KnowingYourClients-Guide

C U o s gne etyteaomxcuitsrotLirniesgtsatoles Tips & Tricks for getting more out of your current Contact List

Issmnp’oht niettrhheaafrofdtrebtroumassionknetyshos?,ur You already know your past clients, friends, and family are your greatest sources of new business. But isn’t it hard to pick up the phone to ask them? Not only that, do you ever struggle with what to say, call after call? A detailed client record can go a long way, and gives you something to refer to on every call. Take the time to build an understanding of your clients, including: their families, their professions, their likes and dislikes.

&TTripisc k s

tipone Orygoaunrizceonantadcut lpidstate Do You Update Your Contact List Regularly? Are all of your emails and phone numbers up to date? It’s important when getting new contacts to make sure you ask the right questions and get as much information from them as possible so that you can insert in your database. Every agent has different groups of relationships in their contact list; it varies from family to friends, to acquaintances and everyone in between. It is important to organize your database and break your contacts down into different categories. Consider things like the strength of your relationship, when was the last time you connected with them, three things about them, what company they work for, their location, and their contact information (e-mail, phone, address, social networks like Facebook®, Twitter® and LinkedIn®). It is important to keep all your contact information in one database instead of having some in Outlook, Gmail™ and some contacts on your phone or in handwritten notes.

tiptwo vaSleuneedtaoscoyhmomuerothcniotnhngtaocft s When was the last time you sent something Even though your sphere is not currently interested in buying, everyone wants to of value to your contact list? know their value of their home and area they are living in. It is important that you send something of value in the pre-selling phase, for instance - a market trend report, so your prospect gets predisposed to what you have to offer. By doing so the sales will come, although not always right away. Remember that customers willingly spend a lot of money buying from people and companies they know, like, and trust.

tipthree Call your contacts! When was the last time you spoke on Make it a habit to regularly call your sphere. By sending out something valuable the phone with your sphere of influence? like trend reports to your sphere, this gives you excellent talking points when you follow up on the phone without sounding like you are cold calling. Set aside minimum 2 hours each day to call the people on your list. The best time to call are usually on weekday mornings.

tipfour to Bmeapkreetphaerecdal l! We all know how difficult it is to pick up the phone We all know how difficult it is to pick up the phone and call someone you don’t and call someone you don’t really know. really know. Try to remember when you call that you are not calling to sell them something, but you are calling to “check in” and give them some valuable information such as what their neighbors home across the street sold for. There is no right or wrong formula of what to say when you call, however the more information you know about the contact list the better prepared you will be. If you can’t get a hold of them and you get a voicemail don’t be discouraged, make sure you leave a message and follow up. Keep doing this until you make actual contact.

tipfive follCorweautpe sacdhaeidlyul e!One of the most important things you can do to be more It is important that you create a daily routine where you email, call and have productive is to create a daily follow up schedule. meetings with your contacts. Make your own goals on how many you are going to contact every week. The more hours you spend daily on your contact list, the more likely your sales will increase.

tipsix tIotmtaakkees MMoonneeyy! Many agents are afraid to devote They feel it will cost a lot of money in marketing and advertisement. 100% of their time into prospecting. This is a misconception. When prospecting, you don’t have to spend a lot of money. Expensive advertisement in magazine is not the way to go anymore. Most of the lead generation can be done in a cost effective way.

Your Clients Knowing Client Questionnaire:

