Ricky Khamis's Blog: Lead Bucket Lists and Ideas To Create More Business


Lead Bucket Lists and Ideas To Create More Business

There are many different types of Lead Buckets, which ones are you actively pursuing and engaging with on a regular basis? How many buckets do you use in your business?  I am going to describe in detail below the type of business avenues where I believe you will have the most Return on Investment/Time.

Bucket of MoneyBucket 1: Referrals.  Friends | Family | Past Clients - How do you market to this group of business? It is one of the highest ROI's that you can have, because the cost is Word of Mouth. Having a solid way to market automated to this group is crucial to your success, but it cannot be canned.  Friends will get different marketing from you than Family, and Family will get different marketing from you than Past Clients and so on. Being able to automate the each individually and taking the time to set it up will yield very high returns.  NAR says that 41% of closings come from this Bucket! 41%!!  That tells me it is the most important to be set up RIGHT.

Setting it up: Start by setting up a strong CRM you need to take your time on this, set up each campaign individually for each Referral Type.  Top Producer, Wise Agents are a couple as well as ACT and SalesForceRealtor Database Software.


Money BucketBucket 2: Open Houses!  YES Open Houses do work, NAR says that 77% of people drive by homes that they find online.  That means that you have a 3 in 4 chance of someone online driving by the home while you are sitting there marketing it.  When people come in you HAVE to be ready for them, how do you WOW them right out of the gate? What do you give them that says "I am the top agent in the market"?  Here is one way to set up your Open House:

Have payment flyer ready to hand out: Example of a Payment Flyer

Business Card Sticker

Have a Business Card with the Property on the Back of the Card, so when you hand them your card the potential clients will remember you and the property:

Use your iPad to sign people in.  People LOVE technology and there are many Sign In Apps, this one is great, that you can use to give you that added perception that you are the Technology Expert.

After they come through the Open House, follow up with other LIKE properties using your IDX technology, which brings me to Bucket number 3.


Money BucketBucket 3: IDX Technology!  A MUST HAVE!! This is the MONEY site, where you send or "direct" Potential Clients too.  As long as you have at least one site, then you have somewhere to send Potential Clients.  Pick an easy name for your website, something memorable Like AZREFORME.com or Propertytobuy.com VETsForHomes.com you get the idea.  Then the most important thing is to make sure that your IDX has the ability to build multiple links customizable to each geographic region and Property Attributes.

Let me give you a couple examples:

3 Bedroom Homes For Sale In Vistancia at Trilogy

4 Bedroom Homes For Sale On Huge Lots In Vistancia at Trilogy

Then have those links go direct to searches that you built, so when the consumer finds the link they get exactly what they were looking for.  One of the biggest mistakes I see people make is not taking the time up front to build the webpages with the correct links.  Make it a goal to set up 1 to 2 new page links per day in your website, this will also help you keep your finger on the pulse of your market


Money BucketBucket 4: Organic Website Advertising... This is a tricky one, and probably has the highest ROI next to Referrals (See Bucket 1). As you're building the webpages from Bucket 3, you are also adding content rich information about the area.  Make sure each page has 300 words, and 3% the keywords you are wanting people to find when searching.

The more Pages you build the more ranking your site will get, little by little.  If you build 2 pages per day for 2 years, you will have 1460 new pages on your website that has the built in IDX MLS Search.  Sprinkle in your Social Media here, driving your "friends" to your site.

Blogging is a MUST when setting up your Organic Search Bucket.  Activerain is by far the best medium to use because it was set up for Real Estate agents.  This means when someone in New York writes a Blog page it helps someone in Oregon who wrote about the same "type" of property there.  Each page needs to have your Settings dialed in so there is a place to send customers called a Landing Page. Having a solid Landing Page that makes sense to the look of your Blog is crucial.  This means if you are selling Short Sales, then your Landing Page might be your Short Sale process, or how to qualify for a Short Sale... 

