Build a Referral Machine - Amazon S3 › kw-sites › kw... · “A 33 Touch marketing system must...

Build a Referral Machine

Steve Schlueter

Steve Schlueter

2

Austin, Texas

Operating Principal

KW MAPS Coach

BOLD Coach

KWU Master Faculty

Build a Referral Machine

Tell Keller Williams University what you think!

Simply enter

www.evalfr.cominto any mobile device to complete your

evaluation for this session.

3 Build a Referral Machine

Created with Haiku Deck

Build a Referral Machine4

Gap Analysis

Let’s examine the numbers.

Number in your Met

Database?

Transactions as

result of repeat / referral?

Build a Referral Machine5

A. How many? A. 200

B. Transactions in 2014 as a result? B. 12

C. 10% goal: 10% x A = Closed Units C. 20

D: A / 12:2 (ratio from MREA) = Closed Units D. 33

E. Reality: C – B (20 – 12) = E. 8

F. Reality: D – B (33 – 12) = F. 11

Build a Referral Machine6

Happy Fourth of July

The Question that Could Lead You to Database

Riches

Build a Referral Machine7

Imagine …

Build a Referral Machine8

“Your business is your database, build a fortress around it.”

Build a Referral Machine9

- Gary Keller

“The real estate business is contact

management.”

Build a Referral Machine10

- Gary Keller

3% CrisisLet’s do a brief experiment.

Build a Referral Machine11

OUCH!

What Is a 33 Touch?

Is it 33 emails?

Is it 33 direct mail pieces?

Is it 17 of one and 16 of the other?

Build a Referral Machine12

“A 33 Touch marketing system must include

3–6 personal contacts a year.”

Build a Referral Machine13

- The Millionaire Real Estate Agent

Your Database 1-4-5

How to THINK about Your Database Strategically

Build a Referral Machine14

Build a Referral Machine15

Road Map to Success

Build a Referral Machine16

THE ONEGenerate a 10 percent

return from my database and grow it by 250 or more over

the next twelve months.

Build a Referral Machine17

The Four Laws

Build a Referral Machine18

1. Build

Build a Referral Machine19

2. Feed

Build a Referral Machine20

3. Communicate

Build a Referral Machine21

Do the Database Two!Build a Referral Machine22

Build a Referral Machine23

DTD2

Build a Referral Machine24

4. Work

Build a Referral Machine25

Questions?

Build a Referral Machine26

Thank You!Please complete an evaluation for this session.

Use any mobile device!

www.evalfr.com.

To download a free copy of this presentation:

www.familyreunion.kw.com/downloads