This is some of the material we cover in the two day module for our new team members. It's missing all the commentary, of some of the slides have videos and GIFs, but you sorta ge the idea. If I can be helpful, let me know. Ken Brand 832-797-1779. PS. A book on some of this and much more is available in the book at Amazon.com. The title is Less Blah Blah More Ah Ha. You can check it out by clicking on this direct link: http://www.LessBlahBlah.com

1. 1
1

2. Ken Brand
If I can be helpful:
Cell: 832-797-1779
Office: 381-367-3531
Blog: www.BrandCandid.com
KenBrand@GaryGreene.com
FaceBook.com/KenBrand
Twitter.com/KenBrand
YouTube.com/KenBrand
2
2

3. To become
something
you’ve never
been before
will require
you do things
you’ve never
done before.
3
3

4. How Do You Get
From Here To There?
4
4

5. The Secret To Success
Is NOT A Secret.
It Is . . .
Knowing What
Others Don’t
Doing What
Others Won’t.
Less Blah Blah More Ah Ha Chapter One 5
5

6. Your Modern Mind Set
What and Why.
6
6

7. Your Modern Skill Set.
The How? The When? 7
7

8. We
aren’t
in
Kansa
anymore?
Duh! 8
8

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

10. What
Happen
When
There’s
Not
Enough
Pie
For
Everyone
10
10

11. Table
Manners
Go
Out
The
Window.
Fists,
Elbows
and
Knees
Fly. 11
11

12. The
ONLY
OpMon!?
12
12

13. Passion
comes
from
having
a
focus.
Focus
comes
from
having
a
purpose.
Purpose
comes
from
having
made
a
commitment.
To
whom
or
what
will
you
choose
to
commit?
~Roy
H.
Williams 8
13

14. It’s
not
a
Wage
Slave
Job.
Less
Blah
Blah
More
Ah
Ha 8
Chapter
Two
14

15. It’s
a
Pay
For
Performance
Lifestyle.
Less
Blah
Blah
More
Ah
Ha 8
Chapter
Two
15

16. What
business
are
YOU
really
in?
Less
Blah
Blah
More
Ah
Ha 8
Chapter
Two
16

17. 17
17

18. This
product
is
sold
by
a
respected
company.
It’s
well
constructed.
It
fits
on
your
feet.
What
business
is
this
company
in?
18
18

19. This
product
is
sold
by
a
respected
company.
It’s
well
constructed.
It
fits
on
your
feet.
What
business
is
this
company
in?
19
19

20. This
company
sells
a
product
commodity?
20
20

21. What
is
this
company
selling?
21
21

22. Products & Services
~VS~
Human
Experiences
22
22

23. Human
Experiences Companies
You
23
23

24. “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
24
24

25. Out:
Monologue
Broadcast
Out:
Me!
Me!
More
About
Me!
Out:
Telling
and
Selfish
Selling 25
25

26. Cody.Phillips@garygreene.com
In:
We,
Us
+
Them
In:
ConversaRon
+
ContribuRon
In:
Showing
+Sharing
+
Solving
+Serving26
26

