File

Get Leads with the
Top Ten Lead
Generation Sources
Josh Burnett
Josh Burnett
Charlotte, North Carolina
Lead Agent / Team Owner
KWU Approved Trainer
Top Ten Sources
1.
2.
3.
4.
5.
6.
Met Database
Geographic Farming
FSBO's
Expired Listings
Open House
Door Knocking
7. Just Listed / Just Sold
Circle Prospecting
8. Just Listed / Just Sold
Marketing
9. Yard Signs / Ad Calls
10. Facebook
Bonus: Nurture
FAMILY REUNION
2016
1. Met Database
'
M
Client Parties and Events
INVITE TO
EVENT
CALL NO
SHOWS, RELAY
THEY WERE
MISSED
ENLIST HELP
FOR
REFERRALS
AT EVENT
FAMILY REUNION
2016
CONFIRM
FOR EVENT
HOST EVENT
2. Geographic Farming
Working Your Farm
• Use BOLD tactics to build reputation
• Establish your reputation first
• Reputation vs. relationship
FAMILY REUNION
2016
Seven Steps to Building Your
Reputation
1.
2.
3.
4.
Become the expert in a week
First listing in days or weeks, not months
Doors, doors, doors
Open house events
FAMILY REUNION
2016
Seven Steps to Building Your
Reputation
5. Initial marketing
6. Ongoing marketing
7. Outperform the market and tell everyone
FAMILY REUNION
2016
FAMILY REUNION
2016
3. For Sale by Owners (FSBOs)
FSBOs
•
•
•
•
Fastest Source of Business Opportunity
Master the problem presentation
Buyer Scripts
Script: “Have you looked at homes in
(destination)?”
FAMILY REUNION
2016
4. Expired Listings
Expired Listings
• 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
FAMILY REUNION
2016
5. Open Houses
Level 7
Open House
FAMILY REUNION
2016
6. Door Knocking
Door Knocking
• Low Cost, Very Effective
• Script Options:
•
•
•
•
•
Just Listed
Just Sold
Specialize in the Area
Open House Invitation
Market Update Information
FAMILY REUNION
2016
7. Just Listed / Just Sold
Circle Prospecting
Just Listed / Just Sold Circle
Prospecting
• Always have 300 – 500 phone numbers in
reserve so you always have a call list.
• Use a dialer:
• archagent PowerDialer
• Mojo Dialer
• Landvoice
FAMILY REUNION
2016
8. Just Listed / Just Sold
Marketing
FAMILY REUNION
2016
9. Yard Signs / Ad Calls
Yard Signs / Ad Calls
•
•
•
•
First 5 seconds of the call
Transition off their agenda to your agenda
Control with questions
ABC for the appointment: action / benefit /
close
• Consultative buyers presentation
FAMILY REUNION
2016
10. Facebook
Facebook
• 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.
FAMILY REUNION
2016
“Type a quote here.”
–Johnny Appleseed
LAW #1: BUILD/ORGANIZE
Bonus
11. Nurture
Nurture
• Active lead generators have 70% business
realized from follow-up
• Nurture = Follow Up!
How much business have you missed due to
lack of follow up?
FAMILY REUNION
2016
Top Ten Sources: Review
1.
2.
3.
4.
5.
6.
Met Database
Geographic Farming
FSBO's
Expired Listings
Open House
Door Knocking
7. Just Listed / Just Sold
Circle Prospecting
8. Just Listed / Just Sold
Marketing
9. Yard Signs / Ad Calls
10. Facebook
Bonus: Nurture
FAMILY REUNION
2016
Thank You.
Please discard all
your trash as you
leave!
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