The Secret To Succes In Real Estate Is Simple.

[object Object],Ken Brand, Sales Manager The Woodlands Office Office: 281-367-3531 Cell: 832-797-1779 Email: KenBrand@GaryGreene.com Blog: BrandCandid.com Rocket Surgery Secrets To Perpetual Real Estate Success

Ken Brand 05/12/10 ,[object Object],Cell: 832-797-1779 Office: 381-367-3531 Blog: www.BrandCandid.com [email_address] FaceBook.com/KenBrand Twitter.com/KenBrand YouTube.com/KenBrand

05/12/10 ,[object Object],To Become Someone You’ve Never Been Before Will Require You To Do Things You’ve Never Done Before

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The Secret To Success. Knowing What Others Don’t & Doing What Others Won’t. 05/12/10 ,[object Object]

Your Mind Set. The What and the Why. 05/12/10 ,[object Object]

Your Skill Set. The How? The When? 05/12/10 ,[object Object]

Don’t Drink The Bad Kool-Aid 05/12/10 ,[object Object]

Do NOT Chase, Capture & Cuff Do Ask For Permission. Provide Solutions. Deliver Service. Share Knowledge & Expertise. 05/12/10 ,[object Object]

How Do People You Know View You? 05/12/10 ,[object Object]

05/12/10 ,[object Object],You Must Transform Yourself From Civilian To Real Estate Monarch.

05/12/10 ,[object Object],You Are Doing All The Business You Will Ever Do Based On People Who Who Are Aware Of You Now (As a Realtor) ~ Steve Rand You’re Either In ter e sti n g / Vi si b le or Invisible ~ David Freeman

Lost In A Sea Of Sameness? 05/12/10 ,[object Object],How Can You Rise UP?

Flip The Script Create 05/12/10 ,[object Object],Top Of Mind Awareness

05/12/10 ,[object Object],How Do We Create Top Of Mind Awareness?

How To Find Out What’s Relevant. Conversation & Connection Contact Discovery & Service. Sharing Solutions Chosen & Recommended

The Golden Rule Is BROKEN 04/01/10

04/01/10 http://www.flickr.com/photos/marcosanchez/1481288935/

04/01/10 53 Joe Dirt Get’s The Golden Rule 2.0

Golden Rule 2.0 Do Unto Others As You THEY Would Have Done Unto Themselves 04/01/10 56

Interests Activities Opinions Behavioral patterns Habits Lifestyle Perception Hobbies Created With: http://www.Wordle.com The Future Of Your Future Is Psychographic. Think tribes, niches, pods and personas.

04/01/10 20 2. R e m a r k a b l e

04/01/10 20 What Does R e m a r k a b l e Mean To YOU?

04/01/10 You Don’t Have To Be Super-Woman. You Do 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 attention. 11. Be generous. 12. Show up on time. 12. Have a sense of humor. 13. Don’t complain. 14. Don’t make excuses. 15. Accept responsibility. 16. Have patience. 17. Be passionate. 18. Be thoughtful. 19. Don’t blame. 20. Don’t shame. 21. Be positive. 22. Be empathetic. 23. Be thankful. 24. Etc. You Don’t Have To Be Superwoman. Just Show Up and Be A Good Person and Most Of All... Be TRUSTWORTHY.

04/01/10 21 http://www.flickr.com/photos/yushimoto_02/4251723517/ 3. R epetition

04/01/10 21 R epetition Monologue Marketing = Advertising Direct Mass Mail Personal Mail eMail eNewsletter Twitter.com Facebook.com LinkedIn.com Video - Youtube.com/Vimeo.com Blog Author Conversation Marketing = eMail Text Chat Twitter Facebook Blog Comment Conversation Phone In Person

It’s not “who” you know It’s “who” knows YOU…as a trustworthy , Realtor Icon 05/12/10 ,[object Object],The Electric Pinball Principle

The 3 People Principle 05/12/10 ,[object Object]