new listings Calls to sphere Planning qthreeSECTION 3: Weekly Follow-up Schedule: Meetings (coffee, Contacts added luspnhcheeres,odfiinnnfleure) nwcieth qtwo this week Send notes 3 unsolicited CMAs and letters per week new Pending Sales Make 3 mTahrkaentkuypoduast,efso,llboiwrthudpasy,s (aim Spend 1 hour planning each week qoneto keep Visit with 50 people this week Draft 3 Market Reviews Build Send sommTaehrtkhaeinntkguypoodfuarset,eafslo,vllbaoilwrutheudepaasyc,sh. month for 25SECTION 2: Home Buying/Selling Informationcalls each weekI Would Like to Get to Know You…sellers informed Make 3 calls each week your Goal newHWWoHhwhaaavtlotesnfoyegoladuhtuyadroveoeusnyodeonidauynyooyowuuurnphleidkodaemt?yineo_g?u__rt__oh__o_t_hm__e__e_h_?__o___m_____e____s___i__n___c___e____y___o____u_____bO_M_P_No_S_w_ru_a_aE_og__ni_mlC_ph_ie__n_te_Ter__gi_srt(I__?ts_O/__yA_D)___N:__d_A_e_____dc_d1_____r_i:d___se____Pr_i_s__o_e__e_s__sn___r_:__s_s____M__:o_________na________a_k_______l_e________I_r___n_s_____f:__o___r___m_______a_____t___i_o_____n_________________________________________________________________________________________________________contact list BgDea_Io_tsf_e_w_yy_do_oe__uuo__gtn_t_eoh__tti_h__nt_o_e_k___s_t___hu__S_a_p__Et_p__Lw(_l_DyL_i_la/la__Btgn__eUe_d_)_t_Y_d__y___e_o___m_u______a_t___hn____ed____r_,_e__w___ao__nhno__den__tri_ye_mt_o_imd_eu_o_?_eh__?yIo_f_ou__iut_s_dBe__fWHeoW__iiPese_r_ohlnt_sh_hwhwan’__yto_dt’_etsn_s_,aaioss__eowrylhe_d_eohyos_#_M,aun_o:_ywt(_l(_auod_’CHshd__i_rua_lp_)oy)__t__j_ro_ob_i__w__cyu___bu__e_ro_il____ly?_“_uy__y_P_e_o___o__l__nrua___u_/___r_ne__s__d____h_eeB___o___o_dl”____?_u_l_?_i___s__nt____e_o___g______t___?bo________e_____________t_____h_______e______r_____e_____?___((_BF______)_)___________________________________________________________________________________________________________________________________contacts weekly). Monday Questions you might want answers to when you begin working with a new client. tuesday Don’t worry if you don’t have all these items complete for every Wednesday thursday Weekly Routine contact; build your contact records casually over time as you get to know each other. Friday The more you know your contacts, the better you becomeIf_II_f_Wb_w__r_heo__au__fitg_n_ih_d_f _t_ita__’ys_o_b_t_uuh__yea__e__fcri__rofs__ont__rtp__rya_e_oc_r_ust__or_f_onh__ro__w$_u_h___s_o_e____li_o_n____ot___kh___se___an___t_e__y__x_Wo_t_W_P_uF__7Mhe_,r_h2a__wtahaamsh__othrt_o_?uriak__ulcisyta_i_r_aensw_g__?Mr,_d_oe_a__due__r_o_Aleo__md__f_n___yyy_pb_o__no_o__hu_eiu__v_u_or_g__eds__no_h_or:___ie_san?_(___Iganv___d_c_re___toly_ou__?__d:___yb_e_____eo___N____u__Oa______mK___u_____e____sw_s_____e,__i___t_B?_h______i__r___tt__h_h_____da____at__?_y__s___,____H____o____b___b____i_e___s__,____S____p____o___r__t__s____T____e___a___m_____s___,___S____c____h___o____o____ls_)Saturday at anticipating their needs and the more successful you’ll be. Communicate regularly so you are aware of upcoming needs, Sunday changes in their lives, or even possible problems.H_o_w__l_o_n_g__o_f_a_c__o_m_m__u_t_e_d_o__y_o_u__a_n_d__yo_W_uWW_r _hfhha_aam_at_ttil_iyisis_sh_yya_yovo_oe_uuu_rtrro_f_ffawa_av_vovo_rook_rrr_iiatit_tene_ed_Wmr_se_cio_snhv_toea_io,e_ulB?_?r_ae_ne__t_r_,?__S____p___i___ri__t__o__r___S___o__d__a__?________________________________________ What is your favorite Pizza? ______________________________ Do you follow a sports team? _____________________________ What hobbies do you enjoy? ______________________________ If you could live anywhere, where would that be? ___________ Why? ___________________________________________________ Questionnaire is available in printable size following this page

