Transcript Course Title - Keller Williams Realty

CAMP 4:4:3
Power Session 1:
Career Launch: CAMP 4:4:3 Path to
Success
Introduction
The journey won’t necessarily be easy, but it
will change your life.
- The Millionaire Real Estate Agent
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Power Session 1
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Path to Success
Introduction
Objectives
1)
2)
3)
4)
5)
6)
Review the course introduction
Identify the goal of CAMP 4:4:3
Identify the challenge of CAMP 4:4:3
Define the Foundational Path to Success
Uncover new agent Myth Understandings
Identify the components of Career Launch: CAMP
4:4:3 training
7) Review advice for new agents
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Path to Success
Introduction
Think Big  Act Bold  Live Large
Become the Very Best You Can Become!
-Gary Keller
What motivates and drives you?
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Path to Success
The Goal: Become a Customer Service Professional
You cannot become an expert in 90 days but
you can become a customer service
professional.
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Path to Success
The Goal: Become a Customer Service Professional
Career Launch training has one overriding goal:
For you to become a professional—a
customer service professional—in three
months or less.
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Path to Success
The Challenge – Achieving 4:4:3
CAMP 4:4:3
Creating Agent Maximum Productivity
by achieving:
4 listings and 4 sales in 3 months.
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Path to Success
The Foundational Path to Success
A simple path to spectacular goals.
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Path to Success
The Foundational Path to Success
The Outer Triangle
The focus you must have to reach quick
success.
Truth
You are not in the real estate business.You are in the lead generation
business—specializing in real estate.
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Path to Success
The Foundational Path to Success
The Inner Triangle
Basic Knowledge
Truth
Knowledge without action is useless.
Action without knowledge is reckless.
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Path to Success
The Foundational Path to Success
Productive Action
Revenue-Producing Actions
and
Supportive Actions
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Path to Success
The Foundational Path to Success
Exercise
Revenue-Producing Actions vs. Supporting Actions
Directions:
1. Choose a partner.
2. Review the list of actions below and decide which you think
are revenue-producing and which are supportive.
3. Share with the class.
Time:
10 minutes
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Path to Success
The Foundational Path to Success
Productive Action
Truth
Action alone does not cause success. Productive action causes
success.
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Path to Success
The Foundational Path to Success
Customer Service
Truth
Real estate sales is a people business.
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Path to Success
The Foundational Path to Success
Professionalism
Professional
A professional is someone who knows what they know, knows
what they don’t know, and knows the difference between the
two.
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Path to Success
The Foundational Path to Success
Truth
People don’t want your answers. They want the right answers.
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Path to Success
The Foundational Path to Success
The Professional’s Creed
“I’m a professional. I know what I know and I know what I don’t
know. And I know the difference between the two. When I
know, I’ll tell you. When I don’t know, I’ll go find out. My top
priority is that you always get the right answer. I’m a
professional.”
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Path to Success
The Foundational Path to Success
Profile of the Successful New Agent
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Path to Success
The Foundational Path to Success
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Path to Success
The Foundational Path to Success
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Path to Success
The Foundational Path to Success
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Path to Success
New Agent MythUnderstandings
Have you ever wondered what keeps you from doing
what you want to do?
Myths are most often rooted in fear.
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Path to Success
New Agent MythUnderstandings
Myth 1: I can’t do it.
Truth
Until you try, you can’t possibly know what you can or can’t do.
Myth 2: I have to be an expert and know everything
before I can begin.
Truth
You need to be a professional, not an expert.
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Path to Success
New Agent MythUnderstandings
Myth 3:This is not a great time to start a career in real
estate.
Truth
It’s always a great time to start a career in real estate.
Myth 4: I’m new; I’m not valid.
Truth
Valid is as valid does.
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Path to Success
New Agent MythUnderstandings
Myth 5: Because I’m in the business, the business will
come.
Truth
To consistently have business, you will have to go get it.
Myth 6: I’m really busy, so I’m productive.
Truth
You are only truly productive when you are converting leads
into signed business.
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Path to Success
New Agent MythUnderstandings
Myth 7: I don’t have time for training.
