FreshstartIntro

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Who is Tracy J. Brown?

  • 25 years Real Estate Experience
  • Top 10% agent Nationwide with Realty Executive
  • Purchased Century 21 Franchise
  • Founded First Providence Realty , Inc.
  • Top Producer with the Mike Ferry Real Estate system
  • Partnered with Allison James Estates & Homes 2009

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WHAT YOU WILL LEARN

  • How Do Top Producer do more deals?
  • How to have explosive sales growth?
  • How to become more effective & efficient?
  • What do top producers do?
  • How to qualify leads?

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Introduction Part I – Top Producer’s Mind Set

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TOP PRODUCER’S MIND SET

How do you become more efficient, effective and more competent?

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EIGHT

SPECIFIC IDEAS FOR TOP PRODECERS

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EIGHT SPECIFIC IDEAS

1. Place 80% of your emphasis daily on getting a listing.

2. Take control of everything (must take control of buyers and sellers)

3. Place high emphasis on delegation

4. Place high emphasis on inexpensive effective personal promotion

5. Put all repetitive follow up work in computer and teach someone else how to do it.

6. Concentrate 100% on the number of contacts made daily and the number of presentations

made weekly.

7. Concentrate 100% on the number of deals and not income.

8. Do not under any circumstances sanction incompetence with self or the people around you.

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Introduction Part II – Top Producer National Data

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NUMBERS TO FOLLOW

12.5 Contacts=1 Lead

Every 5 Leads= 1 appointment

2 appointments= 1Listing or Sale

1 Listing or Sale = 1Closing

TOP Producers Average Data

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How to Qualify Leads/Contacts

What is your definition of a lead?

A Lead is any one who will buy or sale in _days or less.

What is your definition of a contact?

A person’s who can make a decision to buy or sale.

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HOW DO I ADD 25 DEALS

10 Hours Prospecting Per Week

125Contacts Per Week

10 Leads Generated Per Week

2 Hours of Lead F/U Per Week (30min. Daily)

Go on 2 Listings Per Week

Have 2 Closing Per Month

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Introduction Part III – Top Producer’s Balance Life Formula

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Balance Life Formula

  • Total Monthly Cost of Living= $ 6,000
  • Total Outside Income= $ 2,000
  • The Difference= $ 4,000
  • My Average Commission= $ 6,000
  • Therefore to SURVIVE, I Must Sale 1 Homes Per Month.

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To Become Debt Free

My Total Debt= $ 72,000

Total Debt Divided By Average Commission= $ 72,000 / $6000 = 12 Deals

To be Debt Free 1 year, I Must Sale 12 Additional Homes Per year = 1 per month

I Want To Save $ 72,000

To Save $ 72,000 I Must Sale 1 additional Homes Per year = 1 per month

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Agent Number of Deals

Survival = Twelve (12) Deals Total

Debt Free = Twenty four (12) Deals Total

Savings = Twelve (12) Deals Total

Do An Additional 7 Deals Per Year for Vacation/ Play Cash.

TO HAVE A BALANCE LIFE 43 DEALS TOTAL?

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