cha-ching! fatten your wallet with your database · fatten your wallet with your database - the...
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Cha-ching! Fatten Your
Wallet with Your Database
Chad Hyams
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Chad Hyams
Cha-ching! Fatten Your Wallet with Your Database
Southeast Region
Growth and Productivity Director
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Tell Keller Williams University what you think!
Simply enter
www.evalfr.cominto any mobile device to complete your
evaluation for this session.
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“Your database is your business.”
Cha-ching! Fatten Your Wallet with Your Database
- The Millionaire Real
Estate Agent, p. 142
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Obey the Laws of the Database!
Cha-ching! Fatten Your Wallet with Your Database5
The Four Laws
1. Build a database.
2. Feed it every day.
3. Communicate with it in a systematic way.
4. Service all the leads that come your way.
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3 x 5 Index Cards
Electronic Spreadsheet
Personal Information Manager
Database Management System
Contact Management System
1. Build Your Database
The best type of database to use
is the one you actually will use!
Cha-ching! Fatten Your Wallet with Your Database6
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1. Build Your Database
Cha-ching! Fatten Your Wallet with Your Database
Consolidate your contacts in one place
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1. Build Your Database
Cha-ching! Fatten Your Wallet with Your Database
Use the eEdge
Custom Import
Template
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2. Feed Your Database
NewRepeat Referrals
Haven’t Mets
Mets
20% of
your
database
can lead to
80% of
your
business!
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2. Feed Your Database
Cha-ching! Fatten Your Wallet with Your Database
Your Sphere of Influence
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Cha-ching! Fatten Your Wallet with Your Database
Online Leads
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Cha-ching! Fatten Your Wallet with Your Database
Get off your
lazy #$%
and go
knock on a
door!
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Other Places to Feed it
Cha-ching! Fatten Your Wallet with Your Database
Grocery Store
Gas Station
School Events
Other
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Cha-ching! Fatten Your Wallet with Your Database
Business Cards
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Cha-ching! Fatten Your Wallet with Your Database
Networking Events
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Cha-ching! Fatten Your Wallet with Your Database
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• Verify that information is current.
• Complete missing information.
• Combine duplicates.
Keep It Clean and Relevant
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1. Identify who to call, write, etc.
2. Call or write notes.
3. Ask for business or a referral.
4. Strengthen the relationship.
3. Communicate with Your Database
Cha-ching! Fatten Your Wallet with Your Database
Remember, the key is to
ASK for business every time!
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Part of your 3 hours of daily lead generation
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1. Get an APPOINTMENT
2. Get a REFERRAL
3. Build RAPPORT
3. Communicate with Your Database
Cha-ching! Fatten Your Wallet with Your Database20
Goal of your communication
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1. 8 x 8 (New Mets)
2. 33 Touch (Mets)
3. 12 Direct (Haven’t Mets)
3. Communicate with Your Database
Cha-ching! Fatten Your Wallet with Your Database
Your goal is to out-touch all other agents!
Learn MORE about these in my breakout session
TOMORROW!
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Put contacts on systematic marketing plans
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• Leads are funneled into a single point of
entry.
• Assign leads to the appropriate marketing
plan or team member.
• Source leads to calculate return on
investment.
• Track leads to ensure that customers are
properly serviced and converted into
clients.
4. Service Leads
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Leverage eEdge
Cha-ching! Fatten Your Wallet with Your Database
Contact
Management
System
Marketing plans
Marketing materials
Dashboard
Contact information
Contact history
Reminders
Email integration Lead sourcing
Lead tracking
Transaction management
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Do• Immediately put new contacts on touch programs.
• Hold your database accountable; track the source of your leads.
• Make phones calls and ask for business.
Don’t • Send spam.
• Delete anyone from your database until it’s large enough to warrant it.
Database Do’s and Don’ts
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Cha-Ching! Fatten Your Wallets!
Cha-ching! Fatten Your Wallet with Your Database25
1. Build a database.
2. Feed it every day.
3. Communicate with it in a systematic way.
4. Service all the leads that come your way.
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Questions?
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