You are viewing our site as an Agent, switch your view below:

Agent | Broker     Reset Filters to Default
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.
MORE >
Why the Top Agents Leverage Success Metrics in a Shifting Market
3 key metrics you should be tracking There's been a lot of buzz lately about the shifting market, and you've likely been hearing steps and strategies to help you be prepared for what may come in your local market. Whether it just shifts slightly to a more balanced, normalized market, or there's a noticeable lull in home sales, the name of the game is being fully prepared at any time with a solid business model, that's evergreen and "shockproof," so that your profitability doesn't suffer. One tactic that will help solidify your profitability (no matter the market), is clearly tracking and measuring success metrics.
MORE >
Top 3 Tips for Following Up with Real Estate Leads Like a Machine
MORE >
Getting New Business from Old Clients
We spend so much time talking about the importance of repeat business and referral business, but the reality is that MOST agents have still not come up with the right way to keep in touch naturally over the long-term. The result? Will your clients hire you the next time you buy or sell your home? Are you sure? After closing, 70 percent of sellers say they would "definitely" use their agent again — but only 25 percent of repeat buyers and sellers actually do. We aren't here to lecture you. Creating one client for life relationship is tricky enough, and aiming to keep in close touch with every client you've ever had is nearly impossible. Still, there are a few low key ways to ensure that you don't break a bond that could end up paying off — both in business and in friendship — after you walk away from the closing table. Below are four tactics you can employ to create more long-term, business-boosting client relationships. 1. Rank your clients You ask for reviews and testimonials after you close, but do you ever bother to ask yourself how much YOU liked working with a client? If you want to focus on creating "clients for life," then the first step is to wean out the clients who you've loved to work with. Not only will you be excited to keep in touch with them over the years, these people are also more likely to recommend other like-minded friends and family members to you in the future. Consider adding a "Client Rapport" ranking to your CRM. After each closing, rank the client from 1-5. Anyone who scores at a 4 or 5 should be who you focus on as you create your "Client for Life" relationships. 2. Offer special treatment You can continue to send the same refrigerator magnet to every person in your sphere but think about upping the ante for the "4 and 5-ranked" contacts in your database. Consider hosting a VIP wine and cheese event for past clients who love to mix and mingle, send young families a coupon to the local Six Flags, offer up a gift certificate to your past buyer's new favorite neighborhood restaurant on the one-year anniversary of their home purchase. By showing you care about them, remember their interests and are willing to spend money or time on them after the sale, you'll be reinforcing a bond that can continue to grow even as you move further and further away from their initial transaction. 3. Watch for social cues and keep in touch with personal outreach Many (and maybe even most) clients hire you as they are on the cusp of major life changes. Whether they are prepping to expand their family, downsizing after the kids move away or simply shifting to a neighborhood that better suits their long-term needs, the reason for their move can act as the primary way you keep in touch for the first few years after the sale. Comment on their baby announcement on Facebook (or better yet, drop by with a branded swaddle blanket or onesie after they have settled into parenthood). Call to ask how their kids are enjoying the teachers in their new school. If you see that a coffee shop has opened up in their new condo building, ask if they would like to meet up for a cup of joe, then ask how they're settling into their new neighborhood. As the years go by and you get to know more about them than just their reason for moving, you can settle into a more natural conversation groove. But for the first few months or years after you work with them, don't worry about focusing on the "safest" conversation topic around — their reason for moving (and hiring you) and how that decision is working out. 4. Give them an easy way to review and refer you Many agents are afraid to ask for referrals directly because it can feel awkward and aggressive if not done in the right way. And while most have a way to generate testimonials or reviews, a lot of the platforms that promise to "syndicate" these reviews are clunky; they require an ironclad login and clients may feel turned off having to sign up for a site they never plan to use again. In the age of cybersecurity threats, not many people want to open up new accounts that require their email and other contact information. When it comes to asking for reviews and referrals, it can be helpful for agents to ask for client feedback that: Doesn't require a login Can be syndicated across the web Can be used to generate a review, testimonial or one-to-one referral Is sent on behalf of the agent, but doesn't come directly from the agent's email address Agents who need such a service can peek at Reach150, a client feedback and referral management system that automates your requests for referrals and reviews and can turn your positive testimonials into marketing content. To view the original article, visit the SmartZip blog.
