On today’s #MMPT, before we go into new content, I want to take a few minutes to review what we discussed last week :

• The "Sales Funnel”: the sales approach needed to build an enjoyable and predictable business. "3 Rocks Of Marketing” is the top of the sales funnel with feeds the “Deliver and Leverage” which is where you transact. Those that successfully make it through your “Deliver and Leverage” stage populate your “Database and Relationship Management” strategy.

• Review of “The 3 Rocks of Marketing” and how to identify which lead generation strategies are right for you (Barbara Corcoran Method).

• “The Referral Tree” revisited

• Did you do your homework? Did you go back and identify your transactions over the last 2 years and identify which lead strategies are most effective for you?

So today I want to go into more depth in a few areas and add a few new concepts to the mix:

• What is “Deliver and Leverage”? I’ll spend some more time on this area and why it is so important to turn 1 transaction into 3. (People Remark about a Remarkable Experience)

• Discuss that most agents are pretty good at this area (90% would use their buyer's agent again and the typical seller referred their agent at least once and 36% have referred at least 3 times based on NAR 2019 survey (these are strong numbers). Agents understand this area because this is where they get compensated.

• What they don’t do well is look for additional opportunities during the transaction. Most agents are just focused on getting that one transaction closed. The numbers get pretty sad after the closing where less than 9% say they used the same agent on multiple transactions. That’s why started with and spent so much time on “Relationship and Database Management”.