05/12/10 ,[object Object],The Mysterious Magic Of 3 3 Genie Wishes. 3 Bears. 3 Musketeers. 3 Blind Mice. 3 Stooges. MP3. Holy Trinity. 3 Magic Beans. 3 Leaf Clover. Menage-a-3. 3 Wise Men. Mind, Body, and Soul. Lights, Camera, Action. Of The People, By The People, For The People. Blood, Sweat, and Tears. Shake, Rattle, and Roll, On your mark, Get Set, Go! It’s Not Scientifically Proven It is evident. Mysterious energy dances, dips and butterfly kisses things in threes. 3 dances with real estate agents too. Do you have a pair of comfortable dancing shoes? The 3 People Principle - Everyone Knows 3 You can test the “3 People Principle”. 1. Walk to your car. Get in. Fasten your seat belt. Start your car. Drive to your bank. Withdraw 3 crisp Franklins. 2. Drive to your nearest Starbucks. Lock your car. Walk inside. Approach anyone. 3. Pull out your 3 crisp $100 bills. Smile. Ask, “I will give you $100 for the name of each person you personally know who sold or bought a house in the last 12 months. It can be a coworker, friend or neighbor, someone from church, bunco, Yoga….anyone you know by name? Smile, listen and hand it over. Odds are, you’ll leave Starbucks with a Latte, an empty wallet and a by-golly belief in the 3 People Principal. Point your newfound belief like a platinum plated hand cannon and like Jack’s 3 magic beans, you’ll turn 3 $100 bills into a sky climbing money vine and crowds of grinning clients.

05/12/10 ,[object Object],The 3 People Principle X People You Know Here’s the deal. Average agents focus their prospecting on people they know and chasing or attracting strangers - fine. Here’s where average, mediocre and poor agents pollute the program. They focus on people in their sphere/network asking themselves, “Who in my sphere/network is going to buy or sell soon?” They focus on a lonely tree, not the rich green forest. Wrong mindset! Like Agent Orange murders a felt green forest, ill-focused mindset strangles your personal forest of potential, possibility and prosperity. Why? Statistically, people move every 7-12 years. Know 100 people, on average, at best, maybe 7 of the 100 will move this year. Assume these 100 fine folks know you, like you and trust you. Assume you touch base consistently. Assume you have routine on-purpose, in-person conversation. Of the 7 possible moves, how many can you reasonably expect to list and sell? Half would be fantastic, probably less is realistic, right? So, you know 100 people, with luck, skill and strategy, you might be hired 2-4 times. You can’t thrive on that number, can you? Focusing your minds eye on the 3 People Principal you will comfortably Sansabelt Stretch your potential, possibility and profitability. Stop, soak and swallow. Digest, rest and assimilate - your 100 know 300 who will make a move in the next year. If you’re having in-person, on-purpose contact and conversation with 200, they know 600. If you know 300 they know 900 and so on. Holy crap right? The 3 People Principle Packs A Punch Don’t drop friendly, good people to chase strangers. Even when you know your friendly, good people won’t move in this century, this year they will know 3 people who move. Do stay in on-purpose, in-person touch, build trust, create Top Of Mind Awareness and earn the opportunity to politely, professionally and consistently ask for referrals. They’ll gladly give them to you, if you ask. Do visualize a Mike Tyso n style tattoo on their forehead, inked in regret green, it reads, “I know 3 - Ask Me Who?” Don’t ask people in your sphere/network when they are going to move. Because you’re engaged in frequent, relevant contact and conversation, you’ll discover these opportunities naturally. Do ask, “Of your friends at (fill in the blank, ie., work, in your neighborhood, at Yoga, in Bunco, Tennis League, etc.) who is the next to make a move?” It’s that simple. Kicking to the curb people who like you, trust you and aren’t moving soon is paving a deep path to mediocre and broker. When you create a new relationship with someone you like, stay in touch forever, it’s easier than ever with the phone and all the social media tools (Facebook, Twitter, eCards, eNewsletters, Blogs, etc.). Get to it, grow your network, deepen your relationships, start conversations and bam-boom your busi ness.

