Highlights from The Millionaire Real Estate Agent
We often talk about how critical it is to cultivate our circle of influence but we seldom do this in a truly systematic manner. I recently reviewed the Millionare Agent material and developed this summary checklist for my blog.
The Four Laws of Lead Generation
- Build a Database
- Feed it every day
- Communicate with it in a systematic way
- Service all the leads & referrals that come your way
The 4 Principles of Referrals for your "Allied Resource" Referral Generating Program
- Educate
- Ask for Help
- Reward
- Repeat these three simple steps over and over.
*** Treat the referral source better than the referral. *** Always show appreciation at every point - when you take the referral call, when you meet with the referral, when you do business with the referral and when the transaction is complete.
The Five Systems of Referrals
Establish a Database of your Allied Resources (Make a List)
[Types: Public, Partners & Vendors, Realtor Peers].
[Types: Public, Partners & Vendors, Realtor Peers].
Make Systematic Personal Contact (Stay Close with 33 ‘Touches' a year)
[Actions: Direct Mail, Dial, Drop By, Do Lunch, Throw a Party]
Systematic Follow-up with Special Communications (Cultivate the Relationship)
[Options: Handwritten Notes, Items of Value, Endorsement Letters]
Provide Exceptional Customer Service (Develop their Loyalty)
[Plan: Caring attitude, Communicate, Consistency through Systems]
Implement a Client Appreciation Program (Go the extra mile every month)
[Surprise & Delight: Do something special systematically]
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