27. Don’t Drink
The Bad Kool-Aid 9
27

28. Business Done Daily
Who Wants It?
10
28

29. Business Done Daily
10
Who’s Willing To Work For It?
29

30. There
Are
Only
Three
Reasons
She’s
Doesn’t
Have
More
Business 13
30

31. Reason
1.
She’s
in
the
dark.
14
31

32. Reason
2.
She’s
a
cret
A gent
Se
15
32

33. Reason
3.
It
didn’t
go
as
planned
.
.
.
16
33

34. Who are your competitors?
19
34

35. .
.
.
.
. 20
.
35

36. Five Thousand Marketing
Messages Per Day
21
36

37. Compe**on.
Distrac*on.
Self
Interest.
Everything
But
US. 22
37

38. How
Do
Consumers
Choose?
24
38

39. 4 in 5 contact only 1 or
2 agents. 7 in 10 choose
an agent they trust.
24
39

40. 2010
NaMonal
AssociaMon
of
REALTORS
Profile
of
Home
Buyers
and
Sellers
24
40

41. It’s
Easy
To
Get
Lost
In
The
Slush
Pile
of
Lamesness
Sameness
How
Can
You
Stand
Out?
18
41

42. How
Do
YOU
Stand
Out
In
A
Crowd 26
42

43. To
Stand
Above
The
Crowd?
You
Create
Top
Of
Mind
Awareness 27
43

44. Top
Of
Mind
Awareness?
First
mental
recall
in
a
specific
category.
Our
category
is
Real
Estate
Agent
18
04/01/10
44

45. It’s Not Who You Know.
It’s Who Knows You. .
Refer to Chapter Five in the book Less Blah Blah More Ah Ha
28
45

46. Social Context
29
46

47. Professional Context
30
47

48. Be
Relevant
32
48

49. How
Can
We
Find
Out
What’s
Relevant
To
THEM?
33
49

50. W
e
33
50

51. Out:
Monologue
Broadcast
Out:
Me!
Me!
More
About
Me!
Out:
Telling
&
Selfish
Selling
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
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
51

52. 52
52

53. le
d on’t
care
Peop
sRng
we
are.
h ow
intere
hey
c are
h ow
T
in
them
inter ested
we
are.
33
53

54. The
Golden
Rule
1.0
Refer
to
Chapter
Seven
in
the
book
Less
Blah
Blah
More
Ah
Ha 34
04/01/10
54

55. Joe
Dirt
Explains
The
Golden
Rule
2.0
35
53
04/01/10
55

56. 36
04/01/10
56

57. The
Golden
Rule
2.0
Do
unto
others
as
THEY
would
have
done
unto
themselves.
37
56
04/01/10
57

58. 2. R emarkable
40
20
04/01/10
58

59. What
Does
Remarkable
Mean
To
YOU?
41
20
04/01/10
59

60. To
AYract,
Connect
and
Loyalize.
.
.
People
Seek
A
Sense
of
Significance.
People
Crave
Certainty.
People
Desire
An
Improved
State
Of
Being.
42
60

61. 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
aen]on.
11.
Be
generous.
12.
Show
up
on
]me.
12.
Have
a
sense
of
humor.
13.
Don’t
complain.
14.
Don’t
make
excuses.
15.
Accept
responsibility.
16.
Have
pa]ence.
17.
Be
passionate.
18.
Be
though^ul.
19.
Don’t
blame.
20.
Don’t
shame.
21.
Be
posi]ve.
22.
Be
empathe]c.
23.
Be
thankful. 43
04/01/10
61

62. 3. R epetition
http://www.flickr.com/photos/yushimoto_02/4251723517/
44
21
04/01/10
62

63. On Purpose and In Person
Contact and Conversations
Thumb to Chapter Chapter 8 in the book Less Blah Blah More Ah Ha
50
63

64. On-­‐Purpose
and
In-­‐Person
Contact
&
ConversaMon
Contact
ConversaRon
Become
Preferred,
and
Referred
&
Rewarded
ConnecRon
Sharing,
Trust
Serving
&
and
Solving Discovery 64
64

65. ConversaMonal
RepeMMon
“We”
Not-­‐Me
AYracts
In-­‐Person
Phone
Video
&
Text
Chat
Cell
Text
Facebook
Listening
&
Sharing
21
04/01/10
65

66. Mass
Mail
/
Monologue
eMail
Repe]]on eNewsleYer
All
about
TwiYer.com
ME,
not
WE
Facebook.com
Bores
and
LinkedIn.com
Repels!
AdverMsing
Selfish
Selling
46
66

67. 67

68. Are you wearing wearing Bacon to a Vegan party?
68

69. Quit Misfit Tribes
Join Attractive Tribes
Segment Your Tribes For marketing purposes
Speak The Tribes Language.
39
69

