Lead Generation Repeat and Referral from My Sphere of Influence - - PowerPoint PPT Presentation

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

• 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

The Team

• 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

2013 Results

Understanding Patrick

• Population of about 120,000
• 8.5 Months of inventory – resale homes
• 10.5 Months of inventory – new homes

The West El Paso Market

• 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

Who is in the SOI List

• 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

How often do I contact them

Referral Rewards

• 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.

Managing the List

• 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

How can I improve the results

• 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

Recommendations

• 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

Keys to Success with SOI

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