Three Simple Steps to High Income

Three Simple Steps to High Income With Larry Kendall, author of Ninja SellingStep #1: Your Mindset and Your “Why”A. Mindset: a set of beliefs or a way of thinking that determines one’s behavior, outlook, and mental attitude. B. Discover Your “Why” (from Simon Sinek, Start with Why)C. Your “Life List” - Reason’s for Living Family  Career  Recreation/Dreams  To Be and To Give“The quality of your life is the quality of your list.” – Dr. John GoddardD. Player versus Victim – Maria Vitale “Nobody wants to work with a ______.” “People prefer to work with ______.”1  Your “vibe” is generated by what you are ______and ______.E. Managing your Emotional EnergyF. Fixed and Growth Mindsets Fixed: My intelligence and talent are fixed.  Growth: I can get better with hard work. Virtually all great people have a ______.Step 2: Your Goals and Success FormulaA. Your Financial GoalsB. Your Net Worth Goals C. Your Success Formula2  Divide your financial goal by 1,000 and that will show you how many households you need in your CRM to make your financial goal. (Each household is worth $1,000 in Gross Commission Income working the Ninja System.) Build your CRM (data base) to the right size  Become the Realtor of Choice via FLOW Develop your skills and systems to handle the business D. Your CRM (Customer Relationship Manager) needs to be:  Mobile friendly Have a calendar Be simple and easy to use“Your CRM is NOT a project to finish! It IS an organic, living record of your relationships and future income. IT REQUIRES WEEKLY MAINTENANCE!”E. Organizing Your CRM Family o Names – his, hers, kids, dogs, etc. o Birthdates – not ages! o Anniversary dates – house, marriage3 o Contact information – phone, email, Facebook, home address, work address Occupation o Where all family members work o Positions and titles o Work contact information o When they started (anniversary) Recreation o Favorite hobbies o Kids sports, arts, activities o Favorite sports teams o Favorite vacation spots o Favorite restaurants Dreams o To live “anywhere” o College for kids/grandkids o Wake-Up Money of $______ o Bucket ListF. Prioritizing Your CRM A = Advocate (proactively refers you) B = Fan (refers you if asked) C = Know, like, trust (will do business with you)  D = Goal to develop a relationship4 Step #3: Your Activities and Habits “Success is a choice and a habit.”A. The Challenge: Each person knows ______Realtors. B. How do you become the Realtor of Choice? ______“Flow fixes everything!” – Clara CapanoC. Two Kinds of Flow:1. Live Flow Face-to-Face, Voice-to-Voice 50 Live Interviews per week2. Auto-Flow  Mail, email, social media 3 items of value per month (36 a year)D. The best flow: ______and ______.E. Your calendar should drive your calls.F. Use 8 in 8 for rebranding yourself, building a relationship, or warming a stale data baseG. Focus on productive activities and production will take care of itself. H. The Ninja Nine: 9 Habits for Generating Business (A Trendbender!)5 1. ______2. ______3. ______4. ______5. ______6. ______7. ______8. ______9. ______ “Stop actually thinking about winning and losing and instead focus on those daily activities that cause success.” – Nick Saban, Head Football Coach, University of Alabama “Are the habits you have today on a par with the dreams you have for tomorrow?” – Stephan Curry “People do not decide their futures. They decide their habits and their habits decide their futures.” – F.M. AlexanderInitial Goal Setting Session1. F.O.R.D. Family: o Associate’s Name: ______6 o Address: ______ o Email:______ o Phone:______ o Birth date:______ o Anniversary______ o Start date: ______ o Spouse/Significant Name______o Email: ______o Phone: ______o Birth date: ______ o Children Name: ______o Birth date: ______o Notes: ______ o Children Name: ______o Birth date: ______o Notes: ______ o Children Name: ______o Birth date: ______o Notes:______ o Children Name: ______o Birth date: ______o Notes:______ o Pets & Names:______ Occupation o Past Occupations: ______7 o Spouse/Significant Occupations:______ o Children Occupations: ______ Recreation o Hobbies:______ o Favorite sports teams______ o Favorite Restaurants______ o Favorite Vacation ______ o Other Fun:______ Dreams/Goals8 o ______2. Life List (Bucket List) - Attached3. Financial Goal Worksheet - Attached4. Net Worth Worksheet - Attached5. Success Formula: Financial Goal ÷ 1000 = Size of Data Base6. Data Base Formatting (Make sure your data base has a calendar & is mobile friendly.) A = Will proactively refer you B = Will refer you if asked C = Will do business with you E = Would like to get to know9  Hot List = Wants to buy/sell in next 90 days Warm List = Wants to buy/sell in the next year7. Transaction Rate and becoming “Realtor of Choice”  The National Transaction Rate is 15% The Transaction Rate in ______is ______%8. FLOW System 8 x 8 (Rebranding)  3/month – Auto-flow – Combination or “Art” and “Science” 50 live interviews per week9. Ninja Training – Ninja 9 activities 10. Interview/shadow five top producersMy Life List (Reasons for Living)Family: Occupation/Career: 1. ______1. ______2. ______2. ______10 3. ______3. ______4. ______4. ______5. ______5. ______6. ______7. ______7. ______8. ______9. ______9. ______10. ______10. ______Recreation/Dreams: To Be & To Give: 1. ______1. ______2. ______2. ______3. ______3. ______4. ______4. ______5. ______5. ______6. ______6. ______7. ______7. ______8. ______8. ______9. ______9. ______10. ______10. ______“Financial Goals”DECIDE WHAT YOU WANT! (Not What You Think You Can Have!)MINE TO KEEP = $ ______11 (Deposit in my “Feel Good” Account)RECREATION = $ ______PERSONAL GROWTH = $ ______FAMILY GROWTH = $ ______BUSINESS GROWTH = $ ______DEBT REDUCTION = $ ______CREATURE COMFORTS = $ ______(Annual Living Expenses)CREATURE COMFORTS = $ ______(Large Purchases) BUSINESS COSTS = $ ______RETIREMENT FUNDS = $ ______TO GIVE = $ ______INVESTMENTS = $ ______TAXES = $______RECEIVING GOAL = $ ______Net Worth Goal Worksheet Current Net Worth ______(date)What I Own (A) What I Owe (B)$______Cash and Savings $______Current Bills $______Automobiles (Value) $______Automobiles (Loans)12 $______Retirement Plan $______Credit Card Balance $______Insurance (Cash Value) $______Taxes Owed $______Home Value $______Home Loan(s) $______2nd Home/Vacation Home $______2nd Home Loan $______Group Stock $______Line of Credit $______Stocks/Mutual Funds $______Loans $______Properties (Total Value) $______Property Loans $______Other Investments $______Other Debts$______Total $______Total$______Net Worth (A total – B total)Net Worth Goal ______(date)What I Own (A) What I Owe (B)$______Cash and Savings $______Current Bills $______Automobiles (Value) $______Automobiles (Loans) $______Retirement Plan $______Credit Card Balances $______Insurance (Cash Balance) $______Taxes Owed $______Home Value $______Home Loan $______2nd Home/Vacation Home $______2nd Home Loan $______Group Stock $______Line of Credit $______Stocks/Mutual Funds $______Loans $______Properties (Total Value) $______Property Loans $______Other Investments $______Other Debts$______Total $______Total $______Net Worth (A total)13

Three Simple Steps to High Income

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