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Friday Freebie: Lead Conversion Masterclass
There are a lot of "how to" articles out there on how to convert more real estate leads, and they all offer some variation of "respond quickly, be persistent." That's all well and good, but we're sure you've heard that advice so much that you're bored by it (we are too). So in this week's Friday Freebie, we're going to point you to lead conversion instruction that's actually helpful—and not the same ol' song and dance that you've heard a million times already. Even better? It's a full-on, six-class series taught by two real estate experts. Free Masterclass on Lead Conversion, courtesy of Ylopo You've probably heard a lot of lead conversion expertise that's focused on processes. While process is important, it's nothing without the human element that actually forges a connection with a lead. Ylopo's free masterclass focuses on just that—lead conversion as a carefully mastered interpersonal skill. The masterclass can be completed online, all at your own pace, and consists of six lessons: Mindset Reframe the Conversation Digging Deeper Challenge Their Thinking Mirroring and Matching Putting It All Together The lessons are led by Barry Jenkins, a real estate agent who ranks in top 10 of Real Trends Top 1000 Agents, and Robby Tefethren, a top real estate coach and trainer. Sign up for this FREE lead conversion masterclass now and learn how to win more clients!
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5 Unconventional Methods for Mastering Lead Conversion
Real estate agents are taught that lead conversion is a methodical process to follow, but what if the process of converting leads is not a process at all and rather a carefully mastered people skill? Would it change how you approached your conversations? The Problem with How Agents Handle Lead Conversion Imagine that you just finished a long, exhausting day of work and you're finally home and about to sit down and have dinner, when your phone rings. It's a number you don't know, so you let it go to voicemail. The caller doesn't leave a message. Not 60 seconds later, your phone rings again. It's the same number and the caller doesn't leave a message—again. Suddenly, you get a text message from the unknown caller asking if you're you. Instantly, you experience a wave of nervousness and you think about all of the wild possibilities for the cryptic calls and messages. Your curiosity quickly gets the best of you and you decide to respond to the text confirming that they have reached the right person and you ask them to identify themselves. Your phone rings again and this time you immediately pick up only to discover that the cryptic caller is some random real estate agent who got your information from an ad you inadvertently clicked while scrolling through Facebook earlier that afternoon. You can probably guess how well this particular conversation went for the real estate agent. The real estate agent in this all-too-common scenario is following a regularly practiced step-by-step process that many real estate agents are taught in order to most efficiently handle the initial phase of lead conversion—getting the lead on the phone. The problem with this "process" is it fails to address the human aspects of dealing with real people. People have varying emotions, circumstances, schedules, personalities and habits that all impact how they react to and handle different situations. If the real estate agent in the aforementioned scenario had treated the "lead" like an actual person instead of using a clever process to essentially trick them into getting on the phone, they might have stood a chance at building genuine rapport instead of destroying any possibility of establishing a professional relationship based on trust. Where Do You Go From Here? So now what? If you've been handling lead conversion like this, do you throw everything you've learned out the window? Not entirely, but there are some things you can do to improve your strategy and ultimately your results, but the methods might seem a bit unconventional. Try to keep an open mind and let's dive in! Method 1: Shift Your Mindset The first thing you need to do to improve your rate of lead conversion is to shift your mindset from a sales-based mindset to a value-based mindset. This may sound counterproductive, but when you switch to a value-based mindset, you're allowing yourself to focus on selling the actual service you're providing instead of physically making a real estate sale. Ditching your scripts is something that will really help you move to a value-based mindset. Scripts are the enemy of authenticity. Your goal when reaching out to prospective clients should be to establish trust and show your value as the absolute best source of real estate information. Being genuine and human is the first step to building up trust. When you're running scripts on someone, you don't come across as either of those things. To add insult to injury, they've probably already heard all of your scripts from the last real estate agent they spoke with, so why not take advantage of the unique opportunity to set yourself apart by learning how to control your instincts of trying to push, sell, and get them to sign on the dotted line when they're likely not ready to do so? Method 2: Reframe the Conversation If you've ever gotten on the phone with potential clients and you can instantly tell that they have their guard up from the moment you said "hello," you might need to work on reframing the conversation. What does it mean to reframe the conversation? When you start a conversation with a lead, you might be inclined to ask them something like, "What kind of home are you looking for?" Instead of asking such a direct transactional question you should ask, "What are you trying to accomplish with your move?" Can you feel the difference? When you ask someone what they are trying to accomplish with their move, you're asking them something personal about themselves and their motivations. This question immediately drops their guard and you create the opportunity for them to open up about all kinds of things, specifically about what things are influencing them to make decisions. Some simple reframing of how you're asking your questions can immediately increase your value and will allow your conversations to go more smoothly by showing the lead that you actually care about them and their situation, ultimately rewarding you with their loyalty. Method 3: Digging Deeper (Mastering Conversion) The most successful real estate agents know that it's the motives and emotions that really sell, not the surface statements or facts. But still the majority of agents are afraid of digging deeper and having a really prolonged conversation with the lead in fear of inconveniencing them or keeping them too long on the phone. You need to let this kind of thinking go. To really provide someone with the most value and the best service, you need to be confident enough to dig deep and learn about what is really motivating them at the heart. Knowing someone's motivations and personal situations allows you to do your job to the best of your ability and on a timeline that is ideal for your client. Without knowing what is influencing someone, you might as well be throwing darts at a wall blindfolded, hoping to eventually hit the bullseye. Method 4: Challenging Their Thinking Even the most experienced and successful real estate agents asking the best possible questions are still going to encounter objections. This is a very normal and expected part of being a real estate agent—or any salesperson, for that matter. There are many ways skillful salespeople can overcome objections by challenging the opposition's thinking, but one of the best ways is to master the psychological technique called "shifting the spotlight." Here an example of what it means to shift the spotlight: Method 5: Mirroring and Matching The last thing you should consider doing to improve your lead conversion is to become more likeable. I know what you're thinking, "Easier said than done." You'll be happy to know that being naturally likeable is not a gift that a few lucky people were born with and that it's actually a carefully mastered skill called mirroring and matching. Mirroring and matching is a technique that you can use to subtly key into your prospect's interest level and personality type. It's so effective in building rapport, earning trust and increasing overall likeability that FBI lead negotiators use it on the job. In a nutshell, people like other people who are similar to them, so to implement mirroring and matching successfully, you simply need to mirror the behavior and speech patterns of the person you're talking to and match their tone and level of interest in order to increase their overall engagement and satisfaction with you. Putting It All Together At the end of the day, the one thing that will make the biggest difference in your lead conversion is to actually care about the human being you're speaking to. Stop treating them like a lead and really humanize them. Empathize with their situation, try to understand what things are influencing them, and provide them with true value. Throw out your step-by-step lead conversion process and embrace the mindset that you're in the business of dealing with people first, not just selling real estate. Taking These Methods to the Next Level There are so many other ways you can work to shift your mindset, handle resistance, and avoid uncomfortable conversations with your prospective clients. All of these techniques can even be repurposed to better communicate with your family and friends, not just leads. To get more in-depth training, you can complete the six-lesson Lead Conversion Masterclass with instructors Robby Tefethren and Barry Jenkins and fully master the art of better communication, understanding people and lead conversion. The entire course is available for free enrollment here.
