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Best Practices for Real
Estate Growth
Steve de Laveaga
SVP Sales & Marketing
Fidelity National Title Group
Western Division
Working and Sharing with the
Best Realtors in the World.

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Statistics related to follow up and getting
prospects to do business with you:
1. First contact…2% chance of doing business with client.
2. Second…3% chance.
3. Third…5% chance.
4. Fourth…10% chance.
5. Fifth to Twelfth contact…You have an 80% chance of
doing business with this client.
Real Estate Sales Statistics
Purposeful Prospecting Reality

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Purposeful Prospecting Reality
Statistics related to follow up and getting
prospects to do business with you:
1. 100%...Everyone makes the first contact.
2. 48%...make this call.
3. 26%
4. 15%
5. 6% of Sales Executives make the fifth call and start the
relationship. DO YOU?
Real Estate Sales Statistics

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OUR METHODOLOGY
The criteria
for all
marketing
ideas
1. Systematic-
can we build
a system
around it?
2. Scalable –
increase
numbers
exponentially
?
3. Leveraged-
not all our
effort

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Growth is almost always a function of finding- THE WHO!!
• LEARN TO THINK IN TERMS OF “WHO” AND NOT “HOW” OR “WHAT”
• For every ceiling you are a relationship away…
• $36K or $3K???
• Get a coach and/or accountability partner
• Deepen Your Bench – Lead generate for talent

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It’s who, not how or what…
• HOW DO YOU MAKE YOUR FIRST HIRE?
1. Make a list of everything you ever wanted to do in your business but have
not had the time to make happen
2. Make a list of all of the things you dislike to do in your “world” that if you
were not doing them you’d be more productive and focused on things
that matter
3. 36 to 48 is the MAX
4. Turn to Allied Resources

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THE ABRAMS Plan- Creating a Multiple referral source business.
• There’s someone between the Seller and the Realtor…Who is this person?
• Attorney’s, Financial Planner’s, Lender’s- THIS IS YOUR VIP NETWORK!
• THE CALL – Reverse Cold Call
• 15 Minute Meeting – No More, No Less
• The Close – Part 1
• The Package
• The Email
• The Close – Part 2…90 Days
• The Litmus Test

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Connecting the dots between Partners and Referral Partners!
8
Your VIP
NETWORK
Financial Planner
Attorney’s
Lenders

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The No. 1 Listing Acquisition Program In America!!!
9
You Will Receive A 20-200% Greater Return on
Your Marketing Dollar With This Program!
(Top 5 Cards In The Us With Logins)

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To Impact your client and Prospect you must have…
10
Who is your Billboard
SUCCESS STORY?

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Corefact • “YOUR LISTING ACQUISITION PROGRAM”
11
JUST SOLDS- with the BEST PRACTICE, over
100,000 Cards Mailed and Proven!
3 Best Practice TIPS Increase your result almost 50%!!!
BOLD TIME- (Under 60 Days) BOLD PRICE %- (OVER 97.5%) NO PRICE

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Corefact • “Market Your SPHERE with the Best Practice!
Market update card
quarterly to you database!

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Testimonials are winning across the U.S.
13
Corefact • THE NO. 1 NEW CARD LOG IN %

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“With Corefact, we are getting 4% or better within a
two to three week launch of a mailing. It has a much
longer shelf life than anything else I’ve ever done.”
~ Brett Tanner
MegaStar Series
Corefact • Direct Mail • Reinvented

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Brett drives them to the Corefact website so they don’t think they are being sold!
www.RealEstateHomePrice.com
Generic Site generates
more leads!
Corefact • BEST PRACTICE 32% MORE LEADS THIS WAY!!

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The VIP Corefact Follow Up Program
How to get phone numbers for your 3-star or greater leads:
• www.mojosells.com
Autodialer for prospecting
• www.accurint.com
Best place to get phone numbers, not cheap, but the best
• www.callfire.com
For local and 800 phone numbers, record the calls
• www.vulcan7.com
For dialer and FDBO and expired data
16
Corefact • How To Get Phone Numbers…

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Best Open House Practice: Chicago Agent Script-
Best Practice: Open House

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HOW TO MAXIMIZE RESULTS
2. Call the Same List you Just Mailed 1 Week After Mailing
“Hello, is this Tom? Well Tom, it looks like
congratulations are in order. Based on the
home that sold down the street at 123 E.
Elm St., it looks like you have made some
money. You know the house right… We
mailed you a post card last week and
wanted to follow up. Who do you know
who is looking to buy, sell or invest in Real
Estate”

