This is what I'm sharing at the Champions School of Real Estate annual Breakfast of Champions event. Some of the material is from my book Less Blah Blah More Ah Ha - How social savvy real estate agents become trusted, preferred and referred. The book is available on Amazon.com in eBook/Kindle and print format. Here's a direct link to the Amazon.com book page - http://www.LessBlahBlah.com Ps. After the Thank You slide there are a few extra slides, they're the ones I took out in the interest of time, it's a 1 hour preso. Cheers If I can be helpful - Ken Brand 832-797-177

1. 1
Tuesday, October 18, 11

2. What?
We
aren’t
in
Kansas
anymore?
Duh! 8
Tuesday, October 18, 11

3. A
Day
In
The
Life
-­‐
Pre
2008
A
Day
At
The
Beach
8
Tuesday, October 18, 11

4. Typical
Recession
Waves
8
Tuesday, October 18, 11

5. Recession
+
Consumer-­‐Tech
RevoluFon
=
OMG
Tidal
Wave
8
Tuesday, October 18, 11

6. When
there’s
less
of
this.
.
. 6
Tuesday, October 18, 11

7. There’s
more
of
this.
.
. 7
Tuesday, October 18, 11

8. Muscle
Bound
Personal
MarkeFng
(“Dig
Us”)
Doesn’t
Work
Anymore.
8
Tuesday, October 18, 11

9. We
Live
and
Work
in
a
Trust
Starved,
Don’t
Bore
Me,
9
Don’t
BS
Me,
and
Definitely
Don’t
Sell
Me
Society!
Tuesday, October 18, 11

10. This
is
avoidable. 10
Tuesday, October 18, 11

11. Fresh Start
What
business
am I
really
in?
11
h"p://www.chrisbrogan.com/start-­‐fresh/
Tuesday, October 18, 11

12. 12
Tuesday, October 18, 11

13. This
company
sells
a
product
commodity?
13
Tuesday, October 18, 11

14. What
is
this
company
selling?
14
Tuesday, October 18, 11

15. This
company
sells
a
commodity
shoes?
15
Tuesday, October 18, 11

16. What
is
this
company
selling?
16
Tuesday, October 18, 11

17. Focused
on
Human
Experiences
You
17
Tuesday, October 18, 11

18. “It’s more
fun to be a
pirate than
to join the
navy.”
Human
Experiences 18
Tuesday, October 18, 11

19. What
will
it
take?
19
Tuesday, October 18, 11

20. We’re
not
Wage
Slaves.
It’s
not
a
Job
or
Hobby.
8
Tuesday, October 18, 11

21. It’s
a
Pay
For
Performance
Lifestyle.
8
Tuesday, October 18, 11

22. Who
are
our
compe=tors?
19
Tuesday, October 18, 11

23. .
.
.
.
. 20
.
Tuesday, October 18, 11

24. Compe77on.
Distrac7on.
Self
Interest.
Everything
But
US. 22
Tuesday, October 18, 11

25. Business Done Daily
Who Wants It?
10
Tuesday, October 18, 11

26. The
Three
Reasons
She’s
Doesn’t
Have
More
Business 13
Tuesday, October 18, 11

27. Reason
1.
She’s
in
the
dark.
14
Tuesday, October 18, 11

28. Reason
2.
She’s
a
Secret
Agent
15
Tuesday, October 18, 11

29. Reason
3.
It
didn’t
go
as
planned
.
.
.
16
Tuesday, October 18, 11

30. How
Do
CiFzens
Choose?
26
Tuesday, October 18, 11

31. 4 out of 5 buyers
and sellers only
contact 1 or 2
agents.
24
Tuesday, October 18, 11

32. 2010
NaFonal
AssociaFon
of
REALTORS
-­‐
Profile
of
Home
Buyers
and
Sellers
24
Tuesday, October 18, 11

33. 7 in 10 choose
an agent they
TRUST.
24
Tuesday, October 18, 11

34. 2010
NaFonal
AssociaFon
of
REALTORS
-­‐
Profile
of
Home
Buyers
and
Sellers 24
Tuesday, October 18, 11

35. From
Lost
In
The
Crush!
26
Tuesday, October 18, 11

36. Top
Of
Mind,
Memorable
and
Chosen
27
Tuesday, October 18, 11

37. Top
Of
Mind
Awareness
First
mental
recall
in
a
parFcular
category.
Our
category
is
Real
Estate
Agent,
Broker,
or
Sales
Manager.
18
04/01/10
Tuesday, October 18, 11

