1. Follow Up Formula Focus on the big 3

2. These are the main layers that should be a given in each of your marketing strategies The big 3 Key elements 1. Weekly emails (with or without video) 2. Dialing for Dollars (number depends on your goal) 3. Greeting Cards/Send Out Cards (number depends on your goal)

3. Weekly Emails Goes to your entire list Think about doing 2 emails per week 1. Referral Partners 2. Clients Can be the same message with different call’s to action

4. Hello Friends, It’s time again for your weekly what’s up. Those summer pattern afternoon storms are here. Make sure to stay safe on the roads and don’t forget your umbrella. This week in the real estate market, as expected new applications have started to dip with the slight rise in interest rates. Then different call’s to action

5. For referral partners …. If you have buyers on the fence, give them a call and let them know now’s the time to move before the rates get higher. Or have them call me I will glad to help.. Make sure to look for next weeks addition to your weekly what’s up. For clients (past and prospect) ….. Stay ahead of the wave and get your rate locked in today. Doing so could save you thousands in buying a home. Give me a call to find out all the options. Feel free to pass this along to any friends who could use some honest help buying a home. Make sure to look for next weeks addition to your weekly what’s up.

6. What’s going on in the area Life hacks (save gas buy making sure your tires are inflated) Personal stories about cool things in the area (the sand sculpture contest at the beach this weekend) Always bring it back to real estate or mortgages Always have an action step

7. Video – Gives the viewer a chance to see you Brands you as different Remind people how you made them feel Introduce you to people who haven’t met you

8. Dialing for Dollars – Only call the right targets No average agents Focus on

9. The number of calls you make depends on what you HONESTLY want to get out of it I want 5 loans a month That’s 5 referral partners doing 1 deal every month with me To get 5 realtor relationships I need to meet with 25 prospects To meet with 25 prospects I need to call 125 125 divided by 4 is 31.2 I need to make 32 calls every week

10. Hey there Freddy McRealty this Paul Baxter with Legacy Financial Group. I’m calling today because I’ve heard that you are serious about building your Real Estate business. I would love to treat you to coffee and explore how I may be able to help you build your business. I’m only asking for 20-30 minutes of your time. Is Thursday at 3 or Friday at 2 better for you?

11. Voice Mail script Hey there Freddy McRealty this Paul Baxter with Legacy Financial Group. I’m calling today because I’ve heard that you are serious about building your Real Estate business. I would love speak with you about how I may be able to help you build your business. Give me a call back at 747-221-6649.

12. Calling past clients is not a weekly thing like it is for referral partners More like a few times a year Holidays are a great “reason” to call Birthdays are a great “reason” to call Anniversary's Seasonal changes Back to school time If I were calling today……. In the Swing of Spring -

13. Hey there Freddy McClient, this is Paul Baxter with Legacy Financial, I helped you with buying your home. I just wanted to give you a quick call and say thank you again for that opportunity and wish you a happy Spring and safe Summer. Do you get to the beach often? Cool, I love it too….Oh so you keep to the shade. Well I don’t want to keep you just wanted to wish you and the family a happy summer and say thanks again for letting me help with buying your home. Oh and if you know anyone who could use my help or has home buying questions, I would certainly appreciate the introduction. Here’s my direct line in case you do 747-221-669. Talk to you soon.

14. Greeting cards/Send Out Cards Short message Try to include something personal (congratulations on becoming the president of your BNI group) Holidays Birthdays Anniversaries Just for no reason (make up a reason like Alan does)

16. Hey Freddy, I have not heard from you in a while and I just wanted to drop you a quick hello. Hope all is well. Your friend Paul Baxter Legacy Financial

17. Hey Freddy, Just wanted to drop you a quick note to say hi and hope you and the family are doing well. How’s Bobby doing in the new Pop Warner league. No doubt he is having a blast. Don’t hesitate to call if you have any mortgage or real estate needs or know someone who does. Talk to you soon. Your friend, Paul Baxter Legacy Financial

18. Staying connected on the social media services to your prospects and clients allows you to see when cool things happen These are perfect reasons for sending Greeting cards Business accomplishments Homes sold Vacations Children's accomplishments

19. Can anyone here tell me if you did this these things Sent a “weekly what’s up” email to your referral partners clients and prospects Made a call every week to YOUR number of agents with the earlier script Sent a Greeting card to those you have met face to face once every month What would your business look like in 90 days???