70. 42
70

71. Three People Principle
71

72. 48
72

73. What do your fear?
73

74. Failure. Rejection. _________.
74

75. 54
75

76. Fail Faster
Succeed Sooner
55
76

77. When You Feel Fearful Do You…
Hit The Brakes? Swerve?
Turn Into It & Floor It?
More in Chapter 9 in the book Less Blah Blah More Ah Ha
57
77

78. Spectacular Achievement Is Always
Preceded By Unspectacular Preparation
~Robert Schuller
56
Please read Chapter 10 in the book Less Blah Blah More Ah Ha
78

79. 52
79

80. 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/
80

81. Don’t Play Blindfolded.
59
81

82. Social
Media
Solar
systems
92
82

83. Social Media? Fad or Future?
83

84. Cl i
Pr ent
os s.
pe Su
cts sp
. ect
Fa s.
ce
bo
Sharing is sunlight for your solar system
ok
Tri
be
s.
Ne
Lin tw
ke or
ks
dIn .
Ni
ch
95
Tw es
i Ye .
r
84

85. Social Media Is An
Anti-Invisible Strategy
95
85

86. Social Media Is An
Anti-In-The-Dark Strategy
95
86

87. The Social Media Water-Cooler-Effect
An Audience with an Audience of Audiences
95
87

88. Because
People
Trust,
Choose
and
Recommend
the
Familiar?
Use
Social
Media
To
Expose
Yourself.
88
88

89. “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
maer
whether
you
are
a
Lion
or
a
Gazelle...
when
the
sun
comes
up,
you'd
beer
be
running.”
But
don’t
run
blind.
61
89

90.
Seven
Facebook
Best
PracIces
1.
Status
Update
=
Waving
Hello
2.
Like
=
Smile
&
Head
Nod
3.
Share
=
ContribuMon/Giving
4.
Lists
=
Listening
+
Insight
(relevant)
5.
Friending
=
Oxygen
=
Life
6.
Comments
=
ConversaMon
&
ConnecMon
7.
Groups
=
Trust
&
Support
90
90

91. Long Tail + Ocean
InformaRon
Oceans 94
91

92. Your
Social
Media
Shares
make
you
more
Findable,
Sharable
&
Discoverable. 96
92

93. 93
93

94. Your
stuff
and
YOU,
become
findable
and
sharable.
94
94

95. 95
95

96. Are
you
serious
about
becoming
social
savvy,
trusted,
preferred
and
referred?
Read
these
books.
Then
take
acMon!
62
96

97. In Person and On Purpose
Contact and Conversation
63
97

98. On-­‐Purpose
and
In-­‐Person
Contact
&
ConversaMon
Contact
ConversaRon
Become
Preferred,
and
Referred
&
Rewarded
ConnecRon
Sharing,
Trust
Serving
&
and
Solving Discovery 98
98

99. Speak Perpetual Success Into Existence
65
99

100. How We Say It Matters!
66
100

101. Super Duper Fast
and Hyper Tiny
Story Telling
Know How It Ends
then Choose A
Beginning
Include Details
Engage the Reticular
Activating System
Broca & Surprise
Laws of Attraction
67
101

102. How’s That “Real Estate Thing”
Working Out?
68
102

103. Beam Savvy
Be prepared. Know
exactly what you are
going to say and how
you’re going to say it
Tell an interesting story.
Include info-nuggets and
factoids.
Conclude with a request
for for help.
Lastly, after asking for
something…you must
give something(a
commitment or a
promise).
69
103

104. Give Before you GET
I know you’re busy, did I catch you at a good
time?
I PROMISE to…
70
104

105. 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.
71
105

106. 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?
1. Reinforce
2. Make a Promise
3. Ask for referrals
4. Ask to stay in touch
72
106

107. o Follow-Up
Get Permission T
Ear n Respect
Feel Good
uched base
nded if I to ee if there’s
“Would you be offe ay hi and s
often…to s an do for you?
every so thing I c
any
73
107

