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Power is now 10.20.2011
1. Brought to you by Corcoran Consulting & Coaching
Presented By: Eric “Bubba” Mills
2. Definition
Definition of an Asset Manager = An employee of a company that
manages the liquidation of a non-performing debt.
Did you know that Asset Managers put their pants on; one leg at
a time, just like you do.
Don’t get me wrong, they probably do it faster and with better
accuracy, but they are going towards the same common goal that
you are.
3. How to approach an Asset Manager
When speaking to an Asset Manager
Never:
• Put another agent down in your market, just to make you look
better!
• Over promise and under deliver!
• Complain that you have not received a property from them
and you have been registered for years!
4. Agent Etiquette
Do NOT wear so much perfume that they can smell you coming,
before they even see you!
Dress professionally – Remember what you are selling
Business Cards stay in your pocket/purse until an Asset Manager
asks you for one! “If they didn’t ask, that means that they don’t
want it”
How you act at a conference is how you act in public!
5. Top 10.5 Things It Takes to Be #1
And Stay #1
1. Contagious Positive Attitude
2. Excited at Prospect of Helping Others
3. Self-assured- Not Arrogant
4. Like People AND Get them to like you
5. Not just book smart – Street Smart
6. Top 10.5 Things It Takes to Be #1
And Stay #1
6. If you are not having fun, What’s the point
7. Do everything Full Force
8. Unspoken Integrity – Visible Honesty
9. Concentrate on Details without getting caught up in them
10. Be Kid Like Happy on the inside
10.5 Remember every success – Focus on that each time you walk in the door
7. 30 Second Elevator Speech
Think back to that one property that was a complete
nightmare;
What happened?
What did you do to resolve the problem?
What was the result?
What are you better at than your competition?
8. 30 Second Elevator Speech
When you are in any type of sales job, the conversation has to be:
Engaging
Interesting
Relatable
True
Happy Ending
9. 30 Second Elevator Speech
Conversation has to include 3 major parts:
Problem = Define a certain situation and choose out of the entire situation what
the exact problem (unsolved opportunity) was!
Solution = Now that we know the exact problem, what did you do Solve the
problem “Out of Judgment and into Curiosity”
Pleasure = We know the problem, we solved the problem and now we need to
relay the pleasure “If you did business with Bubba, then this solution would
have benefited you like this”
10. 30 Second Elevator Speech
Effective Story Telling is the best sales tool.
Memorable stories are priceless sales tools.
Value proposition
Example: Good Neighbor Policy!
11. 30 Second Elevator Speech
Trigger Points
Consumer:
Value
Family
Protection
Asset Manager:
Decrease in Cost
Security
12. Make sure you
enter your
Promotion Code
WinDS100 for a
$100 Discount
Registration!
Register before
Oct 2nd and
Registration is
only $599* for
WinDS Members
*After Discount
