How to get 30%+ more referrals using Contactually

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  • How to Generate 30%+ More Referrals

    in 2016 Using

  • HI THERE!

    Tony Cappaert Co-Founder & COO

  • The #1 source of leads for the best Realtors

    The 5 Step Framework to get more referrals

    Implementing the referral framework in Contactually

    WHAT WE PLAN TO COVER TODAY

  • #1?

  • REFERRALS ARE THE #1 SOURCE OF LEADS

    66% of all buyers!

    Source: 2015 National Association of REALTORS Profile of Home Buyers & Sellers

  • MOST PEOPLE DONT HAVE A SYSTEM TO GET REFERRALS

    Most Realtors let referrals come to them

    I send my monthly newsletter to my past clients and prospects. Thats how I get referrals.

    We all talk about how to get more Zillow leads (and spend thousands in the process). But why?

  • If youre not systematically staying top of mind, people are forgetting you.

    Youre missing referral opportunities.

    Youre missing out on more revenue.

  • WHAT IS

    An automated, intelligent CRM for Realtors.

    Contactually helps you strategically reach out to your network in order to drive new referrals or nurture

    warm leads.

    ?

  • Calendar

    CSV

    A B C DHot Leads Warm Leads Referrals Not Important

    We aggregate, merge, & find social data forall of your contacts and interactions

    We help you prioritize your contactsthrough in-app plugins & games

    We help you interact with you network in a meaningful & relevant way, via automatic follow up

    reminders, ScaleMail, & Programs

    By regularly following up, you delightyour contacts and stay top of mind, resulting

    in more referrals and more $$$

    @

    www.contactually.com

    TO:

    FROM:

    SUBJECT:

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  • 1. Build the database of everyone in your network

    2. Prioritize the people you think are most likely to send your referrals

    3. Deliver value to your referral partners in high- and low-touch ways

    4. Make the ask!

    5. Implement a system to start systematically generating more referrals

    THE 5 STEPS TO GETTING MORE REFERRALS

  • Lets dive into the weeds!

  • #1: Building your database

  • CONTACTUALLY CONSTRUCTS YOUR ULTIMATE ROLODEX

  • ALL OF YOUR CONTACTS INFORMATION IN ONE PLACE

  • YOULL CONNECT YOUR EMAIL ACCOUNT IN 30 SECONDS. THATS IT.

  • IF YOU OR YOUR TEAM USES GMAIL, ITS LITERALLY ONE CLICK

  • #2: Organizing & prioritizing your top

    referral partners

  • INTRODUCING BUCKETS

    Not all relationships are the same!

    Past clients

    Other RE Agents

    Family & close

    friends

    every 60 days

    every 90 days

    no set frequency

  • Which are the top 3-4 groups of people that have sent you the most

    referrals in the past?

    Bucket them.

  • WHAT WE RECOMMEND

    Focus on the following four groups:

    1. Past clients

    2. Other service providers (ex: mortgage brokers, lawyers, title agents)

    3. Realtors in other markets

    4. People in other groups/clubs youre in (ex: church, PTA)

    Dont set reminders to occur more frequently than every 60 days. Youll get overwhelmed!

  • HERE ARE THE BUCKETS WELL ADD TO YOUR ACCOUNT

  • BUCKETINGS ACTUALLY PRETTY FUN!

  • DONT OVERDO IT

    Theres a really strong tendency to try to bucket hundreds and hundreds of people and set reminders for all of them. Dont do it!

    Focus on only those people that will help you grow your business i.e. people who will send you referrals

    You need to follow up 4 people every weekday can you do it?

  • #3: Deliver value to your referral

    partners

  • 1. Connect email account 2. Create 3-4 referral buckets

    3. Get your follow up dashboard!

  • THESE ARE THE FOLKS YOU SHOULD TALK TO TODAY

  • EASY FOLLOW-UP

  • But what should I say?

  • You want to add value whenever you reach out to someone.

