Simple Strategies to Increase Your Leads, NOW€¦ · party lead sources. For instance, an Internet lead will come from your website, your referrals will come from already satisfied

Getting the Listing …Priced RIGHT!

Presented by Brad Korn Serving Greater Kansas City © 2011 BRADLEY L KORN PC.

ALL R IGHTS RESERVED -KORN TEAM 1

Lead Generation Secrets with Brad Korn

Simple Strategies to Increase Your Leads, NOW

• Homebuyers took 12 weeks to find a home;

• Homebuyers saw 12 homes before finding their new home;

• 47% of all homebuyers are first-timers;

• 53% are repeat buyers;

• 90% of homebuyers used the Internet to find their home;

• 84% of REALTORS® use social media to some extent;

• 87% used a real estate agent to find their home;

• 81% of all homebuyers would use the same agent again;




Where do the Best Leads Come From?

• The best ways to source leads are from yourself.

• Organically grown leads have 3 times greater closing rate than any other third-

party lead sources.

For instance, an Internet lead will come from your website, your referrals will

come from already satisfied customers, etc. If you want to close more business,

you will want to invest in the right channels that will allow you to grow and

develop leads organically from your own sources, not relying on others to do

the dirty work for you.

Old Ideas that Still Work

• In June 2008, four Baylor University researchers discovered that referrals and IVR (Interactive Voice Response) technology rank as the top two most productive lead generation activities in real estate.

• Television, print advertising and direct mail were all rated as not productive in terms of how much money was spent on these activities. However, it’s been proven, print and direct mail advertising can be improved using IVR technology.

Notes

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http://www.baylor.edu/business/kellercenter/index.php?id=55737

http://www.realestategrowth.com/how_to_grow.asp

http://www.realestategrowth.com/rep/personal.asp




What Real Estate Lead Generation Activities Really Worked In addition to referrals and IVR technology, real estate agents in the survey rated seven other lead generation activites as significantly productive–that is, they had a higher return on investment than other activities.

• Repeat Business

• Open Houses

• FSBO Expired Leads

• Networking

What are the Lost Opportunities?

1. How often does the average person move? Every _____ years.

2. How Many people in your database now _____________ divide by ___ years equals

total number of contacts in your database that are moving this year ________

3. If you look at your last year's sales, and determine how many of those closed transactions came directly from someone already in your database (not counting referrals, open house leads, sign calls, etc) you will see the number of people you captured, and what your lost opportunity was.

• Signage

• Telemarketing

• Internet/Website




Three Key Areas of Lead Generation

1. ________________ and _________________ 2. Set Up a ________________ and __________ it

___________ day

3. ________________________ Market to your

_________________

Results of a true 8x8 and 33 touch




Where to Begin

Start with your list of 150 people you know, and who know you. Even if you have been in business for quite some time, there are probably 100 people you know that are not in your database currently. Use the Memory Jogger List to think of your next 100-150 people you are going to be on purpose about adding to your database.

Memory Jogger Prospect List

LIST YOUR WARM MARKET FIRST

Address Book Business Cards Christmas Card List

Neighborhood List College Friends Co-workers

Old co-workers Teachers

LIST YOUR RELATIVES NEXT

Parents Brothers Aunts Nieces Nephews

Grandparents Sisters Uncles Cousins Grandkids

Father-in-law Mother-in-law Brother-in-laws Sister-in-laws Other in-laws

WHO IS/ARE MY... ?

Accountant Association members Auto mechanic Bowling Team members Bus driver Car salesman Card group Child Care Provider Children's friends parents Church members Club members Convenient Store Manager Co-workers Delivery Person Dentist Office employees Doctor's Office employees Donut Shop Manager Dry Cleaner Fed Ex Driver Fireman

Fishing buddies Florist Friends Housekeeper Hunting buddies Insurance Agent(s) Jeweler Lawyer Leasing Agent Mailman Maintenance Person Minister(s) MLM friends Neighbors Optometrist Paperboy Pharmacist Police Property Manager Real Estate Agent

Favorite Waitresses Favorite Waiters Computer Tech ISP Support Person Pet Groomer Retired Coworkers Retired Friends Retired Relatives Bottled Water Supplier Coffee Supplier Florist Sports Team members Supermarket managers Tailor Hairdresser Truck Drivers UPS Driver Veterinarian Barber Day Care Owner

WHO SOLD ME MY ...

