1. January 29, 2013

2. At Best Agent Business, upgrading refers to the
addition of Best Agent Business services to your
current monthly subscription so that you can focus
on your unique talents, delegate everything else and
become happier and more successful in your job.
We do not believe in charging our clients for
improvements. You are provided service and system
updates automatically. A client who has started at the
$495 per month service level for leads and database
management may upgrade to the $995 per month
service level to add calling services and reach their
backlog of leads. This upgrade allows the client to
focus on selling homes, stop wasting leads and
increase their GCI.

3. Our goal is to maximize the net profit of our clients while they work their ideal amount of hours and increase their overall happiness in their
jobs. Best Agent Business services have proven to increase our clients’ net profit. Here’s how:
Focus on Your Unique Talent
Increase time spent on your unique talents
Create and live a perfect day with Billion Dollar Agent Time Management
Stop doing everything else which dilutes your focus
Delegate Everything Else
Delegate assistant work to Best Agent Business assistants and in-house assistants
Delegate calling of leads to Best Agent Business callers
Delegate buyer business entirely to Best Agent Business to run it all including Agent Management
Stop Wasting Leads
Capture all leads for Database Management and Lead Management
Call all leads fully for five dial attempts to reach live and then monthly until they buy or sell
Market to leads with monthly email newsletters and monthly mailed newsletters
At Best Agent Business, we provide our clients with on-going business consulting at no additional cost. We encourage our clients to ask
questions and receive Steve’s expert advice. Steve, a graduate of Harvard University and Johns Hopkins School of Advanced International
Studies, founded Gnossos Software, Inc. in 1986 and successfully operated the company for 18 years. It was sold in November of 2004 to
Vocus, Inc.; Vocus went public in December of 2005. When a client comes to us with a business question, we often have an opinion. If we
aren’t sure of the answer, we will reach out to our network of top agents, and we will spend time researching to get the answers.
In the last five years since publishing Billion Dollar Agent: Lessons Learned, Steve has personally had over 1,000 in-depth conversations with
top agents , lasting more than 30 minutes each, that have created a deep understanding of what works and what does not work in the real
estate business. While all of our clients own their business, very few are experienced in running a company. If our clients focus on their
unique talents and let us run their business, we can double their profits.
We are ready to transform the industry business model for top agents!

4.  Saves money
◦ Takes from ineffective marketing dollars and
reallocates to more efficient use
◦ Reduces wasted leads
 Accelerates their success
◦ More closed business
◦ Do what they love (unique talent)
◦ Lifestyle they want
 They became a realtor for specific reasons

6. Info becomes
available or KA prepares
Client says
opening letter to send
becomes to client yes
apparent*
*Weekly No response after 10
monitoring of days, send again
client status by KA
No response, adds to
agenda
Upgrade team joins KA on Client says no
call with client if necessary
**Same process Attempts to set
for CS but they Closes sale appt with Steve
will notify KA
when upgrade is Get available
date
needed or evident
Steve closes Steve closes

7.  Upgrade team will assist with backup info,
will be on client calls and provide coaching
 Group conference call with Steve
 Driver calls with Steve for advice/background
on the client
 Email templates to fill in (template next page)
 Status determination
 Financial support with reports (Henderson)
 Wiki page

8. Date
Dear (client),
As you know, Best Agent Business helps the best agents, like yourself, create their best
possible business by using their unique talents.. Our goal is to help you grow your business, make
more money, and achieve an ideal mix of work/life balance. That is why we are contacting you
today.
We have noticed that your database has ____ leads in it. With your current calling hours of ___ hours, we are not
able to connect with a large portion of your leads. That’s a lot of prospects that might get away from you! To
insure that you are maximizing the potential of your leads, we suggest you increase your calling hours to ____ per
month. The extra cost will be quickly recovered by securing new hot leads! You may simply upgrade your services
by visiting this link (choose one)
Best Agent Business Introduction - $495/month
Best Agent Business Regular - $995/month
Best Agent Business Double - $1,990/month
We can implement the upgrade immediately.
We want the best possible coverage for you and your business so that you will be as profitable as possible!
Regards,
Key Assistant
Best Agent Business

