steve de's mm ppt for best practices in the us

Best Practices for Real Estate Growth

Steve de Laveaga SVP Sales & Marketing Fidelity National Title GroupWestern Division

Working and Sharing with the Best Realtors in the World.

share. discover. lead. 2

Statistics related to follow up and getting prospects to do business with you:

1. First contact…2% chance of doing business with client.

2. Second…3% chance.3. Third…5% chance.4. Fourth…10% chance.5. Fifth to Twelfth contact…You have an 80% chance of

doing business with this client.

Real Estate Sales Statistics

Purposeful Prospecting Reality


Purposeful Prospecting Reality

Statistics related to follow up and getting prospects to do business with you:

1. 100%...Everyone makes the first contact.2. 48%...make this call.3. 26%4. 15%5. 6% of Sales Executives make the fifth call and start

the relationship. DO YOU?

Real Estate Sales Statistics

share. discover. lead.

OUR METHODOLOGY

The criteria for

all marketing

ideas

1. Systematic-

can we build

a system around it?

2. Scalable –increase numbers

exponentially?

3. Leveraged-not all our

effort


Growth is almost always a function of finding- THE WHO!!

• LEARN TO THINK IN TERMS OF “WHO” AND NOT “HOW” OR “WHAT”• For every ceiling you are a relationship away…• $36K or $3K???• Get a coach and/or accountability partner• Deepen Your Bench – Lead generate for talent


It’s who, not how or what…

• HOW DO YOU MAKE YOUR FIRST HIRE?1. Make a list of everything you ever wanted to do in your business but

have not had the time to make happen2. Make a list of all of the things you dislike to do in your “world” that if

you were not doing them you’d be more productive and focused on things that matter

3. 36 to 48 is the MAX4. Turn to Allied Resources


THE ABRAMS Plan- Creating a Multiple referral source business.

• There’s someone between the Seller and the Realtor…Who is this person?

• Attorney’s, Financial Planner’s, Lender’s- THIS IS YOUR VIP NETWORK!• THE CALL – Reverse Cold Call• 15 Minute Meeting – No More, No Less• The Close – Part 1• The Package• The Email• The Close – Part 2…90 Days• The Litmus Test


Connecting the dots between Partners and Referral Partners!

Your VIP NETWORK

Financial Planner

Attorney’s Lenders


The No. 1 Listing Acquisition Program In America!!!

You Will Receive A 20-200% Greater Return on Your Marketing Dollar With This Program!

(Top 5 Cards In The Us With Logins)


To Impact your client and Prospect you must have…

Who is your Billboard SUCCESS STORY?


Corefact • “YOUR LISTING ACQUISITION PROGRAM”

JUST SOLDS- with the BEST PRACTICE, over 100,000 Cards Mailed and Proven!

3 Best Practice TIPS Increase your result almost 50%!!!

BOLD TIME- (Under 60 Days) BOLD PRICE %- (OVER 97.5%) NO PRICE


Corefact • “Market Your SPHERE with the Best Practice!

Market update card quarterly to you database!


Testimonials are winning across the U.S.

Corefact • THE NO. 1 NEW CARD LOG IN %


“With Corefact, we are getting 4% or better within a two to three week launch of a mailing. It has a much longer shelf life than anything else I’ve ever done.”~ Brett Tanner

MegaStar Series

Corefact • Direct Mail • Reinvented


The key as a Sales Executive…KNOW the best practice and lead it!!!

Brett drives them to the Corefact website so they don’t think they are being sold!

www.RealEstateHomePrice.com

Generic Site generates more leads!

Corefact • BEST PRACTICE 32% MORE LEADS THIS WAY!!

http://www.realestatehomeprice.com/


The VIP Corefact Follow Up Program

How to get phone numbers for your 3-star or greater leads:

• www.mojosells.comAutodialer for prospecting

• www.accurint.comBest place to get phone numbers, not cheap, but the best

• www.callfire.comFor local and 800 phone numbers, record the calls

• www.vulcan7.comFor dialer and FDBO and expired data

Corefact • How To Get Phone Numbers…

http://www.mojosells.com/

http://www.accurint.com/

http://www.callfire.com/

http://www.vulcan7.com/


Best Open House Practice: Chicago Agent Script-

Best Practice: Open House


HOW TO MAXIMIZE RESULTS2. Call the Same List you Just Mailed 1 Week After Mailing

