Instructor Edition


Instructor:
Timing: 3 hours
Take-Aways of This Chapter:
An agent’s database is the most important business tool; it is imperative that
the new agent establish this practice right away.
 Understanding what a database is
 Understanding of how a database will benefit business
 How to set up and organize a database
 How to systematically communicate with your database
IMPORTANT!
1. Daily Report Out – Instructor, you MUST do this every class! It is
essential to the participant’s success to establish this habit and for you
to hold them accountable.
2. Daily Calls – every class will include Real-Play calls
3. Feeding Your Database
4. Organizing Your Database
5. Create a Campaign
Note:
This is an activity-heavy power session.
For today’s class make copies of the example Database Spreadsheet hardcopy
for all Cappers in Training to use to replicate an online database. (Find this in
your Toolkit on the Ignite course page on KWConnect.) This is a paper database
and meant to help the participants build the habit of creating and working with
a database for the success of their business. There is also a link to an Excel
spreadsheet in the Toolkit. And for those who are comfortable, have them use
eEdge in class!

Remember that the student benefits from doing the actual work in class with
your guidance and support! You are the hero who helps them achieve!

You will be showing and discussing one video in this Power Session. Have it
loaded and ready to go.
Daily Report Out – Daily 10/4............................................................................................... 7

Your Database Is Your Business! ......................................................................................... 17

1. Contact ................................................................................................................................. 21

2. Classify ................................................................................................................................. 25

3. Campaign ............................................................................................................................. 28

Become a Database Master ................................................................................................... 34

Action Plan .............................................................................................................................. 35

Prepare for Your Next Class ................................................................................................. 36

Recall and Remember............................................................................................................. 37

 Instructor:
Cover this page
thoroughly and
make sure
everyone is ready
Build the most important tool you will ever have as an agent—your database of
contact names and information. to move forward!
They are expected
Lead generate for business—make calls to find ready buyers and sellers.
to do a lot in this
Add new contacts to your growing database. classes and are
Organize and categorize your contacts for targeted marketing. expected to have
completed all Pre
Put your contacts on marketing campaigns—to stay top of mind for when they
are ready. class Missions.
Ignite has been
designed with

To maximize your learning, your Ignite Faculty is committed to: their success in
mind, which
Show great role-model videos in class.
means there will
Devote the majority of time on activities in class. be a lot of
Role Model what it takes to be highly successful. Guide and support the “DOING”, not just
Cappers in Training by holding them accountable to their Daily 10/4 and pre-listening and
work Mission, and during the phone call activity make calls along with the
class. learning. Doing is
where the
learning happens!
Remember there
are expectations
for you too! Help
students be
successful! Be
sure to review the
videos in the
Mission prior to
class.
Instructor:
Hold students
accountable for this
work.
Ask for a show of
hands of those who
completed the pre
work.
Students must have
completed their
eEdge Profile for the
exercises in this
session.
If they have not,
allow a few minutes
to complete.
Ask for feedback and
aha’s on the videos
(they take about 30
mins. total to watch.)
Ask:
Did everyone bring
their contacts list
and their laptop or
tablet to work on?
The Daily 10/4 is your most important business activity!
Using your smartphone, tablet, or laptop, go to Daily104.com (www.Daily104.com).
You will be asked to log in with your new KW login if you’re not already logged in.

You’ll find instructions to use myTracker on the screen (see arrow)

Click on “Enter Daily 10/4” in the lower left corner and enter your activities for
the day.
1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

Instructor:
 Ask each Capper in Training to report on their Daily 10/4. Record them in this
table, or better—on a white board or flip chart in the front of the room.
 They tell you how many of each, and then the cumulative amount.
o For example, they added 10 contacts on Monday and 10 contacts on
Tuesday. So, one Tuesday they would report 10/20 for 10 today and a
cumulative of 20 for the week.
 Instructor:
Remind
participants
Begin by saying an affirming message out loud. that Real-Play
“I always come from contribution. People will welcome my call.” is money-
making
Get your phone and your list of contacts and call people you know (Mets) and
any referral names you were given by your Mets. activities done
in the
Use scripts provided: the same one you used on Day 1 and a new script for
calling referrals. classroom
Reminder: Comply with with the
 Goal #1: Call for 15 minutes and make federal and state Do Not
support and
contact with as many people as possible. Call (DNC) and spam
laws and the policies of guidance of
 Goal #2: Ask for referrals from each contact. your local Market Center. you and fellow
 Goal #3: Offer your KW Mobile Search App to each contact. students.