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HOW TO MAXIMIZE RESULTS
单击此处添加文字内容www.blackknightdna.com
单击此处添加文字内容www.mojosells.com dialer, plus
neighborhood look up
单击此处添加文字内容www.coleinformation.com
1
2
3

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HOW TO MAXIMIZE RESULTS—DATABASE
1. Mail Everyone In Your Database a Market Update Card
Once per Quarter

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HOW TO MAXIMIZE RESULTS
3. Follow Up Until……….
o On any lead the registers, follow up. Try
and get their phone number, facebook,
twitter, other tax mailing address---Follow
up, follow up, follow up
o As Lead Ranking improves—Send property
profile, Hand written note, door knock them
o Direct Mail is not a mail and wait game

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REALTOR EXPECTATIONS – BE PATIENT
Lots of
registrations
initially
Call and follow up
constantly
-Amount of calls
are everything
Over 60 days,
watch lead
ranking improve
Large pipeline
will be built
overtime

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Reach150 – “Best Practice”
23
BEST PRACTICE

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Reach150 – “Best Practice”
Source: C.A.R. 2012 Buyer & Seller Surveys
68% of buyers & 74% of sellers
used social media
61% of buyers and 52% of
sellers Googled their agent
66% of buyers & 75% of
sellers found their agents
online

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Reach150 – “Best Practice”
3.5
3.9
4.2
4.2
4.3
Social media presence
Market share in neighborhood where
you wish to purchase
Response time
Experience
Reputation
Source: C.A.R. 2012 Buyer Survey
Reputation Ranks #1 in Agent Selection
- average on 1-5 scale -
Q. Please rate the importance of the following agent characteristics in selecting your agent using a 1-5 scale,
where 1 = “not at all important” and 5 = “extremely important”

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Reach150 – “Best Practice”
Let’s do a Google Search and see…..

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Most Success….E-mailing the request from Outlook
• Email will include a LINK
• Talk about how I (Sales Exec) have saved you Multiple Hours in your business,
or time! Generated Deals!!
• They are able to SHARE their recommendation via Facebook, LinkedIn,
Twitter &/or Google+
27
Implementing Reach150 for Growth
Asking our Happy Clients to write us a recommendation that you can SHARE on-line

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• Team Website – Reach 150 widget
• E-mail Signatures ex:
• Is any of our staff doing a good job for you? If so, please write a recommendation
• To read what others are saying about …….., click here
• Link to REACH150 site - LinkedIn & Facebook profile
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Implementing Reach150 for Growth - Purposeful Prospecting
Confirm all Prospect Appointments in Writing –
Send them a link with Your REACH 150 site,
so you immediately have credibility and Common Ground!

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• Leveraging their testimonials – all in one place
• SHARE it on Facebook, LinkedIn, Twitter & Google+
Prior to going on Listing appointments, send out an e-mail that includes the following:
• Reach150 link in their signature
• Creating Common Ground and Trust
• ENHANCES REPUTATION!!
29
Implementing Reach150 for Growth - Purposeful Prospecting
“BEST PRACTICES” with Realtors and Lenders

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GET MORE FROM WHAT YOU’VE GOT
CALL CAPTURE ALL SIGN CALLS, WEBSITE, AND EVERY
MARKETING PIECE YOU HAVE
OWN YOUR LEADS
OWN YOUR LISTINGS ON ZILLOW, TRULIA AND
HOMES.COM
HAMMER THE PHONES
CALL AROUND YOUR LISTINGS AND SOLDS, CALL OLD
EXPIRED AND FSBOS, GO GET THE BUSINESS
CALL CAPTURE EVERYTHING

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CALL CAPTURE
Measure everything
In my business, approx 30% of
what I am doing is not
working—the goal is to find out
which 30%
Sells you a
local phone number
WWW.CALLFIRE.COM
Get a different number for
every type of marketing you are
doing, sign call, website,
Corefact mailer, craigslist ad

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YOUR SIGN, RING EVERYONE

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CALL CAPTURE YOUR SIGNS
单击此处添加文字内容Put local www.callfire.com phone
number on your sign
单击此处添加文字内容Forward number anywhere
单击此处添加文字内容Ring all agents phone at the same time
单击此处添加文字内容All calls are emailed to you with a tag,
type of call, and can be recorded
1
2
3
4

