Certainty For Your Real Estate Career. Lessons learned from Josh Stern who took the KW models & systems from 20 transactions a year to more than 350 transactions a year. Attend a Free Training
Let me answer a question I always get from agents: how do I build my database to get listings? Having built two top-selling teams in Utah, I now coach peers who want to grow their income.
One resource I use is “The Millionaire Real Estate Agent”, which outlines the business plan we use at Keller Williams. In this book, model no. 2 focuses on the lead generation framework, which includes a 36-touch and 12-direct program.
Let’s go through how to apply this model to create a permission-based database of homeowners so they call you when they’re ready to list their homes. Here are the steps you can follow:
1. Pick a target area and go narrow. Many agents target thousands and don’t do the work. If you need help, I suggest you use the Real Advantage app to find high turnover rates or likely sellers. It has predictive analytics to help you focus on specific areas.
2. Introduce yourself with an item of value. Be the guest, not the pest. Create a simple item of value, like a free home value report or a seller workshop invite. One effective idea is a tax-assessed value dispute webinar for homeowners receiving tax notices in July.
It’s also helpful to start a daily prospecting plan. Ensure that your prospecting efforts comply with the Do Not Call (DNC) and the Telephone Consumer Protection Act (TCPA). This means avoiding calling numbers on the DNC list and following legal guidelines for telemarketing. Consider door-knocking or making phone calls to potential clients during peak times (8:30-10 a.m. or 3:30-5:30 p.m.).
3. Put your contacts on your 36-touch plan. Ask your contacts for permission to stay in touch. Add a Sphere of Influence (SOI) tag in your CRM to help you track and manage your clients effectively. Send three helpful touches monthly, such as market updates, tips for homeowners, or invitations to local events.
Be proactive with contacts who engage with your content. Reach out to people who comment or reply to your emails or website to continue the conversation and build trust. Consistent follow-ups can increase your chances of converting leads into clients.
If you like this plan, come to one of our in-person training events for more specifics or book a one-on-one with me for personalized action steps. If you have a question, call me at (801) 699-5544 or send a message to jstern@kw.com. I’d be happy to connect.
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Certainty For Your Real Estate Career. Lessons learned from Josh Stern who took the KW models & systems from 20 transactions a year to more than 350 transactions a year. Attend a Free Training
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Free Business Planning Call. Book a 1-on-1 with a coach to write a proven business plan (GPS) that gets you more home sales in 2025. Request a Call
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