Craig Proctor's 12 Month Coaching Program

How a Coach Can Translate Your Raw Smarts into Profitable Greatness

We're all familiar with the concept of "coaching" as it applies to the world of sports. Without exception, behind every Olympic or National sports star, is an invisible coach who relentlessly framed this superstar for success. Someone who took the raw potential and talent, and channeled it into the winning edge. A coach marries focus with accountability.

A coach brings discipline and insight, and brings out the greatness in you. A coach allows you to effortlessly push past your limits by conceiving the "big picture" and taking you there step by step by step. One day you look up...and you're there.

I'm not talking about a "motivational" coach. Any of the really successful superstars already has a heartstopping motivation for their dream. What I'm talking about is a coach who knows the game because they've played the game. They know how to win at this game specifically because they've done it themselves - are doing it themselves.

This concept applies not only to the sports world, but to any endeavor worth pursuing. What is your dream? To make a lot of money selling real estate without giving up your personal life to accomplish this? To have both lots of money AND lots of free time to enjoy the fruits of your labor? Well, that was my dream, and I'm living proof that this is completely possible - it's not a pipe dream.

Hundreds of thousands of agents who get into real estate probably started with this very same dream. Many of them probably have the ability and talent, but lack the direction. Most importantly, they lack the discipline to seek out and be accountable to someone else who can help them succeed.

I can show you how to win because I'm on a winning streak myself.

My very public and well documented track record will prove to you that I know exactly what I'm doing, and the phenomenal success of the agents who have been through my intensive 12 month coaching program makes it clear that I know how to translate this success to others. If you are motivated and willing to learn; if you're ready to work hard to make your life much easier and much more rewarding...I know I can help you.

AS A COACHING MEMBER YOU GET...

1. 21 PERSONALLY COACHED TELECONFERENCE SESSIONS

Craig personally conducts two hour teleconference sessions every other week, giving you the rare opportunity to receive hands-on coaching and to be part of a group of like-minded agents who are on the same journey you are. It doesn't matter how much money you're currently making, and you don't have to have a lot of money to make Craig's ideas work. What matters is where you want to go with your business. The subject matter is intense and the discussion in-depth for those who are serious about taking their business to the next level. It has been proven many times over that when the learning from these 21 sessions are put together, they will add up to one quantum leap in your business, and your life.

2. IN-DEPTH AND ADVANCED DISCUSSION

Throughout the 21 sessions, you will master the 6 Steps of the Quantum Leap System. We'll show you both how the system works and why, and then get into the step-by-step process of implementation. A benefit of the highly interactive and enduring nature of this process is that it allows you to pursue many advanced strategies that Craig normally cannot go through at the SuperConference or in his written materials. These higher level strategies will help you make  an exponential leap in your business. While each of the 21 sessions has been carefully laid out in advance, with extensive workbook write-ups and ancillary materials, past Coaching Members have described the Mastermind effect as building off the collective energy and brain-power of participants to create an overall learning experience that is far greater than they expected.

3. 17 BONUS SESSIONS

Interspersed throughout the 21 Sessions with Craig are 17 Bonus Sessions which cover key technology, and training with some of the most successful users of Craig's system. Each month you'll have access to hands-on sales training with Danny Griffin, who will demonstrate and coach you on the most effective inside and outside-sales techniques. You'll also get a monthly Mastermind session with Brian Moses, who will open the discussion to tackle any challenge you are facing in your business.

4. WEEKLY ROLEPLAY CLINIC

Converting a prospect to an appointment is one of the most arduous tasks we face as agents. With your leads now pouring in because of Craig’sAutomatic Reverse Prospecting System, this can be more of a problem than ever. On this weekly call, you’ll learn how to better systemize the follow-up process, dramatically increase your lead conversion success rate, and ensure your flood of leads creates profitable business for you.

5. WEEKLY AD CLINIC

Effective marketing is critical to your success in real estate. Without effective, dependable marketing, you have no way to keep new business coming in the door automatically. Without a steady stream of new business coming in the door, you will fail -- no matter what else you are doing right. As a Coaching Member you receive Craig’s most successful ads which you should be duplicating in your own business, but there are many variables such as placement, medium, appearance, timing, headlines etc. which can dramatically improve (or kill) your response. This interactive ad clinic every Friday throughout the year will help you understand “why” so you can respond swiftly and expertly to demand the most from your marketing investment. Every week we encourage Coaching Members to email us their ads. We choose some of the best ads and discuss why they are winners and we also look at some of the "not-so great" examples, so you can shorten your learning curve and increase your profit.

