The Accounts, A, B, and D rankings are people that refer us business.
VIP
These are people that are very important. In fact, they may not even refer any business.
A good example of VIPs would be the management team of a builder. While they don’t refer business, but they do influence business.
Accounts
These are people that refer 12+ closings per year.
We need to gift to them in a large way.
A Players
These are people that refer 4 or more closing per year.
We will be gifting to these people.
Call these people every two weeks.
There is one exception on how someone can be an A Player without closing 4 deals per year. That would be a Sale Associate for a preferred builder that may not refer us 4 deals per year; they have the potential to refer and we need to earn their business. It could also be that they’re in a neighborhood that is closed out or doesn’t have any movement.
B Players
These are people that refer 2 to 4 closings per year. Ideally these are people that can become A’s.
We will be gifting to these people.
We will call them monthly; however, we’re going to put a follow up for every three weeks in case we miss a week.
C = Courting
These are people that do < 4 closings with us per year, and probably won’t do any more. These are good people, but just not big referral sources. (Ex: Adam Keller).
D = Don’t Gift
These are the “onesies” that only send a deal (or two, at most) a year and won’t ever send more.
Call these people every other month and don’t gift them anything.
E Players = Email Only (no calls)
People in this list only receive emails from us. They are not worth the time of a phone call.
F Troop = Forever Courting
The F Troop are people that you’re courting for the long-haul. For example, it took me over two years to get in with my current builders.
We will call these people every six weeks.
Let’s gift them like they’re an A player.
TBDs
These are folks that we need Court; however, we don’t have the time to devote to doing so. This is the “bench” where we’ll put contacts that we someday need to pursue.
Whales
These are the people that we’re trying to convert to A or B players. People don’t need to be on this list for longer than 12 weeks.
<< We need to create a campaign for these folks>>
Let’s call them every other week. The “off weeks” need to have something physical going to them (like a gift, mailing, etc.).
Top 200 Past Clients
? Should we call their clients once a quarter?
? What do we gift them?
Old Point System
My system is flawed… Matt Rice is a 3.5 pts but he has referred 7 in 2017
Sally Batt too – she closed 6 in 2017.
Realtors
A+ (6) – Team Leaders
A – (6) or Team Members
B (4) – “B Team”, small folks
C – (1-3) C Student – Don’t Do Diddly
D – Dating / Courting
? – TBD
3 = 1 pt
2 = .5 pt
1 = 0 pt
5.99 = team member (wouldn’t be an A otherwise)
7=7 dating /courting
Ability to refer w/ # of Buyers
1 = < 7 Buyers
2 = 7-16
3 = 17+ (or team member)
Willingness to Refer (i.e. Leto)
1 = can’t / won’t, home team, married (Leto)
2 = gives 3 names
3 = does refer a lender / starting to use me
Motivation (single bread earner, driven)
1 = not motivated
2 = needs to earn a living
3 = trying to grow / get bigger
Geographically
1 = far away
2 = < 40 min drive
3 = < 20 min drive
Likability My Connection / relationship
1 = don’t like them
2 = will put up with
3 = want to hang out
Influencer
1 = nobody likes them, including clients
2 = some listen
3 = people listen and like
| A+ | every week? |
| Dating | Every week? |
| Team Members | Every two weeks? |
A: VIP-Level – Account (established)
4 calls per month (proactive calls, not responses to client calls)
1 text per month
1 group meeting per month
1 personal meeting a quarter (if I don’t see them at group meetings)
Invites to all events
Ex: Butcher Team Members, John & Nikki, Brian & Ryan,
B: Premier-Level – can send 4 deals a year
2 hrs. Face to Face every Quarter
1 phone calls a month
EX: S
C: Standard-Level
2 hrs. Face to Face every Year
1 phone call a month
D: Lowest Level
1 phone call per month from TP or KS
1 text
1 FB
On the blast emails for events
I’ve now moved all Team Members into the Team Member category. It didn’t make sense to keep them spread out amongst other agents. I want to ensure I can work the whole team and see them in one location.
Q: What do we do if a Team Member is referring some but not the big dog? Ex: Jackie Young, Ingrid Minckler, Jaclyn England of Dee Evans is referring but not Dee.
A: Make those Agents part of “A – Team Member” and head as “A+”.
Q: Do we need to make every Team Member part of the Zoho “A – Team Member”. Answer is yes. Reason is that we may eventually break them AND having other team members use us can persuade them.
Old Cheat Sheet
VIP = 6 weeks
Account = 12+ = Weekly
A = 4+ = Bi-weekly
B < 4 & 6B/yr = 3 weeks
C = Refer = 4 weeks
D = .5/yr = every 2 months
Whale = 2.5 pts = Weekly
F = 5 pts & 12B/yr = Quarterly
TBD