MREA Admin: Lead Tracking and Follow-Up Instructor's Notes 9/15/2018 MREA Admin: Lead Tracking and Follow-Up A Course for the Millionaire Real Estate Agent Team Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Introduction 1 Objectives: Describe the Ground Rules for this class Instructor's Notes 9/15/2018 Introduction Objectives: Describe the Ground Rules for this class Identify why you are here Identify what you will learn Identify how you will learn 1 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Ground Rules 2 Arrive on Time Form Groups Quickly Instructor's Notes 9/15/2018 Introduction Ground Rules Arrive on Time Form Groups Quickly Limit Side Conversations Turn off Cell Phones and Pagers Be comfortable Respect time Respect each other Help Each Other Respect confidentiality Have Fun! 2 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 9/15/2018 Introduction Why You Are Here Goal: To give the knowledge necessary to create marketing and lead management systems for millionaire-level production Question: What do you want to want to learn from this course? 3 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

What You Will Learn About MREA Business Systems Instructor's Notes 9/15/2018 Introduction What You Will Learn About MREA Business Systems MREA Admin: Lead Tracking and Follow-Up Outline 4-5 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

How You Will Learn 6 Get ready for some action-oriented training! Instructor's Notes 9/15/2018 Introduction How You Will Learn Get ready for some action-oriented training! Participate in large group interactive lecturettes. Participate in small group discussions and exercises. Observe your instructor as he/she demonstrates the desired skills and behaviors. Rate yourself on a report card at the end of each chapter. Problem solve using case studies and applying what you learn to your own situation. Create an action plan at the end of the class. 6 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 1: The Role of the Lead Coordinator Instructor's Notes 9/15/2018 Chapter 1: The Role of the Lead Coordinator Objectives: Review the job description of the Lead Coordinator Identify the key goal categories 7 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Job Description 8 Maintains contact database Instructor's Notes 9/15/2018 Chapter 1: The Role of the Lead Coordinator Job Description Maintains contact database Responsible for tracking and rewarding referrals Maintains the file of testimonials Provides lead follow-up tracking, appointments, and conversions reports 8 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Goal Categories 9 The 80/20 Rule Instructor's Notes 9/15/2018 Chapter 1: The Role of the Lead Coordinator Goal Categories The 80/20 Rule 9 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

10 Goal Categories (cont.) Instructor's Notes 9/15/2018 Chapter 1: The Role of the Lead Coordinator Goal Categories (cont.) Create, Document, Implement, and Manage Systems Ensure the provision of exceptional Customer Service Learning 10 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Summary Review the job description of the Lead Coordinator Instructor's Notes 9/15/2018 Chapter 1: The Role of the Lead Coordinator Summary Review the job description of the Lead Coordinator Identify the key goal categories Sum Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 2: Marketing the Team – Methods Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Objectives: Getting the team’s marketing message out Advertise the team Market the team through direct mail Market the team through gifts for referrals and promotional items Sponsor local charities and organizations Systems to maintain the elements of your marketing 11 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Marketing the Team Concept Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Marketing the Team Concept Getting the Team Word Out Advertisement Direct Mail Gifts and Promotional Items Sponsorships 12 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Advertisement Print Ads Ad Publications Placing the Ads – check: Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Advertisement Print Ads Ad Publications Placing the Ads – check: Before you send it Before they publish it After they publish it 13-15 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Advertisement (cont.) The Internet The Team Website Property search Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Advertisement (cont.) The Internet The Team Website Property search Team information Neighborhood/community information Buyer and seller information Allied vendor information 16-17 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Advertisement (cont.) Buy Effective Domain Names Marketing Your Site Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Advertisement (cont.) The Internet (cont.) Buy Effective Domain Names Simplicity Credibility Keyword in URL Marketing Your Site 18-19 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Advertisement (cont.) Search Engines Community/Index sites Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Advertisement (cont.) The Internet (cont.) Search Engines Page title Meta tags Keywords in text Site popularity (Cross-linking) Paid Placement Search Engine Optimization Community/Index sites 20-23 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

24 Advertisement (cont.) Tracking Advertising Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Advertisement (cont.) Tracking Advertising 24 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Direct Mail Farming Direct Mail Pieces Just Sold Postcards 25-27 Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Direct Mail Farming Direct Mail Pieces Just Sold Postcards 25-27 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

