Top 7 Ideas to Build Your 2015 Pipeline NOW!

Jay Macklin

Your speakers today:

Laura Monroe Valerie Garcia

Broker/OwnerRE/MAX Platinum Living

Dir. of TrainingRE/MAX Integra

Dir. of Industry Engagement & Social Media

Inman

Jonathan McGowan

Dir. of Sales & OperationsSmartZip

KNOW WHERE YOU ARE STARTING FROM

•What are your current assets

and tools?

•Do you have a system?

•Where do your leads come

from?

FILL YOUR

PIPELINE WITH

THE

RIGHT PROSPECTS

IT BEGINS WITH YOUR DATABASE 

• Predictive marketing – Know who is ready to sell

• Clean your buckets

• CMA’s & CRM’s– Send to the right people

• Drop by’s and fun swag

• Holiday appreciation events

Find the Hidden Listings All Around You

The Predictive AdvantageThe Predictive Advantage

Length of Residency

Age of Residents in Home

Migration PatternsLoan Details LTV Ratio

Absentee Owner

Number of Kids

Delinquent

Herd EffectLife Interests

Find the Hidden Listings All Around You Seller TriggersSeller Triggers

AppreciationEstimated Net Worth

Listing History

Home Sale History

Loan Status

Home Owner Occupancy

Credit Worthiness

Consumer Behavior

Move Up

Move Down

BECOME A

MARKETER OF

SOLUTION

S FOR

BUYERS/SELLERS

GIVE VALUE 

Take a look at your marketing 

materials… are they offering  

enough value that someone 

would pay for them? 

Help homeowners raise their hand

Smart Conversation

Starters

Smart Conversation

Starters

The right message to the right person at the right time.

Custom Messages for Every Homeowner

COMMUNICATE

THE MESSAGE TO

MATCH THE

MARKET

EFFECTIVE MARKETING:

• Talks to and about your prospects

• Gives prospect real benefits

• Gives prospects a non-threatening way to get more information, and

• Gives prospects compelling reasons to call you to get it

SOCIAL [WORKS!]

46%

57%

68%

83%

• Create your annual social strategy• Engage in friend’s life stories• Create new lists, clean up others• Start a new community page • Get visual: Learn Canva,

PicMonkey

CREATE A

MILLENNIA

L MARKETING

STRATEGY

ATTRACT MILLENNIALS ON THE MOVE

• Accessibility• Cultural Attractions• Affordability• Entrepreneurship &

Technology• Mobile Friendliness

TRACK

WHAT

WORKS

KNOW YOUR NUMBERS 

Have a tracking system for your

income generating activities. Know

the value of your time.

.

GIVE THEM

WHAT THEY

WANT

GIVE THEM MORE THAN THEY ASKED FOR 

Stop being the gatekeepers of the data. Your role is not just the source… it’s the sorter.

CHOOSE ONE

NEW

THING TO

MASTER IN 2015

WHAT IS THE ONE NEW THING YOU WILL MASTER?

The ability to generate a steady flow of leads month in and month out AND convert these leads to appointments.

Become a lead magnet and perfect your conversion skills!

At the end of the day, there is only 1 way for you to grow your business: But there are 3 ways to implement it:

1. Increase the number of transactions.

2. Increase the size of the transaction income.

3. Increase the number of times Clients come back and buy from you.

With great marketing, systems and people, all 3 of these are possible!

About SmartZip

IndustryPartners:

Awards:

2014 Inc.5000

Honors:

Find the Hidden Listings All Around You

Sign up for a SmartTargeting demo

Go to:

www.smartzip.com/corp/inman2015Or call: 855-661-1064

December Only:Get an iPad mini with the purchase

of SmartTargeting

ACTION PLAN WRAP-UP

1TARGET THE RIGHT CUSTOMERS

Give your database some TLC. Clean the

buckets, send some new CMA’s

2

3

4

5

6

BECOME A MARKETER OF SOLUTIONS

Help homeowners raise their hand. Don’t

market you, market solutions and your UPS.

RIGHT MESSAGE, RIGHT PERSON, RIGHT

TIME

Create content and marketing that is valuable. Give

them more than they ask for, and sort it to user

friendly, take action now terms.

GET SOCIAL. IT WORKS.

Create your annual social strategy. Engage in

life stories. Start a new community page. Get rid

of what you aren’t using.

CREATE A MILLENNIAL MARKETING

STRATEGY

Generate content to reach the widest growing segment

for home buyers. First time home buyers now, life long

referrals and prospects later.

PICK ONE NEW THING TO MASTER

The ability to generate a steady flow of

targeted leads. Not just any leads. Track

what works.

THANK YOU FORYOUR ATTENTION!!