L E A D

F O L L O W - U P

OFFICE MEETINGS MAY 4-6, 2010

LEADS COME AS A RESULT OF PROSPECTING!!!

THE PRIMARY OBJECTIVE FOR US IS TO TURN EVERY MOTIVATED LEAD INTO AN APPOINTMENT !!!

THE OTHER IMPORTANT OBJECTIVE FOR US IS TO MOVE EVERY LEAD INTO OUR SPHERE DATABASE

THE NUMBER OF APPOINTMENTS WILL DETERMINE THE SIZE OF YOUR INCOME.

PUT LEADS INTO CATEGORIES

BIG DIFFERENCE IN WORKING BUYER LEADS VS. SELLER LEADS.

MUST CATEGORIZE YOUR LEADS INTO HOT, WARM, AND COOL.

NEED TO HAVE SYSTEMS IN PLACE FOR EACH CATEGORY.

BUYER LEADS OPEN HOUSES DOOR KNOCKING REFERRALS FLOOR TIME SIGN CALLS 800 NUMBERS - CALL CAPTURE NEWSPAPER & INTERNET ADS SPHERE OF INFLUENCE MAILERS & DROPS FARM

SUPPLIERS OF BUYERS:

FLORIST - KNOWS ABOUT PEOPLE MAKING LIFE TRANSITIONS = WEDDINGS, FUNERALS (INHERITANCE), BABIES - REASONS TO BUY.

NAIL TECHNICIAN & HAIR STYLISTS - THEY KNOW ALL THE SCOOP.

C.P.A.’S & ATTORNEYS

WEDDING PLANNERS - IDEAL FOR FINDING FIRST TIME HOMEBUYERS

WITH EVERY BUYER ( HOT OR COLD ), MAKE SURE YOU HAVE A MINIMUM OF ONE SIT – DOWN BUYER INTERVIEW. PROCURRING CAUSE GUIDELINES & O.H.’S

DURING YOUR BUYER PRESENTATION, YOU SHOULD ASCERTAIN THE FOLLOWING:

THEIR MOTIVATIONTHEIR ABILITY TO QUALIFYTHEIR KNOWLEDGE OF THE MARKETTHEIR LOYALTY FACTOR

HOT BUYERS - MOST MOTIVATED

GOING TO BUY WITHIN THE NEXT 1 - 6 WEEKS.

SPEND THE MAJORITY OF YOUR

TIME WITH THIS GROUP.

ALL PROSPECTS, NO SUSPECTS

WARM BUYERS = MOTIVATED, BUT NOT QUITE READY.

NEEDS TIME TO INCUBATE (BAKE).

GOAL WITH THIS GROUP IS TO MOVE THEM INTO THE HOT GROUP - WHEN DESERVING.

DO NOT IGNORE THIS GROUP

COLD BUYERS -NOT MOTIVATED AND / OR NOT CLOSE TO BEING QUALIFIED

COLD LEADS ARE WARM WANNA-BEES. GIVE LOTS OF INFO AND LITTLE TIME. DETERMINE WHY THEY ARE COLD. IS

IT DUE TO LACK OF MOTIVATION, NEED TO SELL BEFORE BUYING, CAN’T QUALIFY, OR SOME OTHER REASON?

MOTIVATE !!! STAY IN CONTACT.

THERE SHOULD BE A REGULAR OR CONSTANT RE – EVALUATION OF YOUR LEADS TO SEE IF THEY DESERVE TO BE IN A DIFFERENT CATEGORY.

HOT BUYERS 1 - 2 SHOWING APPOINTMENTS EA. WEEK

LISTING BOOK

1 - 2 PHONE CALLS PER WEEK

UPDATES ON EXP., CANCELLEDS, POCKET LISTINGS.

HOT BUYERS

E-MAIL NEWSLETTER - WRIGHT BRO’S WKLY

I-MARKET - MONTHLY POSTCARDS

PINNACLE CLIENT GIFT PROGRAM.

E-MAIL / MAIL INFO RELATED TO POTENTIAL PROPERTIES, MARKET UPDATES, NEIGHBORHOODS, PRICES, INTEREST RATES, CONTRACT CLAUSES, UPDATES ON HOMES PREVIOUSLY SEEN.