6. WEEKLY OPEN Q & A HELP-LINE

Get your questions answered! Every Monday you have the opportunity to ask any question about any problem in your business. Of utmost importance is the value you will gain from listening to the problems/solutions of your fellow Coaching members.

7. ACCESS TO TOP INDUSTRY SPEAKERS

Craig has hand-picked several excellent, top industry speakers to join certain calls over the 12 month period. Each of these professionals has been carefully chosen to provide valuable perspective and insight to the topics discussed. These engaging speakers will share their professional expertise and wisdom with Coaching Members ONLY, giving you an inside track to the most current and cutting-edge industry knowledge. Many of these high-demand speakers would simply be unavailable to the average agent as their private consulting fees would be cost-prohibitive. As a Coaching Member, you get privileged access to this valuable breadth of experience within these private, closed-door teleconference sessions.

8. HANDS-ON WORK SESSIONS DURING EVERY CALL

Any successful professional will tell you that the best way to learn is by doing. I started on my path to success by reading about what worked and didn’t work, but I was only able to achieve my current level of success by putting the principles I learned into practice; by testing and re-testing; doing and re-doing. Your quantum leap will come about in the same way. Often, the toughest part about making success happen for yourself is not in accepting the principles taught (although this is also a significant step forward for many), but rather in getting back into your business and implementing the theory by turning the ideas into action. We will practice tough-love to help you make this happen. You will be given a comprehensive implementation plan that you’ll be responsible for following and reporting on. Some of the elements of your plan will be unique for you depending on what programs you already have in place when the program begins, but others will be common across the group, and you will benefit from both the group discussion and the knowledge that you are accountable to Craig and your fellow members.

9. COACHING WORKBOOK

All 21 Sessions have been carefully constructed to provide the focus and insight which are the cornerstones of learning. For every call, extensive written back-up has been prepared to give you a library of in-depth knowledge that you can refer to before and after each call to ensure your maximum understanding of the topic discussed.

10. ALL 21 SESSIONS ARE RECORDED FOR YOU

Each of the 21 teleconference sessions is recorded and posted on the coaching website so you will NEVER miss a call. That means that Craig’s complete lecture, every single comment, question and answer, every word from all members and speakers, will be captured for you exactly as they transpired. The fact is, no matter how riveting and motivating a discussion is, studies show that 80% of everything we hear is forgotten within 48 hours. There’s a lot to learn in this program, and you don’t want to forget any of it.

11. PRIVILEGED WEBSITE ACCESS TO ALL OF CRAIG’S ADS

As a Coaching Member, you get FULL access and license to all of Craig's Marketing Materials 24/7 in the Coaching Marketing Library at www.CraigProctorCoaching.com. You receive a special Members Only Access code which gives you complete and unlimited access to every successful ad, script and special report Craig has developed. This profitable collection of USP, editorial, classified and display ads place your marketing on Autopilot.

12. AUTOMATIC ENTITLEMENT TO NEW PRODUCTS

Craig’s business is always evolving and growing; new coaching products are introduced and updated regularly. As a Coaching Member, you will automatically receive any of these new or updated products as soon as they are off the press.

13. ONGOING ACCESS TO PROFESSIONAL CUSTOMER CARE SUPPORT

Craig’s Coaching Consultants have been highly trained in all aspects of the Quantum Leap System. The fact that our consultants are in daily touch with agents from across the continent gives them a unique hands-on knowledge of the kinds of problems and successes that other Coaching Members experience as they seek to implement Craig’s systems. As a Coaching Member, in addition to Craig, you will have your own one-on-one personal Coaching Consultant, giving you the ability to ask questions, seek clarification or bounce ideas off someone who is intimately familiar with the process you are going through.

14. FREE ADMISSION FOR YOU AND A GUEST TO ATTEND CRAIG’S NEXT TWO SUPERCONFERENCES TO BE HELD DURING THE COACHING YEAR

As a Coaching Member, you and a guest are entitled to attend Craig’s next two Ultimate Real Estate Success SuperConferences for FREE. This benefit alone is worth more than your entire year’s tuition for the Coaching Program.

INCLUDED IN YOUR COACHING MEMBERSHIP YOU ALSO GET FREE

1. A 2-DAY PRIVATE WORKSHOP FOR COACHING MEMBERS ONLY

You are invited to attend this special interactive program to discuss individually how your business is performing. In this special interactive session, you and other Coaching Members will exchange, challenge, support and learn about each others ideas and issues. Craig will host this session and personally review your specific requirements.

