If you’re looking to generate a consistent daily flow of targeted, red-hot buyers calling you, this quick and easy strategy will have your phone ringing off the hook almost overnight.

You don’t need to make a single outbound call or prospect in any way. It will take you just minutes to set up. And (best of all) you can do it all on a “poor-boy” budget.

In fact, I know agents who have added more than $6-figures a year in commissions with this one system alone.

Step #1: Get a “Fix” on Your Perfect Buyer

The first step is simply to know what kind of buyer you want to attract. It’s that “market selection” thing I always talk about.

You want to locate the “hot buyers” in your market – segments of the market where the buyer activity is high. This way you’re “fishing in a stocked pond” right up front…thereby maximizing your chances of success.

How do you do this? By spending 30 minutes on your MLS computer and identifying market segments that are more active than others. You want to look for segments where the sales activity is highest in your market.

Maybe there’s a price range that’s hot. Or a geographic area. Or maybe there are types of homes that are selling well (such as luxury, resort, beach or horse properties).

Step #2: Find a Few Great Homes to Use as “Buyer Attraction Magnets”.

OK, so you’ve found a hot market – a segment with great potential. Now you need to ask yourself, “What are buyers really looking for?” Answer: “The perfect home!”

So lets go out and find “the perfect home” you can use to attract your buyers. You want to locate several truly great homes in that market…homes with great locations, wonderful features, priced right, etc.

You’re looking for homes that perfectly match the type of buyer you want to attract.

Conduct a MLS search based on the “hot markets” you found from Step #1, and the right homes will soon be staring at you from your computer screen. Now all you need to do is select a few that really stand out.

If you need to preview a few, that’s OK. You’re looking for truly exceptional homes.

Some of these homes could be your own listings. Some could be with your brokerage. And some are listed by other brokers.

If you don’t own the listing, you’ll need to contact the listing agent/broker and ask them if you can help them promote their listings with a special advertising program you’re creating (after all, they want to sell their listings and here’s free advertising).

If your broker has listings that match the type of buyer you’re targeting, then ask him/her if you can use those listings. It’s likely the agent/broker will welcome you helping to promote their listings, but if not, move on to your next listing from your search.

Step #3: Create Your Buyer-Generation Promotion(s)

OK, you found the hot market – or several markets. You found a bunch of “buyer attraction magnets” (listings) that perfectly match the type of buyer you’re targeting.

It’s now time to get buyers to call you.

There are really 2 steps here: 1) Select the right medium for your promotion, and 2) create an irresistible message practically forcing buyers to call you. Let’s look at each one.

First, when looking for the right “medium” for any advertising, you need to ask yourself, “Where does my target market go to locate information that is important to THEM?”

Think about it. You’re looking for buyers. Where do THEY go to look for information when in their situation?

Maybe they look through the classifieds in their local paper. Maybe they look through “homes” magazines. Maybe there are homeowner newsletters their friends read that may bring a listing to their attention.

Once you find a medium you want to use, it’s time to write an irresistible message buyers can’t refuse – our second step in the process.

The best way to write a great home promotion is to locate the “free bonus” you got called “Classified Ad Secrets” you received when you signed up here at Agent Inner Circle™. That little manual will teach you how to write any type of ad for a home…an ad that will cause people to call!

If you don’t have a copy of “Classified Ad Secrets”, then click on the “Free Welcome Gifts” link under “Handy Links” in this newsletter – you can download it right there.

You’ll also want to get a hotline, or some way to take calls when you may not be available. People are also more receptive to calling a recorded message because they can hang-up. They’re in control.

And don’t forget, if you use a hotline, make sure you program it to page you when you receive a call. This way you’ll be talking to the prospect when they’re truly interested in real estate. Timing is everything.

Step #4: Convert Callers to Commission-Producing Buyers

If you’ve followed these steps correctly, your phone will ring (or your pager will go off) with calls from people interested in the home you have advertised.

What do you do now?

The first thing you should do is respond as quickly as possible. Believe it or not, agents lose more than 70% of leads because they never even responded to the prospect inquiry, or responded so late it was a dead lead. Shameful!

Odds are the calls you receive will be from the exact type of buyer you’re trying to find – whether it’s a price range, area, or type of home. Your goal is to try to sell them the home you have advertised, or another home that better matches their needs.

Don’t forget your focus here: you’ve generated an inbound lead. You already know something about your caller before they call (because the ad they called on actually qualified them). And that’s crucial information.

So how do you convert an inquiry to a client?

First, talk about the home you had advertised. Understand its unique features so you can speak with authority. The purpose of your initial discussion is to establish credibility as a top agent and build a relationship.

