Lists can be powerful when used properly. They imply organization, impart control and enable understanding. Instead of a “to do” list, I’m talking about lead lists. Instead of trying to explain a complicated customer relationship management (CRM) solution or an expensive training program, I’m going to tell you the six lists you need to succeed in this business. If you’ve got these and work them right, you’ll close deals.

1. 6 Powerful Lists Every
Realtor Needs To
Succeed
If you've got these and work them
right, you'll close deals!
Pranav Pandya
Franchise Development Manager
RE/MAX Gujarat

2. The 6 lists every Realtor needs to
succeed
1.Your sphere of influence
2.Your past clients
3.Your “A” leads
4.Your “B” leads
5.Your “C” leads
6.Business development contacts
RE/MAX Gujarat

3. Who is in each list?
• Sphere of influence: friends, family,
past colleagues outside real estate.
• Past clients:! *

4. Who is in each list?
• A” leads: anyone buying or selling in the next 90 days, is
preapproved and motivated.
• “B” leads: anyone buying or selling in the next six months, is
organized, serious and seems loyal.
• “C” leads: open house contacts, website leads and anyone
“thinking” about real estate.

5. Who is in each list?
• Business development: builders, lawyers,
accountants, referral agents, etc.
• This list includes people you talk to about
frequent, repeat business.

6. What to do with each list?
• What’s the reason most agents never do business with past
clients?
• FOLLOW-UP
• So, the crazy, insane, ultra-classified secret to successfully using
lists is …

7. Send Them Something
Occasionally
• Newsletters
• Personal notes
• Phone calls
• Emails
• Gifts
• Appreciation party invitation
• Letters
• Postcards

8. When do I drop people from the
lists?
• Spend one to two hours each day on lead generation and
cultivation.
• Drop leads when they tell you they’ve gone elsewhere.
• Drop leads when you determine they’re wasting time or aren’t
serious.
• Don’t fear losing leads — generate new ones.

9. Customer service and your lists
• The whole real estate business is based on customer service and
how good you are at providing it.
• Remember? “The customer is always right.” ?
• Make people remember you. Make people want to remember you.
If you do, those lists will grow and grow.

10. Mid-year business
plan:
Are you on pace to meet your goals in 2014?

11. Annual business plan should include:
• A budget, with both business and personal expenses
included.
• The stated gross income required to meet the expenses in the
budget (estimated).
• The number of transactions required to generate that income,
and the number of prospects needed to reach the transaction
goal.
• A marketing plan designed to reach that number of prospects,
in order to accomplish the deals needed to meet your income
goal.

12. Check in on your budget
Budget goal
Spend for first
half of 2014
Revised budget
for 2014

13. Plan for spending wisely during the
second half of 2014
I will invest in...
• Leads
• Marketing that is working
• New ways to generate leads
• A lead capture website
• Software to help manage my
business
• Other
I will cutback on...
• Marketing that is NOT working
• A website that does NOT get
leads

14. Lead generation
Current leads per
month
Needed leads per
month (Use the Lead
Calculator to help...)
Goal (In the second
half of 2014, I will
generate...)

15. Plan for spending wisely during the
second half of 2014
Buy _______ leads per
month
Advertise on real estate
sites
Cold call _______ FSBOs
and expired listings
Knock on doors in my
farm area
Send ________ print
mailers
Set up social media
campaigns
Other
_________________

16. Lead Retention
Number of contacts
in your CRM/
Contact Manager
Conversion rate
goal for
Leads/Contacts
• Example: With 100
leads/contacts, having a
reasonable goal of a 3-5%
conversion rate will lead to 3-5
new clients.
Lead retention
issues
• Where can your lead
conversion improve?
• I sometimes lose my leads’
contact Information
• I don’t always follow up with
my leads right away
• My email marketing is
ineffective or inconsistent
• Other

17. Plan to re-engage your
leads/contacts
• To re-engage my leads/contacts, I will...
Make ________ phone calls
Invest in a contact management system/ (whatever suits your
business best)
Set up daily/weekly/monthly email drip campaign(s)
Send print mailers
Connect with my leads on social media
Other
_____________________________________________________
_

18. Progress chart
Goal Sep Oct Nov Dec Ja
n
Feb Mar
Generate _____ leads per month.
Respond to new leads within _____ hour(s).
Re-engage _____ inactive leads per month.
Send _____ email newsletter(s). (recommended 1 per
month)
Add all contacts to email drip campaigns.
Send print mailers/postcards to _____ leads.
Knock on _____ doors in farm area.
Add _____ friends/followers/connections on
Facebook/Twitter/LinkedIn
Additional goal… My reward for completing my goals:

19. Stick to your plan—and get help if you
need it

20. Thank You