2. YOUR BACK-STAGE PASS TO THE REAL ESTATE OFFICE OF THE FUTURE

During your coaching retreat, members of Craig's real estate team are flown in to meet with coaching members. You get to see and hear, from them, exactly what each team member does, how they do it, how they work together, and how they keep the office running as smoothly as a Swiss watch. You will get each Team member’s detailed job description (position contract) and an opportunity to get ALL your questions answered. You’ll “see” what your own team can look like as you grow your business.

SESSION 1

Primary Aim & Strategic Aim

This call sets you up for success. You will meet the other success-minded agents who will follow this life-changing process with you, and begin by defining your Primary Aim, which is your ultimate life goal. What do you want your life to look like, and where does real estate fit into this picture? This latter issue addresses your Strategic Aim – i.e. how you plan to get there. Our discussion on this important topic is leveled in very specific terms, forcing you to take charge and take aim. You’re asked to reflect on, and pinpoint, specifically where you intend to take your business within the 12 months. How many transactions? How much commission? How many hours worked? What programs will you implement? Within what time-frame? Make your commitment, and Craig and your personal coach, will coach you through the next year to make sure you get there.

SESSION 2

Selecting Your Target Market and Your USP

Who do you want to work with, what do these people want and how are you going to give it to them. This is the focus of our second call. We’ll talk about the importance of targeting your message to ensure it is both heard, and acted upon. We’ll help you plan some simple research which will help clarify the direction you should be taking. Much of the call will center around the critical concept of USP (Unique Selling Proposition). Your USP is that unique advantage that distinguishes your business from ALL your competitors. You should be able to articulate your USP clearly in 60 seconds or less. Astonishingly, most agents couldn’t begin to clearly explain their USP at all. And it goes without saying that if you can’t articulate it, it’s highly unlikely that your customers and prospects will be able to understand it. We’ll talk about Performance, Service and Statistical USPs, the goals of each and how they differ. We’ll look at real life (good and bad) examples both in my own business, and from fellow Coaching Members. However, more than just touch the theory of USP on this call, the goal is to have you walk away with some initial direction for where you intend to carve your specific niche in your own marketplace.

SESSION 3

Direct Response Lead Generation (Part One:The Big Picture)

Every year, real estate agents from all over the globe waste millions of dollars on colorful, beautiful and polished pieces filled with clever lines, prominent boasts and well-meaning promises of quality, integrity and service. The problem is they are highly INEFFECTIVE. Because they look like what they are (i.e. self-serving advertising), and because they offer NO BENEFITS to prospects, they are as good as invisible. Worse, they are a terrible waste of your hard earned money. These image ads WILL NOT cause your phone to ring. In fact, these ads probably won’t even be noticed. On this call, we will help you understand why Direct Response is the ONLY kind of advertising you can afford to do in this business. I’ll review my 3-Pronged Direct Response approach to help you understand the big picture and the dramatic shift that I will help you engineer in your real estate business. To kick-start your business into action NOW, we’ll get you started with some high-response ads and a specific step-by-step plan for how and when they should run.

SESSION 4

Why Follow-Up is Everything

With your Automatic Reverse Prospecting System up and running, you now have a new problem: i.e. too many leads to follow up on. If you don’t get Step 3 (Follow-Up to Convert Your Prospects to Appointments) right, you will have basically wasted all the financial and time investment you made in Steps 1 to 2. If you fail to follow up promptly, professionally and systematically with these prospects, you will lose them. I’ll take you through the psychology and specific execution step-by-step-by-step, showing you exactly what I do at my office to follow up our leads, including what I say, or do. I'll explain the order of each step, that leads to the point where I either decide to drop the lead or am successful in getting a face-to face appointment with them.

SESSION 5

The Ultimate Listing Presentation

I list over 90% of the new prospects I meet with, and yet I do NO HARD SELLING at all in my listing presentation. Instead, I engineer this success by giving my prospects benefit after benefit so it becomes clear to them that the only way they can get the results they’re after is by enlisting my services. My presentation tells such a complete and compelling story to Sellers, that by the time I finish taking them through it, they sign without a second thought. As a Coaching Member, you are entitled to a FREE copy of my Fully Customizable Listing Presentation which is virtually ready to present in your own marketplace. On this call, I will go through my presentation just as if each of you were the seller. You’ll walk away with a complete understanding of how you can make this work for you and duplicate my results in your market.

