Issuu

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

What is your job? “Selling real estate is three jobs in one” CUSTOMER Your PRIMARY job is _____________ CREATION ______________. Your NEXT job is to provide CLIENTS excellent service to ______________. If you

do not do the first job, you don’t have to worry about the next job. Finally... you need to _____________ your business. MANAGE “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” -Sun Tzu- The Art of War

Finding Balance between YOUR three real estate jobs is ongoing

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What is YOUR purpose? “Business and Personal” MOTIVATE Your purpose will ___________ you to do the NECESSARY things _____________ for your success. “Cherish your visions and your dreams as they are the children of your soul, the blueprints of your ultimate achievements.” -Napoleon Hill

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Why are some real estate agents successful and others are not? WILLING Because some are ___________ to do the DON’T WON’T do. things others ________or _______ “Successful people have a purpose strong enough to make them form the habit of doing things they don’t like to do in order to accomplish the purpose they want to accomplish.” -Albert E.N. GrayThe Common Denominator of Success

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Begin with the end in mind “Planning is the key” TOMORROW • Do you have a plan for ___________?

• How many contacts are you going to WEEK make this __________? PROSPECTING & __________ MARKETING • What is your ___________ MONTH budget for the next ___________? “Motivation is a fire from within. If someone else tries to light that fire under you, chances are it will burn very briefly.” -Steven Covey

The longer your planning “tape measure”... the better for YOU!

Lifetime

Career

Year

Month

Week

Day

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

You Should Have S.A.D. not be Sad “Easy say... Hard do” Selling real estate successfully at Semonin is SYSTEMS which set specific about creating __________ ACTIVITIES and holding youself recurring __________ ACCOUNTABLE Finally you need to learn and ___________. PRACTICE DIALOG ___________ your __________ over and over

again. What will you say? When will you say it? When will you use it? How will you say it? Who will you say it to? How will you know that you did it?

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Business Planning plus Dialog... plus... Systems DETERMINES the numBusiness planning ____________ LEVEL ber and activity _________ of the systems

you need to implement. Dialog (verbal and EFFECTIVENESS written) increases the _______________ and EFFICIENCY PRODUCTIVITY ____________ of your ________________.

What Your Semonin Business Plan WILL Be:

• A plan for customer creation • A plan to keep your pipeline full & growing • A plan to become Top of Mind (TOM) in your sphere of influence’s (SOI) mind • A plan for accountability to reach YOUR GOALS

An easy formula to remember for success. EFFECTIVENESS + ____________ EFFICIENCY PRODUCTIVITY ____________ = _____________

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Fundamental Areas of Selling Real Estate as an Agent and Becoming a Professional Business Owner If you looked at an agent’s real estate business like a 3 leg stool the legs would be... CUSTOMER CREATION ___________________ CUSTOMER SERVICE ___________________ BUSINESS MANAGEMENT ___________________ You can also look at your business as wearing three types of hats each day.

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The Three “Business Owner” Hats “CEO Hat - Customer Creation”

CEO

The CEO hat can is the most important hat you will wear. Another word for the CEO hat RAINMAKER is ________________.

Top Activities of the CEO. • Establishes the ____________. GOALS SALES MARKETING • Makes ___________ & _____________ a top

priority. PEAK • Maintains a “____________ State” of mind.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

The Three “Business Owner” Hats “COO Hat - Customer Service”

COO

The COO hat tends to be the hat that most people and most agents think being a real estate agent is all about.

Top Activities of the COO. SKILLS • Develops the ___________ of a true professional. CLIENTS ADVOCATES • Transforms ___________ into _____________. CUSTOMER _________. SERVICE • Delivers excellent ________ TIME ENERGY • Maximizes ___________ & _____________.

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The Three “Business Owner” Hats “CFO Hat - Business Management”

CFO

The CFO hat may be the most foreign and uncomfortable hat most agents need to wear.

Top Activities of the CFO. CONTROL • Takes Financial ____________ of the Business. ACTIVITIES RESULTS • Tracks _____________ & _____________.

• Weighs the Financial Implications of all DECISIONS/OPPORTUNITIES ________________________.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Getting YOUR Business Plan Started Business planning starts with GOALS. Your MEASURABLE ____________ WRITTEN goals should be ___________, VISUALIZED down, and ______________ by you. “Formulate and stamp indelibly on your mind a mental picture of yourself as succeeding. Hold onto this picture tenaciously. Never permit it to fade. Your mind will seek to develop the picture.” -Norman Vincent Peale

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From Business Plan... to Time Blocking... to Activities... to Journeys... to Success Set goals to determine the activity levels and keep yourself accountable to your plan on a daily, weekly, monthly, and annual basis.