It’s NOT Rocket Surgery 05/12/10 ,[object Object]

What Do You Fear 05/12/10 ,[object Object]

Fail Faster Succeed Sooner 05/12/10 ,[object Object]

When You Feel Fearful, Do You… Hit The Brakes? Swerve? Turn Into It & Floor It? 05/12/10 ,[object Object]

04/01/10 20 Chris Brogan Share 100 Personal Branding Tactics Using Social Media http://www.chrisbrogan.com/100-personal-branding-tactics-using-social-media/ Social Media Destiny Accelerator

05/12/10 Social Media? Fad or Future?

Long Tail + Ocean Are you wagging your long tail?

DO NOT Run Off Twitch & Half Cocked. Lions Be There!

If you’re “I Want To BE Choosable” serious, I recommend this Chris Brogan book Social Media 101. http://www.chris brogan.com/social-media-projects-you-could-start-today

05/12/10 ,[object Object],Silence Is Not Golden Silence Is Un-Professional Suicide

05/12/10 ,[object Object],“ Don’t Get Through, Break Through; Don’t Hide Out, Shine Out; And Don’t Meet The Standard, Set The Standard.” ~ David McNally

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05/12/10 ,[object Object],It Matters! What You Say. How You Say It.

05/12/10 ,[object Object],The Story Of A Sign. How You Say It. It Matters. This is mostly a silent film. Watch for the sub-titles at the very end.

Story Telling Know How It Ends Choose A Beginning Include Details Your Reticular Activating System Broca & Surprise Laws of Attraction 05/12/10 ,[object Object]

05/12/10 ,[object Object],How’s That “ Real Estate Thing” Working Out?

05/12/10 ,[object Object],Be A Purple Cow The Book By Seth Godin

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05/12/10 ,[object Object],I’ve thoroughly researched and analyzed the real estate market. I’ve interviewed all the prominent real estate firms in our market place. I feel that I can provide my clients with the best services and results by partnering with Prudential Gary Greene, Realtors.

05/12/10 ,[object Object],Give Before you GET I know you’re busy, did I catch you at a good time? I PROMISE to…

05/12/10 ,[object Object],Can I ask you a semi personal question? If a close friend or co-worker asked you to recommend a real estate agent, who’s name pops into your head?

05/12/10 ,[object Object],Get Permission Earn Respect Feel Good “ Would you be offended if I touched base every so often…to say hi and see if there’s anything I can do for you?

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05/12/10 ,[object Object],Option Two They Say: How’s the real estate thing coming? You Say: Great. I’ve interviewed all the prominent real estate firms in our market place and I’ve chosen Prudential Gary Greene, Realtors as my partner and the company I believe will provide me the best opportunity to offer the best real estate marketing, services and most importantly results for my clients. I’m off to a busy start, thanks for asking. Can I ask you a semi personal question? If a close friend or co-worker asked you to recommend a real estate agent, who’s name pops into your head? They Say: I can’t think of anyone. You Say: Perfect. I’d like the opportunity to earn the privilege of being the Realtor you would call on if you should ever need any real estate related help…or if a neighbor or coworker asked you to recommend a real estate agent, I would consider it a huge favor if you passed my name along. With your permission I’d like to touch base with you every so often and see if there is anything I can do for you or anyone else you might know who might need real estate services or help. Would that be ok? Great…here’s a my contact numbers. If They Say: Bill Big Shot with XYZ You Say: Great. Betty Big Shot Diva is a good agent. Should you ever need a second opinion or a second alternative, I’d like to earn the privilege of being the realtor you could rely on should Betty Big Shot Diva be unavailable. With your permission, I’d like to touch base with you every now and then to see if there is anything real estate related I can do for you or anyone else you know who might need real estate service or help. Would that be ok? Those who get noticed, Get Ahead. ~Tom Peters

Send A Note + 2 Cards After Every Conversation 05/12/10 ,[object Object]

05/12/10 ,[object Object],Wheeeee…..I Passed My Test. I Can Sell Real Estate Now. Hello World…Here I Come!

