How To Automate Your Business For Higher Profits

Webinar Summit, Feb 27th, 2014
Automate Your Business for Higher

Profits
Topic:
Automate Your Business for Higher Profits

Who is Brad Korn & The Korn Team?
#1 in sales for 10 years in a row Keller Williams Eastland Office
Top 10 in Keller Williams Greater Heartland 7 State Region
National Trainer/Speaker on Keller Williams International Faculty.
Founding member with John Maxwell Team
Featured on 2 episodes of HGTV's, "My House is Worth What?"
March 2007 featured as Howard Brinton's StarPower Star of the month Interview.
Speaker/Trainer/ and now, owner for CyberStars (Nationally recognized for technology in Real
Estate)
Certified Business Coach for MAPS, coaching company
Featured in Realtor Magazine, April 2002, Website chosen as Top 10 Most Profitable Websites.
Winner of National "Who's Gonna Make it Big" Listing Marketing Contest with HomeStore.com
and Realtor.com
Speaker/Trainer for Several Real Estate Functions, including several WCR (Women's Council of
Realtors) and Regional Conferences in Missouri and Florida.
Participate
If there is anything you want to know about automated action plans in your CRM that is not included in
this action guide, email your questions to The Korn Team with "NAR Action Plan Webinar" in the Subject
line or find out how you can schedule a one on one coaching call with Brad. Well do our best to address
your issues.
Email: brad@kornteam.com
Phone: 816-224-KORN (5676)
Fax: 913-563-6835
REALTOR University Webinar Summit

with Brad Korn
www.coachkorn.com
Free Resource Site :

www.korn team.com/nar

Profits
Are We Busy?
Heck Yes!
Your To Do List as an active Realtor is out of control? On any given day we have found that the average
agent has 10 clients at one time that they are actively working with. AND with each client you have
between 10-20 tasks to complete in order to meets those clients needs.
Add that up and that is anywhere between 100 to 200 tasks that need to be done on any given day.
At that rate it is very easy for things to begin to slip through the cracks without a system to manage
them all.
That is where Automating Your Action Plans

come in.

with Brad Korn
www.coachkorn.com


Profits
What is the Challenge?

We Work Hard to get in Front of People Every Day
We Spend Money to Get a Lead to Call
Consumers are Playing Game of Elimination
Terrible at Follow Up
We Do Not Master the Skills Necessary to Convert More from Less
We are in reaction mode most of the time
Once we get the business, we want to deliver incredible service to increase
repeat and referral business
A real estate transaction can be different every time, and there is a lot to
remember to do
What is Our True Missed Opportunity?

Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
Stop the Roller Coaster Ride
" If we have to Remember To do Something, It probably wont get done" quoted by Brad Korn
Without an Automated Follow up, In one year from now, you will be doing the same 24
Transaction over again, leaving 122 Opportunities on the Table

with Brad Korn
www.coachkorn.com


Profits
3 Things to get off the Roller Coaster of Real Estate
Create a Contact Management System
Feed it Every Day
Communicate with it Consistently and Persistently
What is a Contact Manager Consist of
Not Just a Rolodex
Want to get More Information than Just Email
Keep Notes of Conversation
Do They Have a Family
Do They Have Pets
What are Their Hobbies
Reminds You when to Follow Up
What is a Contact Manager Consist of
Automated Series of Events
Automatically Sends Emails
Reminds You when to Call
Automatically Prints Letters
Reminds You when to Stop By Work or Home
Reminds You when to Post Comment on Social Media
On Birthdays Reminds to Call, Send Card, Visit
Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
with Brad Korn
www.coachkorn.com


Profits
Benefits of Systematization
1. Consistency Systematized marketing action plans deliver your branding and Unique Selling
Proposition in a nearly identical fashion to potential clients every time. It also helps assure that your
monthly newsletter goes out on time each month, every month. Customers come to expect it and it
sends a strong message about your professionalism.
2. Predefined The scripts, letters, notes, and other mailing pieces you use in your plans are premade. All
you have to do is internalize a message once to be able to deliver it countless times. Items that you mail
exist as premade templates. You only have to do a mail-merge or fill in the pertinent contact information
before sending the piece. You dont have to reinvent the wheel!
3. Repeatable The more you use your scripts for phone calls and visits, the better you will get at
delivering them. Once you fi nd printed mailing pieces and items of value that work for you, you can
continue to use them to drive business to you indefinitely. Knowing that you will use marketing materials
repeatedly over time also allow you to purchase them in greater volume and reduce your cost per item.
4. Automatic If you apply the systematic marketing plans within a Contact Management System, the
CMS will automatically prompt you when its time to do each activity youve assigned in your plan. Once
youve decided which marketing pieces to use such as calendars, sports and quick tips, etc.
Build a 20-Lane Highway
Building a 20 Lane Highway

