 879, See Keller, Gary
Job ad, 195, See Hiring
Jobs, Steve, 816, 849, See Apple
Jones, Charlie "Tremendous", 1008
Journey of a thousand miles starts with a single step, 985
Just Listed cards, 808, 875, 893, See Postcards
Just Sold card, 317-319, 324, See Postcards
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 66
Page
1056
Index
Index
Direct response 319
Image, 318
K
Kaizen, 837
Kantor, Steve, 19, 78, 143, 262
Keim, Loren, 925
Keller Williams Realty, 217, 234, 235, 311, 883, 955, 964, 1021, See Keller, Gary
Books for, 956-957
Keller, Gary, 13, 27, 33, 80, 132, 152, 158, 186, 208, 217, 228, 236, 254, 296, 302, 311, 346, 416, 505, 866,
872, 879, 884, 888, 898, 904, 909, 945, 1000, 1005, See Keller Williams Realty
Keller, Helen, 1036
Kennedy, Danielle, 375, 470, 531
Kijijii.com, 706
Jay Kinder, 15, 144, 266, 350, 360, 905, 969, 983
King of WOWs, 348, See WOWs
King Jr, Martin Luther, 425
Kiyosaki, Robert, 296, 898
Knocking on doors, See Door knocking, Prospecting
Knowing how to acquire lots of clients, 45, See Clients, Business
Knox, David, 307, 449, 481, 613, 908
Kroc, Ray, 130, See McDonald's
KWConnect.kw.com, 1021, See Keller Williams Realty
L
Labor Day, 477, 504, 548-549, 564, See Greeting cards
Card, 548-549, See Greeting cards
landvoice.com, 745, 748, See Expireds, FSBO
Lead generation, 311, 349, See Marketing, Prospecting
Leader, Chris, 527
Leads,
Converting buyer leads into clients, 710-713
Converting purchased leads into clients, 707-707
Cooperating agents, 819-832
Expireds, 715-752, 947
Farming, 799-808
FSBOs, 761-780
Getting lots of buyers and sellers, 425
Online, 689-713
Or Working Evenings Or Weekends
Page 1057
67
Page
Index
MEGA SUCCESS for Real Estate Agents
Open houses, 794-797
Signs, 783-792
Learning, student of, 872
Lee, Bruce, 135, 759
Lee, Larry, 2, 8, 983, 1063
Letter,
Active agents, 220, See Marketing
Delivering to prospects, 732-733
Feedback from clients, 376, See Clients
Inactive agents, 246, See Real estate agents
Million-dollar bill, 237
Post script, 448
Reconnection, 442
Thank you for your agents, 237
Letterhead, 455-457
Using current picture, 457-458
Lewsey, Curtis, 553
Life is fleeting, 867, See Action
Lifeblood of your business, 47, See Business, Clients
Lifestyle of your dreams, 8, 29, 350, 941
Lifetime profit value, 12, 57, 59, 60, 61, 63, 64, 66, 83, 232, 87, 108, 131, 218, 232, 254, 393, 394, 395,
498, 657, 683, 876
Formula, 58-61,
TheMegaAgent.com/cal/lifetime.php, 61-64
Lincoln, Abraham, 908, See Adversity
Linda Selles, 316, 375, 376, 407, 412, 415, 427, 441, 442, 454, 456, 460, 491, 494, 504, 526, 707, 716, 720,
763, 764, 787, 800, 801, 819
Liniger, Dave, 873
LinkedIn, 85, 213, 284, 389, 391, 430, 440, 452, 497, 502, 610, 611, 617, 676, 679, 681, 711, 884, 960
Using strategically, 610
Listening,
Enhancing body language, 604
Expireds vent their anger, 740, See Expireds
Your prospects into a sale, 604
Learning to do it well, 876
Skills, 602-606
Listing presentation, 89, 91, 408, 409, 410, 411, 414, 433, 640, 708, 726, 727, 729, 742, 759, 786, 883,
920, 922, 924, 943
Getting them without doing presentations, 726-730
Pre-listing package, 88, 91, 408, 411, 414-415, 726-727, 922-923
Listings,
Getting without doing presentations, 726-730
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 68
Page
1058
Index
Index
The name of the game, 883
Working for you 24 hours a day, 882
Longfellow, Henry Wadsworth, 1018
Lost income, 85, 86, 107, 108, See Income
Low-payoff tasks, 141-144, 212, 214, 216, 870, 962, See Time management
Loyalty ladder, 329-331, See Business
Lumberjacks story, 171, See Time management
M
Mackay, Harvey, 473
Magic Kingdom, 333, 348, See Disney
Maher, Michael J, 463, 470, 522, 612-613
Making a six-figure income, 120, 149, See Income
Making the home selling and buying process pleasant for clients, 149, 349-350, 942, See Homeselling process
Making your A team members feel special, 225-245, See TEAM, Real estate agents
Making your employees feel special, 187-190, 217-225, See Employees
Mandino, Og, 44, 298, 864
Mandy and Jason story, 64-76, See Clients, Customer service
Mann, David, 449
Marketing,
Big mistake many agents make when marketing online, 698
Campaigns, 310, 696, 834, 893
Cloning yourself, 411-412
Defining target market, 119-126
