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+
Hang tight!
Were going to start at 3
minutes past the hour
How to Nurture Your Network and
Generate 30%+ more Referrals in
2015
June 2015
+
present
+
Who am I?
Tony Cappaert
Co-Founder & COO at
Contactually
+
And heres my co-presenter today
YOUR NAME
TITLE
COMPANY
+
Whats on the agenda?
 Where do the top Realtors generate the majority of their business?
 How can you systematically generate more referrals? You need to
figure out a few things
 Who do you get referrals from?
 What should you say to them?
 How to regularly follow up and build a habit?
 What results have the best Realtors seen so far?
 Q&A throughout and at the end
+
Things to keep in mind during this
webinar
 We have a large audience and all attendees will be muted. If you
have any questions, please use the chat function in GoToWebinar 
well stop and answer questions throughout the hour.
 We are recording todays webinar. Check your email in the next 24
hours for a link to the recording.
 Stay tuned  were going to talk about special offer for all webinar
attendees at the end!
+
Lets get started!
+
We asked the top
Realtors: where do
you get the majority
of your leads?
+
Referrals
+
Whats the hardest part about
getting more referrals?
+
Today, were going to outline how the
top Realtors systematically get more
referrals
1.Who should you be following up with to get
more referrals?
2.What should you say to them?
3.How do you regularly follow up and build a
habit?
+
#1: Who?
+
Who typically sends you
the most referrals?
 Past clients = your best resource
 Friends and family  low-hanging fruit, but that list gets exhausted
earlier
 Other professional referral partners
Literally write down right now the top 5 people who have sent you
the most referrals in the past year or two
+
Think about referral sources
as As, Bs, and Cs
Not everybody in your network is the same
Segmentation is key!
+
Dont boil the ocean  keep your list
to < 150 people
 Dunbars number = 150. Its the max # of people with whom we can
maintain personal relationships.
 Its basic math:
 The BEST Realtors personally follow up with 5 people each
weekday
 5 follow ups x 5 days in a week x 4 weeks in a month > 100
people per month
 With the ABC referral partner segmentation we talked about
earlier, youll be following up with 55 people each month on
average  and thats just your referral partners (not to mention
your leads or anyone else in your network!)
+
How can I easily segment my
contacts?
Start with: And graduate to:
+
+
#2: What should you say?
+
There are 3 basic ways to add value
1. Build personal rapport: comment on something theyve done or shared
recently on social media
2. Make an introduction: connect them with someone where theres mutual
benefit
3. Share something of interest: send them an article theyll want to read
+
Be Relevant!
++
+
+
Tools to use when
building personal rapport
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
+
Tools to use when making great intros
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
+
HOMEKEEPR SLIDE
+
HOMEKEEPR SLIDE
+
Tools to use to share great content
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
+
You should be adding more value >>
than the asks you make
+
do you regularly follow up & build
+
We all know following up is important,
but nearly all of us drop the ball
 It takes a lot of work and is generally time-
consuming
 The pay-off isnt always immediate
 People are probably going to slip through the
cracks
+
+
Systematize it!
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
We automatically build (and keep
updated) the address book for all your
contacts
We help you prioritize your top contacts
into groups (or buckets)
We prompt you to follow up with the top people
in your network that you havent connected
with in several weeks or months
By regularly following up, youll stay top of
mind, and get more referrals & repeat
business
1 2
43
+
So how do the best Realtors use
Contactually + HomeKeepr?
 Automatically organize your
database of leads & top
referral partners
 Automatically remember to
follow up with leads or
referrals that youve forgotten
about
Use Contactually to:
 Stay valuable with buyers
post-closing by sending home
maintenance reminders
 Nurture your network of local
service providers (and
potential referral sources)
Use HomeKeepr to:
Using both will drive 30%+ more referrals
for your business
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
1-2 months from now...
+
HOMEKEEPR
 [INSERT 1-3 SLIDES SHOWING SCREENSHOTS OF HOW A
REALTOR WOULD USE HOMEKEEPR TO FOLLOW UP WITH A
PAST CLIENT]
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
+
Thanks!
Well follow up in the next
24 hours with the recording