Keep my business organized by reserving time blocks for customer creation, providing customer service, improving my skills, and staying accountable to my business plan.

Remember: Prospecting is you actively seeking business. Marketing is you waiting for business to come your way.

Find the heartbeats in the marketplace. Do the activities needed for prospecting. Do the activities needed for marketing.

You need to be doing both!!

Keep my B.O.B. (database) segmented and current.

Take a journey with a BUYER in today’s marketplace

Take a journey with a SELLER in today’s marketplace

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Semonin Business Planner “Quick Review”

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Recommended Weekly Activity “Agent Start-Up & Business Planner”

When you start or re-start your real estate business you need TAKE time to ____________ PRACTICE your skills to _______

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Recommended Weekly Activity “Prepare Yourself” What do you mean “prepare yourself”? 30-45 minutes preparing myself... everyday?

PREPARING YOURSELF MEANS... SHARPER AGENT Logging into _____________ _____________ each morning. PHONE list and _________ NOTE list. Assembling your __________ DIALOG BUDDY Rehearsing _____________ by yourself or with a ___________. HANDOUTS for visits. Preparing ____________ OPEN HOUSE Preparing for this week’s __________ ___________. MAILING list. Assembling your ____________ SOCIAL ____________ MEDIA posting and updates. ___________ MAILERS Working on _______________. ALERTS and ___________. EMAILS Reviewing overnight ____________ © Copyright 2016

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Recommended Weekly Activity “Take Action ~ Update ~ Track Results” Taking action means doing the daily activities for “Customer Creation”. CREATION It is time FOR CUSTOMER __________ ___________. PREPARING yourself, you know who After ___________ PHONE __________ MAIL to __________, and write NOTES and ___________. VISIT personal __________,

DAILY ___________, ACTIVITIES it is just as important to After doing your _________ UPDATE Sharper Agent and ___________ TRACK your activities. _________

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Recommended Weekly Activity “Lunches, Build Skills & Dialog” PREPARING yourself, you know After ___________ LUNCH or coffee with. who to __________ UPDATE Sharper Do not forget to __________ ACTIVITIES Agent and track ____________.

When you are new, skills building is important. You have a lot to learn. Take 1 hour a day to BUILD!! DIALOG and Practicing your ___________ OBJECTIONS are critical to your ____________ personal ____________. Time allocatSUCCESS NEVER stop. ed for this should __________

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Recommended Weekly Activity “Buyer and Seller Follow Up”

DAILY Buyers think about a new home ______________. You need EVERYDAY to communicate with your buyers _______________. Follow up with sellers WEEKLY basis. on a __________

Follow up with open VISITORS the house _________ DAY next ________, usually MONDAY a ____________.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

The Semonin Way One Page Summary

(Prospecting vs. Marketing)

“DATABASE”

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Prospecting Involves the “Immediate” AND the “Future” When you start or re-start your real estate business, IMMEDIATE you need to prospect those with ____________ needs FUTURE to earn $$. People with __________ real estate needs

come from your SOI base and past clients.

Immediate Future Email Inquiries Friends Sign Calls/Texting Social Media Open Houses Family Service Desk Quick Visits Expireds Newsletters FSBO Farming Areas Relocation ____________ ______________ ____________ ______________ ____________ © Copyright 2016

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Not All Prospects Are Created Equal

DIALOGS By using various __________, in both planned SITUATIONS and impromptu ___________, you will learn SEGMENT the ability to ___________ people you know

and meet. You MUST learn to separate the people you meet into groups like A+’s, A’s, B’s and C’s.

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Customer Creation “Core Activities” What does your prospecting universe center around? What core activities should your business revolve around for success at Semonin Realtors?

The center, the CORE of your recurring universe... Procuring A Customer activities MUST include the list below:

PHONE CALLS TEXTING __________ __________ or __________

HANDWRITTEN NOTES ______________ ________

LUNCHES COFFEES ___________ and/or ____________

QUICK VISITS __________ _________

MONTHLY ITEMS of _______ VALUE and ___________ ______

SOCIAL MEDIA _________ __________

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Customer Creation T.O.M.A. When someone in your Book of Business is THINKING either ___________ about real estate or is ASKED __________ about real estate... you want them

to think about you. Are you keeping the door FIRST open that they think of you ____________?