108. It’s Official. Congratulations! You’re a Realtor. What can you say to your friends, neighbors, relatives and
former coworkers that will begin transforming their current perception of you as _ _ _ _ _ _, into a shiny
new perception…the professional, successful, productive, elite Realtor, worthy of referrals?
Your makeover begins be creating fresh impressions. You can begin crafting your new Elite Realtor Icon
identity by uniquely responding to common questions asked of new real estate agents.
A few tips before we begin:
1. Be prepared - know exactly what you are going to say
2. Levitate above the Sea of Sameness.
3. Tell an interesting story, include a information nugget or factoid, conclude with a request for referral
business. Lastly, after asking for something…you must give something…a commitment or a
promise.
They Say: How’s the real estate thing coming?
You Say: Great. 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. So, I’m very busy building my real
estate business. I don’t want you to get the wrong impression though, although I’m busy, if there is ever
anything real estate related I can do for you or someone you know…I promise I’ll make time to help you or
anyone you refer to me. In fact, if you ever have a real estate related question or need…for example, you
need a contact number for a reliable painter, flooring company, etc., or you need property tax information or
anything like that…I would be happy to help. Also, if you ever hear of anyone in your neighborhood or at
work, who is thinking of selling or buying a home, I would consider it a huge favor if you referred me to
them. I promise to do a great job and I treat my clients like family.
74
If not now…WHEN?
108

109. 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?
75
Those who get noticed, Get Ahead. ~Tom Peters
109

110. Send a h
andwritt
2 busine en note with
ss cards.
76
110

111. y Test.
assed M w.
e…..I P state No
Wheeee
an Sell Real E I Come!
IC …Here
Hello World
77
111

112. 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?
78
112

113. 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?
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114. 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?
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?
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114

115. 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~
115
115

116. What Commission
Do YOU CHARGE?
Don’t get run over.
81
116

117. Answer
With
Authority
Q: What commission do you charge?
Answer: Our Marketing Fee is 3%. Which includes a detailed research on current market
conditions, competition and sales data. We also provide a comprehensive consultation on
merchandising and inexpensive ways we can enhance the perceived value in the eyes of the
buyer. Our marketing and promotion campaign includes massive broadcast internet marketing,
targeted advertising, and all the selling services required to get your property SOLD for Top
Dollar and in a time frame that works best for you. We manage, coordinate and orchestrate the
entire process from day one through a successful and trouble free closing.
When we advertise your property in the Multiple Listing Service, we will be competing with
sellers who are offering agents working with qualified buyers a 3% commission…we will also
compete with New Home Builders who pay a 3% commission as well as the occasional bonus.
We recommend that our selling clients offer a 3% selling commission as well.
Of course, we only get paid for a successful outcome…there are no upfront fees and we offer a
guarantee.
117

118. Growing YOUR Top Of
Mind Awareness
83
118

119. 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 HAR.com and sign up for your personalized, monthly Email Newsletter
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.
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!
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120. How’s The Market?
Tell A Super Simple Story
Include Facts = Believable
Plot = Offer A Benefit or Ask For Help
End Your Story With A Request – Who can use your
benefits or can they help you solve your problem?
Refer to Chapter 12 in the book Less Blah Blah More Ah Ha
86
120

121. se On Tour Story
Cool H ou
87
121

122. Your Next
Open House Palloza
88
122

123. Your N
Your Re ew Listing Nee
cent Bu d
yer Nee s A Buyer.
ds Repl
acing.
89
123

124. The Cool People Your Working With
Can’t Find The Perfect Home
90
124

125. Pour Yourself Perpetual Referrals
91
Get the details in Chapter 22 of the book Less Blah Blah More Ah Ha
125

126. How to Employ and Enjoy the
Natural Law of Shared Favors.
More details in Chapter 21 of the book Less Blah Blah More Ah Ha 92
126