Second, ask questions about their needs, and LISTEN. They will give you important information about themselves and their needs that will become very important in converting them to a client.

You’re looking for what I call “bridges” that will create a unique bond with the client – a “common connection” that will take your relationship to a new level. When you find something in common, or discover specific needs, you need to then communicate how you share the same interest, or have a specialty in what they need.

Finally, if you feel there’s a sincere interest, you need to schedule an appointment with your prospect. You need to close the lead. So make them an OFFER to help.

Perhaps it’s a customized list of homes. Perhaps it’s an appointment to talk about their needs. Or maybe you’re going to send them a report, or simply get them on your Service For Life!^® subscriber list if they’re not ready to buy yet (www.serviceforlife.com).

The point is, if you don’t learn how to transition your prospects into a close, all your previous efforts will be wasted. If you’re new to this process, practice your closing techniques in front of a mirror so it becomes second nature for you when working with prospects.

Final Thoughts…

One thing you should understand about this little strategy: It’s scalable.

You can test your promotion for relatively little money. If it fails, you’re out only the cost of a small classified or flyer. But if it works (getting leads and buyers for an acceptable cost), then you can “scale” the strategy by multiplying the number of ads and homes in any publication. You can basically name your income.

So will you use this strategy in your practice?

Want to know a secret? Statistics say that less than 1 out of 20 agents will actually use this strategy.

A bunch of agents will think of all the reasons why they can’t do it – some will even email me with wacky criticisms or why it can’t be done. A bunch of agents will say they’re too busy previewing homes or running papers or attending meetings to actually create prospecting systems for more business and income (too busy to make any money).

And a bunch will read the article, say, “that’s really interesting”, and forget they ever saw the article by lunchtime.

But there are one or two agents out there who’ll really grasp this idea and take action. And it’s those agents who become the top 5% big producers in real estate. They simply take action.

Which one are you?

I once had an agent ask me if I knew just one marketing strategy that was so powerful you could get 500 clients from it. My answer was, “I don’t know one strategy that will get you 500 clients, but I know 500 strategies to get one client.”

There really isn’t “one” way to succeed in real estate – not for everyone in every area. There’s no one miracle strategy or widget that’ll do it all.

But from nearly every top agent I’ve ever met, I’ve found that ultimately they generate most of their clients through some type of credible relationship – whether the client already knew them (or knew of them) or was referred to them from a trusted friend or source.

Established agents generate as much as 90% of their business this way.

But what about the rest of agents who don’t have massive lists of past clients and huge market awareness? Is there help for the new or hungry agent wanting to get to the next level?

Yes, there is. The process of building a real estate business is no different than any other business. It’s ultimately about building market share. There are 2 ways to establish market share: 1) work your way into the market, or 2) buy your way into the market. If you have no money, you’re forced into manual labor to get clients.

There are really 4 basic areas to think about when building your business. They include:

1. A unique and beneficial product or service for which there is a definable, proven market…

2. A sales generation system to market and sell that product and retain your clients for as long as humanly possible to generate a) more sales, and b) referrals, word of mouth and repeat business…

3. A unique product or service delivery system (remember I said “unique”)…

4. Measurement systems (to know how you’re doing).

For most agents, the biggest stumbling block is generating enough client flow to make real estate a lasting business – it’s all about marketing and sales generation. So here are 7 important tips to consider in creating a stellar marketing and sales generation system…

#1. Nothing Worthwhile Was Ever Achieved without a PLAN. If you don’t know where you’re going, any road will get you there. Smart agents think through their marketing strategies, examine where their current business comes from, and plan the future strategically.

You can do the same thing too. Just number out 3 or 4 major marketing efforts, set a goal for them, and focus like a laser beam. Here’s an example of a super-simple 30-transaction annual plan:

1. Goal: 12 transactions. Build my “house list” to 500 names in the first year and create monthly contact.

2. Goal: 6 Listings. Select the highest probable farm areas (# of listings, short market times, high turnover, fewer agents, etc.) where I’ll send Service For Life!^® and walk the area weekly to become a neighborhood specialist.

3. Goal: 6 Listings. Generate 1 buyer from every listing I take by employing buyer magnet strategies with my listings (800 sign tags, info tube flyers, classifieds, etc.).

4. Goal: 6 Buyers. Create a classified ad buyer generation system (see your Classified Ad Secrets bonus you received when you joined Agent Inner Circle™).

#2. Prioritize Your Marketing Time, Money and Effort According To the QUALITY of the Prospect or Market. “Quality” is defined as how well the prospect already knows you and is most predisposed to use or refer you over any other agent.

You’ve only got a limited amount of time and money to spend, so you need to spend it on the highest potential prospects. Don’t go chasing cold prospects at the expense of higher potential prospects.

