1. L E A D F O L L O W - U P OFFICE MEETINGS MAY 4-6, 2010

2.  LEADS COME AS A RESULT OF PROSPECTING!!!  THE PRIMARY OBJECTIVE FOR US IS TO TURN EVERY MOTIVATED LEAD INTO AN APPOINTMENT !!!  THE OTHER IMPORTANT OBJECTIVE FOR US IS TO MOVE EVERY LEAD INTO OUR SPHERE DATABASE  THE NUMBER OF APPOINTMENTS WILL DETERMINE THE SIZE OF YOUR INCOME.

3. PUT LEADS INTO CATEGORIES  BIG DIFFERENCE IN WORKING BUYER LEADS VS. SELLER LEADS.  MUST CATEGORIZE YOUR LEADS INTO HOT, WARM, AND COOL.  NEED TO HAVE SYSTEMS IN PLACE FOR EACH CATEGORY.

4. BUYER LEADS  OPEN HOUSES  DOOR KNOCKING  REFERRALS  FLOOR TIME  SIGN CALLS  800 NUMBERS - CALL CAPTURE  NEWSPAPER & INTERNET ADS  SPHERE OF INFLUENCE  MAILERS & DROPS  FARM

5.  SUPPLIERS OF BUYERS:  FLORIST - KNOWS ABOUT PEOPLE MAKING LIFE TRANSITIONS = WEDDINGS, FUNERALS (INHERITANCE), BABIES - REASONS TO BUY.  NAIL TECHNICIAN & HAIR STYLISTS - THEY KNOW ALL THE SCOOP.  C.P.A.’S & ATTORNEYS  WEDDING PLANNERS - IDEAL FOR FINDING FIRST TIME HOMEBUYERS

6.  WITH EVERY BUYER ( HOT OR COLD ), MAKE SURE YOU HAVE A MINIMUM OF ONE SIT – DOWN BUYER INTERVIEW.  PROCURRING CAUSE GUIDELINES & O.H.’S  DURING YOUR BUYER PRESENTATION, YOU SHOULD ASCERTAIN THE FOLLOWING:  THEIR MOTIVATION  THEIR ABILITY TO QUALIFY  THEIR KNOWLEDGE OF THE MARKET  THEIR LOYALTY FACTOR

7.  HOT BUYERS - MOST MOTIVATED  GOING TO BUY WITHIN THE NEXT 1 - 6 WEEKS.  SPEND THE MAJORITY OF YOUR TIME WITH THIS GROUP.  ALL PROSPECTS, NO SUSPECTS

8.  WARM BUYERS = MOTIVATED, BUT NOT QUITE READY.  NEEDS TIME TO INCUBATE (BAKE).  GOAL WITH THIS GROUP IS TO MOVE THEM INTO THE HOT GROUP - WHEN DESERVING.  DO NOT IGNORE THIS GROUP

9.  COLD BUYERS -NOT MOTIVATED AND / OR NOT CLOSE TO BEING QUALIFIED  COLD LEADS ARE WARM WANNA-BEES.  GIVE LOTS OF INFO AND LITTLE TIME.  DETERMINE WHY THEY ARE COLD. IS IT DUE TO LACK OF MOTIVATION, NEED TO SELL BEFORE BUYING, CAN’T QUALIFY, OR SOME OTHER REASON?  MOTIVATE !!! STAY IN CONTACT.

10.  THERE SHOULD BE A REGULAR OR CONSTANT RE – EVALUATION OF YOUR LEADS TO SEE IF THEY DESERVE TO BE IN A DIFFERENT CATEGORY.

11.  HOT BUYERS  1 - 2 SHOWING APPOINTMENTS EA. WEEK  LISTING BOOK  1 - 2 PHONE CALLS PER WEEK  UPDATES ON EXP., CANCELLEDS, POCKET LISTINGS.

12.  HOT BUYERS  E-MAIL NEWSLETTER - WRIGHT BRO’S WKLY  I-MARKET - MONTHLY POSTCARDS  PINNACLE CLIENT GIFT PROGRAM.  E-MAIL / MAIL INFO RELATED TO POTENTIAL PROPERTIES, MARKET UPDATES, NEIGHBORHOODS, PRICES, INTEREST RATES, CONTRACT CLAUSES, UPDATES ON HOMES PREVIOUSLY SEEN.

