Nationally renowned real estate guru shares what the real goal of success is. How will your business practices benefit you, your family, and the client?

2. OUR GOALS: To position you to be free from
financial concerns.
1) Earn more by getting more consumers to
buy your product.
2) Keep more of what you earn.
3) Invest your earnings wisely.
Lead, follow or just
get out of the way!

3. THE ULTIMATE GOAL:
To build a structured, systematized career that
produces predictable , consistent results; results
that harvest an incredible income stream. This
career track eliminates stress and ensures at
least an 80% net profit.
Instead of constantly having to chase potential
customers, we want to position you so that you
are the one being chased. Your job should be
that of an “order taker.”

4. Year #1 - The chase/product introduction:
Internet, sphere of influence, past clients/co-workers,
door knock/cold call, FSBO and Expireds, Open Houses,
office generated – mostly focused on buyers
Year #2 – A lesser chase:
Sphere of influence, Internet, FSBO and Expireds, Open
Houses, client base/bank, success on success, image
building – repititons & more listing activity
Year #3 – Miminal chase:
Repeat and referral, community image, client bank,
recognition & reputation, success on success -75% listing
activity
Year #4 – No chase:
Order taker!
Maintenance through repetitions & Internet leads

5. RELEASING THE WINNER WITHIN” TOPICS:
● BUILDING A CLIENTELE-BASED BUSINESS
● 99.7% EFFECTIVE LISTING PRESENTATION
● SELF PROMOTION – BECOME A SUCCESS MAGNET
● 5 HOUR BUYER SYSTEM/BUYER PRESENTATION
● OBJECTION RESPONSES
● WORKING EXPIRED LISTINGS & FOR SALE BY OWNERS
● SCRIPTS
● SYSTEMS, DICIPLINE & DELEGATION
● OPEN HOUSES
● INVESTMENT STRATEGIES
● BUSINESS PLANNING
● LEAD CONVERSION

6. DO YOU NEED TO MAKE CHANGES IN YOUR REAL
ESTATE CAREER?
YOU MUST BE DISSATISFIED!
SATISFIED PEOPLE SIT ON THE FRONT PORCH AND
SIP ICE TEA. DISSATISFIED PEOPLE, UNLESS THEY
HAVE ACCEPTED DEFEAT, TAKE ACTION TO
IMPROVE THEIR LIVES!
RESULTS DON’T LIE!

7. YOU MUST BELIEVE BEFORE YOU CAN ACHIEVE!
THE BIGGEST OBSTACLE TO SUCCESS IS THE LACK
OF BELIEF IN ONE’S ABILITY TO BE SUCCESSFUL;
WHY MAKE THE EFFORT IF ONLY FAILURE IS
Success is not a single event. It is an
accumulation of small achievements that, in sum
total, form world conquering accomplishments.
FOCUS ON SMALL DAILY ACHIEVEMENTS – SMALL
SUCCESSES PAVE THE PATH TO BELIEF & VICTORY!

8. YOUR SHIP IS NOT COMING IN!
YOU HAVE TO BUY THE RAW MATERIALS, BUILD
YOUR BOAT, LAUNCH IT, PROVIDE THE FUEL,
DETERMINE A DESTINATION AND PILOT IT TO
THAT DESTINATION.
ACCEPT THE RESPONSIBLILTY FOR YOUR OWN
SUCCESSES OR FAILURES.
WHY NOT BUILD A MEGA-
YACHT INSTEAD OF A DINKY
DINGHY? YOU HAVE THE
TALENT. YOU JUST NEED TO
ACQUIRE THE SKILLS!

9. HAVE YOU EVER BUILT A HOUSE? DID THAT
PROCESS INVOLVE ANY DEFERRED GRATIFICATION?
BUILDING ANYTHING OF VALUE TAKES TIME AND
CONSISTENT EFFORT. YOU CAN INSTALL A MODULAR
HOME IN JUST A COUPLE OF DAYS BUT, ONCE
COMPLETED, YOU’LL ALWAYS HAVE JUST A MODULAR
HOME. THE GRATIFICATION IS INSTANT BUT LACKS LONG-
TERM VALUE.
YOU HAVE TO DEFER GRATIFICATION TO BUILD A CUSTOM
MANSION BUT, ONCE COMPLETED, YOU OWN A
MANSION; A MANSION THAT WILL KEEP YOU SAFE,
COMFORTABLE AND PROUD WITH JUST A LITTLE
CONSISTENT MAINTENANCE.

