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BLUE MARLIN RE A L E S TATE

I DON’T HAVE A PLAN. I DON’T KNOW WHAT MY NEXT MOV I DON’T HAVE A ROUTINE. I CAN’T STAY CONSISTENT. I K HABIT. I’VE LOST MY DRIVE. I’VE LOST MY SPARK. I’M B SLUMP. I’LL START FRESH ON MONDAY. TODAY IS ALREA ING UNTIL I FEEL MOTIVATED. I’M WAITING UNTIL I FEE MY SYSTEM FIRST. I NEED TO KNOW MORE BEFORE I PU THING I DON’T KNOW? WHAT IF I SAY THE WRONG THING WHAT IF THEY ALREADY KNOW AN AGENT? WHAT IF TH OUT THERE AND NOTHING HAPPENS? I DON’T WANT TO WANT TO ANNOY MY SPHERE. IT’S BEEN TOO LONG SIN CONVERSATION AGAIN. THEY PROBABLY DON’T REMEMBE PHONE ANYMORE. COLD CALLING DOESN’T WORK. DOOR KN ME. SOCIAL MEDIA DOESN’T BRING ME BUSINESS. MAIL I N G H A P P E N E D . I D O N ’ T K N O W W H A T ACT U A L L Y W O R K S A HIGH. BUYERS AREN’T BUYING. SELLERS AREN’T SELLIN EVERYONE IS WAITING. IT’S THE WRONG TIME OF YEAR. R E A L T O R . O T H E R A G E N T S H A V E B E T T E R C O N N E CT I O N S . O ARE BETTER AT MARKETING. EVERYONE ELSE LOOKS BU I USED TO HAVE MORE BUSINESS. I DON’T KNOW WHAT KNOW IF I STILL HAVE IT. I JUST NEED A WIN. I JUST SOMEONE TO GIVE ME A LEAD. I’M WAITING FOR SOMET DON’T HAVE ANYTHING INTERESTING TO SHARE. NO ONE LOWERS FIRST. I DON’T KNOW HOW OFTEN TO POST. I DO I DON’T KNOW HOW TO ASK FOR THE APPOINTMENT. I DO AT FOLLOW-UP. I ALREADY CALLED THEM ONCE. THEY SA 2

STUCK ISN’T

VE IS. I’M TOO FAR BEHIND. I NEED TO CATCH UP FIRST. KEEP STARTING AND STOPPING. I’VE FALLEN OUT OF THE BURNT OUT. I DON’T HAVE THE ENERGY. I’M JUST IN A ADY SHOT. IT’S TOO LATE TO START TODAY. I’M WAITE L R E A D Y . I N E E D A B E T T E R P L A N . I N E E D T O P E R F E CT UT MYSELF OUT THERE. WHAT IF THEY ASK ME SOMEG? WHAT IF THEY HANG UP? WHAT IF THEY IGNORE ME? EY DON’T TAKE ME SERIOUSLY? WHAT IF I PUT MYSELF LOOK DESPERATE. I DON’T WANT TO BE PUSHY. I DON’T C E I R E AC H E D O U T . I D O N ’ T K N O W H O W T O S T A R T T H E R ME. MY LEADS ARE TOO COLD. NOBODY ANSWERS THE NOCKING DOESN’T WORK. OPEN HOUSES DON’T WORK FOR LERS ARE TOO EXPENSIVE. I TRIED IT ONCE AND NOTHANYMORE. THE MARKET HAS CHANGED. RATES ARE TOO G. BUYERS ARE TOO PICKY. SELLERS ARE UNREALISTIC. T H E R E ’ S T O O M UC H C O M P E T I T I O N . E V E R Y O N E K N O W S A OTHER AGENTS HAVE MORE FOLLOWERS. OTHER AGENTS S I E R T H A N M E . I S H O UL D B E F U R T H E R A L O N G B Y N O W . CHANGED. I’M SECOND-GUESSING EVERYTHING. I DON’T N E E D O N E D E A L T O F A L L I N T O P L AC E . I ’ M W A I T I N G F O R THING TO HAPPEN. I DON’T HAVE A CLOSING TO POST. I ENGAGES WITH MY POSTS ANYWAY. I NEED MORE FOLON’T KNOW HOW TO TURN SOCIAL MEDIA INTO BUSINESS. O N ’ T K N O W H O W T O C L O S E T H EL ECTO ’NSV ECR HS AATNI OGNE. TI ’HMATB A! D AID THEY’D CALL ME. I DON’T WANT TO FOLLOW UP TOO 3

A S T R AT E G Y.

NOTICE THIS! IT’S OUR TOP AGENTS’ GO -TO MOVE.

BEGIN 01.

MAKE THE CHOICE

WHERE THE WORK BEGINS.

PRO TIP: WHETHER YOU’RE 5, 10 OR 15 YEARS IN, NEVER OUTGROW THE BASICS—THEY 6

GET SET UP

SET YOUR TARGET

BUILD YOUR DATABASE

GET THE ESSENTIALS IN PLACE SO YOU’RE ORGANIZED, PREPARED AND READY TO START DOING BUSINESS.

SET CLEAR, MEASURABLE GOALS SO YOU KNOW EXACTLY WHAT YOU’RE WORKING TOWARD AND WHY IT MATTERS.

BUILD YOUR DATABASE WITH THE PEOPLE YOU KNOW, THEN START MAKING CONNECTIONS AND CREATING NEW OPPORTUNITIES.

A GOAL WITHOUT ACTION

KNOW THEM? ADD THEM.