9. Best Agent Business
Focus on Your Unique Talent. Delegate Everything Else. Stop Wasting Leads.
Marketing Calling
How much do you spend each month on Marketing? $800 How much do you spend each month on Calling? $500
How many leads does that Marketing generate? 200 How many leads do you call each month? 100
Lead Generation
How much do you spend each month on Lead Generation? $50
How many leads does that generate? 25
That's 125 wasted leads every month and 1500 wasted leads every year!
Each lead you waste is worth $50 in lost revenue. Wasting these leads is costing you $6250 every month and $75000 every year!
Best Agent Business - Let Us Do Your Calling!
Do you have a backlog of leads? If yes, how many? 100 Reduce your Marketing Spend 50% $400
Best Agent Business can clear this backlog of leads in 9 hours. Invest those Dollars in Calling $900
How many B/C leads do you have in your pipeline? 230 BAB Calling Hours per Week 10
Best Agent Business can contact these leads in 21 hours. Best Agent Business will reach out to 480 - 600 leads per month!

10. Going from $198 a month to $495 is staggering to her. She said she
might consider another 'chunk' later in the year. She says she does not
have the money; and that in 2013 she really doesn't want to work as hard as
she did last year. She seems happy where she is. She also says she could not
handle any more leads than she receives without our Calling.
 Questions to ask: Where are you spending time that you feel is not effective? Who
could you put in place to help you with that? Do you want to make less money this
year? Or would you rather work less and make more?
 Words to use: I agree that you have too many leads to manage effectively that’s
why I’m suggesting calling. Callers can work through them and find the “hot” leads
so you can spend your time selling instead of doing admin work. Additionally,
you may be spending too much money on marketing giving you a stock pile of
leads you can never catch up on. We can shift that money into calling resulting in
no increase in your overall cost per month.
◦ If you wait until later in the year you will have that many more lost leads
and all that lost time regaining control over your life. If you don’t make
changes, nothing will improve.
◦ Review her spending on the spreadsheet, does she have excess spending
that she could divert to calling?

11. This client has a backlog of hours that need to be used so
they don’t want to pay for more right now.
◦ Questions to ask: What other services can they benefit from that
will quickly move through those hours? Is there other types of
calling that can be done simultaneously to quickly get them on
track? If they currently have calling, can we double up the number
until the backlog is used before we increase their calling hours? Is
there other types of calling that can be done simultaneously to
quickly get them on track?
◦ Words to use: I know you currently have a backlog of hours but
there are a couple of ways for us to move through them quickly
that will benefit you. I suggest you try ____ __which will
____________. Once we do that then you will see how great regular
lead calling is to growing your business. You will be able to grow
your business through the efficient handling of your leads on a
daily/weekly basis. How about we re-visit that next month?

12. My client only wants to call her own leads and doesn’t trust anyone
but herself to do the follow up.
 Questions to ask: Has this way of doing things gotten you to your goal
for your business? Could things be improved at all with some help? Are
you open to trying a test for 10 hours, just to see if you can get a
comfort level? That way, you’d have time to work with your hot leads
and be out more making contact with prospects. Ask questions to
determine what the real issue is (getting ready to leave or bad
experience with other assistants, financial reasons)
 Words to use: I understand that no one values your leads like you do.
Obviously, this is your business. How much more attention could you
give your QUALIFIED leads if you took some time away from POSSIBLE
leads? If growing your business is a goal for you, at some point, you
may want to consider allowing others to help you. It may take time to
build up a trust with your caller but opening yourself up to that idea may
be a huge benefit you just can’t see right now. Are you open to the idea
of just trying the 10 hour test? If not, are you open to discuss it again in
3 months?