WARM BUYERS

MAYBE ONE APPOINTMENT A MONTH.

ONE PHONE CALL EVERY 7 - 10 DAYS

LISTING BOOK

I-MARKET & E-MAIL NEWSLETTER

E-MAIL MARKET & NEIGHBORHOOD INFO

COLD BUYERS

MR. & MRS. BUYER - “STEP AWAY FROM THE CAR”

THINK GREEN - DON’T WASTE GAS

START WITH SIT DOWN BUYER INTERVIEW TO FIND OUT WHERE THEY ARE, AND HOW TO GET THEM TO WARM OR HOT CATEGORY.

COLD BUYERS

GET THEM PREQUALIFIED LISTING BOOK OPEN HOUSES & PROCURRING CAUSE RULES E-MAIL NEWLETTERS WEEKLY SUPPLY THEM WITH TONS OF INFORMATION -

PROPERTIES MARKET UPDATES WHAT A PURCHASE AGREEMENT LOOKS LIKE NEWSPAPER & INTERNET ARTICLES THINGS WE NEGOTIATE ON THEIR BEHALF

OUR MARKETING MUST DEMONSTRATE VALID REASONS TO WORK WITH YOU INSTEAD OF A COMPETITOR.

THE CLIENT MUST BE CONVINCED THAT WORKING WITH YOU IS MORE BENEFICIAL THAN WORKING WITH SOMEONE ELSE

SOME VALID REASONS:

GET THEM A BETTER DEAL

YOU BETTER UNDERSTAND THE MARKET.

THEY WILL RECEIVE A HIGHER LEVEL OF SERVICE

YOU ARE AN EXPERT ON THE NEIGHBORHOODS THEY ARE INTERESTED IN.

MORE VALID REASONS:

YOU KNOW HOW TO GIVE THE CLIENT MAJOR ADVANTAGES THRU YOUR EXPERT NEGOTIATIONS.

YOU CAN SECURE A BETTER LENDER

YOU CAN SAVE THEM MONEY.

THEY WILL RECEIVE THE PROFESSIONAL REPRESENTATION THEY DESERVE

MORE VALID REASONS:

ACCESS TO PINNACLE’S PRE – M.L.S. INVENTORY.

ACCESS TO FORECLOSURE INVENTORY UNKNOWN TO OTHER OUTSIDE AGENTS

SELLER LEADS

A SELLER LEAD IS SOMETIMES DIFFERENT FROM A SPHERE LEAD

OUR GOAL IS TO EVENTUALLY MOVE SELLER LEADS INTO YOUR SPHERE

GATHER 1-2 SELLER LEADS WEEKLY

SELLER LEADS INPUT LEADS INTO A CONTACT

MANAGEMENT SOFTWARE SYSTEM: TEMPO GOLDMINE AGENT OFFICE PRO REAL ESTATE TOP PRODUCER OUTLOOK ECT, ECT, ECT.

SELLER LEADS SEPARATE LEADS INTO 3 GROUPS THEY CAN MOVE FROM GROUP TO GROUP

VERY QUICKLY

COLD – MAY SELL 1 YEAR OR MORE

WARM – WILL SELL 3 MO-1 YEAR

HOT – WILL SELL WITHIN 3 MONTHS

SELLER LEADS

UTILIZING A CONTACT SYSTEM GIVES US THE OPPORTUNITY TO BUILD A RELATIONSHIP AND TRUST WITH OUR LEADS.

SELLER LEADS

UTILIZING A CONTACT SYSTEM ALSO GIVES US THE OPPORTUNITY TO:

OUTWORK OUR COMPETITORS. PROVIDE CONSISTENT & UPDATED

INFORMATION. OUTSHINE OUR COMPETITORS EXPRESS KNOWLEDGE OF THE

MARKETPLACE. SHOW THEM OUR WORK ETHIC.

SELLER LEADS OBTAINING SELLER LEADS BY: FARMING DOOR KNOCKING REFERRALS OPEN HOUSES 800 # CALLS ADD CALLS SOCIAL NETWORKING SITES INTERNET POSTINGS N.O.D.’S, EXPIREDS, FSBO’S

COLD SELLER LEADS

MAIL HAND WRITE PERSONAL NOTE AFTER FIRST MEETING.