05/12/10 ,[object Object],Calling Behind Your “I’ve Partnered With Prudential Gary Greene Realtors” announcements is the first critical step in creating “Top of Mind Awareness” and a prosperous referral based business. Your first call/personal contact is designed to inform everyone that you are; open for business, discover immediate opportunities, explain how your business works and respectfully, conversationally and courteously ask for permission to stay in touch and ask for referrals. Step One: Mail your announcements, including one to yourself. When you receive your announcement in the mail, go to Step Two. Step Two: Set a goal for how many personal contacts you will make per day. Pick up the phone and call as many people as it takes to reach your goal. The faster you are, the more persistent and committed you are (you’re a PRO right?) the more successful you will be! Step Three: When they answer, you might use a dialogue similar to this. They Say: Hello You Say: Hi (their name), this is (Your Name). I know you’re busy, do you have a couple of quick moments? (Always provide an opportunity for a graceful exit.) They Say: Yes. You Say: Great. I’ve got my real estate hat on today and besides calling to say hello, I dropped a couple of my Realtor business cards in the mail and I wanted to double check and see if you received them?

05/12/10 ,[object Object],Calling Behind Your… -- continued They Say: Yes…. You Say: Great. I’m launching a new Real Estate Business and I’ve chosen Prudential Gary Greene, Realtors as my business partner. I wanted to make sure you had my contact numbers… if you ever have a real estate related question…like X Y Z , or if you hear of a neighbor or coworker who is thinking of making a move…I would be happy to help. Although I’m busy, I’ll always make the time to help you or anyone you refer to me and I promise I’ll do a great job. Oh…one other thing….would it be ok to touch base every so often to see if there is anything I can do for you. I wanted to get your permission. Step Four: Send a handwritten “note card”, with 2 business cards. Step Five: In your “contact manager” note the date of contact and any relevant information which will aid in making your follow-up contact unique. Step Six: Send them a direct mail piece at least once per month. (Creates Top of Mind Awareness!) Step Seven: After your first monthly “direct mail” piece has been delivered follow up with a telephone call. This call is designed to discover new opportunities, create “Top of Mind Awareness” and receive permission to continue mailing. Your dialogue might go something like this… You Say: Hi. Do you have a quick minute or two… I know you’re busy . I was calling to see if you received my Post Card…the one with the real estate information? They Say: Yes You Say: Great, I would like to send you real estate related information from time to time and I was calling for two reasons…to see if you received it and get your permission to continue. I didn’t want to assume it was ok, without checking with you. Is it ok? “Life is either a daring adventure or nothing.” Helen Keller

05/12/10 ,[object Object],Calling Behind Your…– Continued They Say: Sure. You Say: Thanks. If I can ever help you with anything real estate related, don’t hesitate to call on me. Although I’m busy, I’ll always make time to take care of you or anyone you refer me to. I promise I’ll do a great job. Take Care. Step Eight: Make personal contact every 70 days…ask for referrals. Your conversation for the second call might go something like this…. You Say: Hi (Their Name), this is _________ with Prudential Gary Greene…I know you’re busy, do you have a couple of quick moments? They Say: Sure. You Say: Great, the reason I was calling was to touch base and see if there was anything real estate related I could do for you. When we last visited, I shared that I would be touching base every so often and I wanted to keep my commitment and check in with you. Can I do anything for you? They Say: Nope You Say: Thanks for visiting with me, if you hear of a neighbor or coworker who is thinking of making a move in the next 30 days or so, I would consider it a huge favor if you would pass along my card and contact numbers, or let me know and I’d be delighted to contact them. I’m busy, but, I will always make time to help you or anyone you refer me to. I promise I’ll do a great job and treat them like family. Would it be ok to touch base with you in a couple of months or so? Step Nine: Practice, Drill, Rehearse. Plan your work and work your plan. Consistent, personal contact will insure your success…today and tomorrow. “ The problem is never how to get new innovative thoughts into your mind, but how to get the old ones out.” ~ Dee Hock~

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05/12/10 ,[object Object],Monthly Direct Mail sent to everyone in your data base is a critical step in generating “Top Of Mind Awareness ” and positioning yourself for successful personal contact. Direct mail should be sent consistently, without fail…at least once a month. It is also recommended that you also send Direct Email. Step One: Go to http://online.garygreene.com and Sign up for your personalized, monthly direct mail post card. Step Two: Go to http://realtyezine.com and Sign up for your personalized, monthly Email Newsletter or send the FREE GG Newsletters at: http://online.garygreene.com/Promo/e-news Step Three: Follow up your first monthly direct mail/ENewsletter/Ecard with a personal call. Your dialogue might go something like this… You Say: Hi (their name), this is (Your Name) with Prudential Gary Greene Realtors, I know you’re busy, do you have a couple of quick minutes. They Say: Yes You Say: Great. (Their name), the reason I called is, I sent you a post card/Enewsletter/Ecard, it had (describe the piece) and I was calling to see if you received it. They Say: Yes. You Say: Great. With your permission, I would like to send you real estate related information from time to time, but I thought I should ask you if it was ok before I started. Would that be ok with you? They Say: Yes.