If you got 10 new listings today, how would your current system handle the load? How long would it take
you to get all the marketing done? What is your current system?
Find the systems or people who are successfully operating at a level of business you would like to be at.
Build your system as if you are already accomplishing your Someday Goal.
with Brad Korn
www.coachkorn.com


Profits
Contact Management System Dashboard

1. New Leads Tracking your new business that has been capture by your intake forms
1. Calls Tells you what calls need to be made today
1. Letters The drip pieces in between your phone calls to keep your brand in front of your contacts
1. Emails More drip pieces
1. To Do's Reminders to touch more, start next plans, etc.
Setting up your Action Plans

Types of Action Plans
FSBO
Expired
Potential Buyers
Potential Sellers
General Contacts Not Buyer or Seller
Current Sellers New Listing till Contract
Current Buyers Just Started Looking to Contract
Buyers & Sellers from Contract to Closing

with Brad Korn
www.coachkorn.com


Profits
Series of Events
Day ZERO Send Handwritten Thank You
Day SEVEN Send Resume/Letter of What You Do
Day FOURTEEN Send Email
Day TWENTY ONE Send Letter/Report/Local Info
Day TWENTY EIGHT Make Phone Call
Day THIRTY FIVE Send Email
Day FORTY TWO Send Letter
Day FORTY NINE Send Item of Value
Day FIFTY SIX Call
Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________

with Brad Korn
www.coachkorn.com


with Brad Korn
www.coachkorn.com

Profits


Profits
Design your Plan on Paper
Design your plan on paper
What does it look like?
Tip: no more than 7 emails
Tip: more personal touch the better
Phone calls and drop bys

will amplify your mailings TEN FOLD
Set Up Blank Documents
First Step is to Create Blank Documents and Save Them
Neutral Titles (so content can be changed)
Set up the Plan and Schedule Activities
Copy & Paste the Content
Dont worry about whether or not you like it right now. Just get the plan
started. You can always change it later!
Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________

with Brad Korn
www.coachkorn.com


with Brad Korn
www.coachkorn.com

Profits

10

Profits
Setting Up Your Action Plans
Set Up the Next Plan
This is What a Sample Plan Looks Like
Notes:
___________________________________________________________________________
___________________________________________________________________________
Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
with Brad Korn
www.coachkorn.com

11

Profits
Write Out Your Action Plans

See the worksheet on the next page
Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
Setting Up Action Plans for All Your Checklists
Follow up Plans
Prospective Buyers
Prospective Sellers
FSBOs
Expireds
Generic plan for anyone not in these groups
New List to Offer
Contract to Close
Notes:
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
Notice
While Brad Korn has taken due care in the preparation of the coaching program, the material contained herein reflects the
practices of the coaches and is not necessarily the best practices promoted by NAR, Realtor University. We cannot guarantee the
accuracy of the materials. Brad Korn makes no warranties, either express or implied, with regard to the information and
programs presented in this manual. Brad Korn will not accept liability for any loss or damage of any kind that you incur as a
result of the use of any content provided by the Sales & Marketing Webinar Summit.
Brad Korn therefore cautions you not to assume that the results of this exercise bear any relation to the financial performance
you can expect as a Realtor.

with Brad Korn
www.coachkorn.com

12

with Brad Korn
www.coachkorn.com

Profits

13
Welcome!
To the
Sales & Marketing
Webinar Summit
brought to you by:
REALTOR Universitys School
of Professional Development
& Continuing Education
Todays
courseHandouts
Handouts can
be be
found
at: at:
Todays
course
can
found
www.learninglibrary.com/handouts
Automate Your Business for Higher Profits
ACTION PLANS
Instructions to set up an action plan.
This is using Online Agent, Top Producer & eEdge

however very similar in other Databases
Todays course Handouts can be found at:

22 years in Real Estate

Winner of National Realtor.com Marketing
Contest
Howard Brintons StarPower Star 2007
President/Owner of CyberStars
Featured on HGTV, Radio, Real Estate

Magazine and many other National Publications
Nationally Certified Business Coach with MAPS

Coaching
John Maxwell Founding Member
International Trainer & Speaker
KW International Faculty
Featured in National Publications Realtor

Magazine: Top 10 Most Profitable Website &
Couple in Real Estate

Are You Busy?

4www.learninglibrary.com/handouts
Are You Busy?

Are You Busy?

Are You Busy?

Get Great Return from Your Database
with Automated Personal Touches
Are You Busy?

