Julie Dickinson

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1 MINDSET PROVEN Objection Handlers APRIL 2012 | VO. 5 | ISSUE 7 www.MikeFerry.org WORDS of WISDOM from the Experts - Guest Contributors: One Minute Manager author, Ken Blanchard | John Maxwell Author of The 21 Irrefutable Laws of Leadership Owner of the Dallas Mavericks, Mark Cuban | don Miguel Ruiz & don Jose Ruiz ask the questions we should all answer The Power Of Coaching – Simple Changes Making a Big Difference - by Rick Berube 35 by Mike Ferry DIFFERENCE Between Prequalifying & Disqualifying The

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Magazine rebuild, Cover, Inside spread.

Transcript of Julie Dickinson

1

MINDSET

PROVEN Objection Handlers

APRIL 2012 | VO. 5 | ISSUE 7

www.MikeFerry.org

WORDS of WISDOM from the Experts - Guest Contributors:One Minute Manager author, Ken Blanchard | John Maxwell Author of The 21 Irrefutable Laws of LeadershipOwner of the Dallas Mavericks, Mark Cuban | don Miguel Ruiz & don Jose Ruiz ask the questions we should all answer

The Power Of Coaching – Simple Changes Making a Big Difference - by Rick Berube

35by Mike Ferry

DIFFERENCE Between Prequalifying

& Disqualifying

The

DIFFERENCE Between Prequalifying

& Disqualifying

How many times have you heard yourself say “I wish I had more time to get all I need done in this day,” or “I wish I had more listings,” or how about “I want to spend more time with my family?” If you are like most agents and me, we have all asked ourselves these questions at some point in our Real Estate career. The truth is there is a very simple solution to finding more time to be with our families and to get great listings. Do you know what

it is? I can hear it in my head now as if Mike were standing in front of me: “Do you prequalify your appointments 100%, and 100% of the time?” It’s very easy as we rush through our day to dismiss a question or two from this very important step in the sales and listing process. Recently I have heard Mike advise us to slow down to speed up. Translated to the prequalification process, this means asking 100% of the questions 100% of the time, or put another way: prequalify to disqualify.

By Mark Ramey - Keller Williams Classic Realty, Orlando, FL

I asked other great agents in the MFO system why it is important to prequalify to disqualify. Here’s how they responded:

“As a new agent I went on as many appointments as I possibly could, telling myself that it was all part of practicing my listing presentation skills. Though the practice time I received was invaluable, I began to get discouraged as I realized I was wasting a lot of time going on unqualified appointments. That time would have been much more valuable to me if I had continued to prospect qualified sellers only. Now I only go on appointments that have been prequalified. I know what to say, my mindset is stronger, and so is my listing presentation to listings taken ratio.” - Jill Pursell - Denver, CO

“My biggest reason to qualify is my son and my husband. The way I think of it is if I don’t qualify, I am missing quality time with my family. Shame on me that I wouldn’t ask a few simple questions to know if it’s worth my time and my family’s time.” - Shelli Klemke - Omaha, NE

The

ADDITIONAL PREQUALIFICATION QUESTIONS

• Is there any reason you wouldn’t sell this home?

• If the market has dropped below the price you want, would you still sell?

• What would you do if the house didn’t sell?

• How would you rate your motivation to sell this home on a scale from 1-10?

• Have you considered renting this home?Questions provided by Mike Ferry Coach Gordon Watson, Oklahoma City, OK

Disclaimer:Do not avoid any of the original questions on the MFO script, as these questions will enhance your prequalifying to disqualifying experience. On a recent appointment, after spending a few hours preparing and driving to their home, presenting on a beautiful evening when I might rather be doing yoga, kayaking or playing with my cats, then to hear 20 minutes into the presentation from the seller, “thanks for the market analysis. We want to sell on our own and will call you if we need you.” Ouch! I could have easily saved myself hours of preparation, driving, and presentation time

by asking “Have you ever thought of selling yourself?” and then showing up for a preview appointment instead of a full CMA presentation.

I think by now you get the point and the importance that we all can benefit from prequalifying to disqualify. I hope these ideas save you time, give you more time with your family, serve your clients better and grow your business more in the months and years to come!

Namaste (the highest and best part of me sees and acknowledges the highest and best part in you.) -- Mark Ramey

“If I recognize that I cannot help the client because of their price, their motivation or their requirements, we part ways with mutual consent. As an example, I went on an appointment more than one year ago and during the appointment, the seller could not accept the price I told her. Now, one year later, she contacted me and said she recognizes she had made a mistake and wants me to help her get her home sold. Follow Mike’s advice and ask the pre-qual questions. Really listen to their answers and ask additional questions when necessary with the intent to be honest with the client and tell them if you really cannot help them. The benefits are that I take the listings I’m supposed to take, go on the appointments I’m supposed to go on, and have much more cooperative clients.”