28 Direct Mail (cont.) Tracking Direct Mail Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Direct Mail (cont.) Tracking Direct Mail 28 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Gifts and Promotional Items Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Gifts and Promotional Items Gifts Treat the referral source even better than the referral. Show your appreciation at every stage of the transaction. Reward the right behavior. 29 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Gifts and Promotional Items (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Gifts and Promotional Items (cont.) Promotional Items What item? How many? What marketing message? What is your budget? 30 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Gifts and Promotional Items (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Gifts and Promotional Items (cont.) Promotional Items (cont.) Gadgets, Goods, and Gear 31 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Gifts and Promotional Items (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Gifts and Promotional Items (cont.) Tracking Gifts and Promotional Items 32 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Sponsorship Seeking Sponsorship Opportunities Sponsoring Organizations Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Sponsorship Seeking Sponsorship Opportunities Finding local events Methods of sponsorship Sponsoring Organizations Community involvement is one of the best ways to stand out 33-34 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

35 Sponsorship (cont.) Tracking Sponsorship Opportunities Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Sponsorship (cont.) Tracking Sponsorship Opportunities 35 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing 36 The Team Message Testimonials Statistics Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing The Team Message Testimonials Statistics Introduction to the Team 36 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Question: What should a good testimonial contain? Seller-oriented testimonials Sold quickly. All of their asking price. Impressed by the service Buyer-oriented testimonials Found the perfect home quickly. Negotiated a great price. Transaction went smoothly. 37-38 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Testimonials (cont.) Exercise: Design the perfect testimonial. 39-40 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Testimonials (cont.) Example Testimonial: “The Great Home Team sold our home in two weeks and for more money than we thought we could get. We recommend them to anyone looking to sell their home in a short amount of time, for the most amount of money!” 39-40 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Statistics Days on Market ( Average Days on Market for your Mega Agent x Number of Listings for your Mega Agent) + (Average Days on Market for Listing Specialist “A” x Number of Listings for Listing Specialist “A”) + (etc...for each Listing Specialist on the team)  Total Number of Listings of the Team = Average Days on Market for Team 41-42 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Statistics (cont.) Percentage of Asking Price (((Avg. sale price for your Mega Agent / avg. original listing price for your Mega Agent) x 100) x total number of listings taken by your Mega Agent) + (((Avg. sale price for Listing Specialist “A” / avg. original listing price for Listing Specialist “A”) x 100) x total number of listings taken by Listing Specialist “A”) + (etc...for each Listing Specialist on the team)  Total Number of Listings of the Team = Average Percentage of Asking Price for Team 43 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Statistics (cont.) Exercise: What are the stats for this team? 44-45 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Introduction to the Team Team Resume Professional Qualifications Professional Designations Business Achievements Education 46-47 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Introduction to the Team (cont.) Meet the Team Photo Title and Function Biography Hobbies Contact information 48-49 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Elements of Marketing (cont.) Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Elements of Marketing (cont.) Marketing Files Storage drawer or file cabinet Digital “Marketing” folder 50 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Summary 51 Your role in getting the team’s marketing message out. Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Summary Your role in getting the team’s marketing message out. Advertise the team Market the team through direct mail to your various target audiences. Gifts for referrals and promotional items. Sponsor local charities and organizations Set up systems to maintain the elements of your marketing Exercise: My Scorecard 51 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

52 Exercise: Give an Aha!, Take an Aha! Instructor's Notes 9/15/2018 Chapter 2: Marketing the Team – Methods Exercise: Give an Aha!, Take an Aha! Think about what concepts you are still struggling with. And think about any Aha!’s. If you have an Aha! about instructor’s topic, share. Name the next Aha! topic for someone else to share. Put your Aha! into action using the worksheet 52 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 3: Marketing the Team – Strategies Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Objectives: Learn about contact management Discover how to set up your database Learn how to feed your database Learn how to systematically market to your database Discover how to properly maintain your database 53 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Contact Management Your Business is Your Database Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Contact Management Your Business is Your Database Truth: Size and quality of your contact database determines your success. Setting up your database Feeding your database Systematically marketing to your database Maintain your database 54-55 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Set up Your Database Contact Information For all contacts For your inner circles Customizable fields 56-57 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Set up Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Set up Your Database (cont.) General Public Haven’t Met Group Target Group Haven’t Met Group Network Met Group Allied Resources Advocates Core Advocates 5 50 100 1,765 16,000 At large 1 on 1 8 by 8 33 Touch HAVEN’T MET 12 Direct MET MET (Inner Circles) 58-60 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Feed Your Database Entering Contacts Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Feed Your Database Entering Contacts Contact Follow-up Truth: Train your team members on how to properly enter contacts. 61-63 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Systematically Market to Your Database Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Systematically Market to Your Database Automated Plans Five Challenges Plans 12 Direct 8 x 8 33 Touch 64-65 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Systematically Market to Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Systematically Market to Your Database (cont.) 12 Direct 66 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Systematically Market to Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Systematically Market to Your Database (cont.) 8 by 8 Modified 8 by 8 8 x 8: General 8 x 8: FSBO 8 x 8: Expired/Withdrawn 8 x 8: Follow-up for Prospective Sellers 8 x 8: Follow-up for Prospective Buyers 67-68 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Systematically Market to Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Systematically Market to Your Database (cont.) 8 by 8 (cont.) Setting up Your 8 by 8 Plans Set reminders Designate the team member Set nine tasks, not eight Your 8 by 8 Tasks 8 x 8: General 68-71 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Systematically Market to Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Systematically Market to Your Database (cont.) 33 Touch Modified 33 Touch 33 Touch: General 33 Touch: Client for Life 33 Touch: Advocate Appreciation 72-73 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Systematically Market to Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Systematically Market to Your Database (cont.) 33 Touch (cont.) Setting up Your 33 Touch Plans Set reminders Designate the team member Set thirty-four tasks, not thirty-three Your 33 Touch Tasks 33 Touch: General 73-76 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Maintain Your Database Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Maintain Your Database Updating Your Database Their contact information is updated They are in the correct database group They are on the correct database plan Their notes are current 77 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Maintain Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Maintain Your Database (cont.) Cleaning Your Database 78 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Maintain Your Database (cont.) Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Maintain Your Database (cont.) Opting Out Team members should contact you immediately Stop their plan Notify Mega 79 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Marketing the Team – Strategies - Summary Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Marketing the Team – Strategies - Summary Lean about contact management Discover how to set up your database Learn how to feed your database Learn how to systematically market to your database Discover how to properly maintain your database Exercise: My Scorecard 80 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

