your best year in real estate starts today! · enter that list of relationships into a contact...
TRANSCRIPT
YOUR BEST YEAR IN REAL ESTATE STARTS TODAY!
Lorne Andrews
President Dominion Lending Centres Expert
Financial Division
Facilitator OREA College Rexall Centre
Founder of Agent Marketing System
GOALS
•UNDERSTAND THE CRITICAL IMPORTANCE OF USING A GOOD CRM IN YOUR
BUSINESS
•IDENTIFY OPPORTUNITIES TO BRING PEOPLE INTO YOUR DATABASE
•IDENTIFY THE OPPORTUNITIES IN THE MARKETPLACE
•CONNECT WITH THE BEST CRM OPTION FOR YOU!
HOW LONG HAVE YOU BEEN IN REAL ESTATE?
• LESS THEN 2 YEARS
• 3-5 YEARS
• 5-10 YEARS
• 10+ YEARS
• SINCE THE STONE AGE
80/20 RULE?
AVERAGE GROSS INCOME $39450
• BASED ON 40 HOUR WORK WEEK THE AVERAGE REALTOR® MAKES $19 PER HOUR.
•WHAT DREW YOU INTO REAL ESTATE?
IF YOU ARE AVERAGE IN REAL ESTATE…
“IF YOU’RE NOT STANDING OUT…YOU’RE
BLENDING IN!” JOE NEIGO
U OF T STUDY
•68% OF REALTORS DON’T FOLLOW UP AFTER THE SALE OF A
PROPERTY
•WHY DO YOU THINK THAT IS?
U OF T STUDY
•68% OF REALTORS DON’T FOLLOW UP
•REASON – THEY DON’T WANT TO BE A BOTHER.
U OF T STUDY
•WHAT DO YOU THINK THE CUSTOMERS ARE THINKING?
U OF T STUDY
•87% CUSTOMERS BELIEVE THE LACK OF CONTACT IS BECAUSE
• “THEY DON’T CARE.”
U OF T STUDY
•68% OF REALTORS DON’T FOLLOW UP
•REASON – THEY DON’T WANT TO BE A BOTHER.
•87% CUSTOMER BELIEVE THE LACK OF CONTACT IS BECAUSE
THEY DON’T CARE.
WHAT IS A DATABASE?
•HIERARCHY OF RELATIONSHIPS
•NUMBER ONE ASSET IN YOUR
BUSINESS!
THE GOAL IS TO CONTINUOUSLY COMMUNICATE
YOUR PROFESSIONAL CHARACTER AND COMPETENCE
TO THESE RELATIONSHIPS AND ….
ASK FOR THEIR REFERRALS
OBJECTIONS
• “I DON’T WANT TO BOTHER MY FRIENDS
AND FAMILY ABOUT MY BUSINESS”
• “I’M NEW TO THIS AREA AND DON’T
KNOW ANYONE.”
• “WHY SHOULD I AIM FOR 100 PEOPLE?”
OK…I HAVE MY LIST…..NOW WHAT
CRM
QUALIFYING YOUR DATABASE
•WHAT DO YOU THINK IT MEANS TO QUALIFY YOUR
DATABASE?
SALES IS A CONTACT SPORT
Make First Contact
• Send Letter
• Follow Up Call
• Mayor Campaign
MAYOR CAMPAIGN
2 OPTIONS YES OR NO
IF THE RESPONSE IS NO
CALL SCRIPT
“AMATEURS PRACTICE UNTIL THEY GET IT
RIGHT….PROFESSIONALS PRACTISE UNTIL THEY
NEVER GET IT WRONG.” NAVY SEAL
DIRECT MAIL
•WHO USES DIRECT MAIL?
•ONLY 18% OF REALTORS® MAIL TO THEIR SPHERE OF INFLUENCE
•MAIL OUT TO YOUR DATABASE 4 X A YEAR
BUILD YOUR DATABASE CHECKLIST
Make a List of Everyone you know
Enter that list of relationships into a Contact Relationship Manager
Qualify those relationships by using the Mayor Campaign to ensure you’re the Real Estate professional they’d refer
BUILD YOUR DATABASE CHECKLIST
Add new people to your database by using the Mayor Campaign
Make the most out of conventional lead generation methods by treating inquiries in a rational manner. Ask Questions
Network and expand your professional and social circles.
AS YOU GO
LEVERAGE CRM SYSTEMS TO HELP YOU SUCCEED!
CRM PARTNERS
REFERRAL MAKER - BUFFINI
DASHBOARD• STAY ON TRACK WITH GOALS, TO-
DOS, AND APPOINTMENTS THROUGH
OUR SIMPLE INTUITIVE DASHBOARD.
PRIORITY ACTION CENTRE• TAKE ACTION OF YOUR DAY WITH PRELOADED ACTIVITIES TELLING
YOU WHO TO CALL, WHO TO WRITE A NOTE TO, AND WHO TO GO
SEE (POP-BY).
MARKETING
• STAY IN TOUCH WITH YOUR RELATIONSHIPS
BY SENDING THEM INFORMATIVE MARKETING
FLYERS AND EREPORTS.*
RELATIONSHIPS
• NURTURE YOUR
RELATIONSHIPS BY STAYING
TOP OF MIND
WITH PROVEN TECHNIQUES
THAT TELL YOU WHEN AND
HOW TO GET IN TOUCH.
MY BUSINESS
• MANAGE YOUR TRANSACTIONS AND
TRACK YOUR EXPENSES
ALL THROUGH THE REFERRAL MAKER
CRM
CALENDER & TO-DOS
• PRIORITIZE YOUR DAY BY SETTING APPOINTMENTS ON
YOUR CALENDAR AND FOLLOWING UP ON TASKS WITH
YOUR TO-DO LIST.
Managing your database on the fly!
SAVE $348 PER YEAR
IXACT CONTACT
FREE GIFT
WWW.AGENTMARKETINGSYSTEM.CA/FREEGIFT
• ULTIMATE LISTING VIDEO
• HOW TO BUILD YOUR REAL ESTATE DATABASE PDF
• HOW TO HANDLE AN INCOMING CALL
• INTRODUCTION CALL ROLE PLAY
Mastermind Power Session – Oct 21st 1pm-3pmIncludes 6 months Agent Marketing System. Limited to 15
New Mortgage Rules
Real Estate Success Video Series
Agent Marketing System
Peak Producer Training
Powered by Dominion Lending
Centres Expert Financial
What Is the Agent Marketing System?
Access to the Top Training in the Industry…Richard
Robbins, Brian Buffini Danny Wood, Darren Hardy
Training
Discounts of Partner Services including Referral
Maker CRM and more
Current 5 year fixed 2.20%* and 3 year variable 2.15%* *o.a.c. Some restrictions apply.
New Mortgage Rules
www.agentmarketingsystem.ca/newrules
THANK YOU FOR INVESTING IN YOU!
Lorne Andrews
President Dominion Lending Centres Expert
Financial Division
Facilitator OREA College Rexall Centre
Founder of Agent Marketing System