GET THE BASICS DONE.

NO EXCUSES.

YOUR CHECKLIST

IS JUST A WISH.

SET YOUR:

WORK THEM.

ADD:

ORDER YOUR BUSINESS CARDS SET UP YOUR EMAIL SIGNATURE SCHEDULE OR UPLOAD YOUR HEADSHOT

12-MONTH INCOME GOAL 12-MONTH PRODUCTION GOAL PERSONAL FINANCIAL GOAL

100+ CONTACTS TO YOUR DATABASE NAME • PHONE • EMAIL • ADDRESS ADD YOUR CONTACTS TO YOUR CRM

GET BUSINESS READY — COMPLETE THE ESSENTIALS SO YOU CAN FOCUS ON BUILDING YOUR BUSINESS.

MAKE IT VISIBLE — PRINT YOUR GOALS AND PUT THEM SOMEWHERE YOU’LL SEE THEM EVERY DAY.

THEN WORK IT — REACH OUT TO AT LEAST 20 CONTACTS & LET THEM KNOW YOU’RE IN REAL ESTATE.

BUILD OR REBUILD

ACCESS BLUE UNIVERSITY FOR REFERENCE

SCAN HERE OR CLICK

STILL BUILD BUSINESS. 7

KNOW YOUR OFFICES

MEET YOUR VENDORS

LEARN FROM THE BEST

GET FAMILIAR WITH THE BLUE MARLIN OFFICES, RESOURCES AND SPACES AVAILABLE TO SUPPORT YOUR BUSINESS.

BUILD RELATIONSHIPS WITH THE TRUSTED VENDORS WHO CAN HELP SUPPORT YOU, YOUR CLIENTS AND YOUR TRANSACTIONS.

GET AROUND OTHER BLUE MARLIN AGENTS, SEE THEM IN ACTION AND LEARN FROM THEIR REAL-WORLD EXPERIENCE.

KNOW YOUR RESOURCES.

RELATIONSHIPS OPEN DOORS.

SUCCESS LEAVES CLUES.

USE YOUR RESOURCES.

BUILD THEM EARLY.

PAY ATTENTION.

VISIT:

CONNECT WITH:

YOUR MISSION:

GET FAMILIAR — CONNECT TO WI-FI, LOCATE THE PRINTER & KNOW YOUR WAY AROUND EACH OFFICE.

BUILD YOUR NETWORK — SAVE THEIR CONTACT & KNOW WHO TO CALL WHEN YOUR CLIENT NEEDS

TAKE NOTES — SEE WHAT WORKS, ASK QUESTIONS & TAKE SOMETHING FROM EACH CONVERSATION.

MERRITT ISLAND OFFICE TITUSVILLE OFFICE INDIALANTIC OFFICE

3+ PREFERRED VENDORS INTRODUCE YOURSELF LEARN WHAT THEY OFFER

VISIT 4–8 BMRE OPEN HOUSES CONNECT WITH OTHER AGENTS ASK FOR THEIR #1 SUCCESS TIP

KNOW YOUR NETWORK

PICK YOUR METHODS

KNOW YOUR SCRIPTS

MAKE THE CALLS

CHOOSE THE PROSPECTING METHODS THAT FIT YOU, THEN COMMIT TO WORKING THEM CONSISTENTLY.

LEARN WHAT TO SAY SO YOU CAN START CONVERSATIONS, HANDLE RESPONSES AND PROSPECT WITH CONFIDENCE.

PUT THE TRAINING INTO ACTION. THE MORE CONVERSATIONS YOU START, THE MORE OPPORTUNITIES YOU CREATE.

FOCUS BUILDS RESULTS.

PICK YOUR LANE.

CHOOSE 2–3:

THE BETTER YOUR PREPARE.

THE BETTER YOU SOUND.

STOP OVER THINKING IT.

START DIALING.

SPHERE OF INFLUENCE OPEN HOUSES EXPIREDS • FSBO • CANCELLED

PRACTICE:

REVIEW YOUR SCRIPTS PRACTICE THEM OUT LOUD KNOW YOUR OPENING

YOUR GOAL:

COMMIT TO IT — PICK THE METHODS YOU’LL ACTUALLY WORK & STICK WITH THEM.

BE PREPARED — KNOW THE SCRIPT, SOUND NATURAL & BE READY TO KEEP THE CONVERSATION MOVING.

START DIALING — FOCUS ON THE ACTIVITY, START CONVERSATIONS & LET THE RESULTS FOLLOW.

PICK YOUR LANE

40+ PROSPECTING CALLS TRACK YOUR RESULTS IDENTIFY FOLLOW-UPS

DO IT AGAIN

GET OUT THERE

TRACK YOUR RESULTS

ONE DAY OF PROSPECTING IS A START. CONSISTENT ACTION IS WHAT TURNS ACTIVITY INTO BUSINESS.

CREATE OPPORTUNITIES BEYOND THE PHONE BY GETTING VISIBLE AND PUTTING YOURSELF IN FRONT OF PEOPLE.

PAY ATTENTION TO YOUR ACTIVITY, RESPONSES AND FOLLOW-UPS SO YOU KNOW WHERE TO KEEP YOUR FOCUS.

DID IT ONCE? GREAT.

DO IT AGAIN. AND AGAIN.

REPEAT:

NOTHING HAPPENS UNTIL

YOU SHOW UP.

PROMOTE:

KNOW YOUR NUMBERS.

OWN YOUR RESULTS.

