Learn How Tina Beliveau in Baltimore Maryland is Selling 150 Homes Annually

Tina Beliveau, a Top Realtor from Baltimore, knows how to generate a massive numbers of leads. Tina runs a sales team called the Beliveau Group. She also is the co-team leader and co-managing director of a Keller Williams franchise called the Keller Williams Legacy. And her team does a volume of $40 million on 150 transactions (averaging $300,000 each). That’s up from $15 million her first year.

Over time, she's found that predictability, processes and systems are what drive sales up. Today, she has systems that work and she spends her time training and leading her team to make them as effective as they can be.

"Inconsistency,” Tina says, “is a killer. It saps time and energy. Keeping that focus makes the difference.”

Whether she’s looking for client leads, partner leads or talent leads, these 5 tactics are working well for her, and she shared them in a video interview with coach Bill Hart recently.

1.    Her 36-touch database referral approach is the number-one key to success.” I can screw up a lot of other things,” she says, “and I do, every day. But if I can be consistent with the foundation, it makes all the difference between a million-dollar commission year and a $200,000-commission year. One of the biggest takeaways is that over 20 of her touches are videos”

Keller’s research shows that “the number of touches needed per year to be successful is 36, and one of the biggest differences coming out is that 26 of those touches should be video.” These include the basics: client events, promotional materials, birthday/holiday cards, etc. High-level advocates, she says, receive even more value than that.

2.    Tina uses Facebook to stay connected with customers. After the sale, all that interaction goes away. But it doesn’t have to. Tina connects with customers through social media, with her primary tool being Facebook. And she really works it every day. “I'm just developing the relationship during the transaction, and the relationship just continues on social afterward like it would with any other friend or relationship that I had developed,” she says. Then when there’s a big event such as a birthday, a baby, a wedding, a funeral, she reaches out. She’s not selling, but she keeps that lifeline connected so she can be top of mind for them. “It's a game changer,” she says. “Sometimes people around me who aren't in real estate are like, ‘Oh, I hate Facebook’, or, ‘I got rid of Facebook.’ I'm like, ‘I can't imagine not having it. It's such a tool of connection for me.’

3.    She uses referrals to find the best talent to build her team. While advertising has its place, Tina has found that the best employees come to her from referrals. So when she’s got a job to fill, she uses social media, email, texting, even phone calls to get the word out with “the right people”, and they recommend people they know and believe in. “And all of the messaging she sends translates beautifully on mobile devices,” Bill Hart explains. Here’s a hot tip: If you refer a hired employee to her, you get a $500 reward.

4.    She follow’s Gary Keller’s Millionaire Real Estate Agent Model of Leads, but the process works for any type of lead generation. She explains: “The foundation is leads, and then you’ve got a triangle of listings and leverage.” The leverage could be referrals or marketing.

5.    Great online reviews are a top priority. “We’ve gotten even more purposeful with this recently,” she says. They track how many five-star online reviews the team gets, and they’re accountable for generating 15 a month. They have 5 key platforms they focus on: Yelp, Google, Zillow, Facebook and Angie’s List. “It’s about having a long-term focus vs. bouncing around from idea to idea, platform to platform,” Tina says.

Tina’s ideas and processes are absolutely repeatable by mortgage lenders. However, if you’re a lender in the Baltimore area who would like to work with Tina, to be considered, she likes to see the value you can provide to her team.

“We have a system, we call it our milestone process. Every week, our pending clients get an email on Thursday from our transaction concierge, and a call on Friday. The call is to follow up on the email and make sure they saw it, or they might have a bunch of questions, so not just assuming, ‘Oh, I sent an email. It's enough.’ So I think, as much as a lender can mirror that ... I see very few mortgage professionals that generate referrals, and/or they might be spreading it between many people, which I completely get.”

In the conversations loan officers are having with agents, she suggests you focus on the agent’s biggest pain point. “If I need more time, I don't actually want to talk to you about Zillow. However, if you can help me get my open houses staffed, if you can refer talent to my team on the sales or operation side, those are things that make the difference.”

It just comes back to providing value for the real estate agent, or something the real estate agent can take to their clients, like a video, she says. “That's one thing. If it isn't that, is it support? Is it training? Is it supporting events that we're hosting? Is it co-hosting open houses together? There are so many creative ways to do it. But it's also understanding what they want, vs. making an offer that might not be what matters to that agent.” 

To hear this interview between coach Bill Hart and Realtor team leader Tina Beliveau, click here.

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