81 Exercise: Aha! Scratch Out Think about what you just learned. Instructor's Notes 9/15/2018 Chapter 3: Marketing the Team – Strategies Exercise: Aha! Scratch Out Think about what you just learned. Get into groups of about four-five. Each group will choose five of their best Aha!’s and write them on paper from the flipchart. When all teams are finished, compare the papers. Duplicate Aha!’s are scratched out and the team with the most number of Aha!’s left wins. If you hear or think of a great Aha!, use the worksheet to put it into action. 81 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 4: Lead Management – Funnel Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Chapter 4: Lead Management – Funnel Objectives: Understand the elements of a F.A.S.T. lead management system Enumerate the benefits of funneling leads through a single point of entry Understand how to handle phone leads Understand how to handle Internet leads 82 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

F.A.S.T. Leads 83 Leads Funnel, Assign, Source, and Track Leads Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel F.A.S.T. Leads Funnel, Assign, Source, and Track Leads Leads 83 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Funnel Leads Single Point of Entry Benefits of funneling Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Funnel Leads Single Point of Entry Benefits of funneling Unity in marketing 84-85 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

86 Funnel Leads (cont.) Logging Leads Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Funnel Leads (cont.) Logging Leads 86 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Phones Answering the Phones Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Phones Answering the Phones Truth: The phone should never ring more than twice. Establish a chain of command First Impressions Exercise: Completing the Daily Lead Log. 87-90 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Phones (cont.) Voicemail Voicemail System Personal voicemails Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Phones (cont.) Voicemail Voicemail System Personal voicemails Lead voicemails Setting Voicemail 91-92 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Internet Email Leads Team Email Handling email leads Auto-responders Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Internet Email Leads Team Email Handling email leads Auto-responders 93-94 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Lead Management - Funnel - Summary Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Lead Management - Funnel - Summary Understand the elements of a F.A.S.T. lead management system. Enumerate the benefits of funneling leads through a single point of entry. Understand how to handle phone calls leads. Understand how to handle Internet leads. Exercise: My Scorecard 95 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 9/15/2018 Chapter 4: Lead Management – Funnel Exercise: KW Team Feud Divide into two groups. Choose a representative to join the instructor for the question. First representative to provide a correct answer wins the opportunity for their team to guess. Give all possible answers without answering incorrectly. After an incorrect answer, the question goes to the opposing team. If they provide the remaining correct answers, they win. However, if they give an incorrect answer, the first team wins. This is a closed book exercise. 96 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 5: Lead Management – Assign Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Chapter 5: Lead Management – Assign Objectives: Understand how buyer leads are assigned Understand how seller leads are assigned 97 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Assign Leads 98 Overview Buyer Leads Seller Leads Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Assign Leads Overview Buyer Leads Seller Leads 98 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Buyer Leads Floor-time Creating the Calendar Referencing the Calendar Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Buyer Leads Floor-time Creating the Calendar Referencing the Calendar 99-100 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Buyer Leads (cont.) After-Hours Leads IVR Leads Floor-time (cont.) Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Buyer Leads (cont.) Floor-time (cont.) After-Hours Leads IVR Leads 101-102 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Seller Leads Geographic Area Anomalies Listing Territories 103-104 Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Seller Leads Geographic Area Anomalies Listing Territories 103-104 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Lead Assignment 105 Other Methods Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Lead Assignment Other Methods Exercise: Other ways of assigning leads? 105 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Lead Assignment (cont.) Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Lead Assignment (cont.) Who Gets the Lead? Exercise: Assigning the lead to the correct specialist. 106 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Summary 107 Understand how buyer leads are assigned. Instructor's Notes 9/15/2018 Chapter 5: Lead Management – Assign Summary Understand how buyer leads are assigned. Understand how seller leads are assigned. Exercise: My Scorecard. 107 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 6: Lead Management – Source Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Objectives: Document your team’s various lead sources Document referring contacts and agents, so they can be properly compensated Analyze your cost per lead for each of your lead generation sources 108 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Source Leads Where Leads Come From Sources Determining a Lead’s Source Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Source Leads Where Leads Come From Sources Determining a Lead’s Source Check Double-check 109-110 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

