Cha-ching! Fatten Your

Wallet with Your Database

Chad Hyams

Chad Hyams

Cha-ching! Fatten Your Wallet with Your Database

Southeast Region

Growth and Productivity Director

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Tell Keller Williams University what you think!

Simply enter

www.evalfr.cominto any mobile device to complete your

evaluation for this session.

Cha-ching! Fatten Your Wallet with Your Database3

“Your database is your business.”

Cha-ching! Fatten Your Wallet with Your Database

- The Millionaire Real

Estate Agent, p. 142

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Obey the Laws of the Database!

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The Four Laws

1. Build a database.

2. Feed it every day.

3. Communicate with it in a systematic way.

4. Service all the leads that come your way.

3 x 5 Index Cards

Electronic Spreadsheet

Personal Information Manager

Database Management System

Contact Management System

1. Build Your Database

The best type of database to use

is the one you actually will use!

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1. Build Your Database

Cha-ching! Fatten Your Wallet with Your Database

Consolidate your contacts in one place

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1. Build Your Database

Cha-ching! Fatten Your Wallet with Your Database

Use the eEdge

Custom Import

Template

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2. Feed Your Database

NewRepeat Referrals

Haven’t Mets

Mets

20% of

your

database

can lead to

80% of

your

business!

Cha-ching! Fatten Your Wallet with Your Database9

2. Feed Your Database

Cha-ching! Fatten Your Wallet with Your Database

Your Sphere of Influence

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Cha-ching! Fatten Your Wallet with Your Database

Online Leads

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Cha-ching! Fatten Your Wallet with Your Database

Get off your

lazy #$%

and go

knock on a

door!

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Other Places to Feed it

Cha-ching! Fatten Your Wallet with Your Database

Grocery Store

Gas Station

School Events

Other

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Cha-ching! Fatten Your Wallet with Your Database

Business Cards

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Cha-ching! Fatten Your Wallet with Your Database

Networking Events

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• Verify that information is current.

• Complete missing information.

• Combine duplicates.

Keep It Clean and Relevant

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1. Identify who to call, write, etc.

2. Call or write notes.

3. Ask for business or a referral.

4. Strengthen the relationship.

3. Communicate with Your Database

Cha-ching! Fatten Your Wallet with Your Database

Remember, the key is to

ASK for business every time!

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Part of your 3 hours of daily lead generation

1. Get an APPOINTMENT

2. Get a REFERRAL

3. Build RAPPORT

3. Communicate with Your Database

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Goal of your communication

1. 8 x 8 (New Mets)

2. 33 Touch (Mets)

3. 12 Direct (Haven’t Mets)

3. Communicate with Your Database

Cha-ching! Fatten Your Wallet with Your Database

Your goal is to out-touch all other agents!

Learn MORE about these in my breakout session

TOMORROW!

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Put contacts on systematic marketing plans

• Leads are funneled into a single point of

entry.

• Assign leads to the appropriate marketing

plan or team member.

• Source leads to calculate return on

investment.

• Track leads to ensure that customers are

properly serviced and converted into

clients.

4. Service Leads

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Leverage eEdge

Cha-ching! Fatten Your Wallet with Your Database

Contact

Management

System

Marketing plans

Marketing materials

Dashboard

Contact information

Contact history

Reminders

Email integration Lead sourcing

Lead tracking

Transaction management

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Do• Immediately put new contacts on touch programs.

• Hold your database accountable; track the source of your leads.

• Make phones calls and ask for business.

Don’t • Send spam.

• Delete anyone from your database until it’s large enough to warrant it.

Database Do’s and Don’ts

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Cha-Ching! Fatten Your Wallets!

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1. Build a database.

2. Feed it every day.

3. Communicate with it in a systematic way.

4. Service all the leads that come your way.

Questions?

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Thank You!Please complete an evaluation for this session.

Use any mobile device!

www.evalfr.com.

To download a free copy of this presentation:

www.familyreunion.kw.com/downloads