Transcript Howard Tager`s closing remarks

2014 TigerLead Success Summit
Closing Remarks
Howard Tager, Co-Founder, TigerLead Solutions
Party at Tao!
Party at Tao!
Party at Tao!
Take Your Tiger Business to the Next Level!
Worth $99?
Take Your Tiger Business to the Next Level!
• PeopleWork Book by Chris Smith
• 2 Continental Breakfasts
• 1 Kickback Wine and Beer Networking Reception
• 1 Raging Client Appreciation Party & Dinner
• Cove Financial Program (Full Commission + $250)
• Realtor Recommendation “Heads Up” Running Start
• Doorsteps for FREE for One Year
Take Your Tiger Business to the Next Level!
• Two Full Days of Incredible Tips, Strategies, Advice,
Success Stories
• Full Documentation of all Presentations and
“Pearls”
Success Summit Wrap Up:
What did you learn?
Pearls of Wisdom
Where We’ve Been
• There is always something that you can do
better. Use the Summit as the starting line of
a new course.
• 37% of buyer leads are also sellers – Add it
to your script/dialogue. Who doesn’t want
to double down?
FSCP
• Fast
• Service-oriented
• Consistency
• Persistency
You’re not going to get fit if you only work out
twice a month.
• You’ve heard the success stories and tips from
other TigerLead clients themselves.
• TigerLead is in high demand and works,
provided you are able to change your
business practices and work hard to cultivate
your leads and build a strong team.
• In the digital age, information spreads much
faster, so it’s much more important to be that
much more responsive to customers/leads.
• Really define the purpose of your business and
how it can help people.
• Make your business focused on people and
relationships.
• Focus on quality – Quality creates quantity.
• Providing a good service and focusing on
relationships is a form of marketing.
• Build a community based on your business and
surround yourself (business) with good people.
• Be passionate about what you do and never quit.
• The best emails give a sense of urgency, are
personalized, and end with a question.
• Know your metrics, especially closing rate.
Closing rate is what matters - all agents are not
created equal, so don’t treat them that way.
• Have the hard conversations about effort put in
and problems with performance.
• Consider invitation-only hiring. Build a great
brand, and now you can pick and choose your
agents. Hire less than 30% of the people
interviewed!
• Hire for good character and work ethic and train
on skills. Build your reputation = build the brand =
perception + reputation.
• The number of leads grows faster than homes
available.
• What is TigerLead focusing its efforts on:
o Lead quality
o Consumer home search site
o Paws dashboard
• Officially introduced the launch of
TigerLead mobile search! Your mobile site is
live now!
• New TigerLead technology being released soon:
o Two emails per lead
o Persistent login
o Map search
• In progress for 2014:
o School & Neighborhood information
o Search Suggest
o Home Values will become “Home Search
Trends”
• These updates are only possible because of the
excellent suggestions and feedback that we’re
receiving (keep it coming).
• Cove Financial is an alternative mortgage
program for buyers that don’t qualify for a
traditional mortgage.
• This program is a great opportunity for TL
clients who may have had to turn potential
buyers away because of bad credit. Cove is
offering $250 towards a TigerLead client’s bill if
a buyer purchases a home through Cove.
• Finish emails with a question that is not ‘how can I
help you?’
• Some clients get 50-60% responses off initial texts.
• When hiring new agents, ask questions, do
multiple interviews. If it doesn't work out the first
month, it's not going get better.
• Every lead on the first day:
o Call immediately
o Revise criteria
o Push listings
o Update activities on the first day
• Use the star system to track leads’ progress.
• Have an Action Plan and stick to it.
• Speed to call incoming leads (<2 min), be ON IT.
• Number/amount of calls and emails to leads is
important, but not as important as the QUALITY of
those contacts.
• Stay in touch after closing the lead, they’re not just
a transaction.
• Staying in touch pays, utilize the social network of
those leads you’ve established relationships with.
• “Sending something is better than nothing” – FALSE,
quality IS important.
• Have systems and processes in place in order to
keep track and follow up with the leads (i.e. Maria’s
system of contacting new leads first, then priority,
leads, then last logins, and then inactive last logins).
