*WRITE&YOUR&FIRST&DEAL&WITHIN&30&DAYS*&

!!Today&I&will&do&what&others&wont,&so&tomorrow&I&can&do&what&
others&cant.&&
&
!!Success&is&the&sum&of&small&efforts&repeated&day&in&and&day&out.&&
&
!!If&you&want&it&something&bad&enough,&youll&find&a&way.&If&not,&youll&
find&an&excuse.&&
&
Are&you&ready&to&enter&The&Locker&Room?&&

&

This!is!the!sacred!ground!where!we!share!strategies,!analyze!game!plans,!
make!adjustments,!and!give!it!our!all!through!blood,!sweat,!and!tears.!This!
program!is!designed!for!KW!Fort!Mill!Productivity!Coaching!clients!and!foster!
an!environment!for!clients!to!share,!collaborate,!learn,!and!grow!with!one!
another.!Building!your!business!is!all!a!matter!of!giving!that!one!extra!degree!
of!effort!so!welcome!to!The!Locker!Room!and!I!ask!you!to!play!"all!in"!by!
giving!it!212!degrees.!!
Are&you&playing&to&WIN&or&playing&not&to&LOSE?&

Welcome to coaching!
I am looking forward to working with you. The information that follows is designed to
answer some frequently asked questions and provide a better understanding of the
coaching process. If at any time this information is unclear, please feel free to email me at
JakeDixon@kw.com

What can you expect from coaching?

During the coaching process, my complete attention and focus will be on you. The
coaching process is designed to help you achieve your professional business goals with
support and guidance. I will provide a forum for you to establish your goals. I will ask
powerful and probing questions, offer different perspectives, while helping you achieve
what you want most in your business career. Everything we discuss will be confidential.
Remember, I will always be in your corner with your best interests and your agenda at
heart.

What will I expect from you?

Make your coaching sessions a priority in your life. We are a team accomplishing more
together than either of us could do alone. For this to happen, you need to be prepared for
every session. Our sessions are designed to get you from where you are today to
where you want to be. Feedback is encouraged. Let me know how the process is
working for you. Have fun with this process, and make sure to listen to your heart as well
as your head. Pay attention to your intuition and what your "gut" is telling you. These
responses occur for a reason.

Extra Sessions
Between sessions, if you need to ask questions, tell your story, or bounce some ideas
around, please email me at jakedixon@kw.com or call/text me at 309-368-2943.

Communication
Please share with me, your stories, your wins, and your disappointments, anything you
like as well as your thoughts about your coaching experience. I want to know what works
and what does not. Please note all of the details of our Policies. Please let me know if
anything is not clear and we can talk about it. The real work is yours to do, and want to
choose a pace that is effective for you. If at any time you are not comfortable with any
part of our coaching partnership, let me know immediately so we can deal with the
situation and move forward. Please note the following information.

What I do as a Coach:

Listen to you openly and actively

Ask powerful questions
Reflect/mirror back to you
Offer different perspectives
Provide structure
Assist in setting goals, planning and strategizing
Hold you accountable for what you want to achieve
Trust you to make your own decisions

Show up with your best interests at heart

Tell the truth
Believe in you and your highest good

What I do not do as a Coach:

Do your work for you

Judge you
Give you legal or financial advice
Take responsibility for you or your actions

What I ask from you:

Be completely truthful with me and with yourself.

Be willing to stretch beyond your current comfort zone and experiment with new
ideas and concepts.
Be ready to look at your limiting beliefs, behaviors and attitudes and create
meaningful and lasting change around them.
Be on time for all of your sessions.
Attend atleast 80% of group sessions. Understand that you cant skip the group
sessions and expect a one-on-one session with your coach unless approved by the
coach beforehand.
For group sessions and one-on-one sessions, the entire session should be blocked
out on your schedule. Do not allow others to interrupt you unless there is a real
emergency. ESPECIALLY CELL PHONES.
Be committed to complete the work that your coach assigns.
Be willing to ask for what you want and need from the coach and from the coaching
relationship.
Fully understand that you are the one that does the work and that the coachs role
is to facilitate your success.!
Be willing to laugh and have fun as learn and grow together.

BOLD LAW How you participate here is how you participate everywhere!
Next Steps
Complete the Agent Questionnaire before your first session.
If you have questions prior to our session, please feel free to call me. Thank you for the
privilege of serving as your coach.
Health, Wealth, and Happiness,
Jake Dixon, 309-368-2943
JakeDixon@kw.com

Be Sure To Stay Engaged in Our Private Facebook Group called

The Locker Room KW Fort Mill

COACHING AGENT QUESTIONNAIRE

Name___________________________________________Date_______________
Nickname or Other Name Used__________________________________________
Spouse/Partner Name_________________________________________________
Spouse/Partner Occupation_____________________________________________
Mailing Address______________________________________________________
City/State/Zip_______________________________________________________
Home/Work/Cell Phone #______________________________________________
Email address_______________________________________________________
Preferred Communication:______ Email _______Text _______Phone _____ Other
Date of Birth________________________________________________________
Place of Birth (city and state)___________________________________________
Years in Real Estate ________

Full Time_____ Part Time_____

What did you do prior to real estate? _________________________________________

How many years?____________________________________________________
3 Strengths_________________________________________________________
3 Weaknesses_______________________________________________________
Hobbies____________________________________________________________
Favorite Book________________________________________________________
Favorite Movie_______________________________________________________
Favorite Color___________________ Favorite Music________________________
What are some of your dreams? ________________________________________
Why did you choose real estate? ________________________________________
What motto do you live by?_____________________________________________

