6 Powerful Lists Every Realtor Needs To Succeed If you've got these and work them right, you'll close deals! Pranav Pandya Franchise Development Manager RE/MAX Gujarat
The 6 lists every Realtor needs to succeed • Your sphere of influence • Your past clients • Your “A” leads • Your “B” leads • Your “C” leads • Business development contacts RE/MAX Gujarat
Who is in each list? • Sphere of influence: friends, family, past colleagues outside real estate. • Past clients:! *
Who is in each list? • A” leads: anyone buying or selling in the next 90 days, is preapproved and motivated. • “B” leads: anyone buying or selling in the next six months, is organized, serious and seems loyal. • “C” leads: open house contacts, website leads and anyone “thinking” about real estate.
Who is in each list? • Business development: builders, lawyers, accountants, referral agents, etc. • This list includes people you talk to about frequent, repeat business.
What to do with each list? • What’s the reason most agents never do business with past clients? • FOLLOW-UP • So, the crazy, insane, ultra-classified secret to successfully using lists is …
Send Them Something Occasionally • Newsletters • Personal notes • Phone calls • Emails • Gifts • Appreciation party invitation • Letters • Postcards
When do I drop people from the lists? • Spend one to two hours each day on lead generation and cultivation. • Drop leads when they tell you they’ve gone elsewhere. • Drop leads when you determine they’re wasting time or aren’t serious. • Don’t fear losing leads — generate new ones.
Customer service and your lists • The whole real estate business is based on customer service and how good you are at providing it. • Remember? “The customer is always right.” ? • Make people remember you. Make people want to remember you. If you do, those lists will grow and grow.
Mid-year business plan: Are you on pace to meet your goals in 2014?
Annual business plan should include: • A budget, with both business and personal expenses included. • The stated gross income required to meet the expenses in the budget (estimated). • The number of transactions required to generate that income, and the number of prospects needed to reach the transaction goal. • A marketing plan designed to reach that number of prospects, in order to accomplish the deals needed to meet your income goal.
Plan for spending wisely during the second half of 2014 • Buy _______ leads per month • Advertise on real estate sites • Cold call _______ FSBOs and expired listings • Knock on doors in my farm area • Send ________ print mailers • Set up social media campaigns • Other _________________
Plan to re-engage your leads/contacts • To re-engage my leads/contacts, I will... Make ________ phone calls Invest in a contact management system/ (whatever suits your business best) Set up daily/weekly/monthly email drip campaign(s) Send print mailers Connect with my leads on social media Other ______________________________________________________