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12,000 + members and growing 
Jonathan Zabrocki
About Jonathan Zabrocki
• Closed 40 million in production this year working 12-15 hours a week!
• Is very expensive (some realtors have paid me over $140,000 for 1 years
of real estate consulting)
• Is known as the Highest Paid Real Estate Consultant
* Rarely does events like this
• Is know to get his clients results faster and more sustainable then they
could on their own
• PASSIONATE about helping realtors:
• Make a Fortune
• Make a Difference
• And Build a legacy
Self Awareness Attitude Quiz
Question?
• Little Self
•Big Self
The World
Is
Set Up For
You
To Succeed
…now get out of
your own way
When
Your
In
Reaction
Mode, what
generally
Happens?
The world
needs more
BIG
players… just
Like YOU!
Change
Yourself
TO
Change
Your World
Listening 101:
1. Ask a great question
2. Listing
“Tell
Me
More”
3. Thanks for sharing
When performance is
measured, performance
Improves
What’s your Goal for today?
What’s your goal the
next 60 minutes?
I am:
Alive
Excited
Full Of Energy
What stops you on the
Phone, stops you
Everywhere else in your
Life.
Start to become aware of
Your other avoidance
behaviors
• Attitude
• Prospecting
• Presenting
• Asking
Qualities Of A Five-Star Probable Purchaser (Lead)
You can’t create Five-Star Prospects (Leads), you can only FIND Them!!
They are Ready, Willing & Able
1. They are ready & willing to engage in a dialogue
2. They are ready & willing to be friendly and
cooperative
3. They are ready, willing & able to act with in the next
12 months
4. They are ready, willing & able to buy and/or sell
their home at market value
5. They are ready, willing & able to have you a our
group serve them
SW-SW-SW-SW
To earn the most in the last amount of time focus on:
A. Someone who is gong to buy and sell a home at
the same time
B. Someone who is going to buy and sell a home in
the $400-900K total range
Question?
If you had to choose, which is better…
Buyer
Seller
40 hours
You doing all the work
House Warming Party
10 hours
15,000 realtors helping
Listing/Pending/Sold
Times 1 = $250k
Times 4 = $1 Mil
Earn Less & Work More
Earn More & Work Less
Easy As ABC!
(You must be Persistent, Consistent, and Urgent)
Leads
Provide Value
IC-Initial Consultation
Look at homes
List a home
Pending
Celebrations
How The ABC Process Works
•A
4 leads a week…Thus 16 leads a month
•B
2 IC’s a Week…Thus 8 IC’s a month
•C
•D
25% Conversion = 2 Transactions a month
** $250k Home Price=$500,000 Month/ $6,000,000 Year
** $350k Home Price=$700,000 Month/ $8,400,000 Year
50% Conversion = 2 Transactions a month
** $250k Home Price=$1,000,000 Month/ $12,000,000 Year
** $350k Home Price=$1,400,000 Month/ $16,800,000 Year
How
Will
You
Make
buying
a home
Fun?
Think you can
Or
Think you can’t
Either way you are correct.
--Henry Ford
How
Will
You
Make
Selling
A home
Fun?
Where Is Your Level Of Commitment:
•
•
•
•
•
•
•
•
•
I wish
I would like
I want
I need
I must
I can
I am going to
I will
I am becoming
I am
Get to the worst case scenario
as quickly as possible
Commit to yourself, 100%
Your next 30 days, what will
They look like?
3 Key Questions To Ask:
• What’s the Worst Case?
• What’s the most likely case?
• What’s the Best Case?
My Life:
What are my results going to do for me?
Lead focus
1)Sales + 2)RIHT
2012
_______________
_______________
_______________
_______________
____mil ___mil
$______+ $______
2013
_______________
_______________
_______________
_______________
____mil ____mil
$______+ $______
2014
_______________
_______________
_______________
_______________
____mil ____mil
$______+ $______
This allows me to:
Right now I feel GREAT anticipation about my future. I have felt like this before. This time it will be different as
I will take action and follow through completely on my commitment to myself.
Today I,__________, commit to making it happen
I choose to create a lucrative, referral-based business which will result in a rewarding service career and
fulfilling life. I will achieve this by continually implementing the systems and strategies I have learned thus far
at the ZREG.
I will not waver on this commitment to myself. I choose to act in spite of fear. Today I agree to do this.
1)
Closed Sales by end of: _____________________________
2)
Tasks to achieve that goal I will:
A.