Who do you admire most?______________________________________________

What is your biggest fear in life?_________________________________________
Have you completed the new agent orientation yet for this Market Center?_______
Have you completed Ignite? ___________________________________________
Have you attended a BOLD Preview?_____________________________________
Have you ever been in a coaching program?_______________________________
If yes, which program?________________________________________________
If you had to rate yourself on a scale of 1-10, with 10 being the best, how "coachable"
would you say you are?______________________________________
Have you ever had to follow a schedule?____ If so, tell me specifically what the
schedule was and how you followed it.____________________________________
How do you feel about making phone calls and asking for business?_____________

&
&

&
Mission!!Our!mission!is!to!empower!real!estate!agents!to!be!productivity!warriors!and!
exceed!their!goals!by!providing!proven!systems,!models,!and!support!in!a!fun!and!
positive!environment!that!is!conducive!to!their!success.&
Vision!!To!be!the!top!Productivity!Coaching!program!by!creating!the!most!productive,!
passionate,!and!business!minded!real!estate!agents.!!
Values!!God,!Family,!then!Business.!!
Beliefs!!
! Purpose!!Its!the!reason!for!your!journey.!
! Passion!!Its!the!fire!that!lights!your!way.!
! Persistence!!A!river!cuts!through!rock,!not!because!of!its!power!but!because!of!its!
persistence.!
! Personal!Growth!!A!commitment!to!the!journey!of!self!mastery!and!development.!
! Who!Youre!in!Business!With!Matters!!You!are!the!average!of!the!Top!5!people!you!
associate!with!the!most.!Choose!wisely.!!
! Dominate!&!Disrupt!!Only!dead!fish!swim!with!the!current.!There!is!no!such!thing!
as!competition!if!you!dominate!and!disrupt!your!market.!!
! Servant!Driven!Leadership!!Leadership!through!role!modeling!the!behaviors!we!
expect!of!others!and!coming!from!a!heart!of!contribution!rather!than!personal!gain.!!
! Character!!!Be!more!concerned!with!your!character!than!your!reputation,!because!
your!character!is!what!you!really!are,!while!your!reputation!is!merely!what!others!
think!you!are.!
! Success!Through!Others!!You!will!get!all!you!want!in!life,!if!you!help!enough!other!
people!get!what!they!want.!
! Learning!Based!!The!quest!for!lifeVlong!education!is!vital!to!growth!and!being!the!
best!you!can!be,!pushing!the!limits!of!what!you!thought!was!possible.!!
! Accountability!!You!are!a!product!of!your!actions!and!choices,!not!your!
circumstances.!Take!ownership!where!you!are!today!and!where!you!will!be!
tomorrow.!No!victim!mentality.!!
! Action!!There!is!a!difference!between!learning!for!learning!sake!and!learning!for!
doing!sake.!Action!and!implementation!is!what!it!all!comes!down!to.!!
! Failing!Forward!!Be!willing!to!make!mistakes!and!fail!forward.!Failure!always!
precedes!success.!!
Perspective!!Real!estate!is!a!contact!sport!and!you!must!get!your!jersey!dirty.!The!size!
of!your!database!will!be!in!direct!proportion!to!the!size!of!your!business!and!income.!
Our!goal!is!to!get!you!into!production!quickly!by!reaching!out!to!your!sphere!of!
influence!and!building!a!relationship!based!business.!Through!your!commitment!to!
lead!generation,!time!blocking,!and!focusing!on!the!20%!activities!!you!will!build!a!
Career!worth!having,!a!Business!worth!owning,!and!a!Life!worth!living!!!

Goals&for&Agents&in&Productivity&Coaching&
! Sixty!percent!of!your!income!should!come!from!listings!sold.!!
!
! Listing!appointments!should!result!in!a!50%!conversion!rate.!
!
! Attend!a!minimum!of!one!KW!event!per!year!(Family!Reunion,!Mega!Camp,!Bold,!
etc)!
!
! Attend!and!Graduate!from!Ignite!
!
! Prequalify!100%!of!your!appointments!!buyers!and!sellers.!
!
! Commit!to!3!hours!of!lead!generation!every!day!(calls,!open!houses,!door!
knocking,!networking,!going!to!the!mall,!social!media,!business!partners,!new!
construction!onVsite!agents,!door!knocking,!FSBOs!and!Expireds,!etc.)!
!
! Attend!at!least!one!role!play!/!script!practice!session!per!week.!!
!
! Know!and!articulate!your!value!proposition!(MVVBP)!
!
! Develop!a!business!plan!with!your!coach!
!
! Leverage!the!CGI!tools!and!system!to!build!your!business!
!
! Track!your!numbers!and!report!to!Productivity!Coach!weekly!
!
! Attend!at!least!80%!of!Group!Sessions!and!Individual!Sessions!
!
! Complete!the!Coaching!Prep!Form!and!turn!in!24!hours!in!advance!of!individual!
coaching!sessions.!&
&
! Attend!the!monthly!Team!Meeting!(2nd!Tues!of!month!unless!otherwise!noted)!