MORE >
6 Signs It's Time to Rethink Your Referral and Lead Flow
MORE >
Converting Prospects Through Conversation, Not a Script
As an agent, do you have a reliable strategy and system for engaging with and converting potential clients? Whether a prospect walks into an open house, comes by way of an online ad, or through a chance encounter at a local coffee shop, having a framework in place to guide the conversation and assess their needs from the get-go will prove invaluable down the road.
MORE >
How to Follow-Up with Leads 450% More Effectively
MORE >
Why Responsiveness Is the Most Important Quality in a Real Estate Agent
There are numerous surveys and studies that show that the majority of buyers work with the first agent they speak to. That means all you have to do to get more clients is be more responsive. California Association of REALTORS' R.E.A.C.T. report shared several insights into the importance of being responsive to your current, past, and future clients. Find out how you can go beyond answering the phone when it rings and immediately calling incoming email leads to connect with more leads and close more deals.
MORE >
What Can Real Estate Agents Do to Improve Engagement with Leads?
MORE >
How to Follow up with Online Leads
Once you have digital marketing campaigns in place and start receiving notification of fresh leads, the ball is in your court to nurture these relationships. In order to effectively nurture your online leads, be sure to follow these steps:
MORE >
Busted! 7 Myths About Real Estate Leads We Can Finally Put to Rest
MORE >
5 Ways to Generate Higher Quality Real Estate Leads
"Hello, may I please speak to Seymour Butz?" Let's be frank about lead quality. At the end of the day, it's important for agents to remember that just because a lead isn't ready to buy right now, or even if they say "No," this does not mean that they are a dead-end or "trash" lead. Leads take time. Especially cold, online leads. So keep in mind if you've already taken steps to improve lead quality, and you're still complaining about lead quality issues – it may be an agent problem, and not a lead problem. However! There are some simple ways to assure that you're avoiding the true trash leads (ex: fake or out-of-service numbers, or fake names like Seymour Butz or Mickey Mouse), and also funneling leads into your pipeline strategically for higher conversions. Let's take a look at a few ways to get started. 1. Verify Your Leads Is there anything worse than spending an hour of your day cold-calling, only to sift through a handful of fake names, and then dial 20 out-of-service numbers? You can't force a lead to input accurate information, which is why it's beneficial to have some sort of lead verification process. Otherwise, you're the one spending hours sifting through a mystery list, when you could (and should!) be spending that time working with real leads. So, what are some options for verifying leads? Hire an assistant or Inside Sales Agent: While this doesn't fully alleviate the problem (because you are still paying someone to spend the time nixing trash leads) it at least allows agents to focus their energy on what they do best – working their hot leads and closing more deals. Partner with a CRM that verifies leads for you: BoomTown's system verifies leads who register on your site, by validating a phone number (mobile/landline/VOIP) and cross-checking to see if the name matches the data source. So when you're ready to reach out, you know you have verified information that will lead to real conversations. Use a lead generation service that provides verified leads: If you are paying for one (or several) lead generation services, make sure your dollar is going as far as possible. Shop different services, read reviews, and avoid using services who don't verify leads. 2. Qualify Your Leads When a lead registers on your site, what are they prompted to answer? More than likely they're only answering: First Name, Last Name, Email. Consider this: What if you asked just a few more questions to start qualifying your lead right out of the gate? For example: What is their timeline for purchase? Or, have they been pre-approved for a mortgage? Pre-qualifying a lead means that agents are getting more than just, "Ann – 843-555-2989." They're getting insights right off the bat to get a higher quality conversation going. Putting a qualification system in place will vary depending on the technology that you're using. If you've used a third party service to build your website, reach out to them and ask if it's possible to add more questions upfront when a lead registers. 