release the winner within pt. 1 - introduction

OUR GOALS: To position you to be free from financial concerns.

1) Earn more by getting more consumers to

buy your product. 2) Keep more of what you earn. 3) Invest your earnings wisely.

Lead, follow or just get out of the way!

RELEASING THE WINNER WITHIN” TOPICS:

● BUILDING A CLIENTELE-BASED BUSINESS ● 99.7% EFFECTIVE LISTING PRESENTATION ● SELF PROMOTION – BECOME A SUCCESS MAGNET ● 5 HOUR BUYER SYSTEM/BUYER PRESENTATION ● OBJECTION RESPONSES ● WORKING EXPIRED LISTINGS & FOR SALE BY OWNERS ● SCRIPTS ● SYSTEMS, DISCIPLINE & DELEGATION ● OPEN HOUSES ● INVESTMENT STRATEGIES ● BUSINESS PLANNING ● LEAD CONVERSION

PRESENTER’S CREDENTIALS: ● TOP AGENT IN THE WORLD FOR WORLD’S LARGEST R.E. COMPANY ● AVERAGED NEARLY 300 CLOSED TRANSACTIONS ANNUALLY (NO TEAM – JUST 1.5 CLERICAL ASSISTANTS). ● SOLD 9 HOMES IN ONE DAY ● SOLD 40 HOMES IN ONE MONTH ● AVERAGED NEARLY 20 LISTINGS TAKEN MONTHLY ● LOST ONLY 4 LISTINGS IN OVER 1500 PRESENTATION OPPORTUNITIES ● FIRST AGENT IN U.S. TO EARN OVER $1,000,000 ANNUALLY (AVG. SALES PRICE $125,000) ● HAS PRESENTED AT NEARLY EVERY MAJOR COMPANY’S NATIONAL CONVENTIONS

A COUPLE OF TESTIMONIALS: Prior to attending the Releasing the Winner Within workshop, I was stuck on 55 closed sales units annually. The year I attended your sessions, I closed 150.5 units. Thank you! You changed my life. - S Burton You increased my production dramatically. The year after I attended your workshop I closed 196 sales units. - S Rafeh With your help I have become the top-producing agent in Orange County. It is one of the most competitive real estate markets in the world. Thank you! - D Lobin At last, a full-proof system. The results of your program are exciting. I am seeing agents, who have resisted farming for years, out doing it and having fun. One of my agents, using your systems, has closed $180,000 in GCC her first year in the business (avg. sales price $100,000). I wish all of my agents were in your workshop. - Gloria McGurk, broker/owner Thank you! Seven months into this year I have exceeded my best year ever. I have truly learned so much from you. What amazes me is that you actually used these techniques and had tremendous success. Your knowledge of the day-to-day business always surprises me. The skills I have learned from you are invaluable. Thank you for showing me how to take better care of my customers. I have been selling real estate for 11 years and have had a lot of success, yet it surprised me that there is a better, easier way to be successful. - L Sharp

Do you need to make changes in your career? Please use a sheet of paper and pen/pencil to respond, in writing, to the following questions.

1) Can you predict your net income for the next 12 months?

2) Is your production and your net income increasing substantially (at least 20%) every year?

3) Is your business truly profitable (net 70% or more of your personal gross)?

DO YOU NEED TO MAKE CHANGES IN YOUR REAL ESTATE CAREER?

4) Do you have money left after expenses to purchase at least two real estate investments annually?

5) Are you earning at least $200 hourly and living a balanced life?

6) Do you owe less than $500 in credit card debt that remains unpaid monthly?

DO YOU NEED TO MAKE CHANGES IN YOUR REAL ESTATE CAREER?

7) Is your career consistently productive (no periods of down/minimal production)?

8) Are profits more important to you than plaques?

9) Are you satisfied with the net results you’re getting from the time and effort you invest in your career?

DO YOU NEED TO MAKE CHANGES IN YOUR REAL ESTATE CAREER?

10) Are you receiving residual income today from yesterday’s hard work?

11) If you have been in business for more than 12 months, are you no longer needing to prospect for new customers? A “NO” ANSWER TO ANY OF THE ABOVE INDICATES A NEED FOR CHANGE!

