This is right out of the LEAD GENERATION 36:12:3 available at KW.com. Remember all of these can be downloaded for free.
Use these formulas to figure out how many people you need to include in your marketing plans.
For example, if you want to close 36 deals, and you want to keep your marketing expenses down, you might concentrate your efforts on your Mets. You might decide to aim for 3/4 of your deals to come from your Mets and 1/4 from your Haven’t Mets.
Plug these numbers into their respective formulas to get the bare minimum size of your databases:
In other words, you’ll need to market to at least 180 people you’ve met using the 8 x 8 and the 33 Touch to get
30 deals. Keep in mind that the smaller your database is, the more emphasis you need to put on prospecting. Since prospecting makes a more powerful effect, it helps to ensure the success of your marketing action plan.
To make up the remaining 6 deals from Haven’t Mets, you’ll need a consistent marketing program that reaches a minimum of 300 people. If you’re not ready to tackle a database of that size, do more prospecting so that you can boost your Mets database and spend more of your energy and money marketing to them.
Because these numbers also vary from one market to the next and from one agent to the next, it’s prudent to work from an even larger database: top-producing agents calculate the database they need to meet their goals and then work to market to a database that’s double that size.
Once you’ve set your goals, you’re ready to work on the details of your marketing action plan. Th e three key strategies below will help you make your plan a success:
Building a successful systematic marketing action plan:
3 Key Strategies
1. Target your audience
2. Be consistent and repetitive
3. Don’t overthink it
36 × 3/4 = 30 deals from Mets
36 × 1/4 = 6 deals from Haven’t Mets
30 × 6 = 180 Mets
6 × 50 = 300 Haven’t Mets