My Systems-Farming, MarketLeader, By Referral Only & Appointments
By Michelle Carr Crowe, Silicon Valley real estate guide selling homes in San Jose
I confess I am not the most organized person. However the systems I use – Farming, MarketLeader and By Referral Only’s Before, During & After, and “6 appointments per week” do work for me.
Farming: I send quarterly postcards, as well as neighborhood-centric generic For Sale, Pending and SOLD postcards. I also knock doors 2-3 times per week.
MarketLeader: I uploaded all of my databases from Top Producer, my website and other sources to ML. However, so far it is SLOW. From Top Producer, I could send to all 15,000 of my contacts within 15 minutes. With MarketLeader, I have to send them out group by group. I love the lead capture and follow up features, but I think I’d better check with my KW colleague Juliana Lee for making it more effective.
By Referral Only’s Before, During & After: create a database, categorize the database, work the database. You have three basic groups of clients: before, during and after, plus a group of people who are connected to you but not yet clients. Regularly provide useful information to these people who already know me and (hopefully) still like me. Call them every quarter to say “hello” and see what’s new with their lives.
Before people are those new people-ones who’ve chosen to work with me but we haven’t found a home or buyer for them yet. Part of how this system works is it’s tools for generating new leads for the before unit. They have great Craigslist ads to copy. They have effective buyer and seller lead-generation postcards. When I use the tools, the tools work.
During people are the ones you are in escrow with or actively searching for homes with. This is when people are most likely to refer you to their family, friends, co-workers and others in their sphere of influence.
After people are clients you’ve succeeded with-you may have just sold their home or helped them buy a home-or you could have helped them five or more years ago. The key is to stay in touch-with a monthly print newsletter as well as regular email communications.
The key to By Referral Only’s system is…to regularly ask for introductions to people in my before, during, after and sphere groups know who could benefit from my help. The best thing about By Referral Only’s system is the language and scripts. Joe Stumpf provides a multitude of comfortable yet sophisticated ways to get into meaningful conversations with people that helps grow my business.
It may sound simplistic, but I use a one page daily spreadsheet to remind me to do all of these things.
The other key system: I must make at least 6 appointments every week for 48 out of 52 weeks.
Thank you for checking out my blog post. You may want to subscribe to my blog at www.activerain.com/results for more fun facts on history, real estate, home, life and other topics. I hope you enjoyed learning about My Systems-Farming, MarketLeader and Before, During & After.
This is an entry for the IMSD SYSTEMS ActiveRain contest.
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