Recently, our very own Russell Putterman was featured on the Spacio podcast – The Sales Pitch – designed for real estate professionals seeking to amp up lead generation, discover valuable strategies, the playbooks of top producing agents and business Sales Pitch Podcastcoaches. In episode 4, Russ explains why lead generation is one of the most important habits for any agent and how it builds momentum that makes everything else work. The full episode can be found here to listen, but some of the key takeaways that you will get from listening include:

How have Russ and the team expanded their network of clients?

There are a few different sources that we have noticed the highest success for expanding our network. This includes constant updates to the database, consistent open houses, hosting or attending networking events and being open to connecting with people that we may not know.

How does our team perpetually differentiate ourselves within Manhattan?

We do our best to run our model per the “Millionaire Real Estate Agent” by Gary Keller – The methodologies from this book allow us to have specialists such as team members on the buyer side, commercial and seller side. With this is in mind, we are able to direct leads in different directions through our systematic workflows in our internal CRM system and hold high accountability for team members to follow up with these leads.

How to build rapport with someone you don’t know and what are Russ’ favorite conversation starters?

An easy way to build rapport is to find commonalities and ask open ended questions that can continue to grow the conversation. Some examples of simple starter questions include – where are you moving from or how long have you been looking.

How is the Focus team trained?

This is a two fold answer – The team is offered training through the Keller Williams NYC market center. Team members are advised to attend training at least once a week and the market center offers trainings almost daily. We also offer team level training – everyone has a weekly consulting and reporting meeting to goal setting, finding what they are looking to achieve. The team also offers the component of hands-on training. This would include hosting open houses and taking buyers on tours – agents who have more experience are also available to provide leadership and guidance along the way.

What is Focus’ system for following up?

This all truthfully depends on type of contact. As mentioned previously, we segment contacts by specialist but we also segment those who have been “met” vs. “not met”. For those who have been met, we set a goal of reaching out 30 – 40 times per year through the phone, email, mailers and events. For those who have not been met, we often start with more frequent touches and then decide after a certain amount of weeks how to categorize.

How can agents up their sales game?

The key is LEAD GEN – make sure you track in your CRM or spreadsheet for every communication that you have with people – the follow up is just as important if not more important that getting the initial lead.

To listen to the full podcast which includes more information on average conversion rates and channels used to nurture leads, click here. If you are interested in learning more about our team, contact us today or text us (347.974.4079).

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