3. Start Texting The "quality" of a lead can be dependent on when they're contacted. If you contact a lead within the first few minutes, they're more likely to want to talk to you. They're still in "home-search" mode, and they're likely still by their computer or phone. If you wait three hours, or even a day... chances are higher that they're focused on something else, or they may have already spoken to another agent. A great way to boost response rates is with texting. It's a quick and easy way to make contact, and leads feel a little more at ease. A 2018 Ellie May Study showed that texting is on the rise as a preferred method of communication from consumers. You can quickly shoot an introduction text to a new lead, like this one: Hi Andrew, this is Joanna with Cobblestone Real Estate Group. I'd like to email you a few listings. Any specific neighborhoods you'd like to browse? 4. Improve Your Content Marketing Real estate is a very personal business. Purchasing a home is a big decision, and not one that clients are willing to trust with just anyone. This is why the best real estate professionals have a brand that is client-forward and customer-service focused. One way to set yourself apart from the rest is to put strategic thought behind your content marketing. What are you sharing on social media and in your advertisements? What information is on your website? For example: if a lead lands on your website from a Facebook ad and all they see is a list of properties, they'll probably either (A) move on, or (B) enter their email and then move on, without giving your brand much thought. Consider adding your photo or a team photo to your homepage. Having a clear and visible mission statement or value proposition helps as well to differentiate your business. Check out The Bob Lucido Team's homepage for a great example. We see home as more than a house. So we approach real estate as more than a transaction. Whether you're ready to move in to your first home or move on to the next one, Bob Lucido Team is there with you at every important moment along the way. Delivering the ultimate real estate experience has driven us to be the #1 team with the largest real estate company in the world. It's how we sell a home every 4 hours, and how we've been able to sell over 35,000 homes over the past four decades. 5. Be Patient and Strategic. (And do the work.) Oftentimes with real estate, it's just about being in the right place at the right time. The way to maximize your chances of that is to have a rock solid follow-up plan. Aside from the real trash leads (fake numbers and dead ends), there is a wealth of "cold" leads that may seem impossible to convert. But the truth is — they're not. These are leads that have the potential of converting two weeks, two months, or even two years down the road. With a long-game nurture plan in place, you can capitalize on those opportunities year after year. To view the original article, visit the BoomTown blog.
MORE >
Did You Make Your Broker's Naughty or Nice List This Year?
MORE >
Over-Qualifying of Website Visitors Can Cut Your Leads
There should be little or no argument that the primary purpose of a real estate website is lead generation. No matter which niche markets you serve or what customer types you prefer, the website must generate real estate leads, or it's just a billboard to look at on the way past it.
MORE >
Nurture and Convert More Leads with Creative Email Autoresponder Messages
MORE >
7 Thank-You Notes You Should Be Sending Your Real Estate Leads
Sending a thank-you note is a small gesture that makes a big impact. So much so that 22 percent of employers are less likely to hire someone if they don't send a thank-you note after an interview. That's pretty compelling! So how can you use this trick to generate more business in real estate? Here are seven opportunities for sending a thank-you note that could lead to landing a new client.
MORE >
New Lead? Follow Up Using These Steps
MORE >
6 Tips for Nurturing Leads in Real Estate
Think of all your real estate leads as a garden (stay with us here!): Some grow fast, some take a little bit more time, but you want them all to thrive. That's why lead nurturing is so important. It's the action you take after someone connects with you via referral or advertising so you're top of mind with prospective clients. Some leads take just days to nurture, while others might take months to develop into a client. But it's worth it to try to nurture them all, even if that looks different depending on how you reached them and how ready they are to move forward. Our tips for getting started:
MORE >
Online Real Estate Leads: How to Make Them Convert
MORE >
How to Use Your Real Estate Blog for Lead Nurturing
Lead nurturing--consistent and targeted communications that move your leads further down the customer journey--is a necessary part of any successful marketing campaign. A study by Forrester has shown that marketers see an average 20 percent increase in sales opportunities from nurtured vs non-nurtured leads, meaning if you aren't doing lead nurturing now, you should be. One of the best resources a real estate agent has to nurture their leads is their blog—it's the perfect place to publish your real estate knowledge that targets every phase of the customer journey. We'll walk you through developing targeted blog content, distributing it to your leads, and how to start marketing automation for a strong lead nurturing campaign.