TRACK:

40+ PROSPECTING CALLS FOLLOW UP WITH LEADS KEEP THE CONVERSATIONS GOING

DOOR KNOCK DISTRIBUTE DOOR HANGERS SEND AN EMAIL BLAST

CALLS MADE CONVERSATIONS FOLLOW-UPS

STAY CONSISTENT — KEEP SHOWING UP, MAKING THE CALLS & DOING THE WORK THAT CREATES BUSINESS.

GET VISIBLE — PUT YOURSELF OUT THERE, START CONVERSATIONS & LET PEOPLE KNOW WHAT YOU DO.

KEEP WHAT WORKS — LEARN FROM YOUR RESULTS, MAKE ADJUSTMENTS & KEEP MOVING FORWARD.

BUILD CONSISTENCY

KNOW THE PROCESS

WORK YOUR DATABASE

CREATE OPPORTUNITY

LEARN THE BUYER PROCESS SO YOU CAN CONFIDENTLY GUIDE CLIENTS FROM THE FIRST CONVERSATION THROUGH CLOSING.

YOUR DATABASE IS FULL OF POTENTIAL BUSINESS. START THE CONVERSATIONS THAT CAN UNCOVER YOUR NEXT BUYER.

DON’T WAIT FOR BUYER LEADS TO FIND YOU. PUT YOURSELF IN POSITION TO CREATE NEW OPPORTUNITIES.

KNOW YOUR STUFF.

YOU KNOW PEOPLE.

BE THE EXPERT.

CALL THEM.

NO LEADS?

GO CREATE THEM.

LEARN:

YOUR GOAL:

TAKE ACTION:

KNOW THE STEPS — UNDERSTAND THE PROCESS, TAKE NOTES & BE READY TO GUIDE YOUR BUYERS.

WORK YOUR SPHERE — MAKE THE CALLS, ASK THE QUESTIONS & LISTEN FOR YOUR NEXT OPPORTUNITY.

GET IN FRONT — MEET MORE PEOPLE, START MORE CONVERSATIONS & CREATE MORE OPPORTUNITIES.

40+ DATABASE CALLS START CONVERSATIONS IDENTIFY BUYER LEADS

BUYER CONSULTATION FINANCING + PRE-APPROVAL CONTRACT TO CLOSING

FIND THE BUYERS

SCHEDULE AN OPEN HOUSE PROMOTE THE PROPERTY CONNECT WITH BUYERS

KNOW THE PROCESS

FIND THE SELLERS

GET THE APPOINTMENT

LEARN THE LISTING PROCESS SO YOU CAN CONFIDENTLY GUIDE SELLERS FROM THE FIRST APPOINTMENT THROUGH CLOSING.

SELLER OPPORTUNITIES ARE OUT THERE. CREATE THE CONVERSATIONS THAT CAN TURN INTO YOUR NEXT LISTING.

TURN PROSPECTING INTO RESULTS BY MOVING THE RIGHT CONVERSATIONS TOWARD A FACE-TO-FACE APPOINTMENT.

BE READY

BEFORE THEY ASK.

MORE CONVERSATIONS.

MORE OPPORTUNITIES.

THE GOAL IS FACE-TO-FACE

GET THERE.

LEARN:

YOUR GOAL:

TAKE ACTION:

KNOW THE STEPS — UNDERSTAND THE PROCESS, TAKE NOTES & BE READY TO GUIDE YOUR SELLERS.

MAKE THE CALLS — ASK QUESTIONS, LISTEN FOR MOTIVATION & CREATE OPPORTUNITY TO FOLLOW UP.

MAKE YOUR MOVE — BUILD RAPPORT, CREATE VALUE & GIVE THEM A REASON TO MEET WITH YOU.

LISTING APPOINTMENT PRICING + PREPARATION CONTRACT TO CLOSING

40–50 SELLER CALLS START CONVERSATIONS IDENTIFY OPPORTUNITIES

PROSPECT A TARGET AREA FOLLOW UP WITH LEADS ASK FOR THE APPOINTMENT

FIND THE SELLERS

BUILD YOUR SCHEDULE

COMMIT TO YOUR PLAN

FINISH STRONG

TURN THE ACTIONS YOU’VE TAKEN THIS WEEK INTO A ROUTINE YOU CAN CONSISTENTLY FOLLOW MOVING FORWARD.

DECIDE WHAT YOU’RE GOING TO KEEP DOING, WHEN YOU’LL DO IT & HOW OFTEN YOU’LL SHOW UP.

TAKE WHAT YOU’VE LEARNED, USE WHAT WORKS & KEEP BUILDING ON THE MOMENTUM YOU’VE CREATED.

WHAT GETS SCHEDULED

GETS DONE.

BLOCK TIME FOR:

MOTIVATION FADES.

DISCIPLINE DOESN’T

COMMIT TO:

STARTING IS EASY.

FINISHING SETS YOU APART.

WRAP IT UP:

PROSPECTING FOLLOW-UP MARKETING + OPEN HOUSES

YOUR TOP PROSPECTING METHODS YOUR WEEKLY ACTIVITY GOALS YOUR FOLLOW-UP ROUTINE

COMPLETE YOUR WEEKLY PLAN SUBMIT YOUR FEEDBACK KEEP MOVING FORWARD

PLAN YOUR WEEK — PUT IT ON YOUR CALENDAR, PROTECT THE TIME & TREAT IT LIKE AN APPOINTMENT

STICK WITH IT — CONSISTENCY BUILDS MOMENTUM & KEEPS YOUR BUSINESS MOVING.

