WEEK 9: Expanding Your Database — Continuing the Clientele Growth Process Database
With an eye on increasing repeat referrals, this week you’ll learn effective strategies to revive relationships that may have gone cold over time, host events to re-meet people you don't see often, and duplicate existing clients and ask for referrals from them.
Another way of growing our database is by exploring FSBOs, short sales, and open houses, and landing the prospect who reached out to us after seeing our names on a call sign at a properties.
1. The Art of Negotiation (2 hours)
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Watch This: The Art of Negotiation
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Complete the Action Steps
2. Past Relationships Revived (2.5 hours)
- Do This: Client Appreciation Parties
- Learn This: It's Time To Party
- Learn This: Duplicating Your Current Clients
- Practice This: Asking for Referrals from Existing Clients
- Practice This: The Referral Dialogue
- Learn This: Four Easy Ways to Ask for Referrals
3. Personal Growth: Expanding Your Database and the Value of Warming Up Cold Clients (5 minutes)
Watch This: Expanding Your Database and the Value of Warming Up Cold Clients
4. FSBOs (45 minutes)
- Learn This: How To Turn FSBO's Into Listings
- Learn This: FSBO Program to Get the Listing: Make it a "Win-Win"
5. How to Hold a Open House That Gets Results (30 minutes)
- Learn This: How to Hold an Open House
- Practice This: Script for Open House Checklist & Inviting Neighbors
- Practice This: Buyer Follow up System & Script Calls
- Practice This: Open House Role Play
6. Open House Follow-Up Strategies (30 minutes)
- Read This: Open House Feedback Form
- Use This: Open House Sign-Up Survey
- Learn This: Buyer Follow-Up System
- Watch This: Open House Role-Playing
7. How To Get, List and Negotiate Short Sales (15 minutes)
- Practice This: Short Sale Dialogue
- Practice This: Short Sale Role-Play
8. Sign Call Follow-Up Strategies (20 minutes)
- Practice This: How to Sell Real Estate; Live Buyer Sign Calls
- Text Riders
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
- Pop Quiz: 60-Day Goal Check:
- Following Up After Another Agent's Failure
- Conversion Ratios