Record your results below. Remind them

that you are
serious about
them being

1. successful in
this business!
2.

3. Scripts for
today are on
4.
the next three
5.
pages.
6. Remind them
to practice
7.
these scripts
DAILY!
Time: 15 minutes
Use the scripts you learned on Day 1 (next page). If you’re calling a referral, use this one.

Hi , my name is with Keller Williams Realty. Your name was given to me by a

close friend of both of ours, (your Met’s name), and he/she said that I should give you a
call. Is right now a good time to talk for a couple of minutes? Excellent!
(Your Met’s name) said that you were thinking about (buying/selling) a house in (time
frame for buying/selling) and asked if I would please give you a call. He/She and I both
want to make certain that you are in great hands and that you have the very best, so
that’s why I’m calling.
Since everyone likes to know what houses are selling for, I’d like to share my real
estate app with you. You can see what’s going on anywhere, from your street to any
place in North America! It’s free, there’s no cost to you, and I can send you a text to
link to it. Does that sound good? Great!
If they are buying …
Have you seen anything you like thus far? Great!
Are you working with any other agent? No? That’s good.
If they are selling …
When are you planning to move?
Have you listed your house with another agent? No? Excellent!
Continue …
The next step is for us to get together. I can answer all your questions and explain
how the entire process works. It will only take about 20 minutes. Can we meet today
or would tomorrow be better for you?
If no thanks …
I understand. Just so you know, I have a wealth of interesting and timely information
about the real estate market in your area, and I’d love to send it to you. Let me make
sure I have your current email and address.
And do me a favor, please. If you hear of someone with a real estate need, will you
keep me in mind? Great. And, after you download the app and try it out, send me a
text and let me know how you like it. I’d appreciate that.
Thank you for your time today, and please let me know if there is anything I can ever
do for you.
1. New to Real Estate
Hello, this is _______! Do you have a moment? I’d like Rest of Script
to share the exciting news that I have become a real estate
agent with Keller Williams Realty. First, I’d like to share my real estate app with you. You
can see what’s going on anywhere, from your street to any
With this new partnership, I have all their knowledge
place in North America! It’s free, there’s no cost to you. I
working for me. Plus, my clients get all my enthusiasm
can send you a text so you can link to it. Does that sound
and hard work. I thought about sharing this with you
good?
because I knew you would be someone to help me grow
my business. And, I’d like to ask: who might you know from work,
your neighborhood, or a group you belong to who’s
interested in buying or selling a home or investing in real
Continue with Rest of Script.
estate? Can you think of anyone right now? Thanks for
2. New to Keller Williams taking a moment to think about it.
I have a wealth of interesting and timely information
Hello, this is _______! Do you have a moment? about the real estate market in your area, and I’d love to
I’d like to share some exciting news with you. Usually, send it to you. Let me make sure I have your current
I’m the one helping people make a move. This time, I’m email and address.
the one who moved! I’ve moved my real estate business And do me a favor, please. If you do hear of someone
over to Keller Williams Realty, and just because my
with a real estate need, will you keep me in mind? Great.
company name has changed, the level of service I offer to And, after you download the app and try it out, send me a
clients hasn’t. My clients will continue to get all my text and let me know how you like it.
enthusiasm and hard work. And as you already know, I’ll
do whatever it takes to help people. May I count on you Thank you for your time and help, and please let me
to help me grow my business? know if there is anything I can ever do for you.

Continue with Rest of Script.

