Always ask: “Is there anybody that you’re working with that needs my help?”

LIFE = Leads, Invite, Follow Up, Educate

Invite to Event

Book Club

Lunch & Learn

Educate

Product Update

Product

Industry Update

Market Update

Follow Up

Miscellaneous, Partner, Coach

Ask for a title referral

Ask for an intro to two Realtors that they know

Introduce them to one of your professional partners (like a CPA, Divorce Attorney, etc.)

Accountability contest

Ask: “What’s keeping you from blowing up”?

What do I talk about?

Here is a worksheet that gives you week by week.

“I’m not smooth”

Pipeline

• The obvious is pipeline updates and/or review leads.

Invite

• You Host: lunch for 1 on 1, office party, mastermind group, L&L.
• This doesn’t have to be something you host. “Hey, I’m going to the Homebuilder’s Association HH” or the Chamber of Commerce breakfast, networking group, going to horse races, going to XYZ and wanted to see if you want to join me.
• You then can call to remind them of the event and then do a post-event call.
• Random: I’m going to Garth Brooks concert; would you like to join me?

Educate / Inform

• We offer social media / video production help.
• We have Dana Ventura’s team
• Products, Programs, and Guidelines. (Don’t over do this).

Ask for feedback

• Did you like my video? (Send Tuesday business development, Thursday market update, Friday personalized text and/or Weekend Warrior).
• How are market conditions
• Gifting: “Did you like my cheesy gift?” Or “I’m about to send you a gift.”
• Brainstorm/Mastermind Group
• DTR
  • Married
  • Dating
  • Friends
  • Acquaintances

Cold call

• Yard Sign – I saw your sign; I live in the area and would like to chat. I’m being a nosey neighbor and I’m in the biz. Get to know you.
• Zillow – I’d to talk about your ads on Zillow. (Promote Dana, promote client appreciation events, marketing team, etc.
• Random Name – I saw your name, I want to say hello, are you open to chatting for 15 mintues? I’ll share three strategies that we’ve been using that I suspect you haven’t seen before:
  • Chess timer
• Seller Campaign – come up with mailers. Then after you’ve mailed three or four items; reach out to the listing agent and see if you can help in anyway. 

Acquaintance / Know them but no business

• “I’ve been thinking, I want to do more business with you. Are you open to meeting and discussing how we can work together? I’ve been referring business to a few agents and we’re not seeing much reciprocity.  

You work with them

• The obvious is pipeline updates and/or review leads.

EOS

VM: make sure they’re impactful. What makes them want to meet with you? Why in-person and not over the phone.

Social media expert in the office and we want to see what you’re doing and how we can help (FYI, be sure to look them up on social so you know what they’re doing). We can offer a “social review” where we spend twenty minutes reviewing their online presence and then we give suggestions and recommendations. (need to make the checklist of what makes something good / not good. We can teach a class on this.

Want you on my Podcast, or do a single video about a community, the overall market, etc.. You can both send this out for your clients. Maybe do three: they pick their 3 and you do a deep dive. (Need to make a checklist of that community and then redo that podcast with various realtors on each community). 

Excuses to Call

Clients

Realtors – if you were to list today, who would you use and why?

Who is your CFP / CPA

Happy Hour

Update on insurance changes that can impact them

Update Database – birthday, kids, new job, etc.

HR introductions

Need a professional?  promote your CPA, CFP, pool guy, etc.

Realtors

Events:

Ask if interested in event topic

Save the date

Verbal invite

Confirm receipt of RSVP and/or receipt of invitation

Reminder of event

Post event call

Ask if doing open house this weekend

Share program

Industry Update

How’s the market

Do you have any dog listings – brag on reno

Leveraged Lunch – you each bring one person for the other to meet (ex. CFP, CPA, Insurance, Title, etc.)

call – intro and set appt

        call for another appointment

        if they don’t set appointment then call about an event

        if they dont – call for a marketing idea

        call about a product / Hero loan

        call and straight up ask for a referral

        ask if they need an intro to Referral Source

        ask FOR a referral source (ex: financial planner)

        call about coaching call

        call about market / trends

        tell them about LFTH / EOS (

        Builder roundtable

        Invite to upcoming networking events (DBA, MLS meeting)

        tell them about virtual assistant stuff site

        invite them to host a webinar – (topics: how to stage / list a home, determine comps, interview agents for listing, neighborhood and/or area trends, how to do a FSBO, where to spend your money on a remodel)

meet – try to find out something personal to email on AND set another appointment (and/or invite them to a lunch and learn)

email thank you

hand written thank you

delayed email about something personal (have Sheri find something that is personal – ex: if their kids go to st. mark’s then find something about st. Mark’s in the news, or find who’s an alumni, or something about private schools, etc.

call 1 week later about potential marketing #1, potential lunch and learn ideas that they would be interested in OR invite to HH OR invite to accountability group

email mar

Pinterest Neighborhood – write review: schools, parks, trails, golf, corporations

Link us on their website

Get Google+

Give Us Review – google+, yelp, etc.

Other Agents

Client Appreciation Party – co-host

Class Invite

Ask for ideas on future classes (social media, industry stuff like guidelines and appraisals, or team building, marketing roundtable)

Happy Hour Invite

LO to Recruit

Any Buyers?