Difference between marketing and prospecting, 350-351
Direct response, 314-324
Engine that drives your business, 308-309
Expireds, 715-759
FSBO, 761-780
Generating profits, 311
Handwritten cards, 467-473
Letterhead, 455-457
Media 404, 811-818
Most profitable investment, 311-3122
News release, 811-814
Online and offline, 611
Online leads, 706-707
Purpose of, 311
Social media, 435
Or Working Evenings Or Weekends
Page 1059
69
Page
Index
MEGA SUCCESS for Real Estate Agents
Stealing business from cooperating agents, 819-832
Systems, 279, 281, 308-312, 325, 420, 430, 652, 716, 727, 741, 763, 797, 817, 818, 835, 849, 883,
892, 920, 921, 922, 934, 935, 937, 938, 940, 941, 943, 953, 955
Target market, 121-126
Testing and tracking, 833-838
Top of mind awareness, 360
Tracking and testing, 833-838
Ultimate goal of your USP's and marketing campaigns, 360
Using current photos, 457-458
Martial arts, 136
Martinez, Cristina, 263
Master of WOWs, 367, See Qubein, Nido
Mastering the Art of Selling Real Estate, 469
Mastering your market, 887
McDonald’s, 261, 262, 310, 313, 349, 785, 967
McGraw, Phil, 296
Me too agent, 303, See Real estate agents
Media marketing, 404, 811-818, See Marketing
Median 2011 gross income for agents, 11, 859, 895, See Member Profile
Mega Agent, 602, 859, 860, 861, 865, 868, 870, 873, 889, 891, 903, 905, 915, 941, 943, 948, 980
Becoming a trusted advisor, 880
Becoming one, 861-898
Definition, 860
Listening well, 876
MEGA SUCCESS, 7, 8, 9, 10, 12, 23, 24, 131, 135, 137, 138, 165, 172, 233, 281, 288, 302, 309, 328, 351,
413, 420, 479, 613, 652, 653, 654, 656, 657, 758, 780, 817, 849, 860, 869, 871, 872, 898, 900, 905,
943, 948, 950, 951, 952, 953, 954, 958, 959, 980, 981, 982, 983, 985, 987
Getting one free update, 1024
Mehrabian, Albert, 603
Member Profile, 9, 400, 859, 897, See NAR
Memorial Day, 477, 503, 532, 533, 564, 830
Card, 532-533, See Greeting cards
Mendoza, Mike, 894
Microsoft, 310, 313, 667, 868, 968
Millionaires, Real estate has created the highest number of, 879
Million-dollar agents, 66, 120, 279, 298, 409, 865, 883, 897
Million-dollar bill letter, 237, See Marketing
Million-dollar bill, 237, 238, See Marketing
Million-dollar homes, 315, 919-920
Minimize distractions, 168, See Time management
Mission statements, 960-969
Airborne Express, 965
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 70
Page
1060
Index
Index
Apple, 965
AT & T Corp, 965
Avon Products, 966
Baxter Healthcare Corporation, 966
Charles Schwab, 966
Federal Express, 966
Google, 967
Honda, 967
Joseph and JoAnn Callaway, 963
Keller Williams Realty, 964
Marriott, 967
Marty Rodriguez, 963
McDonald’s, 967
Merrill Lynch, 967
Microsoft, 968
Nike, 968
Southwest Airlines, 968
Star Trek, 965
United Parcel Service, 968
Mistake many agents make with cooperating agents, 894
Mistake most agents make with testing, 836-837, See Testing
Mistake most agents make with their clients, 46-48, See Clients
Mistake you can make with your newsletter, 503, See Newsletter
Mistakes, prospecting, 753, See Prospecting
MLS, 325, 326, 336, 350, 402, 418, 419, 496, 715, 716, 717, 719, 721, 723, 745, 761, 762, 773, 775, 834,
879, 887, 893, 897
Bad photos, 336
Badmlsphotos.com, 337, 762
Moments of truth, 369-387
Money alone won’t be enough to keep high performers, 186, 218, See Employees
Morley, Christopher, 16
Mortgage brokers, 105, 289, 288, 398, 400, 445, 619, 620, 665, 683, 927
Moses, Brian, 279, 315
Most agents don’t have business plans, 900, See Business plans
Most common complaints employees have, 185, See Employees
Most important questions to ask clients, 613, See Clients
Most valuable business asset, 45-48, See Business
Most valuable business skill, 45, See Business
MOT, See Moments of truth
Mother Teresa, 239, 420
Mother’s Day card, 534-539, See Greeting cards
Motivating clients to use your services more often, 325-326, See Business
Or Working Evenings Or Weekends
Page 1061
71
Page
Index
MEGA SUCCESS for Real Estate Agents
Multiple listing service, See MLS
Multiple transactions per client, 878-879, See Clients
N
NAR (National Association of REALTORS), 9, 11, 45, 48, 49, 54, 59, 79, 102, 235, 282, 284, 285, 305,
326, 346, 349, 392, 393, 400, 401, 402, 403, 417, 689, 712, 761, 762, 766, 783, 792, 859, 868, 895,
