1. Theme Days - The CORE's Recipe for success. Who to call and what day to call them:
Mondays Realtors®
Tuesday Current loan status
Wednesday Pre-Approvals
Thursdays Top 50 past clients
Friday Top 50 VIP’s and Builders
2. How to create your lists
Realtors
- Ask Title Reps for lists of Realtors® that close 4 + buyer sides per yr. Ask your current Realtor® Partners for referrals to great agents. Buy the MLS Realtor® report if available in your market.
- Collect all the new home magazines and create lists.
- Seek out Realtor® Broker managers.
- Join the board of Realtors®.
VIP’s
- These are your friends and family that know, like and trust you!
- These people have already referred you to others.
- These folks are influencers and connectors.
Database
- It’s best to keep your data at 500 people that know you by name.
- These are closed loans
Builder
- Join the Home Builders Association
- Talk with your Title Reps
- Drive geographic areas and walk new developments
- Check realtor web sites
3. Create the value adds and follow up system for each lead source
Realtors®
- Call
- Meeting -Two Step Close
- Mail – LOTH, EOS, Value Adds
- Video, Value adds
- Pop by’s, Gifts, Cheesy gifts, Birthdays
- Events, Trainings, Happy hours, Outings
VIP’s
- Call
- Mail – LOTH, EOS, Value Adds
- Video, Value adds
- Gifts, Cheesy, birthdays
- Events, Trainings, Happy hours, Outings
Data Base
- Call
- Mail – LOTH, EOS, Value Adds
- Video, Value adds
- Birthday cards
- Appreciation event yearly.
Builder
- Call
- Meeting – Two step close
- Mail – LOTH, EOS, Value Adds
- Video, Value adds
- Gifts, Pop By’s, Cheesy, birthdays
- Events, Trainings, Happy hours, Outings
Lead Generation Brainstorm List
Pick 3 and Execute for 120 days straight
- 5 New Calls to Agents
- Calling Realtors® and asking for their old leads to follow up with for them
- Power Hours – 1.5 hours per day (put into your daily schedule)
- Stopping in agent offices and doing trainings
- Calling past clients (you must do this anyways 😊)
- Going to Broker Opens (4x per month)
- Videos to Past Clients
- Video’s – To all new leads, new Realtors®/Builders. / Personalized Video’s etc. / Video’s for each Milestone. (1,000 sent per week)
- Double Greatness Tracker (must turn in to count)
- Go to open houses
- Call Escrow/transaction coordinators and ask for any deals you can save
- Client appreciation party with their Realtors® or new realtors
- Call night with team to past clients and some agents come and order food
- Calling Realtors® and asking for their old leads to follow up with for them
- Calling back through old leads of yours
- Calling CPAs for financial advisors
- Call all Listing Agents over the last year
- Call all Lead Tracker from past year
- Practice CCR scripting with your entire team (every time a team member talks to a client is an opportunity to get a CCR)
Ideal Referral Partner (CORE Hunt Team)
- They communicate and understand our value
- Honest
- Sends us at minimum 12 leads a year
- Attracts our type of client
- Appreciates the team concept
- Respects our time
- Trusts us
- Refers us 1st ALWAYS
- Sets expectations with the clients
- They believe that if the client uses AND sticks with us they will have a better chance of getting into a home
Ideal Client (CORE Hunt Team)
- They listen, understand, and appreciate our value
- Motivated and organized
- Responsive to our requests
- Honest throughout the transaction with information & feedback
- Appreciates team concept vs. one contact
- They believe we have their best interest in mind
- Has a positive attitude and is excited about home ownership
- Excited to act as a referral i.e. Yelp