05/12/10 ,[object Object],Monthly Direct Mail & Email Newsletter – Continued You Say: Thanks, I appreciate it. If I can ever help you with anything real estate related, please don’t hesitate to give me a call. Although I’m busy, I promise I’ll always make time to help you…or if you hear of anyone in your neighborhood or a coworker who is thinking of making a move…I’d be happy to help them and I promise I’ll do a great job and treat them like family. Again, thanks for your time….take care. Step Four: Follow up your personal contact with a note card and two business cards. Note your conversation in your data base. Go meet more people, engage in conversations….YOURSELF SKYWARD, ABOVE THE SEA OF SAMENESS! “ We have a “strategic” plan. It’s called doing things” ~Herb Kelleher~

05/12/10 ,[object Object],Speak Perpetual Success Into Existence

05/12/10 ,[object Object],How’s The Market? Tell A Simple Story Include Facts Plot = Offer A Benefit or Ask For Help End Your Story With A Request [Referral/Help]

Cool House On Tour Story 05/12/10 ,[object Object]

Your Next Open House Palloza 05/12/10 ,[object Object]

Recent Closing. New Beginnings Story 05/12/10 ,[object Object]

Your New Listing Needs A Buyer. Your Recent Buyer Needs Replacing. 05/12/10 ,[object Object]

The Cool People Your Working With Can’t Find The Perfect Home 05/12/10 ,[object Object]

The Domino Effect 05/12/10 ,[object Object]

05/12/10 ,[object Object],The Transaction You’re Working On Is Only The Surface! You’ve faithfully marketed, advertised, networked and promoted yourself. Your hard work has paid off, you have a client who trusts you enough to employ you. It’s now time to build on your success.…set expectations and earn at least one referral recommendation during the transaction and two or three additional referrals every year. Step One: Inform your clients that your goal is to deliver such a positive experience, that if anyone should ask them or they know of anyone who needs real estate help…they could and would enthusiastically, confidently and comfortably refer you to their friends, neighbors and coworkers. Use dialogue similar to this at the end of your Listing Presentation/Marketing Proposal/Buyer Service Presentation: You say: In conclusion, simply stated, my goal is to deliver results and a level of service that creates such a positive experience for you and your family that if a friend or relative asked you for the name of Realtor, you could comfortably and confidently recommend me to assist them with all their real estate selling and buying needs. Being recommended is one the highest compliments a Realtor can receive. Step Two: During the transaction, at an appropriate time (when the clients say “thank you”), respectfully, consistently and conversationally thank your clients for selecting you and ask for referrals. Use dialogue similar to this…. When the clients say: Thank you so much for all you do…you are the best realtor on the planet. “ If you don’t like change, you’re going to like irrelevance even less!”

05/12/10 ,[object Object],The Transaction You’re Working On Is Only The Surface You Say: Thank you, I am so pleased this experience is so positive. As I shared with you when we first met…my goal is to deliver a level of services that would allow you to confidently and comfortably refer me to your friends, neighbors and coworkers when they need real estate help too. I’m glad things are going well. Please keep me in mind when you hear of someone needing real estate services. If you share their name with me, I promise to call them promptly and do a great job for them as well. Can you think of anyone (neighbor/friend/coworker) who has mentioned selling or buying in the next 60 days? Oh, just in case…here’s a couple of cards, feel free to pass these along to anyone who you feel needs help. OR You Say: Thank you, my pleasure. Oh, by the way... if you know of anyone who's thinking of buying or selling in the next 60 days or so and would appreciate this same level of service, just give me a call with their name and number and I'll promptly follow up. I promise I’ll do a great job and deliver the very best in service and results for them as well. Oh, I almost forgot, here’s a couple of business cards, feel free to pass them along to anyone you feel needs real estate help. It’s not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change. ~ Charles Darwin