897, 1019, 1030
Member Profile, 9, 400, 859, 897, 1020
Reports, 1019-1020
Profile of Home Buyers and Sellers, 48, 59, 79, 282, 305, 326, 392, 712, 766, 1019
National Association of REALTORS, See NAR
Net income, 9, 10, 11, 21, 98, 100, 102, 310, 859, 895, See Income
Netflix, 148-149, 262, 941-943
Neuman, Gregg, 794
never eat alone, 517
Never, never, never quit, 911
New Year's Day, 474, 477, 503, 514-516, 521, 830
Card, 515-516
New York City, 899, 935,
News release, 811-814, See Marketing, Media
Newsletter, 481-503, 516, 601, 616, 677, 824, 875
Biggest mistake you can make, 503
Determining effectiveness, 503
Effective one, 481-491
Length, 502
Your WEALTHY Newsletter, 483-491
NLP (Neuro Linguistic Programming), 727
No life outside of work, 409, See Business
No one cares how much you know until they know how much you care, 603, See Clients
Nordstrom, 78, 262, 349
Northrop, Elaine, 867
Note pads, 403, See Marketing
Numbers game, 389-390, See Business
Now business, 402, See Expireds, FSBOs, Business
O
Occupation Surveys, 52, 1025-1026
Gallup Poll, 1026
Harris Interactive,52, 1025
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 72
Page
1062
Index
Index
Reader Digest Australia, 1027
Reader Digest Canada Magazine, 1027
Reader Digest New Zealand, 1028
Oh, by the way, 470, See Buffini, Brian
Online leads, 706-707, See Leads
Online marketing, big mistake many agents make, 698, See Marketing
Online tour, 335, 337, 346, 347, 375, 419, 434, 726, 786, 787, 789, 790, 792, 817, 833, 834, 893, 877, 892,
915, 916, 919, See The Ultimate Online Home Tour
OPE (Other People's Experience), 150
Open house, 794-797
Holding one every day, 796
People who attend, 795-796
OPM (Other People's Money), 150
Orman, Suze, 296
Other People’s Experience (OPE), 150
Other People’s Money (OPM), 150
Out of control, 263-264, See Systems
Outrageously successful, 8, 100, 131, 408, 845, 875, 903
Oz, Mehmet, Dr, 296
P
Papasan, Jay, 879
Paperwork, do it right the first time, 887
Paradigm shift, 131-136, 217, 410, 449, 880, 890
Exercise, 132
Solution, 134
Part-time agent, See Business
Passion,
Being passionate about your business, 865-869, See Business
Don’t take all of your music with you, 866-867
Passive income, See Residual income
Past business relationships, 284, See Business, Clients
Past clients, 78, 131, 471, See Clients
Never use this term, 78
Pay-As-You Go membership, 647, See Sendoutcards.com
PCMS Consulting, 76
Persist until you succeed, 906-911
Personalized card, 251, 561, See Sendoutcards.com
Persuading your clients to spend more money, 327-328, 880, See Clients, Business
Photos,
Or Working Evenings Or Weekends
Page 1063
73
Page
Index
MEGA SUCCESS for Real Estate Agents
Bad ones on the MLS, 336-337
On business cards, 320-322
On your letterhead, 457-458, See Letterhead
Using recent ones, 457-458
Worth a thousand words, 555
Physical cards, 474-476, 510, 611, See Greeting cards, Sendoutcards.com
Physical newsletter, 480, See Newsletter
Planning, 898-903
Most agents fail to plan, 898
Playing telephone tag, 173, 637, See Time management
POA, See Price Optimization Analysis, CMA
Polish, Joe, 725
Post script, 448, See Letter
Postcards, 91, 105, 314, 350, 359, 440, 458, 480, 580, 581, 582, 583, 588, 607, 646, 719, 734, 735, 738,
742, 743, 744, 745, 747, 748, 763, 767, 770, 773, 775, 776, 804, 805, 811, 812, 836, 960
Direct-response, 319
Image, 318
Just Listed, 808, 875, 893
Just Sold, 317-319, 324
Reasons to use them, 579-580
Power of gratitude, 239-240, 420-421
Powerful whys, 31, 979, See Whys
Praising employee in public, 182, See Employees
Preferred Customer, 643-644, 647, 656, 948, 950, See Sendoutcards.com
Pre-listing package, 91, 408, 411, 414, 726, 922, See Listing presentations
The most powerful, 414-415, 726-727, 922-923
Pre-qualifying the properties instead of the sellers, 885-886
Pre-qualifying the sellers on the phone before meeting with them, 885-886
Press release, See Newsletter, Marketing
Price Optimization Analysis (POA), 358, 639, 924, See CMA
Priority Mail, 733, See Marketing
Private seller, 764-765, 777, See FSBO
Proactive, Being proactive instead of reactive, 167-168, 864
Proactive system, 721, See Systems
Proctor, Craig, 129
Productivity,
Hiring an assistant, 142
Increasing, 161-170