T___ O__ M____ A_______ TOP

MIND

AWARENESS

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Customer Creation “From one day... to one year” “One drop... one activity done continuously adds up and over time can move mountains, create successful careers, and change the world” -Author Unknown

SEIZE THE DAY 5 calls, 3 handwritten notes COMMAND THE WEEK 25 calls, 15 notes, 1 lunch/coffee, 1 open house CONQUER THE MONTH

100 calls, 60 notes, 4 lunches/coffee, 3 - 4 open houses,

and 1 item of value

OWN THE YEAR Called key members in your Book of Business 12 times, wrote 720 personal notes, had lunch or coffee with your top 24 referral sources (twice each), held 48 open houses, sent 12 items of value to your key members. © Copyright 2016

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Imagine what Consistent Systems and Dialog can do in ONE YEAR ASSUMPTIONS:

Book of Business: 100 people

Avg Sales Price: $150,000

Income Needed: $65,000 (approximately)

Annual sales necessary: 24

ACTIVITIES: Daily: 5 calls, 3 hand written notes Weekly: 25 calls, 15 notes, 1 lunch or coffee, 1 open house Monthly: 100 calls, 60 notes, 4 lunches/coffees, 4 open houses, 1 monthly mailing (item of value) Year: 1200 calls, 720 notes, 24 lunches/coffees, 48 open houses,12 I.O.V.

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Framing Your Business Plan By Activity... By Recurring Systems

Before homes are built an architect will create the plans for others to use so they have a good idea of what the end result should look like. They provide others a framework to order foundation material, framing supplies, drywall, plumbing, electrical wiring and more. Why not use a framework drawing to help remind you of the end result of your real estate activities? The next several pages are framework drawings.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Where Should All Of Your System Activities End? HEARTBEAT to The END of your activities needs a _____________ close out your efforts and turn people into clients. Mailings do not get you to the end. Facebook posts do not get you to the end. Texting does not get you to the end. Do not mistake activity with getting to the end result of what YOU need to do as a real estate agent.

All of your activities should end with voice __________________. COMMUNICATION The Semonin Way means...

VOICE to ________ VOICE in order to You have to get _________ FACE FACE get __________ to __________ using phone calls, texts, notes, quick visits, open houses, social media and more.

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Framework Groups Creating “NEW” Relationships

“DATABASE” PAGES to your Book of Business Adding new people, adding new _________ comes from one of these activity groups. Sometimes you contact people with immediate needs and most of the time it takes recurring contacts to find someone with a real estate need. FRAMEWORK help guide you. Let the Semonin architecture or _______________

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Framework Groups Establishing “Recurring” Relationships

“DATABASE”

How do you keep the INK from fading on your pages in your Book of Business? Phone calls... Handwritten notes... Lunches/coffees... Quick visits... and Monthly items of value RECURRING ____________ ACTIVITY ______________ FRAMEWORKS help Let the Semonin ___________ you keep the ink from fading.

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Dialog It MUST Be Important

Lots of people in the real world are making a living teaching and reminding you what, how and when to say dialog for general sales and real estate sales. If other people make good livings teaching you dialog, it must be worth your own investment.

When you combine your real estate systems with ___________ EFFECTIVE dialog PERSONAL ____________. SUCCESS you increase the opportunities for _____________ FUNDAMENTALS Dialog is one of the ________________________ of your business. KNOWLEDGE RESEARCH or Dialog does not replace _________________, ________________ EXPERIENCE ___________________.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Dialog How Do I Start or Restart? Again, dialog in this training course does not replace knowledge or experience. Dialog is something that... LEARNED PRACTICED can be ________________ and should be _________________ often. The Semonin Way believes you should match your dialog to your systems to help organize your ability to learn and practice. “Anything worth doing is worth doing poorly until you get it right.” -Zig ZiglarWell known business leader “DATABASE”

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Dialogs Organized by Semonin Way Framework Groups PEOPLE YOU KNOW DIALOGS • Type - Friends, family, neighbors, school acquaintances, past co-workers, past employers, church acquaintances, and referrals from people you know. • Method - phone calls (live), phone calls (voicemail), letters, or visits.

