Get Leads with the Top Ten Lead Generation Sources

Josh Burnett

Josh Burnett

Charlotte, North Carolina

Lead Agent / Team Owner

KWU Approved Trainer

FAMILY REUNION

2016

1. Met Database

2. Geographic Farming

3. FSBO's

4. Expired Listings

5. Open House

6. Door Knocking

Top Ten Sources

7. Just Listed / Just Sold

Circle Prospecting

8. Just Listed / Just Sold

Marketing

9. Yard Signs / Ad Calls

10.Facebook

Bonus: Nurture

1. Met Database

'

M

FAMILY REUNION

2016

INVITE TO

EVENT

CONFIRM FOR EVENT

HOST EVENT

ENLIST HELP FOR

REFERRALS AT EVENT

CALL NO SHOWS, RELAY

THEY WERE MISSED

Client Parties and Events

2. Geographic Farming

FAMILY REUNION

2016

• Use BOLD tactics to build reputation

• Establish your reputation first

• Reputation vs. relationship

Working Your Farm

FAMILY REUNION

2016

1. Become the expert in a week

2. First listing in days or weeks, not months

3. Doors, doors, doors

4. Open house events

Seven Steps to Building Your

Reputation

FAMILY REUNION

2016

5. Initial marketing

6. Ongoing marketing

7. Outperform the market and tell everyone

Seven Steps to Building Your

Reputation

FAMILY REUNION

2016

3. For Sale by Owners (FSBOs)

FAMILY REUNION

2016

• Fastest Source of Business Opportunity

• Master the problem presentation

• Buyer Scripts

• Script: “Have you looked at homes in

(destination)?”

FSBOs

4. Expired Listings

FAMILY REUNION

2016

• Lowest cost-highest return contact you can make

• The challenge of the phone numbers• Knock on the door and then 10 more around • Watch the red herring—the two biggest expired

objections• Going to stay with the same agent• We're going to take it off the market

• Script: “Was your agent passive or proactive?”• Old expired listings: the gift of the real estate

gods

Expired Listings

5. Open Houses

FAMILY REUNION

2016

Level 7

Open House

6. Door Knocking

FAMILY REUNION

2016

• Low Cost, Very Effective

• Script Options:

• Just Listed

• Just Sold

• Specialize in the Area

• Open House Invitation

• Market Update Information

Door Knocking

7. Just Listed / Just Sold

Circle Prospecting

FAMILY REUNION

2016

• Always have 300 – 500 phone numbers in

reserve so you always have a call list.

• Use a dialer:

• archagent PowerDialer

• Mojo Dialer

• Landvoice

Just Listed / Just Sold Circle

Prospecting

8. Just Listed / Just Sold

Marketing

FAMILY REUNION

2016

9. Yard Signs / Ad Calls

FAMILY REUNION

2016

• First 5 seconds of the call

• Transition off their agenda to your agenda

• Control with questions

• ABC for the appointment: action / benefit /

close

• Consultative buyers presentation

Yard Signs / Ad Calls

10. Facebook

FAMILY REUNION

2016

• Relationship building tool more than lead

generation engine for most

• Face-to-face vs. Facebook to Facebook

• C.A.R.E.—Connect, Alert, Refer, Engage

• Facebook custom list for easy organization

Facebook

FAMILY REUNION

2016

Social media is

not a lead generation

machine; it’s a

relationship-building

engine.

FAMILY REUNION

2016

The end goal is face-to-face,

not Facebook to Facebook.

“Type a quote here.”

–Johnny Appleseed

LAW #1: BUILD/ORGANIZE

Bonus

11. Nurture

FAMILY REUNION

2016

• Active lead generators have 70% business

realized from follow-up

• Nurture = Follow Up!

How much business have you missed due to

lack of follow up?

Nurture

FAMILY REUNION

2016

1. Met Database

2. Geographic Farming

3. FSBO's

4. Expired Listings

5. Open House

6. Door Knocking

Top Ten Sources: Review

7. Just Listed / Just Sold

Circle Prospecting

8. Just Listed / Just Sold

Marketing

9. Yard Signs / Ad Calls

10.Facebook

Bonus: Nurture

Please complete an evaluation for this

session.

Use any mobile device! familyreunion.kw.com/downloads

Thank You.

Download a FREE copy of

this presentation. Go to

Please discard all

your trash as you

leave!

www.evalfr.com