Lead Generation Real Living Lifestyles Academy © Coach2Sell 2011

Three Keys to Success 1.Mindset 2. Commitment 3. Action Steps

Mindset Habits for Success Gratitude Journal Be The Gate Keeper of What Gets In

Commitment Service Given in Exchange for Goods Received Written and Tracked An Accountability Partner

Action Steps Prioritize The Actions Daily 3 Hours Done Before Noon Everyday Have Them Written and Dates Assigned Measure the Results and Evaluate

It is Really Simple! If you are to Succeed in Real Estate you must have clients to work with. Once you have enough leads to hit your goals based on your capture rate there are no other issues In other words Leads is the Name of The Game

Without Lead Generation You are Out Of Business!!!!!!

Two Ways to Attain Leads Prospecting Or Marketing Who Knows the Difference?

Who Believes Not All Leads Are Good Leads All Leads are Good There are no Bad Leads

Who Believes I don’t have 3 hours a day to prospect You will have it if you Schedule it

I can not afford to do lead generation Lead Generation can be Free Who Believes

If I do too much prospecting I will have too much business to handle That is a Good Problem to Have Who Believes

I don’t want to bother my friends they know I sell real estate they will call me if they need me They Need Your Help and need to know you want to help them The average person knows 7 Realtors

Who Believes Lead Generation is High Rejection Lead Generation is really FINANCIAL FREEDOM

Track Results Evaluate Correct Business Planning Action Steps The Process

What does Your Lead Generation Look Like

Consistency & Time Blocking/Chunking

Chinese Bamboo Tree

Your Data Base Is Like a Money Tree Develop it Feed it daily Consistently Nourish it

Two Types of People People You Know People You Don’t Know Which Group is Larger

How Do I Grow My Database? Talk to everyone you have a chance to in line at the grocery store, Starbucks where ever you go Wear branded clothing or your name tag everywhere you go! Get Involved in Community Service – Meals on Wheels, Volunteer at a school or library Go to Business Mixers i.e. Chamber of Commerce, Rotary, BNI group or start your own business happy hour

Now I have a Lead ….. 1.Meet a lead collect contact information 2.Send a personal note with your business card 3.Do a Follow up Phone call 4.Send an item of Value 5.Do a follow up call ask for an appointment 6.Send an item of Value 7.Do a follow up call ask for an appointment or referral 8.Send another item of Value 9.Do follow up call can you help with anything, appointment, referral 10.Add to your automatic mailing program

Mailing Program  Monthly mailing may include any of the following: Newsletter Just Listed Postcard Just Sold Postcard Under Contract Postcard Market Reports Statistical Reports Community Events Safety Alerts Informational Web Addresses School Lunches Governmental Meetings

In Addition to Monthly Mailings Birthday Cards Pre-Anniversary Call to the Husband Anniversary Cards Bought Their House Anniversary Cards 4 Personal Notes 12 Personal Phone Calls Holiday Cards Mothers Day – Fathers Day – 4 th of July Thanksgiving – Christmas – Hanukkah etc. Two – Three Keeper Pieces per year

Lead Generation Passive vs. Active Have a Plan Know Your Action Steps Tracking Consistency

Lead Generation – Active vs. Passive Expired Listings FSBO’s Past Clients Center of Influence Business Networking 800 Call Capture Door knocking Open Houses Notice of Defaults Just Listed / Just Sold

Lets Create Our Plan Right Now What will your Five (5) Lead Generation Sources Be? Identify How Many Closings you will have from each Source Identify The Action Steps Needed & Prioritize Them Take Massive Action

Practice and Internalize Your Scripts Thank You For Being Here