Spending your time on the 80% of activities, 138
Touching a piece of paper only once, 166-167, See Time management
Professionals, 52, 54, 146, 280, 293, 328, 424, 457, 468, 470, 472, 505, 619, 627, 634, 715
Profile of Home Buyers and Sellers, 48, 59, 79, 282, 305, 326, 392, 712, 1019, 1030, See NAR
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 74
Page
1064
Index
Index
Profitability, 100, 103, 176,
Two ways to increase, 103, 176,
Prospecting, 8, 9, 97, 134, 135, 136, 139, 140, 141, 144, 147, 148, 249, 266, 279, 280, 281, 283, 294, 304,
308, 309, 310, 311, 331, 350, 351, 389, 390, 392, 401, 410, 412, 416, 457, 458, 716, 741, 748, 752,
753, 754, 759, 762, 776, 780, 797, 818, 833, 837, 838, 864,?871, 873, 874, 905
Big mistake many agents make when calling, 753
Chasing after them, 7, 146, 279, 401, 716
Cloning yourself, 411-412
Cold calling, 14, 279, 280, 281, 300, 327, 409, 718, 880
Cost of getting an appointment, 90
Delegating it, 309
Difference between marketing and prospecting, 350-351
Disturbing people, 1030
Doctor story, 67-69, 875
Door knocking, 146, 271, 280, 281, 298, 324, 350, 390, 399, 403, 740, 871, 872, 898, 937, 10301031
Elevator speech, 307, See USP
Putting off prospects, 280-281
Systems, 279-285
Prospects,
Attracting them, 279
Chasing after them, 146, 279
Clients are your best prospects, 880
Compelling them to contact you, 283-284
Converting buyer leads into clients, 710-713
Converting purchased leads into clients, 707-707
Cost of getting an appointment, 90
Doctor story, 67-69
Don’t care about you, 303-304
Educating them, 808
Expireds, 402, 715-759
FSBO, 402, 761-780
Ideal ones, 125, 315
Important question you must answer, 303, 323, 325
Listening to them, 604-606
Qualifying them, 391, 408
Questions agents ask, 778
Showing them you’re the best agent, 397, 677
Targeting them, 314
Teaching them to contact you only during the weekdays, 891-892
Two types, 401-402
Venting their anger, 740
Or Working Evenings Or Weekends
Page 1065
75
Page
Index
MEGA SUCCESS for Real Estate Agents
Waiting list, 920
Prudential, 313, See Real estate companies
Purchased leads, 401, 707-710, See Leads, Prospecting
Purpose of your business, 46, 309-311, 961, See Business
Putting caps on salaries, 180, See Hiring, Employees, Expenses
Putting your clients first, 874, See Clients
Q
Qubein, Nido, 367
Quotations to inspire you, 16, 28, 34, 44, 82, 118, 130, 260, 268, 270, 278, 354, 406, 810, 858, 912, 914,
946, 996, 998, 1008, 1070, 1018, 1036, 1074
R
Raving fans, 12, 308, 309, 328-334, 345, 517, 617, 657, 797, 861, 872, 874, 875, 876, 877, 878, 880, See
Clients
Book by Ken Blanchard, 328, 329, 331, 876
Creating them, 328-334
RE/MAX, 313, 785, See Real estate companies
Reactive, Being proactive instead of reactive, 167-168, 864
Reader Digest, 1027, 1028, 1029, 1034
Australia, 1027
Canada Magazine, 1027
New Zealand, 1028
Real estate agents,
Announcing your profession to everyone diminishes your value, 398
Authors, trainer, 137, 1003-1016
Bad reputation, 53-56, 280, 306, 337, 398, 1025-1034
Business builder or manager, 136
Card for inactive agents, 248-252
Competing with agents from the big companies, 940
Consumers see agents as a commodity, 282
Enhancing the image of, 1025-1034
Independent contractor, 350
Letter for your active agents, 220
Letter for your inactive agents, 246
Letter to thank your agents, 237
Main reason of poor reputation, 1029
Making your A team members feel special, 225-245
"Me too" agent, 303
Mega Agent, 860
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 76
Page
1066
Index
Index
Median 2011 gross income, 11, 45, 859-860, 895
Numbers game, 389-391, See Business
Teams of agents, 226
Real estate companies, 941, 953, 955
Becoming more successful, 951-955
Being like Netflix, 941-943
Recruiting agents in droves, 954
Real estate consultant for life, 494, 552
Real estate designations, 447, 848, 873
Don't display on business cards, 873
Real estate has made more millionaires, 879, See Residual income
Real estate industry, 8, 12, 52, 55, 137, 138, 784, 793, 816, 859, 872, 873, 884, 888, 898, 902, 921, 952
Consumers experience few WOWs, 349, See WOWs
Real estate profession, 8, 11, 14, 59, 131, 402, 410, 413, 426, 859, 863, 871, 883, 889, 891, 894, 903, 942
Real estate,
Becoming the authority in, 295-303