111 Source Leads (cont.) Sourcing Your Team’s Leads Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Source Leads (cont.) Sourcing Your Team’s Leads Lead Source Spreadsheet # of leads per source for a given month # of leads for each source for the year % of total leads for a each source for the year Lead source categories 111 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

111 Source Leads (cont.) Lead Source Spreadsheet – Buyers Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Source Leads (cont.) Sourcing Your Team’s Leads (cont.) Lead Source Spreadsheet – Buyers 111 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

111 Source Leads (cont.) Lead Source Spreadsheet – Sellers Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Source Leads (cont.) Sourcing Your Team’s Leads (cont.) Lead Source Spreadsheet – Sellers 111 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Referrals 112 Rewarding Referrals Referral Reward Form Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Referrals Rewarding Referrals Referral Reward Form 112 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

113 Referrals (cont.) Referring Agents Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Referrals (cont.) Referring Agents 113 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Analysis of Lead Sources Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Analysis of Lead Sources Red Light, Green Light Cost per Lead Exercise: Cost effectives of lead generation methods 114-116 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Summary 117 Document your team’s various lead sources. Instructor's Notes 9/15/2018 Chapter 6: Lead Management – Source Summary Document your team’s various lead sources. Document referring contacts and agents, so they can be properly compensated. Analyze your cost per lead for each of your lead generation sources. Exercise: My Scorecard 117 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 7: Lead Management – Track Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Objectives: How lead tracking reveals the effectiveness of your teams lead management systems Implement lead follow-up systems Track referrals through the various steps of the real estate transaction 118 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Track Leads 119 How Effective Are Your Systems? Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Track Leads How Effective Are Your Systems? Converting the leads into appointments Converting appointments into signed clients Converting signed clients into sales Which lead sources yield sales Reward referring contacts and agents 119 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Lead Follow-up 120 Listing Leads Seller Interview Follow-up Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Lead Follow-up Listing Leads Seller Interview Follow-up Listing Consultation Follow-up 120 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

121 Lead Follow-up (cont.) Buyer Leads Buyer Interview Follow-up Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Lead Follow-up (cont.) Buyer Leads Buyer Interview Follow-up Listing Consultation Follow-up 121 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Referral Rewarding Tracking Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Referral Rewarding Tracking Rewarding for Referrals The Message The wrong message The right message Every Step of the Way The Interview The Consultation The Contract The Closing 122-123 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Referral Rewarding Tracking (cont.) Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Referral Rewarding Tracking (cont.) Rewarding for Referrals (cont.) The Interview Referral Reward Tracking Spreadsheet The Appointment Current Listings Spreadsheet Current Buyers Spreadsheet 123 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Referral Rewarding Tracking (cont.) Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Referral Rewarding Tracking (cont.) Rewarding for Referrals (cont.) The Contract Contracts Pending Spreadsheet The Closing Exercise: Who needs to be rewarded? 124-125 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Summary Understand how lead tracking reveals the effectiveness of your teams lead management systems. Implement lead follow-up systems to make sure leads are properly handled. Track referrals through the various steps of the real estate transaction to properly reward referring contacts and agents. Exercise: My Scorecard 126 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

127 Exercise: Aha! Accountability What was your Aha!? Instructor's Notes 9/15/2018 Chapter 7: Lead Management – Track Exercise: Aha! Accountability What was your Aha!? What is the need in your business that makes this such a revelation? How will this change your business? What do you need to do? Do you know how to do it? 127 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 8: Putting It All Together Instructor's Notes 9/15/2018 Chapter 8: Putting It All Together Objectives: Summarize what you have learned Create an Action Plan 128 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

What Have You Learned? MREA Admin: Lead Tracking and Follow-Up Outline Instructor's Notes 9/15/2018 Chapter 8: Putting It All Together What Have You Learned? MREA Admin: Lead Tracking and Follow-Up Outline My Action Plan: Use your Scorecard to complete an action plan for implementing what you have just learned. 129-130 Keller Williams@2003 MREA Business Planning Clinic Jan 2004