Leads generation in Real Estate following RE/MAX Methodology
• Improve our business• Maximize our work time• Be practical!• Less talk – more action!!
• VP of Marketing – RE/MAX Israel• Real Estate School Director• Trained over 1,000 agents• 5+ years with RE/MAX• 11+ years training
• Goal setting• Building the Town Square• Commitment to action• Contact
• Goal 1 – total income in one year• Input 1 – average property price• Input 2 – average commission• Goal 2 – total transactions in one year
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.
• Highway 6 – Open Houses• Highway 7 – Local SOI• Highway 8 – Present clients• Highway 9 – Past clients• Highway 10 – Clients’ meetings
• 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…
• The knowledge gap is gone• Content and consistency are kings!• Relationships based on value• It takes money to make money• Become the “Trusted Advisor”
• 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
• Call your database• Goal – convert them to sellers• Talk to their rational• Know your numbers
• Choose & commit• Create & convert traffic• No more than 10 mts. a day!• Choose one – choose Youtube
• How to start?• Beginners• Intermediate• Advanced
• 100+ video tutorials• Youtube, Facebook, Google…• Special: Wordpress sites• Free of charge!!
• 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
• The challenge – a system• When signing a deal:• Birthday• Christmas / New Year’s• Easter• Day of contract consummation• Enter into calendar• Call!!
• Organize a guest speaker• Set date & time• Invite clients via phone• Utilize e-mail + Social Media
• email@example.com• www.facebook.com/gil.liran• www.facebook.com/yourdigitalagent• @gilliran on Twitter• Gil.liran on Skype
• No excuses• Replace “why not” with “oh yes!”• Commit to 2 new highways• Take action!