1. 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 MREA Business Planning Clinic Jan 2004

2. 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 MREA Business Planning Clinic Jan 2004

3. 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 MREA Business Planning Clinic Jan 2004

4. 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 MREA Business Planning Clinic Jan 2004

5. 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 MREA Business Planning Clinic Jan 2004

6. 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 MREA Business Planning Clinic Jan 2004

7. 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 MREA Business Planning Clinic Jan 2004

8. 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 MREA Business Planning Clinic Jan 2004

9. 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 MREA Business Planning Clinic Jan 2004

10. 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 MREA Business Planning Clinic Jan 2004

11. 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 MREA Business Planning Clinic Jan 2004

12. 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 MREA Business Planning Clinic Jan 2004

13. 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 MREA Business Planning Clinic Jan 2004

14. 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 MREA Business Planning Clinic Jan 2004

15. 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 MREA Business Planning Clinic Jan 2004

16. 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 MREA Business Planning Clinic Jan 2004

17. 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 MREA Business Planning Clinic Jan 2004

18. 24 Advertisement (cont.) Tracking Advertising
Instructor's Notes
9/15/2018
Chapter 2: Marketing the Team – Methods
Advertisement (cont.)
Tracking Advertising 24
Keller MREA Business Planning Clinic Jan 2004

19. 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 MREA Business Planning Clinic Jan 2004

20. 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 MREA Business Planning Clinic Jan 2004

21. 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 MREA Business Planning Clinic Jan 2004

22. 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 MREA Business Planning Clinic Jan 2004

23. 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 MREA Business Planning Clinic Jan 2004

24. 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 MREA Business Planning Clinic Jan 2004

25. 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 MREA Business Planning Clinic Jan 2004

26. 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 MREA Business Planning Clinic Jan 2004

27. 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 MREA Business Planning Clinic Jan 2004

28. 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 MREA Business Planning Clinic Jan 2004

29. 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 MREA Business Planning Clinic Jan 2004

30. 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 MREA Business Planning Clinic Jan 2004

31. 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 MREA Business Planning Clinic Jan 2004

32. 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 MREA Business Planning Clinic Jan 2004

33. 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 MREA Business Planning Clinic Jan 2004

34. 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 MREA Business Planning Clinic Jan 2004

35. 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 MREA Business Planning Clinic Jan 2004

36. 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 MREA Business Planning Clinic Jan 2004

37. 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 MREA Business Planning Clinic Jan 2004

38. 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 MREA Business Planning Clinic Jan 2004

39. 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 MREA Business Planning Clinic Jan 2004

40. 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 MREA Business Planning Clinic Jan 2004

41. 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 MREA Business Planning Clinic Jan 2004

42. 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 MREA Business Planning Clinic Jan 2004

43. 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 MREA Business Planning Clinic Jan 2004

44. 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 MREA Business Planning Clinic Jan 2004

45. 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 MREA Business Planning Clinic Jan 2004

46. 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 MREA Business Planning Clinic Jan 2004

47. 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 MREA Business Planning Clinic Jan 2004

48. 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 MREA Business Planning Clinic Jan 2004

49. 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 MREA Business Planning Clinic Jan 2004

50. 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 MREA Business Planning Clinic Jan 2004

51. 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 MREA Business Planning Clinic Jan 2004

52. 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 MREA Business Planning Clinic Jan 2004

53. 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 MREA Business Planning Clinic Jan 2004

54. 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 MREA Business Planning Clinic Jan 2004

55. 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 MREA Business Planning Clinic Jan 2004

56. 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 MREA Business Planning Clinic Jan 2004

57. 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 MREA Business Planning Clinic Jan 2004

58. 86 Funnel Leads (cont.) Logging Leads
Instructor's Notes
9/15/2018
Chapter 4: Lead Management – Funnel
Funnel Leads (cont.)
Logging Leads 86
Keller MREA Business Planning Clinic Jan 2004

59. 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 MREA Business Planning Clinic Jan 2004

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

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

62. 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 MREA Business Planning Clinic Jan 2004

63. 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 MREA Business Planning Clinic Jan 2004

64. 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 MREA Business Planning Clinic Jan 2004

65. 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 MREA Business Planning Clinic Jan 2004

66. 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 MREA Business Planning Clinic Jan 2004

67. 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
Keller MREA Business Planning Clinic Jan 2004

68. 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
Keller MREA Business Planning Clinic Jan 2004

69. 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 MREA Business Planning Clinic Jan 2004

70. 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 MREA Business Planning Clinic Jan 2004

71. 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 MREA Business Planning Clinic Jan 2004

72. 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 MREA Business Planning Clinic Jan 2004

73. 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
Keller MREA Business Planning Clinic Jan 2004

74. 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 MREA Business Planning Clinic Jan 2004

75. 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 MREA Business Planning Clinic Jan 2004

76. 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 MREA Business Planning Clinic Jan 2004

77. 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 MREA Business Planning Clinic Jan 2004

78. 113 Referrals (cont.) Referring Agents
Instructor's Notes
9/15/2018
Chapter 6: Lead Management – Source
Referrals (cont.)
Referring Agents
113
Keller MREA Business Planning Clinic Jan 2004

79. 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
Keller MREA Business Planning Clinic Jan 2004

80. 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 MREA Business Planning Clinic Jan 2004

81. 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 MREA Business Planning Clinic Jan 2004

82. 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 MREA Business Planning Clinic Jan 2004

83. 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 MREA Business Planning Clinic Jan 2004

84. 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 MREA Business Planning Clinic Jan 2004

85. 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
Keller MREA Business Planning Clinic Jan 2004

86. 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 MREA Business Planning Clinic Jan 2004

87. 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?
Keller MREA Business Planning Clinic Jan 2004

88. 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
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Keller MREA Business Planning Clinic Jan 2004

89. 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?
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90. 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
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91. 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.
Keller MREA Business Planning Clinic Jan 2004