127. 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
127

128. White-­‐Gossip
your
way
to
the
closing
table.
2
128

129. How To Keep Her From Seducing . . .
your Clients
your Friends
your Prospects
your Suspects
More in Chapter 23 in the book Less Blah Blah More Ah Ha
94
129

130. 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 they gush, “Thank you so
much, how thoughtful. I needed a break. You’re the greatest friend and Realtor of all 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.
130

131. 96
131

132. 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
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132

133. Confident Persuasion
Seductive Odd Angle
Conversation
Speak Your Way To
Perpetual Payoff
Unique Selling Propositions
98
133

134. 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?
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134

135. 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.
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135

136. 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?
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136

137. 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?
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138. 103
138

139. Blasting Out Just Listed and Just Sold
Announcement
Go to http://online.garygreene.com/
prospecting.asp to order your cards. Use this
convenient, fast, affordable service to send
your Just Listed/Just Sold announcements.
Log in, choose your card, choose your
message, pick the streets for delivery, order
the names, address and telephones numbers,
order a confirmation card. After you receive
your conformation card, follow up your direct
mailing with a prospecting telephone call.
Your conversation may go something like this.
Just Listed Announcements
Acknowledge the party called by name:
“Hello, may I speak to Mr. or Mrs. XXX,
please.”
“It takes contacts to make contracts”
~Marilyn Eiland~
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139

140. You Say: “Hi, this is your name with Prudential Gary Greene Realtors, I know you’re busy, do you
have just a couple of quick seconds? The reason I’m calling is we just listed the Smith’s house down
the street and I sent out a “Post Card” announcement…do you recall receiving it? We wanted to let the
neighbors know, so that if you knew of anyone who would like to move into the area, we would be
happy to show them the property and it’s a chance for you to pick your new neighbors. Also, when we
sell this property would you like to know what price it SOLD for?”
They Say: Sure
You Say: Great. Confirm their address. End the conversation: “Thanks for your time, it’s been nice
talking to you, I’ll be in touch.”
Just SOLD Announcements
Acknowledge the party called by name: “Hello, may I speak to Mr. or Mrs. XXX, please.”
You Say: “Hi, this is your name with Prudential Gary Greene Realtors, I know you’re busy, do you
have just a couple of quick seconds? The reason I’m calling is we just SOLD the Smith’s house down
the street and I sent out a “Post Card” announcement…do you recall receiving it? We wanted to let the
neighbors know that they would have new neighbors soon and if you knew anyone in the neighborhood
who was thinking of selling in the next 30 days…our marketing efforts have generated additional
interest and we may have other buyers interested in your neighborhood. So, can you think of a neighbor
who might be thinking of making a move, looking for a buyer?”
They say: Nope
“You are the storyteller of your own life, and you can create your own legend or not.” ~Isabel Allende
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140

141. You Say: When the sale closes, would you like to know how much the property sold for?
They Say: Sure
You Say: Great. Confirm their address. End the conversation: “Thanks for your time, it’s been
nice talking to you, I’ll be in touch” or “Thanks for your time, it’s been nice talking to you.”
If these contacts were positive…write a short “thank you” note and include two of your
business cards. Add this person to your data base and begin mailing at least monthly (Enroll
them in your Anti-Chaos/Perpetual Payoff Program. After your first mailing call to see if they
received it, ask for permission to continue mailing and touching base from time to time. Update
them on any new activity in the neighborhood (auto-notification). Give them a call when the
property goes under contract and once it’s closed. In any event call every 90 days to say hello.
If things seem under control, you’re not going fast enough.
~ Mario Andretti
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141

142. Practically Fool Proof
For Sale By Owner
System
107
142

143. Practically Fool Proof For Sale By Owner System
Mind Set of the FSBO…
1. Believe they can do it themselves
2. They want to save the commission
What NOT to do…
Try to list on the first try. The purpose of the first contact should be simply to build rapport,
not to convert them to a listing.
Discourage the owner. Telling the owner how difficult the process is will only alienate them.
They're excited about the possibility of selling it themselves so don't ruin their day. They'll
soon discover the difficulty on their own and then be ready to talk.
Sell all of your services. If you're not buying a car, you're not interested in all of its features.
Same with FSBOs. They're not ready to hire a real estate agent, so they don't want to hear
about your company...yet.
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143