THIS IS THE START — BLUE UNIVERSITY MAY END HERE, BUT BUILDING YOUR BUSINESS DOESN’T.

KEEP IT MOVING

CONGRATS YOU PASSED.

NOW DO IT AGAIN. AND AGAIN.

FROM HERE ON OUT: MAKE THE CALLS.

KEEP CONVERSATIONS GOING AND YOUR PIPELINE MOVING.

KNOW YOUR SH*T. KNOW YOUR MARKET. KNOW YOUR CRAFT. BE THE AGENT PEOPLE TRUST.

STAY VISIBLE. IN YOUR COMMUNITY. IN YOUR MARKET. IN FRONT OF THE PEOPLE YOU WANT TO SERVE.

CLASS DISMISSED

02.

PROSPECTING FEED THE PIPELINE BUSINESS WON’T FIND YOU.

OPEN HOUSES 16

SUCCESS RATE:

EXPIRED + CANCELLED SUCCESS RATE:

THE UPSIDE

MEET ACTIVE BUYERS & SELLERS WHILE BUILDING YOUR DATABASE, CONFIDENCE & REAL-WORLD EXPERIENCE FAST.

CONNECT WITH MOTIVATED HOMEOWNERS WHO ALREADY WANTED TO SELL & MAY STILL BE READY.

THE CATCH

TOP-TIER HOSTING MATTERS. PROFESSIONAL SIGNAGE, FLAGS, SETUP & PRESENTATION SET THE TONE BEFORE GUESTS WALK IN.

EXPECT COMPETITION & REJECTION. GIVE SELLERS A STRONG REASON TO CHOOSE YOU AFTER THEIR FIRST AGENT DIDN’T GET IT SOLD.

TAKE ACTION

FIND AN OPEN HOUSE TO HOST. PROMOTE IT ON SOCIAL, SEND MAILERS, INVITE THE NEIGHBORS & DOOR KNOCK THE AREA. CAPTURE EVERY VISITOR’S INFO & FOLLOW UP.

RESEARCH THE PROPERTY, LISTEN TO WHAT WENT WRONG & IDENTIFY THEIR NEEDS. EARN THEIR TRUST BY PRESENTING A STRONGER PLAN.

BUYERS • SELLERS • EXPERIENCE

SELLER LEADS • LISTINGS • OPPORTUNITY

DOOR KN

SUCC

THE U

BUILD RECOGNITION & REL IN THE EXACT NEIGHBO TARGET CON

THE C

EXPECT REJECTION—N OPEN & NOT EVERY C CONVERT. STRONG, CON WHAT KEEPS THE OP

TAKE A

PICK A NEIGHBORHOOD & S SOMETHING OF VALUE, ST COLLECT CONTACT INF

FARMING • SELLERS •

R NOCKING

CESS RATE:

UPSIDE

LATIONSHIPS FACE-TO-FACE ORHOODS YOU WANT TO NSISTENTLY.

CATCH

NOT EVERY DOOR WILL CONVERSATION WILL NSISTENT FOLLOW-UP IS PPORTUNITY ALIVE.

ACTION

SET A DOOR GOAL. BRING TARTCONVERSATIONS & FO FOR FOLLOW-UP.

VISIBILITY

CIRCLE FOR SALE PROSPECTING BY OWNER 17

SUCCESS RATE:

THE UPSIDE

LEVERAGE MARKET ACTIVITY TO START NATURAL CONVERSATIONS WITH HOMEOWNERS WHO MAY BE CONSIDERING SELLING.

CREATE NEW LISTING OPPORTUNITIES THROUGH TARGETTING HOMEOWNERS MOTIVATED TO SELL WITHOUT THE TOOLS TO DO IT ON THEIR OWN.

THE CATCH

VOLUME MATTERS. CONSISTENTLY CALL NEIGHBORING & NEARBY HOMEOWNERS TO KEEP YOUR PIPELINE MOVING.

EXPECT RESISTANCE. MANY FSBO SELLERS DON’T WANT AN AGENT OR DON’T WANT TO “PAY” ONE TO LIST.

TAKE ACTION

CHOOSE A JUST LISTED, JUST SOLD OR OPEN HOUSE. PULL CONTACT INFO FOR NEARBY HOMEOWNERS, THEN CALL & USE THE MARKET ACTIVITY TO START CONVERSATIONS.

FIND ACTIVE FSBOS, RESEARCH EACH PROPERTY & CALL THE OWNER. LEARN WHY THEY’RE SELLING, OFFER VALUE & CREATE A REASON TO FOLLOW UP.

SELLERS • FARMING • CONVERSATIONS

SELLER LEADS • LISTINGS • EXPOSURE

SPHERE OF INFLUENCE 18

SUCCESS RATE:

SOCIAL MEDIA SUCCESS RATE:

THE UPSIDE

START WITH PEOPLE WHO ALREADY KNOW & TRUST YOU, MAKING REAL ESTATE CONVERSATIONS MORE NATURAL.

STAY VISIBLE, SHOW YOUR EXPERTISE & BUILD FAMILIARITY WITH MORE PEOPLE IN THE COMMUNITY FOR FREE.

THE CATCH

THEY FORGET. NEVER ASSUME THEY KNOW. IF YOU AREN’T STAYING IN TOUCH, ANOTHER AGENT CAN QUICKLY BECOME THEIR AGENT.