Money BucketBucket 5: Pay Per Click Campaign!  One of my favorites because the yield on this is extremely high if you set it up right.  One Tip: seek help with a Google Adword Consultant, it will take months off your learning curve.  Also, it doesn't cost as much as you think!  If could, but doesn't have too.  

Daily Limits: set your daily limit to what you are willing to spend or that you have budgeted for.  For instance if you want to spend 500.00 a month on Pay Per Click or PPC then your Daily Limit will be 16.00.

Cost Per Key Term: BE CAREFUL here, you could end up spending your whole budget on terms that will not yield you anything.  You have to watch this part, I am literally in there 2 to 3 times per day watching this to make sure I am getting the TYPE of clients I want. You can manually set each terms COST, which is the way I prefer to set it up.  Some I make sure that I am on page one, and some others I make sure I am the top link.  For the very specific long tail keywords I always make sure that I am number 1.  I've gotten my PPC campaign down to about 13.00 per lead, in which 90% have good numbers BECAUSE of the way I have the terms set up.


Money BucketBucket 6: All other forms of advertising... Print, TV, Radio etc etc... I currently do TV but it is sporadic, due to the very high cost and unpredictable results.  On very high income months I run TV ads, mainly for branding.

Runnning consistent ads here is the key, something over and over.  I had one consultant tell me that it takes 7 times, they need to see the ad 7 times before they will call.  Be that as it may, I run them every now and then.

Print, like fliers or Post Cards.  A solid Post Card campaign can have a pretty high return as well, if done right.  Build a Facebook page for a Neighborhood that you are targeting, then send 7 mailings to that Neighborhood inviting ONLY those living in that subdivision.  After you have done that, invite all the business owners around that neighborhood to post their discounts, coupons ect.  You will eventually not have to post anything there at all.


Well that about does it.  I could elaborate on each one and give you a road map for each because I actively employ all of the above successfully. Hmmmmmm.... Idea for 6 new blogs???  Maybe....



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Ricky Khamis
NMLS 173141 | LO-0911814 | CA-DOC173141
Branch Manager | Corporate Office
Arizona and California CE Instructor

Email: Rick@amerifirst.us

480-344-1900 office
602-758-7425 mobile
480-339-1615 fax

NMLS 145368 

1550 E. McKellips Rd, Suite 117
Mesa, AZ 85203


Amerifirst Financial Disclosure-  The opinions expressed here are the personal opinions of Ricky Khamis.  Content published here is not read or approved by Amerifirst Financial before it is posted and does not necessarily  represent the views and opinions of Amerifirst Financial.

Comment balloon 39 commentsRicky Khamis • April 22 2012 09:22PM


Well if you are not using the buckets you might kick one.  Thanks for the post.

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) almost 9 years ago

I had to suggest this (yes I am biased)!  Great Post very well written, it should get featured.

Posted by DeShawn Khamis (Devstar Realty) almost 9 years ago

Ricky you have brought many of these Buckets to my agents and have changed their lives for the better.  Great Post thank you for sharing.

Posted by Richard Hanten (DevStar Realty) almost 9 years ago

Gene - Ha Ha That is exactly right, either be moving or DIE...  (not literally)

DeShawn (wife) thank you for the comment, you'r ereally getting this blogging stuff that I always talk about huh!

Richard, I appreciate you and our friendship.  We will do much business together.

Posted by Ricky Khamis, NMLS 173141 | CADOC 173141 - 480-339-1565 (Amerifirst Financial, Inc. (NMLS #145368)) almost 9 years ago

Well done! 

Posted by Allison Stewart, St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904 (St.Cloud Homes ) almost 9 years ago

Ricky: This is a terrific bucket list that clearly explains the value of each type of lead. I'm going to try this with my home staging business. I think it will be very helpful. Thank you!

Posted by Michelle Minch, Home Staging Los Angeles and Pasadena, CA (Moving Mountains Design Home Staging, Pasadena, CA) almost 9 years ago

Good post with lots of good ideas

Posted by Michael Murphy (Bienvenidos Real Estate) almost 9 years ago

Great post with lots of great ideas...bookmarked and suggested!