13. Client is over budget. Consistently has more work than able
to be done in allotted time so was “forced” to upgrade
before he was mentally ready
 Questions to ask: How important is it to you that we get this
work done so that you can be freed up to focus on your unique
talent (selling)? How will you now spend the time that you have
saved by making this change?
 Words to use: I understand that upgrading right now was not
what you planned however, the good news is that you are seeing
the benefit of having a team of people to take more and more of
your work off your plate. Now that your work is at a more static
level, you will be able to focus more on growing your business
rather then working in your business.

14. Client is at risk of cancelling services with BAB and is using excuses like “it’s
not working” or “it’s not helping me like I thought it would” or “it takes too
much time in my already busy schedule”
◦ Questions to ask:
 Who will be doing these duties if BAB goes away?
 How will decreasing your services get you to your goal of working less
on admin duties and more outside your office selling and marketing
yourself?
 Are there people internally that may be resistant to this new way of
doing things?
◦ Words to use: It is understandable that you are anxious to see results from
this new service and this new expenditure you are making. Please keep in
mind that calling takes 3-4 months to begin to show results. Your caller is
building relationships with your leads, moving them through the research
process and clearing out old dead leads. There is HUGE value to this. It is
also allowing you more time to spend on networking with prospects
outside your office and time to develop your ESTABLISHED leads while the
caller is building new ones.
◦ How might we work more efficiently with the people in your office? Can we
notify you when your buyer’s agents don’t follow through on the leads
given to them by the callers? Can we streamline our communication with
you to prevent overload?

15.  Required Financial: Client consistently goes over current subscription level and needs to
move up.
 Close Now: Client previously said yes and we are waiting on them.
 Resign up Waiting: Had paused and now needs to sign back up.
 Reverse Downgrade: Dropped from $995 to $495, but should be back at $995 level.
 MSP99 to 495: Need to move up from $99 level to $495
 Day 100 - Go: Currently at $495, but should be at $995 level as work load is high and
they are happy. The next step here is to get the client scheduled for a Client Group Call
and/or a call with Steve.
 Calling - Start: Upgrade for calling only but need to start.
 Calling - More: Upgrade for calling only but needs more calling (i.e. 5 hours to 10 hours)
 Day 100 - wait: Too soon to ask as they are before Day 100 and level isn't being
stretched.
 Ask 1-3 months: Okay at current level but would likely benefit from upgrade in 1-3
months.
 Ask 3+ Months: Okay at current level and no upgrade is needed OR isn't needed for 3+
months.

16. Upgrade Reason - This is main reason client should upgrade to next service
level.
 Delegate Assistant Tasks: The client is doing $20/hour assistant work
themselves that they should hand off to BAB.
 Calling - Leads: Client needs calling to qualify new leads and/or follow up with
B and C leads.
 Calling - Clients/SOI: Client needs calling to touch base, update information,
etc.
 Marketing - Add $495: The client is fully caught up with leads and needs more
business.
 Growth - Business Overall: The client's business is growing and they need to
delegate more work to BAB, or need the same services but more hours.
 Replace - In-House Staff: Work is being done by an in-house employee that
BAB should be handling, or an in-house staff person is being fired/leaving.
 Billion Dollar Agent: Super star client that will essentially trust our guidance
and spend what is needed on the services we recommend.
 No Upgrade Needed: Client does not need to upgrade at this time (i.e. Kickoff,
already reached Service Level Target)

17. Upgrade Calling: Calling TL updates this field and is
responsible for maintaining accuracy.
 Now Get Upgrade: These are clients that should upgrade right
now for calling or for more calling, and it has been discussed
with the client already.
 Pending Discuss: These are clients that we still need to
discuss doing calling or more calling further with them before
pushing the upgrade to close.
 Future: These are clients that we know need to do more
calling but we do not feel that right now is the time to do it.
 Declined: Clients that have declined calling and it shouldn't
be discussed anymore right now.

18. CS should get GCI, etc during Day 1 call, if not then
KA must get it from client within the first 30 days
 Fact based recommendation
 No argument
 Visual people understand better

19. You will be sent a very short anonymous
survey at the end of this training. It should
take you less than 2 minutes to answer.
PLEASE fill it out. Your cooperation is much
appreciated!