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MISSED CALLS, ARE NOW LEADS

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KNOW YOUR NUMBERS
Every dollar is held accountable.
Know your cost per lead
Cost per listing or buyer agreement
Example
IF you spend $5000 and generate 500 leads, your cost per lead is $10.
How many leads do you need for an appointment?
How many appointments do you need for a closing?
YOU MUST KNOW THE ROI FOR EVERY $ YOU SPEND

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3 DOLLAR METHOD

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3 DOLLAR METHOD
1st Dollar--Costs
2nd Dollar--Feed my family
3rd Dollar—Marketing

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GET SELLERS TO SIGN TODAY
“Mr. Seller, all I am asking for is for you
do sign a 1 day listing, after that day,
I have to earn your business every
day going forward. You have the
right to cancel anytime.
That’s fair, right?

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REVIEW YOUR P&L MONTHLY
ANALYZE P&L MONTHLY
IF YOU DO NOT HAVE A P&L, GET
ONE. REVIEW IT CONSTANTLY
KNOW YOUR NUMBERS
IF IT DOES NOT MAKE YOU MONEY
GET RID OF IT.
RUN IT LIKE A BUSINESS
KNOW YOUR MARGIN AND GET TO
40%. YOU NEED TO NET 40%
ASSUMING YOU HAVE TO PAY FOR
THE JOBS YOU ARE CURRENTLY
DOING IN THE BUSINESS.

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GET YOUR P&L
HOW DO YOU KNOW IF YOU ARE WINNING,
IF YOU DO NOT KNOW YOUR SCORE?
http://streamlinedbusinesssolutions.com/
480-889-8287

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ARE YOU GROWING?
3 WAYS FOR MASSIVE GROWTH
• GET A MENTOR
• GET A COACH
• READ MORE

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ARE YOU GROWING?
RECOMMENDED READING, 5 INCREDIBLE BOOKS
• Millionaire Real Estate Agent, Gary Keller
• Compound Effect, Darren Hardy
• The Morning Miracle, Hal Elrod
• No BS Time Management, Dan Kennedy
• Talent is Overrated, Geoff Colvin

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Quote of the Year
43
Michael Armstrong,
Former IBM , Comcast, Hughes & AT&T
“One of the very worst uses of time is to do something very
well that need not be done at all.”

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Walt Disney’s Vision Map in 1969!!!!

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Going from 0 to 100 Sales (5x over!)
• CONCLUSION
• YOU’RE A BUSINESS PERSON, ACT LIKE IT
• YOU’RE IN THE BUSINESS OF LEAD GENERATION
• BUILD YOUR DISNEY
• COMMIT TO YOUR PRIMARY SOURCES of Lead Generation
• THINK IN TERMS OF “WHO”
• THERE ARE THOSE THAT LIVED BEFORE YOU- Be a thief of knowledge
• FAIL YOUR WAY FORWARD!

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What was Steve Jobs most PROUD of as an accomplishment
for Apple?
46
“I am most proud at
Apple of the things we
chose NOT to do, as it
allowed us to do the
things we did do,
Unbelievably well.”

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THE KEYIN BEING A
MILLION DOLLAR
SALES EXECUTIVE
TOSUCCESS
RelativeImportance
I N Y O U R E V E R Y D A Y A C T I V I T Y .
IS EVALUATING

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What is required for TRULY GREAT PERFORMANCE?
48
 Super Intelligence? NO
 Super Talent? NO
 Great Gene Pool? NO
DELIBERATE PRACTICE ON A SPECIFIC
SKILL OF 10,000 HOURS
It Raises the Bar to unprecedented levels
Ex: Digits, Remembering Names, Jerry Rice

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56 48 61 3 99 22 36 1 78 18
2 14 81 54 75 43 4 30 25 16
10 27 32 20 59 40 63 14 39 23
19 31 68 5 70 11 51 82 93 46
44 12 53 73 65 29 91 50 37 83
62 87 47 13 6 92 21 67 74 56
7 34 66 45 52 72 84 28 94 17
57 71 86 24 98 64 35 8 42 76
26 41 9 33 60 15 75 55 89

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Steve de Laveaga
SVP Sales & Marketing – Fidelity National Title Group
THANK YOU!
Thank you for the chance to purposefully grow in 2015,
LET’S GO GET OUR UNFAIR SHARE
OF THIS MARKET!