559 S. Washington Ave., Kankakee,IL 60901

P.815.929.9258 P.815.929.9200

"Thank you so much for your spectacular presentation at our event last week! Your energy level and knowledge are what made it a very successful event for us!" Sue Woodard, CTX Mortgage


The Foundation of All Great Lead Generation Systems in Your Database Part 3 January 21st, 2018 | Posted in General Real Estate, Other Interests, Real Estate

The Foundation of All Great Lead Generation Systems in Your Database
Part 3 (Read Part 1 and Part 2)

Now that we are clear about who goes into the database, your next decision will be how often we contact them.  It is an important question – one that affects your available time and money.  If you do not contact your database enough – you can lose them to the agent who moved in next door!  If you contact them too much, you are taking opportunity time away from other more profitable lead generation endeavors or just wasting overhead money!  I always searched for the least amount of contacts to still keep the relationship alive and my name at the top of their mind.  That minimum contact requirement was four to six E-mails or letters and two phone calls per year.  On the phone, I caught up with their lives and I would ask if they had any family or friends that may be thinking of moving.  I also offered investment opportunities.  I would mention that the hardest job in the real estate business is the acquisition of new clients and I would appreciate their help.  I would also ask if they have ever considered moving up, and finally, I would ask if they would be taking advantage of any of my VIP services in the next few months.

Now that the entries and their frequency of contact have been determined, what you send them will be the next step.  On the telephone, I mentioned an opportunity to obtain my VIP services.  I would send my database new free services each quarter.  The list of my free services I offered is detailed in the letter in this chapter.  You can add your “free” services to the list.  You will be amazed at how much you do in this business without getting paid but the IOUs are just as important!

I was never a recipe/newsletter kind of guy.  It was easier to send them services that, if used, led me to believe they might be interested in buying and selling.  It also helped to build those “IOU’s.”  Also, I would send copies of articles in the local newspaper that would affect the value of real estate in the area, which was always appreciated – plus I did not have to write it!

Delivery can occur via E-mail, direct mail, or a phone call.  You can also get them to visit your website by sending a postcard or leaving a voice mail.  You can deliver all services via your website, but attach a form so that you will obtain the necessary information to follow up.  Just choose the least expensive and most appropriate method to deliver your message effectively.

Even though “everybody” is the easy answer to “Who goes into your database?” – I believe a great system will answer the “who,” the frequency of contact, what that contact is, and the delivery method.  A manual on how your database system functions will make it easier for you to delegate when it gets huge from all the business it generates.  Next posts we will be looking at a couple of my favorite database letters.

Since I have retired from the speaking circuit, I have my systems (large books with software) that I was selling from the back of the room at about $1500.00.  These are my newest products and this package includes everything that I have ever done.  As a “pay it forward” opportunity I am now selling these same books and software at my cost, about 94% off.  This is the start of your plan to get to the point where you are living the dream.  This is not anything but selling you the best real estate training materials in the world for 94% less than they were selling for a couple of weeks ago.  You will get 9 books, a whopping 40 pounds of checklists and information that is easy to use.  These volumes have been used by agents in the US and Canada to be the best agent in their market place.  Go here to pick up your foundation for the future.

Leave a Reply


To subscribe or unsubscribe to/from our blog, please click here.



Click on one of the links below to read more about Walter has to say about the real estate market.

Linked In