A real-estate lead system that touches prospects 60 times a year through videos, mailers, events, and giveaways to build what the speaker calls a "raving fan club." Two viral videos monthly, market snapshots, 12 direct-mail pieces, two events, plus constant referral asks. The pattern: give value repeatedly, then ask for business.
Questions this video answers
Two viral videos per month (24 per year).
12 market snapshots per year (monthly).
12 direct-mail pieces per year.
Two events per year (examples: a baseball event and a fall festival).
Two giveaways per year (pies and chocolates).
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. This is KW's 33 Touch just amped up. Okay, so same concept you've got. It surprises me how many people 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 recruiting blog, it's the 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, you know, 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, you know, 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. The data, they also do the listing alert. So anytime there's a sold or an under contract or an active, 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 pretty simple. There's just some 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 snapshots, 12 direct mail, two 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 in May and 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 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 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 a very, very quick. It's just an easy way to do it.
