WEEK 2: Lead Generation & Tracking: How To Starting Growing Your Clientele
Our model for business is one of true service, and we need to show that to our clients by demonstrating our care for their well-being. In Week 2, we learn how to organize and personalize our communications and explain our why. Authenticity makes it easier to overcome call reluctance and establish our value.
1. Setting SMART Goals (2 hours)
- Video Training: Setting SMART Goals
- Complete the Action Steps
2. Explaining Your "Why" (35 minutes)
Listen to This: Why I Work By Referral by Brian Buffini
3. How to Build A Warm Referral List (2 hours)
Learn This: Assemble Your Database and Build Your Network
- KW Connect: My Referrals
- Build This: Assemble Your Database
- Read This: FAQs
- Practice: Worksheet
Watch This: How to Use Your Sphere of Influence and Effectively Market to Your Current Database (Minutes 0:00-24:18)
Build This: Create Your Real Estate Database from Scratch
4. Personal Growth: Overcoming Call Reluctance and Establishing Value (5 minutes)
Watch This: How to Overcome Call Reluctance and Establish Value
5. Onboarding: Your First Mailing (15 minutes)
Get Started: Work On Your First Mailing
- How to: Onboarding
- Modify: Introduction Letter to Friends and Family (Input your letter into your CRM or email system)
6. How to Approach Networking Associations (30 minutes)
Rules for Getting Involved
- You MUST get involved in existing social constructions, e.g. , groups where you already participate such as church clubs, alma maters, children's school and sports associations, Meetups.
- You MUST join a professional networking group. There is usually an expense involved, but you have the opportunity to try some out before you join. The best groups will quickly become worth the investment. Some groups to try: Mastermind, ToastMasters, BNI, Rotary Club.
- What to Look For In a Networking Group (Rob video or blog on networking tips, how to choose the right group)
7. How to Build an Elevator Pitch (30 minutes)
Build a List of Five Short, Clear, and Concise Messages
- Requirements
- Compel your prospects to instantly recognize that you can provide them with value. Compel them to want to know more information about your product or service.
- Strike them squarely in their emotions.
- Expect someone to ask WHAT you do, answer them with a statement that interrupts the person's neural processing and makes them ask HOW you do what you do.
- Short messages MUST focus solely on the benefits your business provides.
- Messages can range from 10 to 60 seconds when saying them aloud. Develop both short and long messages.
Practice: Live Elevator Pitch Practice With Rob
8. Role-Playing: Working the Fundamentals (2.25 hours)
Making Contact
- Download This: (See pages 13, 14, 16)
- Work the Fundamentals
9. BOLD Classes
What is BOLD?
- How It Works: This class costs $800 for you to sign up. However, Rob splits the cost 50/50, and you will be reimbursed by the program on each of the first four deals you close.
- Sign Up Here
10. Weekly Check-in With Rob
Schedule This: Weekly Accountability Check-ins
- Check-Ins are generally 15-30 minutes long. During this time we will review your understanding of this week's course material, review your goal numbers, and discuss any challenges you are facing.