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Lost Sales Leads: Common Problems and How to Correct Them
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How Long Does It Take to Convert Online Real Estate Leads?
Feeling frustrated that your online real estate leads aren't converting? Or does it seem like they're taking forever? Here's the truth: online real estate leads take longer to convert than other sources and may convert at a lower rate than other sources like referrals, call-ins, etc. The average incubation rate for online real estate leads is anywhere from six to 24 months. The national average conversion rate for online real estate leads is usually reported to be between 2-3%. However, The National Association of Realtors® disclosed that the rate is actually closer to 0.4% – 1.2%. So, that means for every 100 leads you generate and work, you may convert two or three, and it may take a while to see it happen. I know what you're thinking—but don't be discouraged! With a seamless system in place designed to work and convert those leads, online leads can still be a lucrative part of your business. The name of the game is to leverage automation tools and technology services that allow you to work these leads without investing too much of your own valuable time. Build a Seamless Online Lead System First, make sure you have all of the necessary elements in place to turn those leads into closed deals. We recommend focusing on these three things: Speed to Lead It's critical to reach out within five to 15 minutes of the lead registering on your site. This is your best opportunity to make an impression! However, this is where many agents drop the ball. At BoomTown, we conducted a study of 40k+ agents and found that the average response time for an online lead was nearly 90 minutes. Yikes! That's enough time to lose an opportunity. It's impossible to stay glued to your desk all day. It's simply not the best use of your time! Plus, some leads might register on your site during the middle of the night or while you're on vacation. So this is a good area to rely on technology or a new hire in order to give focused attention to reaching out to leads. With BoomTown's Lead Concierge Service, Success Assurance, we generate and qualify your leads on your behalf (24/7 in as little as 90 seconds) and nurture them for up to one year. This way, no lead gets left behind. Qualification Have a plan for qualifying your leads and tagging/categorizing them appropriately within your CRM. The goal is to get as much useful information as you can as soon as possible. Like, LPMAMA: Location, Price Range, Motivation, Agent (are they working with one?), Mortgage (are they pre-approved?), and Appointment. (Note: If you're leveraging a Lead Concierge Service or an ISA, this should be a part of what they handle for you!) Pro Tip! Leverage your technology partner to embed qualifying questions within your IDX website. For example, when they're sharing their contact information with you, including the questions, "Are you pre-approved?" and "Do you have a house to sell?"  Follow-Up and Long Term Nurture Plug your leads into the right nurture plan to continue delivering timely soft touches with helpful information. You should be able to automate this within your CRM! Trust the Process If those three strategies are in place, the next thing you should do—be patient and trust the process. Yes, yes, I know it's not the sexy answer but it's the right answer. Online leads are "top-of-funnel," which means many of them are just beginning their search. They may be months away from being ready to transact. In fact, the average is six to 24 months. So you need to understand the lead funnel and the process of slowly moving leads through it, nurturing them so that when they are ready—you are their go-to agent! Remember: Your database is a powerful tool. Keep fueling it, keep working your pipeline. Stay on top of your systems and trust the process. To view the original article, visit the BoomTown blog.
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How to Get Cold Leads to Fall Back in Love with You
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How to Find a Lead With Only Their Name and Email Address
Your phone receives a notification while you're driving home from your brokerage. *Beep* *Beep* It's a lead alert! You start feeling excited as you press the notification. To your dismay, the lead you just generated only left their name and email address. This isn't new for you. In fact, it happens far too often. With shattered expectations, your excitement turns to an emotion best represented with the onomatopoeia, "meh." There's nothing you can do with just an email, right? Wrong! You couldn't be further from the truth. In this article, I will show you how to gather more information such as a full name, address, phone number, and more from a lead that only leaves their email address.
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Lead Nurture Basics for Real Estate Agents
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Converting FSBOs to Clients: 4 Tips
Homeowners who attempt to sell their homes on their own (FSBOs) may seem like lost causes. They often have many objections to listing with an agent, with the forerunner being the cost of commission is too high. Truthfully though, they are an underestimated potential client base, and converting FSBOs to clients could just push you over your sales goals this year. It is difficult to build a relationship with someone who wants nothing to do with your services, but that needs to be your focus. FSBOs will not be easy to recruit, so building a meaningful, trusting relationship with them over time is your best bet to successfully convert them to a client. Follow the tips below in order to learn how to foster these necessary relationships, and eventually make them profitable.
