Don't send canned emails. Take the time to write a personal message, even if it's only one or two lines that addresses the personal relationship with that person.

Your website/blog is critical. You must practice search engine optimization and search engine marketing for your site. The key to higher search rankings is ongoing quality content specific to your market area. Be a thought leader. Utilize Google Adwords as well as Pay Per Click.

Along with traditional “For Sale” signs, use “Coming Soon” signs to advertise an upcoming listing or “Welcome to the Neighborhood” for new buyers.

Social media is the perfect place to invest and network with your B2B relationships. Connecting with business influencers and with referrals has never been easier or more effective. Make sure you are networking daily online.

Foster business relationships with anyone who can help you make money, including lenders, title companies, home contractors, for sale by owners and buyers. The key is to develop offline relationships.

Leads coming from Zillow, social media, Pay Per Click internet advertising (PPC) or email, require instant response because the home search is still top-of-mind for the prospective home buyer.

80% of sales are made between the 5th and 12th contact. If you don’t follow up, they won’t follow through.

Measure every cost per lead and cost per close over a 6 to 12 month period. There must be a return on every dollar or don't spend. Track what works in your market by comparing home prices and density of population of zip codes to amount of transactions within those zip codes.

The #1 most traveled site for real estate.

Choose the right audience and right zip code.

Use a professional photo for advertising.

Fill out your profile completely.

You must obtain reviews to generate leads.

Ask customers to do a review right after a transaction.

Respond to leads ASAP by calling or texting.

Don't just email.

Always follow-up.

Low inventory is the perfect time to go door-knocking and cold calling as it works in scenarios with limited inventory. Stake your claim and get more listings.

Choose the right farm. Only choose a farm that has at least a 5% turnover.

Choose the right marketing message. It’s not about you or how many homes you’ve sold, it’s about educating potential buyers and sellers and becoming their trusted advisor.

Be patient and consistent. Depending on the marketing piece, expect a 2-4% response rate.

Do what has to be done. If a mailing doesn’t get a response, door knock in that neighborhood to meet the goal of the mailing.

5/5/4 entails that every day you have five conversations with past clients or from your sphere of influence, five conversations with new contacts, and four lead follow-ups.

5/5/4 is the business strategy of coach Tom Ferry (tomferry.com).

Past Clients

New Contacts

Lead Follow-ups

Chris Speicher is the co-founder and award-winning REALTOR® of the Speicher

Group of RE/MAX Realty Centre serving the Washington D.C. metropolitan area.

With more than 60 years combined experience, his company, co-founded by his

wife, REALTOR® Peggy Lyn Speicher, has brokered over $100 million in real

estate transactions. In 2010 the Speicher Group totaled $3 million in sales. In

2014 projected sales are expected be $50 million.

Learn more at www.LiveLoveMaryland.com

Educational materials for Real Estate Professionals only. Materials are not intended for use by or distribution to consumers as de�ned by Section 226.2 of Regulation Z, which implements the Truth-in-Lending Act.

Loan inquiries and applications will be referred to a Loan Of�cer who is licensed in the property's state. Equal Housing Lender. Prospect Mortgage is located at 15301 Ventura Blvd., Suite D300, Sherman Oaks, CA 91403. Prospect Mortgage, LLC (NMLS Identi�er #3296, www.nmlsconsumeraccess.org) is a Delaware limited liability company licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act and operates with the following licenses: AK Mortgage Lender/Broker License #AK3296; AZ Mortgage Banker License #BK0903027; CO licensing regulated by the Division of Real Estate; Georgia Residential Mortgage Licensee #16984; Illinois Residential Mortgage Licensee #MB.0006424; Kansas licensed mortgage company; MA Mortgage Lender/Broker License #MC3296; MS Licensed Mortgage Co.; MT Mortgage Lender Licensee #3296; Licensed by the NH Banking Dept.; Licensed Banker-NJ Dept. of Banking and Insurance #9932414; NV Division of Mortgage Lending Mortgage Banker #1173 and Mortgage Broker #3095;Operates as Prospect Lending, LLC in NY located at 711 Westchester Avenue, Suite 304, White Plains, NY 10604 (Licensed Mortgage Banker - NYS Dept of Financial Services); OR Mortgage Lender Licensee #ML-2006; PA Dept. of Banking license #22122; RI Licensed Lender #20021343LL, Loan Broker #20041643LB; Washington Consumer Loan Company License - CL-3296. This is not an offer for extension of credit or a commitment to lend. Loans are currently being closed and committed at the expressed rates, however these rates may change or may not be available at the time of your loan lock-in, commitment or closing. All loans must satisfy company underwriting guidelines. Interest rates and APRs are based on recent market rates, are for informational purposes only, are subject to change without notice and may be subject to pricing add-ons related to property type, loan amount, loan-to-value ratio, credit score and other variables. Call for details. Terms and conditions apply. Additional loan programs may be available. This is not an offer to enter into a rate lock agreement under MN law, or any other applicable law. Our Loan Of�cers are dedicated to helping you with your home �nancing needs. Prospect Mortgage, LLC - NMLS Consumer Access | Texas Mortgage Banker Loan Origination Disclosure

LR 2014-390

www.myprospectmortgage.com

www.learnwithprospect.com

The key is diversification – having numerous lead-generation and business-building techniques in process at all times.

“Build a team so you can focus on the revenue.”

Past Clients/Sphere“Make it your goal to personalize 10 quick messages to clients every day.”

SEO/SEM Signage

Social Media

Business Partners

Internet Lead Generation Tracking

Using Zillowfor Success

Use Buyers to GetMore Listings

Traditional Farming Still Works

Generate Leads with 5/5/4

“Work closely with the money.”

“It’s not about what you make, it’s about what you keep.”

“You should employ at least 10 sources of business.”

A coach can be a game changer

by getting you to think less like a

real estate agent and more like a

CEO. Learn when to be strategic

and when to be tactical. A coach

will hold you accountable and

take you out of your comfort

zone to try new tactics.

Get a Coach