Lead Generation

The life-blood of your real estate business. From absentee owners to prospecting international buyers, we cover everything you need to choose your market and then dominate it.

Finding the Right Geographical Farm

Geographical farming has long been a staple of real estate agents. There's no question that geographical farming can be a successful method of lead generation. However, many agents try geo farming without success, and declare, "Geographic farming doesn't work."

But with just a little planning (and the right natural personality style), geographical farming can be a successful lead generation method.

Neighborhood New Listing Letter Series

Sending these three simple letters out to the neighbors when Denise got a listing catapulted her business! It can do the same for you. Put the power of these letters to work for you.

36 Point System

Denise talks about how to create a follow-up plan that compliments your business, your personality and your clients. This is where the 36 Point System enters your business toolkit.

Open House Checklist

In order to make a strong impression at an open house, you need to slow potential buyers down - way down - so they have time to build a relationship with you. While having everything done on this checklist may be a lofty ambition, you will reap the rewards later.

Hot Open House Tips For The Summertime

Open Houses still remain on my list of top things agents should be doing right now. The market is ripe for buyers that you can educate on the current state of the market. And there is no better place to find them than at an Open House.

Open Houses, Part 1 - Throw Open the Doors

Think open houses aren't effective in today's tech-driven society? Think again! Open houses - if done strategically - can generate more business than you would ever imagine.

Business Boost Ep4: Open House Success Strategies

In this webinar we will cover: how some agents turned open houses into effective lead generation faucet for their business that they can turn on and off as needed, the components of a memorable open house and what you do before-during-afterwards, how to engage reticent buyers into being excited about working with you, without feeling as if you are pressuring them, and the most effective tools that will give you an enormous advantage over every other open-house agent.

Business Boost Ep2: Geographical Farming for Today's Market

Join Denise Lones and Shauna Naf as they provide you with high-impact ideas! You will learn: how to choose a productive farm area, narrowing down your list to fit your budget within that farm aream determining a mailing plan, how to make your materials and message stand out, the different homeowner personality types and how to create a compelling message for each, and how to use your listings and other recent sales to send a strong message to potential sellers in the neighborhood.

Who's On Your Radar?

Recently, I did an exercise with a group of agents that stunned even me. I had an idea of what it would do, but the final results were amazing. I asked a group of agents to sit down with a blank piece of paper and write out every possible lead they have in their business right now. Anyone that they've remotely talked to about the buying and selling of real estate - whether it's now, six months from now, or a year from now.

How to Follow Up with 'Almost Now' Clients

I want to show you some specific tactics to handle your "Almost Now" clients - some of which may convert them into "Now" clients much sooner than you anticipated.

Matching Your Lead Generation Style to your Personality

Lead generation is by far the most neglected area - along with follow-up - for a real estate agent in this business. Part of this is because the agent hasn't figured out what kind of lead generation is going to suite their personality. Denise covers both active and passive prospecting and offers suggestions for agents of all kinds of personality styles.

Lead Generation is Critical to Your Success

If you've stayed at the same level of production the last two years or if your business is not where you need to be, lead generation is your answer. Over 98% of real estate agents don’t do any form of organized lead generation other than mailing (usually very bad content) to their database.

Lead Generation - Personality Types

Watch Denise as she begins her series on lead generation with a discussion of the four personality styles and their impact on successful lead generation.

MLS Shortage Marketing Letter 1

Use this letter to target any shortage from price points, style of home, area, etc

Open Houses - The Case for Traditional Open Houses in a Wired World

No one knows exactly when open houses became part of the real estate scene. They've been a mainstay of the real estate industry for so long that it's proven impossible to meet a practitioner that can exclaim, "I remember back in the old days when we didn't have open houses!"

Like society in general, the real estate industry has experienced growth - and change - in leaps and bounds. Almost every facet of the real estate industry has changed dramatically in the past century. And many agents are clamoring for the demise of the open house, claiming it's a "dinosaur" from "the old days." These agents feel that the proliferation of online data now available to buyers makes open houses a waste of their time and energies.

Are real estate agents ready to turn their backs on what was originally the lifeblood of their community? Our open houses white paper proposes that agents should not be so quick to dismiss the power of an open house and provides concrete reasons for using this important sales tool.

How to Create a Farming Book

In order to truly become the expert in your farm area you need to have a large binder (or two!) full of detailed information about the farm. Learn the different information you should gather and how to organize it. This is also known as a Farming Bible.

White Paper - Your Potential Client Conversion Program

This white paper is chock-full of good ideas to send to the clients in your pipeline!

Prospectors - On the Endangered Species List

Over the past five years I have taught thousands of Real Estate Agents and in every class I teach, I ask Real Estate agents how they prospect. Do you know that over 95% of all Real Estate agents tell me that the types of prospecting they do are primarily restricted to past clients, family and friends, sphere of influence and contacts?