Transcription
Get Leads with theTop Ten LeadGeneration SourcesJosh Burnett
Josh BurnettCharlotte, North CarolinaLead Agent / Team OwnerKWU Approved Trainer
Top Ten Sources1.2.3.4.5.6.Met DatabaseGeographic FarmingFSBO'sExpired ListingsOpen HouseDoor Knocking7. Just Listed / Just SoldCircle Prospecting8. Just Listed / Just SoldMarketing9. Yard Signs / Ad Calls10. FacebookBonus: NurtureFAMILY REUNION2016
1. Met Database
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Client Parties and EventsINVITE TOEVENTCALL NOSHOWS, RELAYTHEY WEREMISSEDENLIST HELPFORREFERRALSAT EVENTFAMILY REUNION2016CONFIRMFOR EVENTHOST EVENT
2. Geographic Farming
Working Your Farm Use BOLD tactics to build reputation Establish your reputation first Reputation vs. relationshipFAMILY REUNION2016
Seven Steps to Building YourReputation1.2.3.4.Become the expert in a weekFirst listing in days or weeks, not monthsDoors, doors, doorsOpen house eventsFAMILY REUNION2016
Seven Steps to Building YourReputation5. Initial marketing6. Ongoing marketing7. Outperform the market and tell everyoneFAMILY REUNION2016
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3. For Sale by Owners (FSBOs)
FSBOs Fastest Source of Business OpportunityMaster the problem presentationBuyer ScriptsScript: “Have you looked at homes in(destination)?”FAMILY REUNION2016
4. Expired Listings
Expired Listings Lowest cost-highest return contact you canmake The challenge of the phone numbers Knock on the door and then 10 more around Watch the red herring—the two biggest expiredobjections Going to stay with the same agent We're going to take it off the market Script: “Was your agent passive or proactive?” Old expired listings: the gift of the real estategodsFAMILY REUNION2016
5. Open Houses
Level 7Open HouseFAMILY REUNION2016
6. Door Knocking
Door Knocking Low Cost, Very Effective Script Options: Just ListedJust SoldSpecialize in the AreaOpen House InvitationMarket Update InformationFAMILY REUNION2016
7. Just Listed / Just SoldCircle Prospecting
Just Listed / Just Sold CircleProspecting Always have 300 – 500 phone numbers inreserve so you always have a call list. Use a dialer: archagent PowerDialer Mojo Dialer LandvoiceFAMILY REUNION2016
8. Just Listed / Just SoldMarketing
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9. Yard Signs / Ad Calls
Yard Signs / Ad Calls First 5 seconds of the callTransition off their agenda to your agendaControl with questionsABC for the appointment: action / benefit /close Consultative buyers presentationFAMILY REUNION2016
10. Facebook
Facebook Relationship building tool more than leadgeneration engine for most Face-to-face vs. Facebook to Facebook C.A.R.E.—Connect, Alert, Refer, Engage Facebook custom list for easy organizationFAMILY REUNION2016
Social media isnot a lead generationmachine; it’s arelationship-buildingengine.FAMILY REUNION2016
The end goal is face-to-face,not Facebook to Facebook.FAMILY REUNION2016
“Type a quote here.”–Johnny Appleseed
LAW #1: BUILD/ORGANIZE
Bonus11. Nurture
Nurture Active lead generators have 70% businessrealized from follow-up Nurture Follow Up!How much business have you missed due tolack of follow up?FAMILY REUNION2016
Top Ten Sources: Review1.2.3.4.5.6.Met DatabaseGeographic FarmingFSBO'sExpired ListingsOpen HouseDoor Knocking7. Just Listed / Just SoldCircle Prospecting8. Just Listed / Just SoldMarketing9. Yard Signs / Ad Calls10. FacebookBonus: NurtureFAMILY REUNION2016
Thank You.Please discard allyour trash as youleave!Please complete an evaluation for thissession.Use any mobile device!www.evalfr.comDownload a FREE copy ofthis presentation. Go tofamilyreunion.kw.com/downloads
archagent PowerDialer Mojo Dialer Landvoice Just Listed / Just Sold Circle Prospecting. 8. Just Listed / Just Sold Marketing. FAMILY REUNION 2016. 9. Yard Signs / Ad Calls. FAMILY REUNION 2016 First 5 seconds of the call Transition off their agenda to your agenda Control with questions