Characteristics&of&a&Great&Coaching&Client&
! You!come!to!the!appointment!prepared.!You!have!questions!written!and!issues!to!
discuss.!&
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! You!show!up!on!time.&
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! You!are!committed!to!creating!a!plan.!&
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! You!are!committed!to!creating!a!schedule.&
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! You!are!willing!to!perform!the!work!the!coach!is!asking!of!you.&
&
! You!are!willing!to!be!held!accountable.&
&
! You!realize!the!coach!will!not!tolerate!drama!or!allow!you!to!be!a!victim.&
&
! You!are!truthful!in!your!reports!and!issues.&
&
! You!are!open!to!change!and!new!ideas.&
&
! You!will!discuss!your!limiting!beliefs!and!allow!the!coach!to!help!you!through!your!
selfVdefeating!behaviors.&
&
! You!will!talk!openly!with!the!coach!if!you!are!not!getting!what!you!want!or!need!
from!the!coaching!relationship.&
&
! You!understand!that!coaching!is!an!investment!in!your!personal!and!professional!
growth.&
&
! You!understand!that!coaching!is!a!process,!not!an!event.&
&
! You!attend!and!participate!in!Ignite!and!BOLD!!take!BOLD!as!soon!as!possible,!do!
not!wait!thinking!Ill!take!it!next!time.&

Agent&Expectations&for&the&PC&Program&
! When!you!are!asked!to!complete!an!activity,!do!it.!We!know!sometimes!it!is!going!to!be!a!
challenge.!Feel!the!fear!and!do!it!anyway.!Everyone!has!butterflies,!just!get!them!to!fly!in!
formation.!!
!
! You!are!expected!to!utilize!your!Productivity!Coach!!not!depend!on!them.!Your!Productivity!
Coach!is!there!for!you.!Dont!abuse!this!by!calling!late!evenings!or!weekends.!
!
! Your!Productivity!Coach!expects!your!best,!and!if!you!arent!doing!your!best!then!your!PC!will!
ask!you!to!remedy!this.!!
!
! From!time!to!time,!your!Productivity!Coach!will!ask!you!to!accomplish!certain!activities!and!
successes.!You!may!accept!the!request,!counter!offer,!or!decline.!Please!know!your!PC!has!your!
best!interest!at!heart!and!only!desires!success!for!you.!!
!
! You!will!be!assigned!homework!and!expected!to!accomplish!it!on!time.!
!
! Remember,!breakdowns!are!to!be!celebrated,!for!a!breakthrough!is!around!the!corner!as!
taught!in!BOLD.!!
!
! Be!on!time!for!your!coaching!session.!
!
! A!business!plan!will!be!written!under!the!direction!of!the!Productivity!Coach.!
!
! Reports!and!Tracking!are!due!weekly.!
!
! If!you!are!not!getting!what!is!expected!from!your!Productivity!Coach,!you!will!discuss!this!with!
the!coach!and!no!other!person!in!the!program.!
!
! You!are!willing!to!allow!your!PC!to!coach!you!through!your!limiting!beliefs.!
!
! You!agree!to!take!personal!responsibility!and!complete!the!activities!that!guide!you!toward!
becoming!a!capping!agent.!!
!
! Your!Productivity!Coach!will!assist!you!with!the!identification!of!your!goals!and!implementation!
of!the!strategies!required!to!achieve!them.!&
&

Preparation&for&Coaching&Sessions&
Group&Coaching&Sessions:&
! Come!prepared!and!on!time!
! Be!ready!to!report!numbers!from!previous!week!(Mon!!Sun)!by!filling!out!PC!Tracking!
form!weekly!by!Monday!@!12:00pm!(www.FortMillCoaching.com)!
o! Appts!
o! Listings!Taken!
o! Contracts!Written!
o! Closings!
o! Contacts!Added!to!Database!
o! Contacts!Made!
o! Handwritten!Notes!(Follow!up)!
o! Number!of!Trainings!attended!
! Have!completed!any!work!assignments!that!may!have!been!given!last!session!
! Participate!and!encourage!other!attendees!to!do!the!same!
! Engage!in!the!subjects!we!discuss!and!be!willing!to!share!/!ask!questions!
!
Individual&Coaching&Sessions:&&
! Come!prepared!and!on!time!
! Be!ready!to!report!numbers!from!previous!week!(Mon!!Sun)!by!filling!out!PC!Tracking!
form!weekly!by!Monday!@!12:00pm!(www.FortMillCoaching.com)!
o! Appts!
o! Listings!Taken!
o! Contracts!Written!
o! Closings!
o! Contacts!Added!to!Database!
o! Contacts!Made!
o! Handwritten!Notes!(Follow!up)!
o! Number!of!Trainings!attended!
! Have!completed!any!work!assignments!that!may!have!been!given!last!session!
! Complete!Coaching!Prep!Form!&!Turn!In!at!least!24&hrs&in&advance&

Be&Sure&To&Stay&Engaged&in&Our&Private&Facebook&Group&&
The&Locker&Room&&KW&Fort&Mill&

TOP&15&MISTAKES&REAL&ESTATE&AGENTS&MAKE&
1.! Being!unprepared!to!be!a!real!estate!agent!by!not!fully!understanding!they!are!
now!selfVemployed!and!what!actions!are!necessary!to!succeed!
!
2.! Not!staying!engaged!in!the!office!trainings/events!and!falling!into!isolation!
!
3.! Not!arming!themselves!with!the!necessary!tools!of!the!trade!
!
4.! Trying!to!start!their!real!estate!business!on!a!partVtime!basis!
!
5.! Not!having!a!business!plan!or!strategy!
!
6.! Lack!of!proper!funding,!income!buffer,!or!savings!to!support!themselves!until!they!
prosper!
!
7.! Reducing!their!commissions!
!
8.! Taking!overpriced!listings!
!
9.! Spending!too!much!money!on!ineffective!marketing!&!advertising!
!
10.!!Failure!to!seek!referrals!from!satisfied!customers!
!
11.!!Failure!to!obtain!comprehensive,!postVlicensing!training!for!new!agents!
!
12.!!Failure!to!fully!understand!the!sale!and!purchase!contract,!addendums,!and!
disclosures!
!
13.!Thinking!that!because!they!have!a!license!!buyers!&!sellers!will!find!them!
!
14.!!Failure!to!master!a!listing!presentation!
!
15.!!Failure!to!master!a!buyer!presentation!

