Working with Mets

Notes from panel discussion - Keller Williams Realty Family Reunion, February 2009.

How to grow a database? 800 numbers. Websites with auto responders. Sphere of influence. Ask for and teach how to refer business. Talk to people. Capture information at open houses. Teach in market centers in other areas.

Met-working. Relationships. Prospecting-based stay in touch system. Dedicated time for working mets. Both ongoing and power hour.

System - 8x8 and 33 touch. Database. Database manager. Pick one day a week to market. Calls. Emails. Script. Remove everyone from your list who you don't like, who doesn't like you and who will never use or refer you.

Face Book for past clients, drive to blog.

8x8 - Cement the relationship. Object: you get in the first place in their mind as realtor. Eight weeks in a row they get a contact from you. Target area you want.

33 Touch - everything you send out has an offer response - opportunity to give them something of value. Consistent look. Systemitize it so you don't have to think about it. 3-4 phone calls or face-to-face a year.

realestatetomato.com

Performance guarantee

Offer response on newsletter

Mets - two mailers/mo. Three phone calls a year. One note per phone call.

Categorize - seller, buyer side, internet buyers, first time buyer. Buyer/seller/SOI No categories - treat everyody the same

Referrals - tell clients you're going to ask, ask, and then use system to stay in touch. Teach SOI how to ask for referral - script -

Apology script: "I'm not calling about real estate today. I am calling to say I am sorry. [silence] It has been too long since I have spoken to you. It doesn't make me happy. I have implemented a new system to stay better in touch. Here is how I am going to prove to you that I will stay in better touch. Give me your birth date - Before I hang up, is there anything you need - a plumber, painter, landscaper?" [Under promise and over deliver] Then a month later, make a call and ask for a referral.

Thanks - hand written card. Dinner. Movie tickets. Immediate phone call. Reward behavior, not result. Balloons, chocolate and movie tickets deliverred to office.

Get emails - "In an effort to be kinder to the environment, I'm staying in touch electronically. What is the best email to use to get information to you?"