Farming Your Database

We are in the “Marketing To Our Database” business, not the “Real Estate Business”

Who Is A Client?

• A Friend• Someone who trust you• Someone who needs your services• Someone who has 50 + friends, family and co-

workers on speed dial and social media• Someone who has a family• Someone you can help

Marketing To Your Database

• Call 3 Times / Year (A Must)

• Email Automatically 1 / Week (A Must)

• Snail Mail 1 / Month (A Must)

Call 3 Times / Year(“Voice Mail Script” 70% of the time)

“Hey this is <insert name> from <insert company>. I helped you with buying / selling your home in the past. I just wanted to give you a quick thanks for letting me help out. If you ever have any real estate or mortgage questions, or would like to report on home prices in your neighborhood please give me a buzz. By the way, I was just looking at some home values in your area and I think you will be pleased with what I have to show you. The best number to reach me at is <insert phone number>. Hope all is well, and hope to talk to you soon. Oh, also, if you have any friends or family members that could use some honest help, just give me a call about that too, I would be honored to help out. I’ll talk to you when you call back. Bye.”

Call 3 Times / Year(Live Answer)

“Hey this is <insert name> from <insert company>. I helped you with buying / selling your home in the past. I just wanted to give you a quick thanks for letting me help out. How are you guys doing? <pause for answer and give an appropriate response> If you ever have any real estate or mortgage questions, please give me a buzz. If you will grab a pen, I’ll give you my number. <give time for them to get a pen> The best number to reach me at is <insert phone number>. Hope all is well, and hope to talk to you soon. Oh, also, do you have any friends or family members that are looking to buy, sell, or refinance a home and could use some honest help? <pause for answer>. Can I count on you to give me a call when you do? I would be honored to help out. I’ll talk to you when you call back. Bye.”

What About People That You Haven’t Spoken To In A Few Years……

People think about you a whole lot less than you think they do. Just call them!!

Put The Date And Times For Your 3 Calls This Year In Your Calendar Today

• Target your 3 calls for when people are buying / selling homes in your area

Spring and Summer particularlyTime Change is a good call Closing Date AnniversaryBirthday

If You Have More Than 300 People In Your Database Use PhoneBurner.com

300 Clients / 60 days = 5 per day!

1 hour a week with phoneburner you can easily do 60 +

Imagine what your business would look like if you made an additional 300 calls a month, and it all took a total of about 5 hours or about 1 hour and 15 minutes a week!!!!

Email Your Database Once Per Week

• Don’t send Real Estate info ALL the time (it’s boring)

• Video Marketing (the social lubricant)

• What’s happening in Kalamazoo MI• Smartphone apps• YouTube no editing• Short call to action at the very end

Video Marketing Email

• Record video on smartphone

• Upload to YouTube

• Grab link to “share” off of YouTube

• Email out to your database

• Love bombbomb.com

Example of Video EmailSubject: see you this weekend?

Wait till you see what I found that is going on in Kalamazoo this weekend.

Go Here to see the short 2 minute video.

See ya out on the town!

Scotty

Have Fun With It

Keep It Simple!!• 1 shot

• No editing

• No bumper music

• Shoot outside around a “nature scene” or in front of one of your listings.

• Post on YouTube

• Video Sandwich

Video Sandwich

Your Intro “Viral Video” Your Call To Action

Don’t Spend Hours Wasting Your TimeWhen You Can Farm This Stuff Out

What Do You Need For Your 1st Video?

• Smart Phone

• What To Say

• Where To Post

• Email It Out

Super cool to do in combination with your loan officer

Do Video Sandwich with your loan officer &Then send to Insurance company database…..

Snail Mail Monthly Mailer

1. I like you2. Superman letter3. I like you4. I’m a real person, just like you5. I like you6. Superman letter7. I like you8. I’m a real person, just like you9. I like you10. Superman letter11. I like you12. I’m a real person, just like you

I Like You

I like You Button

How Do We Measure Success With Emailing?

14% Open Rate is the initial goal

Getting your openers to follow your call to action is the final goal

How Often Should You Email

• If you write crap…. Never!

• If you bring $100 bills…. Every Day!

Focus On The Fans

• Some will opt out (Who Cares)

• Get a “Yes” or a “No”…There is no money in the “Maybes”

• Don’t leave all the wealth on the table based on the fear that “everybody is opting out”!!!

• Funny Story

Marketing To Your Database

• Call 3 Times / Year

• Email Automatically 1 / Week

• Snail Mail 1 / Month

Couple Cool Email Checks

• http://www.subjectline.com/

• http://lyris.com/us-en/contentchecker

Phone App Of The Week!

To get a copy of this PowerPoint or the recording to this class, contact the loan

professional that sent you here.