The Strategic Model for Generating Leads and Building Relationships

Transcription

1 The Strategic Model for Generating Leads and Building Relationships General Public Haven t Met Target Group Haven t Met Met Group Allied Resources 1 on 1 8x 8 33 Touch 12 Direct Prospecting and Marketing Your Strategy Generate Leads and Move People into Your Inner Circles

2 Think Big Goals and Big Models $80 Million a Year Model Big Habits $40 Million Habits PRODUCTION $10 Million Habits $20 Million Habits $5 Million Habits $2.5 Million Habits TIME

3 The Difference Between a Functionary and a Fiduciary FUNCTIONARY 1. Low Level 2. Low Relationship 3. Assumes Little Responsibility 4. Uses Low Skill 5. Records Information 6. Responds to Needs 7. Processes Data 8. Narrow Picture Viewpoint 9. Delivers Information 10. Other-Directed 11. Minimum Legal Responsibility 12. Employee 13. Does the Task 14. Tells and Sells 15. Stays out of Decision Making 16. Follows Rules and Procedures 17. Replaceable 18. Minimally Paid FIDUCIARY 1. High Level 2. High Relationship 3. Accepts High Responsibility 4. Masters High Skill 5. Perceives Information 6. Anticipates Needs 7. Interprets Data 8. Big Picture Viewpint 9. Advises and Consults 10. Self-Directed 11. Maximum Legal Responsibility 12. Partner 13. Owns the Result 14. Educates and Guides 15. Involved in Decision-Making 16. Uses Judgment and Intuition 17. Irreplaceable 18. Highly Paid

4 The Three L s LISTINGS Receive Net Earn Think LEADS LEVERAGE

5 The Basic Cash Flow of the Economic Model of the Millionaire Real Estate Total GCI $2.4 Million GCI from Listing Sales $1.2 Million GCI from Buyer Sales $1.2 Million Listing COS $100,000 Buyer COS $600,000 $700,000 Total Cost of Sales $700,000 Operating Expenses $1 Million Net Income

6 The Four Models The Key Areas 1. Know What Numbers You Must Hit 2. Focus on Appointments 3. Focus on Conversions Economic Model 1 4 Organizational Model 2 Lead- Generation Model 1. When Doing All You Can Do, Hire Help 2. Hire Talent 3. Train and Consult Budget Model 3 1. Prospect and Market 2. Set Up a Database and Systematically Market to It 3. Focus on Seller Listings Taken 1. Lead with Revenue 2. Play Red Light, Green Light 3. Stick to the Budget Don t Just Think Like a Business Become One!

7 The Eight Goal Categories of the Millionaire Real Estate 1. Leads Generated 2. Listings 3. Contracts Written 4. Contracts Closed 5. Money 6. People 7. Systems/Tools 8. Personal Education For each of these eight categories, you should set someday, threeyear, one-year, one-month, and oneweek goals.

8 The Four Models The Issues and Numbers of the Millionaire Real Estate Closed Sales $250K Average Price 2. $2.4 Million GCI 3. $700K Cost of Sales $700K Operating Expenses Seller Listing Appts./mo Buyer Listing Appts./mo Seller Listings Taken/mo Buyer Listings Taken/mo Sellers Sold/mo Buyers Sold/mo. 1 Economic Model 4 Organizational Model 2 Lead-Generation Model 1. Three Key Hires: Manager Lead Seller Lead Buyer 2. Seven Recruiting Sources 3. Nine Compensation Options 3 Budget Model Total Cost of Sales 29.2% Expenses 29.2% 1. Salaries 12.0% 2. Lead Generation 9.2% 3. Occupancy 2.0% 4. Technology 1.5% 5. Phones 1.0% 6. Supplies 1.0% 7. Education 1.0% 8. Equipment 1.0% 9. Auto/Insurance 1.0% 1. Database 960 Met 8,000 Haven t Met 2. Cost $31,680 $63,360/yr. $96,000 $192,000/yr. 3. Focus on Listings Don t Just Become a Business Become a Big One!