DAILY&SCHEDULE&&EXAMPLE&(There&may&be&days&you&
have&coaching&sessions&and&days&you&dont)&
!
!
!
!
!
8:00!!8:30!AM!
8:30!!9:30!AM!
9:30!!12:30!PM!
12:30!!1:30!PM!
1:30!!2:00!PM!

Wake!Up!
Meditate!/!Pray!
Affirmations!
Exercise!
Get!Ready!for!Work!
Arrive!at!work,!Plan!the!Day!
Script!Practice!and!Power!Ups!
Lead!Generate!/!Lead!Follow!Up!
Lunch!
Return!calls!/!Check!Email!/!Flex!Time!

!
Rest&of&Day&Activities:&
!
!
!
!
!
!
!
!
!
!
!
!
!
!
!

Listing!Appointments!
Buyer!Appointments!
Present!Contracts!
Negotiate!Contracts!
Preview!Homes!
eEdge!Database!
Networking!Events!
Training!
Open!Houses!
Work!on!Business!Plan!
Write!Notes:!thankVyou!notes!and!letters!
Paperwork!
Marketing!/!Drip!Campaigns!
Check!Emails!
Return!Calls!

If&you&have&nothing&to&do,&lead%generate&your&face&off&until&you&
have&an&appointment!&

Want&to&Make&Money&QUICKLY???&&&
We&Suggest:&
!
!
!
!
!
!
!
!

Take!BOLD!
Hold!2V3!Open!Houses!every!week!
Build!your!database!to!200!names!ASAP!(then!keep!going!)!
Make!a!minimum!of!20!contacts!per!day!
Preview!homes!daily!
Attend!training!classes!
Attend!team!meetings!
Attend!all!group!&!individual!coaching!sessions!

Treat%this%like%a%business%and%itll%pay%you%like%a%business.%Treat%this%like%a%hobby%and%
itll%pay%you%like%a%hobby.%%
&
TRUTH:&
The!Real!Estate!Business!is!a!Lead!Generation!Business.&&
&
The!Cardinal!Rule!of!Lead!Generation!is!simply!this:!
!

NEVER STOP!
JUST DO IT!

&
&
&
&

PRODUCTIVITY&SUCCESS:&1c3c5&G.P.S.&&
FOR&NEW&AGENT&IN&PROGRAM&(EXAMPLE)&
1&&Objective:&&
To!move!my!production!from!where!it!is!currently!to!a!status!of!capping!agent!within!a!years!
time.!!
3&&Goals:&
! Become!highly!skilled!in!lead!generation!
! Become!highly!skilled!in!lead!conversion!
! Become!highly!skilled!in!client!fulfillment!
5&&Action&Steps&for&Each&Goal:&
1.! Become!highly!skilled!in!lead!generation.!
! Attend!script!classes!weekly!
! Make!script!cards!or!a!recording!of!all!scripts!and!read!or!listen!to!them!daily!
! Practice,!drill,!and!internalize!lead!generation!scripts!
! Role!play!all!lead!generation!scripts!with!other!agents!
! Tape!a!lead!generation!phone!call!and!give!to!coach!to!listen!to!and!critique.!!
!
2.! Become!highly!skilled!in!lead!conversion.!
! Learn!&!Demonstrate!market!knowledge!and!pricing!strategies!
! Learn!&!Demonstrate!ability!to!conduct!a!powerful!buyer!consultation,!including!
handling!objections!
! Learn!&!Demonstrate!ability!to!conduct!a!powerful!listing!presentation,!including!
objection!handlers!
! Learn!&!Demonstrate!ability!to!write!and!negotiate!contracts!
! Learn!&!Demonstrate!ability!to!ask!for!the!order!
!
3.! Become!highly!skilled!in!client!fulfillment.!
! Implement!communication!systems!with!sellers!and!buyers!including!calls,!letters,!
notes,!emails,!etc,!with!set!time!sto!communicate!
! Implement!communication!system!for!sellers!and!buyers!once!under!contract!
! Become!highly!skilled!at!negotiating!inspections!so!everyone!feels!like!they!won!
! Implement!follow!up!system!after!closing!to!create!raving!fans!
! Call!after!the!closing!to!check!in!and!make!certain!all!is!well!and!ask!for!referrals.!
Continue!calling!them!quarterly!for!rest!of!career.!
!

4-1-1 ACTION GOAL WORKSHEET

Name:!! !

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MY ANNUAL GOALS

20__

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Business!

Personal!Financial!

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MY MONTHLY GOALS

Month of ________

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Business!

Personal!Financial!

Personal!

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1.! !

MY WEEKLY GOALS
Dates:&___________&

Dates:&___________!

Dates:&___________!

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Notes:!

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Notes:!

