The document provides an overview of a webinar titled "Success Tips for Single Agents" featuring guest speaker Nina Hollander. The webinar agenda includes discussing building and working a referral base, following up on internet leads, and optimizing one's day as a single agent. Nina Hollander is introduced as a top real estate agent in Charlotte with over 20 years of experience and annual sales of over $6 million. Her success is attributed to focusing on referrals and internet leads, having customized follow-up plans, and learning business skills through coaching programs.

1. Welcome to Market Leader Power Hour!!
• Today’s call will be recorded
• View today’s recording and past Power Hour recordings at:
www.Learn.MarketLeader.com
• Live Q&A today; send in your questions!
www.marketleader.com

2. Success Tips for the Single Agent
Featuring: Nina Hollander
Presenter: Shannon Shimabukuro
Senior Market Leader Trainer
www.marketleader.com

3. Single Agents?

4. What Will You Learn Today?
Agenda for: Success Tips for Single Agents
• Meet Nina Hollander
• Building and working a referral base
• Why focus on internet leads and how
Nina follows-up
• Optimize your day to do it all yourself
• Questions
www.marketleader.com

5. Meet Our Featured Expert: Nina Hollander
•
Realtor, Broker for 22 years
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NYC and Charlotte (last 16 yrs in NC)
15 years working internet leads
Market Leader subscriber since 2010
70% referrals; 30% internet
2013: 23 Sales; $6 Million Gross
Awards
– RE/MAX Hall of Fame (Top 2%)
– 5 Star Best In Client Satisfaction
– 50 Most Influential Women in
Charlotte
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Past Sales:
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$100+ Million in listing sales
$90+ Million in relocation sales
$80+ Million in first time buyer sales
$75+ Million in fine home sales

6. In the beginning….

7. What’s your secret to growing your referral base?

8. Success tip to work internet leads:
Address mindset and misconceptions
There are no bad leads?
Wait… you mean they might
not respond to my emails?
But I worked so hard…

9. What does your internet lead follow-up look like?
1.
2.
3.
Respond to new leads throughout the day
Check recent activity up to 3x daily for
people back on my website
Work reminders for that day.
1.
2.
Works down the reminders every day 25-30
reminders
TIP: Used saved templates to send emails
more quickly

11. In general
• Custom follow-up during 1st month
– Follows Million Dollar Pipeline Program
(but customizes)
• Automate follow-up after first month
• Look for areas to engage in a custom way
thereafter based on activity.
www.marketleader.com

12. How do you create all these
touch points?

13. Single Agent Tip:
Invest in self learning and coaching programs

14. Single Agent Tip:
Follow a routine to ensure key activities get done!

15. A day in the life…
• 6:30 am-10:30am: Prospecting
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ActiveRain : write blog and comment on previous posts
Market Leader: work new leads, recent activity, reminders
Check expired listings
Facebook ,LinkedIn and Twitter: participate in any discussions
Prepare cards for clients with a life event (birthday, anniversary, etc)
Prepare “unique” mailing to ML database
• 12:00-2:00pm Self education (2-3x per week):
– Million Dollar Pipeline, Power Hour, ActiveRain, IMSD,
– KCM-related webinars, company lunch and learns
• 10:00-1:00 pm: Schedule closings
• 2:00-5:00 pm: Client appointments
– If no client appointments in afternoon,
• Prepare listings for market
• Refine presentation materials

16. Single Agent Tip:
Know when to outsource
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Photography
Closing coordinator
Keeping books
Marketing delivery
www.marketleader.com

