This form shows effort. It should be filled out on a weekly basis, and handwritten.
Face to Face
How do I get these?
- Business partners at networking events
- Customers when you’re meeting with them
- Customers at closing
- Customers at a database event
- Realtors: New & existing
- Builders: New & existing
Break Bread
This section goes hand in hand with Face to Face, but there is food or drink involved. Any kind of food or drink counts as breaking bread. This is more of a psychological tactic. When you take someone on a first date – there is usually food involved. It makes them feel more comfortable.
When you accomplish this – put the name of the person you met/broke bred with in one of the boxes. You can meet with as many people in one day as you want, but you can NOT count more than 3 people in one sitting.
Ex: If you go to an event and see 8 people there – you can only put 3 of those names down.
You should have at least 15 total names between these two sections.
Technique Tip: Open houses are a great way to have guaranteed Face to Face’s. If you are needing to hit your numbers for the week – head to a couple Open Houses over the weekend.
Any new realtor that you sit down 1 on 1 with to talk about business – circle them. These represent how many Face to Face conversation that you had that could actually turn into new business.
Great Phone Calls
You should have 60 great phone calls a week. As with the first two sections, you’re going to write the name of the person you talked to in a box. These are great out-bound sales conversations. Inbound calls do not count unless you called them first, and they are calling you back. What counts as a great phone call?
- You invited them to something
- You asked for a meeting
- You asked for a referral
- You tried to close them
- *occasionally/rarely* You had a great conversation with that person that moved the relationship further
Just calling your existing database/contacts to check it does not count. It has to be a sales call.
Who can I make these calls to?
- ANYONE
- Current clients
- Current/new Realtors
- Current/new builders
- Potential clients
- Business partners
A good way to keep track of making these calls it to follow your theme days:
- Monday – Real Estate Agent Calls
- Tuesday – Status Update Calls
- Wednesday – TBD’s
- Thursday – Past Client Calls
- Friday – VIPS
Events
An event is any gathering of 2 or more people. These can be events that you are hosting or attending. The huge benefit of events is when you’re talking to someone and they can put a face to a name, it will be much easier for you to follow up with them.
You should be attending 1-2 events a week. Fill in the name of the event you attended in the box.
Videos
Videos are a better way to connect with people and more impactful. You should be sending 1,000 per week. These don’t have to be 1,000 individual videos but can be video’s inviting your database to an event, loan process videos, market updates, etc.
Theme Day Calls
This is referring to your Theme Day Calls and will help keep you on track with doing them.
Thank You Cards
Have a plan to doing these – don’t just do it off the cuff. The more time you have to stop and think, the less likely you are to do it, and the more likely you are to fail. Set aside a time to write these. Whether it’s at the beginning of every day for the day before, or at the end of the day for the current day. It will get easier if you do it consistently.
These should be:
- Short
- Simple
- Thoughtful
Who do I send them to?
ANYBODY
- Clients that have closed
- Realtors that sent you a referral
- New realtors that you just met with “Thanks for sitting down with me earlier this week”
- Clients that you’ve pre-qualed “thanks for choosing us, we look forward to working with you”
Leads, Deals, PreApps
These sections do not corelate to the names you are putting in the top sections. These are the actual things that you are receiving every day. Just write the number in the box.
- Leads: Not leads based on the form – any leads that came in that day
- Deals: Contracts that came in (REFI: docs came back signed)
- Pre-Apps: How many people did I Pre-Qual (what did you turn green on your lead tracker)
