contactually & homekeepr: how the top realtors nurture their network & get more referrals

+

Hang tight!We’re going to start at 3 minutes past the hour

How to Nurture Your Network and Generate 30%+ more Referrals in

2015

June 2015

+

present

+

Who am I?

Tony CappaertCo-Founder & COO atContactually

+

And here’s my co-presenter today

YOUR NAMETITLECOMPANY

+

What’s on the agenda?

• Where do the top Realtors generate the majority of their business?

• How can you systematically generate more referrals? You need to figure out a few things

• Who do you get referrals from?

• What should you say to them?

• How to regularly follow up and build a habit?

• What results have the best Realtors seen so far?

• Q&A throughout and at the end

+

Things to keep in mind during this webinar

• We have a large audience and all attendees will be muted. If you have any questions, please use the chat function in GoToWebinar — we’ll stop and answer questions throughout the hour.

• We are recording today’s webinar. Check your email in the next 24 hours for a link to the recording.

• Stay tuned — we’re going to talk about special offer for all webinar attendees at the end!

+

Let’s get started!

+

We asked the top Realtors: where do you get the

majority of your leads?

+

Referrals

+

What’s the hardest part about getting more

referrals?

+

Today, we’re going to outline how the top Realtors systematically

get more referrals

1.Who should you be following up with to get more referrals?

2.What should you say to them?

3.How do you regularly follow up and build a habit?

+

#1: Who?

+

Who typically sends youthe most referrals?

• Past clients = your best resource

• Friends and family — low-hanging fruit, but that list gets exhausted earlier

• Other professional referral partners

Literally write down right now the top 5 people who have sent you the most referrals in the past year or two

+

Think about referral sourcesas As, Bs, and Cs

Not everybody in your network is the sameSegmentation is key!

+

Don’t boil the ocean — keep your list to < 150 people

• Dunbar’s number = 150. It’s the max # of people with whom we can maintain personal relationships.

• It’s basic math:

• The BEST Realtors personally follow up with 5 people each weekday

• 5 follow ups x 5 days in a week x 4 weeks in a month —> 100 people per month

• With the ABC referral partner segmentation we talked about earlier, you’ll be following up with 55 people each month on average — and that’s just your referral partners (not to mention your leads or anyone else in your network!)

+

How can I easily segment my contacts?

Start with: And graduate to:

+

+

#2: What should you say?

+

There are 3 basic ways to add value

1. Build personal rapport: comment on something they’ve done or shared recently on social media

2. Make an introduction: connect them with someone where there’s mutual benefit

3. Share something of interest: send them an article they’ll want to read

+

Be Relevant!

++

+

+

Tools to use whenbuilding personal rapport

+

Tools to use when making great intros

+

HOMEKEEPR SLIDE

+

HOMEKEEPR SLIDE

+

Tools to use to share great content

+

You should be adding more value >> than the asks you make

3:1

+

#3: How do you regularly follow up & build a habit?

+

We all know following up is important, but nearly all of us

drop the ball

• It takes a lot of work and is generally time-consuming

• The pay-off isn’t always immediate

• People are probably going to slip through the cracks

+

+

Systematize it!

We automatically build (and keep updated) the address book for all

your contacts

We help you prioritize your top contacts into groups (or buckets)

We prompt you to follow up with the top people in your network that you haven’t

connected with in several weeks or months

By regularly following up, you’ll stay top of mind, and get more referrals &

repeat business

1 2

43

+

So how do the best Realtors use Contactually + HomeKeepr?

• Automatically organize your database of leads & top referral partners

• Automatically remember to follow up with leads or referrals that you’ve forgotten about

Use Contactually to:• Stay valuable with buyers

post-closing by sending home maintenance reminders

• Nurture your network of local service providers (and potential referral sources)

Use HomeKeepr to:

Using both will drive 30%+ more referralsfor your business

1-2 months from now...

+

HOMEKEEPR

• [INSERT 1-3 SLIDES SHOWING SCREENSHOTS OF HOW A REALTOR WOULD USE HOMEKEEPR TO FOLLOW UP WITH A PAST CLIENT]

+

Thanks!

We’ll follow up in the next24 hours with the recording