DO YOU NEED TO MAKE CHANGES IN YOUR REAL ESTATE CAREER?

YOU MUST BE DISSATISFIED! SATISFIED PEOPLE SIT ON THE FRONT PORCH AND SIP ICED TEA. DISSATISFIED PEOPLE, UNLESS THEY

HAVE ACCEPTED DEFEAT, TAKE ACTION TO IMPROVE THEIR LIVES!

RESULTS DON’T LIE!

YOU MUST BELIEVE BEFORE YOU CAN ACHIEVE!

THE BIGGEST OBSTACLE TO SUCCESS IS THE LACK OF BELIEF IN ONE’S ABILITY TO BE SUCCESSFUL;

WHY MAKE THE EFFORT IF ONLY FAILURE IS ASSURED

Success is not a single event. It is an accumulation of small achievements that, in sum total, form world conquering accomplishments.

FOCUS ON SMALL DAILY ACHIEVEMENTS – SMALL SUCCESSES PAVE THE PATH TO BELIEF & VICTORY!

YOUR SHIP IS NOT COMING IN!

YOU HAVE TO BUY THE RAW MATERIALS, BUILD YOUR BOAT, LAUNCH IT, PROVIDE THE FUEL,

DETERMINE A DESTINATION AND PILOT IT TO THAT DESTINATION.

ACCEPT THE RESPONSIBLILTY FOR YOUR OWN SUCCESSES OR FAILURES.

WHY NOT BUILD A MEGA-YACHT INSTEAD OF A DINKY DINGHY? YOU HAVE THE TALENT. YOU JUST NEED TO ACQUIRE THE SKILLS!

HAVE YOU EVER BUILT A HOUSE? DID THAT PROCESS INVOLVE ANY DEFERRED GRATIFICATION?

BUILDING ANYTHING OF VALUE TAKES TIME AND CONSISTENT EFFORT. YOU CAN INSTALL A MODULAR

HOME IN JUST A COUPLE OF DAYS BUT, ONCE COMPLETED, YOU’LL ALWAYS HAVE JUST A MODULAR

HOME. THE GRATIFICATION IS INSTANT BUT LACKS LONG-TERM VALUE.

YOU HAVE TO DEFER GRATIFICATION TO BUILD A CUSTOM MANSION BUT, ONCE COMPLETED, YOU OWN A

MANSION; A MANSION THAT WILL KEEP YOU SAFE, COMFORTABLE AND PROUD WITH JUST A LITTLE

CONSISTENT MAINTENANCE.

Building a bank of loyal clients is like building a house. Initially you must spend a lot of time and effort in the building process. Its not easy! But, once the construction is complete, just as a home keeps you comfortable and secure, a bank of loyal clients keeps your income consistent and secure.

After the client bank has been built, a little constant maintenance will keep the opportunities coming.

In our business, maintenance is simply consistent, repetitive exposure with a “value-added” theme.

SIMPLY STATED, WHAT WE ARE ASKING IS THAT YOU BECOME A “PEOPLE COLLECTOR.”

I BUILT MINE AS FOLLOWS:

YOU CAN BUILD YOURS:

● INTERNET CONTACTS ● SPHERE OF INFLUENCE ● PEOPLE YOU’VE WORKED WITH IN THE PAST ● LOCAL BUSINESSES ● TARGETED GROUPS ● FOR SALE BY OWNERS & EXPIRED LISTINGS

How many consumers do you need? 100 consumers = 3 closings annually For Example: 1,100 loyal consumers = 33 closings 1500 loyal consumers = 45 closings 3000 loyal consumers = 90 closings Define loyal? How many do you need?

THE FORMULA: Determine your average (gross) commission per transaction. Avg. house price range________($200,000)

X ____ (3%) avg. commission = (gross) earnings per closing________($6,000)

THE FORMULA:

b) Desired annual income (gross)_________($100,000)

÷ earning per closed side _________($6,000) = # of closed sides needed _________(17)

c) Total # of closed sides needed _________(17)

X 33 (need 33 targeted consumers to close one transaction) _________ (561)

TOTAL # OF NEEDED CONSUMERS _______ (550-600)

AUGMENTED CLOSINGS/CASH FLOW: WITH A LITTLE “SUCCESS” MARKETING, THE TARGETED NUMBER OF CLOSINGS WILL BE DRAMATICALLY INCREASED (17 CAN EASILY BECOME 30).