Making a fortune owning it, 896-897
REALTOR®, 9, 13, 54, 97, 136, 217, 261, 307, 327, 400, 447, 470, 471, 494, 859, 895, 878, 969, See NAR
Realtown.com, 391, 871, See Activerain.com
Recipe cards, 403, See Marketing
Reconnection greeting cards, 461, See Greeting cards
Reconnection letter, 442, 448, 452, 459, 461, See Letters
Recorded awareness hotline, See Recorded messages
Recorded messages, 722, 724, 725-726, 732, 735, 744, 764, 765, 766, 789, 802, 843, 847, 915
For expireds, 723
For FSBOs, 765
Why it's a powerful marketing tool, 725-726
Recruiting,
Agents in droves, 951-954
Powerful tool, 937
Reducing your expenses to the minimum, 888, See Expenses
Reese, Michael, 266, 360, 835, 905, 969, 983
Reference check, 207, See Hiring
Referrals, 135, 187, 288, 295, 430, 527, 617, 618, 683, 685
Are earned, not asked for, 290, 426, 480
Asking for them, 290, 293, 294, 327, 426, 445, 448, 450, 516, 596, 627
Begging for, 294-295
Best sources, 389-404
Bribing, 294-295
Building a by-referral-only business, 889
Contacting the referred person, 635-642
Downsides of asking, 289-293
Or Working Evenings Or Weekends
Page 1067
77
Page
Index
MEGA SUCCESS for Real Estate Agents
Friends hate being asked for referrals, 290
Getting indirectly, 293
From clients, 618-626, 672, 685
From center of influence, 683-687
From sphere of influence, 651-681
Getting without asking, 426-427
Giving to get, 685-686
Indirect method, 294
Making clients feel obligated, 452
People reluctant to give, 291-292
Thanking clients for them, 630-632
Regrets, 898
Remley, Jim, 61, 471
Reputation of real estate agents, 1025-1034, See Real estate agents
Residual income, 150, 895-898
Creating it in two ways, 896-898
From real estate, 896-898
From your brokerage, 896
Resource directory, 619-620, 824, 827, 830, See Clients
Resumes, can’t hire a superstar from one, 197-199, See Hiring, Interview
Retail Customer, 645, See Sendoutcards.com
Return on investment, 312, 889
Revolutionary method for selling and buying real estate, 350, 391
Rewarding the high-performance employees, 178, See Employees
Rich Dad Poor Dad, 296, 898
Robbins, Richard, 112, 304, 865, 913
Robbins, Tony, 172, 296, 864, 873
Rocking chair test, 867, See Passion
Rodriguez, Marty, 862, 864, 865, 873, 882, 963
Mission statement, 963
Rogers, Will, 996
Rohn, Jim, 998
Ross, Bernice, 11
Rothchild, Joe, 907
ROUND-TUIT, 986
Running your business like a doctor’s office, 145, 889, See Business
S
Sales,
80% eighty percent of sales are made on the fifth contact, 743
Most important skill, 602
Salaries, 180, See Hiring, Employees
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 78
Page
1068
Index
Index
San Francisco, 66, 935
Sanford, Walter, 563
Scripts, 837
Secret agent, 396-398, See Real estate agents
Secret to compelling prospects to contact you, 283-284, See Marketing
Secret to getting listings without doing listing presentations, 726, See Listings
Secret to real estate success, 120, See Business
Secret to taking your income to new heights, 334-335, See Income
SELL WITH SOUL, 396, 612, 762
Seller awareness hotline, See Recorded messages
Sellers,
Are sick of cleaning their houses, 433-434, 921-922
Biggest frustration, 306
Pre-qualifying sellers instead of their properties, 885-886
Waiting list of, 920
Selling,
Automated system, 410
Eighty percent of sales are made after the fifth contact, 743
Listening prospects into a sale, 604, See Listening
Secret of selling more, 605
Sending birthday and anniversary cards automatically, 564-565, See Sendoutcards.com, Birthday
cards, Greeting cards
Sendoutcards.com,
Campaigns, 561-568
Cody Bateman, 448, 553
Gift cards, 244, 511
How to join, 642
Pay-As-You-Go, 647-648
Preferred Customer, 643-644
Retail Customer, 645-646
Sending cards automatically, 564-565
Sharpening your saw, 171-172, See Time management
Shaw, Russel, 140
Showing, 346, 433, 921
Silent Messages, 603
Snow, Denis, 333
Social networking,
Facebook.com, 85, 213, 284, 335, 389, 391, 430, 434, 435, 452, 463, 497, 502, 509, 573, 610
Growing your business using, 435, See Marketing
LinkedIn.com, 85, 213, 284, 335, 389, 391, 430, 434, 435, 452, 463, 497, 502, 509, 573, 610
Mistake many agents make, 884
Twitter.com, 85, 213, 284, 335, 389, 391, 430, 434, 435, 452, 463, 497, 502, 509, 573, 610