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Coaching)Pre-Session)Prep)Form)
Clarity(Is(Power//Focus(on(the(plan(and(not(the(problem//What(you(focus(on(expands(

#
#
#
#
#

Name:)
Date)of)Appt:)))))))))))))))))))))))))))))
)
)
A.! Actions)you)have)taken)since)the)last)session:)
1.! ###
2.! ###
3.! ###
4.! ###
5.! #
#
B.! Observations,)wins,)insights,)ahas,)and/or)successes)since)our)last)session:)
1.! ##
2.! ##
3.! ##
4.! ##
5.! ##
C.! The)one)thing)I)would)like)to)focus)on)during)our)upcoming)session)(THE)ONE)THING)that)
would)move)you)forward)in)your)goals):######
#
#
####)
)
D.! Promises)and/or)action)steps)to)be)taken)between)now)and)the)next)session:)
1.#
2.#
3.#
4.#
5.#
#
#
I#know#this#exercise#will#add#to#the#value#of#our#coaching#appointment.#I#would#suggest#that#you#
keep#a#copy#of#this#and#send#me#a#copy#24#hours#prior#to#your#appt#at#the#latest.#
#
Jake#Dixon#
JakeDixon@kw.com#
309D368D2943#

#
#

SPHERE)OF)INFLUENCE:)
SCRIPT'1:##Hi#_______,#this#is#________(your#name).##How#are#you#doing?#Great!#Im#at#work#and#wanted#to#see#
if#you#had#a#brief#moment#to#talk?#As#you#may#or#may#not#know,#I#have#started#my#career#in#Real#Estate#with#
Keller#Williams#Realty.##I#know#we#are#all#crazy#busy#but#I#wanted#to#ask#for#your#help.#I#set#some#big#goals#this#
year#and#I#know#I#can't#do#it#by#myself#so#Im#really#banking#on#the#help#of#my#friends.#My#goal#is#to#help#(X#
number)#families#buy#or#sell#a#home#within#the#next#12#months.#If#you#hear#of#anyone#wanting#to#buy#a#home,#
sell#a#home,#or#invest#in#real#estate#D#it#would#mean#A#LOT#if#you#would#connect#them#with#me.##Do#you#currently#
know#anyone#from#work,#church,#or#your#social#networks#that#may#be#in#the#market#to#buy#or#sell#a#home?##
If#No:##Thanks#for#taking#a#moment#to#think#about#that!#By#the#way,#how#you#may#identify#someone#who#may#
have#a#real#estate#need#is#if#they#just#got#married,#just#had#a#kid,#or#maybe#the#kids#moved#out#and#are#in#college#
now.##Does#anyone#like#that#pop#into#your#mind?#
If#Yes:##Thanks#for#taking#a#moment#to#think#about#that!##With#your#permission,#Id#love#to#call#them#and#make#
the#introduction#to#see#if#I#can#help#them#with#their#real#estate#needs.#Do#you#happen#to#have#their#phone#
number#so#I#can#give#them#a#call?###
#
SCRIPT'2:##Hello,#__________#(contacts#name)!##This#is#_____________#(your#name)#and#I#have#started#my#real#
estate#career#with#Keller#Williams#Realty.###
Do#you#have#two#minutes#to#help#me#with#a#problem?#
Im#taking#a#great#training#class#and#were#having#a#competition#(or#were#having#a#competition#within#our#
office)!##I#need#to#get#at#least#ten#referrals#in#the#next#month#in#order#to#win.##I#was#just#curious,#who#do#you#
know#from#church#or#work#or#your#social#networks#who#wants#to#Buy#a#home,#sell#a#home,#or#invest#in#real#
estate#that#I#could#call#today?#
Great!##Thanks#for#taking#a#moment#to#think#about#that!###
#
IF#YES.#Would#you#mind#giving#me#their#name#and#number#so#I#can#call#them#right#away?#
IF#NO..#Who#do#you#know#who#might#know#of#someone#who#wants#to#buy#a#home,#sell#a#home,#or#invest#in#
real#estate#that#I#could#call#today?##
#
Thanks#so#much#D#And#if#you#think#of#anyone#in#the#next#month,#be#sure#to#call#me#right#away,#I#want#to#win#this#
contest!#
#
)
)
)
)

REFERRALS:)
When#you#are#calling#a#referral,#always#reference#the#person#who#told#you#to#call.##Pretend#you#are#calling#a#dear#
friend,#your#mother,#or#your#best#friend#from#high#school.##Start#treating#people#like#they#are#your#best#friend#
and#relationships#will#just#happen.#
SCRIPT'1:'
Hello,#this#is#_________#(your#name)#with#Keller#Williams#Realty.##____________#(referrers#name)#gave#me#your#
number#and#asked#me#to#call.##(He/She)#said#you#are#thinking#about#(buying#a#home,#making#a#move).#
_______#(referrers#name),#who#is#a#(past#client#of#mine,#friend#of#mine,#or#we#go#way#back)#asked#me#to#call#you#
because#(he/she)#said#you#need#________#(real#estate#service),#and#Im#calling#to#see#how#I#may#best#help.##
SCRIPT'2:''
Hello,#this#is#__________#(your#name)#with#Keller#Williams#Realty.##__________#(referrers#name)#gave#me#your#
number#and#asked#me#to#give#you#a#call#regarding#your#real#estate#needs.#
Im#a#real#estate#agent#here#in#(name#of#city)#and#________#(referrers#name)#said#you#were#looking#for#a#great#
agent#to#help#you#achieve#your#goal#of#(buying#a#home,#selling#your#home,#moving,#etc).#
Are#you#still#in#need#of#real#estate#help?##________#(referrers#name)#was#afraid#at#a#weak#moment#you#could#
end#up#with#a#weak#agent#and#thats#why#(he/she)#asked#for#me#to#call#you.##
How#may#I#best#help#at#this#time?##
SCRIPT'3:'
Hello,#_______,#this#is#________#with#Keller#Williams#Realty#and#todays#call#is#about#business.##Do#you#have#a#
moment?#
I#hope#you#are#enjoying#your#home.##You#know,#I#so#enjoyed#working#with#you#and#(spouses/partners/significant#
others#name)#when#you#purchased/sold#your#home#and#frankly,#I#was#thinking#since#people#choose#friends#that#
are#just#like#them#that#you#may#know#of#a#friend#or#relative#that#is#in#need#of#my#services#to#buy#a#home,#sell#a#
home,#or#invest#in#real#estate#in#the#next#few#weeks#and#you#could#give#me#their#name.##Do#you#know#of#
someone?###
Thanks#for#taking#a#moment#to#think#about#helping#me!#
I#have#a#lofty#goal#for#this#year#of#helping#(X#families)#buy#or#sell#a#home#and#I#would#love#to#work#with#more#
clients#like#you,#so#when#you#hear#of#someone,#could#you#call#me,#would#that#be#okay?#
Please#call#me#and#dont#give#them#my#name,#since#if#they#are#like#me#they#could#lose#the#paper#that#they#wrote#
my#name#and#phone#number#down#on#and#at#a#weak#moment#they#could#end#up#with#a#weak#agent.##I#dont#
want#THAT#to#happen#to#them,#especially#in#this#market!##You#will#call#me,#right?#
Thanks#and#tell#_____#hello#for#me!##
#
#

