Our biggest challenge is to have everyone on the team busy, in production, happy, and profitable! Together Everyone Achieves More. With the amount of competition in the market, it is no longer possible to simply do the bare minimum or maintain the status quo. In addition, marketing budgets alone will not keep buyers in the car. The Challenge: It is now, more than ever, necessary for the agent to elevate and grow their business within a business. They must engage in each aspect of the process to maximize the potential of their business.

1. The Kiosk Group
Program Experience
Our biggest challenge is to have everyone on the team busy, in
production, happy, and profitable! Together Everyone Achieves More.
With the amount of competition in the market, it is no longer possible to
simply do the bare minimum or maintain the status quo. In addition,
marketing budgets alone will not keep buyers in the car.
The Challenge: It is now, more than ever, necessary for the agent to
elevate and grow their business within a business. They must engage in
each aspect of the process to maximize the potential of their business.

2. The Experience Economy

3. What Does It Mean?
You are in control of the Experience!
• People don’t believe what you tell them… (the amygdala)
Shown to play a key role in the processing of emotions, the amygdala forms
part of the limbic system.
In humans and other animals, this subcortical brain structure is linked to
both fear responses and pleasure. People will be defensive initially, you
must develop rapport.
• They rarely believe what you show them.
• They often believe what their friends tell them.
• They always believe what they tell themselves.
• They always remember HOW they feel!

4. Relational Marketing
With a Relational
Marketing approach, all
of your time, energy and
money are invested in
building Relationship
Equity and Rapport.

5. Where / When Does it Begin?
Social Media
“You are Relevant”
Use it to listen
Promote events / Force multiplier
Our virtual presence:
Kiosk Group
My Creative Kiosk
Teacher Incentive Program
FEAH
Your Website

6. Email / Phone / Appearance
Email Etiquette
What? No tonality
Phone Etiquette
Initial interview / No Nonverbal Queues 50%
What?
Personal Appearance
Buyer consultation
What? Language of Sales
Be Professional!
Use your CRM / use Google & Video
A database is a list of Relationships
If they’re not in your database they don’t exist.

7. What does it Mean to…
Host Events?
Our Lead Measure
Come From Contribution?
Write a list of what makes you a good agent. What do
you bring to the table?
Be Of Value?
Create a need in the buyer for YOU!
Be a Resource?
Be Professional?

8. Buyer Consultation / Add Value
This is the Discovery Interview.
•Use the Buyer Binder
•Investigate / Dig Deeper
•Interrogate the Truth
•Be Honest
•Set Expectations
•Eliminate Surprises
•Show How You Will Save them Time
•Reduce Risk
•Reduce Uncertainty
•Interpreter
•Coach
•Show How You Make The Process Smoother / More
Convenient
•Handle The Details

9. Communicate. Communicate. &
Communicate some more!
The Platinum Rule ~
Do unto everyone as they would like done unto them.
When I'm working with people I have to take their
needs into consideration.
I treat them as they would like to be treated, not as I
would like to be treated. I follow the Platinum Rule. The
Platinum Rule forces us to treat others with respect.
The same sort of respect for another we apply when
we think about what kind of birthday present to get
someone or when we change the music in the car
when our parents get in. It is simply consideration of
the other. A small but meaningful gift. An act of
kindness.
Determine what theirs expectations are and what they
consider a good agent. How do they want to be
communicated with?

10. Trustworthiness
-Consumers want assurance that they can trust their
real estate agent. Trust is established by providing
accurate & timely information for their transaction.
Listen
Leverage your Program Partners & Be Like Minded!
This becomes your value statement!
Create trust by doing your job well.
Don’t be mediocre!
Provide extraordinary service!
Protect and promote the interest of the client.
Treat all parties fairly and honestly. Code of Ethics and
it’s the law.

11. The Process
• Service.
• Compliance.
Know your contracts.
Contract to Close.
• Settlement
Make it memorable.
• Post Settlement Follow- up
• Keep in touch

12. Keep in Touch!
You made the
investment…
When does it end?
…Our relationship has
just begun!
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The Program
Experience
How you
build a BIG
book of
business!