Posted by Terry McCarley, REALTOR, SRES, CDPE - Cape Coral, FL (Coastal Real Estate - Cape Coral FL) almost 9 years ago

I love how you used multiple buckets here, lol. Looks great.

a good list of ideas here too!

Posted by Michael Collins, CDPE, SFR , Wisconsin Short Sale Specialist Realto (*ROCK REALTY|Broker|Realtor|Real Estate|WI Short Sale Agent*) almost 9 years ago

Wow, I'm impressed with the list! Nicely said, and my wheels are turning of things I can tweak. Thanks for sharing.

Posted by Elisa Uribe Realtor #01427070, Opening the Doors to California Homes -East Bay (Golden Gate Sotheby's International) almost 9 years ago

Ricky, really great post! Gives me a great idea for my next company meeting. I'm going by Home Depot on the way home to pick up 6 buckets! :-) Thanks!

Posted by Mitch Muller - Charlotte NC Real Estate, Certified Residential Specialist (ProStead Realty Charlotte, NC CRS SRES mitch@prostead.com) almost 9 years ago

Hi Ricky, great list.  I would replace Open Houses with an IVR sign on the listing that captures their phone number and emails you.  My number one source for leads!

Posted by Bob Miller, The Ocala Dream Team (Keller Williams Cornerstone Realty) almost 9 years ago

My new bucket list! Great job with the post and well thought out. Some really good tips, thanks for sharing, great apps and just some really useful tips.

Posted by Deborah Grimaldi, (401) 837-9633 (Grimaldi Appraisal Services) almost 9 years ago

This was a great blog post. I am going to consider the single property sites website on your links bar on the right. They seem to have good pricing and I've been looking to do something easier than what I had been before. Thanks!

Posted by Kerry Jenkins (Prime Properties) almost 9 years ago

Great post. Very thoughtful. Thanks.

Posted by Bill Fields (Bill Fields Learning Systems) almost 9 years ago

Michelle thank you!  I believe Home Staging is crucial to get the most out of the home you are trying to sell.  People need to SEE instead of IMAGINE!

Michael - Thank you

Terry - Thank you I appreciate the BookMark.  I will be writing a single blog post for each Bucket Coming Soon.

Mr. Collins - LOL  I know huh!  Those buckets are expensive you know, I had to fill them with cash to get the right image!

Elisa - Turing Wheels is exactly what I was trying to accomplish to get you to THINK!

Mitch - that's fantastic.  I was in North Carolina for several years, I loved visiting Charlotte when I wasn't out in the field training.

Bob - I am very glad you mentioned that, because a part of building Bucket 4 (Organic) is proper Signage.  That being Text Code Riders.  The agents I work with that use our system get anywhere from 1 to 20 text leads per week per listing!! Glad you're having success with it.

Deborah - thank you for the compliment, I really did take my time with this!

Amy - I am a big believer in building the proper team.  One of them being a Lender, I can actually do loans in California and would love to partner with you on the ePropertysites System.  

Bill - Thank you, I appreciate the comment!

Posted by Ricky Khamis, NMLS 173141 | CADOC 173141 - 480-339-1565 (Amerifirst Financial, Inc. (NMLS #145368)) almost 9 years ago

Great ideas and thought starters.  They all work and as you said, budget you money and your time.  Do it each week and it will pay nice dividends.

Posted by Ric Mills, Integrity, Honesty, and Vast Real Estate Knowledge (Keller Williams Southern Az) almost 9 years ago

Great Post!

Posted by Fernando Sevillano, Senior Mortgage Advisor (Guild Mortgage Company Inc. ) almost 9 years ago

What a great post! This is why I love activerain - the sharing of great information that can really help our businesses. I really like your step-by-step recommendations for teh IDX pages and facebook neighborhood pages. Thanks for providong such a well thought out and detailed post.


Posted by Dana Hollish Hill, REALTOR and Productivity Coach (Hollish Hill Group, JPAR Metro Living) almost 9 years ago

Ric | when done consistently EVERYTHING pays off!

