Hi Ballers,

Thursday's Hit the Mitts we struck gold when it comes to closing. Over the last few weeks we have been talking about the importance of breaking our listing presentations into two parts - a Benefits Presentation and a Price Presentation - for the purposes of closing the client first on the program/you (benefits) before moving to getting agreement on price.

Here's why this is so powerful:

1. You can hone in on any objections or misunderstandings on the program itself after giving your Benefits Presentation and handle those objections immediately instead of at the end when you're asking for the deal.
2. You can use this as a means to set a second appointment if you know a decision maker isn't present or that you are competing against agents coming later by withholding the Price Presentation until a later time.
3. You'll know if their primary objection is Price if they agreed on the Benefits part but then put the brakes on after you moved to closing on pricing.

We took this idea a step further in realizing that we can use the Game Plan and Marketing Authorization (or whatever official listing document you use) to signify agreement on both parts. This is a brilliant addition to our strategy because the Game Plan is more about process just as the program is and the Marketing Authorization commits the seller to a price.

So when you're thinking about the flow of your presentation, focus on doing a thorough Benefits presentation and tying the seller down on "Can you see that this program is clearly the best way for you to get the very most money for your home or to achieve the specific goals you have?" - once you can achieve agreement there, you seamlessly fill out the Game Plan with them.

The Game Plan includes their "Perfect Deal" section where you can then get them to tell you the ideal price they want which floats you into the Price Presentation. Once you achieve agreement on price you have total agreement and should walk away with a listing.

I'll include a rewatch of this entire HtM because it was so full of great material I want to be sure you get a chance to watch it.

Even better, be there. Those who come to Hit the Mitts list at a considerably higher rate than those who don't. Why waste your referrals by not growing?

Love you guys,

Monie

Your 72 SOLD Downline

Have someone to add to your downline? That's awesome. The best part is that not only do they get your support with the 72 SOLD journey, but they get to be a part of my coaching group where they get the most robust real world strategies to capitalize on their protected areas.

TIER VALUES

15-15-10

HOW DO THEY JOIN YOUR DOWNLINE?

1. They must be a member of the $72 a month option to purchase a ZIP code so if they aren't they need to do that.
2. Once they do, they will purchase their ZIP code. To have a downline themselves they must own a ZIP. There is a minimum $500 monthly ZIP value required to build a downline or to pay an upline.
3. They will go to the hamburger menu, select their profile, and type YOUR AGENT ID number in as their "sponsor"
4. Complete our 72 Ballers Network form (see below) to get connected with me.

WAIT... HOW DO I KNOW MY AGENT ID?

You go to your 72 National Account. Click the hamburger menu, then choose Profile... boom. Your Agent ID is right there.

Any and ALL of the people you talk to need to input you as their Sponsor. This builds your business and therefore you can help them build theirs.

ONE MORE IMPORTANT STEP

Once your person has purchased their ZIP code with you as their sponsor, send them this quick form to complete. This gets them connected to me so that I can start supporting them and creates a record that they are in your downline, just in case.

Here is the form

Rewatch our conversation about the 72 Sold Downline Revenue Share program here.

Below are the sign up and sponsorship directions with pics, just in case.

Hit the Mitts

More drilling of the fundamentals and our common objections to make SURE you enter each appointment completely ready for anything. Hit the Mitts gets you the listing - DO NOT MISS OUR SESSIONS!

Bad*ss Baller of the Week

Husband and Wife team, Rich and Kat Shafer are getting called out this week for being awesome! They bit the bullet and have started their DIY marketing and have already generated multiple leads of their own and set those appointments. Making the most of their zip codes is their highest priority, such a great example of how to be bad*ass.