Page 64 - Live Event Blueprint

C
Future Pace what’s next
For the actual meeting, there’s a little formula I use to structure what I talk about.
As you’re wrapping up you’re 1-on-1 meeting, you want to
prepare the Realtor for what happens next and/or what he/she needs to to.
For instance, with my system the Realtor needs to send me an excel document with their old leads formatted in a certain way. When I meet with the Realtor I explain this and as we’re ending our meeting I future pace the Realtor that he/she needs to send me that excel document by a certain date and once they do I’ll get to work.
If you don’t future pace the Realtor on what should happen next, it’s likely not to happen.
In addition to future pacing on what the Realtor needs to do or what I’ll be doing, I also prepare the Realtor that I will be staying in touch with him/her to continue to see how I can help him/her.
Which brings us to the final section.