3. Remind Them You’re in Real Estate
Hello, this is _______! Do you have a moment? Rest of Script
It’s been awhile and I’d like to apologize for not
First, I’d like to share my real estate app with you. You
staying in touch. I’ve been busy growing my real
can see what’s going on anywhere, from your street to any
estate business and working with great clients like
place in North America! It’s free, there’s no cost to you. I
you. I wanted to share with you that I have a
can send you a text so you can link to it. Does that sound
personal goal to help ___ (#) families get into the
good?
home of their dreams this year. As you already
know, I’ll do whatever it takes to help people. And, I’d like to ask: who might you know from work,
May I count on you to help me reach my goal? your neighborhood, or a group you belong to who’s
interested in buying or selling a home or investing in real
Continue with Rest of Script. estate? Can you think of anyone right now? Thanks for
taking a moment to think about it.
4. New to the Area I have a wealth of interesting and timely information
about the real estate market in your area, and I’d love to
Hello, this is _______! Do you have a moment?
send it to you. Let me make sure I have your current
I’d like to share some exciting news with you. I email and address.
have moved to _____ (new town) and I’m with
And do me a favor, please. If you do hear of someone
Keller Williams Realty, and I thought about
with a real estate need, will you keep me in mind? Great.
connecting with you because I knew you would
And, after you download the app and try it out, send me a
be someone to help me get my business going in
text and let me know how you like it.
_____ (new town). May I count on you?
Thank you for your time and help, and please let me
know if there is anything I can ever do for you.
Continue with Rest of Script.
 Instructor:
Have
participants
Write a note to 2 – 3 people you called to thank them for their time. write two
notes to the
people they
just called.
Thank you for taking the time to chat with me today. It was great to catch up
with you and let you know what I’ve been up to with my business. I’m Congratulate
thrilled to be with Keller Williams and I am available to you at any time, to them for
be an asset and resource to you, your family, and your friends. Please call me
whenever a question or need comes up. I’ll stay in touch. I appreciate you making
and I wish you all the best. progress on
their Daily
10/4 already!

Thank you for taking the time to chat with me today. It was great getting to
know you and I look forward to helping you. Please know that I am available Note: If
to you at any time, to be an asset and resource to you, your family, and your anyone forgot
friends. Please call me whenever a question or need comes up. I’ll stay in
touch. I wish you all the best!
notecards, ask
to borrow a
few from a
Enclose a business card in each note, stamp, and mail from your Market Center.
fellow
student, or
Time: 5 minutes (optional)
have
participants
buy notecards
from the
Market
Center.
Stress how
important this
step is.
At the end of day one of Ignite, you committed to adding 200 new contact names to
your database, correct? Let’s get into the whys and hows of growing a database by
putting the topic in perspective.

If you use email—and who doesn’t—you undoubtedly are inundated with notices from
companies whose websites you’ve visited or ordered from, right? (Think Amazon,
Zappos, Groupon, etc.)

When you buy groceries with a membership card or shop at Target with their branded
credit card, do those companies give you coupons or send you messages about upcoming
specials?

Instructor: Another example …

____________________________________________________________
Bed Bath & Beyond - like grocery stores, they use coupons and “store
____________________________________________________________
cash” to customers to entice them to come back, buy more, and shop
more____________________________________________________________
often. They also send mailers to nearby addresses of potential
customers who can obviously get to the physical location. In addition to
____________________________________________________________
a website and mobile app that both offer special coupons and company
____________________________________________________________
information, they still opt to send coupons in the mail because it works!

Instructor:
_____________________________________________________________
Tell: _____________________________________________________________
Reminds you that they are still in the business and your place for that
shopping need. You can do the same with touch campaigns, which we will
_____________________________________________________________
cover a little later.
_____________________________________________________________

_____________________________________________________________
Instructor:
Explain how Targeted marketing first identifies a specific segment of an overall
_____________________________________________________________
Targeting market and then tailors a marketing plan to the habits and preferences
_____________________________________________________________
Marketing of that market segment—is an important strategy for success.
_____________________________________________________________
Campaigns are
successful in
Real Estate. For example, the company Glaceau began to market its vitamin-enriched water to men
and women between the ages of 18 and 49 who indicated that they were interested in
health and fitness. Because of this targeted marketing, the Glaceau Smartwater brand
Tell: grew approximately 28 percent in less than a year.
This Power
Why do companies, governments, and many other entities keep detailed information on
Session will people? The answer is … data is valuable!
cover how to
build your
business with a “Information is power.”
database so
you can target
the correct
audiences and
Instructor:
_____________________________________________________________
be smart with
Ask how this relates to them as real estate agents. The goal is to have
your marketing _____________________________________________________________
them self-discover the value of having contact names and information
dollars. _____________________________________________________________
and target market to them!
_____________________________________________________________
Database