qoneI Would Like to Get to Know You…SECTION 1: Personal InformationName(s): _________________________________________________Property Address: _ _______________________________________Mailing Address: __________________________________________Owners/Decision Makers: _________________________________Phone # (H)_____________________ (B)_ ______________________ (C)_____________________ (F)_ ______________________ eMail________________________Why are you buyer/selling? ________________________________How soon do you need to be there? ________________________What is your job?_ ________________________________________Birthdays: ________________________________________________Marriage Anniversary: _____________________________________Family Members: (Include Names, Birthdays, Hobbies, Sports Teams, Schools)Pets?____________________________________________________ What car do you have?____________________________________What kind of phone do you use?____________________________What is your favorite restaurant? ___________________________What is your favorite movie? ______________________________What is your favorite Wine, Beer, Spirit or Soda? _____________What is your favorite Pizza? _ ______________________________Do you follow a sports team? ______________________________What hobbies do you enjoy? _______________________________If you could live anywhere, where would that be? ____________Why?_ ___________________________________________________

qtwoSECTION 2: Home Buying/Selling InformationHow long have you owned your home?_______________________________________What sold you on your home?_______________________________________________What features did you like? _________________________________________________Have you done any updating to the home since you bought it?___________________Based on the supply and demand, where do you feel we should price your house toget you to ____SELL/BUY_________ on time?Do you think that will get you there on time? If it doesn’t, what’s your “Plan B”?________________________________________________________________________If we get to ____(Date)_________ and you house isn’t sold, what will you do?________________________________________________________________________If I brought you a contract for $_____________, what would you do?________________________________________________________________________If we find a buyer for your house in the next 72 hours, are you going to be OK with that?________________________________________________________________________What if it’s the first person who looks at your house? ___________________________How long of a commute do you and your family have to work and school?________________________________________________________________________

qthree SECTION 3: Weekly Follow-up Schedule: Weekly Routine Goal Monday Tuesday Wednesday Thursday Friday Saturday Sunday Planning Spend 1 hour planning each week Contacts added Build your contact list this week (aim for 25 new contacts weekly).3 Unsolicited CMAs Draft 3 Market Reviews per week Calls to sphere Thank yous, follow ups, market updates, birthdays Meetings (coffee,lunches, dinner) with Visit with 50 people this week sphere of Influence Thank yous, follow ups, Send Notes market updates, birthdays. and Letters Send something of real value each monthNew Pending Sales Make 3 calls each week New Listings Make 3 calls each week to keep sellers informed