13.  WARM BUYERS  MAYBE ONE APPOINTMENT A MONTH.  ONE PHONE CALL EVERY 7 - 10 DAYS  LISTING BOOK  I-MARKET & E-MAIL NEWSLETTER  E-MAIL MARKET & NEIGHBORHOOD INFO

14.  COLD BUYERS  MR. & MRS. BUYER - “STEP AWAY FROM THE CAR”  THINK GREEN - DON’T WASTE GAS  START WITH SIT DOWN BUYER INTERVIEW TO FIND OUT WHERE THEY ARE, AND HOW TO GET THEM TO WARM OR HOT CATEGORY.

15.  COLD BUYERS  GET THEM PREQUALIFIED  LISTING BOOK  OPEN HOUSES & PROCURRING CAUSE RULES  E-MAIL NEWLETTERS WEEKLY  SUPPLY THEM WITH TONS OF INFORMATION -  PROPERTIES  MARKET UPDATES  WHAT A PURCHASE AGREEMENT LOOKS LIKE  NEWSPAPER & INTERNET ARTICLES  THINGS WE NEGOTIATE ON THEIR BEHALF

16.  OUR MARKETING MUST DEMONSTRATE VALID REASONS TO WORK WITH YOU INSTEAD OF A COMPETITOR.  THE CLIENT MUST BE CONVINCED THAT WORKING WITH YOU IS MORE BENEFICIAL THAN WORKING WITH SOMEONE ELSE

17. SOME VALID REASONS:  GET THEM A BETTER DEAL  YOU BETTER UNDERSTAND THE MARKET.  THEY WILL RECEIVE A HIGHER LEVEL OF SERVICE  YOU ARE AN EXPERT ON THE NEIGHBORHOODS THEY ARE INTERESTED IN.

18. MORE VALID REASONS:  YOU KNOW HOW TO GIVE THE CLIENT MAJOR ADVANTAGES THRU YOUR EXPERT NEGOTIATIONS.  YOU CAN SECURE A BETTER LENDER  YOU CAN SAVE THEM MONEY.  THEY WILL RECEIVE THE PROFESSIONAL REPRESENTATION THEY DESERVE

19. MORE VALID REASONS:  ACCESS TO PINNACLE’S PRE – M.L.S. INVENTORY.  ACCESS TO FORECLOSURE INVENTORY UNKNOWN TO OTHER OUTSIDE AGENTS

20.  SELLER LEADS  A SELLER LEAD IS SOMETIMES DIFFERENT FROM A SPHERE LEAD  OUR GOAL IS TO EVENTUALLY MOVE SELLER LEADS INTO YOUR SPHERE  GATHER 1-2 SELLER LEADS WEEKLY

21.  SELLER LEADS  INPUT LEADS INTO A CONTACT MANAGEMENT SOFTWARE SYSTEM:  TEMPO  GOLDMINE  AGENT OFFICE  PRO REAL ESTATE  TOP PRODUCER  OUTLOOK  ECT, ECT, ECT.

22.  SELLER LEADS  SEPARATE LEADS INTO 3 GROUPS  THEY CAN MOVE FROM GROUP TO GROUP VERY QUICKLY  COLD – MAY SELL 1 YEAR OR MORE  WARM – WILL SELL 3 MO-1 YEAR  HOT – WILL SELL WITHIN 3 MONTHS

23. SELLER LEADS  UTILIZING A CONTACT SYSTEM GIVES US THE OPPORTUNITY TO BUILD A RELATIONSHIP AND TRUST WITH OUR LEADS.

24. SELLER LEADS  UTILIZING A CONTACT SYSTEM ALSO GIVES US THE OPPORTUNITY TO :  OUTWORK OUR COMPETITORS.  PROVIDE CONSISTENT & UPDATED INFORMATION.  OUTSHINE OUR COMPETITORS  EXPRESS KNOWLEDGE OF THE MARKETPLACE.  SHOW THEM OUR WORK ETHIC.