SCRIPT'4:'
Hello,#Im#looking#for##________#(contacts#name).##Hello#______(persons#name),##This#is#________(your#name)#
with#Keller#Williams#Realty!##Im#calling#because#one#of#my#good#friends#(Name),#just#gave#me#your#name#and#
suggested#that#I#talk#to#you#about#your#plans#to#sell#your#house.##I#mean,#they#know#I#do#a#great#job,#and#I#love#
working#with#his#coworkers.##Are#you#still#planning#to#sell#your#house?##Great!##Lets#set#up#a#time#just#so#I#can#
discuss#your#real#estate#needs#and#get#you#one#step#closer#to#what#you#want.##Are#you#available#on#weekdays,#or#
are#weekends#better?##You#know,#before#we#meet,#I#have#just#a#few#questions#that#I#could#ask#that#will#help#save#
us#time.##Do#you#mind#If#I#do#that#now?##Or#should#I#call#you#back#later?##
#
FOR)SALE)BY)OWNER)(w/)objection)handlers))
Questions#to#ask:#
1)!
2)!
3)!
4)!
5)!
6)!
7)!

What#price#are#you#asking#for#your#property?#
How#did#you#choose#that#price?#
How#long#have#you#been#a#for#sale#by#owner?#
Are#you#willing#to#drop#your#price#when#working#with#a#buyer?#
What#type#of#marketing#are#you#using#to#sell#your#home?#
Are#you#aware#of#all#the#marketing#techniques#I#use#to#get#homes#sold?#
Undoubtedly,#you#are#sensing#that#an#agent#may#be#just#what#you#need#to#sell#your#home#in#todays#
market,#arent#you?#
8)! Let#me#ask#you:#Why#would#a#buyer#buy#directly#from#you#when#an#agent#doesnt#cost#them#any#money#
unless#it#was#to#get#a#great#deal?#
9)! If#I#could#show#you#a#way#that#you#could#net#more#money#by#doing#business#with#me,#would#you#do#so?##
SCRIPT'1:'
Hello.#Thanks#for#taking#my#call.##This#is#____#with#Keller#Williams#Realty.##And#Im#doing#a#quick#survey#of#all#the#
for#sale#by#owners#in#the#area.##And#I#was#just#curious,#where#are#you#moving#to?##How#soon#do#you#have#to#be#
there?##Just#out#of#curiosity,#what#price#are#you#asking#for#your#property?##How#did#you#happen#to#choose#that#
price?##How#long#have#you#been#on#the#market?##Are#you#willing#to#drop#your#price#when#working#with#a#buyer?##
What#type#of#marketing#are#you#using#to#sell#your#home?##How#long#are#you#going#have#your#home#on#the#
market,#before#you#decide#to#interview#great#agents#like#myself,#for#the#job#to#sell#your#home?##Are#you#aware#of#
all#the#marketing#techniques#that#I#use#to#get#homes#sold?##Great!##When#can#I#come#by#and#show#you?#
)FSBO)Responses)/)Objection)Handlers.)
1)! I#mean,#that#way,#even#if#you#didnt#decide#to#list#with#me,#you#could#go#ahead#and#use#my#marketing#
ideas.##
2)! I#am#here#to#help#YOU,#and#I#have#been#able#to#get#FSBOs#more#money#than#almost#any#other#agent#in#
(city)#and#do#you#know#why?##Because#I#have#studied,#and#I#know#what#the#market#is#doing.#
3)! .There#is#another#reason#why#you#can#make#more#money#by#doing#business#with#me.##Let#me#ask#you,#
have#you#ever#bought#a#watch#in#a#jewelry#store?##Did#you#expect#to#pay#fair#price?##You#expected#to#pay#
a#fair#price#because#a#salesperson#was#involved.##Any#time#a#salesperson#is#involved,#you#expect#to#pay#a#
fair#price.##