- Donna Koerner - Longview, TX

Guiding your journey to professional

success and personal fulfillment.

This is the program for you … when you are making progress in your professional development and

building your core skills and business systems.

Program Benefits:• Weekly 30-minute coaching calls from your Mike Ferry trained Coach• One-on-One Sales Kit • Weekly skill-building email messages from the Mike Ferry Organization• Weekly motivational voice mail messages from the Mike Ferry Organization• One complimentary ticket for the event of your choice: Superstar Retreat East Coast or West Coast, or One-on-One Retreat• Access to the Mike Ferry Referral Network• 50% discount on MFO events and products

$650 for a 6-month commitment

Call today to schedule a coaching evaluation:

(800) 448-0647

or visit our website at www.mikeferry.com

DIFFERENCE Between Prequalifying

& Disqualifying

How many times have you heard yourself say “I wish I had more time to get all I need done in this day,” or “I wish I had more listings,” or how about “I want to spend more time with my family?” If you are like most agents and me, we have all asked ourselves these questions at some point in our Real Estate career. The truth is there is a very simple solution to finding more time to be with our families and to get great listings. Do you know what

it is? I can hear it in my head now as if Mike were standing in front of me: “Do you prequalify your appointments 100%, and 100% of the time?” It’s very easy as we rush through our day to dismiss a question or two from this very important step in the sales and listing process. Recently I have heard Mike advise us to slow down to speed up. Translated to the prequalification process, this means asking 100% of the questions 100% of the time, or put another way: prequalify to disqualify.

By Mark Ramey - Keller Williams Classic Realty, Orlando, FL

I asked other great agents in the MFO system why it is important to prequalify to disqualify. Here’s how they responded:

“As a new agent I went on as many appointments as I possibly could, telling myself that it was all part of practicing my listing presentation skills. Though the practice time I received was invaluable, I began to get discouraged as I realized I was wasting a lot of time going on unqualified appointments. That time would have been much more valuable to me if I had continued to prospect qualified sellers only. Now I only go on appointments that have been prequalified. I know what to say, my mindset is stronger, and so is my listing presentation to listings taken ratio.”

- Jill Pursell - Denver, CO

“My biggest reason to qualify is my son and my husband. The way I think of it is if I don’t qualify, I am missing quality time with my family. Shame on me that I wouldn’t ask a few simple questions to know if it’s worth my time and my family’s time.”

- Shelli Klemke - Omaha, NE

The

ADDITIONAL PREQUALIFICATION QUESTIONS

• Is there any reason you wouldn’t sell this home?

• If the market has dropped below the price you want, would you still sell?

• What would you do if the house didn’t sell?

• How would you rate your motivation to sell this home on a scale from 1-10?

• Have you considered renting this home?Questions provided by Mike Ferry Coach Gordon Watson, Oklahoma City, OK

Disclaimer:Do not avoid any of the original questions on the MFO script, as these questions will enhance your prequalifying to disqualifying experience. On a recent appointment, after spending a few hours preparing and driving to their home, presenting on a beautiful evening when I might rather be doing yoga, kayaking or playing with my cats, then to hear 20 minutes into the presentation from the seller, “thanks for the market analysis. We want to sell on our own and will call you if we need you.” Ouch! I could have easily saved myself hours of preparation, driving, and presentation time

by asking “Have you ever thought of selling yourself?” and then showing up for a preview appointment instead of a full CMA presentation.

I think by now you get the point and the importance that we all can benefit from prequalifying to disqualify. I hope these ideas save you time, give you more time with your family, serve your clients better and grow your business more in the months and years to come!

Namaste (the highest and best part of me sees and acknowledges the highest and best part in you.) -- Mark Ramey

“If I recognize that I cannot help the client because of their price, their motivation or their requirements, we part ways with mutual consent. As an example, I went on an appointment more than one year ago and during the appointment, the seller could not accept the price I told her. Now, one year later, she contacted me and said she recognizes she had made a mistake and wants me to help her get her home sold. Follow Mike’s advice and ask the pre-qual questions. Really listen to their answers and ask additional questions when necessary with the intent to be honest with the client and tell them if you really cannot help them. The benefits are that I take the listings I’m supposed to take, go on the appointments I’m supposed to go on, and have much more cooperative clients.”

- Donna Koerner - Longview, TX

Guiding your journey to professional

success and personal fulfillment.