TRADITIONAL REAL ESTATE ACTIVITY DIALOGS • Type - Open house visitors, for sale by owners, expired listing sellers, property calls, service desk call or visits, impromptu times, and relocation referrals. • Method - phone calls (live), phone calls (voicemail), face-to-face, written dialog, logo wear/name badge marketing

ELECTRONIC REAL ESTATE ACTIVITY DIALOGS • Type - Email inquiries, hotline system calls, social media posts, personal website viewing • Method - phone call (live), phone call (voicemail), written emails, written postings, email campaigns, e-postcards

RECURRING REAL ESTATE ACTIVITY DIALOGS • Type - Phone calls, notes, lunches/coffees, texting, soclai media, visits, items of value • Method - phone call (live), phone call (voicemail), written emails, written postings, facebook, LinkedIn, driving by, restaurants/coffee shops, FromYourFriend cards

“Definition of an advanced salesperson is someone who has mastered the basics.” -David KnoxReal estate trainer

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Quick Reference Guide Systems and Dialog

Part of this course is your Semonin Way Quick Reference Guide for systems and dialog. This pocket guide will be used in future weeks of the course. It has also been designed for you to use once you complete the Semonin Way course. The guide will help you practice role play. The guide is designed to remind you of the steps involved with various activities. We hope you enjoy and use this quick reference guide. ÂŠ Copyright 2016

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Quick Reference Guide Table of Contents & Usage Notes The quick reference guide has a table of contents right up front to help you quickly reference a system framework or a particular dialog. Use this guide to help practice your dialogs. Use this guide until you find your own rhythm.

When you find the topic you will notice the activity frameworks come first and then the dialog will follow. Agent dialog is in bold type and consumer dialog is smaller.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

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Engaging People Starts with YOU... then

may cross GENDER lines female male

as you recognize generational differences

to then realize which personality types you are encountering...

to have a successful journey with a buyer or seller

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Building Rapport What does this mean?

Y O U

B or S

You can think of building rapport this way. 1. It is YOUR responsibility to decide if you want to build a bridge across the troubled waters of everyday life and the cascading waters of a real estate referral business involving real estate transactions. You are the salesperson and you must be ready to build it. 2. Building bridges takes time. Building covered ones, even more time. When you build a covered bridge, rapport can survive the elements. 3. On one side of the bridge is a doorway that can easily be shut by you through your personal choice or through neglect. On the other side of the bridge is a potential buyer or seller that may or may not know you. They can EASILY shut that door anytime. ÂŠ Copyright 2016

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Building Rapport Some Mental Tools You Can Use According to the book Personality Selling, the structure of rapport has six main components. 1. BEING NONJUDGMENTAL

2. MATCHING

3. BACKTRACKING

4. PACING SOMEONE’S REALITY

5. MAKING PEOPLE LOOK AND FEEL GOOD

6. SORTING BY OTHER

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Generational Marketing What is it? Generational marketing is embracing the theory that not all buyers and sellers are willing to work with you the way you want to work with them. You like to email, they like to text. You think Semonin being in business since 1915 is great, they could care less. They are in their twenties, you are in your sixties. They have two laptops, two iPhones and one 3G Wifi 64 GB iPad and have never known a world without personal in-home computers. You are doing your best to embrace more technology into your business habits.

Graph Source: PDF video printable on RealEstateTrainingbyDavidKnox.com

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Generational Marketing What is it? Some highlights to think about • Up to four generations may be in your marketing interactions Forgotten or Silent Generation (age range 66-76) Baby Boomer (age range 48-65) Gen X (age range 36-47) Gen Y or Millennial or Net Generation or Echo Boomers (age range

18-35)

• Median age of a first time buyer is a Gen Y 31 years old. • Median age of a repeat buyer is a Baby Boomer/Gen X 53 years old. • Median age of home sellers is a Baby Boomer 54 years old. • Median age of real estate agents is a Baby Boomer 57 years old. • Median age of Semonin agents is a Baby Boomer 54 years old.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Generational Marketing

Forgotten or Silent Generation Age Range: 66 to 76 2015 NAR Profile: 18% of Home Buyers , 27% of Home Sellers General Characteristics:

This group of people has a strong sense of tradition and brand loyalty. They value personal ties and relationships; they want to get to know a person, product or organization. “They tend to be mission driven vs. self-interested and probably joined associations to help their profession or some other cause. In fact many of them are still probably members of an organizational group and they don’t even question the value of it or relinquishing their membership.” Probably less tech savvy than other generations.

Marketing Strategies:

1. Communicate with them through print and face-to-face conversations. 2. Promote your company values; let them know what your company stands for, how long it has been in business and who the leaders are 3. Offer a phone number to call or a place to come and meet you.