• Be innovative and think outside of the box as far as
places to find a great ISA. May be better that they
haven’t worked in the real estate industry
previously. People with retail or hospitality industry
experience are great examples.
• Concierge approach is KEY. The conversation should
be all about the search and what you can do for the
lead.
• Consumers most frequently look for reputation of
an agent (i.e. looking for ratings from past clients
the agent has been engaged with).
• Consumers like ‘ease of working with/not
pushy/understands budget limit.’
• More important to listen to someone who has
lived the experience.
• More recs = more leads
• Learning from your mistakes is the way to greater
success, so don’t be discouraged by failure.
• Stop making excuses.
• Recruit agents with Facebook.
• Set clear expectations with your new agents and
yourself!
• Maintain a positive attitude.
• The office visit is part of the showing.
• If something’s not working, tweak it!
• Everyone should know their numbers!
• Provide great and personalized incentives, in
addition to coaching and motivation to your
agents.
• Peer accountability is also key!
• Don’t fear the cheesiness, make it fun and make it
culture building, make you believe in it.
• Are you willing to do what it takes and will your
actions achieve your goal?
• We make time for what we truly want!
• You need the belief that Tigerlead can change your
world!
• Book Recommendation – “The Four Day Work
Week” – Trying to boost not only ROI but also ROT –
return on time.
• 90% of home search is done online (good thing
you’re all already taking advantage of that).
• You can leverage through outsourcing using external
personal assistants to manage email accountability
and compare stats.
• Success isn’t just about what you accomplish, but
what you inspire others to accomplish.
• Win hearts and minds of your customers!
• Partner effectively.
• Get deep into data.
• Build culture consciously and continuously.
Dream big, dream scary.
• When you get your leads, you have to immerse
them in an experience. Give them information.
They will respond to it.
• Develop strategic partnerships with vendors.
• Make your vendors contribute to the cost of the
system.
• When working with lenders, synergy needs to be
aligned. The lender needs to do weekly calls. Over
communication is key.
• Look at your leads’ ‘listings viewed’ and send
personalized emails to check in. You gain so much
info from the site and dashboard – USE IT!
• Talk about the specific community and show your
knowledge and expertise.
• You can use technology to increase productivity if
use it in the right way.
• Joining an online group is recommended in order
to share information.
• Utilize Facebook – You can create custom lists (i.e.
geographic radius search or past clients) in order to
help generate more referrals.
• Make life easier through anticipatory applications,
which work in the background automatically (such
as MileIQ, EasilyDo, Tempo, and TopProducer).
• What did TigerLead Tech deliver over the last year?
o
o
o
o
o
‘Team Management’ improvement capabilities
Reassign Leads- tools within Paws
Filter leads by license type
Quicker navigation through lead sets within PAWS
Password reset
• TigerLead issued a survey with 1K agent participation
resulting in 3K recommendations
• Paws Dashboard improvements:
o More Efficient
o Easier to use
o More Inclusive
o More Integrated
• TigerLead Tech updates coming in 2014:
o
o
o
o
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o
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Video embedded emails
Lead action plans
Daily task sheets
Enhanced follow-up
Custom labeling
Enhanced lead routing (improved round-robin)
Mass lead file import - lead aggregation service
Bulk lead import/export
Market Snapshot integration
Top producer integration
Gmail and Google contacts integration
• In order to be successful, you have to know how to
create a team that is actively able to manage all leads
effectively.
• Different strategies work for different teams, but you
need to be diligent about keeping tabs on your
agents and effectively manage your dashboard.
• Leverage videos to win leads
Take Your Tiger Business to the Next Level!
Worth $99?
Priceless!!
Three Types of Leads
Three Types of Leads
Three Types of Leads
Get “LISTED” and Take Your Biz to the Next Level
Take Your Tiger Business to the Next Level!
Leadership
Only You Can Take Your Team to the Next
Level!
Leadership Qualities
Leadership Qualities
Leadership and the Four R’s
Take Your Tiger Business to the Next Level!
Entrepreneurship
Take Your Tiger Business to the Next Level!