05/12/10 ,[object Object],The Universal Law Of Reciprocity

05/12/10 ,[object Object],Someone “Calls” And Asks You To Do Them A Favor. You Do A Favor. They Thank You. You Say, “Your Welcome”, Then Give Them An Opportunity To Return The Favor. The Universal Law of Reciprocity! Congratulations, people view you as a real estate expert and begin to call on you for real estate related favors and answers to their burning questions… telephone numbers for painters, roofers, neighborhood real estate activity information, information to dispute their taxes, refinance information, community information, etc. Let’s keep the cycle of favors circulating by giving the “favor asker” an opportunity to repay you…with a referral When they say: “Thank you so much for your help…you’re the best!” You say: No Problem, I know you could have called any of a dozen other realtors to help you…I really appreciate your thinking of me. Call on me any time for anything you need…also, I would consider it a huge return favor if, when you hear of a friend, neighbor or coworker who needs real estate help, you would recommend my services to them, maybe pass along my phone number. Or, even better, if you could give me a call, I would be happy to contact them…I promise to do an excellent job for them. Can you think of anybody off the top of your head? They say: Nope You Say: You take care now, thanks for calling on me and if you hear of anyone who needs help, I would greatly appreciate you referring them to me. Bye. Follow-up: Be sure to send them a “Note Card” and two of your business cards. “ You must BE the change you wish to see in the world.” ~Gandhi~

05/12/10 ,[object Object],White Gossip Cheerleaders Commission Checks

05/12/10 ,[object Object],She’s Seducing… Your Clients Your Friends Your Prospects Your Suspects

05/12/10 ,[object Object],She’s Flying Her Purple Cow Freak Flag. Listen. All the people you know, she knows. She knows you’re a pro, respected, savvy and well connected. She wants to seduce your people. She knows she has to delight, surprise, entertain and fly her Purple Cow Freak Flag. Next week, while your chapped lips and paper cut tongue heal and you’re waiting for your Ho -Ho-Hum Christmas Cards to land in the sea of sameness, she’ll be inviting everyone you know to two hours of star bedazzled fantasy, Technicolor surround sound, woot worthy, red carpet entertainment. She’s 1 in 499 Here’s How Brad Pitt, Will Smith, Jennifer Aniston and Hugh Jackman Are Helping. She’s inviting your friends, clients, suspects and prospects to a Hollywood Holiday Blockbuster. An afternoon matinee. Here’s a stolen copy of her Simple 10 Step Plan (Don’t tell her I told you.): 1. Log on to the website for my local multi-screen mega theatre. 2. Check movie schedule. Pick movie - pick time. (Midweek, midday works best.) 3. Write fun email; include a picture of the movie poster or movie star. Send to everyone. 4. Wait 1 day. Call all. Say hello. Confirm receipt. Personally invite. Chitchat. Let conversational magic bloom. Share excitement for a “yes”, express regrets for a “no” (Either way, the “Halo Effect” shines it’s soft blessing on her relationship). 5. Follow-up all my conversations with a short, handwritten note card. Mail. 6. Meet everyone at the movies. Sport my real estate name badge. Hand out movie tickets. Greet everyone with watermelon smile and warm “your welcome” hugs, as the y gush, “Thank you so much, how thoughtful. I needed a break. You’re the greatest friend and Realtor of a ll time.” 7. Bring digital camera. Take pictures. Go inside and enjoy the movie. 8. Say good-bye. Give everyone a warm repeat hug, well wishes and appreciative “You Rule’s” 9. Post “We’re having fun!” pictures to my Facebook account. 10. Write fun post movie follow-up email. Include pictures of grinning attendees and a link to my Facebook photo album. Tweet about it too. Send Email to all invited.

