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Lead Generation Repeat and Referral
from
My Sphere of Influence
Patrick Tuttle
RE/MAX Real Estate Group
El Paso, Texas
915-231-9994
www.PatrickTuttle.com
•Two licensed agents and one referral partner
•One full time in-office assistant
•Two part time in-office assistants
•One virtual assistant in the Philippines
The Team
•80 Sides, fifty listings sold, 30 buyer sales
•$15M in Sales
•$404,000 in GCI from Sales
•Manage 196 Single Family residences (156 Landlords)
•$224,000 in monthly rent
•$147,000 in income from Property Management.
2013 Results
● 63 out of 80 transactions (79%) were from my SOI.
● 24 Referrals from SOI members
● 23 Repeat transactions from SOI members
○ 14 from property management
● 16 Directly from SOI members (not repeat or referral)
● 13 Sign calls
● 3 Expireds
● 1 Internal
2013 Results
Understanding Patrick
• Population of about 120,000
• 8.5 Months of inventory – resale homes
• 10.5 Months of inventory – new homes
The West El Paso Market
● Church members – First Baptist Church - El Paso
○ Member for 14 years
○ Twelve years as Deacon at First Baptist Church El Paso
○ Six years as director of Sunday School
○ Taught Sunday School for past seven years
○ Current chairman of Men’s Ministries
● Current clients – 156 Landlords, seller listings
● Past clients – 12 years worth of sales
● Military, FBI, DEA, Border Patrol
● Family and Friends – El Paso Country Club
Who is in the SOI List
● Monthly – Service For Life Newsletter
○ Snail mail, email, and posted to my website
● Monthly – RE/MAX Email Newsletter
● Monthly – Realtor.com/Top Producer Email
● Bi-Annually – Time Change Postcard
● Quarterly – Raving Fan Item of Value
● Weekly – Facebook posts - market update videos
● Birthday, anniversary cards, thank you notes
How often do I contact them
Referral Rewards
● Top Producer – Google - RE/MAX Leadstreet
● Review the list annually in December - Cut about 20%
from Snail Mail
● Leave all in email – unless they unsubscribe
● Never delete – I have had some not use me and then
come back because of a bad experience with another
agent.
Managing the List
● Calling – personal contact quarterly
● More face to face meetings - lunches
● More client parties –
● Do unexpected things for your list – mow the grass,
send comps for tax appraisal protests, recommend
service providers, compliment their homes
How can I improve the results
● Build a database – use Google contacts
because it will sync with your smartphone
● Feed it daily – add to it daily
● Get to know people on a personal level
● Serve their needs – don’t keep score
● Maintain consistency
Recommendations
● Keep in touch – you must maintain Top of Mind
Consciousness.
● 33 touch, 12 direct
● Don’t hound them for referrals – Service for Life
Newsletter – it’s a soft sell
● Serve them well – put their interests first
● Maintain consistency
● Be approachable
Keys to Success with SOI
Lead Generation Repeat and Referral
from
My Sphere of Influence
Patrick Tuttle
RE/MAX Real Estate Group
El Paso, Texas
915-231-9994
www.PatrickTuttle.com