Entrepreneur n. someone who
enthusiastically embraces solving
problems in their industry, typically taking
additional risk and going outside
established solutions. (Generally thought
of in conjunction with starting a new
company.)
Take Your Tiger Business to the Next Level!
•
Agents & Brokers shifted to a whole new
innovative medium and channel of advertising
and marketing.
•
Agents & Brokers took on the financial risk of
spending more per month on digital marketing
then what they were spending on all other
expenses combined.
•
In many cases, Agent teams became more
productive than entire brokerages. This spurred
true independence from brokerage brands.
•
Many of TigerLead’s licensees have become true
entrepreneur’s in every sense of the words.
Lessons from My Entrepreneurial Journey
•
It’s only after hitting rock bottom that you can reach new
heights. Struggle, adversity, failure will be the best thing
that ever happened to you and when you will learn the
most
•
When I start a new venture I look for the “4 Wins”
• Good opportunity for me intellectually
• Big Financial Potential
• Great opportunity and environment for my employees
• Truly important and valuable product or service for my
customers
•
100% of zero is zero and 25% of $100M is $25M. The right
partners unleash more value than they consume in equity.
Work with complementary, not overlapping partners.
Lessons from My Entrepreneurial Journey
•
Ask questions, be nosy, be pushy, find and grab
opportunities. Finding luck along the way only happens
by actively putting yourself in a position for “luck” to find
you.
•
Send out an “I’m approachable and open to ideas” vibe.
Be receptive and give lots of free counsel to others.
•
Do what you do best and let others do the rest.
•
Practice “triage.” Approach each work day as if you’re
an emergency room physician who has to decide which
patients to attend to first. Triage your to-do’s, block out
the unimportant, focus on the highest priority items that
will have the most impact on your top or bottom line
•
Hire slowly, fire quickly and know that “red flags” will most
often not go away
Lessons from My Entrepreneurial Journey
•Always gauge the risk/reward ratio on any venture or any
investment. Is the risk of your time and/or money justified by
the potential returns?
•Surround yourself with positive people and eliminate all
negativity. Surround yourself with proven winners and people
who have achieved.
•Always spend a significant amount of time doing research
and due diligence before you jump headlong into a new
venture.
•Hire people who are “smarter, faster, stronger” and they will
make you rich. Leverage, whether it’s money or people, is the
only way to achieve true wealth.
Take Your Tiger Business to the Next Level!
Desire
Take Your Tiger Team to the Next Level!
Take Your Tiger Team to the Next Level!
“I don’t fear failure. I fear mediocrity,
routine, anonymity, and boredom.”
-- Me
This Is What I Fear and Therefore What Motivates!
Visualize Your Goal
Visualize Your Goal
Visualize Your Goal
Visualize Your Goal
“Set your mind on a definite goal and observe
how quickly the world stands aside to let you
pass..”
-- Napolean Hill, from Think and Grow Rich
The Key to Success
1) Fix in your mind the exact amount of
money you desire. Be specific!
1) Determine exactly what you intend to
give or sacrifice in return for the money
that you desire
1) Establish a definite date by when you
intend to possess the money that you
desire
The Key to Success
4) Create a very specific plan for carrying out your
desire which must begin immediately without any
delay
4) Write down a personal, concise statement that
includes the amount of money that you intend to
acquire, the time horizon for acquiring it, what you
intend to give up or sacrifice in return for the
money, and the plan through which you intend to
acquire the money
4) Read your written statement twice daily, once
when you wake up and once before you go to
sleep
The Key to Success
“Successful people are always looking
for opportunities to help others.
Unsuccessful people are always asking
what’s in it for me?”
The Key to Success!
Thanks!
Thanks!
The TigerLead Success Summit
“If you do what you love, you’ll never
work a day in your life”
-- Marc Anthony
Take Your Tiger Business to the Next Level!
Take Your Tiger Business to the Next Level!
Stop Leaving Money on the Table!
There is a Ton of Cash in Your Computer!
Take Your Tiger Team to the Next Level!
Take Your Tiger Business to the Next Level!