RE/MAX RE/MAX Leadstreet Client Prospecting & Business Management Tools for Success

The Paul Kiger Team“Enhance Your Lifestyle”

PaulKiger.com

OverviewOverview

The following topics will be covered today:• Lead Acceptance and SMS Text• Initial Lead Contact• Auto-Prospecting• Lead Conversion to Client• Examples of Leadstreet Conversions• Business Management Tools• Information Technology and Social Media Integration• Reference: Letter Templates

Paul Kiger

• RE/MAX Leadstreet’s Biggest Raving Fan…• Multi-Million dollar producer. Selling Real Estate in Louisville,

KY & Southern Indiana • 2008 Top 100 Residential Agent • ABR certified • Develop New Albany Board of Directors - Tourism Chair • One Southern Indiana • BNI-Partners In Success (President) • LDRA- Louisville Downtown Residence Association

Lead AcceptanceLead Acceptance

• All leads should be accepted instantly via e-mail on your cellular telephone quickly.

To do this:1) Log into Leadstreet2) Click on “User” tab3) Click on “Instant Acceptance Tab”4) Input your SMS Text e-mail address into the “Instant

Acceptance Email Address” box.5) Click “Submit”.6) Once you receive your first lead via text, you reply with

“accept”, and the system will automatically update this process.

Lead AcceptanceLead Acceptance

SMS Text NumbersAT&T-Enter your 10-digit phone number @txt.att.netNextel-Enter your 10-digit phone number @messaging.nextel.comVerizon-Enter your 10-digit phone number @vtext.comT-Mobile-Enter your 10-digit phone number @tmomail.netCentennial-Enter your 10-digit phone number @cwemail.comSprint- Enter your 10-digit phone number @messaging.sprintpcs.com

Initial Lead ContactInitial Lead Contact

Once a new lead has been accepted, the lead will have the following areas of interest established:

a) Profile

b) Property Browsing and Search History

c) Contact History

d) Email History

Sample of Leadstreet Client Sample of Leadstreet Client ProfileProfile

a

b

c

d

Initial Lead Contact ProcessInitial Lead Contact ProcessProfile:1) Once a client has been accepted, review the client profile to see how much information that can

be extracted (i.e. valid email address, company the lead works for from the domain name of their email address, a telephone’s area code, etc.)

2) Assign the contact to an appropriate ‘Email Distribution Group’ or ‘Client Classification’ group that you have already established, and make sure to click “Save Changes” along the way.

3) Copy the clients email address to the clipboard by highlighting the email address and typing “Ctrl” and “C”.

4) Open your Facebook.com website and click “Friends”, click “Find Friends”, scroll down and paste the clients email address from the clipboard and click “Find Friends”. If this client has a profile, you will see their account pop up. Note, if no Facebook profile exists, skip to step 6.

5) Click “ Add as a Friend”, and click on the small text “Add a personal message”. The following slide will contain exact text currently utilized in this personal message.

6) Click on the clients “Web Activity” tab in the Intranet portal and review the clients viewing history and criteria.

7) Open your MLS account and conduct a search via Listing numbers.8) Return to your clients “Web Activity” tab and extract each MLS number by copying and pasting to

your MLS search by Listings fields until each and every one has been entered.9) Click search on your MLS search and email the results to the prospect from the email address

provided in the client profile and include a personal message. Please see a copy of a sample personal message to accompany the MLS Listings search in the following slides.

10) Return to your Re/Max Intranet portal and click on “Contact Notes” tab within the client profile and enter the date and enter your exact activities noting adding them to facebook, sending them MLS data sheets, etc.

Auto-Prospecting Auto-Prospecting Guiding PrinciplesGuiding Principles

• First client auto-prospecting letter is considered if a client is continuing to view properties (as verified by their web activity from the client profile), but the client is not responding to initial emails from the agent.

• Second auto-prospecting letter is sent if the client is unresponsive to agent communications, but continues to conduct property searches.

• Auto-prospecting is done through the use of the MLS system and does not continue indefinitely. Each MLS system has different auto-prospecting procedures. Please reference this functionality on your local MLS for procedures on how to set up and suspend auto-prospecting.

• Careful attention should be paid to obtaining the clients property needs, web browsing history, and preferences in general.

• Sending property data sheets automatically to clients will not convert a lead into a transaction because auto-prospecting is one tool amongst others.

• All direct communications should be personalized and provide value-added to the potential client.

MLS Auto-Prospecting Screenshot

Lead Conversion to Client

• A lead is converted to a client once you have qualified, and/or an agreement has been signed by, the lead.

• The intranet profile on this client should be modified and the client should be placed in “Active” status as a buyer or seller group. This ensures proper management of the client experience.

Example 1 – One Year Conversion

Example 2 – Listing Preview and Response

Example 3 – Leadstreet lead growth to A Group

Example 4 – Residential and Commercial Mix - Uhaul

Business ManagementThe Pipeline Report

Business ManagementPipeline Report Analysis

Sign4%

Phone Book11%

Lead Street22%

FSBO1%

Agent Referral24%

A Group LS2%

A Group36%

$47,833.00

How to Link Facebook & Twitter

Step 1: Search for “Twitter” in Facebook’s search field. Step 2: The first result should be the one you are looking for.

