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TRANSCRIPT
FAMILY REUNION
2016
Thank you to our Sponsor!
Get Leads with the Top Ten Lead Generation Sources
Steve Schlueter
Steve Schlueter
Round Rock, Texas
Operating Principal
KWU International Master Faculty
KW MAPS Coach
FAMILY REUNION
2016
1. Met Database
2. Geographic Farming
3. FSBOs
4. Expired Listings
5. Open Houses
6. Door Knocking
Top Ten Sources
7. Just Listed / Just Sold
Circle Prospecting
8. Just Listed / Just Sold
Marketing
9. Yard Signs / Ad Calls
10.Facebook
Bonus: Nurture
1. Met Database
'
M
FAMILY REUNION
2016
Communicate!
“Do the Database Two”
FAMILY REUNION
2016
INVITE TO
EVENT
CONFIRM FOR EVENT
HOST EVENT
ENLIST HELP FOR
REFERRALS AT EVENT
CALL NO SHOWS, RELAY
THEY WERE MISSED
Client Parties and Events
2. Geographic Farming
FAMILY REUNION
2016
• Use BOLD tactics to build reputation
• Establish your reputation first
• Reputation vs. relationship
Working Your Farm
FAMILY REUNION
2016
1. Become the expert in a week
2. First listing in days or weeks, not months
3. Doors, doors, doors
4. Open house events
Seven Steps to Building Your
Reputation
FAMILY REUNION
2016
5. Initial marketing
6. Ongoing marketing
7. Outperform the market and tell everyone
Seven Steps to Building Your
Reputation
FAMILY REUNION
2016
3. For Sale by Owners (FSBOs)
FAMILY REUNION
2016
• “Fastest Source of Business Opportunity”
• Master the problem presentation
• 4 types of buyers scripts
• How to combat the fee-only FSBO agent
• Script: “Have you looked at homes in
(destination)?”
FSBOs
4. Expired Listings
FAMILY REUNION
2016
• Lowest cost highest return contact you can make
• The challenge of the phone numbers• Knock on the door and then 10 more around • Watch the red herring—the two biggest expired
objections• Going to stay with the same agent• We're going to take it off the market
• Script: “Was your agent passive or proactive?”• Old expired listings: the gift of the real estate
gods
Expired Listings
5. Open Houses
FAMILY REUNION
2016
Level 7
Open House
6. Door Knocking
FAMILY REUNION
2016
• Sucker for a door knocker• What do AT&T U-verse, Brent's Tree Service,
and White Knight Pest Control all have in common?
• Script Options: • Just Listed
• Just Sold
• Specialize in the Area
• Open House Invitation
• COLD Door
• Market Update Information
Door Knocking
7. Just Listed / Just Sold
Circle Prospecting
FAMILY REUNION
2016
• Always have 300–500 phone numbers in
reserve so you always have a call list.
• Use a dialer:
• archagent PowerDialer
• Mojo Dialer
• R.E. PhoneBurner
Just Listed / Just Sold Circle
Prospecting
8. Just Listed / Just Sold
Marketing
FAMILY REUNION
2016
9. Yard Signs / Ad Calls
FAMILY REUNION
2016
• First 5 seconds of the call
• Transition off their agenda to your agenda
• Control with questions
• ABC for the appointment: action / benefit /
close
• Consultative buyer presentation
Yard Signs / Ad Calls
10. Facebook
FAMILY REUNION
2016
• Relationship-building tool more than lead
generation engine for most
• Face-to-face vs. Facebook-to-Facebook
• C.A.R.E.—Connect, Alert, Refer, Engage
• Facebook custom list for easy organization
FAMILY REUNION
2016
Social media is
not a lead generation
machine; it’s a
relationship-building
engine.
FAMILY REUNION
2016
The end goal is face-to-face,
not Facebook-to-Facebook.
Created with Haiku Deck
“Type a quote here.”
–Johnny Appleseed
LAW #1: BUILD/ORGANIZE
Bonus
11. Nurture
FAMILY REUNION
2016
• Active lead generators have 70% business
realized from follow-up
• 1-31 tickler system - “Gary and the Box"
Nurture
FAMILY REUNION
2016
1. Met Database
2. Geographic Farming
3. FSBOs
4. Expired Listings
5. Open Houses
6. Door Knocking
Top Ten Sources: Review
7. Just Listed / Just Sold
Circle Prospecting
8. Just Listed / Just Sold
Marketing
9. Yard Signs / Ad Calls
10.Facebook
Bonus: Nurture
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