17. Nina’s Referral Marketing Plan
*This will be in the class
notes and available at
learn.marketleader.com
Recurring Monthly Marketing Plan
When
monthly
monthly
monthly
As appropriate
What to send
Monthly mailing to sphere*
Email Newsletter
Audience
Past clients and strong prospects (top 150)
Everyone in my database
Top 150 plus newer leads who are interested in specific
Email with sales activity for subdivision
subdivisions.
Holiday eGreetings
Entire Market Leader/Prospect database
Month-Specific Marketing Plan
January
Market Activity review for their subdivisions for the prior year.
Past clients and strong prospects (top 150)
January
Copy of their HUD-1 to prepare for tax time
Clients who bought or sold in past year
Late March
May
June
Notepad with Valentine’s Day theme with business card
attached.
Easter Greeting
Mother's Day greeting
Father's Day greeting
later June
Notepads with patriotic theme with business card attached.
February
Past clients and strong prospects (top 150)
Past clients and strong prospects (top 150)
Past clients and strong prospects (top 150)
Past clients and strong prospects (top 150)
Past clients and strong prospects (top 150)
August
Market Activity review for their subdivisions for the first half of
Past clients and strong prospects (top 150)
year.
N/A
N/A
September
"Who are the best agents in Charlotte?" postcard
Past clients and strong prospects (top 150)
October
November
Halloween themed post card
Thanksgiving card
Past clients and strong prospects (top 150)
Past clients and strong prospects (top 150)
Annual calendar with business card attached.
Sphere of 300 (Anyone whose address you have, who may not be
a strong prospect, but with whom I have contact and who can
turn into a buyer/seller one day, or a source of referrals.
(attorneys, my photographer, etc)
July
December
Throughout the year
Prospect-Specific Marketing Plan
Home anniversary cards, client birthday and wedding
anniversary cards. I also check their Facebook pages, Linked-In Past clients and strong prospects (top 150)
posts and respond as appropriate.

18. Emails vs Postal?

19. Top
tips for a single agent

20. The discipline of consistency

21. Never
Never
Never
Give Up!

22. You cannot
control results,
you can only
control activities.

23. What now?
 Add time dedicated to self education into your weekly schedule
 Create 1 new touch point for your Market Leader database
 Create 1 new touch point for your referral base
 Implement a strategy to keep up with your past client/referral base
And as always:
 Fill out the survey to receive today’s class notes
 Register for next week’s Power Hour!
www.marketleader.com

24. Join us Next Week!
Managing leads from other sources
• Target your follow up to imported and 3rd party leads
and maximize your conversion
• Utilize the new “Quick Text” feature in your Market
Leader system
Wednesday, 2/12 at 10:00 am PT/1:00pm ET
To Register: www.Learn.MarketLeader.com
www.marketleader.com

25. Notes:
1. Fill out the survey to receive the class notes! (It displays when the class is over)
2. Find today’s recording and additional classes on www.learn.marketleader.com
QUESTIONS FOR NINA?
www.marketleader.com

26. Appendix
www.marketleader.com

27. Market Leader Email template example:
“Welcome Back!”
Hi Vanessa,
Welcome back! Just wanted to check in with you. I saw that you have
been looking at homes again on my site www.HomesInCharlotteArea.com.
Please let me know if you have any questions about any specific
properties or if there is anything I can do to help you in searching for a
home in the area or if I can arrange for a private showing of any of the
homes you've been looking at.
Have a great day!
www.marketleader.com

28. Referral Marketing example: monthly mailing to sphere
The 3 things to consider before you start remodeling your kitchen
Kitchen renovations are one of the most popular renovation projects that homeowners tackle, second only to bathroom renovations. It’s
easy to see why: a renovated kitchen not only improves the flow and function of your living space, it also boasts a high investment return
of between 80-85%, on average.*
This month, I’m sending along information to help you plan your kitchen renovation. The information is full of great tips intended to make
your renovation easier, whether you plan to do a minor update or start from scratch. It also offers a few suggestions to help you make your
kitchen greener, from using energy-saving appliances to choosing eco-friendly cabinet, countertop and flooring options.
Due to the nature of my business, I know many great contractors and other building professionals. If you’re considering a home
improvement project, call me and I may be able to refer you to a professional that will give you the same great service that you’ve come to
expect from me. Feel free to pass this information on to your family and friends who may be thinking of making improvements to their
homes.
Sincerely,
Oh, by the way®…if you know of someone who would appreciate the level of service I provide, please call me with their name and phone
number, and I’ll be happy to follow up and take great care of them.
*Source: Remodeling Online/Hanley-Wood
www.marketleader.com

29. Example of newsletter
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30. “Who are the best agents in Charlotte?” postcard
www.marketleader.com

31. Valentine’s Day Notepad
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