25. SELLER LEADS  OBTAINING SELLER LEADS BY:  FARMING  DOOR KNOCKING  REFERRALS  OPEN HOUSES  800 # CALLS  ADD CALLS  SOCIAL NETWORKING SITES  INTERNET POSTINGS  N.O.D.’S, EXPIREDS, FSBO’S

26. COLD SELLER LEADS  MAIL HAND WRITE PERSONAL NOTE AFTER FIRST MEETING.  CALL MINIMUM EVERY QUARTER.  1 MONTHLY MAILER (I MARKETING) OR JL / JS POSTCARD.  1 - 2 PROMO ITEMS PER YEAR.  1 UN-SOLICITED MARKET EVALUATION – W / POSS MEETING.

27. COLD SELLER LEADS  WEEKLY E-MAIL BLAST FROM (WRIGHT BROS)  E-MAIL BLAST FLYER FROM ANY NEW LISTINGS YOU HAVE  2 MARKET UPDATE LETTERS ANNUALLY WITH MARKET CONDITIONS, COMPARABLES, GRAPHS, ECT.  ADD TO SOCIAL NETWORKING GROUP.

28. WARM SELLER LEADS  MAIL HAND WRITTEN NOTE EVERY QUARTER.  CALL EVERY MONTH.  1 MONTHLY MAILER (I MARKETING OR JL / JS POSTCARD)  1 - 2 PROMO ITEMS PER YEAR  1 UPDATED “NO OBLIGATION” MARKET EVALUATION

29. WARM SELLER LEADS  WEEKLY E-MAIL BLAST (WRIGHT BROS)  E-MAIL BLAST FLYER FROM ANY NEW LISTINGS YOU HAVE  QUARTERLY MARKET UPDATE LETTERS WITH MARKET CONDITIONS, COMPARABLES, AND GRAPHS  LISTING BOOK  ADD TO SOCIAL NETWORKING GROUP

30. HOT SELLER LEADS  MANY OF THESE HOT LEADS WILL HAVE ALREADY RECEIVED EVERYTHING FROM YOU WHEN THEY WERE WARM & COLD! EITHER WAY:  SET UP A LISTING APPOINTMENT ASAP!!!  IMMEDIATELY DROP OFF THE PINNACLE PRESENTATION AS A PRE-LISTING PACKET  SET THEM UP ON EVERY SYSTEM UTILIZED IN WARM LEADS AND CONTINUE UNTIL LISTED.

31. HOT SELLER LEADS  GO ON THE LISTING APPOINTMENT  FOLLOW-UP WITH A LETTER  CALL BACK IF NEEDED TO FOLLOW-UP  RECEIVE A CALL FROM THE SELLER!!  YOU GOT THE LISTING!

32. ADDITONAL NOTES  EVERY LEAD REQUIRES A DIFFERENT FOLLOW-UP PLAN. UTILIZE A DRIP SYSTEM FOR SCHEDULING YOUR CALLS- KEEP NOTES FOR REASONS TO CALL.  BEST TIME TO MAKE CALLS - EARLY EVENINGS OR SATURDAYS 1 - 2 HOURS PER WEEK IS ALL YOU NEED TO MANAGE YOUR DATABASE.

33. ADDITIONAL NOTES  CONTINUALLY RE-EVALUATE YOUR LEADS TO ASSESS MOTIVATION LEVEL  THE BETTER AND MORE CONSISTANT CONTACT SYSTEM YOU UTILIZE, THE GREATER SUCCESS FOR THE FUTURE.  MANY COLD & WARM LEADS WILL EVENTUALLY BE MOVED INTO YOUR SPHERE DATA BASE!!

34.  PRINCIPLE :  NEVER ASSUME YOU ARE THE ONLY AGENT WHO HAS IDENTIFIED THIS PROSPECT AS A LEAD. THIS IS NOT A REASONABLE ASSUMPTION

35.  PRINCIPLE :  YOUR LEAD EXIST FOR A CERTAIN OR DEFINITE PERIOD OF TIME. BUT, THAT PROSPECT SHOULD BE A CLIENT FOR LIFE.  DO NOT STOP MARKETING TO THIS CLIENT ONCE THEY HAVE BOUGHT OR SOLD.

37. THANK YOU FOR ALL OF YOUR DETERMINATION AND HARD WORK. YOU ARE DOING FABULOUS. STAY THE COURSE. WE APPRECIATE YOUR LOYALTY AND SUPPORT FOR PINNACLE ESCROW & RIDGEGATE ESCROW. YOU ARE ALL GREAT TO WORK WITH !!!