05/12/10 ,[object Object],Here’s What She’s Thinking: She never mentions real estate; her invitations are wrapped in her branded email stationary. Postage is free. Whether people can enjoy or not, all appreciate the gesture and invitation. Other agents are doing nothing or sending Holiday cards; she’s giving the gift of entertainment, spectacle and delightful experience. People will talk about her invitation, and the movie; people don’t talk about Holiday cards or invisible agents. She can touch people five times in one week; email invitation, phone call follow-up,/chit-chat, follow-up handwritten note card, at the movies thank you’s and well wishes, post movie follow-up email. What are you going to do about it? That’s it. Like I said, only 1 in 499 will do this. The question is, will that 1 in 499 be doing it with your soon to be seduced friends, clients, prospects and suspects or are you that unique 1 in 499 person? For you 1 in 499’s, let me know how it goes. For the other 498, I’m sorry. See you at the movies. BONUS: Oh, I almost forgot, there’s a sample eMail invitation on the next page. “ You can cut all the flowers but you cannot keep spring from comi ng.” ~ Pablo Neruda

05/12/10 ,[object Object],Generate fire hose force referral business by leveraging contact with your current buyer/seller prospect/suspects when following-up. At the conclusion of your follow-up conversation… You Say : Great talking to you. Oh, one last thing…between now and the next time we meet, if you hear of a friend, neighbor or coworker who is thinking about making a move in the next 30 to 60 days, I would consider it a huge favor if you pass along my name and contact number or I would be happy to call them. I promise I’ll follow up promptly and I’ll do a great job. Of your friends at XYZ, who will be the next to move? They Say: Nope. You Say: Thanks…talk to you soon. Send a note card and two business cards. Three months from now you may wish you had started today. ~ Karen Lamb

05/12/10 ,[object Object],Transition Phrases Would you be open minded…. Would you be offended… Let me propose this… Can we work together on that basis… Can you see any disadvantage to.. Of all your friends at XYZZ, who will be the next to make a move?

05/12/10 ,[object Object],Unique Selling Proposition - SELLER Transitional Bridge ~ Conversational Portal You: Would you be open minded to fresh ideas that would help sell your property for more money, save you time and eliminate all the hassles and wicked surprises? Or if you hear a commission related blast… Listen…I hear you. I’m like you and everyone else…nobody wants to over pay for anything. We’ve all been promised the moon and what we got was a fist full of air, broken promises and mealy mouth excuses. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Let me propose this idea. Let’s meet and I’ll share my uniquely tailored world wide marketing plan with you. I’ll share advanced, top tier, ultra effective marketing, advertising, merchandising strategies that will broadcast-blast your property information to the far corners of the world…viewable electronically in digital full high-impact Technicolor, locally, regionally, nationally and globally ~ maybe even galactilly if any aliens are picking up our signals. These critical broadcast factors effect the sales price…your net bottom line proceeds…thin and weak marketing = meager and stunted net proceeds, thick, powerful and persuasive marketing = more money for you.

05/12/10 ,[object Object],Unique Selling Proposition - SELLER Transitional Bridge ~ Conversational Portal Continued… Also, briefly or in as much detail as you like, I will share how we communicate, manage and lead all the various role players in transaction…for example, the co-op brokers, mortgage lenders, home owner’s insurance, mortgage appraisers, title insurance, property inspectors, survey people, home warranty details and others. Keeping you informed every step of the way, insuring that all the big and fine details are handled in a timely fashion…all leading to a stress free closing and trouble free receipt of funds. More convenience, ease and safety for you and yours…it’s all guaranteed. At the conclusion of our meeting if your feel I’m the right person for the job…that I can get you home SOLD for more money with less hassle and stress…then you’ll hire me. That would be exciting. If not, then you won’t…no worries…I’ll wish you well, our meeting is complimentary and some of the gems/bright ideas I share with you will help you sell your home for more money no matter who you choose. Can you see any disadvantage to our getting together on that basis?