Your Database on Steroids – eEdge!

eEdge:
Database
Management
System

Instructor:
Tell: Ignite helps
you establish the
 Your database is much more than just a list of contacts: It’s a living record of
habit of
all your business relationships—current and potential.
generating leads
 Your database is a tool to nurture and manage those relationships—to
three hours a
schedule and track every interaction you have with each person in it.
day. After all,
 Your well-tended database produces leads. A powerful database managed by a
you need leads in
powerful schedule produces a predictable flow of leads. And from a
predictable flow of leads you can expect a predictable flow of business. order to have
sales, closings,
and income. And
The size of your database will determine the size of your bank account. that’s what you
intended, right?
 According to the National Association of Realtors survey 2014 …

88% of clients would use their agent again, only 12 % do.

Instructor:
NAR also tells us that, on average, people move every 10 years. With 10 years
between transactions, agents who don’t leverage systems to stay top of mind
with their contacts end up experiencing clients who use a different agent.
Eventually in your career, you are going to hear an agent complain indignantly
that a friend, family member, neighbor, or past client used another agent. If you
were to ask that agent if they had used a system to regularly contact their
database to remain top of mind, what do you suppose their answer would be?

Databases make customer information easy to handle and can help improve service and
strengthen relationships.

 Mailings, emails, telemarketing and customer service activities are much more
straight-forward when you have instant access to the contact details of all
your customers and prospects and information about all your dealings with
them.

 By knowing your customers better and keeping in touch regularly, you can
improve your sales
 First and foremost always prospecting for NOW business—people who are
ready to buy now or in the immediate future. This means:

 Meeting new people

 Asking for business from your existing database

 Asking for referrals from everyone you talk to

Leveraging your database marketing campaigns to stay top of mind with

everyone in your database.

To keep a steady flow of business, you must do both!

Instructor:
Ask this
question and
Instructor:
provide the
Tell: You won’t!
answer.

The goal is to stay in dialogue with them regularly enough so that one or both of the
following occur:

You are the first to contact them shortly after they make the decision to buy or
sell.

You are top of mind so that if they take action before your next scheduled
touch to them, you are the one they think of and call!
Instructor:
Find this video
online on Ignite
on KWConnect,
 Watch the video “Benefits of an Organized Database”.
under
Instructor  What are your aha’s?

Resources for
this Power Time: 10 minutes
Session.
Play the video
and ask for
aha’s.
And, as we saw from the video, when you have a well-organized database, your lead
generation goes smoothly and successfully. This is why you agreed to add at least 200
new names to your database by the end of Ignite!

To maximize your database, you will follow three steps:

Contact

Classify

Campaign

Instructor:
Begin with the people you know and who know you—Mets, or Sphere of Explain the
Influence. This includes family, friends, neighbors, former coworkers, school Keller “lingo” of
mates, team mates, etc. This group is your source of new business, repeat
Mets, Referrals,
business, and referrals.
and Haven’t
Add Haven’t Mets—people who don’t know you ... yet! You will connect with
Mets, as defined
them to ask about helping with their real estate needs. This group is a source of
new business, and you’ll learn more about how to find these later in the course.in The
Millionaire Real
Add Referrals—Remember, you’ll be asking everyone from your Mets group
Estate Agent.
for a name, or several names, of people they know who may be thinking of
Instructor:
buying or selling in the near future. Referrals may be hot leads and are golden!
Explain what a
geographic farm
is.
 Sources of Haven’t Mets

 Your neighborhood or geographic farm

 Sports team mailing lists

 House of worship rosters

 Club or Organization membership lists

 LinkedIn contacts

 Facebook/Twitter/Blog followers

 Geographic farms (targeted neighborhoods)




Another Source of Haven’t Mets

Technology
Tip

Instructor:
Point out the
instant
notification
features of
eEdge, their KW
website, and
their KW App.

Receive immediate alerts from your website and mobile app.

 Ask for their business. Instructor:
Review these
Ask for referrals.
three goals for
Provide value and gather more information to build and nurture the
Contact.
relationship.

Keep in mind why you want their information—to build the relationship. You’ll want as
much data as you can gather for each person.