SESSION 6

Creating Your Ultimate Buyer Business

While all of us work with buyers as a normal and expected flip side of working with sellers, I know that many agents are still not using buyer agreements. This means that you almost certainly have been in situations where the long hours you’ve spent helping a buyer are wasted. If you do not have an effective system for working with buyers (including a mechanism which ensures your compensation in return for the time you spend with them), you’re cheating yourself. In fact, you’re sending a clear message to your buyers that your time is not worth anything, and you’re giving them permission to abuse you. The purpose of this call is to map out a comprehensive system that will help you work effectively with your buyers to ensure that your buyers get what they want (a home they love at the best possible price), but that you also get what you want (fair compensation for your efforts, and a happy client who will send you referrals). On the call we will also discuss advanced concepts, like getting paid upfront retainer fees from Buyers and how to negotiate your commission with them just like you do with Sellers, instead of accepting what is being offered to the co-broke on MLS. As a Coaching Member, you are also entitled to a fully Personalizable and completely updated copy of my VIP Buyer Presentation which parallels my listing presentation.

SESSION 7

Getting the Right Price

In order to obtain the correct price on a listing, or secure a necessary price reduction, you must develop the right mindset. The biggest success roadblock agents face is self imposed FEAR (e.g. the fear of being rejected by prospects who might not agree with what you have to say about price which clearly could affect whether or not you obtain their listing and price it right.) On this call, we’ll show you what to do to facilitate getting the right price including getting those price reductions. We’ll take you through four critical steps you must put in place for every listing that will help you create the right mindset, define expectations upfront, set your prospect up for future “price discussions”, and follow up consistently to ensure the list price matches current market conditions.

SESSION 8

Multiple Opportunity Clients

Traditionally, agents have been focused on generating leads, appointments and contracts. Up to a few years ago, this was the right thing to do. But if those buyers and sellers are not buying and selling, you’re not making any money. What you need to understand – and believe – is that your success in real estate is NOT market dependent. If you do the right things, you’re going to be successful despite the marketplace. Why? Because no matter what kind of market you’re in, there are still enough homes selling to enable you to make a good living. All you need to do is make sure that you’re plugged into those sales. In this session we'll discuss 7 Sure-Thing target groups (including Bank Foreclosures/REOs, Short Sales, Builder Closeouts, and Corporate Relos) – those with extraordinarily high motivation for both emotional and financial reasons – who WILL earn commission for you when you need it…i.e. NOW. (NOTE: For these prospects a purchase or a sale isn’t an “option”, it’s a “necessity”, and they need a Realtor – they need YOU – to help them accomplish that necessity.)

SESSION 9

Direct Response Lead Generation (Part Two: Optimizing Your Response)

By this point in the program, you will know from your first hand experience how profitable and dependable Direct Response advertising is. Your Automatic Reverse Prospecting System will be automatically generating you many leads, and you’ll be hungry to know how to keep magnifying this process exponentially. Now is the time to do this. On this call, I give you access to EVERY marketing campaign in my library along with their corresponding special reports, hotline scripts and landing pages. This alone can be worth millions of dollars to you. Not only will I give you every single profitable ad, script, and report I use in my own business, but I’ll also help you understand how you can easily add to that roster with winning material you create yourself. (You don’t need a writing degree to do this.) I will delve into my 3-Pronged Direct Response approach in much more detail. You’ll start to understand how powerful emotional hot buttons are and exactly how to hit them to get the most impact. The effect on your business will be phenomenal.

SESSION 10

Improving Your Conversion from Lead to Appointment

On this call, we’ll evaluate how effectively your lead conversion system is working for you. We’ll discuss the most common mistakes most agents make that end up costing them business, and how to further automate and streamline this critical system. Topics include how to contact difficult to reach prospects, direct mail and email follow up, how to overcome the biggest prospect objections and how to articulate an irresistible offer that compels prospects to meet with you.

SESSION 11

Performance Guarantees

Consumers are increasingly a force to be reckoned with. Today’s customers are more demanding than ever before. They’re quicker to see through false claims, and are intolerant of products and services which fall short of promise and expectation. In fact consumers today are highly skeptical. Real estate agents must be aware of all the extra emotion that comes attached to a purchase. In your marketplace there are many agents making the same old promises to buyers and sellers. The easiest way to set yourself apart from all of your competitors is to be accountable. On this call I will show you how to attract clients by lowering your prospect’s risk or completely reversing it. Your job is to reduce the risk by becoming accountable to your clients – putting your money where your mouth is. We talk of several ways of doing this on this call.

SESSION 12

Perfecting Your Classified Ads

Most agents waste tons of money on ineffective ads promoting their listings. These ads generate very few leads and serve only to pacify sellers. Classified advertising is one of the least understood, and one of the biggest opportunities in your business. Done correctly I know of no better way to generate an avalanche of ready-to-act-NOW buyers (and sellers) with such precision and cost-effectiveness. Classified ads are my secret weapon. I’ll show you exactly what words do the best job and how your hotline, if scripted properly, can handle inquiries and compel the best prospects to leave a message for you instead of producing nothing more than hang-ups.

