Someone that is not moving
It took me a long time to realize that someone that is not moving could be categorized as a lead. I am old school, if you are not moving then…
I had an understanding of a SOI or COI Sphere of Influence or Center of Influence. I had heard all kinds of techniques to do marketing, but they were usually from people selling postcards and not selling real estate.
After reading the book Millionaire Real Estate Agent I started getting a clear idea of how and why you marketed to them. Gary Keller’s research also gave a set of numbers that could be used to measure your effectiveness to.
According to the Millionaire Real Estate Agent the ratio is 12:2, which the math whiz folks immediately say that is 6:1 and you are correct. It is broken down like this, 1 out of 12 will refer someone and 1 out of 12 will do something. So the question is, are you the one they are referring and doing something with?
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