NOTE: We have uploaded a NEW set of instructions for creating a fan page. Facebook has changed their site since this video was uploaded. From the Support Materials download "RL-11 S1 WORKSHEET Fan Page Instructions." This is a support topic to Real Estate LIVE!™ #11 Social Media and Networking. Brad Hanks will demonstrate how to create a Facebook Fan Page. You will learn how to create content for this page and how to attract people to it. He will show you all the steps then illustrate with some actual pages.

This is a support feature to RL11, Social Media & Networking. Brad Hanks believes that you should make an impact on the web with your social media. He will show you how to measure your impact, expand your "footprint" and increase your search rankings.

This is a support feature to RL11 on Social Media and Networking. David interviews Brad Hanks and asks many of the same questions that you may have on incorporating social media into your business plan.

So you don’t like doing open houses, but want more buyers? After this presentation you will view open houses more favorable and have techniques to make them work for you. You’ll see an interview with top agent Bob Wolff as he discusses his success with open houses. Learn how to select the property, schedule the open, market it to get traffic, meet the prospects and establish rapport.

Shows agents how to master the very fundamental skill of contacting prospects determining who is ready, willing and able to buy NOW. Introduction to the characters who will be the buyers and sellers in the role play demonstrations. Being Good vs. being There. The majority of time in this business is the act of prospecting. Overview of coming topics: Active vs. Passive sources, the importance of being systematic and role play demonstrations.

This video is for new agents only. David presents ways to overcome fear of prospecting, prospect actively, manage rejection, convert income to activity and create self-training through Model, Practice & Feedback. Hear interviews with brand new agents still in their license course.

Have you ever not know what to say? Fear of prospecting goes away when you realize that it’s not what you Say, but what you ASK. Story of purchasing a wide angle lens and the importance of asking questions before presenting benefits. Being serious, attached to the outcome, minimizes success. Have you ever not wanted the listing? Ever tried to get to your vacation? What happens? Two types of questions: open and closed. Role play demonstration of questioning. When to use each type. Reflexive questions to keep conversation going.

Philosophy of selling: instead of forcing people to act, find those who are already acting. Deepak Choprah philosophy: Let Go of the outcome. Key skill of DISqualifying. The Three Critical Questions to ask buyers. Story of Mom working with real estate agents on Marco Island. Role play demonstration of asking key questions. What other questions to ask prospects. Probability Ranking of prospects. How to prioritize them by motivation. Probe for motivation. All purchases are to satisfy motivation. Exercise of asking audience who has purchased something unemotionally. Emotion comes from running out. How to probe for motivation by asking why-based questions. Reasons vs. Emotions. Role play demonstration of asking “why.”

Telephone technique is a critical weakness in real estate. Cost to create a prospect call. What is the purpose of telephone technique? Prospects don’t usually buy the home on which they called. Must qualify and convert. Sign calls vs. ad calls. Determine their motivation. How to get their name. Qualify, don’t sell. Secure an appointment by presenting the benefits of working with an agent. Role play demonstration of incoming and outgoing telephone calls. *Note: the Do-Not-Call registry was not in existence at the time of this taping. You must act in accordance with it now.

Number one source of business friends. 67% of business from a referral system. Benefit of referrals. Three elements of a system: names, database, dialog. Prospecting to your A, B, C prospects. New agents need to get their introductory letter out. Leveraged referral; getting someone to call on your behalf. Examples of client appreciation events. How to ask for a referral. Two key mistakes vs. the proper way. Role play demonstration of asking the wrong way. Using “NEXT” in your questioning. Role play demonstration of the proper way to ask for a referral. Using hand written notes.

Importance of open houses. Bob Wolff used open houses when moving from Ft. Collins to Dana Point. Why hold open houses? Sell the home or create a prospect? Selling the owner on open houses. How to avoid the “Day the Earth Stood Still” syndrome. Create traffic by contacting prospects, buyers, friends and neighbors. How to prepare for an open house. Information on other available properties. Prepare the home.

Avoid the retail dance: “May I help you..No just looking.” Greet and let go. Role play demonstration of meeting the prospects at the door. Give them a reason to return and talk to you. Debrief and determine their motivation. Probe to determine their situation. Role demonstrate of qualifying prospects. See the follow up probing questions that follow the initial question. How to ask for an appointment. Probe for discontent, present benefits of meeting then ask for a time to meet. Role play demonstration of asking for appointment. Bloopers at the end.

One of the best sources of business. The skills you learn working FSBOs will apply to all of your business. If you can do FSBOs, you can do anything! Great source for immediate listings. FSBO stats from NAR: after 4 weeks, 80% will need to list. Three things NOT to do. How to make the first contact. What to say, what to hand out. The key is to be There. Role play demonstrations of FSBO first calls in person and on the telephone.

