Tony and Suzanne Marriott's Phoenix Arizona Real Estate Blog

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October Lead Generation Challenge: Finding, Qualifying, & Tracking

This is our entry into the contest: October Lead Generation Challenge: Finding, Qualifying, & Tracking sponsored by Jeff Dowler.

 

PART 1: REPEAT BUSINESS AND FINDING NEW LEADS

 

In April of this year I wrote: Is Marketing Your Strong Suit? Our 100 Day Checkup... - another contest sponsored by Bob Crane that reflected on past lead sources and a "new approach" we had implemented.

 

As with most things, the “new approach” has been a learning experience.

 

A direct mail campaign.

 

Targeted at carefully selected homeowners using a number of very specific criteria.

 

We learned that it’s effective - and it results in numerous leads.

 

We learned that the homeowners in the price range we are targeting often want to do things “their way” at “their price”, mainly (I believe) that because they are good at what they do for a living, they mistakenly translate that into “therefore I know best about everything”.

 

We learned that listings in the target price range have fewer showings and sell more slowly than the lower price ranges, as there are fewer Buyers in that price range.

 

So we are expanding the price range to include the lower price range where the bulk of homes sell.

 

In addition to the above, we get “leads” (business) primarily from the following sources:

 

- Agent Referrals
- Active Rain Agent Referrals
- Active Rain Readers
- Corporate Relocation

 

PART 2: HOW GOOD IS THAT LEAD?

 

So, what is the next step after the lead arrives?

 

Initially we have a phone discussion with the prospective Buyer or Seller.

 

For the Buyers, there are a series of questions that include:

 

Price Point
Type of Property
Location
Time frame
Pre-Approval or Proof of Funds

 

At the end of the discussion I advise them that the next step is for me to send them 3 documents for them to review and sign via DocuSign:

 

Agency Disclosure
Buyer Advisory
Buyer Broker Agreement

 

Unwilling to sign? If a referral I let the referring agent know it’s not a good fit, if they arrived some other way I refer them to an agent who is willing to work without a Buyer Broker Agreement.

 

For the Sellers, there are a series of questions that includes:

 

Want to sell or need to sell?

Previous history - listed then expired or cancelled?

 

Set up an appointment to tour the property and let them know that we won’t be discussing pricing at that appointment - that comes at appointment number 2 which we will set at the end of appointment number 1.

 

At appointment number 1, we determine whether the Seller has unrealistic expectations, wants to do it “their way” versus a proven method, wants to over-price their listing, etc…

If not a good fit? If a referral I let the referring agent know it’s not a good fit, if they arrived some other way I refer them to another agent who may be a better fit.

 

PART 3: TRACKING YOUR LEADS AND YOUR BUSINESS FOR THE YEAR

 

Suzanne is meticulous in keeping Top Producer up to date with every lead, contact, etc. and where they came from, enabling us to easily see where the business is coming from.

 

In addition to the Top Producer database, we use a dry-erase "WriteyBoard" for all transactions in progress so we can see at a glance where each transaction stands.

 

A work in progress - but it's working well for us!

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All images purchased and  licensed from Shutterstock , shared from YouTube, sourced from Vectortoons, or were taken by the author unless otherwise noted.

About the Authors - Updated 2018

If you are considering a Traditional or Short Sale of your home in Phoenix, Scottsdale or any location in Maricopa County Arizona, you owe it to yourself to talk with Haven Express @ Keller Williams Arizona Realty to determine whether Tony and Suzanne Marriott are the best real estate Brokers in the Phoenix and Scottsdale metropolitan area to help you with the Successful Sale of your home.

Tony and Suzanne have personally Listed, Sold and Closed more than a hundred Short Sales with the highest list to close rate in the Phoenix Metro Area!

Tony Marriott - Chief Executive Officer - Haven Express @ Keller Williams Arizona Realty

Suzanne Marriott - Chief Learning Officer - Haven Express @ Keller Williams Arizona Realty

Associate Brokers, REALTORS
Haven Express
Keller Williams Arizona Realty

Comments

SOunds like a great system that you have and a wonderful entry to the contest too!