Are You Busy?

HECK YES we are BUSY!!!!

10
What Is the Challenge
We work hard to get in Front of People Every Day

We Spend Money to Get a Lead to Call
Consumers are Playing Game of Elimination
Terrible at Follow Up
We Do Not Master the Skills Necessary to Convert More from Less
We are in reaction mode most of the time
Once we get the business, we want to deliver incredible service to
increase repeat and referral business
A real estate transaction can be different every time, and there is a lot
to remember to do
Ongoing Issue Building a Consistent Business
Get 10 Leads this Month

2 Ready to do Something Now or Very soon
8 Just Starting the Process
You will be Busy Working with the 2 Active for the next couple Months
Repeat the Process Again Next Month
10 more leads
2 more Ready
Now 16 Leads Have are on the BackBurner
In Just 3 Months
You have 6 new clients and 2-8 Months Work
24 Leads that You May Never Get Back in Touch with

Congratulations You Did Good

6 New Active Clients for Your First Quarter is Really good
On Track for 24 Sales this Year
If Half are Listings
Listing Generates 1 new Buyer for Each Listing
That would be 36 Transactions a Year Good is the enemy of GREAT!
Good is the Enemy of Great

Lost Opportunity
What is your Lost Opportunity
You Met and/or Talked to Total 120 People
Converted 24
Missed 96
If Half were Listings48 Listings
Generate one Buyer Lead..48 More Deals
Total Lost Opportunity of 144 Transactions

NAR Statistics
People Move Every 5-10 years.

122 Leads
24 will Move This Year
24 More will Move Next year
24 in Three Years
What if Every Year You Could Continue to Do 24 New Transactions AND
Add 24 More
This Year 24 Transactions
Next year 48 Transactions
Three Years From Now 72 Transactions

Stop the Roller Coaster Ride
If we have to Remember To do Something, It

probably wont get doneQuoted by Brad Korn
Without an Automated Follow up, In one
year from now, you will be doing the same 24
Transaction over again, leaving 122
Opportunities on the Table
3 things to Remember
Create a Contact Management System
Feed it Every Day
Communicate with it Consistently and Persistently

What is Contact Management

Not Just a Rolodex
Want to get More Information than Just Email
Keep Notes of Conversation
Do They Have a Family
Do They Have Pets
What are Their Hobbies
Reminds You when to Follow Up
Advanced Contact Management

Automated Series of Events
Automatically Sends Emails
Reminds You when to Call
Automatically Prints Letters
Reminds You when to Stop By Work or Home
Reminds You when to Post Comment on Social Media
On Birthdays Reminds to Call, Send Card, Visit

Automate Your Business

Good Contact Management is 50k year Assistant
Series of Events will Happen
You Just Hit the Start Button

Contact Management System
ACTION PLANS
How to Automate Your Business
and Automate Your Personal Touch
21
Where Do You Get Results?

22
Benefits of Systematization
Consistent
Pre-defined
Repeatable
Automatic
23
Adopt a System for Completing Your 20%

Contact Management System

Action Plans
Daily, it will tell you (for example)
You have 127 letters to print (it prints
them out with labels ready for you to send)
32 emails to send
12 calls to make

Your Dashboard

Your Dashboard
Choose Mail Library or Email Library

Customize Your Action Plans

Series of Events
Day ZERO Send Handwritten Thank You

Day SEVEN Send Resume/Letter of What You Do
Day FOURTEEN Send Email
Day TWENTY ONE Send Letter/Report/Local Info
Day TWENTY EIGHT Make Phone Call
Day THIRTY FIVE Send Email
Day FORTY TWO Send Letter
Day FORTY NINE Send Item of Value
Day FIFTY SIX Call
Start on New Plan

Types of Action Plans
FSBO
Expired
Potential Buyers
Potential Sellers
General Contacts Not Buyer or Seller
Current Sellers New Listing till Contract
Current Buyers Just Started Looking to Contract
Buyers & Sellers from Contract to Closing


31



Design Your Plan

Phone calls and drop bys
will amplify your mailings TEN

FOLD


Set Up Blank Documents

First Step is to Create Blank Documents and Save Them
Neutral Titles (so content can be changed)
Set up the Plan and Schedule Activities
Copy & Paste the Content
Dont worry about wether or not you like it right now. Just
get the plan started. You can always change it later!