RANDOM POSTING WON’T DO THE TRICK. YOUR CONTENT REQUIRES CONSISTENCY, STRATEGY, VALUE, RELEVANCE, & FOCUS ON YOUR LOCAL AUDIENCE

TAKE ACTION

BUILD A LIST OF EVERYONE YOU KNOW. REACH OUT CONSISTENTLY, ASK ABOUT THEIR LIFE & KEEP REAL ESTATE PART OF THE CONVERSATION. TRACK

BUILD A WEEKLY POSTING PLAN. ROTATE REAL ESTATE, LOCAL & PERSONAL CONTENT. ENGAGE DAILY, RESPOND TO EVERY MESSAGE & START CONVERSATIONS.

REFER NET

SUC

THE U

CREATE RELATIONSHIP CONTINUALLY INTROD & BUSINESS O

THE C

REFERRALS ARE EAR TRUST YOUR ABILITY REPUTATIO

TAKE A

BUILD REFERRAL RELAT PROFESSIONALS, YOUR STAY CONNECTED, GIV SOMEONE PEOPLE T

PRO TIP: YOUR SPHERE IS EVERYONE YOU KNOW. IF YOU KNOW THEIR NAME, THEY SHOULD KNOW YOU’RE A REALTOR® READY TO HELP. TRUST • REFERRALS • GROWTH

VISIBILITY • AUTHORITY • BRAND

REFERRALS • NETWORK

RRAL TWORKS

CCESS RATE:

UPSIDE

PS WITH PEOPLE WHO CAN UCE YOU TO NEW CLIENTS OPPORTUNITIES.

CATCH

RNED. PEOPLE NEED TO Y BEFORE PUTTING THEIR ON BEHIND YOU.

ACTION

TIONSHIPS WITH AGENTS, SPHERE & THEIR SPHERE. VE REFERRALS & BECOME RUST TO RECOMMEND.

KING • GROWTH

COMMUNITY LEAD INVOLVEMENT REVIVAL 19

SUCCESS RATE:

THE UPSIDE

BECOME A RECOGNIZABLE LOCAL FACE WHILE BUILDING GENUINE RELATIONSHIPS WITH THE PEOPLE AROUND YOU.

UNCOVER NEW OPPORTUNITIES FROM PEOPLE ALREADY IN YOUR PIPELINE WITHOUT HAVING TO FIND NEW LEADS.

THE CATCH

IT’S A LONG GAME. PEOPLE KNOW WHEN YOU’RE SHOWING UP ONLY BECAUSE YOU WANT BUSINESS.

OLD LEADS MAY NEED TIME. “NO” REALLY MEANS “NOT RIGHT NOW”, AND DON’T CONFUSE “NOT RIGHT NOW” WITH “NEVER GOING TO HAPPEN”

TAKE ACTION

PICK 1–2 LOCAL GROUPS OR EVENTS & GET INVOLVED. WEAR BMRE GEAR, MEET PEOPLE, SUPPORT THE COMMUNITY & KEEP SHOWING UP CONSISTENTLY.

PULL YOUR OLD LEADS & START RECONNECTING. ASK WHAT’S CHANGED, UPDATE THEIR TIMELINE & SET A SPECIFIC NEXT FOLLOW-UP BEFORE ENDING THE CONVERSATION.

PRO TIP: SHOW UP AT COMMUNITY EVENTS IN BMRE-BRANDED MERCH, SWAG & ATTIRE. EVENT EQUIPMENT IS AVAILABLE TO RESERVE FREE AT THE BMRE MERRITT ISLAND OFFICE. COMMUNITY • VISIBILITY • CONNECTIONS

DATABASE • FOLLOW-UP • OPPORTUNITY

DIRE

PAID LEADS

PAID SOCIAL SUCCESS RATE:

SUCC

THE UPSIDE

THE U

ADD NEW PROSPECTS TO YOUR PIPELINE QUICKLY WITHOUT RELYING ENTIRELY ON YOUR EXISTING NETWORK.

BUILD UP YOUR SOCIAL MEDIA PRESENCE, THEN REACH TARGETED AUDIENCES BEYOND YOUR FOLLOWING & KEEP YOUR BRAND VISIBLE AROUND THE CLOCK.

THE CATCH

YOU CAN’T CONTROL THEIR MOTIVATION, TIMELINE OR READINESS. SOME LEADS WILL REQUIRE SERIOUS NURTURING.

MONEY ALONE WON’T CREATE RESULTS. YOUR MESSAGE, TARGETING & FOLLOW-UP STILL HAVE TO WORK.

TAKE ACTION

WORK EVERY NEW LEAD FAST. CALL, TEXT & EMAIL, THEN ADD THEM TO YOUR CRM. TRACK THEIR TIMELINE & KEEP FOLLOWING UP—SOME LEADS TAKE WEEKS, MONTHS OR EVEN YEARS.

CHOOSE ONE CLEAR GOAL, AUDIENCE & OFFER. RUN YOUR AD, TRACK LEADS & RESPONSE, FOLLOW UP QUICKLY & ADJUST WHAT ISN’T PERFORMING.

SUCCESS RATE:

PUT YOURSELF DIRE HOMEOWNERS IN THE YOU WAN

THE CA

ONE MAILER WON’T BUILD MAIL WORKS BEST THRO LONG-TERM CO

TAKE AC

CHOOSE A TARGET ARE MAILING PLAN. SEND R CONSISTENTLY, ADD A C CALLS, SCANS &

PRO TIP: ADD THIS TO YO STRATEGY — DIRECT MAIL, D HOUSE, COLD CALL, AND REPE LEADS • PIPELINE • VOLUME

REACH • TARGETING • LEADS

FARMING • REPETITION

ECT MAIL

GOOGLE ADS

UPSIDE

THE UPSIDE

GET IN FRONT OF PEOPLE ACTIVELY SEARCHING FOR REAL ESTATE HELP WHEN INTENT IS HIGH.