Posted by Kristin Johnston - REALTOR®, Giving Back With Each Home Sold! (RE/MAX Realty Center ) almost 4 years ago

Hi Tony and Suzanne Marriott, Associate Brokers - When you have a proven concept working for you, it is best to make minor changes to refine it. Congratulations on a successful formula!

Posted by Sheri Sperry - MCNE®, (928) 274-7355 ~ YOUR Solutions REALTOR® (Coldwell Banker Realty) almost 4 years ago

This good be the winning post...

Posted by Richie Alan Naggar, agent & author (people first...then business Ran Right Realty ) almost 4 years ago

marti garaughty, abstract art, graphic design, marketing, WordPress consultant

Posted by marti garaughty, a highly caffeinated creative type... (garaughty.com) almost 4 years ago

For many people it is a challenge to generate activity or even manage what they have properly. You seem to have your system in place and well established for the rewards it is returning.  Continued good luck to you.

Posted by Ed Silva, Central CT Real Estate Broker Serving all equally (RE/MAX Professionals, CT 203-206-0754 ) almost 4 years ago

Sounds like a well oiled machine the way you generate leads and track them.

Posted by Chris Ann Cleland, Associate Broker, Bristow, VA (Long and Foster REALTORS®, Gainesville, VA) almost 4 years ago

Love your part 3 combo of new school and old school although CRM is really old school with new school updates. It is amazing to me how few agents know the value of an organized CRM for repeat business.

Posted by Joe Pryor, REALTOR® - Oklahoma Investment Properties (The Virtual Real Estate Team) almost 4 years ago

Tony not surprised you found the higher end situation. We do a lot of market reports and most of those homes don't sell at such inflated prices and have multiple agents as you well know.  You two make a very good team!

Posted by Anna Banana Kruchten Arizona's Top Banana!, 602-380-4886 (HomeSmart Real Estate BR030809000) almost 4 years ago

Sounds like a good system and we have implemented new tools in the last 2 months and plan to ahve a RECORD 4th quarter like never before.  

Posted by Florida Tolbert Team Keller Williams Advantage, Keller Williams Land Luxury Division Specialist (Keller Williams Advantage III Realty in Lake Nona) almost 4 years ago

In this area buyer agent agreement is almost not being used. Too intimitating 7 pages long. Often after 1 day showing you can tell if these tech savy buyers will need to be shown. Those who are looking for a Supra door opener I remind them I am with a law firm.  Be respectful of my professiob I will do more than other brokerages.

Posted by Sam Shueh, mba, cdpe, reopro, pe ( (408) 425-1601) almost 4 years ago

Thank you Kristin Johnston, Waukesha County Realtor 414-254-6647 and - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Agreed and thanks Sheri Sperry - MCNE and - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Thanks Richie Alan Naggar and - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Thanks marti garaughty and - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Slowly but surely Ed Silva - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Suzanne is the brains behind the organization Chris Ann Cleland - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Agreed Joe Pryor - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Agreed and thanks for the compliment Anna Banana Kruchten - much appreciated - and - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

That's great Florida Tolbert Team of Keller Williams Realty Port St Lucie, FL - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Interesting Sam Shueh - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Hi Tony

You and Suzanne have a great system in place from start to finish to keep that business flowing, and tweak things as needed. Thanks for some sharing this so others can benefit, too!

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (eXp Realty of California) almost 4 years ago

Thank you for the kind words Jeff Dowler!

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

Sounds like a system that is lather, rinse and repeat and gain success...the very best kind !

Posted by Sally K. & David L. Hanson, WI Real Estate Agents - Luxury - Divorce (EXP Realty 414-525-0563) almost 4 years ago

It's working - but still could use some fine tuning Sally K. & David L. Hanson - thanks for stopping by with a comment!

 

Posted by Tony and Suzanne Marriott, Associate Brokers, Haven Express @ Keller Williams Arizona Realty (Serving the Greater Phoenix and Scottsdale Metropolitan Area) almost 4 years ago

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