Truth
School is never out for the successful.
Myth 8: I will need to invest a lot of money to start
a career in real estate.
Truth
Starting your career doesn’t take a lot of money. It does take
leads, and leads don’t have to cost a lot of money.
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Path to Success
New Agent MythUnderstandings
Myth 9: Now that I’m my own boss, I don’t need to be
held accountable.
Truth
Everyone needs accountability all the time.
Myth 10: My pre-license education prepared me for
success in the real estate business.
Truth
Productivity training and taking productive action will prepare
you for success in the real estate business.
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Path to Success
The Components of Career Launch
Career Launch: CAMP 4:4:3 Power Sessions
18 power sessions – quick bursts of information and training
to energize your efforts that will provide you with the
critical knowledge, specific action steps and the tools you
need to get started.
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Path to Success
The Components of Career Launch
CAMP Map
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Path to Success
The Components of Career Launch
Career Launch: CAMP 4:4:3 Models
•
•
Based on extensive research and the actual experiences of KWR agents
Primary models are – Foundational Path to Success and the six steps of
Customer Service Selling
The 10:5:15:5
1.
2.
3.
4.
Collect 10 business cards.
Call 5 people.
Write 15 notes.
Preview 5 homes.
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Path to Success
Power Session 1
The Components of Career Launch
Success Grid
• Daily record of 10:5:15:5 achievement (front side)
• Daily successes – appointments made, listings taken and
sales made (back side)
The Success Grid is available both in hard copy format and
in electronic (Excel file) on your Tool Kit CD.
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Path to Success
The Components of Career Launch
A CAMP Buddy or Peer Partner
Someone to practice your scripts with on a regular basis.
Tool Kit
A collection of job aids and templates available both in print
and on CD-ROM and three sets of script cards.
Assignments
Session assignments and on-going assignments.
Accountability Sessions
Review progress, make adjustments to action plans.
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Path to Success
The Components of Career Launch
Mentor Relationship
Mentor will serve as “go-to” person.
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Path to Success
Advice for Your Journey
When our Advisory Panel was asked what they
would say if they could give agents one piece of
advice, they said…
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Path to Success
Assignments
Power Session Assignments
1. Write down everyone you know and their contact
information. Use the job aid Achieving 10:5:15:5 Daily in
your Tool Kit to help you expand your list.
2. Order your business cards.
3. Read the Mentor Program Expectations job aid in your
Tool Kit. This provides you with what to expect from
your mentor relationship. Discuss with your mentor a
plan for achieving 10:5:15:5 in these early days. Note
that your Market Center may have different or
additional expectations of the mentor relationship for
your review.
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Path to Success
Assignments
4. Review the job aid Know Your Inventory in your Tool Kit.
This document tells you what information you need to
be familiar with to know your inventory.
5. Review the document titled KWR Intranet in your Tool
Kit. This document lists all of the time-saving tools
provided to you through the Keller Williams’ Realty
Intranet. Then, visit the KWR Intranet site and
familiarize yourself with the tools that may be helpful to
you.
6. If you are interested in creating a budget, review the
document Budget Considerations in your Tool Kit and
discuss it with your mentor. This will help you get
started with your planning.
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Path to Success
Assignments
Ongoing Assignments
1. Begin implementing 10:5:15:5 TODAY!
a)
b)
c)
d)
Collect 10 business cards.
Make 5 phone calls.
Send 15 notes or letters.
Preview 5 homes.
Review the job aid Achieving 10:5:15:5 Daily and Know Your
Inventory for ideas on how to accomplish this in these early
days. Record your progress on the Success Grid.
2. Review the Support Team Worksheet in your Tool Kit. The
purpose of this worksheet is to help you identify the
members of your support team. Fill in as many people as you
can. Think about how you will locate the other individuals.
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Path to Success
We have talked about…
1.
2.
3.
4.
5.
6.
7.
The course introduction
The goal of Career Launch: CAMP 4:4:3
The challenge of Career Launch: CAMP 4:4:3
The Path to Success foundational model
New agent Myth Understandings
The components of Career Launch: CAMP 4:4:3
training
Advice for new agents
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Path to Success