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The Time Is Now to Supercharge Your Database
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2 Secrets to More Lead Conversions, Straight from a Top Team's Playbook
Lauren Bowen leads one of the most productive real estate teams at Robert Slack. She's increased conversion rates and productivity while the company nearly doubled in size. The secret to her team's success? They stalk their real estate leads... or, more accurately, they let their lead generation solution do it for them. Targeting the Most Likely Buyers Anyone who has spent any time on the internet has been "stalked" by an online ad. You visit a site once, and for days or weeks after, an ad from that site follows you around the web. This is called "ad retargeting," and marketers love this advertising strategy because it is so effective. The Lauren Bowen Team employs this strategy to great success via realtor.com's Local Expert program. Local Expert users can create three types of ads: For Sale ads, Just Sold ads, and Branding ads. Those ads are then displayed to buyers in your chosen area on realtor.com. Once they leave the site, those same ads are displayed in their Facebook feed. "This not only helps bring a buyer to the house, it also shows the seller that we are putting it in front of numerous buyers for them," Lauren says. Tip: Because Local Expert offers detailed campaign analytics, you can impress your sellers by telling them exactly how many people have seen their home's ad. Dialing Up Lead Volume for a Higher Conversion Ratio Lauren's team may have stumbled on another secret to improved conversion rates when, thanks to the success of their realtor.com program, they decided to increase their volume of leads. This lead to a curious phenomenon. The team's number of lead conversions not only increased—as expected with more overall leads coming in—but their conversion ratio increased as well. That means the team is converting a higher percentage of leads than they were at their previous lead volume. "We've almost doubled our conversion ratio with the same leads," says Lauren. See Lauren THIS THURSDAY at Inman Connect NY Want to hear more real estate lead wisdom from Lauren? On Thursday, she'll be sharing her expertise during a panel discussion on the Team Track at Inman Connect New York. Check out her panel, Lead Distribution: Who Gets What?, on January 30!
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Why Lead Follow-up Is So Important
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Virtual Tours: The New Qualification Tool
If you put 10 real estate agents in a room and asked them to swap their most interesting viewing stories, you could come back hours later to find them still trading tales and acting out anecdotes. For all the diverse colour and detail, however, there will be two common themes – the majority of the stories will be about negative, odd or downright rude viewings, and the agents will have spent large amounts of time away from their office in the process, accompanying people who have no intention to proceed.
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Friday Freebie: Don't Ghost Your Leads - Try RealContact's Lead Concierge!
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Success Story: Exploring How Agents Choose Real Estate Technology
Selecting a new real estate technology product can be intimidating. In addition to a dizzying array of apps and platforms to choose from, agents and brokers have to evaluate if a product has the features they need, if it fits their budget, if it can adapt easily to their workflow, among other criteria. Helping real estate pros find the right technology for their business is our mission here at RE Technology. It's why we created our Product and Company Directories, and why we publish helpful, educational content every weekday. Today, we're introducing a new weekly feature to further help our readers decide if a technology product is right for them. "Success Story" highlights the real-life stories of agents and brokers who found the technology that fits their business. Each week, we'll explore how and why they made their decision, and how the tech they chose transformed their business. Our series kicks off with a deep, multi-week look into BoomTown, a CRM and marketing automation platform, through the eyes of its real-life customers. Want to see how BoomTown works for yourself? Check out the product tour here. Introducing Brandon Prewitt Our first Success Story starts with an age-old problem in real estate tech: software that's feature-dense, but difficult to use. In 2011, Columbus, Ohio-based Realtor Brandon Prewitt was searching for a real estate technology platform that would help him scale his business and manage his rapidly growing database of leads. He eventually settled on Commissions, INC. (CINC) because it fit his budget and had a lot of "bells and whistles" that he was excited to try. But Brandon only ended up using about 10% of the system's features because the user interface was clunky and a struggle to use. CINC's lackluster support only compounded the problem—there was nowhere for Brandon to learn how to use the system even though he wanted to. "With Commissions INC., support was really lacking. When I signed on with them, there was no onboarding. There was no, 'Here's what you do to be successful using our system.' It was, 'Here's your username. Here's your password. Good luck,'" says Brandon. Making the Switch to a New Platform Frustrated by the user experience and lack of support, Brandon sought out another technology platform. He eventually decided on BoomTown. Why? "It comes down to simplicity," says Brandon. "BoomTown is easier to navigate, and it's just all around more user-friendly. At the end of the day, all of those buttons that CINC had were just noise." Here's a look at the specific features of BoomTown that changed the game for Brandon: Advanced Lead Filters Brandon needed a way to categorize his leads, not just get them all into one spot. For a busy agent, ease of use is important. Brandon wanted to sort through leads by simply clicking a button and seeing which leads are 3-6 months out from buying a home or 6+ months out. "I don't need to have all of these complicated algorithms or labeling mechanisms to be able to filter down all this information," says Brandon. "I just want to click a button and see all those people. That's it." BoomTown made this possible. Brandon finally had a system that could turn his 4,000+ leads into workable lists. In addition, BoomTown's expert support staff and user-friendly platform meant that Brandon had a technology partner that would help him drive the success of his business. Mobile App As an agent who's always on the go, Brandon finds that BoomTown's Now Mobile App is an invaluable tool. "I like to be able to just see who's on there. Who's on the site? Who do I need to call? What are my to-dos for the day? I appreciate the simplicity. It's not just a ton of information in your face. It's just: call, email, or leave a note on their profile." Success Achieved: The Results of Switching Platforms Ease-of-use is one thing, but how did switching platforms actually improve Brandon's business? Well, since signing up with BoomTown, Brandon has: Increased his follow-up with leads Increased his lead conversions Stayed on top of conversations with leads that may have previously fallen through the cracks Regular phone calls with a BoomTown success manager have kept Brandon focused on his business goals. During his onboarding, the "bulk import" of his 4,000+ lead database was naturally a stressful day. "But I knew I had someone, a live person, my own specialist that I could call and talk to. We were in it together." Want to see which BoomTown product is right for you? Compare packages.
