Your database is organized into categories, now what?

I used my listing leads A file quite often.  I kept a hard copy file rather than digital because there was most likely already paperwork generated for the lead.  The people who go into this file are those who have given you a time within the next 60 days that they will be putting a property on the market.  These are also people with whom you already have a relationship and might possibly have already made a listing presentation; however, you were not able to obtain a signature.  To keep the ongoing relationship going, it is appropriate to contact these individuals on a regular basis.

I would time-block my schedule so I had a non-negotiable time once a week when I would go through all of these listing leads A and reconnect with these people.  Sometimes I had to think hard as to why I was reconnecting so I would not bother them.  I would call to notify them of a recent listing, sale, expired, withdrawn, or cancelled in their area.  I might call to let them know of the changes in interest rates, the mortgage market, or even buyer’s attitudes.  Another item that I would remind them of was how I could help them accomplish goals they need to accomplish in order for me to list their property.  Some of these needs/goals might be something as simple as contact numbers to team members like lenders, handymen, or possibly a little education about the market so they feel comfortable about their sale or eventual purchase.  You will see our listing systems outlined in Beating the Competition Every Time.  I would spend a lot of time researching their goals so I could bring it up each time.  I needed them to do something that would get them closer to their goal.

Whatever the reason for the re-contact, I gave myself a reason to contact them each week until they were actually ready to list.  Many of you might consider this an inordinate amount of time to spend on non-immediate leads; however, when you consider that the amount of gross in a $500,000 listing, for example, is worth approximately $15,000 gross income on one three percent side.  Since you are using my systems, dealing with motivated sellers, and doing a good job regarding your marketing placement, there is over a ninety percent chance that you are going to sell this listing and make that $15,000; however, in further utilizing my buyer system and double-dip system, you might actually have as much as a thirty percent chance of handling both sides of the transaction.  So, your $15,000 gross grows to $30,000!  We all know that the money does not stop there.

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.