What questions to ask FSBOs to lead them to the belief they need an agent. How and when to follow up on a FSBO. Waiting for them to achieve their moment of discontent. Role play demonstration of follow up calls and visits. Determine seller situation and motivation. Key questions to ask. More demonstrations of follow up calls and visits. Demonstration of first in-home seller qualifying interview. Very powerful demonstration of all the key skills. FSBO listing presentation role play demonstration. Contrast the difference between what an owner can do and what an agent does. Even if you never list a FSBO, the act of pursuing them will make you better.

Difference between Expireds and FSBOs. Follow your MLS and/or Board rules when contacting them. Key questions to ask. Role play demonstration of contacting Expireds. Three reasons why listings expire.

Most important questions to ask the owner of an expired listing. How to use the Marketing Pyramid as a basis for the seller counseling discussion. Determine why the listing expired. Role play demonstration of a meeting with the seller. Watch bloopers at the end.

Four ways to increase income. Being good gives you the right to be in the business, being There is how you get paid. Agent demonstration of anniversary call to a past client, post interview. Avoid avoidance. Person on the street interviews about their real estate agents. This makes a point. The importance and ways to follow up. Discipline to stay on task using daily plans, systems, Activity vs. Income relationship. Comfort zones. How to use a prospecting call log.

How to use a contact management system. How to make your database valuable and functional to generate business from your sphere of influence. Fill it up, follow up. Skill of determining who is a prospect based upon their timing and urgency. Learn how to ask time-based questions. A very important skill. How to question for motivation. Agent demonstration of calls. Interviews with agents about their prospecting challenges. Great interview with Marty Siegel on how he generates $30 million in sales from referrals. This will inspire you. The two key questions to ask to get referrals. Avoid the two wrong questions. Agent demonstrations of calling to use these questions to get referrals. Great demonstration.

Rolf Anderson is a CRS instructor and a long-time professional speaker in the area of real estate technology. He shows you simple methods of how to use your contact management software to organize and contact your prospects. He addresses how to use key fields, syncing to a PDA, call-back ticklers and systematic follow-up plans.

Bob Wolff is one of the top agents in the U.S. and a past CRS Instructor. He shares all of his methods of building a referral business that generates more than $100 million in annual sales. Watch an interview with Bob plus client interaction. Advertising: In this session reviews his early mistakes in advertising. Now he makes all his income with very little advertising. How he develops referral business from his current customers and clients. Watch an interview with his best clients. Marketing: mail, E-mail, notes and gifts. (Cards from Lentzdesign.com) Bob sends ten hand written thank you notes ever day. He demonstrates the little things he does for his clients. Watch how quickly he responds to a client request for housing information.

The most important skill of selling is ASKing, not talking. You will learn the specific questions that determine which prospect is most likely to be a customer or client. Hear messages and methods for contacting your sphere of influence, avoid the two key mistakes when asking for referrals and replace them with the two key questions. You'll also learn about questions for open house visitors and FSBO's.

In this first of three parts, we provide an overview of social media and networking. We begin by establishing proper terminology then show how to incorporate social media into your prospecting. The way to make money in this arena is to provide relevant content to your participants. We close this part with a list of the common media outlets and an introduction to Facebook.

In this second of three parts we focus on Facebook. You will see the Cranbrook team demonstrate how to connect with your sphere of influence, generate leads, use a fan page, post relevant content and post events. Next Brad Hanks gives a brief overview of how to start conversations with your SOI using a fan page. Peggy McNamara continues with techniques on fan pages.

This part three of three covers the other key social media outlets. You will learn about LinkedIn, Twitter. The Cranbrook team will demonstrate how they use Twitter in their business. Peggy McNamara will demonstrate Twellow, Yelp Biznik, GoDaddy and RSS feeds. David continues by discussing the "Magic Moment" when you make that social connection and how to maximize it. We close with a discussion of YouTube. NOTE: for more information on making a video, watch our Behind-The-Scenes videos under the Support curriculum.

This video describes the techniques for making outgoing warm calls to your past clients and Sphere of Influence. If you're not being overwhelmed with prospecting calls coming in to you, then you must make the calls out. Download "KFT35 WORKSHEET Telephone Scripts" to help you structure your calls. *Be sure to rate and comment after watching.

This video will focus on the scripts and techniques to make outgoing prospecting calls to people you don't know. You'll hear techniques for contacting your farm, FSBOs, expireds and inquiry follow-ups.

It is a mathematical certainty that at some point in your career you will be rejected. Rejection is part of business and life, especially if you're in sales. In KFT47: Managing Rejection, I will show you how to accept rejection, place it in it's proper perspective, and see how to use it as a means to move forward.