“Hello, is this Tom? Well Tom, it looks like congratulations are in order. Based

on the home that sold down the street at 123 E. Elm St., it looks like you have

made some money. You know the house right… We mailed you a post card last

week and wanted to follow up. Who do you know who is looking to buy, sell or

invest in Real Estate”


HOW TO MAXIMIZE RESULTS

Ways to Get Phone Numbers单击此处添加文字内容www.blackknightdna.com

单击此处添加文字内容www.mojosells.com dialer, plus neighborhood look up

单击此处添加文字内容www.coleinformation.com

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http://www.mojosells.com/


HOW TO MAXIMIZE RESULTS—DATABASE1. Mail Everyone In Your Database a Market Update Card

Once per Quarter


HOW TO MAXIMIZE RESULTS3. Follow Up Until……….

o On any lead the registers, follow up. Try and get their phone number, facebook, twitter, other tax mailing address---Follow up, follow up, follow up

o As Lead Ranking improves—Send property profile, Hand written note, door knock them

o Direct Mail is not a mail and wait game


REALTOR EXPECTATIONS – BE PATIENT

Lots of registrationsinitially

Call and follow up constantly

-Amount of calls are everything

Over 60 days, watch lead ranking improve

Large pipeline will be built

overtime


Reach150 – “Best Practice”

BEST PRACTICE


Consumers are doing their Homework Online


Source: C.A.R. 2012 Buyer & Seller Surveys

68% of buyers & 74% of sellers used social media

61% of buyers and 52% of sellers Googled their agent

66% of buyers & 75% of sellers found their

agents online



Social media presence

Market share in neighborhood where you wish to purchase

Response time

Experience

Reputation

3.5

3.9

4.2

4.2

4.3

Source: C.A.R. 2012 Buyer Survey

Reputation Ranks #1 in Agent Selection- average on 1-5 scale -

Q. Please rate the importance of the following agent characteristics in selecting your agent using a 1-5 scale, where 1 = “not at all important” and 5 = “extremely important”



Let’s do a Google Search and see…..

http://google.com/


Most Success….E-mailing the request from Outlook

• Email will include a LINK• Talk about how I (Sales Exec) have saved you Multiple Hours in your

business, or time! Generated Deals!!• They are able to SHARE their recommendation via Facebook, LinkedIn,

Twitter &/or Google+

Implementing Reach150 for Growth

Asking our Happy Clients to write us a recommendation that you can SHARE on-line

http://google.com/


• Team Website – Reach 150 widget

• E-mail Signatures ex:• Is any of our staff doing a good job for you? If so, please write a recommendation• To read what others are saying about …….., click here

• Link to REACH150 site - LinkedIn & Facebook profile

Implementing Reach150 for Growth - Purposeful Prospecting

Confirm all Prospect Appointments in Writing – Send them a link with Your REACH 150 site,

so you immediately have credibility and Common Ground!

http://google.com/


• Leveraging their testimonials – all in one place• SHARE it on Facebook, LinkedIn, Twitter & Google+

Prior to going on Listing appointments, send out an e-mail that includes the following:

• Reach150 link in their signature • Creating Common Ground and Trust• ENHANCES REPUTATION!!

Implementing Reach150 for Growth - Purposeful Prospecting

“BEST PRACTICES” with Realtors and Lenders

http://google.com/


GET MORE FROM WHAT YOU’VE GOT

CALL CAPTURE ALL SIGN CALLS, WEBSITE, AND EVERY MARKETING PIECE YOU HAVE

OWN YOUR LEADSOWN YOUR LISTINGS ON ZILLOW, TRULIA AND HOMES.COM

HAMMER THE PHONESCALL AROUND YOUR LISTINGS AND SOLDS, CALL OLD EXPIRED AND FSBOS, GO GET THE BUSINESS

CALL CAPTURE EVERYTHING


CALL CAPTURE

Measure everythingIn my business, approx 30% of what I am doing is not working—the goal is to find out which

30%

Sells you a local phone number

WWW.CALLFIRE.COM

Get a different number for every type of marketing you are doing, sign call, website, Corefact mailer, craigslist ad


YOUR SIGN, RING EVERYONE


CALL CAPTURE YOUR SIGNS

单击此处添加文字内容Put local www.callfire.com phone number on your sign

单击此处添加文字内容Forward number anywhere

单击此处添加文字内容Ring all agents phone at the same time

单击此处添加文字内容All calls are emailed to you with a tag, type of call, and can be recorded

123

4

http://www.callfire.com/


MISSED CALLS, ARE NOW LEADS


KNOW YOUR NUMBERS

Every dollar is held accountable.

