camp 4:4:3 power session 3: the basics of lead generation
TRANSCRIPT
CAMP 4:4:3
Power Session 3: The Basics of Lead Generation
Power Session 3
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The Basics of Lead Generation
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
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Power Session 3
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The Basics of Lead Generation
Introduction
Objectives…1) Review the Lead Generation Cycle for
prospecting2) Identify the Four Laws of Lead Generation3) Review how to build your database4) Identify how to feed your database every day5) Define how to communicate with your
database systematically6) Review how to service all leads that come
your way
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The Basics of Lead Generation
CAMP Map
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The Basics of Lead Generation
The Lead Generation CycleLead generation is a combination of two things:1. Prospecting (seeking customers)2. Marketing (attracting customers)
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The Basics of Lead Generation
The Lead Generation Cycle
Marketing vs. Prospecting
The Meaning of “No”
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TruthIn the first 90 days, prospecting is more critical
than marketing.
Power Session 3
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The Basics of Lead Generation
The Lead Generation Cycle
Scheduling Your Time for ProspectingLead 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.
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The Basics of Lead Generation
The Four Laws of Lead Generation
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The Four Laws of Lead Generation1. Build a database.2. Feed it every day.3. Communicate with it in a systematic way.4. Service all the leads that come your way.
Power Session 3
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The Basics of Lead Generation
1. Build Your DatabaseMets and Haven’t Mets
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Types of Leads1. Mets –The people you know, your sphere of
influence, such as friends, family, doctors, neighbors, or anyone else you have an association with.
2. Haven’t Mets –The people you don’t know or haven’t met, but would like to conduct business with in the future.
Power Session 3
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The Basics of Lead Generation
1. Build Your Database
Gary and the BoxIn 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
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The Technology TrapWhen technology intended for convenience
actually ties us down and steals our time.
Power Session 3
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The Basics of Lead Generation
2. Feed it Every Day
Path to Your GoalYour daily lead generation goal is simple. Every day:1. Collect 10 business cards (adding 10 people to your
database daily).
2. Call 5 people.
3. Write 15 notes.
Set aside time every day to feed your database!
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The Basics of Lead Generation
2. Feed it Every Day
What Type of Business Do You Want?
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The Basics of Lead Generation
2. Feed it Every Day
Expanding Your Mets Database
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Simple Ways to Expand Your Database1. Wear your name tag around town.2. Talk to other parents at your child’s Little
League game. 3. Talk to the person waiting in line at the grocery
store with you.4. Become involved in the neighborhood. Do
something such as Meals on Wheels or start a neighborhood watch.
5. Start a networking happy hour.
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The Basics of Lead Generation
2. Feed it Every Day
ExerciseOpportunity’s WayDirections:1. Break into pairs.2. Come up with as many ideas as you can for ways to
expand your Mets database starting today. 3. Share with the class.Time: 15 minutes
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The Basics of Lead Generation
3. Communicate With It In a Systematic Way
Putting Your Contact Database to Work
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KWR Systematic Lead Generation Techniques
8 x 833 Touch
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
8 x 8
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8 x 8The 8 x 8 is a high-impact, high-saturation
technique that is designed to put you in the number one position in the minds of everyone
you add to your Met database.
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
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Week 1 Send or drop off a handwritten note with your business card. Every
single touch should have a quick
reminder and
instructions on how
to give you
referral business.
Week 2 Contact the individual by phone to follow up.
Week 3 Send or drop off an item of value.
Week 4 Contact the individual to quickly touch base, ask if there is anything you can do to help, as for a referral, and ask for an appointment.
Week 5 Send or drop off an item of value.
Week 6 Contact the individual to quickly touch base, ask if there is anything you can do to help, ask for a referral, and ask for an appointment.
Week 7 Send or drop off an item of value.
Week 8 Contact the individual to quickly touch base, ask if there is anything you can do to help, ask for a referral, and ask for an appointment.
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
Items of value included in your Tool Kit are…
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
Exercise8 x 8 TodayDirections:1. Break into groups of three or four.2. 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.
3. Share your 8 x 8 with the class.Time: 15 minutes
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
33 Touch
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33 TouchThe 33 Touch is a systematic marketing and prospecting technique, which ensures year-
round contact with all of the prospects, business contacts, and past clients in your
contact database. It nurtures your relationship with the contacts in your database and
sustains ongoing communication.
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
(cont’d)
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The Basics of Lead Generation
3. Communicate With It in a Systematic Way
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The Basics of Lead Generation
4. Service All the Leads that Come Your Way
Classifying your Leads
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Truth
Success in 90 days will require you to work with only serious buyers and sellers.
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The Basics of Lead Generation
AssignmentsPower Session Assignments1. Set up a contact database management
system with either a paper filing system or with a software program.
2. Review the list of people you know that you generated after last Power Session. Add any additional people you have thought of or met.
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The Basics of Lead Generation
Assignments
Ongoing Assignments1. Complete 10:5:15:5
a) Collect 10 business cards.b) Make 5 phone calls.c) Send 15 notes or letters.d) 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.
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The Basics of Lead Generation
Assignments
Something to think about…
How can you strengthen the connections you already have with people?
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The Basics of Lead Generation
We have talked about…1) The Lead Generation Cycle for
prospecting2) The Four Laws of Lead Generation3) How to build your database4) How to feed your database every day5) How to communicate with your database
systematically6) How to service all leads that come your
way
sum