By Mona Covey, Agent Curriculum Team Leader, Keller Williams University

Sharing the stage with Gary Keller and Tony DiCello, mega agents Claudia Maefsky from Spokane, Washington and Kristan Cole from Wasilla, Alaska, describe how they’re energizing their teams with buyers agents and showing assistants. Just as lead generation has proven models and systems, leverage through people—specifically buyers agents and showing assistants—has models and systems that yield big results and these two panelists reveal how.

Claudia leads her team of buyers agents and showing assistants with one detailed model that clearly defines each person’s role. Her script acronym is LPMAMA—Location, Price, Motivation, Agent, Mortgage and Appointment—which she insists her staff practice daily. She explains that the buyers agent and showing assistant are a winning team when there is a behavioral style match of a high I. Continue reading ‘Success Through Others – Make the Most of Buyers Agents and Showing Assistants’

Barbara Van Poole of Plano, TX, is interviewed by Gary Keller at Mega Camp.

By Alexis MacIntyre, Director of KWU at Keller Williams Realty International in Austin, Texas

Every morning, Jeff Quintin, of Prudential Fox and Roach Realtors in Ocean City, NJ, comes into work and immediately starts working the expired listings list. Every day, from 9am to 1pm. In fact, Jeff has only missed one day of prospecting since 2001. Jeff uses a script. He doesn’t deviate from it because, well, it works. He makes that personal contact and captures their email address. And then he persistently follows up.

At six scheduled slots during the week, David Hill, Keller Williams, Worcester, MA, makes his FSBO calls. He gets his lead lists and starts dialing. He uses a script because, well, it works. Every Monday, at 5 p.m. he persistently follows up with each of his FSBO leads.

Every Sunday, Sharon Ketko and Lance McGregor, Keller Williams, Plano, TX host a six to seven home “open house tour.” They pick the homes every Wednesday. They put signs in the yard every Thursday. They email their database every Friday at 12 pm. They capture the leads using a script because well, it works. Every Monday morning, they review all their leads and plan for their persistent follow-up.

What’s the moral of these three stories? Continue reading ‘Consistency and Persistence are the Name of the Game’

By Laura Price, Marketing and Communications Coordinator, Keller Williams Realty

“I’m persistent until prospects tell me to take a hike,” explained Bob Cenk, mega agent and Craigslist aficionado. “And I’m good at taking a hike,” the former mountain climber joked while on a panel discussing the best Internet strategies during Mega Agent Camp Wednesday morning. Just last year he made $700,000 off Craigslist alone and isn’t showing signs of slowing down – this year he’s projected to crest nearly $1 million in GCI.

After leaving mountain climbing to spend more time with his family, Cenk got into real estate and quickly realized he needed a free method to generate leads. So he jumped on Craigslist and started posting. Here are the lessons he’s learned and the strategies he’s currently implementing to stay on top of his game.

1. Capture their attention. Traditional thinking might tell you to describe the home, its price and the neighborhood in the title. Through trial and error, Cenk has found that those headlines actually send people away from your post. “Consumers usually go onto Craigslist only once, and they are automatically looking for ways to disqualify the home,” he says. The best headlines, he explains, are the non-traditional ones. Here are three that are proven to pull in leads. 

!!!! START PACKING … LET’S MAKE A DEAL!!!!

***** WHAT’S NOT TO LIKE ABOUT THIS JEM******

!!!! PINCH ME I MUST BE DREAMING!!!! Continue reading ‘The rise of Craigslist and how you can use it to generate leads’