    If you add value over Bme, you can eventually make the ask for a referral.

  • YOU CAN ADD VALUE THROUGH A MIX OF HIGH- AND LOW-TOUCH MEANS

    Low effort High effort

    Pre-written email with little/no customization

    Social media posts

    Make an intro Send a new client referral

  • LOW-EFFORT FOLLOW UPS WE RECOMMEND

    1. Say hi and brighten their day

    2. Share an interesting article

    3. Share a generic note about the upcoming holidays and/or weather

    4. Ask how you can help

    All of these require little to no editing before you can send

  • EX: HOW CAN I HELP?

  • MEDIUM-EFFORT FOLLOW UPS

    1. Bring up a previous thing you talked about, and say how much you appreciate them

    2. Share an interesting article with your own take on what it meant to you

    3. Comment on something thats timely (local events, national update, weather)

    4. Ask how you can help? Offer intro

    Requires a little bit of editing to make sure its a personal message

  • EX: THANKS

  • HIGH-EFFORT FOLLOW UPS

    1. Research 1-2 interests, note in label, and share top or recent article of interest

    2. Look up their current or previous employer, and comment on a top news story

    3. Make an intro to someone you think theyd want to meet

    4. Send them a referral

    Require research & detailed editing to personalize

  • EX: INTERESTING ARTICLE

  • NO MATTER WHAT, DONT BE GENERIC

  • Weve created over 30 templates that you can add into your Contactually

    account.

    Well talk through this in a liGle bit!

  • #4: Make the ask!

  • WHY DO YOU NEED TO ASK?

    A lot of Realtors dont like to explicitly ask for referrals

    If you add value to your network, youll definitely get more referrals but not as many as you could

    Sometimes you just need to educate people

  • HELP YOUR NETWORK HELP YOU!

  • WHEN SHOULD YOU ASK?

    We generally recommend about 1-2x per year, assuming youve been regularly following up

    Good rule of thumb: seek to add value 3x more often than you ask for anything in return

  • EX 1: GENERAL ASK

  • EX 2: NEARBY LISTING

  • EX 3: REFERRALS FROM OTHER SERVICE PROFS

  • #5: Implementing your system in Contactually

  • LETS RECAP

    Weve segmented our database (via buckets) in order to focus on the people most likely to send referrals

    Weve figured out when to follow up with these people, and how to follow up in a value-add way

    Weve reviewed how and when to ask for referrals

  • Use Contactually Programs for specific referral scenarios

  • WE CAN SET UP YOUR CONTACTUALLY ACCOUNT TO SOLVE SPECIFIC SCENARIOS

    1. Re-engage past clients

    2. Nurture new clients after they bought a home

    3. Keep in touch with other service providers or Realtors

    4. Follow up on referrals you receive

  • EX: RE-ENGAGE FORMER CLIENTS

    1. Create a bucket = Former Clients

    2. Follow up every 60 days using the following cadence:

    1. Re-establish connection & ask how you can help

    2. Value-add emails (mix of low and high) x 3

    3. Referral ask: know anyone looking to make a move?

    4. Value-add emails (mix of low and high) x 3

    5. Referral ask: share nearby listing

    3. Rinse and REPEAT

  • HERES WHAT IT LOOKS LIKE AS A CONTACTUALLY PROGRAM

  • So lets see this in action!

  • Remember: why are we

    doing all this?

  • HAPPY PEOPLE LEAD TO MORE REFERRALS

  • On average, our customers earn 32% more referrals aLer using Contactually for 3 months.

  • LETS GET STARTED!

    Go to http://contactual.ly/referralcontent

    Wait ~24 hours, and well add all templates/buckets/programs to your account

    Register for a hands-on training session next Wed (6/1) at 3pm: http://contactual.ly/reftrainingweb

    Email me anytime at tony@contactually.com!

    http://contactual.ly/referralcontenthttp://contactual.ly/reftrainingwebmailto:tony@contactually.com