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Generating and Securing New Business
F. Ron Smith, Founding Partner
GENERATING AND SECURING NEW BUSINESS
We will cover…• Tracking your time• Client calls and meetings• Accountability partners• Hotsheets and Open Houses• Reaching out to other Agents• Tracking Leads• Caring for your current clients
TRACKING YOUR TIME
Do you have 90 minutes a day to commit to your business?
DAILY TRACKER
This will be available on Google Docs
MONEY CALLS
You want to make at least 3 calls a day to either:
1) Future Clients – To Be There• These are potential clients that you are working or turning into
current clients
2) Current Clients – To Check In• The more that they hear from you, the more confident they are that
you are taking care of them
3) Past Clients – To Catch Up• This is a great way to get referrals
COFFEE OR LUNCH
You want to meet at least once a week with either:
1) Future Clients – To Be There• This is somebody that you really want to work with and would like to
meet either face to face for the first time, or in person again
2) Past Clients – To Catch Up• This is taking the weekly phone calls one step further. It doesn’t have
to be about business
ACCOUNTABILITY BUDDY
This is another agent who:
1) You can be Completely Open With• You need to be comfortable sharing your strengths and your
weaknesses with this person• Be able to share your successes and your challenges• Someone that will help you to turn those weaknesses into strengths
2) You can Count On• To meet with you once a week (during Caravan is a great time)• To talk to at least twice a week
HOTSHEETS
Review these Every Day
REACH OUT TO BUYERS
Always Make Sure that You Have:
1) Identified Their Needs• What do they want to spend• Where do they want to be• When would they like to move• How much can they afford? PREQUALIFY
2) Established Their Wish List• Make sure you understand their priorities• They want to live in Santa Monica / They have to stay within their
budget and have four bedrooms
Never put off until tomorrow a call that you can make today
OPEN HOUSES
Hold at least two a month, preferably in your marketing area:
Come Prepared• Know the Property (Preview It)• Know the Comps• Show up Early• Bring Flyers and Set-Up sheets• Put Out Signs
REACH OUT TO AGENTS
Try to do this at least twice a week
1) These are Agents who work outside your area• If you specialize in Beverly Hills, choose someone from Santa Monica,
Malibu, etc.
2) Share Information about• Trends that you are observing• Pocket listings
3) Use the Opportunity to Talk about• Your Listings• Your Buyers
TRACKING YOUR LEADS
All Leads Fit into One of 4 Categories
1) A Lead Buyer2) B Lead Buyer3) A Lead Seller4) B Lead Seller
BUYER LEADS
1) A Leads• These are people with an immediate need (i.e. they want or need to
buy within the next 90 days)• You should be in touch at least every 48 hours
2) B Leads• These are the people who eventually want to move• Usually, they have identified a specific style of house or a
neighborhood they want to live in and they are willing to wait it out
LISTING LEADS
1) A Leads• These are people with an immediate need (i.e. they want or need to
list their home within the next 90 days)• Set up a listing appointment• Put together an estimated closing statement• Contact title company and know what they owe!• Keep in touch on a weekly basis
o Let them know about market conditionso Relocation optionso Available properties
LISTING LEADS
1) B Leads• These are people with a less urgent need to sell • Put together an estimated closing statement• Contact title company and know what they owe!• Keep in touch on a weekly basis
o Let them know about market conditionso Relocation optionso Available properties
LEAD TRACKING SYSTEM
This will be available on Google docs
LEAD TRACKING SYSTEM
This will be available on Google docs
LEAD TRACKING SYSTEM
This will be available on Google docs
CURRENT CLIENTS
You never want to stop communicating
1) Keep them aware of all Marketing• Where you are advertising and why• The conversations that you are having with other agents• Following up on open houses and every showing
2) Marketing Review• Meet at the end of each month to review the past month’s marketing,
address any concerns and determine how to move forward
CURRENT CLIENTS
Send Detailed Update
1) Do this at least once per week• We do this on Mondays• Memorialize what has been going on• If you did any advertising, send the final proof
2) Keep in touch• This can’t be said or stressed enough
HOMEWORK
1) Choose an accountability buddy and have a meeting
2) Download Lead Tracking and Daily Tracking Checklist
3) Do your best to follow the Daily Tracking Checklist for the next week
