Amazingly, many agents and long standing successful agents I might add that I meet do not have an organized book of business.  What’s more amazing is all the business lost by not adding folks we meet into our data base, identifying them accordingly through the use of multiple and customizable contact types and applying a follow system which we refer to as Action Plans.  Consider in the recent past where someone has called off a sign that had an accepted offer and you ended up tossing the name scribbled on a napkin of piece of paper that was close by because you were already too busy to pursue them.  Now that the market has changed and things have slowed down, perhaps now is the time to prepare for tomorrow! 

Have you ever wondered how the Top Producing Realtors in your local market get to where they are?  They are not necessarily better looking?  They don’t appear to work any harder than you?  Some of them are kind of cranky too..!

What about the wiper snappers who come into the business and seemingly out of no where gain mega agent status in a relatively short period of time!  I’ll bet that the one thing they all have in common is a systematic approach to their business that allows them to work smarter and not necessarily harder.  How do you eat an elephant?  One bite at at time, so hear is how Top Producer can help!

1. Every person you encounter, enter them into your Top Producer data base with the following information; names, address, contact numbers, email addresses property type with number of bedrooms and bathrooms and the area they live in. Web leads populate that same data courtesy of the online consumer
2. Prospect daily in order to add 3 warm leads per day; an expired listing, a FSBO, someone you met at an open, a floor call, sign call etc. – Everyone can find 3!
3. Calculate the number of days you want to work per year and multiply that by 3.  So, if you only want to work 5 days a week and take the entire summer off, you will essentially work 265 days per year and will add 795 opportunities to your data base this time next year!
4. What if only 5% of those opportunities decide to buy or sell in the next 12 months?  That would still amount to 40 transactions!
5. By adding only 3 contacts a day and putting them on an automated follow up system (Action Plans) frees you up to work with today’s active buyers and sellers!

So where is the power in this type of follow up?  Essentially, it is the personalization factor that makes it powerful, otherwise, the follow up comes across as impersonal, static and just plain noise – junk,spam.  Here is how you can see for yourself!

Real Life Scenario using Top Producer’s specific Action Plans.  Let’s take a look at one of the letters that is incorporated into a specific Action Plan to demonstrate the power and sincerity of the personalized follow up:

• Hover your mouse over the Contact Icon.
• From the drop down list, select Search for Contacts.
• Click the Contact Type drop down menu and choose one or more contacts.
• Here is where Top Producer’s power comes in; I may have Joe Sample identified as a FSBO (that is what he is currently), a SELLER (because he is that also – just not with me…yet!) LISTING PROSPECT and so on.  Why the multiple contact types?  So I can target market accordingly, he may also be an INVESTOR.  Choose the contacts of your choice.
• Click the contact type(s) and click Done.
• Scroll down and click Search.
• Select all or individuals using the check box.
• Click Schedule Activity.
• From the Activity Type choose letter
• Enter the description field.
• From the Letter Template select MASS MAILOUT from the category and High Touch Mass Mailout from the template drop down.
• Click the ADD Activity button.

On the HOME PAGE in Activities for Today, you will see your letter ready for print in a pdf.  Open the pdf. and scroll through the letters you have created to see the power of the data entered in step 1.  Is that not impressive?

Your success is our success! 

Gregg Paul 

Contributing Writer and Sales Strategist

Top Producer Systems Inc.