Promote Service (speed, quality, efficiency, communication, team, in-house, multi state)

Industry Update – products, industry, trends

Let’s “Mock” – What have other mortgage guys done that you liked?

Update Database – get birthday, updated email, etc.

Recruit – what good mortgage guys to you know

Title – who they recommend and use OR tell them they need to use your guy

Value Add Ideas:

Theme calls for the week

• Sales Tip – Green Time Chess Timer, Greatness Tracker
• Reasons to Call Realtors
• How to create a master list (i.e. how to categorize your Realtors)
• Marketing: Extreme Gifting (how we execute our Realtor Gifting program)
• How to train / hold accountable LP1/LOA, etc.
• How to hire
• Social Media
• Mastering a CRM
• Time Blocking

MP met a builder that had a home that wasn’t selling. MP asked Bri for what she does different from other Realtors. She rattled off a ton of stuff (and even sent a sample). MP then called the builder and said he needs to meet with Bri on his 1.5M listing. (Bad photos, house wasn’t staged, no 3D tour, MP doubts they had metrics, etc. etc.).

Bri likes that I’m direct, don’t waste time, help her, give her idea, etc. etc.

Monday: call to check in, mention a program.

Tues: send email with details on the program.

Wed: ??? how much is overkill?

Thur: weekly update videos

Fri: personalized video text saying when you’re free for the weekend.

Call past clients: if you had to list your home right now, who would it be with? If they give you a name, ask why. Then call that Realtor. If they don’t give you a name, tell them they need to know Bri and she is the freaking best. Mabye send an intro page and let the client know that we need listings because of the shortage of homes. Bri has sold 7 off-market homes in the first 6 weeks of the year.

Call your Financial Planner, CPA, etc. and introduce them to Bri. She’s the best. DO lunch (or small event) with all of them together.

Help Bri recruit. She needs new Agents. MP is always on the lookout for someone.

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Ways to help Realtors: What Realtors Want (Brianna) 

Send clients 

Get CCRs 

Intro to B2B / VIPs 

• Randy (old lender introduced her to coaching).  

Elevate her every time she talks to clients 

** Spoil her team 

Find way to make her job easier (find Amanda, coach, find ways to help her improve her business). 

• Give feedback on listing
• Videos intro 
• Milestone videos 
• Scripts 

Co-host (for extra time, money, and effort), Be an extension of team 

Easy Lead Gen

1. Turn downs 
2. Zombie Leads – bring back dead leads – convert at 3% 
3. FU on Open House Leads / Online Leads
   1. Digital Registration
   2. FU Calls 
   3. FU Campaigns
   4. FB Ads 
4. Promote Open House on your social and email to your clients
   1. You go preview and do interview with Agent in the house
   2. Hire professional videographer too

Effort Together 

• Cross Network – introduce each other to CPA, Financial Planner, etc. AND introduce them to business owners that have employees 
• Attend Events – attend events together (ex: Realtor Association, Mortgage Banker Association, Home Builder Association, Financial Planner Association, etc.) 
• Create Videos Together – do a homebuyer series, FAQs for Realtors, market updates, etc. Put on both of your socials and email out in newsletter. 
• Host Event Together – this isn’t realistic. Homebuyer seminars are really hard for most people with low ROI. 

Value Prop

• Basics: close on-time, smooth, 5-star customer service, over communicate, etc. etc. #Boring
• Convert Better – show your conversion ratio (and help them know theirs … see coaching) 
• CCRs – show stats how you help them generate leads 
• Scripting – show them how we get 25% to 33% of referrals anytime we ask. Help them refer you better. Etc. 

Do Their Marketing

• Monthly Video Newsletter to clients – you help them produce it and distribute it. Perhaps you can even be in it. 
• Run FB Ads for them
  • Open house together
  • Brand awareness 
  • Client appreciation event 
  • New listing
• Google Reviews – give them one (and maybe your team / office) … and in return you get some from them. Moreover, help them get Google Reviews from their past clients. 
• Blog post together – do Zoom interview, put transcript through ChatGPT, and then post as social and/or as a blog post. 

Business Partner

• Be accountability partners together for a short-term goal. (Ex: let’s both call 20 past clients this week. Note: I wouldn’t recommend doing this for the long-term.) 
• Coaching Program Together – invite them to your coaching program and do it together. Or maybe a Boot Camp Series  
• Sponsor their events BUT be sure to ask what you can expect from it.  (be RESPA compliant).
• Do Online Leads Together – this isn’t recommended because most Realtors and LOs aren’t built for success with this model. 

Your Follow Up

• Weekly Call (LIFE)

• Call Star Club
• Book Club 
• Chasing Excellence Club 

• Weekly Market Update video – use ours
• Weekly Learning About Loans – if nothing else paraphrase our episode and send link 
• Weekly Stories with Interest – if nothing else paraphrase our episode and send link 
• Weekly Loans & Life – do your own 
• Weekly Social Media Ideas (and co-create) – use ours or create your own 
• Friday SMS with Weekend Warrior details
• Monthly LFTH 
• Monthly EOS
• Monthly Newsletter