10. Building a bank of loyal
clients is like building a
house. Initially you must
spend a lot of time and
effort in the building
process. Its not easy! But,
once the construction is
complete, just as a home
keeps you comfortable
and secure, a bank of loyal
clients keeps your income
consistent and secure.

11. After the client bank has been built, a little
constant maintenance will keep the
opportunities coming.
In our business, maintenance is simply
consistent, repetitive exposure with a “value-
added” theme.

12. SIMPLY STATED, WHAT WE ARE ASKING THAT
YOU BECOME A “PEOPLE COLLECTOR.”

13. I BUILT MINE AS FOLLOWS:

14. YOU CAN BUILD YOURS:
● INTERNET CONTACTS
● SPHERE OF INFLUENCE
● PEOPLE YOU’VE WORKED WITH IN THE PAST
● LOCAL BUSINESSES
● TARGETED GROUPS
● FOR SALE BY OWNERS & EXPIRED LISTINGS

15. How many consumers do you need?
100 consumers = 3 closings annually
For Example:
1,100 loyal consumers = 33 closings
1500 loyal consumers = 45 closings
3000 loyal consumers = 90 closings
Define loyal?
How many do you need?

16. THE FORMULA:
Determine your average (gross) commission per
transaction.
Avg. house price range________($200,000)
X ____ (3%) avg. commission
= (gross) earnings per closing________($6,000)

17. THE FORMULA:
b) Desired annual income (gross)_________($100,000)
÷ earning per closed side _________($6,000)
= # of closed sides needed _________(17)
c) Total # of closed sides needed _________(17)
X 33 (need 33 targeted consumers to close
one transaction) _________ (561)
TOTAL # OF NEEDED CONSUMERS _______ (550-600)

18. AUGMENTED CLOSINGS/CASH FLOW:
WITH A LITTLE “SUCCESS” MARKETING THE
TARGET NUMBER OF CLOSINGS WILL BE
DRAMATICALLY INCREASED.
We have clients who are currently involved in a real estate exchange. Their
sale escrow is closing this week.
We are contacting you because you own a multi-family property in the area
that is of interest to them. If you have given any thought to selling your
investment, please call us at 530-221-4811 or e-mail Jim at
drozcorp@snowcrest.net
JIM & SUE THE DROZ CORP. 7495 Waterside Way, Redding, CA 96002
drozcorp@snowcrest.net 530-221-4811 DRE Lic #
WE HAVE A CLIENT INTERESTED IN BUYING AN INVESTMENT PROPERTY IN
SHASTA COUNTY. HAVE YOU THOUGHT OF SELLING?

19. AUGMENTED CLOSINGS/CASH FLOW: EXAMPLES

20. How do the world’s most successful
companies generate leads?
Why not duplicate what they have proven to
work?
Product Marketing Mentality – An Intelligent
Approach:

21. Product Marketing Mentality – An Intelligent
Approach:
• Have a quality product
• Introduce the product to targeted groups of
consumers
• Once introduced, never allow the consumer to
forget the product
• Promote every success
Once again, why not duplicate
what the most successful have
proven works?

22. WHAT IS IT YOU SELL? WHAT IS YOUR PRODUCT?
YOUR ONLY EXCLUSIVE PRODUCT IS - YOU

23. You are too smart to
do things that don’t
make sense!
The litmus test for
every “Results
Driven” task should
be sensibility.

24. Building a business vs. the treadmill:
● Every action builds long-term relationships.
● Every relationship results in residual income.
● The goal: Be the one chased instead
of being the chaser.

