Advocates Program

The Advocates Program …

for getting listings—and buyers

 

Basic premises

  1. Everybody knows a 100 people who could if they would help them be successful in real estate.
  2. Focus in very important.
  3. Organization is absolutely necessary
  4. Persistence is critical
  5. Without the above there is no way a person can make a living or a career out of real estate.
  6. Without some program with these principles 80% of agents will quit in the first year and half of the rest will quit before two years is up.
  7. There are 300,000 or more new agents over the past year.  Fewer than ten percent will survive the first two years.
  8. Out of every 100 persons only 7-9 will be selling or buying within a year.
  9. 400-600 mailers regularly and consistently over a year will go to 50-60 people who will be buying and selling within a year.  You need to hit a community 8 times a year to gain name recognition.
  10. Half or more of all people thinking about buying or selling have a realtor they have used or know a realtor.
  11. This reduces the probability of getting a customer out of the 1000 to perhaps 30 but every person who gets you flyer or card is getting several every month.
  12. Everybody knows 5-7 seven people who will sell or buy in the course of a year.

 

The Process!

  1. Carefully identify 100-150 people (advocates) you know that might help.  You may want to start with 200 or more and whittle it down.
  2. BUT START CALLING AS SOON AS YOU GET TEN NAMES ON A LIST!!! THEN CONTINUE TO BUILD YOU LIST BY ADDING AND WEEDING.
  3. Keep your advocates list in a format where mailing labels can be easily produced, where you have detailed information including notes from the last contact/call and the dates of contacts.
  4. Contact every person on this list every 45 days.
  5. Ask for referrals…if you ask for referrals you don’t have to ask them for business.
  6. Start with a letter from you or your broker as an introduction.
  7. Call or use an alternative approach every 30-45 days.
  8. Scripts are very helpful…practice, practice, practice…..
  9. Calls should not be self serving….not all the time.
  10. Call or otherwise contact 3-4 advocates each day.—100 every 45 days.
  11. Take the first 30 minutes every work day to contact your advocates.
  12. Work as a team, with 4-5 or more other agents to mentor each other, critique your process/progress and scripts practice, share ideas, share costs of mailing and publications.
  13. Constantly review and renew your advocates list.

 

DO THIS WITH ORGANIZATION, FOCUS AND PERSISTENCE AND THE LISTINGS WILL ROLL IN!!!!