Camp 4:4:3

Keller Williams New York City in Session!

Henry Ford said, “Whether you think you can or think you can’t, you are right.” 

The more I and my team members delve into the great training available to us, we’re realizing that wise statement more clearly than ever before.  Keller Williams’ Camp 4:4:3 reinforces the sentiment through its 18 sessions for novice and seasoned real estate professionals.  We’ve been going through the sessions the past few weeks and what I’m finding is as much as I thought I knew about real estate, I’m still learning. 

Designed to take an agent from surviving to thriving, it’s taught by agents to agents.   

Two of our agents have been doing a stellar job of instructing; here’s what they have to say about the experience and Camp 4:4:3:

“Knowing what to do and actually doing it are not the same. CAMP 4:4:3 teaches attendees proven strategies and techniques and then holds them publicly accountable (within the group) for implementing what they've learned.” Ryan Stenta 

“Camp 4:4:3 deconstructs the process of working with buyers and sellers and strips it down to the basics. It promotes self awareness and critiquing and most of all, accountability. Those in the class are always reinforcing their daily, weekly, and long term goals through schedule, a daily prospecting grid, an organized, classified database, and an overarching business plan.  It’s empowering to see agents quantify their successes, change their mindset and overcome their limiting beliefs.”  Eleonora Srugo    

CAMP (Creating Agent Maximum Productivity) 4:4:3 (Four listings and Four Sales in Three Months) is a systematic approach to not only increasing sales but creating a mindset for exceeding expectations. 

OBJECTIVES:

• Uncover and implement the foundational Keller Williams Realty models for success.
• Begin/kickstart your career with KW systems, tools and scripts.
• Learn foundational models for lead generation and working with buyers and sellers.
• Customize lead generation, consultation and servicing materials to match an agent’s style, personality and strengths.

The foundational model is based on Gary Keller’s “Path to Success” that employs the importance of mindset; how one enters into a new venture or challenge is exactly how it will turn out.  In other words, a narrow and focused intention of being successful will result in that goal becoming a realty.

CUSTOMER SERVICE PROFESSIONAL

Being a “salesperson” doesn’t always bring about the best idea for some people.  It could be someone’s had a negative experience with a salesperson.  Whatever the reason, Keller believes as real estate professionals, the most important part of selling real estate is to be a customer service professional.  

A customer service professional knows what they know and knows what they don’t know and is smart enough to know the difference. 

Simply put, that means we can’t be or present ourselves to be “expert” in everything.  If a client asks a question and we don’t know, we let them know that and that we’ll find out.  

Customer service professionals set goals and follow up.  Part of the 4:4:3 method is:

• Meet 10 people in person and get enough information from them to follow up.  Put those contacts in your database.
• Call five people and ask for their business.
• Follow up with 15 thank-you notes.

How often?  Every day.  If you think about the people you encounter throughout the day, it’s a very doable goal--with the correct intention and focus.

LEAD GENERATION

We’ve got to know what’s out there if we’re going to sell it. 

Goal:  Preview/see five house/condos/listings every day.  I’ve been a big proponent of this since the beginning of my career and encourage my team to do the same.  This means getting to know everything about a property.  If it’s a condo, get to know the people who are managing the property.  In the city, we get to know the people who know the residents; doorman, onsite manager, sup, concierge, etc.  The more we know, the more we understand the value of what we’re selling and we can expertly convey that to our buyers. 

CUSTOMER SERVICE SELLING

There’s a six-step “sales cycle process.” 

• PREPARE
• CONNECT
• CONSULT
• PRESENT
• AGREE
• SERVE 

These six steps are spelled out in detail in one of the sessions and it’s meant to be internalized and memorized until it becomes second nature.

CONVERTING LEADS INTO APPOINTMENTS  

Part of our commitment to our clients is to provide them with everything we have at our disposal in order for them to make good decisions.  Advising prospective buyers to get pre-qualified and leading them to a mortgage expert that we’ve worked with before is one of the best ways to help them find what they want and can afford.  

Being proactive about setting up that first appointment at your office with a prepared list of questions not only ensures you know your clients wants, needs and expectations, but it sets the stage for future meetings.  Keller states it this way:  When you go to consult with an expert, you’re going to his/her office.  

A home is one of the largest purchases and biggest decisions a person makes.  Isn’t it better to ensure the client believes that he/she are working with an expert -- a team of experts -- to guide them?

These are just a few of the topics we’ve been reviewing.  As the weeks go by, we’ll complete all 18 sessions and walk away with not only a huge sense of accomplishment but a renewed energy to succeed.  

Gary Keller launched his careers in the 1980s when interest rates were at 10% plus.  This concept began then and he was successful during a very soft market.  Over the years, Camp 4:4:3 has been fine-tuned and the result is one of the best sales strategies in real estate.

As Keller says, “It [being successful] requires focus, a learned set of skills, time/action disciplines and building momentum.”

We’re experiencing that momentum!  Learn more about Keller Williams New York City.