1st Meeting with Realtor

Start with a compliment/happy to meet you, and then lay out what to expect. Take notes: You will be able to find out the problems you can solve.

Thanks for taking the time to meet. I'm excited to talk, learn more about your business, and start generating business for you. I have always said that if I help agents build their businesses, my business, in turn, grows.

Like I told you, we're going to have about 20 minutes. I respect your time. It's all about you and your business. I promise at the end of these 20 minutes, you will find value in our time spent today.

Did you get a chance to complete the “All About You” form that was in the email? What did you think of it?

(Yes, that was amazing. Wow - Or - No, then put a copy on the table)

It’s one of the first steps in our "Perfect Loan Process."

I sent you the All About You form to learn a little bit more about you and your business, but more importantly, I wanted you to see how this form can raise the level of service in your business.

I have every client complete the client version; once they complete it, you automatically receive all the information they provided.

This form allows me to go deeper and have a holistic conversation about their financial future, to learn about their financial team, and if they have a team, it will enable us to create referrals to CPAs, CFPs, Estate Attorneys, and Insurance agents. This approach sets us apart from others as their real estate team, creating referrals that turn into commission checks. It also allows us to learn more about their personal life.

This is one of the first steps in the "Perfect Loan Process".

In the "All About You" Form, you stated that you use XYZ CRM (or you don't use a CRM).

Approximately how many closed clients do you have in your database?

What are you doing to market your database?

From a referral standpoint, on average how many referrals do you get from each client that you close?

Do you know what agents should be getting on their database? The referral rate should be 10%. So if you 90 clients, you should get 9 referrals per year.
If I shared some unique systems, solutions and processes to get that number up 10%, would that help you?

Are you or any of your business partners leveraging the right moments in a transaction to generate referral business?

So, let's say about 40 or 50 days ago, I referred you a buyer, okay? And that buyer closed today, walk me through your closing process, like how you deliver keys, maybe closing gift, but what your post-closing concierge process looks like. Also do you have as systematic way to ask for reviews?

What's working for you right now?

Are there any pain points in your business?

Who is your ideal Client?

Are you buying leads now?

How many clients have worked with in the last 3 years who should have bought that didn't?

How many deals has your current partners been able to generate from your database?

Do you have a Competitive Buyers Presentation?

Do create or update your business plan every year?

Have you shared it with any of your business partners?

What are your 3 non-negotiables in your business and personal relationships?

Close for 2nd Meeting

I appreciate you letting us go deep into your business.

Okay, I have three solutions that I could share with you right away and much more that I'll share later—that can grow your business immediately. However, to fully review these solutions will take more time than we have remaining.

Let's do this; let's set up 40 minutes for next Tuesday at 11am. That way, we can spend the necessary time to get these solutions started and generating business for your business.