23 and 1/3 Money Making Ideas By Kim Daugherty. 3+ Great Books: 1.Secrets of Great Rainmakers…The Keys to Success and Wealth By: Jeffrey J. Fox.

23 and 1/3 Money Making Ideas

By Kim Daugherty

3+ Great Books:

1. Secrets of Great Rainmakers…The Keys to Success and Wealth

By: Jeffrey J. Fox

3+ Great Books:

2. 212◦ …The Extra Degree

By: Sam Parker & Mac Anderson

3+ Great Books:

3. QBQ! The Question Behind The Question

By: John G. Miller

3+ Great Books:

+ Live and Learn and Pass It On

By: H. Jackson Brown

#1: Sell “Good News”…

• Examples:– Energy Efficiency (Federal Tax Credits)

• …30%• …www.energystar.gov

– First Time Home Buyer $8,000 Tax Credit• …www.firsttimehomebuyers2009.com

Story

#2: Fish Great Waters…

FWF 0

…also known as “The LAW of Highest and Best Use” or “The Loyalty Ladder”

Suspects 0Prospects 0

SOI/COI 50% to 100%Advocates 100% +

79-82%

80%

Movie: Rocky IV

#3: The Truth About Technology…

• It is a valuable tool…• The real bottom line is the tool is not as

important as the player… you’ve gotta have game

Movie:

#4: Sharpen Skills Like:-Pricing-Staging-Negotiations

Taken…

Book… The 22 Immutable Laws of Marketing

#5: Remember…

• 1st…get in their mind (favorable first impression)

• 2nd…ongoing “meaningful touches”

– Example: Thank You Notes

“Out of Sight…Out of Mind”

#6: Focus on “Benefit to THEM”

• Your Marketing*

• Your Presentation/Visuals*

#7: MTV

• Mail…• Telephone…• Visit…Face-to-Face…• Mix it up for a perfect game…

#8: Steak & Sizzle

• Steak = Good Stuff

• Sizzle = Looks/Sounds Appealing

The Dr. London Story

#9: “LTB” Factor

• Like • Trust• Believability• The “Emotional Connection”…

Book: You’ve Got To Be Believed To Be Heard

Book: National Association of Realtor Profile of Home Buyers and

Sellers

#10: NAR Data: BuyersWhat home buyers want most from real

estate agents:Help find the right home to purchaseHelp with price and negotiationsHelp buyer negotiate the terms of the saleHelp with paperwork Determine what comparable homes were

selling for How much can I afford…and help find and

arrange financingOther:

#11: NAR Data on First Time Home Buyers…

• 40% Plus

• Marketing Samples

• www.firsttimehomebuyers2009.com

#12: Communicate-Communicate-Communicate

• Clearer

• More Frequently

Book: More Than A Pink Cadillac

…Chapter 5: Make People Feel Important

13. Thank You Notes…5 per week

14. Post It Notes…2 per week

15. Telephone Notes…5 per week

16. The “One-A-Day Plan”…phone

17. The One-A-Day” Plan…face-to-face

Book: The 7 Habits Of Highly Effective People

18. Ask for help

19. The Top 10 Program

20. The A+ Program…2 per month

21. Food & Fun…2 per month

22. Guest Speaker …the quiz

23. Face Time…Community Involvement

23 1/3:

1/3 - Ready… Prepare

1/3 - Aim… Focus

1/3 - Fire… Take Action

www.realestatechecklists.com(2nd item at Home Page… IAR May

2009)1. What Home Buyers and Sellers Want Most

From Real Estate Agents (2 handouts)

2. Checklists:-18 Steps Most Buyers Take to Buy Their Home-Do I Need An Agent When Buying A Home? 9

Critical Points-The 8 Interior Items That Buyers Really Notice

3. Sample FSBO Letter

4. Sample “Jim Moll” Letter to Area

5. The “Seller’s Stress Kit” List

6. What to Really Ask Yourself…12 Key Questions

7. The Rite of Passage…12 Key Ingredients to Being Seen As The Expert

8. Activities for the Week of ___________.

9. Websites to Visit…

10. FirstTimeHomeBuyers2009. com (Sample Marketing Pieces)