August 23, 2004 - Training Notes (John's version)
Training
Provided by Jason Record
Roundtable:
Jason
R. - Heading to St. George this weekend to try to close an individual
and look at a commercial lot.
Barbara
- Spent the week working on postcards that they are sending to people
in their database for the seminar on Saturday.
Jason
B. - Working on flyers for Saturday's event. Using the Billboard for
leads currently.
Bow
- Just signed up. Very interested in starting in Marketing.
David
- Working with Pam. Put some flyers up at work. Working on flyers.
Pam
- working with her son on getting ready for Masters. Found a way to
use a Roth for masters education.
Betty
- Nurse. Has a couple of investment properties. Working on getting
qualified.
James
- has a property at 58,000 - appraises at 100,000+. Willing to split
the equity on the house if someone wants to drive up to Ogden. Pam
will visit with Jason on it. 319-0938.
JASON
RECORD - MARKETING TRAINING SUCCESS vs. FAILURE
enthusiasm
and time.
FAILURE:
Primary
Key is Marketing. Secondary is Real EstateYou have Marketing and
Realestate.As you start, your enthusiasum is great. excited about the
marketing. Then you start to get a bunch of No's. then your
enthusiasm levels off and starts to drop - then you get interested in
the real estate component. You then say, "I'll just do the real
estate". They are then on a downward trend. Many of the same
skills needed for the marketing, you also need for the real estate.
You are dealing with people and selling yourself to people. You then
struggle as an investor. In 60-90 days we fall out. We say marketing
and real estate doesn't work.
SUCCESS
Number
one factor to success: You
Then
marketing and real estate.
You
start very excited just as before. You get a lot of no's. you work on
YOU and training yourself. Combine your marketing and your attitude
together and things take off. Your real estate may stay flatlined for
a while. that is ok. If you really want to get started, use the
concierge service to obtain some properties. But it is ok to work on
YOU and the marketing first. Once you have the money, you can spend
time looking for the real estate.
How
do we work on ourselves?
1.
Unleash the Power Within - Anthony Robbins ($70.00 CD Audio)
**
Change Physiology, Language, Focus.
**
You do not get depressed, you do get depression
Ask
yourself beter questions - Don't ask, why don't things go right for
me. Ask, how can I be successfull and my NR marketing techniques.
If
you focus on the negative, you will lose a lot of energy
If
you want to change the way you feel - Fake it! Say YES! YES! YES!
with enthusiasm and then try to feel depressed.
2.
Personal Power II - Anthony Robbins ($200.00 Thirty Day comprehensive
package)
3.
Think and Grow Rich - Napolean Hill
Ideas
are things
4.
The greatest salesman in the world - Ogg Mandino
5.
Rich Dad, Poor Dad - Robert Kiosayki
SALES
CYCLE
1.
Find the people
2.
Tell the story
3.
Build for Events
4.
Follow Up
FIND
THE PEOPLE
Like
a funnel - fill the top of the funnel and weed people out until you
get to the right people.
Lead
sources:
SimpleBizTools
- 800 number - then got a rotating number
*
Billboard - 6 people shared - keeps track and round robbins the
calls. - setup fee: 800, 1000/mo for one billboard, second for
500/month. 1500/mo split 6 ways. About $16.00/lead
*
Paper Ad - Use your 800 number. Depends on how you word it. $9.00 per
lead
*
Flyers - 1-2 percent success rate
*
Business Cards - talking to people
*
Lead Boxes / Fish Bowl - Enter a drawing for a free sandwich. You
call all the people in the fish bowl.
*
3 Foot Rule - Talking to people withing 3 feet from you at all times.
*
Warm Market -
*
CD Passout - 1.25 each. You have their permission to talk to them
If
you DO NOT have the Series 7 training CD - YOU MUST HAVE IT!
Super
Saturday trainings list more ways.
Keep
a spreadsheet on your lead sources to see how valuable they are vs.
cost per lead.
TELL
THE STORY
You
need to know the products that you are selling
Buy
them. Use them.
get
to know the educators and their background
Go
to the income opportunity meetings regularly. So that you can tell
the story.
BUILD
FOR EVENTS
There
is a cycle.
Moderately
succesful - you build for an event
Very
succesful - you build for lots of events for your leads.
FOLLOW
UP
Within
24 - 48 hours. If you don't follow up, their enthusiasm will drop and
you will lose the deal.
PROFIT
MARGINS
Some
people think that NR ups the price of their products for the
commissions of 60-70%. However, when compared to other companies, it
is the same - Novell has a profit margin of 60-70% on their products.
We are not out of line at all. Plus, look for the other real estate
products, and NR is usually cheaper.
COMPENSATION
PLAN
THE
T CLOSE
|
Wealth Builder Only |
Regent's Combo |
|---|---|
|
Wk 1 |
Wk1 |
|
2 Qaulifications |
2 Qualifications |
|
Wk 6 |
Wk 6 |
|
Wk 7 |
Wk 7 |
|
1000 |
10000 |
|
1000 |
10000 |
|
1000 |
10000 |
|
Wk 12 |
Wk 12 |
|
You Invested |
You Invested |
|
1695 – then received 3000 |
15850 then received 30,000 |
So,
if money were no issue, where would you come in at?
If
I could help you find the money, where would you come in at?
posted by John Andersen @ 8:52 AM
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