Appliances Fishing license Office Equipment/Supplies




Boat Business cards Camper Car Computer Craft Supplies

Fishing Bait Furniture Glasses/contacts HDTV House Hunting license

Telephone/Cell Phone Tires And Auto Parts Sony® Playstation Stereo Vacuum cleaner Wedding items

I KNOW SOMEONE WHO IS A ...

Antique Dealer Art Instructor Avon Rep Bank Teller Bus Driver Carpenter Chiropractor Contractor Dietitian Editor Electrician Fire Chief

Fisherman Garage Mechanic Golf Pro Interior Decorator Lab Technician Librarian Real Estate Lifeguard Model Motel Owner Music Teacher Notary Public Nurse

Office Manager Pilot / Stewardess Printer Restaurant Owner Seamstress Secretary Security Guard Sheriff Student Tupperware Rep Waitress Welder

I KNOW SOMEONE THAT ...

Cuts My Grass Delivers Parcels / Packages Dry Cleans My Clothes Goes Bowling with Me Hung My Wallpaper Is in My Book Club Is in Rotary, Lions Is My Baby-sitter Is my Barber/Hairdresser

Is my Former Boss Lives Next Door Owns My Apartment Painted My House Repaired My TV Sells Ice Cream Sells Me Gasoline Teaches Ceramics

Teaches My Kids Was in my Car Pool Was my Best Man Was My Maid of Honor Was My Navy Buddy Was my Photographer Was my Professor Was My Teacher

I ALMOST FORGOT ABOUT ...

Judges Fast Food Chain Employees Hotel Managers Motel Managers Emergency Medical Service

Farmers Agriculturalist Conservation Officers Gas Stations Monument Business

Funeral Director Grain Operators I.e.. Elevators Landscapers Title Agent Speech Therapist

THIS IS TOO FUN TO STOP SO ...

My Broker My Bank Teller The Scuba Instructor The Karate Teacher

The Piano Teacher My Landscaper The Guy Delivering My Gas The Coffee Shop Group

The Cub Scout Leader People I Met At The Fair The Taxi Driver My Garbage Man/Woman




Your contact management system should keep you focused on your 20%. This should not just be another To Do list, is should keep you focused on your "Have To Do" items. Once you develop the habit of starting your day on your Dashboard, you will be consistent and persistent as Gary suggest in the MREA book.

Your Database IS Your Business




Notes

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Reconnect Plan

Create automated action plan

• 4-Step Action Plan: Send Letter, make call, write note, start on new plan




Do you REALLY have a relationship?

• Make the first call NOT about Real Estate

• 3 Goals to your Call:

– They need Real Estate Services

– They know someone who does

– You strengthen, or renew your relationship with them

• How well do you know them?

– Do they have kids?

– Do they have pets?

– What do they do for fun?

Synchronize your Social Media Lists and Database

• Are your friends list on social media sites the same list in your database?

• Is everyone in your database, friends with you on a social media site?

Notes

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Business Partners/Network Groups/Realtors

• Business Networking Groups THAT WORK

• Less than 3% of all relocations were from agent to agent

• Buy their brain cells, and own their database

Notes

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Conclusion

1. Old Ideas Still Work: IVR & Print (with a twist)

2. Fastest Way to the Cash: FSBO's and Expireds

3. Missed Opportunities: Double your business every year

4. Reconnect with Past Clients and Database

5. Synchronize your Social Media Friends List and your Database

6. Networking Relationships: Business Network Groups, Realtors, etc.

FREE Resources

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Kansas City & Lincoln, NE Referrals

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Documents

Simple Strategies to Increase Your Leads, NOW€¦ · party lead sources. For instance, an Internet lead will come from your website, your referrals will come from already satisfied