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7 Ways to Compete With iBuyers
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The Five Fifty-Five Program
We all know real estate is a networking industry. If you're not networking and building contacts, then you're not growing... and if you're not growing, then there's probably untapped potential lying dormant within the recesses of your abilities! It can be hard to find the time, resources, and strategies for successfully networking and building your database, which is why we came up with the Five Fifty-Five Program, or the 5x5x5. The Five Fifty-Five program is a system for continually expanding your database so you can get more referrals and rapidly spread word-of-mouth for your real estate practice. The more you build your database, the greater opportunity you have to sell real estate.
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Nurturing Leads with Your IDX Website
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5 Ways to Lose a Lead Real Quick
Leads are the lifeblood of any business. Period. Whether you are communicating to a lead or client, both should be given the same amount of attention. If a prospect was recommended to you, found you online or heard about you by way of word of mouth, the clock has started for you to make them feel comfortable in helping them with this major transition in their life. You might think that mishandling a new lead is a short term problem, but if it's consistent, putting a band-aid on it will only make the same issues persist down the road – damaging your reputation and your business referrals.
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Facebook Messenger Bots: How to Automate Conversations to Qualify Leads and Stay Top of Mind
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The Missing Ingredient that Can Ensure Your Success in Real Estate
Time is money! How to get off the real estate hamster wheel and be more dollar-productive Here is a pretty simple pattern. The larger your lead database grows, the more successful your real estate business will be. We have seen a direct correlation between real estate growth and the size of a lead database. Seems like a no-brainer, right? More leads equal more opportunity for success. In fact, we've discovered that teams and businesses investing in lead generation efforts experience a compounding growth effect. Over eight years, they typically witness growth in production volume by four times. On top of that, we've uncovered a formula to virtually ensure success in real estate.
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4 Ways You Can Reach New Leads Faster
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5 Ways to Convert Open House Leads into Sales
There's no doubt about it: An open house is a great way to draw attention to a home on the market. Open houses can attract more motivated buyers than any other form of in-person marketing. When real estate agents combine well-executed open houses and smart digital marketing, more transactions occur. In the end, that means growing your real estate practice much more quickly.
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How to Create the Very Best Generic Autoreply Emails
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A Guide to Making a Great First Impression with Your Real Estate Prospects
As every real estate agent knows, May is one of the busiest months of the year. Buyers are on the hunt, which makes it a great time to sell quickly and for a good price. So at this crucial time of the year, making the best first impression is most important. Here are a few ways that you can "strike while the iron is hot" and make a great first impression.
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Got a CRM? If So, You Need a F.O.R.D.
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How You Can Add Flavor to 'LPMAMA' So Leads Stick with You
Imagine a slice of bread. Served plain, it doesn't look tasty, does it? But top it with a few other ingredients and sandwich it with another slice of bread, and you have a delicious meal suddenly. The same premise applies to LPMAMA in real estate. By itself, it provides agents a series of questions they can qualify leads with. However, there's one drawback to LPMAMA's questions. They're very "agent-focused." They're designed to serve you, not necessarily the consumer – which puts them in a weird emotional state.
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Why the Top Agents Leverage Success Metrics in a Shifting Market
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Top 3 Tips for Following Up with Real Estate Leads Like a Machine
So you've got a solid lead generation strategy and you're trying to build a lasting pipeline. But is your follow-up working? Agents often expend most of their energy on generating more and more leads. And while drumming up business is important, it's what comes next that truly matters and moves your leads from that first phone call to the closing table. Follow-up is critical, but it's also pretty straightforward! Implement these three steps and your process will work seamlessly.
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Getting New Business from Old Clients
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6 Signs It's Time to Rethink Your Referral and Lead Flow
The real estate business is unpredictable. One minute you're riding high with three signed offers and the next, you've lost a major, career-making deal. In today's market, it's more critical than ever to leave no stone unturned by strategically managing your referrals and leads. As an agent, time is money and spending it following up on bad phone numbers and email addresses is not the best use of your energy. If any of the below scenarios apply to you, it may be time to rethink how you manage your referrals and lead flow to take your business to the next level this year.
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Converting Prospects Through Conversation, Not a Script
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How to Follow-Up with Leads 450% More Effectively
Do you ever feel like your follow-up process is letting leads slip through the cracks? You've spent money generating leads. You've watched them register on your website. And then... no response. No engagement. It's frustrating to see active homebuyers leave you high and dry. Done enough times, you get fed up, right? Now, before you call it quits, let me walk you through a few "investigative" ways to improve your lead follow-up.
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Why Responsiveness Is the Most Important Quality in a Real Estate Agent
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What Can Real Estate Agents Do to Improve Engagement with Leads?
Selling real estate is a constant dance. You've got to find ways to attract leads, then nurture clients and close the sale...all at the same time. If you get the first part right, the rest of the sales process can go more smoothly. Here are a few tips to help you really engage leads to move them into the sales funnel.