Or Working Evenings Or Weekends
Page 1069
79
Page
Index
MEGA SUCCESS for Real Estate Agents
Sold-In-60-Days-Or-I-Will-Sell-It-For-Free Guarantee, 306, 356, 923, 924, 925, See Guarantees
Sources of new business, 389-404
Center of influence, 400
Clients, 393-395
Farming, 403
Internet buyer leads, 400-401
Media marketing, 404
Purchased leads, 401
Signs and open houses, 403
Sphere of influence, 396-399
Southwest Airlines, 78, 262, 349, 386, 968
Sparta, Kelle, 960
Specialization, 886-887
Spending your time on the 80% of activities, 138, See Time management
Sphere of influence, 9, 89, 93, 105, 112, 170, 271, 606, 610, 612, 613, 657, 659-681, 685, 687, 734, 753,
876, 905, 947, 949
Classifying into groups, 676-677
Contacting them, 667-672
Definition, 105
Getting business, 659-581
Identifying them, 660-666
Sending card to them, 615
Turning friends into clients, 113
Sports schedules, 404, See Marketing
Standard interview questions, 198, See Interview, Hiring
Starbucks, 262, 349, 495, 596, 651, 675, 953
Starbucks vs. Dunkin’ Donuts, 349
Stealing business from cooperating agents, 819-832, See Marketing, Prospecting
Student of learning, 872-873
Strangers, 13, 87, 120, 138, 422, 459
Stumpf, Joe, 111, 163, 472, 725, 875, 948
Sullivan, Marilyn, 56, 96
Success as a Real Estate Agent for Dummies, 472
Success Journal, 1, 25, 43, 127, 255, 275, 851, 991
Success leaves clues, 302, 963
Success, passion, 865-869
[email protected], 1021, 1023, 1024, 1034
Successful agents are DOERS, 905, See Action
Survey, client satisfaction, 376-385
SWIM With The SHARKS Without Being EATEN ALIVE, 473
Systems,
Make A Six-Figure Income Without Cold Calling, Door Knocking
Page 80
Page
1070
Index
Index
Automating follow up, 504
Definition, 261
Developing efficient ones, 870
Giving clients control, 263-264
Must have for your business, 265-266
T
Target market,
Being a specialist, 121-126
Defining it, 119-126
Focusing on sellers, 881-883
Mastering your market, 887
Why trying to sell to everyone is ineffective, 314
Worksheet, 122-126
Targeting prospects, 314, See Prospects, Prospecting, Marketing
Tasks to delegate, 893, See Time management
TEAM, 186, 187, 212, 217, 219, 237, 861, 892, 894, 936
A members, 228, 233, 234, 235, 244
Building a great one, 892-893
Teaser copy, 731-732, See Envelopes
Telemarketing, 748, 754, 1028, 1030
Thanking clients for referrals, 363
The Greatest Salesman in the World, 85
Terminating mediocre employees, 177, See Employees
Testing,
Biggest mistake most agents make, 836-837
Marketing campaigns, 833-838
Scripts, 837
Thank you, See Greeting cards
Cards for Agents, 209-210, See Real estate agents
Cards for clients, 436-440, 461-466, See Clients
Cards employee, 183-184, See Employees
George H.W. Bush's success secret, 473
Handwritten, 467-473
Letter, 442, 460
Notes, 468-473
Thanking clients for their business, 477, See Clients
Thanks a million card, 241-243, See Greeting cards
Thanksgiving, 448, 449, 467, 471, 474, 477, 478, 504, 551, 553, 564, 681, 687, 830
Card, 551-552
Or Working Evenings Or Weekends
Page 1071
81
Page
Index
MEGA SUCCESS for Real Estate Agents
The Amazing Eight-Step Home-Buying System™, 420, 440, 678, 706, 711, 802, 805, 915, 927, 929
Using it to acquire clients, 927
The Amazing Nine-Step Home-Selling System™, 324, 350, 926, 928, 931
Purpose of, 414
Using it to acquire clients, 920-922
The Easy Access Client Dashboard, 335, 430, 892, 919
The For Sale By Owner Home-Selling Secrets, 369, 726, 762, 776, 779, 780, 915, 923, 926, 929, 931
Using it to acquire clients, 926
The GO-GIVER, 450, 473, See Burg, Bob
The Greatest Salesman in the World, 298
The highest compliment I can receive is the referral of friends and family, 322, 841
The International Customer Service Association, 332, See Customer service
The law of reciprocity, 618
The Mega Agent Network™, 414, 427, 577, 848, 865, 890, 892, 915, 941, 947, 948, 949, 950, 954, 983
Exclusive City, 935
Exclusive Country, 939
Exclusive State Or Province, 937
Exclusive Zip Or Postal Code, 934
Membership benefits, 915
Non-Exclusive Zip Or Postal Code, 933
The Millionaire Real Estate Agent, 311, 888, 898, See Keller, Gary
The Millionaire Real Estate Investor, 879, See Keller, Gary
The Seven Levels of Communication, 612, See Maher, Michael J.