Conversations:

Remember when conducting a listing presentation or working with them as Buyers, discuss brand, loyalty, community involvement, years in the business and value the relationship. Take the time to get to know them and for them to get to know you.

Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Generational Marketing Baby Boomers

Age Range: 48 to 65 2015 NAR Profile: 31% of Home Buyers , 38% of Home Sellers General Characteristics:

Generally this group is described a self-absorbed, materialistic, and externally motivated. They are hard working group and willing to work long hours to get what they want. Image is important. Possessions count. Titles are important. Most of them are comfortable with technology and will use the internet and email and some, will text message (growing). Boomers will typically place more emphasis on value and total experience of using a product, service or brand than care about loyalty. Boomers may not be as price sensitive as the generation before them. There are a ton of boomers in society; driving factors for lifestyles of today.

Marketing Strategies: 1. 2. 3. 4.

Communicate with them in diverse ways; phone, email or print. They may not want to take the time for personal visits, but then again, they may. Promote lifestyle, convenience, stroke their ego. Help Boomers know how important they are. Offer a bit of the cool factor by showing them you are on FACEBOOK, and other diverse technologies but donâ€™t overdo it.

Conversations:

When conducting a Listing presentation or working with them as Buyers. Remember to help them feel good about the process and decisions they are making. Focus on lifestyle. Respect their time, and all the elements of life they are juggling (parents, kids, work, home, etc.).

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Generational Marketing Gen X

Age Range: 36 to 47 2015 NAR Profile: 20% of Home Buyers , 18% of Home Sellers General Characteristics:

Gen Xr’s tend to be skeptical, pragmatic, realistic, independent thinkers who value honesty and straightforward communication vs. commercial hype. (SELLING) They are typically more loyal to individuals than organizations and highly scrutinize the ROI for our time or money. Highly educated, multidimensional, computer dependent group and moving into being mobile dependent; typically a generation who appreciate diverse and new concepts. The smallest generation out of the 4. The first generation to be raised in dual-working –parent homes and single parent families. That created a, for better or worse, generation of people who are pretty self-sufficient and not intimidated by or impressed by titles or authority. Little value is placed on “chain of command” and pretty much want know “what’s in it for me” before committing to an organization, product or person.

Marketing Strategies:

1. Green is in. Sending a newsletter through postal mail may not create the positive goodwill for some one in this generation like it may in the 2 previous ones. 2. Emails are great. Phone calls okay. Text messages even better! 3. When talking, or marketing, to Gen X, make it to the point and avoid the hype. Stress what you can do for that person. Talk about individual needs of your client and individual things about you; don’t rely on just the SEMONIN brand. 4. “Return- on-investment” is key words to remember whether that is through time, energy or economics.

Conversations:

When conducting a listing presentation or working with them as Buyers, remember to respect their individual needs, ask questions to get them engaged, and focus on ROI. Quality of life is important to this generation maybe more so than any other before it. They probably will NOT stretch their budget to live in an area of town that represents a position of status. It’s about them. They value experience and honesty.

Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Generational Marketing Gen Y or Millennial

Age Range: 18 to 35 2015 NAR Profile: 31% of Home Buyers , 17% of Home Sellers General Characteristics:

This group has access to more information and technology than any generation before them. The have a bit if a sense of entitlement as they grew up in an economic boom time; their parents are typically boomers and this generation has had access to money and toys and lifestyles that generations before could only dream of. Therefore, they tend to be more materialistic and brand conscious like their boomer parents. Gen Y’s grew up in a time where everyone received a “thanks for participating” trophy. This is a generation of consumers. They research most everything online and love the WOW factor of new technology. Tidbit, the average age of a REAL ESTATE AGENT today is 54, yet the average age of BUYERS right now is 30 (according to NAR). Like boomers, this is a large generation in numbers; buy 2020 they are expected to represent 1/3 of the US population.

Marketing Strategies:

1. Face-to-face communication is rare and emails are a thing of the past. Gen Y’s are more likely to re spond to a text message or a tweet than a phone call or an email. You may have your first voice or in person conversation with a Gen Y as you are showing a home to them. 2. Like Gen X, Green is in. Use video. This generation grew up on the internet and video is it! 3. This generation values like life balance; they want their work to fit into their lives vs. their lives to fit into their work. If you say you work “24/7” to this audience, they may feel pity for you more than respect.

Conversations:

When conducting a listing presentation or working with them as Buyers, remember to have FUN! Focus on lifestyle. Respect their education and buying power.