MORE >
7 Tips for Converting More Real Estate Leads
MORE >
4 Online Lead Conversion Tricks We Can Learn from Entrepreneurs
Entrepreneurs risk it all for the sake of advancing and growing their businesses and ultimately making their dreams come true. For those who venture into the real estate business, utilizing online platforms to gain leads is crucial and something that every successful entrepreneur has mastered. Let's take a look at four online lead conversion tricks we can learn from entrepreneurs.
MORE >
3 Tried and True Tips to Re-Engage Cold Online Leads
MORE >
4 Old School Lead Conversion Tips that Still Work in a Digital World
The way people make purchasing decisions is continuing to evolve, so it's vital that agents continue to re-evaluate their sales strategies. The key is to find the perfect balance between persuasion but not being overbearing or too "salesy." Let's take a look at four old school lead conversion tips that still work in a digital world.
MORE >
How to Leverage Automation for Lead Nurturing
MORE >
How to Stay Organized and Convert the Leads You Have
You've been in real estate for a while—working hard to reach your clients and connect with them again and again. Big or small, converting leads is the name of the game in real estate. Gaining new leads is one of the best things you can do, but you need to convert the leads you get into paying customers. Keeping track of all of your lead data and turning it into real, actionable steps is where we come in. Continue on to get real estate-specific tips on staying organized and converting your leads.
MORE >
What's Better? Quantity of Leads or Quality of Lead Follow-Up?
MORE >
Creating Auto-Responders that Drive Engagement
The Problem: You know what you want to say, and when you want to say it--but you just don't have the time to actually say it! Seriously, who has the time to follow-up immediately with every single newsletter sign-up or market report request when you are out in the field day in and day out? The Solution: Auto-responders! What is an auto-responder, you ask? Essentially, they are personalized email (or text) messages that are triggered by specific actions that your leads and prospects take with your website, landing page, online forms, or another email. Auto-responders are a great way to immediately reach and maintain the attention of a lead, continuing to build relationships even when you can't be at the computer. ​Creating auto-responders doesn't have to be overwhelming. Here are some ideas for auto-responders you can easily implement for lead nurturing. What are you waiting for?
MORE >
8 Powerful Resources for Building a Lead Capture System
MORE >
[Video] Out Closing the Competition with Artificial Intelligence
Artificial intelligence (AI) is one of the most exciting topics in real estate today. In fact, we may one day come to regard it as an advancement as important as the internet. Despite that, there's a lot of worry and misunderstanding about what AI is and what it can do. Don't worry--it's not an army of robots that will eventually replace agents. Instead, artificial intelligence is a technology that helps processes of all types become more cost-effective and more efficient. With its help, real estate agents can provide better service, better support, and forge better connections with their clients and prospects. In a webinar this week, we explored just what AI is, what it's not, and what it can do for your business. We saw a live demo of artificial intelligence at work in real estate, and learned the essentials of AI for attracting and nurturing leads. Did you miss the webinar? Check out the recording below for a replay:
MORE >
10 Real Estate Lead Conversion Emails You'll Want to Send in 2018
MORE >
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
MORE >
What Are Bad Real Estate Leads?
MORE >
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
MORE >
5 Step System to Convert Online Buyer Leads into Clients
MORE >
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.
MORE >
Real Estate Lead Conversion: 6 Tips for Getting More Appointments
MORE >
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.
MORE >
Leave a Message After the 'Beep' and Other Tips to Convert More Sales
MORE >
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!      