25. WARNING:
THE FOLLOWING IS A LOT OF
WORK BUT IS PROVEN TO
CREATE CONSISTENT SUCCESS!
HOW MUCH DO YOU WANT
IT?

26. ONCE AGAIN THE SYSTEM I WOULD USE IN
TODAY’S MARKETPLACE – TARGETED CONSUMER
SOURCES
1) Internet leads
2) Sphere of Influence
3) People with whom worked in past
4) Target group(s)
5) Local businesses
6) Fsbo & Expired

27. A FIVE STEP SYSTEM:
• Build databases
• Letter/e-mail
• Call / face-to-face
• Letter/e-mail
•Repetitive exposure

28. WHY A CALL? IF YOU ARE
NOT TALKING TO PEOPLE,
YOU ARE NOT MAKING
MONEY. THE GOAL IS TO
SPEND 70-80% OF YOUR
WORK DAY IN
CONVERSATION!

29. INTERNET LEADS:
1) Call immediately (Spokeo, etc.)
2) Send a thank you e-mail
3) E-mail value-added information
4) E-mail additional properties
5) Automatically placed into TIM –
(personalization is an option)
6) Call on “determined” schedule
TIM IS A GREAT CLIENT MANAGEMENT SYSTEM.
IN ADDITION TO TIM, SYSTEMS A SIMPLE AS
EXCEL, WORD, ETC. WORK WELL!

30. SCRIPT:
Mr. Jones, I apologize if I’m interrupting your day. I’m calling
because you visited my HouseHunt.com website. I want to be
sure the site provided all the information you need? Did you find
what you wanted?
You are searching for a home in _____________. Is there any
one home that piqued your interest? Can you provide me with
more detail regarding the type of house you want? I will send
new properties that fit your criteria as they come available.
Are you planning to move to our area? When will you be making
that move? Do you have a home to sell where you are currently
living?
Thank you for visiting my HouseHunt.com website. With your
permission I’ll stay in touch. You are appreciated!

31. VALUE-ADDED E-MAIL:

32. 1) SPHERE OF INFLUENCE:
Build a database of every person in your sphere
of influence.
New agents send introductory letter. (Marketing
tools > Letters >Prospecting > New agent letter)
Experienced agents send Sphere of Influence
Letter. (Letters > Sphere of Influence)
Start and continue a drip system with every
person in this group.

33. SOI LETTER: I am a little uncomfortable in sending this
letter because our friendship (relationship, etc.) is
extremely important to me. I wouldn’t want anything to
come between us as friends. For that reason, I am
writing instead of bothering you in person.
As you (may) already know, I work with ____Realtors.
The reason I’ve written is to ask for your help in making
my business a success. If you have a real estate related
need, or if you are aware of anyone who may want to
buy or sell real estate, please let me know. I would
really appreciate your referrals.
I thank you for taking the time to read this letter.
Please call if there is anything I can do to repay you.
Thank you once again for your time and consideration.
You are appreciated!

34. 2) CLIENTS/CO-WORKERS FROM PAST:
Experienced Agent Relationship Renewal Letter:
Webster defines friend as "a supporter; a well-wisher". By
that definition of the word, I consider you to be a friend.
An ancient proverb says: "Be not ungrateful to your old
friend". It seems that for a time I have been so involved in the
day-to-day business of marketing real estate that I have
forgotten to stay in touch with "old friends". For that I
apologize. I have very much missed the pleasure of making
contact with the people that are important in my life.
I hope that all is well with you, your family, and your friends.
You can rest assured that I will be in touch more often in the
future.
Thank you for being a friend. You are appreciated!

35. New Agent Letter:
Just a short note to share with you a new and exciting happening in my life. I
have been searching for a career that would be enjoyable, stimulating, and
rewarding. I also wanted a career that would allow me to be a positive influence
in people’s lives. I have found that career!
I am now affiliated with ABC Realtors in L.A. I chose real estate because it is
everything I was looking for in a career. I chose ABC because it is by far the most
effective and professional company.
Becoming a Realtor was my goal. My new goal is to be your real estate
consultant. I don’t expect you to allow me to be your agent just because I have
asked. Having the opportunity to work with you is a responsibility that must be
earned. I have never feared hard work.
If there is anything that I can do to earn your respect and trust, if you ever have
a real estate need, or if you just want some technical advice, please call. I would
appreciate the opportunity to earn your confidence.
Thank you in advance for your consideration. You are appreciated