38. Be
Relevant
32
Tuesday, October 18, 11

39. How
Can
We
Discover
What’s
RELEVANT
To
THEM?
33
Tuesday, October 18, 11

40. 40
Tuesday, October 18, 11

41. The
Golden
Rule
1.0
Refer
to
Chapter
Seven
in
the
book
Less
Blah
Blah
More
Ah
Ha 34
04/01/10
Tuesday, October 18, 11

42. 36
04/01/10
Tuesday, October 18, 11

43. The
Golden
Rule
2.0
Do
unto
others
as
THEY
would
have
done
unto
themselves.
37
56
04/01/10
Tuesday, October 18, 11

44. OUT:
Muscle
Bound
Blah,
Blah,
Blah
MONOLOGUE
BROADCAST 44
Tuesday, October 18, 11

45. OUT:
It’s
not
about
what
I
can
do
for
you.
It’s
ALL
about
how
amazing
I
am.
8
Tuesday, October 18, 11

46. Cody.Phillips@garygreene.com
IN:
All
About
Them
IN:
ConversaFon
IN:
Sharing
+
Solving
+
Serving 46
Tuesday, October 18, 11

47. Demographics
~VS~
Psychographics
Tuesday, October 18, 11

48. Tuesday, October 18, 11

49. to a Vegan party?
we wear ing Bacon
Are
Tuesday, October 18, 11

50. It’s
not
who
YOU
KNOW.
28
Tuesday, October 18, 11

51. It’s
who
KNOWS
YOU
as...
Tuesday, October 18, 11

52. Social Context
29
Tuesday, October 18, 11

53. Professional Context
Tuesday, October 18, 11

54. Tuesday, October 18, 11

55. Not
Remarkable
Like
This 20
04/01/10
Tuesday, October 18, 11

56. Tuesday, October 18, 11
Or
This

57. To
Adract,
Connect
and
Loyalize,
Focus
On
These
Three
Unmet
Human
Needs
1.
A
Sense
Of
Significance
2.
A
Sense
of
Certainty
3.
An
Improved
State
of
Being
42
Tuesday, October 18, 11

58. You
Don’t
Have
To
Be
Super-­‐Woman.
You
Only
Have
To...
1.
Show
up.
2.
Listen.
3.
Deliver.
4.
Be
consistent.
5.
Keep
your
promises.
6.
Don’t
brag.
7.
Don’t
push.
8.
Follow-­‐up.
9.
Follow-­‐through.
10.
Pay
adenFon.
11.
Be
generous.
12.
Show
up
on
Fme.
12.
Have
a
sense
of
humor.
13.
Don’t
complain.
14.
Don’t
make
excuses.
15.
Accept
responsibility.
16.
Have
paFence.
17.
Be
passionate.
18.
Be
thoughjul.
19.
Don’t
blame.
20.
Don’t
shame.
21.
Be
posiFve.
22.
Be
empatheFc.
23.
Be
thankful. 43
04/01/10
Tuesday, October 18, 11

59. Amputate
Flu ff
&
Bull
S@!t
59
Tuesday, October 18, 11

60. Context
>
Clarity
>
Understanding
>
Trust
>
ANrac=on
60
Tuesday, October 18, 11

61. Context
Conversion
Including
context
in
your
markeFng
messages
isn’t
difficult.
Don’t
get
me
wrong,
it
takes
effort
and
commitment,
but
it’s
not
hard,
it
a
mader
of
execuFon
and
habit.
Here’s
A
Simple
5
Step
Process
1.
Evaluate
your
markeFng
messages.
Examine
what
you
write,
what
you
say,
how
you
present,
how
you
market
and
adverFse.
2.
Look
for
the
loosely
defined
and
fuzzily
described.
3.
Figure
out
how
and
where
to
add
context.
4.
Add
context.
5.
Re-­‐create,
Re-­‐Launch,
Re-­‐Engage
and
reap
t h e
rewa rd s .
C o ntex t
>
C l a r i t y
>
Understanding
>
Trust
>
AdracFon. 61
Tuesday, October 18, 11

62. “I've
learned
that
people
will
forget
what
you
said,
and
people
will
forget
what
you
did,
but
people
will
never
forget
how
you
made
them
feel.”
~
Maya
Angelou
62
Tuesday, October 18, 11

63. R epetition
Tuesday, October 18, 11
http://www.flickr.com/photos/yushimoto_02/4251723517/
44
21
04/01/10

64. OUT
Me.
Me.
Me.
Me
Me.
Me.
Me.
MeMe.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
MeMe.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
MeMe.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
MeMe.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
MeMe.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
MeMe.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
20
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
Me.
Me.
Me.
Me
04/01/10
Tuesday, October 18, 11

65. On-­‐Purpose
and
In-­‐Person
Contact
&
ConversaFon
Contact
ConversaFon
Become
Preferred,
and
Referred
&
Rewarded
ConnecFon
Sharing,
Trust
Serving
&
and
Solving Discovery 65
Tuesday, October 18, 11

66. Transmedia
Story
Telling
Text
Text.
Tuesday, October 18, 11

67. Tuesday, October 18, 11

68. A
story
telling
example
of
story
telling.
2
Tuesday, October 18, 11

69. Social
Media
A
Trippy
Destiny
Accelerator
Chris Brogan Share 100 Personal Branding Tactics Using Social Media
http://www.chrisbrogan.com/100-personal-branding-tactics-using-social-media/
Tuesday, October 18, 11