MORE >
5 Ways to Lose a Lead Real Quick
MORE >
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.
MORE >
How to Engage Millennial Homebuyers
MORE >
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."
MORE >
4 Unique Scripts that Close the Deal with a Promising Real Estate Lead
MORE >
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
MORE >
A Tale of Two Follow-up Plans: Travis Robertson's aggressive, two-week system (Part 1)
MORE >
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
MORE >
Decoding The Conversion Code for Real Estate Agents
MORE >
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).
MORE >
Is Voicemail Dead? When to Leave a Message, When to Cut and Run
MORE >
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.
MORE >
Can you send engaging, automatic lead responses without sounding like a robot?
MORE >
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
MORE >
Have Lots of Real Estate Leads? Don't Piss Them Off
MORE >
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.
MORE >
Leads Are People, Too: 4 Ways to Persist without Turning People Off
MORE >
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.
MORE >
Seller Lead Strategy #3: Check in with cold seller prospects in seconds — and get a response!
MORE >
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.
MORE >
5 Tips to Convert and Close More Real Estate Leads
MORE >
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)
MORE >
4 Ways Your CRM Can Take Lead Conversion to the Next Level
MORE >
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.
MORE >
Consumers Want It Now: Leverage Voicemail and Email Autoresponders to Convert More Leads
MORE >
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."
MORE >
Growing and Maintaining Your Pipeline: 6 Do’s and Don’ts
MORE >
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.
MORE >
Online Leads Don't Suck. Your Conversion Rates Do. (11/9)
MORE >
4 Real Estate Coaches Share How to Convert an Internet Lead via Phone
The strategies you use to successfully convert leads are a big factor in your level of productivity. As we are able to find leads through an increasing number of channels, it can be challenging to identify the best ways to move toward conversion. Taking advantage of the opportunities that come via the Internet can require some new ways of thinking, and creative combinations of tools that you might not have tried before. One traditional yet effective way to move an online inquiry into the pipeline is to make contact by phone. Following up is critical, and it's amazing how frequently initial contacts are ignored. For example, the WAV Group measured lead responsiveness from a sample of 384 different brokers across 11 states. Researchers inquired about online listings and recorded the data on responses by agents. In their experience: 48% of buyer inquiries were NEVER responded to Average number of call back attempts after the initial contact was 1.5 The average number of email contact attempts was 2.07 Average response time was 917 minutes (or 15.29 hours) So, strategy number one: RESPOND. Beyond that, many industry coaches recommend using the phone to convert these online leads. Here's a roundup of wisdom on the subject.
MORE >
Transform Your Internet Leads into Clients, Part 2: Make a Transformation
MORE >
Get More Clients With This Million-Dollar Lead Conversion Plan (9/28)
Wednesday, September 28, 2016 at 10:00 AM PDT Join us for this live webinar event to learn about the effective lead conversion plan of industry veterans Dan and Tempe Perreira. This husband and wife team use their plan to consistently produce four to five million dollars in sales annually from just 40 leads a month. From the initial response to new leads to getting them to respond and become your clients, you'll learn about the strategies and systems involved in the Perreiras' million-dollar lead conversion plan. Register now!
MORE >
Transform Your Internet Leads Into Clients, Part 1: Create a Connection
MORE >
Should Agents Use Their Lead Routing Email Address in MLS?
Real estate agents have a crazy number of email addresses. They have their personal email address at aol.com, their vanity email at MyAgentWebsite.com, their corporate email address at MyBrokerEmail.com and, of course, that mysterious lead routing email address. Lead routing email addresses are pretty common in real estate. Perhaps the most common is the email address assigned to every agent member of the REALOGY franchise group. It reads something like 8789398976293578(at)leadrouter.com. The benefit of each agent's LeadRouter® email address is that it follows business rules and provides certain alerts. An example of business rules would be a use case whereby a team would all get the notification of the email. This is especially important in terms of response time. With LeadRouter, agents may receive a text message or other alert when an inquiry comes in. The is a particularly valuable alert in terms of managing responsiveness. Another key feature of using a lead routing email address is that inquiries are naturally added to an agent's CRM solution. From there, the agent can assign an appropriate response and track that response in either the lead routing system or assign tasks or drip campaigns, or whatever might be the right action. Surely, even inquiries from other agents or notifications from the MLS would be well served from an attention to rapid response or follow up plans.
