FAU Tuesday – Quick Start Checklist

Day Two of Forever Agent University focuses on guiding buyers with confidence through every step of the homebuying journey. You’ll learn proven buyer success strategies, how to set expectations, and ways to build lasting trust. This session equips you with the tools to turn buyers into clients—and clients into raving fans.

Your To Do List:

• Task #1 – F.O.R.D.
  • Ninja Selling teaches the F.O.R.D. philosophy. It’s about asking questions, listening, connecting, and serving, which naturally leads to trust, loyalty, and success.
  • RESOURCES: Review and implement the F.O.R.D method in your approach to meeting with buyers. It’s a super effective framework that guides conversations, builds trust and rapport by focusing on what matters most to people. See flyer here. 
• Task #2 – Six Key Steps
  • Commit to learning and practicing the “Six Key Steps to a Successful Purchase”. Memorize each step, why it’s important, what you will do, and what it means to the customer.
  • RESOURCES: Practice it alone in the car, in front of a mirror, to your spouse, with other agents, with your broker, and be ready to go when an opportunity arises. “In order to appear completely spontaneous your act requires very careful rehearsal.” When logged in to Cab Corner, go to MADI.
• Task #3 – Your Database
  • Continue adding to your Sphere of Influence (SOI) database. Add 15 new contacts per day (5 per day – Monday – Friday). Be sure to take notes during your conversation for future reference.
  • RESOURCES: Review Mike Ferry Scripts. Go to https://www.mikeferry.com. You may need to create an account (no charge). Then from the top menu click on resources, downloads, then sales scripts. Look for the “Center Of Influence” scripts. Here is one more resource. 
• Task #4 – Sphere of Influence
  • Continue calling and using your script to your Sphere of Influence. Make at least 5 calls before next class.
  • RESOURCES: Click the link here to review the campaign.
• Task #5 – Buyer’s Guide
  • Review the personalized Buyer’s Guide, which is designed to help you walk your customers through every step of the homebuying journey. It includes key information about the buying process, market insights, timelines, and more. 
  • RESOURCES: Access all Buyer collateral here in MADI. 
• Task #6 – Overcoming Objections
  • Read the 40 Common Real Estate Objections (Mike Ferry) and familiarize yourself with the tough questions you may get from customers. We have attached the file below, please download it. Use this link to review scripts.
  • RESOURCES: View them here
• Task #7 – Ready to Go Kits will be useful
  • “Ready-to-Go Kits” are designed to create a polished first impression and provide immediate value at your initial consultation. See flyer here.
  • RESOURCES: The Buyer Kit helps make a strong first impression and sets the tone for a smooth homebuying experience. Include a welcome letter, a Buyer’s Roadmap, Buyer’s Six Steps to Purchase, Buyer’s wishlist, etc.. Add a list of trusted vendors. Finish with your business card and/or a QR code.
  • RESOURCES: The Seller Kit provides value up front and positions you as a professional. Include a welcome letter, the required agency disclosure, a Home Prep Checklist, and a “6 Steps to a Successful Sale” overview and more. Don’t forget to add your business card or a contact QR code.
• Task #8 – Generate Leads!
  • While in Forever Agent University (FAU), utilize all lead generating activities. First be prepared to add those tasks to your plan of action.
  • RESOURCES: Take 5-10 minutes per week to update your schedule to make sure it is realistic and achievable.

Nine Habits for Success

1. Daily Gratitudes
2. Show up! Stop opening my email first. Resist the addiction! Instead, do one hour of productive work first. Work “On” my business in the morning. Work “In” my business in the afternoon.
3. Write two personal thank you notes.
4. Focus on my Hot List daily. “Who can I write a contract with this week?”
5. Focus on my Warm List daily- work to convert this to your hot list!
6. Focus on my Customer Service Calls weekly.
7. Schedule two Real Estate Reviews this week.
8. Schedule 50 live contacts this week.
9. Update my database for property matches (weekly)
   

Homework 

1. Review BHHS Connect / BoldTrail Present
2. Review FSBO and Expired Scripts
3. Create a script to use with potential sellers