36. Script key points: (This conversation is to last no longer than 3
minutes.)
I’m sorry I have not stayed in touch. Sometimes I get so busy
I forget to stay in touch with the people who are important to
me. I have missed having the opportunity to talk with you and
________(spouse).
How are things going for you and your family?
Give the contact the time to talk about his/her interests.
I apologize. I have another commitment. I will be staying in
touch.
Thanks for all your past and future support. Oh by the way,
if there is anything I can do for you, or if you know of anyone
who may want to buy or sell real estate, please let me know.

37. STAGE 3: START BUILDING RECOGNITION WITH
TARGETED GROUP(S):
Choose a target group or groups.
a) Prefer geographic location / Must like
b) Study the turnover ratio (5 – 10%)
c) Dominant agent or company?
2) Build a database of every person in your
targeted group.
3) Initially place an item of value in front of the
targeted consumers once every two weeks.

38. 4) Door knock 7 – 10 doors daily (win-win
scenario) until you have introduced yourself to
every property owner in the targeted areas.
5) Follow each contact with a “thank you for
being receptive letter.”
6) Continue the “drip” contacts until you
accumulate enough wealth to retire.

39. TARGETED MARKET SCRIPT:
Mr. Jones, I apologize if I’m interrupting your day. I’m _________
I’ve stopped by to bring information to you regarding recent
home sales and listings in your area. These are properties that
have sold or are currently on the market in your neighborhood. I
believe they reflect on the value of your home (hand
information).
By the way, the market is really picking-up. We have more buyers
than there are homes for sale. Have you thought of moving? Do
you know anyone else who might consider moving?
I would appreciate having the opportunity to be your source of
real estate information and service. If you have any questions or
issues that I can help you with, please call me . . .

40. 4) START BUILDING RECOGNITION WITH LOCAL
BUSINESSES
Build a database of every business with whom
you would like to develop a relationship.
Print all of the appropriate letters for everyone
in this database (First and follow-up letters).

41. BUSINESS RELATIONSHIPS LETTER:
Congratulations on having one of the most successful ______ (Law firms, etc.) in
our area. You have every reason to be proud of your many accomplishments.
I, like you, have established a successful business locally. Because of great
community support, I have become a very active real estate consultant in our
city.
It is my belief that we, as active business people in the same area, should do
all we can to support each other. With this thought in mind, I propose that we
establish a mutually beneficial relationship. If you would be willing to refer your
clients that have real estate needs to me, I will refer my clients that have
_____(legal, etc.) needs to you.
Of course, client satisfaction has to be a priority for both of us. You can rest
assured that the clients you send to me will have their every expectation met
and exceeded. I ask only that you do the same for my clients.
I will call you soon to schedule an appointment to further discuss this issue.
Thank you for your consideration. You are appreciated!

42. 4) Call all the business people to whom these
letters have been sent. (See the script below)
Script key-points:
We both have established successful
businesses.
I propose we establish a mutually beneficial
relationship. I will refer the clients who have
needs your business can satisfy to you if you send
customers to me that need my services.
Is there a time when I can buy lunch for you to
discuss this matter further? Thank you.

43. 5) Schedule a meeting with the business owner to
discuss your mutually beneficial proposition.
6) Follow the meeting with a “Thank You” letter.
7) Enter the owner into your drip system. Stop by
the business at least once monthly to deliver
Referral cards and other appropriate marketing
items.

44. HELPFUL HINT:
Build a work schedule – stick to this schedule:
(Share your schedule)
Monday ___________ to _____________
Tuesday ___________ to _____________
Wed / Thurs ___________ to ___________
Friday ___________ to ______________
Saturday ___________ to _____________
Sunday ___________ to _______________

45. Instant gratification is real estate’s “kiss of
death.”
For tomorrow to be better than today, you must
think today about tomorrow! What are you
building?
You cannot build a NET 7 figure annual income
if your focus is on immediate
gratification!

46. THANK
YOU!