1. 2009
Improving Bottom Line Results
for Real Estate Brokers
Jason Blackburn
Laser Focus Training
Jason@laserfocustraining.com
LaserFocusTraining.com
Direct: 972.689.6501

2. The Facts - 2008
250,000 Agents Left the
Real Estate Industry
70% of All Agents Had Sales
Volume of $2 Million or Less
Only 35% of Brokers
Scheduled Formal Training
Sessions

3. Fact
To increase YOUR Company’s bottom line – YOUR
Company MUST Increase the Production of those
AGENTS producing less than $2 million in sales
volume to MAXIMIZE their commission
contribution NOW.
It has become a “Survival of the Smartest”
economy, where best efforts, explanations and
good intentions are no longer acceptable. Without
question, companies that fail to produce beyond
expectations face certain extinction.
To achieve rock-solid, bottom-line results, the
people within your organization must immediately
develop the power to Work Smarter, Compete
Smarter and Live Smarter — or face some rather
unpleasant consequences.

4. Real Estate Agent Trends
70% of Agents Sold Less Than $2 Million
69% of Agents Invested Less Than $1,000 in Themselves

5. Real Estate Brokerage Training Trends
Even With Extensive Training 70% of Sales Agents
Produce Less Than $2 Million Dollars
Current Industry Training is FAILING to Have a Major
Impact on Broker Profitability

6. Why Training Fails
1. Your team’s motivation: A common mistake we have observed is that management
assumes their sales force wants to improve. That is not necessarily true. Many
salespeople are quite comfortable with the status quo. As a result, training that focuses
on helping the team to sell better, to sell more effectively or to sell higher volumes will
produce substandard results. This is a function of several factors.
a. First is your staffing system. If you hire people whom you like but who do not
have the proper belief system and/or DNA to seek constant improvement, then
they may view training as nothing more than an irritating interruption. To
protect yourself against this, make sure that your staffing system brings highly
motivated people who have demonstrated throughout their life the behaviors
you desire.
b. Another common contributor to unsatisfactory results is management’s
assumption that their compensation plan motivates the team to sell more. You
cannot make other adults want to earn more money than they want to earn.
Again, if your team is satisfied with their current income and production level,
they will view training as an irritating interruption.
2. Failure to change beliefs: Virtually all sales training offered today focuses on changing
the salesperson’s behaviors. This training encourages them to make more calls, to make
better calls, to listen better, to close better, etc. Unfortunately, you cannot change an
adult’s behavior until he/she changes their belief set. People have a difficult time
seeing themselves as they actually are—and their performance as it really is. In the
blur of the day, people fail to see the hidden forces holding them back from producing
the results expected.
3. The sales cycle: Assuming you have impacted the salesperson’s beliefs, very few sales
cycles are short enough to allow a company to see any change in that salesperson’s
behaviors within a reasonable timeframe. If the real estate sales cycle was just a few
days long, you would see some change in your team’s behavior during sales cycles
immediately following the training. However, since the real estate sales cycle is longer
(then the effect of the training will fade before you can realize a change in your team’s
behavior.) People have a difficult time remembering to take the right actions at the
right time. In the heat of battle, people fail to make the right Choices—and take the
right Actions—that will produce the results expected.

7. Our Solution
Technology guaranteed to help your people SEE precisely
what’s holding them back from the results they want—at
any point in Time.
Technology guaranteed to help your people REMEMBER to
make Smarter Choices and take Smarter Actions—every
single day.

8. What is TQ?
Your Time Quotient. Fewer Results—More Time.
Your Time Quotient™ is a measurement of Produce fewer Results and you become less
the Actions you take to produce the Results successful—simply because your Time
you get over Time. TQ measures how smart Quotient is lower. Generate fewer Results,
you ACT, not how smart you are. TQ you’re pushed towards failure. No Results,
doesn’t reflect your basic cognitive no paycheck. No Results, no career. No
intelligence (IQ,) or your emotional Results, no hope.
intelligence (EQ.)
TQ is what causes success over Time.
Why TQ Matters.
Success is not measured by best intentions
Given your or by how close you
intellectual and come to achieving
emotional your Personal Best.
makeup—whatever Success is not
it is—you are still conditioned by how
responsible for hard you try... or
creating the life you how much effort
want. This means you expend... or
producing Results. how much you want
The Results you it. Success is
produce over your completely
lifetime is how your dependent upon the
success will ultimately be measured—not by Results you actually get in the Time you
any IQ or EQ scores. have.
More Results—Less Time. The simplicity of this formula is obvious.
Produce more Results in less Time and In order to become the success you desire,
you’ll become more successful—simply simply produce better Results—and do it in
because your Time Quotient is higher. When less Time. Work the formula: you either get
your TQ rises, you actually get the the Results you expect, or you don’t—you
Results you expect—not the Results “Fate” is either produce them in the Time
willing to give you. expected—or you don’t.
“Not too long ago, if you did 75 percent of the things you did right, it was okay.
Now, if you don’t do 98% of those things right, some competitor will eat you for
lunch.” – John Spoelhof