05/12/10 ,[object Object],Unique Selling Proposition - Buyer Transitional Bridge ~ Conversational Portal You: Sounds to me like you’re looking for something special? Let me propose this…The reason it’s hard to find that special house is when HOT new listing inventory tumbles onto the market…I’m talking about homes that are priced great, show fantastic, stunning curb appeal, lush landscaping, fabulous floor plans and perfect location. Homes that really shine and sparkle, often sell in a couple of days, if not the first day. These homes never show up in an ad, open house, even the internet…they sell too fast. These homes are sold by fast acting, eagle eyed Realtors who monitor the market and notify their preferred clients as soon as something appears on the market. I have a computerized market monitor program that rushes me via email, auto-notification when HOT new listings hit the market. My question is, when a HOT new listing hits the market and it matches your specific criteria, would you like detailed information rushed to you via email? Then you’d be the person with insider information, knowing what’s available before the masses. It’s pretty simple, free and no hassles…all I need is a couple of quick minutes to better understand what you’re looking for…then I’ll have the information I need to program my Homefinder Software and bada-bing-bada-boom, you’re poised to WIN. Is this free service something you could benefit from? Can you see any disadvantage to knowing about HOT properties before anyone else?

Home Work Assignment To Be Shared With Classmates Tomorrow Morning 05/12/10 ,[object Object]

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05/12/10 ,[object Object],Easy Expired Listings Expired Listing Victims Are Mad As Hell! Rightfully So. Why Should You Call On Them?

Easy Expired Listings – Star System ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],05/12/10 ,[object Object]

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05/12/10 ,[object Object],Practically Fool Proof For Sale By Owner System

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And in Conclusion, I’d like to thank you for your time and attention. I wish you mighty sales success. And leave with you with this inspirational poem by Mya Angelou

You may shoot me with your words, You may cut me with your eyes, You may kill me with your hatefulness, But still, like air, I'll rise. Does my sexiness upset you? Does it come as a surprise That I dance like I've got diamonds At the meeting of my thighs? Out of the huts of history's shame I rise Up from a past that's rooted in pain I rise I'm a black ocean, leaping and wide, Welling and swelling I bear in the tide. Leaving behind nights of terror and fear I rise Into a daybreak that's wondrously clear I rise Bringing the gifts that my ancestors gave, I am the dream and the hope of the slave. I rise I rise I rise. You may write me down in history With your bitter, twisted lies, You may trod me in the very dirt But still, like dust, I'll rise. Does my sassiness upset you? Why are you beset with gloom? 'Cause I walk like I've got oil wells Pumping in my living room. Just like moons and like suns, With the certainty of tides, Just like hopes springing high, Still I'll rise. Did you want to see me broken? Bowed head and lowered eyes? Shoulders falling down like teardrops. Weakened by my soulful cries. Does my haughtiness offend you? Don't you take it awful hard 'Cause I laugh like I've got gold mines Diggin' in my own back yard. Still I Rise Maya Angelou

Who’s Ken? A: At age 4, at 3:42pm on Christmas Eve, he set fire to his home playing pirate in his living room . Fitting that things have come full circle. Ken’s eager to help you spark your success, fly your flag, burn down convention, help you explore uncharted territories and discover your buried troves of treasure. A reformed pyro, a coach, mentor, parent, amateur athlete, gadget guy, real estate psychologist and self-taught social media anthropologist, Ken’s been involved in more than 15,700 transactions since 1978 in San Diego, Austin , Aspen, and in he and Robyn’s (his wife of 27 years) current home , The Woodlands, Texas. Through both spectacular failures and shared triumphant victories, Ken’s seen, heard, and most importantly felt it all. Now that their three kids have scattered across the country to live and learn, he’s eager to listen and advise, coach and counsel, commit and (in all likelihood) be committed. When not helping, Ken’s typically floor-burning up the racquetball court or unearthing third gravitating bodies in films, books, social media, the majesty of life’s daily spectacle, or his own murmured musings (two short Wild Fiction stories and guest writer at A gentGenius.com) . Work – Live – Play: Residential real estate services, bright ideas, candid consultations, anti- chao s systems, elite performance coaching, creative communication arts solutions & 31 years of fun, shared triumph, boom, bust, blood, swea t and tears experience. Sales Manager @ Prudential Gary Greene, Realtors – The Woodlands Area Regional Marketing and Sales Center. Ken Brand 832-797-1779 [email_address] Click THERE To Connect With Me. Cheers.

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The Secret To Succes In Real Estate Is Simple.

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