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1 Janet Burns Richie Laser

2 Your Database is your business. Building up the number of names in it and a relationship with those names is really at the very core of what building a Real Estate business is all about. Think of it this way: The size of your Real Estate business is in direct proportion to the size of your database. The best approach to lead generation is to set up a model that you systematically execute. Once you ve got the model, your entire focus becomes implementing that model. A series of systems you can follow will make this quite simple for you to do. You just need to do it! The Millionaire Real Estate Agent By Gary Keller Page 142

3 1. Build a Database 2. Feed it every day. The Four Laws of Lead Generation 3. Communicate with it in a systematic way. 4. Service all the leads that come your way Are you doing this? Will you do this? Would you like us to do this for you? If you are not doing an 8x8, 33 Touch system, what researched and historically proven lead generation strategy are you following and how is it working for you? Gary Keller

4 Your Database and Business Development Top Producer Wise Agent Red Tools We are Keller Williams Agents and we work with all of these products to effectively implement the models and systems of the MREA. Where are your contacts today? Outlook? Gmail? Yahoo? MLS? All of the above? How many contacts do you have? How many contacts do you need to have to meet your GCI goals? Do you have the Lead Generation plans in place to increase the number of contacts in your database? Are you effectively servicing the Leads that come your way? Are you the Top of Mind Realtor when contacts in your database are thinking about Real Estate? We gather your contacts, scrub and categorize them and get them mapped and uploaded into the database of your choice. We are then able to build and execute the marketing programs that will grow your business, and keep you Top of Mind with your contacts. It s a number s game. Are you set up to win?

5 Marketing Programs 8x8 s for newly met 8x8 s for Buyers from Sign Calls and Internet Leads 8x8 s for Short Sales 33 Touch 12 Direct Recruiting programs to build your down line Referral programs for out of state agents We will create, systematize and execute the marketing programs that will grow your business. All you have to do is make the calls we present to you on Monday mornings.

6 According to the National Association of Realtors Almost 90% of all homeowners would do business with their real estate agent again. Only 11% can remember who that person is.

7 The News gets worse 21% of all Realtors don t get any repeat business That is odds are 1 in 5 you didn t get any repeat clients this year. These numbers are shocking and spell bad news for agents who have to start over at the beginning of each month searching for new clients just to close a few transactions.

8 Three important things to know about getting repeat business 1. Your past clients want to do business with you again! You just need to be in contact with them at the right time. 2. The easiest sale you can make is to a past client. They already know and trust you. 3. The cheapest sale is to a past client. There shouldn t be any significant marketing costs.

9 2009 Profiles of Home Buyers & Sellers Choosing an Agent- BUYERS Open Houses- 6% Sign Calls- 7% Internet Leads- 10% Cold Calls- 3% Past Clients- 10% Referrals- 53%

10 2009 Profiles of Home Buyers

11 2009 Profiles of Home Buyers & Sellers Choosing an Agent- Sellers Open Houses- 5% Sign Calls- 7% Internet Websites- 5% Cold Calls- 5% Past Clients- 24% Referrals- 49%

12 2009 Profiles of Home Sellers

13 64% of all Buyers interviewed just one real estate agent; 20% interviewed two. 74% of all Sellers interviewed just one real estate agent; 17% interviewed two

14 Maximizing Repeat and Referral Business What is a Customer Worth?

15 Maximizing Repeat and Referral Business What is a Customer worth? Average Commission $5,000 7 transactions per customer x Total $35,000

16 Maximizing Repeat and Referral Business What is a Customer worth? Age Transaction 33 Buy 1 st Home 38 Sell and Buy Home 43 Sell and Buy Home 48 Sell and Buy Home 53 Sell and Buy Home 58 Sell and Buy Home 77 Sell

17 Maximizing Repeat and Referral Business What is a Customer worth? One Referral a Year From age 33 to age Referrals!

18 Maximizing Repeat and Referral Business What is a Customer worth? 7 transactions per customer 7 7 Transactions each from 45 referrals 315 Total Transactions = 322 Average commission per transaction x $5,000 Total GCI earned = $1,600,000

19 SO HOW DO WE GET REPEAT AND REFERRAL BUSINESS?

20 So what is an 8x8 and a 33 Touch? What does it look like? What will it do for me? Who s going to do it??????

21 LEAD GENERATION RATIOS 8x8 33 Touch 12:2 Ratio

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23 The Magic Number There is a Magic Number when considering a 33 Touch Program. A Magic Number that should help you generate 36 Transactions a year! The Number is: 216 The research shows that for every 12 people in your database that you should expect 2 transactions. 216 divided by 12 is 18; times 2 equals 36 Transactions! What would that mean to your bottom line?????

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