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Focus Your Lead Generation on Listings!

Focus Your Lead Generation on Listings!. Steven Schlueter. Steven Schlueter. Round Rock, TX BOLD Coach KW MAPS Coach. Please complete an evaluation form found in the back of your program guide . Focus Your Lead Generation on Listings!. The Power of One by Gary Keller.

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Focus Your Lead Generation on Listings!

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  1. Focus Your Lead Generation on Listings! Steven Schlueter

  2. Steven Schlueter Focus Your Lead Generation on Listings! Round Rock, TX BOLD Coach KW MAPS Coach

  3. Please complete an evaluation formfound in the back of your program guide.Focus Your Lead Generation on Listings! Focus Your Lead Generation on Listings!

  4. The Power of Oneby Gary Keller What’s Under the Hood? Question What’s “under the hood” of a great real estate career that keeps it successfully running and running and running? Answer Lead Generation Focus Your Lead Generation on Listings!

  5. The Power of Oneby Gary Keller Time on the Task over Time • What’s the deciding factor in becoming the best? • Talent? Intelligence? Motivation? Personality? • Effort! The Performance Formula of Champions: Consistent time put in on a specific task over an extended period of time.. Focus Your Lead Generation on Listings!

  6. How to Get off the Real Estate Productivity Roller Coaster Focus Your Lead Generation on Listings!

  7. Prospecting: The Critical Puzzle Piece P Myths and Truths Focus Your Lead Generation on Listings!

  8. Prospecting: The Critical Puzzle Piece Focus Your Lead Generation on Listings!

  9. Prospecting: The Critical Puzzle Piece Focus Your Lead Generation on Listings!

  10. Prospecting: The Critical Puzzle Piece Focus Your Lead Generation on Listings!

  11. Prospecting: The Critical Puzzle Piece Focus Your Lead Generation on Listings!

  12. Prospecting: The Critical Puzzle Piece Focus Your Lead Generation on Listings!

  13. To Be Wired to Win, You Must Be Wired for Leads Are You Wired to Win? “How people see failure and deal with it—whether they possess the ability to look beyond it or keep achieving—impacts every aspect of their lives.” – John Maxwell Being “wired to win” means putting failure in perspective and adopting a mindset of achievement and success. Focus Your Lead Generation on Listings!

  14. To Be Wired to Win, You Must Be Wired for Leads Are You Wired for Leads? • A successful sales career is almost always defined by a long succession of “no’s” before you ultimately get to a “yes.” • In the discipline of lead generation, winning is having a rich pipeline of quality buyer and seller leads. • Wired to Win in Real Estate = Wired for Leads Focus Your Lead Generation on Listings!

  15. Introduction Building Your USP A five-step model … Resource: Lead Generation 36-12-3 Personal Validity Personal Validity Step 1: How You Describe Yourself Step 2: How Others Describe You Powerful Positioning Step 3: Define Your Customer Service Powerful Positioning Step 4: Create Your Value Proposition Powerful Positioning Step 5: Create Your Unique Selling Proposition Focus Your Lead Generation on Listings!

  16. Personal Validity Focus Your Lead Generation on Listings!

  17. Personal Validity Consider what buyers and sellers say they want: Focus Your Lead Generation on Listings!

  18. P M The Lead Generation Puzzle Prospecting Marketing Truth Lead generation requires both: Prospecting plus Marketing Focus Your Lead Generation on Listings!

  19. The Lead Generation Puzzle Marketing Attracting leads Focus Your Lead Generation on Listings!

  20. Prospecting + Marketing Applied to Applied to Turn into Mets Haven’t Mets Cultivated and Converted to Appointments The Lead Generation Puzzle Focus Your Lead Generation on Listings!

  21. Prospecting Marketing The Lead Generation Puzzle Prospecting Based, Marketing Enhanced The Emphasis is on Prospecting! Focus Your Lead Generation on Listings!

  22. The Power of a Database A Record of Your Business Successes

  23. The Power of a Database Obey the Law(s)!

  24. 1. Build a Database Where Contacts Come From

  25. 1. Build a Database The Types of Business Mets and Haven’t Mets Bring You Mets Haven’t Mets Repeat Referrals New

  26. General Public Target Group Network Allied Resources Advocates Core Advocates HAVEN’T MET MET MET (Inner Circles) 1. Build a Database Classifying your Haven’t Mets and Mets • Continually move your contacts toward becoming Core Advocates 20% of your database can lead to 80% of your business!

  27. What is Metworking? Why is Metworking important? People choose to do business with those they: LIKE KNOW RESPECT REMEMBER

  28. What is Metworking? Why is Metworking important? Achieve mindshare Appointment at 1:00 YOU? Other agent Customer

  29. What is Metworking? Why is Metworking important? Achieve mindshare • People may remember you in other ways than as an agent • They may remember you when they need help with real estate, but not remember you when someone else needs help

  30. How to Metwork Real estate is a numbers game and a contact sport. P M Focus Your Lead Generation on Listings!

  31. Myths about Farming Truth Farming can become the core of your business. Focus Your Lead Generation on Listings!

  32. Farming BOLDLY Results in 30, 60 or 90 Days? • Start Prospecting Based Farm • Build Your Reputation • Build Relationships Focus Your Lead Generation on Listings!

  33. FSBO • Fastest • Source of • Business • Opportunity Key Skill: The Problem Presentation (BOLD) Focus Your Lead Generation on Listings!

  34. Who They Are Most Important Reason for Selling Home as FSBO Did not want to pay commission 51% Sold to relative, friend, or neighbor 22% Buyer contacted seller directly 12% Did not want to deal with an agent 8% Agent was unable to sell home 3% Seller has real estate license 2% Could not find suitable agent 1% Other 2% Source: “NAR Profile of Home Buyers and Sellers”

  35. A Limiting Belief Truth You can win with FSBOs and expired/ withdrawn listings by coming from contribution, establishing trust, and staying in touch.

  36. Introduction Why You Are Here Open Houses Turn Haven't Mets into Mets Buyers Haven’t Mets Leads Mets Sellers Focus Your Lead Generation on Listings!

  37. Ten Tips for Getting an Appointment • Ask for the appointment. • Be an expert in your market. • Be confident in your ability. • Have a list of questions and ask them. • Listen.

  38. Ten Tips for Getting an Appointment • Come from contribution. • Begin with the end in mind. • Seek agreement. • Respond quickly. • Communicate in person.

  39. Putting It All Together The 3-Hour Habit • Time block three hours every workday before noon. • No skipping. If you must erase, then you must replace. • Allow no interruptions (unless they truly are emergencies). Focus Your Lead Generation on Listings!

  40. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads

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