Question Details

Carrie Crowe…, Real Estate Pro in Southaven, MS

What systems or models do you use for Lead Generation?

Asked by Carrie Crowell - Keller Williams Realty, Southaven, MS Wed Aug 22, 2007

If our business is about lead generating. I would be interested in knowing some of the most successful ways that you generate leads for your business!

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Hi Carrie. Thanks for your feedback. Yes, you are right, most people will not know what the 8x8 - 33 touch is and I should have explained that more. The 8x8 means that you make 8 contacts during the first 8 weeks after you have added someone to your database. After that, you touch them 33 times during the remaining 10 months of the year. Doing that systematically will yield about 2 transactions for every 12 contacts in your database. The 12 direct is a lead generation tool for your have-not-mets (e.g., farming). 1 contact per months yields approx. 1 transaction for every 50 people you touch that way. It's clear that working with your have mets is more effective than targeting the have-not mets. The numbers speak for themselves.
Web Reference: http://www.go2kw.com
2 votes Thank Flag Link Sat Aug 25, 2007
Ute Ferdig -…, Real Estate Pro in Newcastle, CA
MVP'08
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Hi,

Lead generation companies have provided horrible ROI and done much to foster bad relationships. In many cases the public did not know that their request for info was a sales lead. No support from me on this one.

Real Estate Property Listing Portals: We generate inquiries from a variety of property listing sites. These portals have 2 functions....promote the property and generate inquiries. Most of our new leads come form here.

Open Houses. I like the one on one contact with the buyers. I don’t put it up there as number one, but I am more pro on OH than anti OH.

Chambers of Commerce: Participation in events, sponsorship and networking.

Networking Groups: I participate in one networking group that meets every other week. We are the only real estate broker represented.

Newspapers....only in support of OH traffic.

Blogs....working on it.

Website SEO.. I am so immensely involved with our complete overhaul of our site. Once we launch, yes.....will focus on SEO with great intensity. While we do get leads from our website and our IDX, a serious endeavor to build this became a goal and the plan is in motion. Ask me in 6 months about the results!

Referrals.......Of course....the very best source of leads!! Support referral with good follow up programs on past clients.

Not for the purpose of lead generation, but a side affect result occurs: Community Participation and Support:
2 votes Thank Flag Link Wed Aug 22, 2007
Deborah Madey, Real Estate Pro in Red Bank, NJ
MVP'08
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Ute,
Looks like you have gotten a better response with your explanations. Looks like Patrick knows the ropes too. Thanks for your input guys. You have all added valuable posts.
Web Reference: http://carriecrowell.com
1 vote Thank Flag Link Sat Aug 25, 2007
When I really think about it I don't use the 8X8 33 touch. as well as I should
I do use the 10x10x10 for open houses.
I agree with the systems they do work. I substitute the mailings with phone calls and emails. I make a big effort to stop by my past clients homes, and they will get a mailing. Birthday cards anniversary's. Not the kids birthday.
1 vote Thank Flag Link Sat Aug 25, 2007
Mr.P, Other/Just Looking in Arizona
MVP'08
Well Carrie, you know the answer to that question. Just kidding. Of course we do the 8x8, 33 touch and 12 direct. I have found that working my sphere of influence and staying in touch with friends and past clients has been the best way. It's not always easy to follow the system religiously when you get busy, but being around other agents who follow the same lead generation system helps staying on track. I would recommend to anybody to read "The Millionair Real Estate Agent" (by Gary Keller). You don't have to work for Keller Williams to benefit from the book. I think the key is to systematically follow a system. It does not have to be perfect. I believe any lead generation system is better than not having a system at all.
Web Reference: http://www.go2kw.com
1 vote Thank Flag Link Fri Aug 24, 2007
Ute Ferdig -…, Real Estate Pro in Newcastle, CA
MVP'08
Contact
I sit in a bunch of open houses. Tuesday Wednesday Thursday. 2pm to 6pm. Saturday 11am 5 or 6pm Sunday 1pm to 5 or 6pm Cell Phone, wireless laptop, printer, Food.
I get a lot of work done ( Really) If someone happens to walk in great.
We have a lot of vacant homes.

I the morning I call expired listings. We have a bunch of those.

FSBO`s are OK they are just misunderstood & misinformed.

I do not buy leads, however I have a bunch to sell if you know of anyone looking?

I farm a hand full of high end apartments. I get chased out about once every other month.

I have one popular neighborhood, that I farm by hand, meaning I knock on every ones door. give them a flyer, strong magnets are good. Of course with phone number and website. Take notes, meet the tennents, now you have a future buyer, Get the owners home address, now you have a investor. Two hours a week weather permitting. It works.

Never ever go into adult community's.

I bother credit unions, banks, builders. It begins to work when they look up and say "oh no not you again"

Referrals, call the past clients...........unless they bought a house at the beginning of 06........ASK. Do you know of anyone looking to buy or sell.

I watch a lot of TSTN.com It helps at times like these.

Friday night and I am on Trulia...what am I doing.
1 vote Thank Flag Link Fri Aug 24, 2007
Mr.P, Other/Just Looking in Arizona
MVP'08
I've paid for leads in the past with several different companies. It was very costly and not very productive. I'm taking a different route this time. I have a SEO company that will work to get my website on the first pages of the major searches. It's expensive, but guaranteed!
Web Reference: http://www.dianeglander.com
1 vote Thank Flag Link Wed Aug 22, 2007
I forgot that I have read the Mrea about 12 times. The best Realtor book ever. Real road map.
Even though I do not belong to the KW family anymore.
I will be at Mega agent camp in Austin.
Anyone want to buy some red shoes?
0 votes Thank Flag Link Sat Aug 25, 2007
Mr.P, Other/Just Looking in Arizona
MVP'08
Ute,
Your answer was informative and to the point. My guess would be that others may not know what the 8x8 or 33 touch and 12 direct are. They are marketing campaings that Keller Williams has in place. They are all described in detail in the "Millionair Real Estate Book" mentioned in your post. I asked for marketing strategies and you listed the ones that you use. No need for thumbs down.
Web Reference: http://carriecrowell.com
0 votes Thank Flag Link Sat Aug 25, 2007
Open Houses
Farming
Referrals
Networking
Newspaper----has some article every day about someone moving. New company in town, job promotion, etc.
Web Reference: http://www.teamlynn.com
0 votes Thank Flag Link Fri Aug 24, 2007
Bruce Lynn, Real Estate Pro in Coppell, TX
MVP'08
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