Now#lets#say#you#bought#that#watch.##Its#a#good#looking#watch.##You#never#put#it#on.##It#is#in#the#original#
packaging.##You#have#the#receipt,#it#is#in#the#jewelry#store#bag#You#put#it#up#for#sale#at#your#garage#sale.##
Do#you#expect#to#get#the#same#price#as#the#jewelry#store?#
No?#Why#not?#Because#there#is#no#salesperson#involved!##Anytime#people#buy#directly#from#an#owner,#
they#expect#to#pay#less!##We#just#cant#change#that.##
Lets#say#you#put#that#watch#in#an#auction,#and#I#could#get#a#couple#of#bidders,#what#do#you#think#would#
happen?##Would#the#price#go#up#or#down?#Up.#Right!##Do#you#think#it#might#even#go#for#more#than#the#
jewelry#store?##It#could,#couldnt#it?#
4)! .Heres#what#I#do.#Most#agents#do#the#3#Ps#of#real#estate.##They#put#a#sign#in#the#yard,#place#it#in#the#
MLS,#and#pray#someone#else#sells#it.##I#do#the#4th#P#and#its#called#being#proactive#and#looking#for#a#buyer.##
If#Im#out#there#looking#for#all#sorts#of#buyers,#and#I#cant#promise,#but#lets#say#I#get#a#couple#of#different#
buyers#interested#in#your#house,#what#would#happen#to#the#price?#
#
5)! .And#even#if#I#didnt#find#two,#and#I#find#one,#wouldnt#that#get#you#where#you#want#to#be#in#three#
months?##And#that#is#what#you#want,#right?##I#am#just#curious,#what#is#the#single#greatest#advantage#you#
have#in#selling#your#house#by#yourself?#
#
6)! .What#is#the#single#greatest#advantage#the#buyer#has#to#buy#from#you?#
#
7)! .What#is#the#biggest#DISadvantage#you#have#in#selling#your#house#yourself?#
#
8)! .You#know,#I#have#gotten#more#people#money#in#less#time#with#fewer#hassles.##Sounds#like#something#
you#would#be#interested#in.##Dont#you#think#we#should#talk?#
SCRIPT'2:'''
Hello,#this#is#_______#with#Keller#Williams#Realty.##Im#calling#so#I#know#about#all#the#homes#on#the#market,#not#
just#the#ones#in#the#MLS.##And#Im#just#curious,#may#I#ask#where#you#are#moving#to?##How#soon#do#you#need#to#be#
there?##What#price#are#you#asking#for#your#property?##How#did#you#choose#that#price?##How#long#have#you#been#
a#for#sale#by#owner?##Are#you#willing#to#drop#your#price#when#working#with#a#buyer?##What#type#of#marketing#are#
you#using#to#sell#your#home?##Are#you#aware#of#all#the#marketing#techniques#that#I#use#to#get#homes#sold?##
Excellent!##I#could#come#by#and#show#you#at#3:00#or#would#4:00#be#better?##That#way#I#can#share#with#you#many#
ideas#that#may#even#help#you#get#your#home#sold.##
Luckily,#I#called#you#today#so#I#can#share#with#you#how#I#get#homes#sold!#
Maybe#if#I#come#by,#I#could#show#you#my#marketing#techniques#to#see#if#theyd#work#for#you.##
Undoubtedly,#you#are#sensing#that#an#agent#may#be#just#what#you#need#to#sell#your#home#in#todays#market#
arent#you?##
Let#me#ask#you,#why#would#a#buyer#buy#directly#from#you#when#an#agent#doesnt#cost#anything##unless#it#was#to#
get#a#great#deal#of#course?#
If#I#could#show#you#a#way#that#you#could#actually#net#MORE#money#by#doing#business#with#me,#would#you#do#so?##