Without a doubt, your highest priority market is going to be past clients or friends who have already sent you a referral. The second highest priority will be the rest of your “house list” (friends, family, etc.) who already know you and have the ability to do business with you or send you referrals.

The third highest priority would be inbound transactional leads. These are people who have called you from signs, info tube flyers, ads, and other “pull” marketing – most agents fail to follow-up properly and convert these people to clients.

Your fourth highest priority would be leads or clients generated from cold outbound sources: phone calls, farming, expireds, FSBOs, etc.

And the lowest priority would be the general population who neither know you, nor care to know you – yet remember (before the “no call” lists) how many “gurus” told agents to open the phone book and start calling? There’s a reason why they outlawed that method!

#3. When Starting Out (or starting over), Spend 80% of Your Time on Prospecting and Client Acquisition Strategies. Whether it’s cold prospecting or establishing marketing systems, ads, sales letters, press releases, walking neighborhoods, etc., focus your resources on getting business. Don’t allow distractions (self imposed or otherwise) to interfere with this task.

Too many agents are busy doing the wrong things. They spend their time previewing, running documents or anything except nose-to-the-grindstone prospecting. If it ain’t going to bring in more business, it can wait.

At the same time, don’t neglect establishing marketing “pull” systems so you can quickly stop manual outbound prospecting. You only make money when you work with clients and close deals, so anything you can do to automate your ability to generate leads and clients is going to naturally increase your income.

#4. Create a “House List” and Market To Them as Your Primary Marketing. You already know that 74% of all real estate transactions occur from a relationship – they know the agent or are referred.

Here’s something you don’t know: If you built a “house list” (database of personal contacts) with 300 people (homeowners) on it, and the average home ownership period is, for example 7 years (nationally it’s 5.5 years), then 42 of those people will buy or sell every year – not including the referrals they could send you.

600 people and it’s 84 transactions every year, etc. You won’t get all 42 deals, but who do you think would be the odds-on favorite: the stranger who cold-calls them over dinner or sends a recipe card, or the person who’s been in their life each month, brought welcomed and valuable assistance, demonstrated their professionalism and follow-up each month, and also confirmed they’re committed to the relationship for the long haul?

That’s what I call “market share”. Get your house list going, and start bringing them welcomed, value-oriented contact. If you need ideas, then sign up for “The Ultimate Real Estate Success Secret™” Free Course – it’s the link in the right-hand margin of your Agent Inner Circle™ issue.

#5. Get a Hotline and Use it. Your hotline will become the foundation of your marketing systems, and will become the “mechanism” that generates leads and clients automatically from ALL your other marketing, so you can do your job: working clients, closing deals and cashing commission checks.

You’ll use it for all your marketing: classifieds, display ads, sign tags, info tube flyers, listing presentations, and lots more. You can even program your hotline to page you so you’re getting a hot lead. And don’t forget to follow-up immediately on those leads.

Go to www.SixFigureHotlines.com and check it out.

#6: Use Direct Response in ALL Your Marketing. There are many elements to direct response, but remember this: No one will reply to any of your marketing without a specific, self-serving REASON to respond.

95% of the agent community is hopelessly ignorant of this fact and they keep using “image” advertising with the same lousy results. I’m talking about making an OFFER to prompt response from prospects: a special report, an area analysis, your “Maximum Home Value Audit,” a “Free Home Package” of a listed home, etc.

All of your marketing should include an irresistible offer and call to action to prompt response. Want to learn more about how direct response can revolutionize your business? Go to www.3-Steps.com and get Laurie Kaye’s free 26-page booklet.

#7. Market Off Your Listings to Generate Buyers and Other Listings. I’ve had dozens of agents who used this system and consistently add $100,000 to $250,000 per year in extra business.

So listen up. Do you know the purpose of taking a listing? Did you say, “Sell the home?” If so, you’re like most “average” agents, and only partially correct.

The purpose of taking a listing is to attract buyers and other listings to your services.

Think about this: buyers drive by the neighborhood, view your classifieds, open your info tubes, read your listing display ads, read your signs, and yet most agents give them no meaningful reason to contact them – to respond and get a hot lead.

Imagine how your business would grow if you implemented buyer and listing attraction systems with every listing you take? That’s what I mean by “leveraging” your efforts for more business.

In closing, you need to think of your marketing as building “systems”. Systems act like spokes on a wheel, with each spoke being one system. The more spokes you have working for you, the stronger, more powerful the wheel. Most agents have only 1 or 2 systems working for them, so if they lose a system, the whole wheel collapses.

Plan your business around these 7 simple strategies, and you’ll see an immediate and lasting improvement in your production and your life.