Leads generation in Real Estate following RE/MAX Methodology

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Leads generation in Real Estate following RE/MAX Methodology - Presentation by Gil Liran, VP Marketing, RE/MAX Israel. at The 4th RE/MAX Realty Rendezvous in Goa, India 2013

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Leads generation in Real Estate following RE/MAX Methodology

  1. 1. • Improve our business• Maximize our work time• Be practical!• Less talk – more action!!
  2. 2. • VP of Marketing – RE/MAX Israel• Real Estate School Director• Trained over 1,000 agents• 5+ years with RE/MAX• 11+ years training
  3. 3. • Goal setting• Building the Town Square• Commitment to action• Contact
  4. 4. • Goal 1 – total income in one year• Input 1 – average property price• Input 2 – average commission• Goal 2 – total transactions in one year
  5. 5. Goal 3 – total meetings in one year(Goal 2 X 10)The number 10 represents a ratio rule of thumb. It is notmathematical nor statistical. The ratio of sales & meetingsmay vary substantially from agent to agent, influenced byperformance, ability, market conditions etc. and does notguarantee a formula for success.
  6. 6. • Highway 1 – Farming• Highway 2 – FSBO’s• Highway 3 – Expireds• Highway 4 – For rent• Highway 5 – Internet
  7. 7. • Highway 6 – Open Houses• Highway 7 – Local SOI• Highway 8 – Present clients• Highway 9 – Past clients• Highway 10 – Clients’ meetings
  8. 8. • 1-3 – Average• 4-6 – Good• 7-10 - Great• Most agents worldwide use 1-3• If you’re using 7-10 you can leave theroom and go get drunk… 
  9. 9. • The knowledge gap is gone• Content and consistency are kings!• Relationships based on value• It takes money to make money• Become the “Trusted Advisor”
  10. 10. • The secret – follow up!• Marketing mail + phone call• Personal note• “How was the traffic this week?”• Open house• Every new exclusive listing – call• Every new sale – call
  11. 11. • Call your database• Goal – convert them to sellers• Talk to their rational• Know your numbers
  12. 12. • Choose & commit• Create & convert traffic• No more than 10 mts. a day!• Choose one – choose Youtube
  13. 13. • How to start?• Beginners• Intermediate• Advanced
  14. 14. • 100+ video tutorials• Youtube, Facebook, Google…• Special: Wordpress sites• Free of charge!!
  15. 15. • Most likely to recommend• Leverage the first 2 weeks• Script:• “By the way, if you happen to know anyone elsewho’s looking to sell or buy, I am always availableto give them the best service possible.”• When? Every meeting
  16. 16. • The challenge – a system• When signing a deal:• Birthday• Christmas / New Year’s• Easter• Day of contract consummation• Enter into calendar• Call!!
  17. 17. • Organize a guest speaker• Set date & time• Invite clients via phone• Utilize e-mail + Social Media
  18. 18. • gil@yourdigitalagent.net• www.facebook.com/gil.liran• www.facebook.com/yourdigitalagent• @gilliran on Twitter• Gil.liran on Skype
  19. 19. • No excuses• Replace “why not” with “oh yes!”• Commit to 2 new highways• Take action!

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