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How to Follow up with Online Leads
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Busted! 7 Myths About Real Estate Leads We Can Finally Put to Rest
Forget what you've heard! We're taking a look at what is fact vs. fiction when it comes to online real estate leads. Growing a successful real estate business means creatively and strategically generating leads. In addition to referrals, many real estate professionals turn to "online leads" to generate more business. This could be in-house digital marketing (through Google and Facebook Ads), or paying for leads from a provider. Whatever your methods, you've probably heard plenty of "facts" about online lead generation and quality. And you might be frustrated with your results. But before you scrap your strategy all together, let's clear a few things up!
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5 Ways to Generate Higher Quality Real Estate Leads
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Did You Make Your Broker's Naughty or Nice List This Year?
With the year almost over and Christmas almost here, it's time to figure out whether you made your broker's naughty agents list or their nice agents list. Which list you made it on comes down to a few different factors: lead generation, lead follow-up, and marketing. But if you weren't so nice this year, don't worry--now's the perfect time to start practicing for next year!
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Over-Qualifying of Website Visitors Can Cut Your Leads
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Nurture and Convert More Leads with Creative Email Autoresponder Messages
You've probably already used an automatic email response a few times. While email autoresponders are generally used to let people know when you are away on vacation, this tool can also be used more creatively. Used correctly, email autoresponders can help you to speed up the introduction process with your future clients and to start nurturing your leads right away. Start nurturing your leads before you even open your inbox
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7 Thank-You Notes You Should Be Sending Your Real Estate Leads
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New Lead? Follow Up Using These Steps
Maintaining contact with past clients and your sphere of influence can be difficult, and you already know those people. But what about those who are not your clients yet? Leads you receive online or from your listings can be used to build your business and increase your sphere of influence, but you have to maintain contact with them first. To be successful with this, you have to have a game plan to connect with your leads as they come in and continue that connection for the long haul until they are ready to move. With these steps, you may feel that you are more prepared to build up your business with the leads that you have.
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6 Tips for Nurturing Leads in Real Estate
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Online Real Estate Leads: How to Make Them Convert
Yes, we know, online real estate leads can be a pain. Whether they come from a third-party platform where you advertise your listings, directly from your own website, or you buy them from somewhere, these leads generated from online activity have that bad reputation of not converting. But is that really the case? And how can you move around it?
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How to Use Your Real Estate Blog for Lead Nurturing
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7 Tips for Converting More Real Estate Leads
The internet is full of real estate tips on a number of different topics. However, at the end of the day, what is more important than understanding how to convert real estate leads? If you can't master this fundamental skill set, nothing else matters. You either turn your leads into happy clients, or you lose out to competitors who do. Fortunately, we've put together seven tips that are proven to turn leads into satisfied customers again and again.
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4 Online Lead Conversion Tricks We Can Learn from Entrepreneurs
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3 Tried and True Tips to Re-Engage Cold Online Leads
Once an online lead goes cold, it's a guessing game for Realtors to decide if they should put effort into re-engaging with the lead or if they're better left cold. The majority of online leads are usually people you haven't met face-to-face, and because the line of communication between you and the lead has weakened, there's no way of knowing what stage of the home buying or selling process the potential lead is in anymore.
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4 Old School Lead Conversion Tips that Still Work in a Digital World
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How to Leverage Automation for Lead Nurturing
Lead nurturing, or guiding leads along the customer journey so they become buyers, is one of the more important and time-consuming tasks real estate agents do every day. To nurture your leads, you have to communicate with them frequently through a variety of channels. However, sending hundreds of emails, texts, or social replies is not always the best use of your time, especially when you have to customize the email to each customer and their place in the customer journey. One of the best ways to nurture your leads is via marketing automation. If you've dreamt of being in more than one place at once, read on and learn what automation is, which tasks can be enhanced with automation, and how this all ties together for easier lead nurturing.
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How to Stay Organized and Convert the Leads You Have
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What's Better? Quantity of Leads or Quality of Lead Follow-Up?
Last week, I wrote an article about methodical and responsible ways to increase your lead generation budget. Along those lines, today I'll discuss what you should focus on: the quantity of leads coming in, or the quality of your lead follow-up? This is an interesting question, but it has a very simple answer. Specifically:
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Creating Auto-Responders that Drive Engagement
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8 Powerful Resources for Building a Lead Capture System
Building a high-converting lead capture system is appealing to many real estate agents, but the process of building the lead forms and pages can be a complex and daunting process. It doesn't need to be this way. After all, as a REALTOR you have access to RPR reports, which work great as a lead magnet—the offer you have for prospects in return for their contact information. If your goal is to attract people looking to sell a home, you may want to offer an RPR Market Activity Report, which highlights current market opportunities, or a request for a free home valuation. If you're looking to attract buyers, try offering a Market Activity Report customized with an upcoming open house schedule or new homes on the market. With that sorted, let's explore eight different solutions worth considering before building your next lead capture system: Form Builders
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10 Real Estate Lead Conversion Emails You'll Want to Send in 2018
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Triple Your Leads with Better List Segmentation
Just what is a real estate prospect? That's starting with an easy question, as we all know that it's someone who wants to buy or sell real estate. Staying with this big picture viewpoint, many real estate CRM systems break down their prospects into buyers and sellers. There may also be an investors category, but for the most part, those are the three that you'll see in the top navigation of many real estate websites. Idea #1: Stop Thinking Simple
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What Are Bad Real Estate Leads?
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How to Create a Conversion Engine for Your Online Seller Leads
It's an open secret: many real estate agents believe online seller leads aren't valuable. They don't convert... they take too long to convert... they take too much effort... it's impossible to be sure where they are in the buying or selling process. We've heard it all before. And it's true—trying to convert online seller leads into clients can be a significant challenge. But that's only if you don't have a proven system. Knowing the key elements and steps to effectively take online seller leads from prospect to client can turn your challenges into a conversion engine that's integral to your real estate business. In a previous post, we shared a simple system for attracting and converting online buyer leads. This post focuses on the six key elements to generate seller leads and turn them into your clients. By the end of this post you will: Know the process and elements to convert online seller leads Have templates for seller lead communications Understand the different ways to handle warm and cold leads
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5 Step System to Convert Online Buyer Leads into Clients
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Easy Tips to Convert More Seller Leads
Seller leads are once again on our collective minds, so we talked to some experts to hear what they have to say about not only attracting seller leads, but actually converting them. Here's what we learned: Buyers Buy Houses. Sellers Buy Agents.