3)
Do the weekly musts with Remarkable A/P/P/A
Do it
Signed:_____________________
Dated:_____________________
I am willing to be held accountable by the ZREG to achieve these results I have committed to
achieve
Common Question Others Will Ask You!
• Communication is about asking great questions &
listening
• Paint yourself; be very deliberate; don’t let other’s
describe you
• You make your future with your language skills
• You get what you attract -> whatever you prepare for
will appear
• What YOU have to say is important – Be responsible
for this
A.
B.
C.
D.
What do you do?
How’s Business?
How’s the market?
Do you have a business card?
What Do You Do?
• Thanks for asking. I am in the business of
making dreams come true; I am a professional
Real Estate consultant. When was the last
time you thought of moving?
How’s Business
• Its going well AND I always have time for you,
your friends and family, in Fact…
How’s The Market?
• Experience shows it all depends on where you
live, where do you live?
– Well, what I do for friends, family and clients who
live in (City) is keep them informed on what other
homes are going for in (City) by sending them a
quick email once a week. They love knowing what
exactly is going on at all times in (City), I would be
happy to do the same for you, what’s the best
email?
Do You Have A Business Car?
• Here is my card but the best way is to simple
give me a call with their name and phone
number and I would be happy to follow up
with them for you.
7 KEY Communication Skills
It’s all about serving the client and helping them succeed!
1.
2.
3.
4.
5.
6.
7.
Build Rapport
Qualify (Find the need)/Dis-Qualify
Build Value
Create Desire
Overcome Objections
Close
Follow-Up
Build Rapport
• Goal: Establish trust so that they know and feel that they
are working with an expert
– What’s new in your world?
– What can I do for you?
– Frog or Ford
• Remember:
–
–
–
–
–
–
–
–
Hi I am ____, and you are?
Look them in the eye and be overtly friendly
Say their name 5 times
Say, “Tell me more…” lots of times
Commiserate, mirror, find common ground
Ask great questions
Be more interested in them than anyone else has ever been…
8 seconds about you personally and then back to business
Qualify (Find the Need)/Dis-Qualify
• Goal: Find out what the prospect is looking for
and what factors will influence them to buy or
sell
– What has you thinking of moving?
– Tell me, what do you want to be enjoying your
new home?
– What’s holding you back?
– At what price would you get excited to buy this
house?
Build Value
• Goal: Now you are ready to build value around your
product & service
– We recently helped a family just like you, by the way, how much
do you know about us?
– 1 to 5 minutes of you now building value and letting them know
our reputation in the marketplace---The Initial Consultation
Book, in essence our core story, use examples, explain how
realtors work, let them in behind the scenes.
• Remember:
–
–
–
–
–
Look them in the eye and be overtly friendly
Say their name
Keep involving them in the conversation
Target everything towards the benefits they will receive
We are not going to let you down
Create Desire
• Goal: Make them want our product & service now
• Buy:
–
–
–
–
Money going down the drain
“Freeze Frame”
Live your Dream Now
Best Financial decision you will probably make in your life
• Sell:
–
–
–
–
$ Double Payments
“What would it feel like…”
“Move On…”
“Move Up…”
Overcome Objections
Feel-Felt-Found
• Goal: What are their 8.4 objections and put them to rest
• Hmmmmmm
• Acknowledge it---”Hmmm, that’s great!”
• Isolate it—”Is “bland” the only reason you would not go
forward?”
• Now its up to you to sell, go back to Building Value/Create
Desire
“If I could_________, Would you__________?
Close
• Goal: Leave with the order
• You will need to help make decisions. Its ok to make them feel a
little pressure, either you will lead them to their success or they
are going to someone else who will do that for them.
• Assume the sale
– There is NOTHING more that increases sales like closing
The only reason someone fails to close is because of their own falst
fears of failure and / or rejection!
• Would that be helpful to you?
• Smile and not at the end of a question
Follow Up
• Goal: Get 2 referrals by the time closing occurs
• Follow up more often then you think you should, ie if you
think you should call tomorrow---call today, if you think
you should call in 4 days, call in 2 days.
• What crazy/insane person would go through all these
steps and then not
A. CLOSE AND FOLLOW UP with persistence and urgency?
About Jonathan Zabrocki
• Is very expensive (some realtors have paid me over $140,000 for 1 years of real
estate consulting)
• Is known as the Highest Paid Real Estate Consultant
* Rarely does events like this
• Is know to get his clients results faster and more sustainable then they could on
their own
• PASSIONATE about helping realtors:
• Make a Fortune AND
• Make a Difference
• Build a legacy