This is the program for you … when you are making progress in your professional development and

building your core skills and business systems.

Program Benefits:• Weekly 30-minute coaching calls from your Mike Ferry trained Coach• One-on-One Sales Kit • Weekly skill-building email messages from the Mike Ferry Organization• Weekly motivational voice mail messages from the Mike Ferry Organization• One complimentary ticket for the event of your choice: Superstar Retreat East Coast or West Coast, or One-on-One Retreat• Access to the Mike Ferry Referral Network• 50% discount on MFO events and products

$650 for a 6-month commitment

Call today to schedule a coaching evaluation:

(800) 448-0647

or visit our website at www.mikeferry.com

6

APRIL 2012MIKE FERRY’S SELLING MAGAZINE

Try quenching your thirst by drinking from a fire hose and you are likely to drown. Instead, try something manageable, like filling a paper cup. Taking on a complex, challenging project all at once can be overwhelming, but when broken down into smaller tasks and goals that can be tackled one by one, suddenly that overwhelming project is not so tough after all. Many of us go about the business of our lives without realizing that most things can be done in a manageable and stress free way. Have you heard the saying “keep it simple?” Well, this adage can apply to nearly every aspect of any job.

Every time I speak to my agents I tell them one of two things:1) Focus on progress not perfection, making small changes that equal out to bigger results later on. 2) Manage time effectively; don’t juggle so many things that you can’t handle them, lose your focus, and in turn, things start to pile up. Keep it simple by breaking things down into smaller, manageable steps that are achievable as part of the process of reaching a goal.

Three of my Premier One-on-One Coaching clients - Shane, Paula, and Laurie - have successfully made a progression of small changes in order to overcome some of the major hurdles that were hampering their success. Here, in their own words, are the experiences that have changed their lives.

We will begin with Shane Rossi who is new to Premier One-on-One Coaching. His program has two areas of focus: scheduling time to prospect, and developing the mindset of a business owner. We have been working on resetting his internal clock so he will start each day earlier in order to have more time for consistent prospecting. His second goal is to develop the mindset of a business owner …

I’m 26 years old and new to coaching. I just completed my first six months after a friend convinced me to join a Sales Talk in Jersey City. I’ve had incredible results ever since. February has been the best month in my four-year career with six sides closed totaling $48,350 in commissions. My coach has really been pushing me and honestly, I never expected results this big.

The greatest change I’ve seen is in my mental health: coaching has demolished my internal walls and allowed me to see how obtainable success can be. It has shifted my thought process dramatically: I know I will achieve whatever I dream. Coaching has also transformed me into a business owner rather than an employee. I focus on income producing activities and am accountable for my own success. Before coaching, I was just going through the motions. Now I create my own reality. --Shane Rossi - Exit Realty Search, Bronx, New York

Paula has been a long-time MFO client and has been attending events for more than eight years. She has had to overcome some issues with her mindset. We accomplished this by working to create a strong belief that she is worth the production she is capable of, and deserves the rewards that come with hard work and accomplishment ...

The very best thing that MFO coaching has given me is the ability to control my mindset. The teaching, coaching, events, and influence have improved my self-confidence: I know that I can be, am, and deserve to be very successful.

I now have the mindset to control my environment, my actions, some of what the people around me do, and how I deal with the things that happen in my life and my business. A strong mindset has allowed me to cut the

LITTLE THINGS Make a Big Difference

Every new day presents the opportunity for us to begin at zero, to reset our inner clocks and lose the need to be hung up over yesterday’s issues.

By Rick Berube - Premier One-on-One Coach, Mike Ferry Organization

7

MINDSET

drama out of my life, to make better business decisions and healthier physical choices, to be stronger with my clients, and stronger with myself. This is especially true for my scripts and consistent prospecting, lead follow up, time management and appointments. MINDSET is the key!

Living as I do in Las Vegas, had it not been for the mindset I’ve created, I would have gone out of business by now or become a struggling, desperate agent. The direct influence of my coaches has helped me become a professional salesperson with more than 50 deals in 2011 and 2012 expected to be my best year ever, closing over 75 deals! --Paula Burlison - Coldwell Banker Premier, Las Vegas, NV

With Laurie, we had to focus on affirmations that support her goals – and yes, this stuff really does work. Taking this one simple step - that of having an accountability partner - has strengthened her level of discipline and made a big difference in the results she achieves …

Being in the coaching program has enhanced all of the equities of life for me, my family, and my clients. Last year

Mike Ferry's COACHING – be a Top Producer!

Get THE Winning edge …and make the BEST career move possible.