More Related Content

Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals

  • 1. + Hang tight! Were going to start at 3 minutes past the hour
  • 2. How to Nurture Your Network and Generate 30%+ more Referrals in 2015 June 2015 + present
  • 3. + Who am I? Tony Cappaert Co-Founder & COO at Contactually
  • 4. + And heres my co-presenter today YOUR NAME TITLE COMPANY
  • 5. + Whats on the agenda? Where do the top Realtors generate the majority of their business? How can you systematically generate more referrals? You need to figure out a few things Who do you get referrals from? What should you say to them? How to regularly follow up and build a habit? What results have the best Realtors seen so far? Q&A throughout and at the end
  • 6. + Things to keep in mind during this webinar We have a large audience and all attendees will be muted. If you have any questions, please use the chat function in GoToWebinar well stop and answer questions throughout the hour. We are recording todays webinar. Check your email in the next 24 hours for a link to the recording. Stay tuned were going to talk about special offer for all webinar attendees at the end!
  • 8. + We asked the top Realtors: where do you get the majority of your leads?
  • 10. + Whats the hardest part about getting more referrals?
  • 11. + Today, were going to outline how the top Realtors systematically get more referrals 1.Who should you be following up with to get more referrals? 2.What should you say to them? 3.How do you regularly follow up and build a habit?
  • 13. + Who typically sends you the most referrals? Past clients = your best resource Friends and family low-hanging fruit, but that list gets exhausted earlier Other professional referral partners Literally write down right now the top 5 people who have sent you the most referrals in the past year or two
  • 14. + Think about referral sources as As, Bs, and Cs Not everybody in your network is the same Segmentation is key!
  • 15. + Dont boil the ocean keep your list to < 150 people Dunbars number = 150. Its the max # of people with whom we can maintain personal relationships. Its basic math: The BEST Realtors personally follow up with 5 people each weekday 5 follow ups x 5 days in a week x 4 weeks in a month > 100 people per month With the ABC referral partner segmentation we talked about earlier, youll be following up with 55 people each month on average and thats just your referral partners (not to mention your leads or anyone else in your network!)
  • 16. + How can I easily segment my contacts? Start with: And graduate to:
  • 17. +
  • 18. + #2: What should you say?
  • 19. + There are 3 basic ways to add value 1. Build personal rapport: comment on something theyve done or shared recently on social media 2. Make an introduction: connect them with someone where theres mutual benefit 3. Share something of interest: send them an article theyll want to read
  • 21. ++
  • 22. +
  • 23. + Tools to use when building personal rapport
  • 26. + Tools to use when making great intros
  • 30. + Tools to use to share great content
  • 35. + You should be adding more value >> than the asks you make
  • 36. + do you regularly follow up & build
  • 37. + We all know following up is important, but nearly all of us drop the ball It takes a lot of work and is generally time- consuming The pay-off isnt always immediate People are probably going to slip through the cracks
  • 38. +
  • 41. We automatically build (and keep updated) the address book for all your contacts We help you prioritize your top contacts into groups (or buckets) We prompt you to follow up with the top people in your network that you havent connected with in several weeks or months By regularly following up, youll stay top of mind, and get more referrals & repeat business 1 2 43
  • 42. + So how do the best Realtors use Contactually + HomeKeepr? Automatically organize your database of leads & top referral partners Automatically remember to follow up with leads or referrals that youve forgotten about Use Contactually to: Stay valuable with buyers post-closing by sending home maintenance reminders Nurture your network of local service providers (and potential referral sources) Use HomeKeepr to: Using both will drive 30%+ more referrals for your business
  • 46. 1-2 months from now...
  • 47. + HOMEKEEPR [INSERT 1-3 SLIDES SHOWING SCREENSHOTS OF HOW A REALTOR WOULD USE HOMEKEEPR TO FOLLOW UP WITH A PAST CLIENT]
  • 49. + Thanks! Well follow up in the next 24 hours with the recording