2. Open your mouth and hope
something flies into it
Flight of the confused
bumblebee
2
AGENT LEAD GENERATION PROGRAMS
3. Top 2 Answers
1. Referred by (or is) a
friend, neighbor or
relative
2. Used agent previously to
buy or sell a home
3
HOW BUYERS FIND REALTORS®
50%
38%
12%
4. 4
HOW SELLERS FIND REALTORS®
Top 2 Answers
1. Referred by (or is) a friend,
neighbor or relative
2. Used agent previously to
buy or sell a home
63%
36%
27%
5. 1. How many people know that you are a
REALTOR®? (insert your own number)
2. Percentage that will move this year
(NAR studies indicate that people move, on average, once
every ten years)
3. Number of people that you know who
will move this year (Multiply #1 by #2)
4. Captured business (Multiply #3 by 75%)
5. Average commission earned (Average sales
price ($300,000) X Average commission percentage (5.85%) X Co-
op commission portion (50%) X Agent split (50%))
150
5
THE POWER OF YOUR DATABASE
10.0%
15.0
11.25
$4,387
6. 6. Commission income from your database (Multiply #4 by #5)
$49,354
6
THE POWER OF YOUR DATABASE
7. If you increase the number of people in your database
7
PLAYING WITH THE NUMBERS
200
$65,805
350
$115,159
500
$164,512
9. 9
THE FORMULA DOES NOT ACCOUNT FOR
. . . selling your
own listings
FOR SALE
ABC Realty
Tom Blefko
O: 717 123 4567
C: 717 587 6600
tomblefko@gmail.com
12. 12
THE FORMULA DOES NOT ACCOUNT FOR
. . . referrals from outside your database
13. 13
WOULD BUYER USE REALTOR® AGAIN OR RECOMMEND
TO OTHERS *
* 2022 Profile of Home Buyers and Sellers, National Association of REALTORS®
60%
80%
50%
70%
40%
30%
20%
10%
0%
Definitely Probably Probably Not Definitely Not Don’t Know
76%
13%
5% 4% 2%
89%
would probably use you again
or recommend you to others
14. 14
HOW REPEAT BUYERS FOUND THEIR REALTOR® *
* 2022 Profile of Home Buyers and Sellers, National Association of REALTORS®
15%
used agent previously
to buy or sell a home
15. 15
THE UGLY TRUTH
Unless you do something about it today . . .
83%
. . . over
will use another
REALTOR® in the future