 Name  Marital status

 Address  Children

 Email  Pets

 Phone numbers  Own/Rent

 Social media  Length of time in current home

In fact, not having all the information is a great reason to make another call and ask.

For today’s class your Ignite Faculty has provided a paper version of a database
spreadsheet. (This is also available on KWConnect under Ignite Sessions.) You will use
this spreadsheet during your activities today. After the class you can upload this
information into any online database you choose to use for your business.
Instructor:
If you have not done so already, pass out copies of the example
Database Spreadsheet (find in the Toolkit) to the Cappers in Training.
There is also an electronic version in Excel on the Toolkit. They can use
the paper or electronic version for the activities in class. And encourage
them to use eEdge!
Instructor:
No excuses!
Now that you understand the importance of feeding your database and the Daily 10/4,
They can use let’s do it.
the printed or
Add at least 10 contacts using the Database Spreadsheet.
electronic
version of the Include as much information as you can for each contact. If you don’t have all
means of contact—for example, the records below have some “holes” of
Database missing data—get it!
Spreadsheet.
a. Remember, this always makes for a great opportunity to reach out and ask for
Have them the information.
enter whoever
they can think
of. Suggest
they get
names from
their cell
phone and
social media
contacts.
Time: 15 minutes
The point is to
get them to
start a
business
database! Instructor:
Debrief activity. Ask for aha’s.
 ____________________________________________________________

 ____________________________________________________________
 Instructor:
Explain the

After speaking with a contact and asking a few questions about their needs, the next stepimportance of
is to classify them according to their needs in your database. Are they a buyer, seller, categorizing
or both? Are they a member of a particular group you’re targeting—a neighborhood, a each contact in
religious group, or a sports team?
the database.
Organizing your database will enable you to better service your customers and find new This makes it
business. For example:
easier to target
 Classify you contacts using Types the messages to
them. For
o Example types are Buyer, Seller, Buyer/Seller, Agent, Renter, Investor,
Vendor, etc. example, they
can send listings
 Classify your contacts using Groups
and helpful tips
o Create groups according to what makes sense for you. Examples
could be Business Relationships, School, Sports, Open House on buying to
Contacts, etc. buyers, and

o Groups will also help with targeted marketing. Knowing what group send
the contact is in will help determine which marketing campaign will information
best resonate with them. about what
homes are
selling, how
quickly, and for
what price to

eEdge: sellers. It’s a

Database way of making
Management each contact
System
unique.
Instructor: Your next priority is to assess how ready and motivated this lead is. The following
Explain why are some sample questions to quickly determine their readiness and motivation for acting
now.
qualifying
contacts is  When do you need to be in your new home?
important. If
 What is your time frame to sell?
they find out
(by asking
 Where are you going and when do you need to be there?

questions) that
a person is
looking to buy
a home in the
spring, they Instructor:
can know how Act on it immediately! Call and set the appointment
NOW before another agent reaches them.
“hot” the lead
is, and be
more
aggressive
about closing
for an
appointment
with them. Spending Your Time Wisely
Remind them Some leads have more pressing needs than others, so by qualifying them right away, you
that most can clearly see which ones require your immediate attention. For contacts with no
immediate plan to buy or sell in the near future, put them on a drip marketing campaign
contacts will
to automate regular touching, so that you don’t spend more time then absolutely
be Active— necessary.
meaning will
buy/sell
sometime in
the future,
Hot—ACT
NOW! or
Inactive.
 Instructor:
Have
participants
Now let’s use your Database Spreadsheet to classify your contacts.
get to work
1. Classify by Type with their
database!
 Categorize each of your contacts by Types. For example: Buyer; Seller;
Buyer/Seller; Agent; Renter; Investor; Vendor; or Other.
Some may use
2. Classify by Group
eEdge.
 Categorize each of your contacts by Groups. Again, this enables you to
If you are not
automatically target market to these people by group. Examples:
comfortable
o Family School
helping
o Friends Sports Teams students,
o Work Contacts Open House Contacts make sure you
have someone
3. Qualify/Status
knowledgeable
 Qualify each of your contacts into a Status. Examples include: Hot; Cold,
of eEdge in the
Active; or Inactive.
room to help.

