welcome to- “rea live”. 22 lead generation strategies
TRANSCRIPT
WELCOME TO- “REA LIVE”
Quote of the day!
22 LEAD GENERATION STRATEGIES
“ECONOMIC REPORT”- REALTOR.COM
Real Estate sales equals 19.5% of the state’s gross product
$11,817 is generated for the economy with each transaction
The average Realtor makes approximately $40,000
YOUR JOB IS?
Get work
Do work
Manage work
If your not working, it doesn’t work!
E-MYTH
3 Parts to a Success Business
1) The Entrepreneur2) The Technician3) The Manager
As Realtors, you own your own business
MY DISCOVERY
The Entrepreneur
The Technician
The Manager
Get work
Do work
Manage Work
IT ALL START’S- “GET WORK”
Don’t wait for the phone to ring…go on the offense!
Best way to go on the offense is… Lead Generation & Prospecting
22 LEAD GENERATION STRATEGIES
I’ve been training and personally coaching real estate agents since 2002, today I will share 22 lead generation strategies that get results.
#1 DOOR KNOCKING
FSBO, Expired Listing, Lis Pendens & Farm
Knock on 1 door a day 5 days a week
Make a new best friend
Have a leave behind piece with you
Ask for permission to follow up
One of the quickest ways to meet potential clients
#2 FSBO’S
Low hanging fruitBuy lists of FSBOSMake the calls or knock on the doorsUse the scripts we provideSet up a face to face meeting
Make a new best friendFind out timing and motivationAsk for permission to follow up
#3 EXPIRED LISTINGS
Buy lists of ExpiredsMake the calls or door knockUse the scripts we provideSet up a face to face meetingMake a new best friend
You must be consistentCall, Door knocking & Mail outsBe timely
#4 LIS PENDENS
Buy lists of Lis PendensDownload list from MLSMake the calls or door knockSet up a face to face meetingMake a new best friendBe understanding Offer to help, find out moreKnow your facts
WHY DO I NEED TO BUY LEADS?
HOW LONG DOES IT TAKE?
If your researching your own leads your wasting time!
Spend your time doing highly productive activities
INTERVIEW WITH DARREN HARDY
Negotiate a contracts
Go on Listing Appointments
Prospecting
THE REDX
110 FSBO Leads in One Month
33 Expired Listings in 4 days
REDX produces a minimum of 100 leads a month That’s 1,200 leads per year The FSBO & Expired membership $89 Basically trading $1,068.00 a year for 1,200 leads 1- $200K listing sold will bring in a $6K commission Over 50% of FSBO will list in 4 to 6 weeks In 4 to 6 weeks your leads are ripe
Within 30 to 60 days working this strategy your busy
NUMBER’S DON’T LIE
LAST WEEK- CALL RESULTSLast Week 10 Listing Opportunities in 90
Minutes
Tues.11am $429KTues. 1pm $125KTues. 3pm $289KWed. 1pm $279KWed. 3pm $309KWed. 6pm $229KThu. 3pm $359KThu. 5pm $229K8 Apts. $1,979,000 (Monday- 1 hour)2 Apts. $450,000 (Tuesday- 30 min)10 Apts. $2,429,000 (90 Minutes)
25 Calls
10 No Answers3 Follow Ups10 Listing Opportunities2 Were Listed
#5 NETWORKING
Get involved with a referral or networking group
#6 OPEN HOUSES
1) Find a home in a sought after area
2) Price range that pays
3) Promote Open House
4) Invite a local mortgage broker
5) Bring sandwiches & surveys
Bonus Tip: Call a FSBO and offer to hold their house open & Do their follow up
#7 BUSINESS CARDS
PASS OUT 10 AND COLLECT BUSINESS CARDS…EVERY DAY!
10 meaningful real estate conversations a day
Exchange cardsFind out what they do for a livingAsk if they have a real estate needIf they know anybody Ask for permission to follow up
#8 SEND OUT POSTCARDS
Postcard Campaigns- 5 Tips for Success
1) Keep Postcards clean2) Have a powerful message3) Humor Works4) Mail out consistently5) Link to video- QR Code
#9 EMAIL MARKETINGEmail Marketing to your Database (Sphere)
What do you send? Something of value
1) Educational2) Funny3) Motivational4) Coupon5) Trivia Question or Game
#10 B2B MARKETING
Business to Business Marketing
1) Connect with local business owners2) Offer to help promote their business3) Get discounts on services4) Promote discounts 5) Ask B2B partners for referrals
MANY WAYS TO MARKET
11)Video Marketing12)Webinars (FSBO’S or First Time Homebuyers)13)Brochure Boxes in Public Places14)Website FREE REPORTS15)Google Pay Per Click16)Social Media- Facebook, Twitter & LinkedIn17)Print Media- Newspaper, Magazine's, Newsletters18)New and Improved Virtual Tours (Filmhouse)19)Neighborhood Facebook Site20)REO’S21)Cash Investors 22)Menu for Service
A-LA-CARTE “Menu for Services”
$99.00
$150.00
$1650.00
$1,899.00
$290,000.00
Benefits of a “Menu for Services”Always gives you a chanceGet signs up in a hurryIt can be now moneyIt’s a great way, to build relationshipsGain market shareGet buyer callsGet other listings in the neighborhoodBuild up your stats
QUESTION? (FILL OUT TABLE ON WORKSHEET FOR 2013)
How marketing campaigns do you currently run?
1) Door Knock2) Call FSBOS3) Call Expireds4) Call Lis Pendens5) Belong to a networking group6) Do open houses7) Pass Out 10 business cards a day8) Postcard campaigns9) Email marketing10)B2B marketing
MORE WAYS TO MARKET
11)Video Marketing12)Webinars (FSBO’S or First Time Homebuyers)13)Brochure Boxes in Public Places14)Website FREE REPORTS15)Google Pay Per Click16)Social Media- Facebook, Twitter & LinkedIn17)Print Media- Newspaper, Magazine's, Newsletters18)New and Improved Virtual Tours19)Neighborhood Facebook Site20)REO’S21)Cash Investors 22)Menu for Services
IMPLEMENT SYSTEMS
3 NEW STRATEGIESFOR 2014
Run campaigns for at least 3 to 6 months consistently
FINAL THOUGHT
