WELCOME TO- “REA LIVE”
22 LEAD GENERATION STRATEGIES
“ECONOMIC REPORT”- REALTOR.COM
 Real Estate sales equals 19.5% of the
state’s gross product
 $11,817 is generated for the economy
with each transaction
 The average Realtor makes approximately
$40,000
YOUR JOB IS?
 Get work
 Do work
 Manage work
 If your not working, it doesn’t work!
E-MYTH
3 Parts to a Success Business
1) The Entrepreneur
2) The Technician
3) The Manager
As Realtors, you own your own business
MY DISCOVERY
The Entrepreneur
Get work
The Technician
Do work
The Manager
Manage Work
IT ALL START’S- “GET WORK”
Don’t wait for the phone to ring…go on the offense!
Best way to go on the offense is… Lead Generation & Prospecting
22 LEAD GENERATION STRATEGIES
I’ve been training and personally
coaching real estate agents since
2002, today I will share 22 lead
generation strategies that get results.
#1 DOOR KNOCKING
One of the quickest ways to meet potential clients
 FSBO, Expired Listing, Lis Pendens & Farm
 Knock on 1 door a day 5 days a week
 Make a new best friend
 Have a leave behind piece with you
 Ask for permission to follow up
#2 FSBO’S
Low hanging fruit
Buy lists of FSBOS
Make the calls or knock on the doors
Use the scripts we provide
Set up a face to face meeting
Make a new best friend
Find out timing and motivation
Ask for permission to follow up
#3 EXPIRED LISTINGS
Buy lists of Expireds
Make the calls or door knock
Use the scripts we provide
Set up a face to face meeting
Make a new best friend
You must be consistent
Call, Door knocking & Mail outs
Be timely
#4 LIS PENDENS
Buy lists of Lis Pendens
Download list from MLS
Make the calls or door knock
Set up a face to face meeting
Make a new best friend
Be understanding
Offer to help, find out more
Know your facts
BUY QUALITY LEADS
WHY DO I NEED TO BUY LEADS?
HOW LONG DOES IT TAKE?
If your researching your own leads your wasting time!
Spend your time doing highly productive activities
INTERVIEW WITH DARREN HARDY
Negotiate a contracts
Go on Listing Appointments
Prospecting
THE REDX
110 FSBO Leads in One Month
33 Expired Listings in 4 days
NUMBER’S DON’T LIE

REDX produces a minimum of 100 leads a month

That’s 1,200 leads per year

The FSBO & Expired membership $89

Basically trading $1,068.00 a year for 1,200 leads

1- $200K listing sold will bring in a $6K commission

Over 50% of FSBO will list in 4 to 6 weeks

In 4 to 6 weeks your leads are ripe

Within 30 to 60 days working this strategy your busy
LAST WEEK- CALL RESULTS
 Last Week 10 Listing Opportunities in 90 Minutes
 Tues.11am
 Tues. 1pm
 Tues. 3pm
 Wed. 1pm
 Wed. 3pm
 Wed. 6pm
 Thu. 3pm
 Thu. 5pm
8 Apts.
2 Apts.
10 Apts.
$429K
$125K
$289K
$279K
$309K
$229K
$359K
$229K
$1,979,000
$450,000
$2,429,000
25 Calls
10 No Answers
3 Follow Ups
10 Listing Opportunities
2 Were Listed
(Monday- 1 hour)
(Tuesday- 30 min)
(90 Minutes)
#5 NETWORKING
Get involved with a referral or networking group
#6 OPEN HOUSES
1) Find a home in a sought after area
2) Price range that pays
3) Promote Open House
4) Invite a local mortgage broker
5) Bring sandwiches & surveys
Bonus Tip: Call a FSBO and offer to hold their house open & Do their follow up
#7 BUSINESS CARDS
10 meaningful real estate conversations a day
Exchange cards
Find out what they do for a living
Ask if they have a real estate need
If they know anybody
Ask for permission to follow up
#8 SEND OUT POSTCARDS
Postcard Campaigns- 5 Tips for Success
1)
2)
3)
4)
5)
Keep Postcards clean
Have a powerful message
Humor Works
Mail out consistently
Link to video- QR Code
#9 EMAIL MARKETING
Email Marketing to your Database (Sphere)
What do you send? Something of value
1)
2)
3)
4)
5)
Educational
Funny
Motivational
Coupon
Trivia Question or Game
#10 B2B MARKETING
Business to Business
Marketing
1)
2)
3)
4)
5)
Connect with local business owners
Offer to help promote their business
Get discounts on services
Promote discounts
Ask B2B partners for referrals
MANY WAYS TO MARKET
11)Video Marketing
12)Webinars (FSBO’S or First Time Homebuyers)
13)Brochure Boxes in Public Places
14)Website FREE REPORTS
15)Google Pay Per Click
16)Social Media- Facebook, Twitter & LinkedIn
17)Print Media- Newspaper, Magazine's, Newsletters
18)New and Improved Virtual Tours (Filmhouse)
19)Neighborhood Facebook Site
20)REO’S
21)Cash Investors
22)Menu for Service
A-LA-CARTE “Menu for Services”
$99.00
$150.00
$1650.00
Benefits of a “Menu for Services”
Always gives you a chance
Get signs up in a hurry
It can be now money
It’s a great way, to build relationships
Gain market share
Get buyer calls
Get other listings in the neighborhood
Build up your stats
QUESTION? (FILL OUT TABLE ON WORKSHEET FOR 2013)
How marketing campaigns do you currently run?
1) Door Knock
2) Call FSBOS
3) Call Expireds
4) Call Lis Pendens
5) Belong to a networking group
6) Do open houses
7) Pass Out 10 business cards a day
8) Postcard campaigns
9) Email marketing
10)B2B marketing
MORE WAYS TO MARKET
11)Video Marketing
12)Webinars (FSBO’S or First Time Homebuyers)
13)Brochure Boxes in Public Places
14)Website FREE REPORTS
15)Google Pay Per Click
16)Social Media- Facebook, Twitter & LinkedIn
17)Print Media- Newspaper, Magazine's, Newsletters
18)New and Improved Virtual Tours
19)Neighborhood Facebook Site
20)REO’S
21)Cash Investors
22)Menu for Services
IMPLEMENT SYSTEMS
Run campaigns for at least 3 to 6 months consistently
FINAL THOUGHT
CONTACT INFO
1-800-385-3444
info@realestateacademi.com