The Ultimate Online Home Tour™, 338-345, 915-919
TheHomeBuyingBook.com, 707, 711, 915, 929
TheHomeSellingBook.com, 317, 320, 415, 607, 681, 692, 698, 705, 707, 802, 813, 815, 836, 915, 928
TheHomeSellingBook.com, Using it to generate leads, 928
TheMegaAgent.com/cal/lifetime.php, 61, 64, 83, 108, 395, 657, 876
TheMegaAgent.com/programs/ms, 1035
TheMegaAgent.com/tools/crm, 107, 504, 838, 947, 949
TheMegaAgent.com/tools/leads, 402, 403, 715
Theredx.com, 745, 748, See Expireds, FSBOs
Think and Grow Rich, 301, 302, 910
Thinking outside the box, 871, See Paradigm shift
Three-step interview process, 199-200, See Interview, Hiring
Three ways to grow your business, 324-325, See Business
Time is money, 734, See Time management
Time is our most valuable resource, 161, See Time management
Time management,
Asking yourself these questions, 158, 161, 163
Calculating your hourly income, 157-160
Controlling interruptions, 169-170
Make A Six-Figure Income Without Cold Calling, Door Knocking
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Delegating, 141-144
Don’t let other people plan your day, 162
Focusing on sellers, 881-883
Gaining two extra hours a day, 161-170
Handling "got a minute” requests, 169-170
Hiring an assistant, 142
Life is fleeting, 867
Lumberjacks story, 171
Minimizing distractions, 168
Sharpening your saw, 171-172
Spending your time on the 80% of activities, 138
Taking care of the big rocks first, 30-32
Time wasters, 160
To-do list, 162
Touching a piece of paper, 166-167
Urgent but not important, 162
TMAN, See The Mega Agent Network™
TO-DO list, 162-165
Together Everyone Achieves More, See TEAM
Tools, using my tools to acquire clients, 413-416
Top of mind awareness, 360, See Marketing
Touching a piece of paper, 166-167, See Time management
Tracking marketing campaigns, 838, See Marketing
Transit vehicles, 312, 313, See Marketing
Treating clients like kings and queens, 57, 86, 108, 232, 253, 261, 334, 398, 517, 642, 889, See Clients
Treating clients with indifference, 48, See Clients
Treating employees like they’re partners, 176, See Employees
Treating new clients the same in the beginning, 110, See Clients
Treating your real estate business as a job, 863-864, See Business
Trulia.com, 871
Trusted advisor, 880
Turning B clients into A's, 119, See Clients
Turning clients into friends, 112, 617
Turning dreams into realty, 971-980
Turning friends into clients, 113
Twitter.com, 85, 213, 284, 335, 389, 391, 430, 434, 435, 440, 452, 497, 502, 610, 611
Using strategically, 610
Two types of now prospects, 401-402, See Prospects
U
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MEGA SUCCESS for Real Estate Agents
Ultimate goal of your USP's and marketing campaigns, 360
Ultimate Online Home Tour, See The Ultimate Online Home Tour™
Undercover Boss, 185
Unique selling proposition, See USP,
United Break Guitars video, 85
UNWOWs, 334-351, 361367, 785, 786, 787, 796, 797, 877, 878, 952, 953, See WOWs
Agents’ signs are UNWOWs, 785
Forcing prospects to see homes in person, 786
UPS, 262, 306, 358, 732, 733, 734, 740, 968
Envelopes, 732, See Envelopes
Urgent but not important, 162, See Time management
Use a daily to-do list, 162, See Time management
USP, 302, 305, 306, 308, 324, 355, 356, 358, 359, 360, 386, 407, 840, 877
Be an orange among the apples, 752, 780
Developing a compelling one, 355-360
Domino’s Pizza, 305
FedEx, 305
USPS, 305, 306, 355, 356, 358, 360, 733, 874, 923
Priority Mail, 733
V
Valentine’s Day, 467, 503, 527, 529, 630, 681, 687
Card, 528-529
Vancouver, 66, 935
Virtual assistants, 212-215, See Employees
W
Waiting list of sellers, 920
Waitley, Denis, 172, 864, 868
Walton, Sam, 118
Wanamaker, John, 833
What’s in it for me? 304-305, 314, 316, 317, 318, 321, 322, 323, 324, 325, 359, 443, See USP
When you work, work, when you play, play, 864, See Time management
White House Office Of Consumer Affairs, 86
Why should I care? 443, 457, 491, 840, 841, 842, 845, 874, See USP
Why should I do business with you? 304, See USP
Why Your Home Didn’t Sell, 369, 716, 723, 725, 726, 752, 758, 759, 780, 915, 923, 926, 928, 931
Using it to generate leads, 926
WhyMyHomeFailed.com, 723, 724, 746, 747, 755, 915, 928
Make A Six-Figure Income Without Cold Calling, Door Knocking
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Using it to generate leads, 928
Why,
Conquering adversity, 911
Discovering yours, 35-42
Powerful enough, 31, 979
Wickman, Floyd, 572
Williams, Joe, 217
Wiseman story to show the importance of taking action, 980
Working all the time, 399, See Time management
Working in your business, 32, 138-139, See Business
Working on your business, 32, 138-144, 870, 878, See Business
Working smarter, not harder, 170, See Time management
World’s Greatest Salesman, 467, See Girald, Joe
WOWs,
Consumers experience few WOWs in the real estate industry, 349
Director of WOW, 367
Disneyland, 334
King of, 348
Master of, 367
WOW Moments, 334, 361
WOW your clients after a purchase, 585-589
WOW your clients after a sale, 593-596
WOW your clients, 86, 334, 369, 425, 877, 878
Wriston, Walter, 175
Wyatt, Tommy, 553
Y
Yard signs, 458, 893, See For-Sale signs
Yenkana, Ray, 964
Your Dream Vacation Contest, 498, 499, 501, 504, 591, 674, See Your WEALTHY Newsletter
Your real estate consultant for life, 376, 447, 494, 553
Your WEALTHY Newsletter, 483-491, 498, 499, 501, 502, 503, 504, 516, 567, 590, 591, 597, 600, 601,
Youtube, 85, 137, 185, 213, 367, 642
Z
Zappos.com, 262, 347, 348, 868, 869, 925
Zeller, Dirk, 55, 113, 137, 164, 459, 471, 499, 550, 594, 861, 891
Ziglar, Zig, 172, 618
Zillow.com, 773, 871, 947, 949
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MEGA SUCCESS for Real Estate Agents
Seize the day.