144. Success Steps.
1. Find a FSBO – Driving Neighborhoods/Yard Signs, Newspaper Ad, Bulletin Boards, etc.
2. Make Contact Ask for an appointment - Contact Dialogue: Hello, I’m (Your Name) with
Prudential, Gary Greene Realtors. I’m calling because I see you’re selling your home. Are
you cooperating with Realtors? I would like to make an appointment to view your property…
what are your visiting hours? (Get in the door honestly…do not say you have a buyer unless
you do.) Your goal is to build a relationship that may lead to a future listing or referrals.
3. Anticipate resistance, concern and cooperation. Be prepared for questions like…
FSBO: Do you have a buyer?
YOU: “Candidly, I’m not calling because I have a buyer for your property yet. What have found
is that I can do the best job of creating interest in a property if I’m familiar with it. I was
hoping you could show me through the property. Then I could intelligently and
enthusiastically promote your property…and match a qualified buyer prospect with your
property. Does that make sense? Great, when would be a good time to tour the property?”
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144

145. FSBO: We are not going to list the property!
YOU: I understand. I was wondering if you would be open minded to cooperating with a
Realtor if they had a qualified buyer interested and willing to meet your price and terms…
would you be open minded to saving the listing fee and only paying the selling fee?
FSBO: We will only pay you a 3% Commission!
YOU: Perfect, when can I visit?
FSBO: We are not working with REALTORS! A: I understand. Because I’m busy in this area,
it’s possible that I may be working with buyers and they may see your sign and ask me about
your property. I understand that you’re not interested in paying any fees…would you be open
minded to my previewing the property…then I could answer my buyers potential questions and
if they were interested, I’d have them contact you directly. Would you be opened minded to my
taking a quick peek. Can you see any disadvantage to that, a quick peek I mean…I understand
you’re not paying any fees?
FSBO: We are not paying any commissions! A: Same as above
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145

146. FSBO: Sure, come on over. A: Kneel and pick your jaw up from the floor…the three second
rule applies! Thanks, I’ll be right over.
5. Preview the home, remember, you’re on a curiosity inspired discovery mission. Be yourself,
attentive, in the moment and inquisitive. Ask questions, don’t sell and tell. You have two ears
and one mouth for a reason. Ask for a tour: “Would you tour me through the home as you would
a qualified buyer” ?
6. While touring, casually and conversationally, discover their “Time/Motivation” factor by
asking conversational qualifying/discovery questions.
A. Key question: “When would you like to have the property sold and the check in your
hands?”
B. Key question: “If for some weird reason you don’t find the right buyer, do you have a “Plan
B?”
7. When the seller sez… “We can sell it ourselves!” Agree with them, don’t disagree, argue or
share perilous stories of danger, defeat and folly. Yes, they can successfully sell their property.
Your challenge is to position yourself as the best alternative when they become frustrated and
generate referrals during their FSBO experience.
8. Follow Up & Follow Through
A. Number one reason for failure - failure to follow up.
B. Minimum Follow Up – Weekly in person or by phone.
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147. 110
147

148. 111
148

149. How To Go From Zero In Escrow
To Ka-Boom In Thirty Days
Open your book to Chapter 17 - How to go from Zero Escrow to Boo-Yah in Thirty Days or Less 149
149

