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6 Powerful Lists Every Realtor Needs to Succeed
The document outlines six essential lists every realtor needs for success, including their sphere of influence, past clients, and various lead categories (A, B, C). It emphasizes the importance of consistent follow-up, customer service, and maintaining a robust lead generation strategy. Additionally, it discusses the need for an annual business plan that includes budgeting, marketing strategies, and lead retention goals.
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6 Powerful Lists Every Realtor Needs to Succeed
- 1. 6 Powerful ListsEvery 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 listsevery 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 ineach list? • Sphere of influence: friends, family, past colleagues outside real estate. • Past clients:! *
- 4. Who is ineach 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 ineach list? • Business development: builders, lawyers, accountants, referral agents, etc. • This list includes people you talk to about frequent, repeat business.
- 6. What to dowith 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 Idrop 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 andyour 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 planshould 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 onyour budget Budget goal Spend for first half of 2014 Revised budget for 2014
- 13. Plan for spendingwisely 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 Currentleads 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 spendingwisely 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 Numberof 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-engageyour 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 GoalSep 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 yourplan—and get help if you need it
- 20.
Editor's Notes
- #11 We’ve officially reached the midpoint in the year—the time when real estate professionals check in with their annual plan to gauge how they’re progressing toward their goals. It’s also a good time to ensure that your annual goal is still achievable and determine what steps you can take to get there.
- #12 Your annual business plan is a roadmap to success, and like any roadmap, it doesn’t show the potential potholes and roadblocks you may face along the way. Since this road isn’t set in stone, however, you have the flexibility to tweak your plan as the year rolls along.
- #13 How is your budget looking? Calculate how much you’re spending versus how much you’re taking in. If you need to scale back on spending, that means that so far your income isn’t quite what you hoped it would be. Look for places—other than marketing—to make cuts. Marketing is the device that will bring in the prospects you need to meet your goals in the second half of the year.
- #15 While most top agents are lead-generating machines, the majority of agents generate less than 20 leads per month. Unless you have a massive sphere of influence that you reach out to on a continuous basis and get tons of referrals from, those 20 leads per month will lead you to the poor house. If you’ve fallen behind in loading up your pipeline, use Market Leader’s handy Lead Calculator to help determine the number of transactions you’ll need over the next six months to hit your annual goal. The calculator will also let you know how many leads you’ll need per month to close that number of transactions. Don’t be surprised if the number is large—you will be playing catch-up. Next, determine other methods you can use to generate new leads. Perhaps you’ll need to buy leads for the rest of the year. If money is tight, consider getting back to basics by calling on expireds and FSBOs or knocking on doors.