1) The 21 step plan provides a comprehensive guide to winning the year both personally and professionally through goal setting, daily focus and visualization, prospecting, increasing knowledge, developing expertise, and strengthening relationships. 2) Key aspects include developing specific written goals, visualizing success daily, prospecting consistently, continually learning, becoming an expert in your market, and creating raving fans through appreciation and positive energy. 3) Mastering listing presentations, value propositions, and embracing your office culture will help take your career to the next level and determine success.

1. Agent Peak Performance 21 Step Win The YearSuccess Plan 1

3. Keep the most important things the most important.

4. Unless you try to do something beyond what you have already mastered, you will never grow. 2

6. The infamous January 1st – you can start today.

7. Nothing like starting on the path of success right now.3

9. Yale story: clear, specific, written.

10. Specific written down goals.

11. What you desire, precise date, willing to give in return.

12. Feed your goals with emotion.

13. Read them everyday.4

15. The focus should be on the activities that are the most important to your business and you personally. 5

17. Mental vision board: 12, 24, 36 months.

18. The Roger Bannister story. 6

20. Physical and mental shape.

21. Visualized breaking the 4 minute mile.

22. 37 others .7

24. The teacher experiment.

25. Belief was the only difference!8

27. Major categories of buyers and sellers.

28. Where can you create business?9

30. Top people 50-70% time are prospecting .

31. Never end a prospecting call without adding more value than you have received. 10

33. The most successful people in life have been blessed with great confidence.

34. Designation statistics. 11

35. Life is not about waiting for the storms to pass…it’s about learning how to dance in the rain. ~ Anonymous 12

37. Property type.

38. Expired's, FSBO’s.

39. Know how to explain the mortgage crisis.

40. Dramatically increases earning potential.

41. Become the "referred agent."13

42. 7. Improve negotiating/closing skills - Anticipate objections, rehearse, learn scripts, close, close, close. - Earning potential is directly related to your closing ability. - Some were born to negotiate, others learn how. 14

43. • Firmness, with passion and most of all with confidence. • Read the seller, especially their nonverbal signs. • You have to be able to listen and hear their reaction. • Always, always, always, acknowledge what their objections are. 15

44. • “I can appreciate that…I agree…I understand…That’s a valid concern.” • Caution about using the word “but.” • Once you have said “I agree” or “I understand,” you can use the word ‘and’ as a segues. • If you can get them to tell you specifically what causes them to feel that way, what causes them to believe that. 16

45. • “Has there ever been a time that you felt like this?” • Ultimately gaining trust, respect, and confidence is critical for someone to regularly do lots of business. • You are the expert - you have to give them the confidence that you have the answers and that they should trust you. 17

46. - Close, Close, Close (more scripts) 1. Where do you want to start? Do you want to start with the paperwork? (Always be closing.) 2. 100% of the time where the seller took my advice, I was able to sell their property. 18

48. Develop a wow - we need to talk.

49. Can I get your business card.19

51. It should cause people to gravitate towards you - you will immediately know whether the other party has interest.20

52. 9. It is a good time to buy Interest rates comparison. Property values. Inventory. Manageable process. You can be in control. As their Realtor you have to give them the confidence to buy!! 21

54. The results of one degree more of effort over a year or a career can lead so extraordinary results.22

55. 11. Master your listing presentation a. You need to be able to deliver on demand. 23

56. You need to articulate: b. What a seller can control: - Price. - Condition. - Commission being offered. - Who markets their property. 24

57. c. What a seller can not control: - Economy. - Real Estate market. - Other properties prices. - Location. 25

58. MASTER YOUR RE/MAX VALUE PROPOSITIONS Explain your unfair advantage. 26

59. Master your value propositions - It could be your expertise. - List to sale/price ratio. - Transaction count compared to an average agent. 27

60. - Market share. - Specific type of property market share. - Enthusiasm. - Internet marketing expertise. 28

61. Master your firms value proposition - Transaction count per agent. - Sales volume per agent. - Market share. 29

62. On demand in 60 seconds or less, you need to be able to tell the seller why you are the realtor for them. Why Should A Seller List With You? Mr. and Mrs. Seller there are 6 important points I want to leave with you: 1. I have been able to successfully sell 100% of the listings I have taken in this market where the seller has followed my total and complete advice. 2. I have developed a comprehensive marketing plan that takes into account the power of the internet to help create maximum exposure for your home. 30

63. 3. I know the market and what the competition is. 4. I am part of RE/MAX, the largest real estate company in the world with offices in 83 countries and part of RE/MAX Masters, one of the area’s leading firms. 5. My negotiating skills have allowed me to put deals together where others have not been able to in this market. 6. I want to represent you and I will do everything in my power to gain and maintain your trust and to sell your property for the maximum price the market will allow. 31

65. You have nothing to lose by asking.

66. Change your mind set:

67. 1) Ask if you expect to get it.