Know your cost per leadCost per listing or buyer agreement

ExampleIF you spend $5000 and generate 500 leads, your cost per lead is $10.How many leads do you need for an appointment? How many appointments do you need for a closing?

YOU MUST KNOW THE ROI FOR EVERY $ YOU SPEND


3 DOLLAR METHOD


3 DOLLAR METHOD1st Dollar--Costs

2nd Dollar--Feed my family

3rd Dollar—Marketing


GET SELLERS TO SIGN TODAY

“Mr. Seller, all I am asking for is for you do sign a 1 day listing, after that day, I have to earn your business every day going forward. You have the right to cancel anytime.That’s fair, right?


REVIEW YOUR P&L MONTHLY

ANALYZE P&L MONTHLYIF YOU DO NOT HAVE A P&L, GET ONE. REVIEW IT CONSTANTLY

KNOW YOUR NUMBERSIF IT DOES NOT MAKE YOU MONEY GET RID OF IT.

RUN IT LIKE A BUSINESSKNOW YOUR MARGIN AND GET TO 40%. YOU NEED TO NET 40% ASSUMING YOU HAVE TO PAY FOR THE JOBS YOU ARE CURRENTLY DOING IN THE BUSINESS.


GET YOUR P&L

HOW DO YOU KNOW IF YOU ARE WINNING,

IF YOU DO NOT KNOW YOUR SCORE?

http://streamlinedbusinesssolutions.com/

480-889-8287




ARE YOU GROWING?

3 WAYS FOR MASSIVE GROWTH

• GET A MENTOR• GET A COACH• READ MORE


ARE YOU GROWING?

RECOMMENDED READING, 5 INCREDIBLE BOOKS

• Millionaire Real Estate Agent, Gary Keller• Compound Effect, Darren Hardy• The Morning Miracle, Hal Elrod• No BS Time Management, Dan Kennedy• Talent is Overrated, Geoff Colvin


Quote of the Year

Michael Armstrong, Former IBM , Comcast, Hughes & AT&T

“One of the very worst uses of time is to do something very well that need not be done at all.”


Walt Disney’s Vision Map in 1969!!!!


Going from 0 to 100 Sales (5x over!)

• CONCLUSION• YOU’RE A BUSINESS PERSON, ACT LIKE IT• YOU’RE IN THE BUSINESS OF LEAD GENERATION• BUILD YOUR DISNEY• COMMIT TO YOUR PRIMARY SOURCES of Lead Generation• THINK IN TERMS OF “WHO”• THERE ARE THOSE THAT LIVED BEFORE YOU- Be a thief of knowledge

• FAIL YOUR WAY FORWARD!


What was Steve Jobs most PROUD of as an accomplishment for Apple?

“I am most proud at Apple of the things we chose NOT to do, as it allowed us to do the things we did do, Unbelievably well.”


THE KEYIN BEING AMILLION DOLLARSALES EXECUTIVETO SUCCESS

Relative Importance

I N Y O U R E V E R Y D AY A C T I V I T Y.

IS EVALUATING


What is required for TRULY GREAT PERFORMANCE?

Super Intelligence? NO Super Talent? NO Great Gene Pool? NO

DELIBERATE PRACTICE ON A SPECIFIC SKILL OF 10,000 HOURS

It Raises the Bar to unprecedented levelsEx: Digits, Remembering Names, Jerry Rice


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Steve de Laveaga SVP Sales & Marketing – Fidelity National Title Group

THANK YOU!Thank you for the chance to purposefully grow in 2015,

LET’S GO GET OUR UNFAIR SHARE OF THIS MARKET!