70. Don’t
Play
Blindfolded.
59
Tuesday, October 18, 11

71. On-­‐Purpose
and
In-­‐Person
Contact
&
ConversaFon
Contact
ConversaFon
Become
Preferred,
and
Referred
&
Rewarded
ConnecFon
Sharing,
Trust
Serving
&
and
Solving Discovery
Tuesday, October 18, 11

72. InformaFon
Oceans
and
Omnipresence
Tuesday, October 18, 11

73. The
Future
has
already
happened.
It’s
just
not
evenly
distributed.
-­‐
Adrian
Slywotzky,
Mercer
Consultants
73
Tuesday, October 18, 11

74. hdp://www.GapingVoid.com
Tuesday, October 18, 11

75. 75
Tuesday, October 18, 11

76. Findable
+
Discoverable
+
Sharable
Becoming
Omnipresent 76
Tuesday, October 18, 11

77. People
Trust
People
Who
Are
Trusted
By
People
They
Trust.
Social
Proof
Scores
.
.
.
77
"When
you
choose
the
paradigm
of
service,
it
turns
everything
you
do
from
a
job
into
a
giu."
Tuesday, October 18, 11

78. Because
People
Trust,
Choose
and
Recommend
the
Familiar
.
.
.
78
Tuesday, October 18, 11

79. “Every
morning
in
Africa,
a
Gazelle
wakes
up.
It
knows
it
must
run
faster
than
the
fastest
lion
or
it
will
be
killed.
Every
morning
a
Lion
wakes
up.
It
knows
it
must
outrun
the
slowest
Gazelle
or
it
will
starve
to
death.
It
doesn't
mader
whether
you
are
a
Lion
or
a
Gazelle...
when
the
sun
comes
up,
you'd
beder
be
running.”
But
don’t
run
with
your
eyes
and
your
imaginaFon
closed
.
61
Tuesday, October 18, 11

80.
Six
Facebook
Best
Prac=ces
1.
Status
Update
=
Waving
Hello
2.
Like
=
Smile
&
Head
Nod
3.
Share
=
ContribuFon/Giving
4.
Lists
=
Listening
+
Insight
(relevant)
5.
Friending
=
Oxygen
=
Life
6.
Comments
=
ConversaFon
&
ConnecFon
80
Tuesday, October 18, 11

81. Facebook
is
an
AnF-­‐Secret-­‐Agent-­‐Strategy
95
Tuesday, October 18, 11

82. Facebook
Is
An
AnF-­‐Dope-­‐In-­‐The-­‐Dark
Strategy
95
Tuesday, October 18, 11

83. The Social Media Water-Cooler-Effect
An Audience with an Audience of Audiences
95
Tuesday, October 18, 11

84. Um.
What
about
SECURITY?
84
Tuesday, October 18, 11

85. You
ARE
the
SECURITY
Guard?
85
Tuesday, October 18, 11

86. Spectacular
Achievement
Is
Always
ctacular
PreparaFon
Preceded
By
Unspet
Schuller
er -­‐
Rob
56
Please read Chapter 10 in the book Less Blah Blah More Ah Ha
Tuesday, October 18, 11

87. Tuesday, October 18, 11

88. What
about
scripts?
88
Tuesday, October 18, 11

89. Winging
It.
89
Tuesday, October 18, 11

90. Three People Principle
The
Three
People
Principle
Tuesday, October 18, 11

91. Adopt
Buyers
Who’ve
Been
Abandoned
Post
Closing
56
Please read Chapter 10 in the book Less Blah Blah More Ah Ha
Tuesday, October 18, 11

92. 2010
NaFonal
AssociaFon
of
REALTORS
Profile
of
Home
Buyers
and
Sellers
24
Tuesday, October 18, 11

93. How to Go od Gossip Your Way
To The Closing Table
book Less Blah Blah M ore Ah Ha
To learn mor e go to Chapter 14 in the
93
Tuesday, October 18, 11

94. Be
The
Source
2
Tuesday, October 18, 11

95. 96
Tuesday, October 18, 11

96. 96
Tuesday, October 18, 11

97. Adopt
Buyers
Who’ve
Been
Abandoned
Post
Closing
56
Please read Chapter 10 in the book Less Blah Blah More Ah Ha
Tuesday, October 18, 11

98. Tuesday, October 18, 11
Stay
PosiFve

99. Don’t
Get
Comfortable?
99
Tuesday, October 18, 11

100. Learning
is
always
rebellion.
Every
bit
of
new
truth
discovered
is
revoluFonary
to
what
we
believed
before. 100
-­‐
Margaret
Lee
Runbeck,
Author
Tuesday, October 18, 11

101. LOVE
Change
101
Tuesday, October 18, 11

102. Thank
You.
Ken
Brand-­‐
832-­‐797-­‐1779
LessBlahBlah.com
KenBrand.com
Ken@KenBrand.com
8
Tuesday, October 18, 11