1. 1 BUILDING YOUR DATABASE & EXPANDING YOUR SPHERE OF
INFLUENCE
2. Open your mouth and hope something flies into it Flight of
the confused bumblebee 2 AGENT LEAD GENERATION PROGRAMS
3. Top 2 Answers 1. Referred by (or is) a friend, neighbor or
relative 2. Used agent previously to buy or sell a home 3 HOW
BUYERS FIND REALTORS 52% 40% 12%
4. 4 HOW SELLERS FIND REALTORS Top 2 Answers 1. Referred by (or
is) a friend, neighbor or relative 2. Used agent previously to buy
or sell a home 60% 38% 22%
5. 1. How many people know that you are a REALTOR? (insert your
own number) 2. Percentage that will move this year (NAR studies
indicate that people move, on average, once every ten years) 3.
Number of people that you know who will move this year (Multiply #1
by #2) 4. Captured business (Multiply #3 by 70%) 5. Average
commission earned (Average sales price ($153,000) X Average
commission percentage (5.85%) X Co-op commission portion (50%) X
Agent split (50%) X Berkshire Hathaway HomeServices franchise fee
(94%)) 150 5 THE POWER OF YOUR DATABASE 10% 15 10.5 $2,103.37
6. 6. Commission income from your database (Multiply #4 by #5)
$22,085.38 6 THE POWER OF YOUR DATABASE
7. If you increase the number of people in your database 7
PLAYING WITH THE NUMBERS 200 $29,447 350 $51,533 500 $73,618
8. 8 THESE NUMBERS ARE CONSERVATIVE
9. 9 THE FORMULA DOES NOT ACCOUNT FOR . . . selling your own
listings
10. 10 THE FORMULA DOES NOT ACCOUNT FOR . . . sellers who also
buy
11. 11 THE FORMULA DOES NOT ACCOUNT FOR . . . commission split
increases
12. 12 THE FORMULA DOES NOT ACCOUNT FOR . . . referrals from
outside your database
13. 13 WOULD BUYER USE REALTOR AGAIN OR RECOMMEND TO OTHERS * *
2014 Profile of Home Buyers and Sellers, National Association of
REALTORS 60% 80% 50% 70% 40% 30% 20% 10% 0% Definitely Probably
Probably Not Definitely Not Dont Know 73% 15% 5% 5% 1% 88%would
probably use you again or recommend you to others
14. 14 HOW REPEAT BUYERS FOUND THEIR REALTOR * * 2014 Profile
of Home Buyers and Sellers, National Association of REALTORS
17%used agent previously to buy or sell a home
15. 15 THE UGLY TRUTH Unless you do something about it today .
. . 80%. . . over will use another REALTOR in the future
16. 16 SO WHERE DO YOU BEGIN?
17. 17 FOLLOW THE STEPS TO SUCCESS Select Your Database Feed
Your Database Touch Your Database
18. 18 1. SELECT YOUR DATABASE
19. 19 1. SELECT YOUR DATABASE Get recommendations from peers
Find out how much it will cost to use Trial version available?
Invest time to learn the program
20. 20 1. SELECT YOUR DATABASE Popular Customer Relationship
Managers (CRM) Lead REsource
21. 21 2. FEED YOUR DATABASE Gather all the names, addresses,
telephone numbers and e-mail addresses of everyone you know Use the
Memory Jogger
22. 22 2. FEED YOUR DATABASE Continuously look to add new
people to your database every day
23. 23 2. FEED YOUR DATABASE Learn how to ask for referrals The
two best times to ask for referrals: Signing contract Settlement
table
24. 24 3. TOUCH YOUR DATABASE Initial Mailer Enroll them in a
Customer Appreciation Program and include three cards Phone Calls
Obtain contact information that is missing from your database
25. 25 3. TOUCH YOUR DATABASE Personal (Handwritten) Notes Make
it a habit of sending three per day to your database (and others)
Pop-bys Visit one person in you sphere of influence per week
Hi!
26. 26 3. TOUCH YOUR DATABASE Market Updates E-mail monthly
Market Activity Report from Seller Advantage within Lead
REsource
27. 27 3. TOUCH YOUR DATABASE Items of Value Send out one piece
of information per month regarding real estate (i.e. tax tips, home
maintenance, area info)
28. 28 3. TOUCH YOUR DATABASE Just Listed/Just SOLD/Open House
Notices eCards Notify your database of your activity. Produce the
eCards in the Marketing REsource in minutes. Easily download your
database to keep them informed.
29. 29 3. TOUCH YOUR DATABASE Just Listed/Just SOLD/Open House
Notices Mailers Notify neighborhoods of your activity. Produce the
postcards in the Marketing REsource in minutes. Create mailing
lists with the link to XpressDocs.
30. 30 3. TOUCH YOUR DATABASE Social Media Know what is going
on in the lives of people in your database and interact with
them
31. 31 3. TOUCH YOUR DATABASE Coffee/Lunch Target the very best
20-25 in your sphere of influence (and let them know it)
32. 32 3. TOUCH YOUR DATABASE Making phone calls for
Coffee/Lunch Have passion in your voice This is a business meeting,
not a social Make them feel special Look at their social media
sites before you call
33. 33 3. TOUCH YOUR DATABASE Coffee/Lunch Agenda Have an I
care attitude. Ask and listen.
34. 34 3. TOUCH YOUR DATABASE Coffee/Lunch Agenda Give them
information of value Interest rates Buyers vs. Sellers market
Absorption rates Neighborhood conditions
35. 35 3. TOUCH YOUR DATABASE Coffee/Lunch Agenda Ask for
referrals a couple of times Who do you know that is looking to buy
or sell a home in the next 3-6 months? (then keep silent) Do you
know anyone about to encounter a life altering event (i.e. divorce,
getting married, having a baby)? If they run into someone this year
that mentions real estate needs would they be willing to give them
your name and number and get the clients contact info?
36. 36 3. TOUCH YOUR DATABASE Coffee/Lunch Agenda Pick their
brain for ideas How can I improve what Im doing? What do I do well?
What do you see others doing that I should consider doing?
37. 37 3. TOUCH YOUR DATABASE Coffee/Lunch Agenda Pick their
brain for ideas What are a couple of things that made them
successful in their business? How could you use social media and
technology to more effectively help build relationships?
38. 38 3. TOUCH YOUR DATABASE Coffee/Lunch Agenda REMEMBER;
they are one of a special few. You value their opinion. Make them
feel like they will be a part of your team.