68. 2) Assume you can.32

70. 4) Be clear and specific.

71. "Don't wish it were easier. Wish you were better.

72. 5) Ask repeatedly - do not give up.

73. 6) Don't get stuck, go onto the next person.Sales is about No's to get to a Yes. 33

75. Your expertise.

76. Your education.

77. Your care and compassion.34

79. He refers to the dates on her tomb stone from the beginning to the end.

80. He said what mattered most of all was the dash between those years. For that dash represents all the time that she spent alive on earth and now only those who loved her know what that little line is worth.

81. For it matters not, how much we own, the cars, the house, the cash, what matters is how we live and love and how we spend our dash. 1963 - ? 35

83. Slow down and always try to understand the way other people feel.

84. Be less quick to anger and show appreciation more and love the people in our lives like we’ve never loved before.

85. When your eulogy is being read with your life’s actions would you be proud of the things they say about how spent your dash? 36

87. It is critical that every professional you work with in the process respects you.

88. They are all great referral sources.37

90. Always remember making a difference is more important than making a dollar.

91. If you focus on your client’s needs and not yours you will build a lasting solid relationship. 38

93. Move on average 5-7 years.

94. Existing business is more valuable and less stressful than new business.

95. “View all customers as beautiful gardens that must be cultivated and watered frequently.” 39

97. How did you feel when someone thanked or appreciated you?

98. 5-10 quick two to three line emails or handwritten notes equals 250-500 meaningful notes a year. That is powerful. 40

100. When I choose to smile, I become the master of my emotions.

101. Remember: Positive energy attracts other positive energy. Run from negative people. Be positive.41

103. When you have a happy life you can focus and concentrate at another level.

104. You have to be able to keep time and activities with children, spouses, significant others in balance with your work.42

106. Greatest referral source.

107. Creating trust is critical.

108. Colleagues:

109. The more you give, the more you will receive.43

111. Being more grateful more often makes us happier and more optimistic.

112. Gratitude also adds to the bottom line - it requires little time and no money.

113. Gratitude: attracts what we want, improves relationships, reduces negativity, improves problem solving skills, and helps us learn.44

114. No matter how bad someone has it, there are others who have it worse. Remembering that makes life a lot easier and allows you to take pleasure in the blessings you have been given. ~ Lou Holtz 45

115. If you don’t think every day is a good day, just try missing one. ~Cavett Robert 46

117. The more you contribute to the culture and success of your firm the more everyone benefits. 47

119. At RE/MAX we are the gifted kids – the best of the best.

120. None of us can change yesterday but we can make the most of today and the future.

121. We have to constantly unlock our potential because the potential for much greater things is inside all of us.

122. Go around, go over, never give up!!!48

123. When you believe and think “I can,” you activate your motivation, commitment, confidence, concentration and excitement – all of which relate directly to achievement. ~ Dr. Jerry Lynch 49

125. Visualize how your life would change as a result of accomplishing this goal. What would you be doing, seeing and feeling?

126. Focus on always taking your next action based on what is important now and you will have a great chance of winning the majority of the days, weeks and months so you end up with a great next 12 months.What is Important Now 50

127. Procrastination is opportunity’s natural assassin. ~ Victor Kiam 51

128. Adversity causes some people to break; others to break records. ~ William A. Ward 52

129. You can have total success when you balance your physical, mental and spiritual, as well as your personal, family and business life. ~ ZigZiglar 53

130. You don’t have to be great to start, but you have to start to be great. ~ Joe Sabah 54

131. TAKE ACTION You cannot discover new oceans unless you have the courage to lose sight of the shore. 55

132. Take A Shot You’ll always miss 100% of the shots You don’t take. 56

133. PERSEVERANCE Go over, Go under, Go around, Or go through, But never give up. 57

134. EXCELLENCE Excellence is not an act. It’s a habit. ~Aristotle 58