Time: 15 minutes
Instructor:
Debrief activity.

 ____________________________________________________________

 ____________________________________________________________
Instructor:
Remind them
how Now that you’ve put contacts in your Database Spreadsheet and classified and qualified
each one, it’s easy to put them on a targeted marketing campaign. Here are Keller
important it is
Williams Realty, it is called a Touch Campaign.
to put EVERY
CONTACT on
a campaign,
and how
eEdge is set- Touch Campaigns (targeted marketing) focus on a primary audience for a specific
it-and-go product or service, concentrating efforts on advertising to those most likely to respond.
technology! Targeted marketing is usually much more effective than mass marketing, which tends not
to consider the qualities of the contacts who view an advertisement.

Evaluate your organized database and identify a primary audience who are most likely to
respond to your targeted marketing efforts. For example, targeting newlyweds or families
with children graduating from college.

eEdge:
Database
Management
System
What Do the 8 x 8 and 33 Touch Consist of?
Instructor:
Remind them
that ALL of
A series of 8 touches in 8 weeks. To connect with someone for the this is already
It includes a combination of: first time in your role as a Keller built into
Williams associate.
 personal visits eEdge. They
Everyone you know or meet should don’t have to
 phone calls
go into an 8 x 8 first. develop
 Items of Value (dropped off
anything. The
or sent)
campaigns
 handwritten notes
even remind
A series of 33 touches in a year. It To nurture your relationships over them when to
can include the following: time, after the initial 8 x 8 campaign. call or send a
 A combination of 14
note card!
mailings, letters, cards, All Mets in your database should go
emails, or drop-offs on a 33 Touch eventually.

 8 thank-you or thinking-of-
you cards

 3 phone calls

 4 personal observance cards

(e.g., birthdays,
anniversaries, Mother’s or
Father’s Day, home
purchase anniversary, etc.)

 4 holiday cards
Campaigns are meant to offer value to your contacts.

 What items do you think would be valuable to your contacts?

______________________________________________________________

______________________________________________________________

______________________________________________________________

 How do you think these Items of Value would bring value and impact your
contacts?

_____________________________________________________________

_____________________________________________________________
Instructor:
Guide a discussion about Items of Value; new agents may not
know what to deliver to their contacts and the benefits of these
items.
Example Items of Value:
 Market statistics
 Business journal articles

 Local points of interest

 Chamber of Commerce information
 Preferred vendor lists
 Homestead exemption form (in January)
 List of rebates for homeowners
 Interesting articles
 Local calendar of events
 Your local title companies can be great resources for
information
Instructor:
Explain how
putting your
Mets on an 8
x 8 then on a
33 Touch will
span 14
months.
Instructor:
Discuss name
brands that Both campaigns contain a variety of ways to stay in touch with your contacts on a
consistent basis through emails, and reminders for you to call, visit, or write them.
are “top of
mind ” that The goal for these touch campaigns is for all contacts in your database to think of you as
their go-to person for all things real estate.
people think
of
automatically.
eEdge:
Potato c hips? Database
Lay’s. Cola? Management
Coke. Tissue? System
Kleenex.
Ask: How did
they get to be
top of mind?
Answer: With This is how you’ll stay top of mind!
regular
messaging
through
advertising.
You can do it
through touch
campaigns.
 Instructor:
Now that you have added contacts to your Database Spreadsheet and organized them Have them
into groups, put them on campaigns. decide which
Decide which campaign would be the best for each contact you have entered oncampaign for
your Database Spreadsheet. each contact
based on the
campaign
Enter the type of campaign on your Database Spreadsheet.
information
we have gone
over.

Time: 15 minutes

Instructor:

 ____________________________________________________________Debrief activity.

 ____________________________________________________________
Instructor: The key is to add contacts as soon as you get them and put them on campaigns
immediately.
Hammer
home the
point that
Get their contact information.
their job is to
Add them to your database.
lead generate
for names As soon as you
Follow up with a handwritten note.
every day, put meet someone new Put them on an 8 x 8 touch campaign and
them in their follow it.
database and Follow the 8 x 8 with a 33 Touch.
launch them
Thank the referral source and reward the
on
action! Send a handwritten note.
campaigns!
Get the referral’s contact information.

