Real estate agents need to build and nurture their database to grow their business. This presentation will not only show you that it is the #1 source of business for agents, but also show you the steps to take to tap into this valuable resource.

1. Building & Nurturing
Your Database
N E W T O B U S I N E S S T R A I N I N G

2. Agent Lead Generation Programs
‘Open Your Mouth and
Hope Something Flies Into
It’ Method
‘Flight of the Confused
Bumble Bee’ Method

3. How Buyers Find REALTORS®
50%. . . of the time, they are
referred by a friend,
neighbor, relative or used
agent previously to buy or
sell a home

4. How Sellers Find REALTORS®
63%. . . of the time, they are
referred by a friend,
neighbor, relative or used
agent previously to buy or
sell a home

5. The Power of Your Database
1. How many people know that you are
a REALTOR®? (Insert your own number)
2. Percentage that will move this year
(NAR studies indicate that people move, on average, once every
nine years)
3. Number of people that you know
who will move this year (Multiply #1 by #2)
4. Captured business (Multiply #3 by 70%)
5. Average commission earned (Average sales
price ($182,000) X Average commission percentage (5.85%) X Co-
op commission portion (50%) X Agent split (50%) X Prudential
franchise fee (94%))
150
11.1%
16.7
11.7
$2,502

6. The Power of Your Database
6. Commission income from your database (Multiply #4 by #5)
$29,273

7. Playing With the Numbers
If you increase the number of people in your database
200
$39,030
350
$68,303
500
$97,577

8. These Numbers are Conservative

9. The Formula Does Not Account For . . .
. . . selling your
own listing

10. . . . sellers who
also buy
The Formula Does Not Account For . . .

11. . . . commission split increases
The Formula Does Not Account For . . .

12. . . . referrals from outside
your database
The Formula Does Not Account For . . .

13. Would Buyer Use Real Estate Agent
Again or Recommend to Others? *
* 2012 Profile of Home Buyers and Sellers, National Association of REALTORS®
60%
80%
50%
70%
40%
30%
20%
10%
0%
Definitely Probably Probably Not Definitely Not Don’t Know
74%
15%
5% 4% 2%
89%would probably use you again
or recommend you to others

14. How Repeat Buyers Found Real
Estate Agent *
* 2012 Profile of Home Buyers and Sellers, National Association of REALTORS®
16%used agent previously
to buy or sell a home

15. The Ugly Truth
Unless you do something about it today . . .
70%. . . over
will use another REALTOR®
in the future

16. So Where Do You Begin?

17. Follow the Steps to Success
Select
Your Database
Feed
Your Database
Touch
Your Database

18. 1. Select Your Database

19. 1. Select Your Database
• Get recommendations from peers
• Find out how much it will cost to use
• Some provide a trial version
• Understand there is going to be a learning curve

20. 1. Select Your Database

21. 2. Feed Your Database
• Gather all the names, addresses, telephone numbers
and e-mail addresses of everyone you know
• Use the ‘Memory Jogger’

22. 2. Feed Your Database
• Continuously look to add new people to your
database every day

23. 3. Touch Your Database
• Business Cards – What’s in your desk drawer?

24. 3. Touch Your Database
• Initial Mailer – Enroll them in a ‘Customer
Appreciation Program’ and include three cards
• Phone Calls – Obtain contact information that is
missing from your database

25. 3. Touch Your Database
• Personal (Handwritten) Notes – Make it a habit of
sending five per day to your database (and others)
• Pop-bys – Visit one person in your sphere of
influence per week
Hi!

26. 3. Touch Your Database
• Market Updates – E-mail monthly ‘Customer for
Life’ reports from Online Seller Advantage (OSA)

27. 3. Touch Your Database
• Items of Value – Send out one piece of information
per month regarding real estate (i.e. tax tips, home
maintenance, area info)

28. 3. Touch Your Database
• Just Listed/Just SOLD/Open House Notices
 eCards – Notify your database of your activity
 Mailers – Notify neighborhoods of your activity

29. 3. Touch Your Database
• Social Media – Know what is going on in the lives of
people in your database and interact with them

30. 3. Touch Your Database
• Coffee – Catch up and relax for a couple of minutes

31. Promoting Yourself
“You can make more friends in two months by becoming
interested in other people than you can in two years by
trying to get other people interested in you.”
- Dale Carnegie