CALL MINIMUM EVERY QUARTER. 1 MONTHLY MAILER (I MARKETING) OR

JL / JS POSTCARD. 1 - 2 PROMO ITEMS PER YEAR. 1 UN-SOLICITED MARKET EVALUATION –

W / POSS MEETING.

COLD SELLER LEADS

WEEKLY E-MAIL BLAST FROM (WRIGHT BROS)

E-MAIL BLAST FLYER FROM ANY NEW LISTINGS YOU HAVE

2 MARKET UPDATE LETTERS ANNUALLY WITH MARKET CONDITIONS, COMPARABLES, GRAPHS, ECT.

ADD TO SOCIAL NETWORKING GROUP.

WARM SELLER LEADS

MAIL HAND WRITTEN NOTE EVERY QUARTER.

CALL EVERY MONTH. 1 MONTHLY MAILER (I MARKETING OR

JL / JS POSTCARD) 1 - 2 PROMO ITEMS PER YEAR 1 UPDATED “NO OBLIGATION” MARKET

EVALUATION

WARM SELLER LEADS

WEEKLY E-MAIL BLAST (WRIGHT BROS) E-MAIL BLAST FLYER FROM ANY NEW

LISTINGS YOU HAVE QUARTERLY MARKET UPDATE LETTERS

WITH MARKET CONDITIONS, COMPARABLES, AND GRAPHS

LISTING BOOK ADD TO SOCIAL NETWORKING GROUP

HOT SELLER LEADS MANY OF THESE HOT LEADS WILL HAVE

ALREADY RECEIVED EVERYTHING FROM YOU WHEN THEY WERE WARM & COLD!

EITHER WAY: SET UP A LISTING APPOINTMENT ASAP!!! IMMEDIATELY DROP OFF THE PINNACLE

PRESENTATION AS A PRE-LISTING PACKET SET THEM UP ON EVERY SYSTEM

UTILIZED IN WARM LEADS AND CONTINUE UNTIL LISTED.

HOT SELLER LEADS GO ON THE LISTING APPOINTMENT FOLLOW-UP WITH A LETTER CALL BACK IF NEEDED TO FOLLOW-UP

RECEIVE A CALL FROM THE SELLER!!

YOU GOT THE LISTING!

ADDITONAL NOTES

EVERY LEAD REQUIRES A DIFFERENT FOLLOW-UP PLAN. UTILIZE A DRIP SYSTEM FOR SCHEDULING YOUR CALLS-KEEP NOTES FOR REASONS TO CALL.

BEST TIME TO MAKE CALLS - EARLY EVENINGS OR SATURDAYS 1 - 2 HOURS PER WEEK IS ALL YOU NEED TO MANAGE YOUR DATABASE.

ADDITIONAL NOTES

CONTINUALLY RE-EVALUATE YOUR LEADS TO ASSESS MOTIVATION LEVEL

THE BETTER AND MORE CONSISTANT CONTACT SYSTEM YOU UTILIZE, THE GREATER SUCCESS FOR THE FUTURE.

MANY COLD & WARM LEADS WILL

EVENTUALLY BE MOVED INTO YOUR SPHERE DATA BASE!!

PRINCIPLE :

NEVER ASSUME YOU ARE THE ONLY AGENT WHO HAS IDENTIFIED THIS PROSPECT AS A LEAD. THIS IS NOT A REASONABLE ASSUMPTION

PRINCIPLE:

YOUR LEAD EXIST FOR A CERTAIN OR DEFINITE PERIOD OF TIME. BUT, THAT PROSPECT SHOULD BE A CLIENT FOR LIFE.

DO NOT STOP MARKETING TO THIS CLIENT ONCE THEY HAVE BOUGHT OR SOLD.

THANK YOU FOR ALL OF YOUR DETERMINATION AND HARD WORK. YOU ARE DOING FABULOUS. STAY THE COURSE. WE APPRECIATE YOUR LOYALTY AND SUPPORT FOR PINNACLE ESCROW & RIDGEGATE ESCROW.

YOU ARE ALL GREAT TO WORK WITH !!!