By making the commitment to ONE POWERFUL THING.Have the Inspiration to achieve …

as a REAL ESTATE Professional.Your future IS profitable with …

CALL US TODAY | SIGN UP TODAY WE HAVE 3 PROGRAM LEVELS TO FIT YOUR COACHING NEEDS

CALL US TODAY | SIGN UP TODAY WE HAVE 3 PROGRAM LEVELS TO FIT YOUR COACHING NEEDS

The MIKE FERRYORGANIZATIONThe MIKE FERRYORGANIZATION

North America's Leading Real Estate Coaching and Training Organization

Mike Ferry's COACHING – be a Top Producer!

Get THE Winning edge …and make the BEST career move possible.

By making the commitment to ONE POWERFUL THING.Have the Inspiration to achieve …

as a REAL ESTATE Professional.Your future IS profitable with …

www.MikeFerry.com | 800-448-0647

my accountability partner and I chanted our affirmations every working day for a calendar year. This powerful suggestion tool has changed both our lives and continues to do so. We’ve re-vamped our daily affirmations and expectations for 2012.

Talk about upgrading! Now, whenever a negative or even sideways thought enters my mind, my Number One affirmation just pops in my head. It’s amazing how we can train our minds to do that. We are what we think, period. So I, Laurie Allen, will earn one million dollars in 2012! Fill your mind with good stuff and let your wonderful life fall into place.--Laurie Allen - Coldwell Banker Burnet, Minneapolis, MN

With a day that begins at zero, you’ve created a wide-open field ahead. Now is your chance to keep that forward momentum going, one step at a time. All you have to do is show up - with the right attitude, the right approach, and the right expectations. Remember that old saying: keep it simple - keep it consistent - keep it moving forward, because, after all, a slow pace is better than no pace at all.

Continue Story on Page 8

8

APRIL 2012MIKE FERRY’S SELLING MAGAZINE

Have it in writing what you expect from your team members. Include their responsibilities for their position, how you like them to communicate with you, (whether by phone, email, text, or voicemail), and what you expect when they are dealing with clients, vendors and other team members. Communicate how you expect them to dress for the position and any other things you feel are relevant to your image. Again, make sure that your policies, procedures, and expectations are written down.

Hire the right person for the job. This is key to having a team that does not sap your energy, your time, and your revenue. Prepare interview questions that are pertinent to the position and use a personality test that can aid in your selection of the person you want for a particular position. The more you standardize the method you use for hiring team members, the easier the process will be.

Before hiring, make sure you have given them the policies, procedures, and responsibilities for their position on your team. Have them read it thoroughly and then sign that they have read it and accept all the terms that allow them to be a member of your team. This can help prevent issues in the future.

ONE

TWO

THREE

Namaste (the highest and best part of me sees and acknowledges the highest and best part in you.) -- Mark Ramey

While strolling through the local park, the tourists struck up conversation with an elderly gentleman and found out that he had lived in the town for his entire life. One of the Americans, eager to hear more about the town’s history, asked, “Sir, have any great men been born in this village?” “Nope,” said the old man, “only babies.”

drama out of my life, to make better business decisions and healthier physical choices, to be stronger with my clients, and stronger with myself. This is especially true for my scripts and consistent prospecting, lead follow up, time management and appointments. MINDSET is the key!

Living as I do in Las Vegas, had it not been for the mindset I’ve created, I would have gone out of business by now or become a struggling, desperate agent. The direct influence of my coaches has helped me become a professional salesperson with more than 50 deals in 2011 and 2012 expected to be my best year ever, closing over 75 deals! --Paula Burlison - Coldwell Banker Premier, Las Vegas, NV

With Laurie, we had to focus on affirmations that support her goals – and yes, this stuff really does work. Taking this one simple step - that of having an accountability partner - has strengthened her level of discipline and made a big difference in the results she achieves …

Being in the coaching program has enhanced all of the equities of life for me, my family, and my clients. Last year my accountability partner and I chanted our affirmations every working day for a calendar year. This powerful suggestion tool has changed both our lives and continues to do so. We’ve re-vamped our daily affirmations and expectations for 2012.

Talk about upgrading! Now, whenever a negative or even sideways thought enters my mind, my Number One affirmation just pops in my head. It’s amazing how we can train our minds to do that. We are what we think, period. So I, Laurie Allen, will earn one million dollars in 2012! Fill your mind with good stuff and let your wonderful life fall into place.--Laurie Allen - Coldwell Banker Burnet, Minneapolis, MN

Continued Story from Page 6-7

LITTLE THINGS Make a Big Difference