BUILD TRUST & AUTHORITY BEFORE A PROSPECT EVER PICKS UP THE PHONE TO CALL YOU.

THE CATCH

CESS RATE:

ECTLY IN THE HANDS OF E EXACT NEIGHBORHOODS T TO TARGET

ATCH

RECOGNITION. DIRECT OUGH REPETITION & NSISTENCY.

CTION

A & BUILD A REPEAT RELEVANT CONTENT CLEAR CTA & TRACK RESPONSES.

OUR OVERALL DOOR KNOCK, OPEN EAT!

• VISIBILITY

SUCCESS RATE:

YOUTUBE + VIDEO 21

SUCCESS RATE:

COMPETITION CAN GET EXPENSIVE. PAYING FOR THE CLICK DOESN’T MEAN YOU’VE WON THE CLIENT.

RESULTS TAKE TIME. CONSISTENT CONTENT & QUALITY MATTER MORE THAN POSTING A FEW RANDOM VIDEOS.

TAKE ACTION

TARGET LOCAL SEARCHES WITH CLEAR INTENT. SEND CLICKS TO A RELEVANT PAGE, RESPOND TO LEADS FAST & TRACK WHICH SEARCHES CREATE REAL OPPORTUNITIES.

START WITH QUESTIONS YOUR CLIENTS ACTUALLY ASK. RECORD, POST & REPURPOSE YOUR VIDEOS. START SOMEWHERE, THEN REFINE & OPTIMIZE AS YOU GO.

PRO TIP: LOOK INTO GOOGLE ADS AS WELL AS GOOGLE LOCAL SERVICE ADS! MAKE SURE YOU HAVE A GOOGLE BUSINESS PRO FILE AS WELL. SEARCH • INTENT • LEADS

VIDEO • AUTHORITY • REACH

03.

CONVERT SUCCESS SCRIPTS K N O W W H AT T O S AY.

YOUR SPHERE

DOOR KNOCK

STAY CONNECTED, TALK REAL ESTATE & ASK FOR THE REFERRAL.

ASK QUESTIONS, LISTEN FOR MOTIVATION & CAPTURE THEIR INFORMATION.

START WITH WHO YOU KNOW.

GET FACE-TO-FACE.

PAST CLIENTS

EXPIREDS

CHECK IN, PROVIDE VALUE & STAY TOP OF MIND.

FIND OUT WHAT WENT WRONG, UNCOVER MOTIVATION & GET THE APPOINTMENT.

SPHERE OF INFLUENCE SCRIPTS

DOOR KNOCKING SCRIPTS

PAST CLIENT + REFERRAL SCRIPTS

EXPIRED LISTING SCRIPTS

DON’T DISAPPEAR AFTER CLOSING.

DON’T FEAR THE “NO.”

OPEN HOUSES

FSBO

START CONVERSATIONS, QUALIFY VISITORS & ALWAYS CREATE A NEXT STEP.

UNDERSTAND THEIR MOTIVATION, EARN THEIR TRUST & GET INSIDE THE DOOR.

WORK THE ROOM.

LEAD WITH VALUE.

OPEN HOUSE SCRIPTS

ACCESS THE SCRIPTS DIRECTLY

SCAN HERE OR CLICK

FOR SALE BY OWNER SCRIPTS

YOUR N

BUYERS

OBJECTIONS

LEARN THEIR MOTIVATION, TIMELINE, FINANCING & MUST-HAVES FIRST.

LISTEN FIRST, ASK QUESTIONS & KEEP THE CONVERSATION MOVING.

ASK BEFORE YOU SHOW.

FIND THE REAL OBJECTION.

FOLLOW-UP

NEW HOMES

RECONNECT WITH PURPOSE & ALWAYS ESTABLISH THE NEXT STEP.

CREATE RELATIONSHIPS WITH BUILDERS & UNCOVER BUYER & LISTING OPPORTUNITIES.

DON’T LET LEADS GO COLD.

BUILD THE CONNECTION.

EQUITY

SELLERS

TALK HOME VALUE, EQUITY & WHAT THEIR NEXT MOVE COULD LOOK LIKE.

TALK MARKET ACTIVITY, ASK THE RIGHT QUESTIONS & EARN THE APPOINTMENT.

START WITH CURIOSITY.

FIND THE MOTIVATION.

BUYER CONVERSATION SCRIPTS

LEAD FOLLOW-UP SCRIPTS

SELLER EQUITY SCRIPTS

OBJECTION HANDLING SCRIPTS

BUILDER + NEW HOME SCRIPTS

LISTING + SELLER SCRIPTS

NEXT LINE.

04.

GET NOTICED TOOLS THAT WORK M A R K E T I N G M A D E E A S Y.

Y D O NAONBHIRE AN C

A G E NT T H E

Y DON

. I NTO IN W E H S T T ARKET I ALS & RESUL

IS TS. ’T K N O W E X

M IMON , TEST SINGS

. TARGETNCES &

HNEA. PICK 1–2 AUDIE T I W T R STA E T TO EVERYO T OF THEM.