We have clients who are currently involved in a real estate exchange. Their sale escrow is closing this week. We are contacting you because you own a multi-family property in the area that is of interest to them. If you have given any thought to selling your investment, please call us at 530-221-4811 or e-mail Jim at drozcorp@snowcrest.net JIM & SUE THE DROZ CORP. 7495 Waterside Way, Redding, CA 96002 drozcorp@snowcrest.net 530-221-4811 DRE Lic #

WE HAVE A CLIENT INTERESTED IN BUYING AN INVESTMENT PROPERTY IN SHASTA COUNTY. HAVE YOU THOUGHT OF SELLING?

AUGMENTED CLOSINGS/CASH FLOW: EXAMPLES

How do the world’s most successful companies generate leads?

Why not duplicate what they have proven to work?

Product Marketing Mentality – An Intelligent Approach:

Product Marketing Mentality – An Intelligent Approach:

• Have a quality product • Introduce the product to targeted groups of consumers • Once introduced, never allow the consumer to forget the product • Promote every success

Once again, why not duplicate what the most successful have proven works?

WHAT IS IT YOU SELL? WHAT IS YOUR PRODUCT?

YOUR ONLY EXCLUSIVE PRODUCT IS - YOU

You are too smart to do things that don’t make sense! The litmus test for every “Results Driven” task should be sensibility.

JUMP START THE PROCESS WITH THE HOLIDAYS

● Decorating contests ● Drawings ● Photo shoots ● Santa door-to-door ● Children’s events ● Client gifts ● Food drives ● Halloween bags, safety gear, etc. ● Client appreciation parties ●Be creative & have fun!

IF YOU ARE NOT DIFFERENT, YOUR INCOME

WON’T BE!

THE KEY TO MEGA-PRODUCTION AND MEGA-PROFITS IS THE PROCESS OF ELIMINATION

BUILD IT (6 TO 12 MONTHS)

MAINTAIN IT (SYSTEMS & DELEGATION)

SERVICE IT (50% DONE THRU DELEGATION)

AN AGENT’S PRIMARY ACTIVITIES SHOULD BE LISTING PRESENTATIONS, SHOWINGS, WRITING

CONTRACTS, SOLVING PROBLEMS, BEING CREATIVE & COMMUNICATING

SUMMARY! Building a business vs. the treadmill: ● Every action builds long-term relationships. ● Every relationship results in residual income. ● The goal: Be the one chased instead of being the chaser.

Know where you are going and how you are going to get there!

Carefully & wisely choose a direction, then stay the course until the results are in. (SEMINAR WILLOW)

Focus on the consistent performance of career enhancing, minute-by-minute activities. Activities are the transport that takes you to your destination.

Every minute of career time must be used to perform activities that propel you closer to to your goal.

Constantly be aware of the future results of today’s activities!

If time is an issue, to free more minutes to do productive activities, you must first eliminate the daily tasks that are not “results focused.” And then, replace those activities with more productive tasks.

UNDERSTAND WHAT IT IS YOU ARE SELLING

UNDERSTAND THE IMPORTANCE OF PLACING YOUR PRODUCT IN FRONT OF CONSUMERS WITH CONSISTENCY

COLLECT PEOPLE – YOUR PEOPLE BANK IS YOUR LIFELINE (Immediate gratification is important but should not be your only focus)

EVERY CONSUMER YOU LOSE IS ONE YOU MUST REPLACE – REPETITIVE EXPOSURE IS THE KEY TO CONSUMER MAINTENANCE

25-25-50

CHARACTER IS THE ABILITY TO FOLLOW THROUGH ON A DECISION ONCE THE

EMOTION OF HAVING MADE THAT DECISION HAS PASSED!

IT’S TIME TO START THE

JOURNEY!