Measure. Don’t Guess!Proven Strategies To
Make You More MoneyFirst Team
Welcome to Webinar #3!
Heads Up: Highly Interactive Webinar
Tips for Viewing Live
In Case You Missed Past Webinars
Quick Review - Referrals
1. Build Your Database
2. Organize Your Advocates
3. Follow Up Consistently
4. Ask For Referrals
Quick Review - Segmentation
1. Figure Out Your Goals
2. Determine The Groups of People Who Can Help You Accomplish Your Goals
3. Find People That Fit Those Groups
4. Follow Up
If You Can’t Measure It, You Can’t Manage It
TODAY’S FOCUS:
MEASUREMENT
1. Track Messages & Replies
2. Contactually RPA
3. Contactually Insights
4. Contactually Contact Reporting
How To Measure
WHY MEASURE?
IMAGINE A WORLD WHERE YOU CAN TAKE A FEW SECONDS AND GET AN
IDEA IF YOUR COMMUNICATION EFFORTS
ARE EFFECTIVE
1 - TRACK MESSAGES & REPLIES
Track: Opens, Clicks, and Replies
Get Immediate Feedback Under “View Messages.”
1. You can track if a contact has opened, clicked, or replied to an email
2. Contactually can automatically remind you to follow up if a contact has not replied in (x) days
3. You can view the individual performance in one place
Breaking It Down
THAT’S GREAT ON AN INDIVIDUAL LEVEL, BUT LET’S TAKE IT A STEP
FURTHER
2 - CONTACTUALLY RPA
R.elationship P.oint A.verage (RPA)
Measure The Overall Health Of Your Relationships
Based on # of Healthy Relationships
Show you some contacts who are fading
Give actionable feedback for “Weak” Relationships
YES OR NO:
DO YOU BELIEVE THAT A HIGHER RPA MEANS MORE
MONEY?
3 - CONTACTUALLY INSIGHTS
CONTACTUALLY INSIGHTS MAKES THE DATA ACTIONABLE
INSIGHTS MEASURE:
1. Relationships2. Activity3. Reach4. Responses
RELATIONSHIPS
Start With RPA and Dig Deeper
Measure Relationships & How It Changes Over Time
Compare Yourself To Your Team and Other Realtors
Dig Deeper Into Each Bucket
Works Well With Teams, Too
ACTIVITY
Emails, Phone Calls, Meetings, and Others
Get A Better Understanding Of Where You Spend Your Time
IF YOU GOAL YOURSELF ON A SPECIFIC NUMBER OF ACTIVITIES, YOU CAN
NOW MEASURE YOURSELF
REACH
ASSESS THE TOTAL NUMBER OF UNIQUE CONTACTS YOU’VE
REACHED
AND THEN SEE HOW THAT CHANGES OVER TIME
REAL ESTATE IS A CONTACT SPORT. THE
MORE PEOPLE YOU REACH, THE MORE
SUCCESS YOU WILL HAVE
ACTIVITY
ASSESS THE OPEN, CLICK, AND REPLY PERCENTAGES
AND THEN SEE HOW THAT CHANGES OVER TIME
IF YOU ARE SENDING A LOT OF EMAILS AND NO
ONE IS OPENING, CLICKING, AND/OR
REPLYING, CHANGE YOUR STRATEGY
QUICK REVIEW
DEMO
4 - CONTACTUALLY CONTACT REPORTING
THE CONTACTS PAGE ANSWERS THE STATEMENT,
“CONTACTUALLY SHOW ME….”
EXAMPLE:“CONTACTUALLY SHOW ME
THE PEOPLE IN MY SOI BUCKET WHO ARE FADING AWAY, WHO HAVE THE TAG FIRSTTEAM. OH YEAH... AND SORT IT BY MOST RECENT CONTACTED DATE.”
Boom. Populates Actionable Lists
1. Track everything in Contactually
2. Set Relationships, Activity, Reach, and Response Goals
3. Dig deeper into Contact Reporting to get lists to proactively reach out to
4. Look at the data weekly and make changes as needed
STRATEGIES FOR SUCCESS
QUESTIONS?
First Team Resource Site:
http://info.contactually.com/firstteam
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