It is the application “Twitter.” Click “view application”. Step 3: Add the Twitter Facebook Application.Step 4: Choose your settings and add the Twitter Facebook

Application to your profile.Step 5: Enter your Twitter login information.Step 6: Choose to have Twitter update your Facebook

status.Step 7: Allow and Authorize Access for Twitter to Facebook.Step 8: That’s it! Now every time you update your Twitter,

your Facebook status will update automatically.

Ongoing Client Management• Buyer/Seller groups in the intranet need to be

managed actively, removing inactives, etc.• Once converted, client communications are typically

physical and verbal, however, all electronic communications and documents are saved in a specific client file on your hard drive and all actions are documented in the “Contact Notes” section of the Leadstreet intranet.

• Ongoing Buffini handwritten cards as well as monthly items of value are sent to chosen groups.

• Ongoing virtual items of value, events, and updates in the market are communicated to those leads who are connected to the Agent on social networking sites.

Reference Documents

The following are reference documents used by the Paul Kiger team for our Leadstreet Lead Management Model.

General Agent Introduction General Agent Introduction LetterLetter

Sample Letter:

Subject:  I'm here to help with your real estate needs

The world of real estate can seem like an intimidating place. Whatever your particular need, a real estate professional such as myself can help you navigate these potentially hazardous waters.

I pride myself not only on my professionalism, but also on my ability to understand my clients' needs. I’ve always felt that to help someone you must first build a relationship. The relationship you have with your real estate agent can be a valuable one indeed.

If you have any real estate questions, please give me a call. Whether buying, selling, or just curious to learn more, I’m here to assist you in any way possible. I look forward to hearing from you.

Sincerely,Paul Kiger

Auto-Prospecting First LetterAuto-Prospecting First LetterSample Letter:

Subject:  Your current property search [Enter First Name]

Dear Mrs. Jones,

I hope all is well. Please let me know if you would like additional information regarding the properties in South Bend. I can send you the detailed data sheets on each property.

Regarding your property search, I can add you to my automatic new home matching system which will notify you via email of any new listings/price reductions, etc. This is a great way to search for properties, and it eliminates us from missing a great property.

To enroll in this option, please reply with your desired home features (price range, number of bedrooms, etc.)

I look forward to hearing from you.

Sincerely,Paul Kiger

Auto-Prospecting Second Auto-Prospecting Second LetterLetter

Sample Letter:

Subject:  Hello

[Enter First Name],

I hope you had a great weekend. I just wanted to follow up to see if you considered my services in automatic client property matching.

Again, this is a great way to search for properties. The search is automatically generated to your email inbox on all new and reduced listings of potential interest to you.

Feel free to call me to discuss this service or just email me your criteria so I can set you up in my system. Please specify the county/towns/size/bedrooms/baths/size of lot/price range/, etc.

I look forward to hearing from you.

Sincerely,[Agent Signature]

Facebook.com Personal Facebook.com Personal MessageMessage

Sample Letter:

Dear Mrs. Jones,

I would like to extend myself to you on Facebook as well as my RE/MAX portal. I include my listings as well as respond to my client needs through Facebook, amongst other mediums.

The world of real estate can seem like an intimidating place. Whatever your particular need, a real estate professional such as myself can help you navigate these potentially hazardous waters.

I pride myself not only on my professionalism, but also on my ability to understand my clients' needs. I’ve always felt that to help someone you must first build a relationship. The relationship you have with your real estate agent can be a valuable one indeed.

If you have any real estate questions, please give me a call. Whether buying, selling, or just curious to learn more, I’m here to assist you in any way possible. I look forward to hearing from you.

Sincerely,Paul Kiger

R REMAX Advantagepaul.kiger@insightbb.com502-314-6748

Disclosure: This communication is solicitation for Real Estate services. If you wish to be removed from future communications, please notify the agent.

Sample MLS Listings Search Sample MLS Listings Search Personal MessagePersonal Message

Sample Text for MLS Search Email:

Subject: Your Current Property Search Mrs. Jones

Dear Mrs. Jones,

Please see the attached 14 of potential interest in South Bend.

Please feel free to call/email me to discuss or set up a time to view any favorites from this list.

I look forward to hearing from you.

Sincerely,Paul Kiger

Seller Introduction LetterSubject: Are you considering the sale of your home?

Are you considering the sale of your home? If so, you may be overwhelmed with terms like:

•Comparative Market Analysis •Fair Market Value •Asking Price •“Curb Appeal” •Home Protection Plans •Multiple Listing Service •Escrow

A licensed real estate professional can help translate the complex world of real estate for you. After all, selling your home isn’t as simple as mere supply and demand. A good real estate agent understands market trends and knows how to use the most up-to-date technology to sell your home.

I’ll do more than stick a “For Sale” sign on your lawn. I’ll meet with you to learn your expectations, needs, and priorities. I’ll help you form a pricing strategy based on the latest information. Most importantly, I’ll develop and implement a dynamic marketing strategy tailored to you and your home. I’ll be there to help you every step of the way, from consultation through closing and beyond.

I’d love to have the chance to answer any questions you may have about the selling process. It can be a confusing road. I’m here to help.

Sincerely,Paul Kiger