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W- U P C LO E E. F O L LO TURN CAN S IL E R • E A L M P • O Y R PE L • STO PROOF IM O N IA

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BUILD A

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D O N’T R E LY O N O N E-O F F M A R K E T I N G. P L A N YO U R TO U C H P O I NT S A H E A D.

P L A N • L A U N C H • R E P E AT

KEEP IT

LOCAL

M A K E YO U R M A R K E T I N G R E L E VA NT TO T H E P E O P L E YO U WA NT TO R E A C H.

A R E A • C O M M U N IT Y • M A R K E T

USE A

CTA

E V E RY P I E C E S H O U L D G I V E P E O P L E A C L E A R N E X T S T E P. C A L L • T E X T • S C A N • R E P LY

TRACK

RESULTS

K N O W W H I C H M A R K E T I N G A CT UA L LY G E N E R AT E S R E S P O N S E. SCANS • CLICKS • CALLS • LEADS

REPURPOSE

T U R N O N E I D E A I NTO C O NT E NT A C R O S S M U LT I P L E C H A N N E L S. MAIL • EMAIL • SOCIAL • VIDEO

STAY

READY

K E E P YO U R M A R K E T I N G A S S E T S O R G A N I Z E D & E A S Y TO A C C E S S. E D D M • FA R M M A I L E R S • D O O R H A N G E R S

DIRECT SPEND THE MONEY HERE!

MAIL OR BE A NOBODY!

DON’T JUST MAIL. FARM.

MAKE IT WORK HARDER.

CHOOSE A TARGET AREA & SHOW UP CONSISTENTLY. USE RELEVANT CONTENT TO BUILD RECOGNITION & KEEP YOUR NAME VISIBLE.

PAIR YOUR MAILERS WITH DIGITAL MARKETING, QR CODES & FOLLOW-UP TO CREATE MORE TOUCHPOINTS & DRIVE MORE RESPONSE.

PRO TIP: TOP-PRODUCING AGENTS

INVEST $20K+ A YEAR IN DIRECT MAIL. 31

05.

INVEST EXPECTED BUDGET G O T TA PAY T O P L AY.

STAY ACTIVE

LOOK THE PART

MARKET YOURSELF

CREATE OPPORTUNITY

RUN YOUR BUSINESS

BUILD YOUR PRESENCE

STAY TOP OF MIND

REINVEST

MLS • Association Dues • Licensing Continuing Education • Supra/Lockbox Fees

Direct Mail, Social Media, Email, Farming, Print Pieces • Community Marketing

CRM • Technology • Continuous Marketing Subscriptions • Supplies • Systems • Strategy

Closing Gifts • Connecting w/ Sphere • Pop-Bys Past-Client Touches • Follow-Ups • Giveaways

Headshots • Business Cards • Signs Branded Apparel • Personal Materials

Open Houses • Prospecting Paid Leads • Lead Generation • Video

Google Business • Website/Domain Digital Ads • Paid Social • Video

Don’t spend the whole check. Put part of every commission back into creating the next one.

R U O Y T

Y E N O

M ORK.

W TO

PRO TIP: OUT OF SIGHT = OUT OF MIND. STAY RELEVANT WITH ALL EYES ON YOU.

06.

DEEP DIVE

THERE’S ALWAYS MORE

RESOURCES TO GET AHEAD.

LISTING BOOKLET FSBO BOOKLET WATERFRONT BOOKLET

SCAN HERE OR CLICK

EXPIRED LISTING BOOKLET SURVIVAL GUIDE RELOCATION GUIDE

07.

SOCIAL BUILD A PRESENCE S TAY V I S I B L E . OR BE INVISIBLE.

GET SET UP

42 A PROFILE THAT’S EASY TO FIND, RECOGNIZE BUILD & CONTACT.

POST SMART

DON’T JUST POST A GRAPHIC. GIVE PEOPLE THE INFORMATION THEY NEED.

01. NAME + HANDLE

01. WRITE THE CAPTION

02. PROFILE PHOTO

02. PROPERTY DETAILS

03. COVER PHOTO 04. CONTACT INFO

03. ADD A NEXT STEP 04. IDENTIFY YOURSELF

05. BIO

05. CREDIT BMRE

06. CHECK YOUR LINKS

06. USE STORIES

PRO TIP:

KEEP IT SIMPLE, SEARCHABLE & CONSISTENT ACROSS PLATFORMS.

USE A CURRENT, PROFESSIONAL HEADSHOT THAT LOOKS LIKE YOU.

USE A BMRE-BRANDED COVER THAT CONNECTS YOU TO THE BROKERAGE.

MAKE YOUR PHONE, EMAIL & WEBSITE EASY TO FIND.

TELL PEOPLE WHO YOU ARE, WHAT YOU DO & WHERE YOU WORK.

TEST EVERY LINK & MAKE SURE IT GOES WHERE IT SHOULD.

GOOGLE YOURSELF. SEE EXACTLY WHAT A POTENTIAL CLIENT FINDS WHEN THEY SEARCH YOUR NAME.

ADD CONTEXT & INFORMATION THAT ISN’T ALREADY ON THE GRAPHIC.

INCLUDE THE ADDRESS, PRICE, BEDS, BATHS, SQ. FT. & KEY FEATURES.

TELL PEOPLE TO CALL, TEXT, MESSAGE, COMMENT OR LEARN MORE.

ALWAYS INCLUDE YOUR FULL NAME, PHONE NUMBER & EMAIL.

CLEARLY IDENTIFY YOURSELF WITH BLUE MARLIN REAL ESTATE.

USE STORIES TO STAY VISIBLE BETWEEN YOUR REGULAR POSTS.

