Lead Generation Repeat and Referral from My Sphere of Influence Patrick Tuttle RE/MAX Real Estate Group El Paso, Texas 915-231-9994 www.PatrickTuttle.com Patrick@PatrickTuttle.com
The Team • Two licensed agents and one referral partner • One full time in-office assistant • Two part time in-office assistants • One virtual assistant in the Philippines
2013 Results • 80 Sides, fifty listings sold, 30 buyer sales • $15M in Sales • $404,000 in GCI from Sales • Manage 196 Single Family residences (156 Landlords) • $224,000 in monthly rent • $147,000 in income from Property Management.
2013 Results ● 63 out of 80 transactions (79%) were from my SOI. ● 24 Referrals from SOI members ● 23 Repeat transactions from SOI members ○ 14 from property management ● 16 Directly from SOI members (not repeat or referral) ● 13 Sign calls ● 3 Expireds ● 1 Internal
Understanding Patrick
The West El Paso Market • Population of about 120,000 • 8.5 Months of inventory – resale homes • 10.5 Months of inventory – new homes
Who is in the SOI List ● Church members – First Baptist Church - El Paso ○ Member for 14 years ○ Twelve years as Deacon at First Baptist Church El Paso ○ Six years as director of Sunday School ○ Taught Sunday School for past seven years ○ Current chairman of Men’s Ministries ● Current clients – 156 Landlords, seller listings ● Past clients – 12 years worth of sales ● Military, FBI, DEA, Border Patrol ● Family and Friends – El Paso Country Club
How often do I contact them ● Monthly – Service For Life Newsletter ○ Snail mail, email, and posted to my website ● Monthly – RE/MAX Email Newsletter ● Monthly – Realtor.com/Top Producer Email ● Bi-Annually – Time Change Postcard ● Quarterly – Raving Fan Item of Value ● Weekly – Facebook posts - market update videos ● Birthday, anniversary cards, thank you notes
Referral Rewards
Managing the List ● Top Producer – Google - RE/MAX Leadstreet ● Review the list annually in December - Cut about 20% from Snail Mail ● Leave all in email – unless they unsubscribe ● Never delete – I have had some not use me and then come back because of a bad experience with another agent.
How can I improve the results ● Calling – personal contact quarterly ● More face to face meetings - lunches ● More client parties – ● Do unexpected things for your list – mow the grass, send comps for tax appraisal protests, recommend service providers, compliment their homes
Recommendations ● Build a database – use Google contacts because it will sync with your smartphone ● Feed it daily – add to it daily ● Get to know people on a personal level ● Serve their needs – don’t keep score ● Maintain consistency
Keys to Success with SOI ● Keep in touch – you must maintain Top of Mind Consciousness. ● 33 touch, 12 direct ● Don’t hound them for referrals – Service for Life Newsletter – it’s a soft sell ● Serve them well – put their interests first ● Maintain consistency ● Be approachable
Lead Generation Repeat and Referral from My Sphere of Influence Patrick Tuttle RE/MAX Real Estate Group El Paso, Texas 915-231-9994 www.PatrickTuttle.com Patrick@PatrickTuttle.com
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