1. Use the methodical Best Agent Business System to stop wasting leads and start making money! Presented by: Steve Kantor, President ©2011, Best Agent Business, Bethesda, MD

2. The Importance of Lead Management Using the methodical Best Agent Business system to stop wasting leads and start making money How Most Agents are Wasting Leads

3. Stop Wasting Leads  Database Management  Lead Management  Calling

4. Problems of Wasting Leads  You do not have a database  You do not manage your database  You do not add all people to database  You do not organize and code your database  You do not email and mail your database  You do not call and speak to leads  You do not have next call date to call leads

5. Problem of Lack of Sales Calling  You have more leads than calling hours  You do not spend enough time calling leads  You do not manage your agents to call leads  You do not have enough calling hours  You have no clue of calling hours needed  If you do not call leads, you are wasting leads

6. Database Management  You must have a database  Top Producer, Agent Office, eEdge, MyRealEstateTools, and others  One person must be in charge of Database Management

7. Database Management – Sources  You have over 10 sources of data  Email desktop, email phone  MLS auto-email listings  Website leads, 800 IVR leads  In-person leads, voice mails  Phone calls  Facebook, Linked-In, Twitter

8. Database Management – Overview  Clients and SOI – Client Marketing  Buyers and Sellers – Lead Management  Vendors and Agents - Other

9. Database – Client Marketing  Clients are people who have closed deals  SOI are sphere of influence who have not closed deals  Clients/SOI should receive monthly email and monthly mailing  Clients/SOI should be called quarterly  Client Marketing can achieve 5-10% conversion rate from repeat/referrals

10. Database – Buyers and Sellers  All Buyer/Seller leads need to be coded as New Lead or A, B, C rating to manage leads  Buyer leads are harder to manage because they convert at lower rate over longer period of time  Buyer leads importantly have a portion which are also valuable seller leads  If no one is calling the leads, nothing is going to happen.

11. Database – Vendors and Agents  Vendors are rated A, B, C for referrals and co- marketing dollars.  Vendors, worked properly, can be 10% or more of your net profits.  Agents are rated A, B, C for joint efforts.

12. Lead Management  Lead Capture  Lead Management  Lead Marketing

13. Lead Capture  All leads entered in database within one day  Lead Sheets used to capture leads and fax/scan to Lead Management  Emails sent to Lead Management with coding and comments and next call date  The most valuable leads are hardest to capture

14. Lead Management – Lead Reports  Work off paper reports rather than computer  Weekly Lead Reports have all leads you should be calling that week  Update and send back on Friday  Get new Weekly Lead Reports on Saturday

15. Lead Marketing  Welcome introduction hand-written note  Welcome introduction package  Monthly email newsletter  Monthly mailed newsletter  Buyer or Seller action plans with a series of mailings with testimonials and expertise

16. Calling  This is where the majority of leads are wasted.  You must call new leads 5x within 10 days to reach 70% live  If you do 5 dials instead of 2 dials you will close twice as many deals. This is a fact  You need more calling hours.

17. Billion Dollar Agent  Beyond the basics, we have Billion Dollar Agent systems and tools to achieve $1,000,000 GCI with 50% net profit of $500,000 net profit  This includes Lead Generation to increase number of leads, full Calling services to stop wasting any leads, and massive focus on working fully all leads

18. Let Us Help You - Stop Wasting Leads  Steve Kantor, President  Best Agent Business  Cell: 202-297-2393 24/7  Email: steve.kantor@gmail.comsteve.kantor@gmail.com  Website: www.bestagentbusiness.comwww.bestagentbusiness.com  Schedule a call with Steve:  http://www.bestagentbusiness.com/schedule -a-call.html http://www.bestagentbusiness.com/schedule -a-call.html