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Feature vs. Benefit

Presenting the Benefits of Features A feature is a feature, but the benefit will be different for each customer or client you meet. People see the same things in different ways. The successful agent must learn to speak the language of all potential customers and clients. Charles Clark III separates personality profiles into 4 major categories. He describes them as their “animal” counterparts. Below are the 4 descriptive guides. The Powerpoint presentation has more.

BULLS - Prestige.

Bottom Line. Status. Assertive. Non-emotional.

OWLS - Analytical.

Detail oriented. Non-assertive. Non-emotional. Functional and practical. Resale value. Budget minded.

LAMBS - Friendly.

Highly emotional. Slower to decide.

TIGERS - Highly assertive. ing homes.

Highly emotional. Enjoy entertaining. Want exciting life, excit-

Personality profiles have an even distribution across our population. Gender does not matter or tend to apply to any one specific profile. Once you determine the profile: 1. 2. 3. 4.

Meet, establish rapport and connect with the “animal” personality Tailor your presentation of skills or property to the customer/client personality Use your objection handling dialog to overcome objections Ask for the business (listing or buyer contract)

Always go for the close.

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BULLS|OWLS|LAMBS|TIGERS

What They are Like / Homes They Prefer What They are Like

Homes They Prefer

BULLS are drivers

BULLS like dark colors

• Expressions are dominant with heavy tone change • Fast paced • Make statements more often then ask questions • Tend to lean forward to make a point

• Compartmentalized kitchens • Prefer vaulted ceilings • Prefer functional homes with separate rooms • Favorite room is a “me room” (a getaway room) • Prefer a powerful house with practical landscaping

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

OWLS

What They are Like / Homes They Prefer What They are Like

Homes They Prefer

OWLS are analytical

OWLS like practical home

• Reserved, unresponsive and cautious • Want facts and details • Eyes harsh, severe or serious • Limited use of hands, folded arms • Limited personal feelings or small talk • Preoccupied / vigilant

• Like gray and light earth tones, with continous color • Think the kitchen should be practical, cabinet space is important • Prefer a kitchen and family room side-byside, with a partial wall

Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

LAMBS

What They are Like / Homes They Prefer What They are Like

Homes They Prefer

LAMBS are amicable

LAMBS friendly home

• Expressions and posture are quiet and submissive • Deliberate, slow in speech • Indifferent handshake • Ask questions vs. make statements • Vague, unclear about desires • Tend to lean backward

• Emphasis is on the family room • Like hot tubs and fireplaces for emotional value • Favorite colors are pastels • Slower to decide • Cannot be rushed • Require validation of their selection

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

TIGERS

What They are Like / Homes They Prefer What They are Like

Homes They Prefer

TIGERS are expressive

TIGERS feel the hosue

• Animated, use facial expressions • Action open or eager • Little need for facts • Friendly gazes and friendly gestures • Shares personal feelings • Responsive • Enjoys the relationshop

• Key on master bedroom & baths (intimate quarters) • Go for hot tubs and fireplaces for the “romance” factor • Favorite colors are red, bold and contrasting colors • Enjoy openness and vaulted ceilings with flowing floor plans (very flexible) • More apt to purchase golf course, lake front and other “premium” home sites • Not into detail; they are “compulsive buyers”

Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

General Session 1 Notes

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog

Assignments - Session 1 - Student Dialog Practice

Semonin Way Activity Tracking

Quick Reference Guide Page 2 Getting Started Phone Call Page 5 Getting Started Letters Re-Focus Letters Page 7 Referral From People You Know Page 8 Referrals - Contacting the Person Referred

Other Session 1 Assignments 1. Write Brad DeVries a handwritten note and send to him through inner-office mail and say whatever you want to say about the first week of the Semonin Way. He must receive the note before next Tuesday. 2. Bring your current list of people in your Book of Business and bring your new names added to your Book of Business over the next week. 3. Review your quick reference guide to be prepared for Session 2 class exercises.

Honesty & Integrity | Mutual Respect & Caring | Continual Pursuit of Excellence | Family Takes Priority | Loyalty in our Relationships

Assignments - Session 1 - Reviewed Semonin Way Activity Tracking

Dialog Practice

Quick Reference Guide Page 2 Getting Started Phone Call Page 5 Getting Started Letters Re-Focus Letters Page 7 Referral From People You Know Page 8 Referrals - Contacting the Person Referred

______________________________ _______________________________ Agent Signature

Sales Manager Signature

Big Picture: Create systems which set specific recurring activities AND learn, practice and use effective dialog