A real-estate agent's 60-touch system to keep clients coming back: 24 viral videos a year, 12 market snapshots, 12 direct-mail pieces, 2 events, and giveaways. The key is tagging your best clients and asking them directly for referrals.
24 (2 per month).
12.
12.
2.
Two giveaways per year (pies and chocolates).
Alright, so let's get into our 60 Touch program. This program is for anyone that knows you, likes you and I don't know if it's important that they trust you yet, but these are for your Mets. So if you think of your 60 touch program, there are elements, if not all of it that you could roll out to anyone that comes into your world. So if a FSBO that you have a conversation with a seller that's not, you know, an expired that's not ready to list, you know, buyer leads that you know, you have a level of contact with so they make ABC status, obviously your sphere, your past clients, but this is for anyone. So this program, it's meant to just build. It's just database marketing, referral marketing. And so it's just meant to build up a database that you're constantly giving to as a way to get. So the 60 touch program, this has so many uses is that if you don't have a raving fan club or a 60 touch, a very deliberate process with your Mets, you've got a. This is KW's 33 Touch just amped up. Okay, so same same concept you've got. It surprises me how many people don't don't have this dialed in. So here it is. We do two viral videos per month but mention that you're from real estate B school just so he knows that that recruiting blog, it's same concept, it's just jab, jab, jab, right hook. So you're giving away your best tools to agents in your market and then the right hook is that there's an offer to join your team. So 24 viral videos at 24 touches topics from the interest rate environment to a market overview to you want to make these as direct response as you can. You're just doing it in a way where people want to open it up. So it's that direct response headline. Then there are calls to action and the blog does a really good job of that. 12 market snapshots we've gone back and forth. Everyone sort of disses top producer and says market snapshots aren't accurate and so forth. It's a very turnkey system. In some MLS's the data gets a little screwy. I've got myself set up on one and it works okay. They also do the listing alert. So anytime there's a sold or an under contract or inactive and an email goes out if it matches your criteria and those are really cool emails, it's like a little picture of you with a Little caption, hey, this property just sold. And it almost seems as if you sold it. So it's very cool. 12 direct mail. You can do anything here. Newsletters are a little bit more labor intensive and costly. You could do a quarterly newsletter and then jumbo postcards that Danny. For three years all I did was jumbo postcards. Some of these are old, but Danny has a. We don't. We're not really pushing the guaranteed sold much anymore, but he has a huge database. There's a letter that we wrote, a season's greetings, a Thanksgiving. Our pumpkin fest is in there. That's a newsletter that we, I think we sent out once. We're not even doing newsletters right now. We just keep it, keep it pretty simple. There's just some ideas in here. Ideas in there. But what you want to do is reach out to Danny and he's real good at keeping a library of stuff. So that's 48, 24 viral videos, 12 market snapshot, 12 direct mail, 2 events. So we do a baseball event, we do a fall festival. Events are expensive, so that's the last thing you should implement. If you don't have anything else going, do that one last. Because you'll spend a lot of money on an event and the return is you really have to focus on monetizing it in order for it to be a success. So do everything you can to ask for referrals. And we even sent out, this is for our baseball event. We sent out a testimonial link. So the call is like, hey, Mike, this is Lars from the Lars Group. We are having, hosting a baseball game, you know, in May. And you know, we just want to reach out, you were a great client of ours and just find out if you are interested in going. And also if you, you know, if you know anyone that's looking to buy or sell, it's an opportunity to ask for a referral. And then when you get them to the event, you're asking for referrals. You're just always asking for referrals. But you're giving them something and then you're asking for something in return. So just law, reciprocity, Influence. Cialdini's book called Influence. So that's six, right? Two events times two plus one. So that's six touches, two giveaways. We do the pies and we do the chocolates. On Valentine's Day, Danny has postcards all designed and you can just swipe and deploy them. They're very generic. They're really, really great postcards. And they're very low cost, but you just got to commit to doing it. And then once this is done, the 60 touch is done. It's just going out and. And your database has a tag on it. You can either call it a tag 60 touch, or raving fan club. And you're just sending stuff out and you're adding people to that database, and the next time a viral video goes out, they're included in that database. So it's just an easy way to do it.
