Step 1
RESEARCH
Captain "RB"
Watch how Captain "RB" uses maps, charts, and graphs to track and target the fish.
Loan Officer
Use MMI, Model Match, List Reports, social media, and online reviews to research agents you want to target. Download our Whale Hunting Info Sheet to help you compile and organize your research.
MMI - https://mmi.run/l/login
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Model Match - https://www.modelmatch.com/
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List Reports Agent Intel - Did you know we have an enterprise agreement with MBS Highway, List Reports, and Home Report? Get access to their entire bundle of services for $200 per month as a pre-tax payroll deduction! Learn more here: https://welcome.listreports.com/lenders
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Social Media - Do your research on Facebook, Instagram, X, TikTok, and LinkedIn. (Don't forget to check their personal Realtor website too!)
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Online Reviews - Do they have 5-star google reviews? What are their clients saying? Search their Realtor website, Zillow page, and learn more about the agent.
Step 2
FOLLOW THE PLAN
Captain "RB"
Watch how Captain "RB" and his team create their fishing schedule and develop and execute a detailed plan when they are out on the water.
Loan Officer
Do you spend enough time fishing? Do you have prospecting for new Realtors time blocked in your calendar? Use our time block calendar template to help you plan your daily agenda and schedule time to execute the 6 ways we meet new agents.
Step 3
THE SPREAD
Captain "RB"
Watch how Captain "RB" prepares his lines, lures, bait, and tackle to attract new fish.
Loan Officer
Watch, download, and practice our scripts for each of the 6 ways we meet new agents and how you can schedule the first Discovery conversation with a new Realtor, based on how you met them!
Triangle for Trust
MMI
Tuesday Status Update
Events
Open Houses - Coming soon!
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Social Media - Coming soon!
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Cold Calls - Coming soon!
Step 4
THE FIGHT
Captain "RB"
Watch how Captain "RB" gets the fish on the hook and starts reeling them in.
Loan Officer
Dive into the D.I.P. Process with a Discovery conversation, followed by an Introduction to your process and team.
Discovery -
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PAST: "So tell me, how did you get into this crazy real estate business?" (Be passionate about hearing their story!)
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PRESENT: "How many families have you helped in the last 12 months?"
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FUTURE: "What's your goal for this year?"
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STRUGGLES: "What's the biggest obstacle standing in the way of you hitting your goal?"​
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Schedule the Introduction before you finish the Discovery conversation!
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Introduction -
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​All About You / Fun Facts (Download our All About You form!)
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Introduce them to your Process (Is your process written out? Is it the same world-class experience for every client, every time? Do you have visual aids, scripts, and checklists for each step?)
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Introduce them to your Team (Does each team member have a clearly defined role with top 3 job duties?)
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Test Drive with Your Next 5 Buyers: "What do you think about my process and my team? Why don't you take it out for a test drive with your next 5 clients?"
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Schedule the Business Plan Meeting before you finish the Introduction!
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Step 5
LAND THE FISH
Captain "RB"
Watch how Captain "RB" finishes the fight with the fish and gets them into the boat.
Loan Officer
Watch our roleplay with PCP Head Coach Brian Smith and learn how to close the deal with a Business Plan / GPS and Business Agreement!
5 Parts to the Business Plan Meeting:
The Frame
1-Page Business Plan
GPS
Triangle for Trust
Business Agreement
Step 6
AFTERCARE
Captain "RB"
Watch how Captain "RB" maintains and handles the fish once he gets it into the boat so he can turn it into food.
Loan Officer
Call your Realtors every Monday to provide weekly accountability on their goals.
Use our Realtor Business Plan Tracker to keep all your agents goals in one place so you can reference them during your Monday calls.
Give them a copy of our Lead Tracker and Pay Log to help them track their income, closings, and leads.
Get together monthly to make adjustments, if needed, and celebrate you both hitting your goals together every 6 months!