Fernando | thank you for the comment

Dana | Thank you, yes I love the RAIN as well you learn some many valuable AHHA's every day!

Posted by Ricky Khamis, NMLS 173141 | CADOC 173141 - 480-339-1565 (Amerifirst Financial, Inc. (NMLS #145368)) almost 9 years ago

Ricky, Thanks so much for this awesome post!  I am bookmarking it to come back to later and spend more time studying. I especially like the ipad app and using the ipad to sign people in at an open house! You are right, people always love it when I pull my ipad out!

Posted by Kalene Bagwell, Realtor - Selling Blue Springs - Kansas City Metro (Realty Executives Of Kansas City) almost 9 years ago


Very good information. One of your tips is one I have never used, but will from now on. That tip is writing the house you have open on the back of your business card.  So easy and such a good idea.

Posted by Evelyn Kennedy, Alameda, Real Estate, Alameda, CA (Alain Pinel Realtors) almost 9 years ago

Nothing like kicking the can down the road to prosperity.

Posted by John DL Arendsen, Crest Backyard Homes "ADU" dealer & Contractor (CREST BACKYARD HOMES, ON THE LEVEL GENERAL & FACTORY BUILT HOME CONTRACTOR, TAG REAL ESTATE SALES & INVESTMENTS) almost 9 years ago


Many great ideas/nuggets here...  Thank you very much for the Post and good luck out there in the desert!


Stu Dye

Posted by Anonymous over 8 years ago

Great post and the timimg was perfect.  We are starting a "bootcamp" training for the next 5 weeks in our office.  I will be putting some of the ideas you presented here to use.  Some I hadn't thought about.  Well written post, I thank you for thinking of us as you share.


Posted by Jon K. Judd, GRI, e-PRO, SFR, Delaware Homes (Keller Williams Realty - Central Delaware) over 8 years ago


 Great post and so very true. You hit it right on the head with all of these bucket list points.

Posted by Jim Brooks (Highrises & Condos by The Brooks Team) over 8 years ago

Thanks for taking time to put all of this gret information together.  Now I've got to get them in place!!!

Posted by John Alesi, (Orange County California Real Estate) (Century 21 Award) over 8 years ago

Great advice and gave me a lot to think about. I am utilizing organic seo but am thinking about looking into a PPC Campaign. Any suggestions?

Posted by Becky Lund (Lyon Real Estate) over 8 years ago

Ricky - I love the idea of filling the buckets. The visual makes it so much easier to remember the good points you made. Thanks!

Posted by Donna Quinlan, Keller Williams Real Estate Agent Career Consultan (Keller Williams Realty) over 8 years ago

Thank you for sharing this I need to print this off and read in more depth.

Posted by Laura Filip, What can we do for you today? (Laura Filip Broker , Opening doors for All Seasons of Life ) over 8 years ago

This is agreat post!! I use alot of online marketing but I have really narrowed down my print ads. I honestly haven't seen the ROI for print compared to online. 

Posted by John Wingate, Salisbury MD Real Estate, 302.339.5185, Salisbury, MD Homes (EXIT Shore Realty) over 8 years ago

Hi Ricky, I stage homes and have my office in a brokerage of over 200 agents. I have forwarded this to the managers to use with then new agents trying to build their contact list. Great ideas that will produce results. Thanks for sharing.

Posted by Michelle Finnamore, Preparing your property for sale (Toronto GTA, Alliston, Newmarket) over 8 years ago
I really like the Open House app... thanks. Suggested.
Posted by Demarco & Marisa, "The Choice is Clear!" (Remax Kings Realty) over 8 years ago

Thank you so much for this valuable post! I will be using your ideas!

Posted by Jlyne Hanback, Realtor®, e-PRO® (Keller Williams Realty) over 8 years ago

I am currently using eproperty sites and love it. Not enough agents are taking advantage. Goood points!

Posted by Tina Maraj, Celebrating 30 Years of Real Estate Sales (RE/MAX One) over 8 years ago


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