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Top 7 Ideas to Build Your 2015 Pipeline NOW!
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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
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KNOW WHERE YOU ARE STARTING FROM
•What are your current assets
and tools?
•Do you have a system?
•Where do your leads come
from?
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FILL YOUR
PIPELINE WITH
THE
RIGHT PROSPECTS
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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
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Find the Hidden Listings All Around You
The Predictive AdvantageThe Predictive Advantage
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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
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BECOME A
MARKETER OF
SOLUTION
S FOR
BUYERS/SELLERS
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GIVE VALUE
Take a look at your marketing
materials… are they offering
enough value that someone
would pay for them?
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Help homeowners raise their hand
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Smart Conversation
Starters
Smart Conversation
Starters
The right message to the right person at the right time.
Custom Messages for Every Homeowner
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COMMUNICATE
THE MESSAGE TO
MATCH THE
MARKET
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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
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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
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CREATE A
MILLENNIA
L MARKETING
STRATEGY
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ATTRACT MILLENNIALS ON THE MOVE
• Accessibility• Cultural Attractions• Affordability• Entrepreneurship &
Technology• Mobile Friendliness
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TRACK
WHAT
WORKS
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KNOW YOUR NUMBERS
Have a tracking system for your
income generating activities. Know
the value of your time.
.
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GIVE THEM
WHAT THEY
WANT
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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.
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CHOOSE ONE
NEW
THING TO
MASTER IN 2015
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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!
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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!
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About SmartZip
IndustryPartners:
Awards:
2014 Inc.5000
Honors:
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Find the Hidden Listings All Around You
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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
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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.
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THANK YOU FORYOUR ATTENTION!!