9. How TQ Works
TQ represents the first (and only) unified, customized and proceduralized approach
to individual and corporate performance. While simple in its approach, simple to
implement and simple to administer, it helps people immediately produce better
results — by taking two simple steps:
1. Systematically identifying and isolating the core negatives driving an
individual’s performance.
2. Intentionally eliminating those negatives — indeed, transforming them
into powerful positives.
Today, we have the tools and technology to deliver on this solution: to help each
person in your organization systematically identify and isolate their unique
performance issues — and intentionally transform them into performance positives.
We achieve this objective with a continuous process of Self-measurement, Self-
evaluation and Self-Improvement — delivered daily based on an individual’s specific
performance strengths and weaknesses. In this way, we can help people
immediately improve their power to produce RESULTS — immediately improving
bottom-line performance.

10. The TQ Time Prism
The Time Prism is a unique management tool that The Time Prism works just like television...
reflects your ability to produce Results over Time.
Everything you see on television is composed of just
When you generate more power -- you produce more three colors: red, green and blue. What happens when
Results -- and your TQ rises. Generate less power -- your the colors get out of balance?
TQ falls -- simply because you don't have the "Color
intensity" to produce the Results you want in the Time Turn down the blue and the entire picture gets murky
allotted. and ill-defined, doesn't it? Turn up the red and the whole
pictures goes red! Drop out the green and... you get the
The Time Prism continuously monitors these ebbs and point. The picture changes instantly and automatically,
flow within your performance. It gives you an without your doing anything else.
instantaneous reflection of how much raw -- results
producing -- personal power you have available at every Looking at a snapshot of your performance is exactly like
point in time. watching television.
The Time Prism is a tool If any one of your colors
that's a simple band of are out of whack, the
colored light! entire picture suffers.
When all your colors are in
You know what a prism is balance -- and turned up
and does. You simply hold to the right intensity --
it up to "white" light and, your performance is
boom, all the colors of picture perfect -- crystal
the "visible light" clear and highly effective!
spectrum explode before
your eyes! And everybody The Time Prism is a
knows that you don't get just one color from a prism. remarkable tool for personal change.
Rather, you get the full spectrum of colors -- instantly --
In the normal course of a day, life appears to be one
without doing anything more than holding it up to the
continuous stream of actions, reactions, situations and
light.
conditions. It's all a blur. In this state of overwhelm, it's
Just as a prism separates light into its component colors, impossible to see exactly what you need to do differently
the Time Prism radiates the full rainbow of colors that to improve your productivity, or change your
define your productivity potential -- the full spectrum of circumstances.
elements critical to achieving Personal Excellence.
The Time Prism takes this unfocused blur of activity and
Once your performance is separated into its individual separates it into 10 bands of colored light -- so you can
color bands, you get an instant picture of exactly which actually SEE where you're hot and where you're not!
Colors are driving your success -- and which Colors are Simply by looking at how bright each of your 10 Colors
holding you back from achieving it. are burning, you can instantly see where you need to
apply power to improve your performance.

11. Paint-by-Number Results.
By breaking down performance—on a scale of 1-10—for each of 100 specific Actions—
we create the most eye-opening assessment of a person’s Color Power imaginable.
Thomas:
Good people power, But...
With his current composition of colors,
what is the best description of Thomas’
ability to generate Results? Poor at best.
Thomas lacks the sustained energy level to
TQ= 19 keep ahead of the curve. He lacks the
sense of purpose and mission necessary to
set even modest goals—or make the plans
required to support them. In fact, with
such poor organization skills, why even
bother? Recommendation: move Thomas’
weakest colors up to his strongest.
Gale:
Great Action Oriented Attitude, But...
With her composition of colors, what is the
best description of Gale’s ability to gener-
ate Results? Better than Thomas, but still
at the low end of the spectrum.
TQ= 34 Gale has a good attitude and knows how to
work with and through people. However,
she is frequently seen as drained, aimless,
directionless and vague about her goals
and plans, unfocused, scattered and a bit
messy and haphazard. Recommendation:
move Gale’s weakest colors up to her
strongest.
Mike:
Fabulous Attitude, But...
Mike has some strong positives: he’s
Enthusiastic, Supportive and very
TQ= 43 Proactive—with goals and plans that
match his limited sense of mission.
However, given his low Energy and
Prioritize scores, Mike is frequently seen
as burned out, stressed out and running on
empty. Recommendation: move Mike’s
weakest colors up to his strongest—which
would make him a major contender.