Add them to your database.

As soon as you get Call, classify, and qualify them.

a referral
If they are “Hot”, get an appointment!

Put them on an 8 x 8 touch campaign and

follow it.

Follow the 8 x 8 with a 33 Touch.

Your daily lead generation activities, paired with systematic touch systems, will yield
results when implemented purposefully and consistently. Your goal is to “out-touch” all
other agents.

Stay top of mind with 8 x 8 and 33 Touch campaigns.

 Action Plan

Prepare for Your Next Class

Recall and Remember

Continue to add contacts to your database.

Create groups in your eEdge database for organization.

Add all your contacts to your groups.

Put all your contacts on a campaign.

Prepare for the next class. Download the pre work.

Find homes for preview.

Bring your phone, laptop/tablet, and database to every

class.
 Prepare for your next class by completing the Mission prior to the next scheduled Ignite
Power Session.

Download your Mission for the next class from Ignite on KWConnect.

Instructor:
Ensure that
participants
know how to
access their
next Mission!
 Instructor:
A powerful database produces leads. A powerful database managed by Allow time for
_____________________________________________________________________
a powerful schedule produces a predictable flow of leads. Only with a Cappers in
_____________________________________________________________________
predictable flow of leads can you expect a predictable flow of business. Training to
It’s also a tool to nurture and manage relationships—to schedule and
_____________________________________________________________________ complete this
track every interaction you have with each person in it. The size of your Recall Sheet.
_____________________________________________________________________
database will determine the size of your bank account. Ask for their
answers
before
To stay “top of mind” so when they think of real estate, they think of
_____________________________________________________________________
supplying the
me. They come to think of me as a source of valuable information and
_____________________________________________________________________
correct ones.
they trust me.

Instructor:
_____________________________________________________________________
A series of 8 touches in 8 weeks.
_____________________________________________________________________

Instructor:
_____________________________________________________________________
A series of 33 touches in a year.
_____________________________________________________________________

200 new +
How many new contacts in your KW eEdge database by the end of Ignite? ____
your
existing
How many new contacts do you have today? _______
Mets.
Instructor:
Have participants fill in their aha’s individually, or brainstorm as a group.

What are your aha’s?

Instructor:
Ask: How will you translate your aha’s into concrete changes in your
behaviors? Example: Aha—I need to practice my scripts. Behavior Change—
find a script partner and
What schedule
behaviors do you time.
intend to change?
Action:

Instructor:
Tell: List out the tools you will use to achieve real behavior change.
Examples: Accountability tool, timeblocking on calendar.
What tools will you use?

Instructor:
Tell: Evaluate what kind of accountability will sustain your behavior change.
Is this an accountability partner? Mentor? myTracker? Be realistic. The best
accountability system is the
What does ONE you
accountability willlook
for this use.
like?

Instructor:
Ask: Think of the results you want to achieve. What are you doing to get
there? What do you have? What will you do?
What will you achieve?
 Instructor:
Explain the
importance of
these resources
Ignite Your Productivity with KW Technology Videos:
to “enhance”
 Build Relationships with the 8 x 8 Campaign 4:54
their learning.
 Cultivate Relationships with a 33 Touch Campaign 4:46 The videos,
tools, and books
 Get Database into Shape 10:38
mentioned are
 Increase Your Database IQ 14:11 for serious
eEdge myMarketing Videos: learners!

 Stay Top of Mind with Automated Touch Campaigns 8:17

Point out how
 Create myMarketing 8 x 8 Campaigns 5:45
important these
 Create myMarketing 33 Touch Campaigns 5:05 can be to their
success.
 Measure Your Marketing Campaign Performance 3:13

Other:

 Database Matters 4:40

Ignite Training Calendar

Get Ready to Preview Homes

Home Preview Checklist

Database Spreadsheet
Keller Williams Facebook Page–
https://www.facebook.com/KellerWilliamsRealty

KW Blog–http://blog.kw.com

Inman–http://www.inman.com

Your Market Center Facebook Page

Your Name: ________________ Market Center: _______________ Date:
_______

Page # Change

Scan and email any course corrections or changes to [email protected].

Or mail to:
Keller Williams University
1221 South MoPac Expressway, Suite 400
Austin, Texas 78746