what’s your database worth? - weebly · family reunion 2016 1. build a database 2. feed it every...
TRANSCRIPT
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
Aha’s and Questions?
Please complete an evaluation for this
session.
Use any mobile device! familyreunion.kw.com/downloads
Thank You.
Download a FREE copy of
this presentation. Go to
Please discard all
your trash as you
leave!
www.evalfr.com