150. How to Go from Zero in Escrow to Boo-Yah in Thirty
Days or Less – Chapter 17 in the book Less Blah Blah
Blah More Ah Ha
Open House Event Tips
When: Now! Today! The sooner the better. Hold open house
events on late afternoons and early evening weekdays. Open
house signs spied on weekdays and on the way home from
work are unusual, and therefore attract attention, which
generates traffic.
Hold open house events Saturday and Sunday afternoons (2
p.m. to 5 p.m.). Your mission, should you accept it: hold Ten
Open House Events in thirty days. You have permission to do
more.
Where: Pick a property that is supremely attractive, easy to
find with directional arrows ,and is priced in the sweet spot
(what’s selling) for your market area. You can research what’s
selling best by consulting your Multiple Listing Service.
Ideally, you will want to pick a property that was recently
listed, the fewer days on market the better. If you don’t have a
listing that qualifies, no worries, don’t let that sink or slow
you. Ask your teammates if you can hold one or more of their
listings open. Most importantly, don’t pick any random
property. Choose strategically. Umm-hmm
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150

151. The How-tos (thirteen of them!):
1. Promote your open house online at Trulia.com, Zillow.com, Realtor.com, your blog, Facebook
Business Page, Twitter, Association, and brokerage websites.
2. Make seventy-one color open house flyer announcements/invitations. Don’t spend all day
creating a flyer. Get this chore done fast. The magic is not in what the flyer looks like; the magic
is you and what you do with the flyer.
3. Mail twenty-one of your open house flyers as invitations, to your current nest of buyers
prospects/suspects and twenty-three to your most enthusiastic cheerleader friends.
4. Follow up your mailed invitation flyers with phone calls. Say “Hello,”ask if they received your
flyer, and invite them to share your flyer invitation with anyone they think might be interested.
The main thing is that this action provides you with the opportunity to have On-Purpose and In-
Person conversations with people who like, trust, and would happily recommend you. Having
conversations with your cheerleader friends, and current buyer prospects and suspects, unlocks
possibilities and opportunities. Follow up each phone call with a hand-written, short-n-sweet note
and drop it in the mail with two of your business cards.
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151

152. The How-tos (thirteen of them!):
5. Hand-deliver your open house flyer invitations to twenty-seven neighbors. Yes. I do mean
personally knock on their door and invite them, ending your conversations with this question:
“When we sell this home, would you like to know how much it SOLD for?” If they say yes, get
their contact information, add them to your database, set up an automated activity notification
(like we talked about for your cheerleader friends in Chapter Fourteen). Begin including them in
your personal marketing and relationship building campaign, and keep them informed of all new
real estate activity in their neighborhood. Remember to write a short-n-sweet note (nice to meet
you and other pleasantries) and drop it in the mail with two of your business cards.
6. If you are planting an open house sign on the edge of someone’s property, knock on their door,
smile, politely ask for permission, and invite them to your open house. Remember to ask them if
they’d like to know what your listing sells for. If they say “yes,”what should you do next? (Clue:
re-read How-to #5.)
7. Do your homework about the neighborhood. Preview active listings in the neighborhood (in
person, not online), research recent sales, and familiarize yourself with the local schools, parks,
grocery stores, and local knowledge.
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152

153. 8. Set the stage – lights, blinds, aroma, and music – no TV watching. When you’re finished,
make sure you put everything back where it belongs. Especially, check that the lights and the
heating and cooling are reset to how you found them, and that doors and windows are locked.
9. During slow traffic periods, use your cell phone to make the touching-base phone calls you
know you should be making, but haven’t. Even if nobody shows up at your open house event, if
you spend your time making In-Person and On-Purpose contacts, you’re working hard and making
good things happen. You can’t go from broke to boo-yah without contact and conversations. Call.
Contact. Call. Then call and contact some more.
10. At the conclusion of the open house, send thank you cards to everyone who attended.
11. If you held someone else’s house open, report your results to the listing agent so they can
report to their seller. This is professional, polite, and appreciated behavior.
12. Follow up, follow up, and follow up some more — with all prospects
13. Hold an open house event at least ten times in the next thirty days.
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154. 116
154

155. 117
155

156. 156

157. I
wish
you
speed,
grace
and
success.
Thank
You.
157