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CAMP 4:4:3 Power Session 3: The Basics of Lead Generation

Learn the basics of lead generation in real estate, including prospecting, building your database, and communicating systematically with your leads to succeed in the industry.

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CAMP 4:4:3 Power Session 3: The Basics of Lead Generation

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  1. CAMP 4:4:3Power Session 3: The Basics of Lead Generation

  2. Introduction To succeed in real estate, you must have client leads. It’s that simple. Until you have enough leads (to meet or exceed your goals), there is no other issue. - The Millionaire Real Estate Agent 77

  3. Introduction Objectives… • Review the Lead Generation Cycle for prospecting • Identify the Four Laws of Lead Generation • Review how to build your database • Identify how to feed your database every day • Define how to communicate with your database systematically • Review how to service all leads that come your way 77

  4. CAMP Map 78

  5. The Lead Generation Cycle Lead generation is a combination of two things: • Prospecting (seeking customers) • Marketing (attracting customers) 79

  6. The Lead Generation Cycle Marketing vs. Prospecting The Meaning of “No” 80

  7. The Lead Generation Cycle Scheduling Your Time for Prospecting Lead generation is your most critical activity. Therefore, scheduling and protecting your prospecting time is imperative. The morning is generally the best time for prospecting, as it ensures you do not get caught up in other activities and lose the day. 81

  8. The Four Laws of Lead Generation 82

  9. 1. Build Your Database Mets and Haven’t Mets 83

  10. 1. Build Your Database Gary and the Box In these clips from the video Gary and the Box, Gary Keller discusses how he set up a database management system using a black box and a filing system. Technology Solutions 84-85

  11. 2. Feed it Every Day Path to Your Goal Your daily lead generation goal is simple. Every day: • Collect 10 business cards (adding 10 people to your database daily). • Call 5 people. • Write 15 notes. Set aside time every day to feed your database! 86

  12. 2. Feed it Every Day What Type of Business Do You Want? 87

  13. 2. Feed it Every Day Expanding Your Mets Database 88

  14. 2. Feed it Every Day Exercise Opportunity’s Way Directions: • Break into pairs. • Come up with as many ideas as you can for ways to expand your Mets database starting today. • Share with the class. Time: 15 minutes 89

  15. 3. Communicate With It In a Systematic Way Putting Your Contact Database to Work 90

  16. 3. Communicate With It in a Systematic Way 8 x 8 91

  17. 3. Communicate With It in a Systematic Way 92

  18. 3. Communicate With It in a Systematic Way Items of value included in your Tool Kit are… 92

  19. 3. Communicate With It in a Systematic Way Exercise 8 x 8 Today Directions: • Break into groups of three or four. • Your instructor will assign your group to target either potential buyers or potential sellers. Create an 8 x 8 plan that you could start immediately without a lot of preparation time. Feel free to choose items from your Tool Kit. • Share your 8 x 8 with the class. Time: 15 minutes 93

  20. 3. Communicate With It in a Systematic Way 33 Touch 94

  21. 3. Communicate With It in a Systematic Way (cont’d) 95

  22. 3. Communicate With It in a Systematic Way 95

  23. 4. Service All the Leads that Come Your Way Classifying your Leads 96-97

  24. Assignments Power Session Assignments • Set up a contact database management system with either a paper filing system or with a software program. • Review the list of people you know that you generated after last Power Session. Add any additional people you have thought of or met. 98

  25. Assignments Ongoing Assignments • Complete 10:5:15:5 • Collect 10 business cards. • Make 5 phone calls. • Send 15 notes or letters. • Preview 5 homes. Record your progress on the Success Grid. 2. Review the job aid Support Team Worksheet in your Tool Kit. Fill in any new people you have identified. Think about how you will locate the other individuals. 98

  26. Assignments Something to think about… How can you strengthen the connections you already have with people? 98

  27. We have talked about… • The Lead Generation Cycle for prospecting • The Four Laws of Lead Generation • How to build your database • How to feed your database every day • How to communicate with your database systematically • How to service all leads that come your way sum

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