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Real Estate Lead Conversion: 6 Tips for Getting More Appointments
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Boyenga Team Delivers Online Excellence through Chime
Eric and Janelle Boyenga are a husband and wife real estate team working with buyers and sellers in one of the most technology focused markets in the world for two decades. California's Silicon Valley is not only the epicenter of global technology, but also real estate technology. To position their company, the Boyenga Team comfortably promotes themselves as Property Nerds. They aim to deliver the best digital experience to their clients with an abundance of software applications. They target their services to engineers and other employees of companies like Google, Facebook, Sun Microsystems, Apple, and many of the leading technology firms in the Silicon Valley. "You cannot grow a successful real estate team in the Silicon Valley without a constant investment in cutting edge technology," says Eric Boyenga.
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Leave a Message After the 'Beep' and Other Tips to Convert More Sales
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Desperate for Seller Leads? We have the answer!
In these times where inventory is so low, there is nothing more important than figuring out new ways to secure listing appointments and convincing consumers that it's the right time to sell! Finding the best ways to engage with potential sellers is the KEY to business success. You've probably heard the old adage, You have to list to last! What you do in the minutes after you receive a lead makes a huge difference. And when you wait to contact that lead, chances are that another real estate agent is going to get to them first. So what can you do? You need an iron-clad lead follow-up strategy that instantly responds to leads for you, so even when you are busy... you can still keep them focused on you and not another agent. On Wed., Sept. 27th at 9am PT/12pm ET, W+R Studios' National Trainer, Ricardo Bueno, Marilyn Wilson from RE Technology and Realtor Ray Fernandez are holding a free, panel-style webinar called, "Lead Follow-up Secrets for Busy Agents." This webinar will cover simple and proven lead follow up strategies that will help even the busiest agent convert more leads into clients. You don't want to miss this! Register now!      
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5 Ways to Lose a Lead Real Quick
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Create a Conversion Funnel to Turn More Facebook Leads into Clients
In a 2016 interview, Matthew Nicolas and Reid Boles shared how they use Top Producer® CRM and StreetText to stay ahead of their competition by generating high quality leads on Facebook and implementing systems to turn those leads into clients. One year later, Stephen Whiting of StreetText sat down with Matthew to discuss their results and the Facebook lead gen strategy that is making them stand out.
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How to Engage Millennial Homebuyers
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What to Do When Your Sales Leads Say 'Not Now'
Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80 percent of sales are made after the fifth call, but only 8 percent of salespeople keep up with leads until then. Regardless of persistent follow-ups, some cold leads never heat up and some leads convert to customers instantly. However, there are times when a lead is developing well, seems interested, and just when you're about to close the deal they say, "Not now."
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4 Unique Scripts that Close the Deal with a Promising Real Estate Lead
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A Tale of Two Follow-up Plans: Rachel Adams Lee's six-day, 14% lead conversion system (Part 2)
Are you ready to get more persistent as you pursue the sale, but aren't sure exactly how to follow up multiple times without coming off as a huge pest? Last week, we shared lead expert Travis Robertson's aggressive two-week follow-up plan. His approach isn't for the faint of heart, so we also wanted to share a six-day, six-step system from Rachel Adams Lee, the CEO and Founder of Rachel Adams Real Estate Group in Roseville, California. Rachel Adams Lee's Two-Day, Six-Step Conversion Plan
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A Tale of Two Follow-up Plans: Travis Robertson's aggressive, two-week system (Part 1)
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How to Prevent Your Leads from Ghosting on You
Ghosting is when someone stops responding to your communications without explaining why. And while it's usually used within the context of dating, it's also becoming a tried-and-true tactic in sales and lead conversion settings. While it's true that your leads don't really owe you anything, it's always frustrating to lose contact with someone you thought was prepping to work with you. Below are three ways to engage a too-quiet lead when you think they may be ghosting on you. 1. Give them a clear path to action
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Decoding The Conversion Code for Real Estate Agents
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How to Get into Your Leads' Phone Contacts (and Stay There)
Ever had a great initial chat with a potential new client, but left feeling unsure if you'd ever hear from them again? If you're not sure how to follow up after a promising appointment or impromptu meeting, follow these three quick tactics to ensure you stay on their radar. Tactic #1: The right-then thank you note First, don't leave the parking lot until you've begun your planned outreach. Keep a stack of thank you notes or other personal stationery in your glove compartment or in a small storage container. Get in the habit of writing a quick thank-you note in the car every time you leave a meeting with a potential new client. Keep stamps on hand and deliver the thank you note to the first mailbox or post office you see as you drive away. While it isn't the most efficient method of communicating your gratitude, a handwritten note still goes a long way when it comes to attempting to land a new client. And because our other two tactics are immediate, text-related follow-ups, you'll also guarantee that your contact thinks of you 1-2 days after you've met in person (right as they may have otherwise forgotten about you).
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Is Voicemail Dead? When to Leave a Message, When to Cut and Run
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Heat Up Cold Leads this Summer
Do you have a list of hot leads that went cold over the winter? Now that summer is here and people are thinking about moving again, this is the perfect time to heat those old leads back up. If you want to be a successful agent, you must be persistent about reaching out and connecting with your prospects regularly. Letting leads go "cold" costs your business time and money which shouldn't be wasted, so now it is time to follow up! However, you can't simply reach out to an old lead and ask them if they're ready to buy. Your strategy needs to be a little more polished than that and with just a few tips, you will be ready to reconnect with old leads.