MORE >
Are you tired of losing clients to the competition? (9/13 and 9/15)
MORE >
From Cold to Sold: How to Get Leads to Respond (9/7)
Wednesday, September 7, 2016 at 10:00 AM PDT You may have HOT leads hiding in your database! Join us for Power Hour to learn how to quickly find dormant leads in your system and unique strategies to get them to engage with you. Plus, take away scripts from top agents proven to generate a response. Your next sale may be right at your fingertips, join us to learn how! Join the webinar to learn: Tips and scripts that get results How to effectively target newsletters and mailings How getting out of your comfort zone can boost your business Register now!
MORE >
A Better Way to Capture Seller Leads (8/23)
MORE >
Converting Hot Leads: An Email Campaign for Real Estate Agents
You've got several clients on the verge of making a big purchase, their new home, but you're worried they need that extra push or help along the way. Most real estate agents or those in sales will know the value of a good drip campaign or nurturing their clients through the sales process. Your end game is for your clients to convert and buy that house or to use your services to sell their home, but you also want to provide value throughout that entire process. This allows you to build up some much needed trust between you and your clients and it certainly makes you memorable, the best way to gain those crucial referrals down the road. Some of the most important things consumers and clients are looking for when it comes to trust are expertise, awareness, and relevance. All three of these are items you can provide your clients by getting your hot leads on a nurture campaign that will convert them to loyal clients. Start sending this drip campaign for Realtors and agents: When 83% of consumers trust brands that offer them resources and help throughout the sales cycle, it's a no-brainer that you, as a real estate agent, should be doing the same thing. After all, your clients are trusting you with one of the biggest purchases they'll ever be making in their lives, you'll want them to feel as helped through the process as they possibly can be. Unfortunately, you don't always have time to hold the hands of each and every client as they go through the home buying process. But that's where the automation of a nurture campaign comes in. No, there's no need for you to lose your personality or forgo the relationships you've built up. If anything, automating a nurture campaign is a great way to augment those relationships by giving your clients some added value, and give you some more time to spend with them in person.
MORE >
Are you tired of losing clients to the competition? (8/2 and 8/4)
MORE >
What's the Magic Number for Online Lead Conversion?
We already know that today's consumers are looking for information online. This means they expect to quickly find the information they're looking for whether it's on their laptop, smartphone, or tablet. Making sure that you're available to connect with consumers online is critical to ensuring the growth and success of your business. However, all real estate professionals can relate to the phenomenon among today's consumers to submit an online lead form or information request and then be unresponsive to your attempts at follow up. While this can be frustrating, one of the most important things to remember is that when it comes to online leads, persistence pays off. Contacting an online lead just once is one of the biggest mistakes that real estate professionals can make. In fact, the chances that you'll make contact on the first call are slim. A study by InsideSales.com found that the odds of making contact improve by 90% after six times. While six attempts at contact may seem like a lot of work, it can make a huge difference in your business.
MORE >
How to Follow-up with Buyer and Seller Leads the RIGHT Way
MORE >
Are You Chasing Leads in Real Estate or Cultivating Clients?
Are you chasing leads in real estate? Do you focus your time chasing after that phone call, email, text or private message from someone you don't even know or who doesn't know you or even appreciate if you have expertise in the market? With the growth of real estate portals and social platforms, the past decade has brought a shift in mindset among many in the real estate industry. Agents think that if they get some stranger to go look at a property because they contacted you about a listing in a zip code you "bought" on a portal, they can sell somebody something. This is lead chasing. After years of fumbling around in the digital world, I now can distinguish between cultivating a client and chasing leads. Personally, I prefer to have a potential lead contact me from something she read in my biography, or presentation of my listings online, or an article I have written or been quoted in. My favorite source of business is a referral from another agent or a past client. Regardless of how that contact is generated, cultivating a client comes full circle via the digital world.
