The Millionaire Real Estate Agent by Keller, Gary -- Read -- Imperial Library of Trantor

Index

Cover The Millionaire Real Estate Agent Copyright Page Acknowledgments Contents Preface Part One: Charting the Course

Overview Six MythUnderstandings Between You and High Achievement

Myth One: “I can’t do it.” Myth Two: “It can’t be done in my market.” Myth Three: “It would take too much time and effort— I would lose my freedom.” Myth Four: “It’s too risky. I’ll lose money.” Myth Five: “My clients will only work with me— only I can deliver quality service.” Myth Six: “Having a goal, and not fully realizing it is a negative thing.”

Part Two: The Four Stages

Think a Million—Stage 1

The Nine Ways a Millionaire Real Estate Agent Thinks

1. Think Powered by a Big Why 2. Think Big Goals and Big Models 3. Think Possibilities 4. Think Action 5. Think Without Fear 6. Think Progress 7. Think Competitively and Strategically 8. Think Standards 9. Think Service

The Three L’s of the Millionaire Real Estate Agent

Leads—Lead Generation vs Lead Receiving Listings—The High-Leverage, Maximum-Earning Opportunity Leverage—The Who, How, and What of Real Estate

The Eight Goal Categories of the Millionaire Real Estate Agent Earn a Million—Stage 2 The Four Fundamental Models of Real Estate Sales Success

Model One: Your Economic Model

The Three Key Areas of Your Economic Model

1. Focus on the Numbers You Must Hit 2. Focus on Appointments 3. Focus on Conversion Rates

Model Two: Your Lead Generation Model

The Three Key Areas of Your Lead Generation Model

1. Prospect and Market 2. Set Up a Database and Feed It 3. Systematically Market to Your Database

Model Three: Your Budget Model

The Three Key Areas of Your Budget Model

1. Lead with Revenue 2. Play Red Light, Green Light 3. Stick to the Budget

Model Four: Your Organizational Model

The Three Key Areas of Your Organizational Model

1. When Doing All You Can Do, Hire Administrative Help 2. Hire Talent 3. Train and Consult

The Millionaire Real Estate Agent Models

Model One: The Millionaire Real Estate Agent Economic Model

The Fundamentals Doing the Math

Model Two: The Millionaire Real Estate Agent Lead-Generation Model

Marketing Based—Prospecting Enhanced The Costs of Massive Lead Generation Success Focus on Listings

Model Three: The Millionaire Real Estate Agent Budget Model Model Four: The Millionaire Real Estate Agent Organizational Model

The Hiring Path of the Millionaire Real Estate Agent Seven Recruiting Sources The Nine Major Compensation Options

Net a Million—Stage 3

Leads

1. Sustaining a Solid Lead-Generation Program That Emphasizes Marketing and Consistently Increases the Number of Leads 2. Tracking and Converting Leads Through Others 3. Protecting Your Lead-Generation Focus Time 4. Weighing Your Options—The Process of Discovering What Works and Doesn’t Work for You

Listings

5. Knowing the Minimum Number of Listings You Must List Each Month 6. Listing the Minimum Number Each Month 7. Getting Sellers to Accept the Team Concept 8. Consistently Marketing Your Seller Listings for More Leads

Leverage

9. Making the Time to Learn and Implement the R/T/C/K Process 10. Hiring “Capacity” Talent vs “Cul-de-sac" Talent 11. Achieving Accountability to the Right Standards 12. Creating Teamwork with “Rock and Role” 13. Combining Quality Service and Quantity Service

Money

14. Sticking to the Budget Model and Controlling Your Costs

You

15. Staying Focused on the 20 Percent 16. Counterbalancing Your Life to Maintain Your Energy at a High Level

Receive a Million—Stage 4

1. Active vs Passive Income 2. The Opportunity of the 7th Level 3. The Three Key Hires of the Millionaire Business 4. Your Role and Responsibilities

Part Three: Staying on Top

Putting It All Together with Focus

1. Create a Personal Plan and Then Make Process Your Focus 2. Time Block for Focus 3. Get Accountability to Keep Your Focus 4. Make Sure Your Environment Supports Your Focus 5. Keep Your Energy to Maintain Your Focus

Real-Life Millionaire Real Estate Agents Appendix A: Sample Profit and Loss Report Appendix B: Sample Balance Sheet About the Authors

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