9 8 x 8 Week One Drop off a letter of introduction, your personal brochure, a market report, and your business card. Week Two Send a recipe card, inspirational card, community calendar, or market statistics. Week Three Send a recipe card, inspirational card, community calendar, or market statistics. Week Four Make a telephone call: Hello, this is from Realty. Did I catch you at a bad time? How are you? Did you happen to receive the? Have you had a chance to look at it? The reason I m calling is to find out if you happen to know of anyone who might be buying or selling their home.... Week Five Send one of your free reports. Week Six Send a real estate investment or house maintenance tip. Week Seven Send a refrigerator magnet, notepad, or other usable giveaway (not throwaway!) with your name, logo, and contact information on it. Week Eight Make another telephone call: Hello, this is from Realty. Did I catch you at a bad time? How are you? Did you happen to receive the that I sent you? That s great. Did you have any questions? As you can tell, I really hope you will allow me to be your Realtor for life. And also, let me just give you a quick reminder that if you happen to know of anyone who might be buying or selling their home, could you please share their name with me or my name with them... 8 x 8 is About Building Relationships and Winning the Real Estate Mind Share Battle

10 The Nine Ways the Millionaire Real Estate Thinks 1. Think Powered by a Big Why 2. Think Big Goals and Big Models 3. Think Possibilities 4. Think Action 5. Think Without Fear 6. Think Progress 7. Think Competitively and Strategically 8. Think Standards 9. Think Service FOUNDATIONAL SUPPORTIVE

11 Average Conversion Rates Listings Sold 26.7 Monthly Sales Buyers Sold 65% 80% Seller Listings Taken Buyer Listings Taken 80% 65% Listing Appointments $250,000 Average Sales Price 320 Closed Units/12 months = 26.7 Closed Sales Per Month Buyer Appointments Leads Generated

12 The Path to People Leverage SALES AND MARKETING ADMINISTRATION AND PROCESSING YOU 1 st Level YOU YOU 2 nd Level 1 st Assistant YOU 3 rd Level Marketing/ Transaction Coordinator Lead Buyer YOU 4 th Level Marketing/ Transaction Coordinator Lead Listing s Buyer s Lead Buyer YOU 5 th Level Marketing/ Listing Manager Telemarketer Transaction Coordinator Listing s Lead Listing YOU (CEO) Marketing/ Telemarketer Buyer s Lead Buyer 6 th Level Listing Manager Transaction Coordinator Listing s Lead Listing CEO Marketing/ Telemarketer Buyer s Lead Buyer 7 th Level Listing Manager Transaction Coordinator YOU (Owner) Lead Coordinator

13 The 7 th Level Concept: The Seven Potential Models of People Leverage of a Financially Wealthy Real Estate The 1 st Level No Leverage The 2 nd Level One Administrator The 3 rd Level Multiple Administrators The 4 th Level Multiple Administrators One Buyer Buyer The 5 th Level Seller Buyer Multiple Administrators Multiple Buyer s One Seller The 6 th Level Seller Manager Buyer Manager Multiple Administrators Multiple Buyer s Seller The 7 th Level Other Business Other Business Other Business Seller Manager Manager Buyer Manager Manager Multiple Administrators Multiple Buyer s Seller You do not need to predetermine which level you will ultimately achieve. The key is to master the level you are on and then let that set the foundation for the possibility of moving to the next stage. Trying to skip levels or move too quickly through them may set the stage for burnout or backsliding. Note: If you decide against going to the 7th Level, you should master investing.

14 Breaking Through to Higher Achievement New Achievement Ceiling Breakthrough! Creativity Improved Models Breakthrough! New Achievement Ceiling Improved Models Creativity Natural Achievement Ceiling Breakthrough! Natural Ability Foundational Models

15 Which business has a more stable foundation? Models Creativity UNSTABLE Creativity Models STABLE

16 Energy Plan 1. Meditate and Pray Spiritual Energy 2. Exercise and Eat Physical Energy 3. Hug, Kiss, and Laugh Emotional Energy 4. Plan and Calendar Mental Energy 5. Lead Generate Business Energy All by Eleven A.M. Every Day!