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Can you send engaging, automatic lead responses without sounding like a robot?
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Earn More Income by Creating a Virtual Team
Are you struggling to keep up with all the business coming your way? Or are you getting leads or referrals for potential clients that are outside your area of specialization? Then it may be time to switch up your business model. Joining a team or bringing on a partner to handle the clients you can't serve is a common strategy for overwhelmed agents. But if you enjoy working independently, or just aren't ready for the adjustments that come with joining a team, there's another tactic you can take, courtesy of nationwide referral service ReferralExchange. Creating a Virtual Buyer/Seller Team with ReferralExchange
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Have Lots of Real Estate Leads? Don't Piss Them Off
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I’ve Got This List of Homeowners that Responded to My Marketing. Now What?
One of my favorite phone calls to get from Realtors® is when they tell us that they are getting a bunch of responses to the capture marketing campaigns we are doing for them in their farm area, or the Facebook digital farming campaigns we're executing. One of the least favorite things I hear from our clients is when they ask us, “Okay, so I have these responses from homeowners. Now what do I do?” So for those of you that are stuck in this same conundrum, today I'll share two easy ways you can follow up with people that are responding to your postcard farming or Facebook digital marketing campaigns to help cultivate the lead and turn them from prospective lead into actual client.
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Leads Are People, Too: 4 Ways to Persist without Turning People Off
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Identify and Engage Warm Seller Prospects Using Intel and Tools You Already Own
The realtor.com® Results Series team has been on the road sharing our top 10 tips for drawing in and converting seller leads. And now, we're ready to share them online with you! For the next few weeks, tune into the Results Series blog to learn how we recommend you engage and convert sellers this spring and summer. So far we've covered: How to become an online video expert How to write compelling, seller-focused calls to action How to write a 9-word email to cold prospects Today, we'll focus on engaging warm seller prospects with real information they want, and should have, as they make the decision to sell this year. Identifying warm seller prospects from your database If you have an automated CMA tool, like Market Snapshot®, that helps you offer free market reports and one-to-one housing values, be sure to dig into the product analytics to determine who is opening your CMAs or market reports with the most frequency. Anyone who has opened a Market Snapshot®, market reports or other CMAs within the last three months will comprise your main list of warm seller prospects, and you should begin engaging them as though they are truly preparing to sell this year.
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Seller Lead Strategy #3: Check in with cold seller prospects in seconds — and get a response!
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How to Convert More Leads the Right Way
Are you converting enough leads? It's no secret that your business relies on lead conversion. Watch as real estate coach Tom Ferry reveals the ultimate follow-up campaign. Learn his secret at the 2:44-minute mark.
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5 Tips to Convert and Close More Real Estate Leads
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3 Tips You Need to Convert Every Seller Lead (No Matter Their Objection)
Now that you have a full pipeline of seller leads, it's time to win their business! How do you convert even the trickiest of leads? As shown in our most recent listings webinar, Curaytor founder and best-selling author Chris Smith has you covered. 1. Do you have STS? To get more conversions, Chris believes any agent can leverage one easy acronym — STS — which stands for: Speed Tenacity Scripts In short, if you can be fast, tenacious and know what you're going to say before you say it, you'll be light years ahead of other agents in your area. Let's talk about Speed first. Speed Chris starts by reminding us of a survey that showed if you follow up with a new seller lead within five minutes, compared to even 30 minutes later, you have a 100x better chance at converting. "In other words, you don't have an hour or a day. You have a minute or two. Find a way to automate emails and text messages when you get a lead. Your job is to then pick up the phone to close the automated gap." Sometimes lead follow-up feels like this. (via GIPHY)
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4 Ways Your CRM Can Take Lead Conversion to the Next Level
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How to Convert Online Leads Into Sales
From "Hello" to Closed The prevalence of online lead generation is certainly good news for real estate agents, but a lead is really just the start of something bigger. Converting those leads into satisfied customers is the real prize. While online leads share many similarities with leads from traditional sources, there are also a few key differences. Understanding those differences will help you make the most of your valuable prospecting time, maximize the return on your lead generation budget, and earn plenty of new real estate business in the process. Tips for Converting Online Real Estate Leads Follow Up Fast – It may be cliché to say "strike while the iron is hot," but in this case the cliché is spot on. The longer you wait to establish direct contact with an online lead, the lower your chances are of converting them. Keep track of the tools that you use for lead generation, and make it a point to follow up with any leads as quickly as you can. Set aside time each day to check and follow up on leads. Consider the Source – There are a ton of different platforms for online lead generation marketing and looking at where a lead comes from can help you determine the best way to reply. If a person sends you specific contact information, then you've already got the best way to follow up. If they just drop you a quick "hello" note on Facebook, then by all means follow up on their social channel of choice. Basically, you want to make it as easy as possible to connect.
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Consumers Want It Now: Leverage Voicemail and Email Autoresponders to Convert More Leads
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Homes Portal Jumps Into Responding to Consumers
The top online real estate search destination Homes.com recently announced a new lead conversion tool that solves one of the industry's most puzzling weaknesses—timely consumer responsiveness. More than half of real estate consumers consider response time before selecting their agent. Yet, research by WAV Group indicates that 48 percent of buyers never receive a response and those that do wait an average of 15.5 hours. The Instant Response Technology (IRT) by Homes.com, comprised of a fresh Lead Concierge service and a location-based application called TalkNow, aims to boost REALTORS' ability to successfully capture those leads by enabling faster direct communication with online leads. Zillow has been doing this for a number of years now. The Lead Concierge service saves REALTORS' valuable time by pre-qualifying online leads before transferring them directly to the agent. Experienced call center assistants answer initial inquiries from prospects and vet their home-buying readiness by eliciting information such as whether they already have agent representation or financing. Qualified leads, or those that do not have a REALTOR and are poised to buy soon, are immediately connected to an agent or broker. Leads that are less time-sensitive are forwarded to the REALTOR's online dashboard for later follow-up. "In effect, we're providing real estate agents and brokers with a personal assistant to help them never miss a call," says Homes.com President David Mele. "No one can always be available; if they're actively engaged with a client, they can't stop to answer a call or respond to a text. Homes.com Lead Concierge will perform that service for them, and more importantly, will help qualify and prioritize leads."
