6 Powerful Lists Every Realtor Needs To Succeed

If you've got these and work them right, you'll close deals!

Pranav PandyaFranchise Development

ManagerRE/MAX Gujarat

The 6 lists every Realtor needs to succeed

1.Your sphere of influence

2.Your past clients

3.Your “A” leads

4.Your “B” leads

5.Your “C” leads

6.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.

Check in on your budget

Budget goal Spend for first half of 2014

Revised budget for

2014

Plan for spending wisely during the second half of 2014

I will invest in...

LeadsMarketing that is workingNew ways to generate leadsA lead capture website• Software to help manage

my business• Other

I will cutback on...

• Marketing that is NOT working

• A website that does NOT get leads

Lead generation

Current leads per month

Needed leads per month (Use

the Lead Calculator to

help...)

Goal (In the second half of

2014, I will generate...)

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 _________________

Lead Retention

Number of contacts in your

CRM/Contact Manager

Conversion rate goal for

Leads/Contacts• Example: With 100 leads/contacts, having a reasonable goal of a 3-5% conversion rate will lead to 3-5 new clients.

Lead retention issues

• Where can your lead conversion improve?• I sometimes lose my leads’ contact Information

• I don’t always follow up with my leads right away

• My email marketing is ineffective or inconsistent

• 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 ______________________________________________________

Progress chartGoal Se

pOct

Nov Dec

Jan

Feb

Mar

Generate _____ leads per month.

Respond to new leads within _____ hour(s).

Re-engage _____ inactive leads per month.

Send _____ email newsletter(s). (recommended 1 per month)

Add all contacts to email drip campaigns.

Send print mailers/postcards to _____ leads.

Knock on _____ doors in farm area.

Add _____ friends/followers/connections on Facebook/Twitter/LinkedIn

Additional goal… My reward for completing my goals:

Stick to your plan—and get help if you need it

Thank You