what’s your database worth? -...

What’s Your Database Worth?

James Shaw

James Shaw

Tampa, Florida

BOLD Coach

KWU Approved Trainer

FAMILY REUNION

2016

FAMILY REUNION

2016

Gary Keller

The Millionaire Real Estate Agent page 142

“The size of your real estate sales business will be in direct proportion to the size and quality of your database.”

FAMILY REUNION

2016

• It’s more than ONE transaction!

• NAR: New home every 10 years

The Value of a Customer

FAMILY REUNION

2016

The Value of a Customer

FAMILY REUNION

2016

The Value of a Customer

PRICELESS

FAMILY REUNION

2016

1. Build a database

MREA: Four Laws of a Database

FAMILY REUNION

2016

FAMILY REUNION

2016

1. Build a database

2. Feed it every day

3. Communicate with it systematically

4. Service every lead

MREA: Four Laws of a Database

FAMILY REUNION

2016

The Lead-Generation Database Model

Met Haven’t Met12:2 50:1

FAMILY REUNION

2016

FAMILY REUNION

2016

• Total Mets in Database

• 2016 Unit, Volume, and GCI Goals

• Average Sales Price

• Average Commission

Things You’ll Need to Know

FAMILY REUNION

2016

Jennie Wolek – Tulsa, Oklahoma

FAMILY REUNION

2016

• Units: 79

• Volume: $15,900,000

• GCI: $458,000

Jennie’s 2015 Production

FAMILY REUNION

2016

• Units: 120

• Volume: $25,000,000

• GCI: $660,000

• 960 Mets

• Average GCI: $5,500

Jennie’s 2016 Goals

FAMILY REUNION

2016

1. Build a database

2. Feed it every day

3. Communicate with it systematically

MREA: Four Laws of a Database

FAMILY REUNION

2016

960 Mets

What’s Your Database Worth?

/ 6 = 160

160 x $5,500 = $880,000

FAMILY REUNION

2016

960 Mets

What’s Your Database Worth?

/ 6 = 160 -7981

X $5,500 $445,500

FAMILY REUNION

2016

- BOLD Law

“Change the way you look at things and the things you look at change.”

FAMILY REUNION

2016

1. Build a database

2. Feed it every day

3. Communicate with it systematically

33 Touch• Calls, mailings, one-on-one meetings, etc.

• 4 calls a year minimum (at least one a quarter)

MREA: Four Laws of a Database

FAMILY REUNION

2016

960

Contacts

/ 3 = 320 contacts per month

320 / 4 = 80 contacts per week

80 / 5 = 16 contacts per day

FAMILY REUNION

2016

- BOLD Law

“Success is simple, not easy.”

FAMILY REUNION

2016

960 Mets

What’s Your Database Worth?

/ 960

= 160

160x $5,500

$880,000

= $880,000

/ 6

= $917

FAMILY REUNION

2016

$917

What’s Your Database Worth?

= $229.25

16x $229.25 = $3,668

/ 4

FAMILY REUNION

2016

FAMILY REUNION

2016

- BOLD Law

“Clarity is power.”

FAMILY REUNION

2016

• Total Mets in Database

• 2016 Unit, Volume, and GCI Goals

• Average Sales Price

• Average Commission

Things You’ll Need to Know

FAMILY REUNION

2016

• Available Transactions: Divide the Mets in your

database by 6

• Available GCI: Multiply transactions by average GCI

• Contacts per Month: Divide Mets by 3

• Contacts per Week: Divide Contacts per Month by 4

• Contacts per Day: Divide Contacts per Week by 5

Recap

FAMILY REUNION

2016

• Schedule your quarterly calls now

• Activate your 33 Touch

• 4 calls a year

• 4 handwritten notes a year

• 2 mailings a month

• 1 “holiday card”

Make It Easy

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