2011 12-06 level one mastery - skills
TRANSCRIPT
and
Getting Back to Basics
Level One Mastery
LEVEL ONE MASTERY
www.RealEstateMastersGuild.com
Getting Back to Basics
• Embracing the #1 Business Generator: Past Clients and Customers
• Becoming an Effective Lead Generator• Developing Time Management Discipline• Creating a Consistent Customer Experience
LEVEL ONE MASTERY
www.RealEstateMastersGuild.com
Take exquisite care of your past clients and customers
Take exquisite care of your past clients and customers
Call quarterly, Mail monthly Campaign
www.RealEstateMastersGuild.com
Take exquisite care of your past clients and customers
www.RealEstateMastersGuild.com
Communicate two things: 1, you’re still in the business; 2, you care about them
80% turnover every 18 months
Take exquisite care of your past clients and customers
www.RealEstateMastersGuild.com
Map out your annual Marketing Campaign
– What will you send each month?• Newsletters• Seasonal items• Market data updates• Giveaways and value-adds
– Budget for the year
LEVEL ONE MASTERY
www.RealEstateMastersGuild.com
Become an Effective Lead Generator
Become an Effective Lead Generator
Don’t try to be all things to all people!
www.RealEstateMastersGuild.com
Become an Effective Lead Generator
Target markets:Geo/Neighborhood, Price Point
www.RealEstateMastersGuild.com
Become an Effective Lead Generator
Lifestyle – Activities
www.RealEstateMastersGuild.com
Become an Effective Lead Generator
Classification of Properties
www.RealEstateMastersGuild.com
Become an Effective Lead Generator
• Techniques:– Blog to the specific niche– Drip on leads that come in– Overcome call reluctance
and jump on the phone– Strike up real estate
conversations!
www.RealEstateMastersGuild.com
LEVEL ONE MASTERY
www.RealEstateMastersGuild.com
TIME MANAGEMENT = HAPPINESS
Develop Time Management Discipline
Develop Time Management Discipline
www.RealEstateMastersGuild.com
Even seasoned agents struggle with prioritizing
• Adapt to Situations– Are you willing to ask the client/
customer to adjust?– It’s all about CHOICE
Develop Time Management Discipline
• Be Proactive– Top three priorities for the next day– Block time for certain activities: prospecting, social
media
www.RealEstateMastersGuild.com
Develop Time Management Discipline
• Everything is an appointment!– Live by your
calendar– By all means, do
make money when you can
www.RealEstateMastersGuild.com
LEVEL ONE MASTERY
www.RealEstateMastersGuild.com
Create a Consistent Customer Experience
Create a Consistent Customer Experience
• From the point of first contact– Drip campaigns for lead follow-up– Call-in forms for phone interviews & face-to-faces
• Checklists and systems– New listing– Buyer under contract– Seller accepted offer
• Adding to past client follow-up– Mail monthly, call quarterly
www.RealEstateMastersGuild.com
Create a Consistent Customer Experience
www.RealEstateMastersGuild.com
LEVEL ONE MASTERY
www.RealEstateMastersGuild.com
Getting Back to Basics
• Take Exquisite Care of Past Clients and Customers
• Become an Effective Lead Generator• Develop Time Management Discipline• Create a Consistent Customer Experience
www.RealEstateMastersGuild.com