MORE >
Easy Ways to Find More Leads Today and Build Your Database
MORE >
Are you tired of losing clients to the competition? (7/12 and 7/14)
July 12 and 14, 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!
MORE >
Accelerate Your Income with Simple Conversion Strategies (7/14)
MORE >
How to Score and Sort Your Online Leads for More Sales
When it comes to online leads in real estate, I hear some version of this sentiment all the time: online leads aren't worth the money or effort... "They are a waste of time..." "They don't want to hear from me..." "They're never ready to act..." However, studies show that the vast majority of online leads are simply very early in the home buying or selling process. They are starting to look at homes, explore their options, or begin their research. So there's definitely some truth to the feeling that they don't want to talk to you... yet! To make the most of online leads, you need a system for scoring leads and following up with them until they're ready to buy. Scoring leads simply means identifying a lead's interest, their readiness to act, and the amount of time and energy it takes you to acquire that lead and turn that lead into client. By scoring and sorting leads, you can make sure you follow-up with each lead based on where they are in the buying or selling process. For those rare leads ready to act now, you can actively try to set up an appointment. For those further out, you can follow up over time with an email sequence that delivers targeted, relevant information. Don't worry–scoring online leads is easy. We use a simple method for evaluating all the online leads that come into our system. Generally, leads fall into one of three "quality" categories.
MORE >
The NEW, Groundbreaking SEE Strategy (7/6)
MORE >
6 Powerful Form Builders for Creating a Lead Capture System
Recently we published an article titled, Conversion is Key for This Open House Expert, which detailed a story from San Francisco-based agent Nicole Nicolay. Nicole uses open houses as an opportunity to convert market watchers, tire kickers, and fence sitters into clients. In that article, she shared her proven technique for collecting contact information at open houses. Nicole explained that she quickly learned that many people write like doctors when you ask them to write their email addresses. Her fix was to digitally capture contact information by way of a landing page off her website. In response, we had a number of agents ask for a follow up post showing how they could create a similar system. Here's how: It starts with the landing page A landing page is a single page located on your website that highlights a single topic. Many of the most successful landing pages lead with a bold, eye-catching image, laser-focused headline and clear call-to-action. To enhance your credibility, consider including social proof or testimonials confirming the value of your offer. Form Creation Tools Your landing page will need a form to capture the prospect's request and contact information. There are a variety of form creation tools available on the market, and many have free, low volume options. Here are a few of our favorites: 1. Gravity Forms The leading WordPress plugin for creating forms, and the system utilized by Nicole Nicolay, Gravity Forms builds your lead capture system by simply dragging fields into place. Use the conditional logic to show or hide fields, sections, pages or even the submit button based on user selections. Gravity Forms comes with a onetime cost of $39.00.
MORE >
Are you tired of losing clients to the competition? (6/21 and 6/23)
MORE >
How to Identify and Nurture More Warm Leads
Agents and brokers can spend hundreds or even thousands of dollars a month on online leads. Some of these leads pan out, but the vast majority are either cold to begin with, or lukewarm at best. However, that doesn't mean these leads have no value. Just because they may not be ready to buy today doesn't mean they won't be ready next month or six months down the line. For agents, the key is nurturing those cold leads and being able to identify when they're ready to buy. So how does one tell when a consumer is ready to jump into the market? The trick is to monitor how they interact with your drip marketing emails and how they behave on your website, your property search app, and other similar tools. Today, we're going to look at a few "tells" that signal that your lead may be ready to make the jump to client in the near future. How to Tell When a Lead is Warming Up First things first: to be able to monitor your leads, they must be signed up for your drip emails, or be registered users of your website, mobile app, or other tool. For drip campaigns, this can be as simple as importing your contacts into your CRM or drip marketing platform. Some solutions, like Listingbook, who we'll be using as an example later in this article, make importing contacts and assigning them to nurture campaigns easy. For website and mobile users, consumers will need to sign-up of their own volition. You can, however, encourage them to do this via your nurture campaigns!