SESSION 13

Special Event Marketing

On this call I show you how to set yourself apart from other agents and generate tons of business using "special event" marketing. For example, a Tour of Homes will allow you to work with dozens, or even hundreds, of buyers with very little effort expended on your part. Buyers love this service which is completely different from traditional, ineffective Open Houses. I’ll give you all the information you’ll need in order to get your Tour up and running. I’ll show you how you can get a Tour going even if you don’t have any listings. I’ll give you examples of ads, hotline scripts, tour signage, etc. and tell you how to use preemptive marketing to market this great service and set yourself apart from other agents. In addition to the Tour of Homes, we will be discussing my Over-the-Phone Homeseller Seminar, so you can also duplicate these systems in your business.

SESSION 14

Ongoing Customer Communication

At this point we have focused on communicating with prospects to generate leads and set appointments. We have also discussed how to communicate your benefits during the presentation to compel prospects to sign a contract with you and become a client. On this call, we are going to focus on how to best communicate with those clients. Marketing and communicating with your clients and past clients should be one of your biggest areas of leverage, but only if you do and say the right things. Now I show you how to systemize a process that will convert a prospect into a client, a client into a raving fan, and a past customer into a walking billboard for your services.

SESSION 15

Hiring The Right Way

We’ve already seen that you can gain enormous leverage through people. The right people in the right place at the right time can make things possible. They can extend the capabilities of your business a hundred-fold or more. The key is to develop a system to ensure that you find the right people, place them correctly, and motivate them relevantly. My T-E-A-M system takes you through very specific detail for each of the four separate and critical steps of this process. As you start to implement the ideas I share with you throughout the year, you may not want to do it all yourself - you may elect to put a hire unlicensed or licensed help to maximize the opportunity in front of you.

SESSION 16

How to Make Money on the Internet

On this call Craig will help you fine tune your web strategy to show you the best ways to generate listings, satisfy sellers, generate and service buyers, sell your own listings, grow your business, and compete effectively. You’ll learn how to maximize traffic to your website (including banner ads, postcards, CraigsList, Kijiji, BackPage, google pay-per-click and a whole host of other “freebie sites”), how to easily get your affiliates to pay for your marketing efforts, and domain name strategies that will keep prospects visiting your site even when you don’t advertise it.

SESSION 17

Public Relations

Like every other form of marketing communications, Public Relations is about managing perceptions. It’s about directing the public eye to aspects of your business or your life that will have a positive impact on your business. PR is the part of my advertising strategy which gives prospects permission to believe that what I tell them is sincere and true. The value of PR draws from the reality that people will believe what others say about you before they’ll believe what you say about yourself. For this reason, PR is more valuable than any advertising you could ever buy. I'll show you how to craft it and how to get it printed.

SESSION 18

Using Statistics in your Business

By understanding, using and applying statistics, in your business, you can create multiple opportunities for growth. Not surprisingly, information – especially "inside information" – can be a very valuable tool when it comes to making decisions about where to go and what to do in your business and your life. I will show you how to use statistics right from your own MLS, what data is available, how to get it, what the data means, and how you can use it to target your prospects through advertising, to separate yourself from the competition, and for use in recruiting agents for your team.

SESSION 19

Creating Your Advertising and Media Strategy (Your Marketing Plan)

Now it’s time to put it all together. I’ll take you through my entire advertising and media strategy and show you EXACTLY how and where I spend my money, and most importantly, why. You understand the value of tracking, testing and budgeting and, as you know by now, I’ve given you no shortage of ideas and ways to spend your advertising budget. This call shows you how to create an effective and efficient Marketing Plan which will enable you to reach your goals.

SESSION 20

Completing Your Business Plan

This call takes you through a step-by-step, fill-in-the blank business plan which forces you to take a closer look at your business than you ever have before. You'll emerge much wiser, and with a highly specific, step-by-step action plan for the year ahead. This critical document now becomes a living part of your business - a play book that you will update and add to as you evolve and grow. Never again will you put off this important task.

SESSION 21

Evaluating Your Progress and Your Next 12 Month Plan

On this call, you’ll be asked to compare how your business looks today vs where you started 12 months ago. Through a detailed evaluation of your numbers, the efficiency of your systems and the quality of your life, you will gain an actionable understanding of both your accomplishments and your future goals, and develop a detailed action plan to enable you to continue the momentum you’ve gained.