Examples of content
Free moving truck & free moving boxes with team
logo on them
101 Ways to Tell a Child You Love Them
Search FREE Properties on kornteam.com
The Right Advice Can Save Time and Money
Chicken Soup for the Soul story
One of your successful real estate stories
50 Things You can Do with Alberto

Setting Up Blank Documents

Select Add and Name your New Plan


Create a New Document


Set up letterhead, Merge Fields, etc


Add in Your Preferred Merge Codes


Click save
Keep Letter Name Generic, click save and click ok


Next Letter, select copy, save &
rename


Copy and Rename all Your Letters from Your Designed Plan

This is a good one

to Start With and
Edit


Setting Up Your Action Plan

Go to Setup and Click Plan Setup


Create New Plan & Save Action Plan

Select Create a New Activity for the 1st Action Item
Then set up the Appropriate Activity

Based on your Written Out Plan


Give Activity a Name, and Select the Perform event days and select
Enter Next to add the next Action Item.


Next Item is Letter (in this plan). Select Letter
Click Select Letter

Template


Select Your New Action Plan from the List
Double Click to Select

Your Letter from the
List


Select the How Many Days After the Plan Starts that You would Like
the Item to Print
Select Enter Next for Next Action Item


Next Letter is Set Up to Print 8 Days Later
Repeat for
Each Action
Item. AND
REMEMBRER to
Set Up One
Last Item


Set Up the Next Plan
This is What a Sample Plan Looks Like








Add the People to Your New Plan




Set Up Plans in Advance

Phone calls and drop bys will amplify your mailings TEN FOLD

Example 8 x 8
0 days
1 day after
8 days after
15 days after
22 days after
28 days after
35 days after
42 days after
49 days after
49 days after

write handwritten note

send letter Resume
send letter
send letter
phone call
letter
letter
send an item of value
phone call
set up 33 touch (or next plan)
Write Out Your Plan

Write Out Your Plan

Set Up Plans for All Checklists

Follow up Plans
Prospective Buyers
Prospective Sellers
FSBOs
Expireds
Generic plan for anyone not in these groups
New List to Offer
Contract to Close

BONUS TIPS

75
Special Tips
ALWAYS add one more step
Have Three Different Plans
Duplicate your plans
Set up one as ALL MAIL
Set up one as ALL E-MAIL
Set up one as Mail/Email mix
Cut postage in half
Build Letterhead into the letter


Time Blocking 20%

Schedule your ON time

Implement
Put yourself in your system
Add yourself as a contact
Start yourself on each plan
Do a search on each website & register self as lead
Track where your lead comes in
Test your alerts
Put Coach and Accountability Buddy on your plan

FREE Resources
Samples of plans, letters, videos &

MORE
Go to: www.kornteam.com/nar

Thank you for attending!

The Sales & Marketing Webinar Summit has been
brought to you by:
REALTOR Universitys School of
Professional Development & Continuing Education
Visit RealtorU.com to find out more about continuing education,

designation & certification courses and other professional
development resources available to you.
Todays
Handouts
can
be at:
found at:
Todayscourse
course Handouts
can be
found

How To Automate Your Business For Higher Profits

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Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

Automate Your Business for Higher Profits

REALTOR University Webinar Summit

Free Resource Site :

Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

That is where Automating Your Action Plans

REALTOR University Webinar Summit

Free Resource Site :

Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

What is the Challenge?

What is Our True Missed Opportunity?

Stop the Roller Coaster Ride

REALTOR University Webinar Summit

Free Resource Site :

Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

3 Things to get off the Roller Coaster of Real Estate

Create a Contact Management System

Feed it Every Day

Communicate with it Consistently and Persistently

What is a Contact Manager Consist of

Not Just a Rolodex

Want to get More Information than Just Email

Keep Notes of Conversation

Do They Have a Family

Do They Have Pets

What are Their Hobbies

Reminds You when to Follow Up

What is a Contact Manager Consist of

Automated Series of Events

Automatically Sends Emails

Reminds You when to Call

Automatically Prints Letters

Reminds You when to Stop By Work or Home

Reminds You when to Post Comment on Social Media

On Birthdays Reminds to Call, Send Card, Visit

Free Resource Site :

Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

Build a 20-Lane Highway

Building a 20 Lane Highway

Free Resource Site :

Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

Contact Management System Dashboard

Setting up your Action Plans

General Contacts Not Buyer or Seller

Current Sellers New Listing till Contract

Current Buyers Just Started Looking to Contract

Buyers & Sellers from Contract to Closing

REALTOR University Webinar Summit

Free Resource Site :

Webinar Summit, Feb 27th, 2014

Automate Your Business for Higher

Day ZERO Send Handwritten Thank You

Day SEVEN Send Resume/Letter of What You Do

Day FOURTEEN Send Email

Day TWENTY ONE Send Letter/Report/Local Info

Day TWENTY EIGHT Make Phone Call

Day THIRTY FIVE Send Email