Automate Your Follow-up. Top Producer offers an automated follow up system Today’s agents need a proficient system to build a strong referral base, that will ensure you to keep up to date with your encourage repeat clients, and follow up with leads. Top Producer allows you to do just that providing automatic marketing support for busy agents who want sphere of influence in an easy and consistent way. to know exactly where their new business is coming from. This way, you will beNow you will have time to prepare for any meeting or able to follow up with their sphere of influence to create affinity and ultimately get more sales. call in just minutes. Ask us how our neighborhood trend report gets your DOVE Kelly Agent database engaged and help buyers overcome fear and reluctance by showing exactly what homes are selling REALT Y KDBTkewoeeelvlwlvyl:leeyw4&.rRa2.lydAg5eoHe-sav5nsliet5lotlys@r5ce,L-iaa2tCtodlt7taep.y3ls.pi4cfrooormdnCuiaceellr:.c4o2m5-555E-1m2a3i4l Me and for how much. This Week Report FAQ Call us now at 1(877) 874.4926 for more charting information View Home Prices and Time on Market for on asking and sold prices information on how you can generate more sales ASKING AND SOLD PRICES View from your contact list. COMMUNITY INFO SCHOOL INFO 11109 | Knowing your clients guideMARKET INFO Asking Prices vs. SoldHIGPHr/iLcOWesPRI(CAESugustRE1C-EN8T,SA2LE0S10) AVG ASKING PRICES 8 Welcome, Sales Agent $1,550,500 6 2,000,000Home+ N3oBrtThHea3st741800StQh FSTt FULL SCREEN 1,500,000 4 BD QUICK ACCESS 11658 1,000,000MRID12ea345pp67-8o19I1Srn011t11ct0101ri611l1n51eu0295201W0c10eTd321W8315l295tue1h93102F0AH4Nhds8i61L2s4S2N:aaedo111EA1NEr8ltsd1vro50a1e2t:d5cNTor2ort0ht2pA45ehaet3ir4o6tehhr4otttshnr-tDhhiDrPaeort4h4shStthtHeyePmsahalA%ObeSAcMoatAseNvolsveoetusv1teaNGvEmetosndteYiM09nseenrot,aWS1Nfe04ttaNxCorcAgh2Nr0t1tiDoBpgoArnhSeh-0osvoN51oTr4eooassaeelrlttUA2rSlbcthySadLvHrsatbhttMohtNelteihlshttseeaSsee1yteIra,eEoth,t,a,atSS8SahasNI,reGJsmRtdNsttn%Mhhoh1ittmcrodosMeoohC8EikCrscaamnw1gyrf%tEhr!r.oSe5ee.ku!!!a..AAr.es.prSe.n.0e.tlTNlngltBctoo!eoeae?44dadn4gdd44reaat4o4l4Cn9ytC4y?24et8l/rsibT0(eacor0o3knoalBd3)dkfttNaiee3noh03a2tr2dohu,3cR3WV4imH4mcs4oi4eeuueapopbwrLrtsarteoe.wmatsDSerruhst1qemp3ao1t32t.26it711aeaf52c379F3110tt422d1i1t013.ehL0le092u04C18542s.2D0r41i44ee057rB0.se020O063e005.4t00loaa3085im.HN05a4a04o.0yd5b5T1re.f5od5s8lAs.2eah68/m.8CC38no.b8b387T4hs8mue83y88it8lM8t(le9$ioi8H(QwsYE01H(sya)2LHnO($P,Tua$)Hoc5$(o38$aU)HlBr6$ka0ute59$)i48$Rsc86$O)glsa076$925Caie988tunHtD,139,93in5ya,11nd05O3a,590,0dr00,600,5aMDl000y,000e,f000n,o000iEo000stn00Du00ert00r0dre0iy0acdnaoty,eu2Rr1asirgenOhNahdNlonb21eLs1E4meoL30hveML23CsL3wraeoa82Iet21hLSdRa54auddsro33d7oTadLbtsel7rEatd6dCeadnwkEoyadtueyadAacyadeDdbotBsayadycasoyaSasdyates.nsoioyadsnynOsycatsnyli5stganaQsrtaNstdsdscadct.uetcteecApatoVcwdellwlninisiaRettdaaisyiwoSegscnLOnh4te3ttiL-lsdsmyDmnRt1voi4one0eon0rsmngmitefh/tisera4hosvdtns9et.a5tedh0aTMgr0.SsFhg,o0BwA+oe0aoo+M0a+lhRgrdisnAoeSKTeafHNroSdaEISerrMoNUlkKmoTeNNymene2EMIaoPAeN2vet0tiu2niviBLR0eAoOPs1nGfU0eAan1roEI0GSgN1rCrrS0CLp-1TvmRe0HC0I-TroMsoNaM11o-a4iOot.17nOnCv60tasG-ainA42iSot14T-OldtyFast1n-R4DeaEoN0crs2SdEfHcueEKt1LrTeMoCtEriAfmTLOenEdmr0dCxAo0HdIetTMN8eaThcs8TItYEsLh/cith/liGs0Eou0leiShDRis8usr8SdEVAieeUeP2or2eSipduAcd0enn0RLoUsine1wtGe1trIpIaV2int0NSnx30Crpctii2tosceGBFEhsMhMcwpohahieerna+aorao$scdo$t+rrtavidss2hu+Vnk1Huiw+nds3aelgC4oie+ireea,rgtcf,s0oRtiw1dshRnSii5nna5eeffaEenc0gcoot0lsamraamghr,r,et0ilm0pcntVpaoaoo0a0tsefriarto0evtihr0seUAiltsrnewU®iodmooGsMgMtnn5(of$ai$aeraist|ono9tol7lhLitfom,esbun,eooS22rcnsirrnw1me9lehlmiai1RoCste0leaofty,na2ties,-d0Lnvri0Htnotpkue00hlia0yogeolel0on1ye0nssatrlm1dtpftntssroeaod-eefs$nTf$0omfslcm1oyEleCA1Iri2aR1nn4ftpcsAa0xvJos-Asage,t3oiycCt,eUAk11irc9ecvaGl%riTnt2nusNs0n2etiad7momiR1advg1UgtytA,1lIe|ae,eee0SbAv0Utu11so0ec)sP0RvGp6:0.f0stc3TroYd%sUeo.rr0SepaafsN3tSNe3hil$no$e1ltPtToiere1e7lsnad1,MedtMv3apg8%02notSeee,c,,u0r9cp1rerdt21id9ers3otiC01iai1scds51on,te,r0000ni|b1300tu/aA040M0tcce1%tytd/ei2.vdA0e1c1count | Sign Out