12. Page
18
Fill in the Missing Colors in Your Paint-by-Numbers Dreams.
The only way to improve your TQ is to improve your Color Power.
When you do, your power to produce Results expands expotentially.
John:
Excellent Organization Skills, But...
With his composition of colors, what is the
best description of John’s ability to
generate Results? Very Good. But...
TQ= 54 To improve his TQ, John must bring his
Mission Color into alignment with his
strongest Colors. Right now, John is seen
as a person with lots of positives but little
real Passion and Direction—someone who
is clearly running in circles—trading the
only life he has on things that simply don’t
matter. Recommendation: move John from
mediocre to excellent—today.
Wendy:
Solid Overall, But...
Good Energy? Solid sense of Mission? OK
people skills? What does Wendy’s Colors
TQ= 61 say about her ability to produce Results?
Better than John? Maybe. Better than
Thomas? No doubt. Wendy’s negatives
stem from her trying to do everything her-
self (she thinks she can: look at her orga-
nizational skills!) She has solid goals, but
lacks plans equal to the task. She has fair-
ly high Expectations, without the Power to
Execute accordingly. Recommendation:
move Wendy’s lowest Colors up to the same
intensity as her Organize Color.
Barbara:
Clear Expectations
Brilliant Execution.
Barbara has few performance limitations
TQ= 90 and a future so bright—she has to wear
shades! The key to Barbara’s future is
maintaing the intensity of these Colors on
a daily basis. Barbara is usually seen as
highly Energetic, Passionate, Self-direct-
ed, Enthusiastic, Prepared, Focused,
Supportive, Systematic, Timely and
Proactive. She is a WOW in every sense!

13. TODAY’ S TQ
Daily Lessons In Intentional Excellence.
Today’s TQ eliminates the “out-of-sight is out-of-mind”
barrier to vastly improved personal performance!
Daily renewal, retooling and retraining The Message is Simple:
is the key to accelerated learning. Reinforce to Remember.
The Ebbinghaus Curve is important for two reasons. The
I
the school of Hard Knocks—continuing education is not
optional. It’s a requirement for success in these troubled times.
blue line shows that after one review, you can expect to
recall two thirds of new information for several weeks. With
The only way you can effectively learn, remember and master multiple reviews, recall is permanent. The red curve shows
the skills to achieve exceptional results, is to continuously how much you will forget without review. Typically, you will
engage in daily renewal, retooling and retraining. forget 80% of new material in 2 weeks—if you do not in-
corporate the ideas into your daily activities.
The Ebbinghaus “Forgetting” Curve Today's TQ reminds, coaxes and cajoles
you to take smarter actions—now!
100% Percent of Information Recalled Over Time
Today’s TQ is about connections and com-
◆ mitment. Think of these simple sheets of
◆ ◆ paper as the connection between who you are
75% now, and who you want to become. Invest just
5 minutes each day with them—and you will
The TQ Edge gain a strong edge in your daily quest to work
50%
smarter, compete smarter and live smarter.
33% ◆
T h e 90% Connect our Ideas For
25% Excellence with your life.
Retention Deficit ◆
10% ◆Each idea is created to get your attention,
change your point of view, and help you see
0%
your current situation in the light of positive
Time: 1st Day 2 Weeks 9 Weeks
change. They are ideas you can immediately
put into action. Be sure to answer the 3
Eliminate The 90% Retention Deficit.
integrating questions—in writing! Until you capture your
Psychologists have been interested in learning and fleeting thoughts on paper, they’re nothing more than
forgetting since the early days of the discipline. The “wishes without a prayer.” These questions will get you
researcher who pioneered this field, Hermann Ebbinghaus thinking about how each day’s idea can be used—right now.
(1850-1909), created a way to assess the rate at which
Peer into your Personal Time Prism.
people forget. He found the rate to be highly predictable,
and totally dependent upon repetition and reinforcement. Declare that you will become the Positive by eliminating the
Ebbinghaus discovered that when we acquire a new idea, a Negative—if only for today. As you write out your Expected
Results, To Do’s and Daily Schedule, read each positive
significant amount of information is forgotten within twenty word again and commit to putting it into your performance.
minutes of learning it; over half of the material learned is Transform just one Negative into a Positive—and you will
forgotten within an hour. immediately improve your power to produce results.
®
The Power of TQ and 10 Choices of Intentional Excellence:
energy
mission Each day, I will choose to commit to peak personal power, live what’s most important
attitude
set goals and turn my passion into action. Each day, I will choose to turn my dreams into
make plans
prioritize specific targets, make realistic plans and stay focused on my priority #1 first.
synergize
organize Each day, I will choose to look for others to help me, I’ll organize to conquer,
optimize I’ll make each minute matter and I’ll take action to make things happen.
The Power of TQ
act now
E XPECT M ORE—EXECUTE B ETTER™