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Growing and Maintaining Your Pipeline: 6 Do’s and Don’ts
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5 Things an Agent Should Never Say to Leads
Do you ever look back on a conversation and wish you had said something differently? It happens to the best of us. When you're communicating with real estate leads and past clients, it can be challenging to handle every conversation perfectly. But being aware of what you're saying (or not saying) can help you begin to have conversations that lead to more leads, more clients, and more commissions! Here are five things a Realtor should never say to leads, and what you should say instead. Don't say: "Have we worked together before?" Do say: "How have you been enjoying your home on Winding Way these past few years? Are you looking for something in the same neighborhood?" Recalling details from past clients is crucial for making them feel valued, and putting them at ease. Before returning a phone call or email from a lead or past client, check your CRM for any notes you might have made about them in the past. No one can remember details about everyone they meet, especially a busy Realtor, so use your CRM to store important details that can help you set the tone for a successful conversation. Naturally work comments into the conversation that show your lead or past client that you remember details that they've shared with you.
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4 Real Estate Coaches Share How to Convert an Internet Lead via Phone
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Transform Your Internet Leads into Clients, Part 2: Make a Transformation
Have you ever noticed those handwritten signs offering to buy your house with cash if you call the number? I research the seller of a $10 DVD before I feel comfortable buying it online, and I doubt I'm the only one who wants the reassurance of positive feedback before buying a product. In the case of a huge financial transaction like buying or selling a home, this is even more true. In fact, Google conducted a study in 2014 that found that 66% of buyers are extensively researching prospective agents online before reaching out to them. Moral of the story? If you want a potential client to feel comfortable reaching out to you, it's essential to build trust before they submit a lead form. Boost your internet conversions by making sure online buyers and sellers aren't passing you by. You can do this by creating a foundation of trust and developing a community of help. Weave a Foundation of Trust We all want to do business with people we know, like, and trust. That's why creating a trustworthy online brand is so crucial when transforming internet leads into clients. To make sure your brand is beyond reproach, create a consistent brand image, build credibility, and share reviews written by people who have worked with you in the past. This may seem obvious, but it really is important to present a consistent brand image by using the same color-scheme, fonts, logo, and agent photo on your website, social networks, ads, emails, etc. It's also important to make sure your photo is recent; it hurts your credibility if your lead can't recognize you as the person they saw online.
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Get More Clients With This Million-Dollar Lead Conversion Plan (9/28)
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Transform Your Internet Leads Into Clients, Part 1: Create a Connection
I had a job selling kitchen knives for a few months in college. The earning potential was great, but completely reliant on my ability to get referrals (aka, strangers) to let me come into their home with a bag full of really expensive, really sharp knives and convince them to upgrade from the knives they were already perfectly happy with. That's one of the great things about real estate. Everyone who submits a lead request already has at least some interest in buying or selling a home. And with over 1.2 million REALTORS® competing for conversions, it's important to make the most of every incoming lead. Since 92 percent of home buyers use the internet during their home search (NAR 2015 Profile of Home Buyers and Sellers), being able to convert internet leads is a crucial skill. One of the most important things to remember is that making the conversion from internet lead to client requires good timing, guidance, and consistent follow-up. Get'em While They're Hot There are a lot of studies showing how crucial it is to reach out to new leads as soon as possible (preferably immediately). For example, if you respond to a lead within five minutes, the odds of connecting with them are 100 times better than if you reach out 30 minutes after the lead is submitted. However, your busy schedule probably doesn't leave room to personally answer every lead within the crucial five-minute time frame, so what can you do?
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Should Agents Use Their Lead Routing Email Address in MLS?
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Are you tired of losing clients to the competition? (9/13 and 9/15)
September 13 and 15, 2016 at 2:30 PM PDT Today's consumers are flocking to third party sites for visually appealing listing alerts. But what they don't know is that the data is bad and they're being sold to the highest bidder as a lead. With Cloud Streams, you can compete with those sites and keep your clients from straying! Cloud Streams is quickly becoming the leading alert and collaboration tool nationwide. Keep your clients close with Cloud Streams. The topics we'll cover include: Cloud Streams setup Overview of the Cloud Streams user interface and agent dashboard How to create a stream for your client How to have your client create their own stream How to comment and discus properties within a stream Register now!
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From Cold to Sold: How to Get Leads to Respond (9/7)
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A Better Way to Capture Seller Leads (8/23)
Tuesday, August 23, 2016 at 11:00 AM PDT Wouldn't it be nice if you could wave a magic wand and know who was considering selling their home? Get ready. We're about to spread a little magic. Join real estate technology leaders CINC and Onboard Informatics as they clearly explain how you can build or buy a tool that effectively identifies and captures home sellers. We're talking professional display of compelling, dynamic property content for your websites, applications or emails. Content home-buyers care about, without the hassle and cost usually associated with this level of detail. Topics Covered: Key components of home-seller tools Best practices How to build your own custom solution (the DIY approach) How to utilize a template to get up and running What you can expect from this type of tool Register now!
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