EVERY POST SHOULD ANSWER THREE THINGS: WHAT IS THIS? WHY SHOULD I CARE? WHAT SHOULD I DO NEXT?

STAY ACTIVE

GET FOUND

BUILD A ROUTINE THAT KEEPS YOU VISIBLE WITHOUT HAVING TO REINVENT YOUR CONTENT EVERY DAY.

43PEOPLE BUILD YOUR PRESENCE BEYOND SOCIAL & MAKE SURE CAN FIND YOU WHEN THEY SEARCH.

01. LISTINGS

01. CREATE YOUR PROFILE

02. LOCAL CONTENT

02. USE YOUR EMAIL

03. USE WHAT’S BUILT 04. SHOW THE WINS

03. VERIFY YOUR BUSINESS 04. BUILD IT OUT

05. SHORT-FORM VIDEO

05. GET REVIEWS

06. MIX IT UP

06. KEEP IT ACTIVE

PRO TIP:

SHARE NEW LISTINGS, OPEN HOUSES, PENDING & SOLD CONTENT.

SHARE BUSINESSES, PLACES & COMMUNITIES YOUR UDIENCE CARES ABOUT.

USE BMRE GRAPHICS, MILESTONES & READY-TO-POST TEMPLATES.

SHARE CLIENT WINS, TESTIMONIALS & SUCCESS STORIES.

USE REELS TO SHOW PROPERTIES, PERSONALITY & REAL ESTATE.

ROTATE DIFFERENT TYPES OF CONTENT THROUGHOUT THE WEEK.

YOU DON’T NEED A BRAND-NEW IDEA EVERY DAY. BUILD A REPEATABLE CONTENT ROUTINE THAT KEEPS YOU CONSISTENTLY SHOWING UP.

SEARCH GOOGLE BUSINESS PROFILE & CREATE YOUR FREE BUSINESS PRESENCE.

COMPLETE GOOGLE’S REQUIRED BUSINESS VERIFICATION PROCESS.

ADD PHOTOS, VIDEOS, BUSINESS INFORMATION & SERVICES.

ASK CLIENTS FOR REVIEWS & RESPOND WHEN THEY LEAVE ONE.

ADD UPDATES & KEEP YOUR BUSINESS INFORMATION CURRENT.

YOUR SOCIAL PROFILES AREN’T THE ONLY PLACE PEOPLE LOOK. MAKE SURE GOOGLE KNOWS WHO YOU ARE, TOO.

HERE’S WHAT TO DO. NOW 44

W GO DO IT.

EVERY POST SHOULD HAVE...

A HOOK, PROPERTY DETAILS, A CLEAR NEXT STEP, AND YOUR NAME + PHONE NUMBER FOLLOWED BY BLUE MARLIN REAL ESTATE 45 KEEP IT CLEAN. KEEP IT EASY TO READ.

08.

ROUTINE BUILD YOUR WEEK MAKE IT NON-NEGOTIABLE.

PRO TIP: DON’T GHOST YOUR BROKERAGE. GET IN THE OFFICE. CONNECT WITH OTHER 48

D O N ’ T J U S T H AV E A G O A L .

A PRODUCTIVE

MONDAY TUESDAY WEDNESDAY THUR BUILD THE PIPELINE

WORK THE LEADS

GET VISIBLE

CREATE

START THE WEEK CREATING OPPORTUNITY.

DON’T LET YESTERDAY’S CONVERSATIONS DIE.

PUT YOUR NAME BACK IN FRONT OF PEOPLE.

DON’T WA WEEKEND

01. PROSPECT 02. REVIEW NEW LEADS 03. SET APPOINTMENTS

01. PROSPECT 02. FOLLOW UP 03. UPDATE YOUR CRM 04. SET NEXT STEPS

01. PROSPECT 02. WORK YOUR SPHERE 03. MAKE CONNECTIONS 04. CREATE TOUCHPOINTS

01.

START

STRONG.

02.

KEEP THEM MOVING.

03.

STAY TOP OF MIND.

01. PR 02. BOOK 03. CONFIRM W

04.

AGENTS. MOMENTUM IS CONTAGIOUS. 49

WEEK DOESN’T

H A P P E N BY A C C I D E N T.

RSDAY FRIDAY SATURDAY SUNDAY BUSINESS

CLOSE THE GAPS

HIT THE GAS PEDAL

RESET + PREP

AIT FOR THE TO GET BUSY.

FINISH WHAT YOU STARTED THIS WEEK.

THIS IS PRIME FACE-TO-FACE TIME.

DON’T WALK INTO MONDAY WITHOUT A PLAN.

01. PROSPECT 02. CLEAR FOLLOW-UPS 03. CONFIRM APPOINTMENTS 04. PLAN NEXT WEEK

01. PROSPECT 02. OPEN HOUSES 03. SHOWINGS 04. MEET PEOPLE

01. PROSPECT 02. REVIEW YOUR WEEK 03. CHECK YOUR PIPELINE 04. BLOCK YOUR CALENDAR

ROSPECT K MEETINGS WEEKEND PLANS

REATE

HE WORK.

05.

DON’T LEAVE IT HANGING.

06.

WORK THE WEEKEND.

07.

GET READY

TO GO AGAIN.

PRO TIP: YOUR CLIENTS DON’T TAKE WEEKENDS OFF. THEY’RE SHOPPING. BE OUT THERE.

87% 50

%FAIL

OF REALTORS

WITHIN FIVE YEARS. BE THE 13%.