Mr./Mrs#Seller,#there#are#4#types#of#buyers#in#todays#market.##The#first#kind#are#in#a#hurry,#and#theyre#serious.#I#
mean,#theyre#transferring#and#they#need#to#find#a#place#in#about#3#or#4#days.##They#are#with#a#realtor#because#
they#want#to#see#as#many#homes#as#they#possibly#can,#in#the#shorter#period#of#time.##And,#of#course,#the#other#
type#I#mean,#theyre#in#a#hurry#as#well.##And#they#are#serious.##Maybe#they#just#sold#their#home,#and#they#have#3#
or#4#days#to#actually#find#a#home!##Or,#theyll#lose#the#contract#that#they#currently#have#on#their#present#home.##
Now#the#second#type,#well#theyre#really#not#so#much#in#a#hurry.##Yet,#they#are#serious.##They#just#want#
somebody#to#hold#their#hand.##They#may#be#a#first#time#buyer#proceeding#cautiously,#and#just#like#frightened#
with#all#the#process.##Theyre#working#with#a#Realtor,#so#they#do#have#someone#to#hold#their#hand,#explain#the#
process,#and#take#them#through#every#step#of#the#way.##Or,#it#could#be#someone#looking#for#that#exact,#specific#
home.##Well,#they#want#to#be#with#a#Realtor,#so#they#can#look#at#many,#many#homes.##And,#of#course,#the#third#
kind##we#kind#of#call#them#the#sharks,#the#investors.##Theyre#the#ones#that#want#to#buy#homes#for#$.10#on#the#
dollar.##And#they#want#you#to#lose,#so#they#can#win.##I#mean,#they#dont#work#with#Realtors#that#often,#because#
they#want#to#take#advantage#of#the#homeowner.##You#may#have#even#had#some#of#the#call#you,#to#ee#if#you#
would#adjust#your#price#down#for#them#and#how#quickly#you#have#to#sell.##Now,#the#4th#kind,#well,#they#love#to#
look#at#homes.##We#actually#call#them#Looky#Lous.##They#dont#intend#to#buy#a#home,#and#maybe#they#cant#
even#afford#one,#or#qualify#for#one.##And#yet#they#love#to#come#to#open#houses,#and#for#sale#by#owners#to#get#
decorating#ideas.##Now,#have#you#had#anyone#call#and#ask#you#if#you#would#take#less#for#your#home?##You#know,#
they#may#have#been#an#investor,#hoping#to#take#your#price#down#
You#know,#Mr./Mrs#Seller##I#wouldnt#be#doing#my#job#if#I#didnt#ask#you#one#more#time#for#an#appointment.#I#
mean,#Ive#learned#over#the#years#that#if#I#dont,#you#might#end#up#with#a#weak#agent,#at#a#weak#moment,#and#
lose#thousands#of#dollars.##Now#you#dont#want#to#lose#money,#do#you,#on#the#sell#of#your#home?##I#can#drop#by#
at#3:00#or#would#4:00#be#better?#
You#know,#our#company#sold#seven#properties#this#weekend.#I#mean,#how#much#money#have#you#already#lost#in#
the#time#youve#been#spending?##Did#you#know#that#the#market#is#no#longer#appreciating?##In#essence,#I#know#
youve#heard#on#TV#that#the#market#is#going#down#and#sliding#backwards.##And#so,#each#and#every#day#you#may#
be#losing#hundreds,#and#even#thousands#of#dollars,#just#by#having#it#on#the#market#waiting#and#waiting.##Lets#do#
the#right#thing.#Let#me#come#over#for#15#minutes#and#show#you#how#I#get#a#for#sale#by#owners#more#money#than#
they#actually#can#get#themselves.##Should#I#drop#by#at#4:00#or#would#6:00#work#better?#
I#can#appreciate#that.#And#let#me#ask#you,#what#specifically#causes#you#to#believe#the#market#now#is#anything#like#
it#was#the#last#time#you#sold#your#home?##I#mean,#in#todays#market,#you#already#know#that#there#are#many#more#
homes#on#the#market#than#there#are#buyers.##So#are#you#going#to#lower#your#price#so#buyers#are#interested?#Or#
are#you#going#to#want#the#most#money#possible?#
What#kind#of#buyer#do#you#think#looks#at#for#sale#by#owners?#I#mean,#let#me#ask#you#a#question.#Why#wouldnt#a#
buyer#just#work#with#a#Realtor?#After#all,#it#doesnt#cost#the#buyer#anything#to#work#with#an#agent.##Agents#
actually#have#access#to#90%#of#the#homes#that#are#for#sale#right#now.##I#mean,#think#about#it.##With#you,#as#a#
buyer,#and#youre#looking#at#as#many#homes#as#possible#to#find#the#best#deal#out#there,#wouldnt#you#be#with#a#
real#estate#agent#since#it#costs#you#nothing?##And#the#agents#do#their#best#to#work#with#buyers.##I#mean,#they#
qualify#them.##They#take#them#around#in#their#car.##They#choose#the#best#homes#for#them#to#look#at.##And#I#really#
want#to#help#You#out.##Let#me#just#spend#15#min#with#you.#Of#course,#Ill#spend#longer#if#you#have#questions,#and#
let#you#know#how#I#can#help#you#get#more#money#than#you#generally#can#as#a#for#sale#by#owner#by#yourself.#
Im#available#at#1:00#today#or#would#300#be#better?#
#

Are#you#familiar#with#the###of#homes#the#average#realtor#sells?##Its#actually#4#a#year.##And#we#call#a#for#sale#by#
owner#property#an#unsecured#property.##And#we#call#a#property#thats#listed#with#a#real#estate#firm#as#a#secured#
property.##Now#let#me#ask#you,#if#you#sold#4#homes#a#year,#and#that#was#all#of#your#income,#would#you#be#willing#
to#actually#risk#your#income#on#one#property#by#giving#it#to#an#unsecured#listing?##Or#would#you#want#to#have#the#
security#of#having#another#Realtor#do#half#of#the#job,#help#you#get#it#to#closing##someone#that#knows#everything#
that#needs#to#be#done.##Or#would#you#risk#that#money#to#go#with#an#unsecured#listing,#where#youre#going#to#do#
everything#and#you#may#not#know#everything#to#do##I#mean,#it#does#make#sense,#that#people#would#want#to#use#
your#property#to#actually#sell#another#one.#I#mean,#thats#possible,#right?###Well#lets#do#the#right#thing.#Let#me#
come#by.#It#will#take#about#15#min#to#show#you#what#I#do#to#get#homes#sold.#And#after#all,#if#I#could#net#you#the#
same#amount#or#MORE#money,#would#you#be#interested#in#me#taking#over#the#sale#of#your#home#and#actually#
doing#the#work#for#you?##Lets#go#ahead#and#set#an#apt#today!##
DOOR)KNOCKING:)
Diannas#Door#Knocking#Scripts#
Hello,#Im#(name)#and#I#knew#you#wouldnt#come#to#the#office#to#meet#me#so#I#came#out#to#meet#you.##Im#doing#
a#quick#survey,#do#you#have#two#minutes#to#help#me?##(No#pause,#keep#going).##What#brought#you#to#choose#this#
area#to#live?##How#long#have#you#lived#here?##Who#do#you#know#in#the#neighborhood#who#is#thinking#of#selling#
their#house?##(RESPONSE)#
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If#they#gave#a#name,#she#would#say.#
Great,#would#you#mind#if#I#used#your#name#when#I#contact#them?#
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IF#they#said,#no#one#she#would#continue..#
Well,#thank#you#for#taking#a#moment#to#think#about#that.##Do#you#know#anyone#from#church#or#work#who#would#
like#to#buy#in#this#area#if/when#I#find#a#home#for#sale?#
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When#there#was#a#for#sale#sign#nearby,#Dianna#would#say..#
Theres#a#home#for#sale#in#your#neighborhood.##When#I#find#a#buyer,#what#are#some#things#you#like#about#the#
neighborhood#that#I#can#tell#people#who#are#interested?#
#
As#a#closing#question,#Dianna#would#ask#
If#you#were#to#move,#where#would#you#go#next?#
When#would#that#be?#
)
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