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Build a Referral Machine
Steve Schlueter
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Steve Schlueter
2
Austin, Texas
Operating Principal
KW MAPS Coach
BOLD Coach
KWU Master Faculty
Build a Referral Machine
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Tell Keller Williams University what you think!
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evaluation for this session.
3 Build a Referral Machine
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Created with Haiku Deck
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Gap Analysis
Let’s examine the numbers.
Number in your Met
Database?
Transactions as
result of repeat / referral?
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A. How many? A. 200
B. Transactions in 2014 as a result? B. 12
C. 10% goal: 10% x A = Closed Units C. 20
D: A / 12:2 (ratio from MREA) = Closed Units D. 33
E. Reality: C – B (20 – 12) = E. 8
F. Reality: D – B (33 – 12) = F. 11
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Happy Fourth of July
The Question that Could Lead You to Database
Riches
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Imagine …
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“Your business is your database, build a fortress around it.”
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- Gary Keller
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“The real estate business is contact
management.”
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- Gary Keller
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3% CrisisLet’s do a brief experiment.
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OUCH!
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What Is a 33 Touch?
Is it 33 emails?
Is it 33 direct mail pieces?
Is it 17 of one and 16 of the other?
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“A 33 Touch marketing system must include
3–6 personal contacts a year.”
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- The Millionaire Real Estate Agent
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Your Database 1-4-5
How to THINK about Your Database Strategically
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Build a Referral Machine15
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Road Map to Success
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THE ONEGenerate a 10 percent
return from my database and grow it by 250 or more over
the next twelve months.
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The Four Laws
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1. Build
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2. Feed
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3. Communicate
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Do the Database Two!Build a Referral Machine22
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DTD2
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4. Work
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Questions?
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