~ Horace
(BC 65-8, Italian poet)
How High You Aim,
How Far You Reach,
How Much You Achieve,
Depends On YOU!
Make A Six-Figure Income Without Cold Calling, Door Knocking
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About The Author
About Larry Lee
L
arry Lee is the president of Turems Technology
Incorporated, which is a Canadian company
located in the Vancouver area of British Columbia.
He’s been an entrepreneur since 1994 and has studied
business and marketing from some of the top experts
in the world, including Brian Tracy, Tony Robbins,
Michael Gerber, Nido Qubein, Gary Halbert, Jay
Abraham, Chet Holmes, Ted Nicolas, Dan Kennedy,
Joe Sugarman, Robert Allen, John Carlton, T. Harv
Eker, JT Foxx, and Raymond Aaron.
Larry has been doing business online since 1996 and has helped thousands of entrepreneurs,
especially insurance agents, generate more profits.
In July 2008, while searching for the most effective online tour and marketing system to help a
friend sell his house, Larry discovered a huge opportunity in the real estate industry. When he
couldn’t find any tour that would allow potential buyers to learn about a home virtually
almost as well as they could in person, he decided to build his own real estate technology.
Thinking he could offer a valuable product and service to real estate agents and transform the
real estate industry, Larry purchased dozens of real estate books and started researching the
real estate industry, as well as hiring a team of talented website developers.
While his website, DreamHomeHub.com, was being created, Larry began writing books to
explain to both consumers and real estate agents his revolutionary way of buying and selling
properties.
In addition to real estate books, Larry has also read thousands of articles, watched hundreds
of videos, and listened to countless audio programs and interviews by real estate authors,
trainers, coaches, and successful agents.
To understand the real estate licensing procedures and the education and training provided to
new agents, Larry obtained a real estate license in November 2011.
Although he learned a lot about real estate law after getting his license, he was surprised new
Or Working Evenings Or Weekends
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About the Author
MEGA SUCCESS for Real Estate Agents
agents weren't being taught how to build a successful real estate business. So Larry decided to
use his business and marketing experiences and the knowledge he’d learned from real estate
authors, trainers, coaches, and agents, to create a series of books that teach both new and
veteran agents how to become outrageously successful in this profession.
Four years after his real estate endeavor began, Larry has written seven books: four for home
buyers and sellers and three for real estate agents.
The Books For Sellers And Buyers
Make A Six-Figure Income Without Cold Calling, Door Knocking
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About the Author
About The Author
The Program For Real Estate Agents
Through these books, programs, and Larry’s unique home-selling technology and systems, he
hopes to transform the real estate industry, so more agents can make a great living working
only 40 hours a week and home buyers and sellers can experience the least amount of hassle.
If you’ve read The Amazing Nine-Step Home-Selling System™, or Why Your Home Didn’t Sell, or The
For Sale By Owner Home-Selling System, and have seen The Ultimate Online Home Tour™ in action
(DreamHomeHub.com/tour/1), you probably agree Larry’s tools can tremendously benefit all the
parties involved in a typical real estate transaction: (1) the listing agent, (2) the buyer’s agent, (3)
the seller, and (4) the buyer.
If you aren’t satisfied with the income you’re making or the number of hours you’re working, or
both, see Chapter 14 of this program to learn how to become a member of The Mega Agent Network™ (TMAN) and use Larry’s powerful tools to make a six-figure income without cold calling,
door knocking, or working evenings or weekends.
When you (and tens of thousands of agents) use his suggestions to treat your clients like kings and
queens, you will help enhance the image of real estate agents enormously.
Larry may be available for consulting, coaching, and speaking. So if you want to discuss a project
with him, email him at [email protected].
Or Working Evenings Or Weekends
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About the Author
MEGA SUCCESS for Real Estate Agents
Congratulations!
As a reward for looking through the
entire document, you will get to
examine 302 pages from MEGA
SUCCESS absolutely FREE!
My book, How To Generate More
Business And Referrals From Your
Real Estate Clients, has 302 pages and
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The regular price of the book is $97.00, and for a
limited time, you can get it for FREE at:
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Take advantage of this special offer before it’s too late.
Make A Six-Figure Income Without Cold Calling, Door Knocking
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About the Author