How to Motivate your database to increase your sales now!

Mitch · 10-29-2008, 06:49 PM

Ok, if you have been following any of my advice over the past few months and started your lead conversion programs, it's time to motivate your database. Obviously one of the most important aspects of lead capture and lead conversion is the ability to create a sizable database. The larger your database the more chance you have of a great flow of transactions.

So now you have a database of buyers in your system. So what do you do to motivate them to buy? This is especially important in this market. I would love to take credit for what I'm going to tell you, but it was really one of my Agents. This year she is on a pace to close 1 sale for every 8 leads. Yes, you heard me right. That is truly an amazing number! I know that we have great systems, but she has even built on my system to become the most successful Agent in my office this year. By the end of November, she will have closed 40 transactions with 35 of them being Internet leads. Yes, I know, that's amazing!

If my Agent's experience above doesn't motivate you and prove how well our 100MPH Marketing system we teach at The eHomes Realty Network then I don't know what else I can do for you!

Ok, so let's get back to talking about how to motivate your database. This is so simple and sooo effective. What she has been doing the past few months and creating 4-5 sales each month (through Internet leads) is by taking the time and put the effort into every one of her leads. She hasn't done this weekly, just when she needs more business. However, I would suggest you do this once a week for your database. Let's face it, right now everyone is looking for a deal in most markets and they are looking at the massive amount of foreclosures. So why not give them what they want.

Once a week, go through your MLS and do a search for bank owned and corporate owned listings. In some areas, like ours, there are thousands of these. Once you find ALL the foreclosures, go through each one and find out the top 10 foreclosures in every price range. You should send them a list of homes for each category. For instance, in Brevard County, we send our customers a list of the 10 best foreclosures from $50k-$100k, $100k-$200k, $300k-$500k and $500k and more!

We just started this yesterday company wide and almost all my Agents have done their first mail blast. The response has been great. I'm going to wait about a week to see how it affects the rest of my Agents. The key of course, is to take the time it takes to find the best deals for your customers. I'm sure some of my Agents won't do that. Yes, I know it's hard to believe, but even I have some slackers as Agents. However, it won't be for long. My goal, and they all know this, is to have 18 Agents with the same goal in mind....success!

If you have any questions, don't hesitate to ask. As you know, I'm always here to help!

CherryCreekPro · 10-29-2008, 06:54 PM

Thanks for the tip Mitch! I'll be sure to pass this along to my team right away.

Micheal Pannell Realtor · 10-29-2008, 07:10 PM

Already posted it in my google groups. Also my brother has a message for you in google groups mitch

By the way

Since i started talking to mitch my numbers have went up
we have atleast 12 closing for Nov right now. We also have another 8 to 10 contract in the offer state. Plus we are still working with a few clients. We only have 7 agents, We are interviewing like crazy cause we have 35 to 40 leads a day coming in. Mitch system works, Please mention me when signing up

Mitch · 10-29-2008, 07:16 PM

Thanks Mike. I'll check out the group. I've been swamped the past two days between keeping my Real Estate Agents motivated and helping a couple of my new members. To much fun! I'm excited about this foreclosure thing. We have been very successful with our systems, but this might just bring it to another level. The next step...automate the process!

Micheal Pannell Realtor · 10-29-2008, 07:18 PM

Yeah that is what i am working towards also. I am waiting on one upgrade before i do this. Once that is done and with the number of closings this month i should be able to get alot done.

For the last three weeks, i been redoing every page on all my websites so they convert better. They are looking really good. I am still not done but they seem to be converting better.

tsteuwer · 10-30-2008, 08:26 AM

Great tip Mitch!

rvolk75 · 10-30-2008, 09:55 AM

I was actually thinking of the same approach. My idea was to email listings on weekly basis, that have been reduced in price. Since people are looking for great bargains, when they see that the price has been dropped, it tells them that the sellers are motivated to sell and that now is a good time to buy.

I just have to work on creating a systematic approach to this and consistently continue emailing these lists.

Great tip!

Mitch · 10-30-2008, 04:03 PM

Hey Russell! How is that working for you? We did try something like that but then all I heard from our buyers were they were going to wait until the price came down more....so we stopped that one. This one creates urgency because they actually are selling quickly.

Drop me a note to let me know how that's working if you could. I haven't tried that approach in over a year so maybe people are changing their mindset.

Thanks!

rvolk75 · 10-30-2008, 05:14 PM

Hey Mitch.

I haven't tried yet, but I've been working on it for about 2 months. With my MLS, it's not easy to get that list and make it less time consuming, but I've been working on it. Don't have the numbers yet, but will keep you posted.

DenaDavis · 11-04-2008, 04:19 PM

Hey Mitch-- REW has an upgrade to the control panel that will automatically e-mail price reductions of the last 20 properties that they looked at.

I just got it. So I am still in the discovery mode. I like the concept. And that is something that is automated. Now the key is to get the user to view 20 properties.

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