Course Content
Introduction
This program is designed to involve agents from day one and is written with Newton's law as its basis - a body put in motion continues to stay in motion. With our Productivity Coaching Program, our agents can get off the long, grey road of mediocrity and onto an organised super highway of success. This is a plan to position our agents for success by rewarding only the proper activities. It is also based on the idea that knowledge is power. Taking an active role in the Productivity Coaching Program gives the agent pride in knowing what to do and what to say. It does not ask them to run a marathon - just one block at a time. It is fast-paced and builds a great foundation of skills. In this program, the agent has obligations and expectations. Therefore, you are both required to sign a commitment to the plan. It is the natural progression of success psychology: no one will just be hanging around the office; everyone will be expected to work and become successful. Your Productivity Coach will empower you to self-manage to increase your business through habits and compounding your effectiveness. The plan starts by building habits and cementing them in place through accountability. Let us get you on the road to success by joining the program!
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Where do I start?
Step 1 – Database = Databank
Step 2 – Business is a Contact Sport
Step 3 – Capture your Database – Have Mets
Step 4 – Identify your Farming Area
Step 5 – Be Accountable
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Keller Williams Productivity Coaching Program

LEAD GENERATION – METS

“To succeed as a real estate professional, you must learn to generate client leads. It’s that simple. Until you have enough leads (to meet or exceed your goals), there is no next step. “(MREA Pg. 40)

Lead generation: Focusing on generating new leads for your business by keeping in contact with your clients in a consistent manner will convert your database into a databank. At Keller Williams our systems and models are designed to make this process of generating leads easier by staying constantly in contact with your database. Consistency is key!

ACTION: Now that you have identified your Have Met’s, start by calling them to ask them for referrals. Everyone you know or should know you are in Real Estate. The idea is for them to think of you first whenever they have a real estate need or come across someone else, they know who does.

At Keller Williams, we have a script for that! These are designed to help you learn to know what to say in any situation. Memorise your scripts and practice them daily until they become a dialogue.

On Google Drive there is an entire script catalogue to guide you through different scenarios to help your lead generation. (Search for “MREA Scripts Catalogue Lead Generation” on Google Drive.)

 

For now, you can use the script below to call your Have Mets.

Hello _______ (insert client’s name), this is (insert your name)! How are you doing?

I’d like to share the exciting news that I have become a real estate agent with Keller Williams Jacaranda.

And I’d like to ask, who might you know from work, your neighbourhood, or a group you belong to who’s interested in buying or selling a home, or investing in real estate?

I now have a wealth of interesting and timely information about the real estate market in your area, and I’d love to send it to you. Let me make sure I have your current email and address.

And do me a favour, please. If you do hear of someone with a real estate need, will you keep me in mind?

Thank you for your time and help, and please let me know if there is anything I can ever do for you.

ACTION: Use the scripts in your intern manual to assist you with calling your clients.

ACTION: You can also send a WhatsApp to your Have Met database to notify them that you are in real estate. You can also use this text message to get email addresses.

To get started, you can also contact your database by sending all your Have Met’s a text message to let them know that you are now in the business of Lead Generation, AKA Real Estate.

WHATSAPP SCRIPT

E.g., “Dear Friends and Family. I’d like to share the exciting news that I have become a Property Practitioner at KW. With this new partnership, I have all their knowledge working for me. Plus, my clients get all my enthusiasm and hard work. I thought about sharing this with you because I knew you would be someone to help me grow my business. Please share this message and do not hesitate to call me for all your professional property needs.”

The next thing I want you to do is begin to time block for Lead generating & doing your daily Success System. The second step in making your business success happen is focusing on making sure the key things get done. Time blocking will help you with this. Think of it this way: If everyone has the same amount of time, then success at a high level isn’t about how much time you have, but rather how you use that time. Through time blocking, you make sure that the “have to” gets done before the “to do”.” (MREA Pg. 294)

“High achievers are sensible enough to prioritize activities according to their ability to make the business grow and then time block their calendars to ensure they have time to do them. They look first to take care of lead generation with a focus on seller listings. Only when these important items get done, and done well, do they turn their focus to other, less important activities. It is the difference between business and busyness. It is the difference between productivity and activity. It is the difference between the Millionaire Real Estate Agent and everyone else.” (MREA Pg. 295)

Consistency is key. Form a habit of Time Blocking daily between 09:00 and 11:00. Protect your space and concentrate on our most important task, called Lead Generation. Please respect your peers when they Lead Gen/ time block and do not call them or interrupt them during this time.

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