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Measure. Don’t Guess!Proven Strategies To
Make You More MoneyFirst Team
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Welcome to Webinar #3!
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Heads Up: Highly Interactive Webinar
Tips for Viewing Live
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In Case You Missed Past Webinars
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Quick Review - Referrals
1. Build Your Database
2. Organize Your Advocates
3. Follow Up Consistently
4. Ask For Referrals
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Quick Review - Segmentation
1. Figure Out Your Goals
2. Determine The Groups of People Who Can Help You Accomplish Your Goals
3. Find People That Fit Those Groups
4. Follow Up
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If You Can’t Measure It, You Can’t Manage It
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TODAY’S FOCUS:
MEASUREMENT
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1. Track Messages & Replies
2. Contactually RPA
3. Contactually Insights
4. Contactually Contact Reporting
How To Measure
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WHY MEASURE?
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IMAGINE A WORLD WHERE YOU CAN TAKE A FEW SECONDS AND GET AN
IDEA IF YOUR COMMUNICATION EFFORTS
ARE EFFECTIVE
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1 - TRACK MESSAGES & REPLIES
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Track: Opens, Clicks, and Replies
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Get Immediate Feedback Under “View Messages.”
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1. You can track if a contact has opened, clicked, or replied to an email
2. Contactually can automatically remind you to follow up if a contact has not replied in (x) days
3. You can view the individual performance in one place
Breaking It Down
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THAT’S GREAT ON AN INDIVIDUAL LEVEL, BUT LET’S TAKE IT A STEP
FURTHER
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2 - CONTACTUALLY RPA
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R.elationship P.oint A.verage (RPA)
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Measure The Overall Health Of Your Relationships
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Based on # of Healthy Relationships
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Show you some contacts who are fading
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Give actionable feedback for “Weak” Relationships
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YES OR NO:
DO YOU BELIEVE THAT A HIGHER RPA MEANS MORE
MONEY?
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3 - CONTACTUALLY INSIGHTS
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CONTACTUALLY INSIGHTS MAKES THE DATA ACTIONABLE
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INSIGHTS MEASURE:
1. Relationships2. Activity3. Reach4. Responses
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RELATIONSHIPS
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Start With RPA and Dig Deeper
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Measure Relationships & How It Changes Over Time
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Compare Yourself To Your Team and Other Realtors
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Dig Deeper Into Each Bucket
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Works Well With Teams, Too
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ACTIVITY
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Emails, Phone Calls, Meetings, and Others
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Get A Better Understanding Of Where You Spend Your Time
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IF YOU GOAL YOURSELF ON A SPECIFIC NUMBER OF ACTIVITIES, YOU CAN
NOW MEASURE YOURSELF
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REACH
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ASSESS THE TOTAL NUMBER OF UNIQUE CONTACTS YOU’VE
REACHED
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AND THEN SEE HOW THAT CHANGES OVER TIME
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REAL ESTATE IS A CONTACT SPORT. THE
MORE PEOPLE YOU REACH, THE MORE
SUCCESS YOU WILL HAVE
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ACTIVITY
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ASSESS THE OPEN, CLICK, AND REPLY PERCENTAGES
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AND THEN SEE HOW THAT CHANGES OVER TIME
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IF YOU ARE SENDING A LOT OF EMAILS AND NO
ONE IS OPENING, CLICKING, AND/OR
REPLYING, CHANGE YOUR STRATEGY
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QUICK REVIEW
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DEMO
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4 - CONTACTUALLY CONTACT REPORTING
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THE CONTACTS PAGE ANSWERS THE STATEMENT,
“CONTACTUALLY SHOW ME….”
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EXAMPLE:“CONTACTUALLY SHOW ME
THE PEOPLE IN MY SOI BUCKET WHO ARE FADING AWAY, WHO HAVE THE TAG FIRSTTEAM. OH YEAH... AND SORT IT BY MOST RECENT CONTACTED DATE.”
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Boom. Populates Actionable Lists
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1. Track everything in Contactually
2. Set Relationships, Activity, Reach, and Response Goals
3. Dig deeper into Contact Reporting to get lists to proactively reach out to
4. Look at the data weekly and make changes as needed
STRATEGIES FOR SUCCESS
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QUESTIONS?
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First Team Resource Site:
http://info.contactually.com/firstteam