MORE >
The NEW, Groundbreaking SEE Strategy (6/6)
MORE >
Are you tired of losing clients to the competition? (6/10 and 6/12)
June 10 and 12, 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!
MORE >
Your Guide to Client Retention Tools
MORE >
Real Estate CRM Software Tips: How to Make the Most of Your Lead Management System
For some agents, real estate CRM software is simply a place to store basic lead contact information for later reference. For successful agents, a lead management system is so much more. Nurturing your leads requires great attention to detail, and the best way to keep track of all of your prospects' details is to make the most of your CRM for real estate agents: taking arduous notes on each contact, setting up drip email marketing campaigns, and assigning or sharing leads with fellow team members. Find out what you need to do to get the absolute most out of your lead management software — and discover what the best real estate CRM options should include — with our must-read tips and tricks below. Before all else, find the best real estate CRM software that's easy to use, fits your needs, and simplifies lead management. This should go without saying, but given that two in five CRM users take advantage of less than half of a lead management system's features (a sign they either don't understand how to use them or are unaware of available functionality in their software), it's vital to thoroughly research all CRM options on the market. A simple Google search for "best CRM software" will unveil countless search engine results pages featuring dozens of potential choices. The ideal way to filter through these systems is to list out everything you want and need in a CRM. For real estate agents, this list should include: The ability to get a 360-degree lead view: Adding in personal details, housing preferences, and general notes about your leads is crucial to maximize use of your CRM. This ongoing process of information-collecting and -storing will allow you easily to scan and prioritize contacts in your database. Cloud integration for safe record-keeping: In the event your computer crashes, you'll need to have another means to gain access to your CRM. Saving all of your client, lead, and general contact data in the cloud is a no-brainer in this day and age. An intuitive, easy-to-learn user interface: There are some lead management options meant strictly for enterprise companies (those usually with 100 or more employees) that offer a wealth of tools and functionality. Most agents likely don't require these options, though, so only pick a CRM with features you will actually use daily. Sales and marketing automation capabilities: Integration with other digital resources, like email marketing automation tools and scheduling software, is a must-have characteristic for any CRM you choose, so research only those that offer proprietary automation features or sync with other notable software.
MORE >
Convert More Seller Leads Into Clients (5/25)
MORE >
4 Smart and Modern Methods for Engaging Your Leads
Generating leads is a formidable challenge in itself, but simply getting leads isn't enough to convert them into clients. Even the hottest of leads must be engaged with by the real estate agents they belong to with, at minimum, well-crafted first contact messaging before they will be ready to transact. Here are four smart methods for engaging your leads that will help ensure that they transact with you. 1. Customize Communications to Address Leads' Needs There's no better way to differentiate yourself from your competition and make your communications stand out than by recognizing and addressing the special needs of your leads. Even seemingly small pieces of information, like a lead's area code, can reveal a lot about any special considerations they may have. Online resources – from social networks to websites like Whitepages.com – can also give you valuable insight into your leads' needs. For example, you can infer that a lead with an area code from the opposite side of the country won't be familiar with your market and could therefore benefit from a knowledgeable local (i.e., you) outlining the characteristics of the neighborhoods they may be interested in. Similarly, a lead whose Facebook profile is cluttered with images of their young children is more likely to have their interest piqued by a first contact email from an agent that contains listings ideal for the raising of little ones.
MORE >
Friday Freebie: Guide to Warming Up and Converting Website Leads
MORE >
[Infographic] The Perfect First Minute: Advanced Lead Conversion
It's go time. You've got a new online lead alert on your phone and the clock is ticking: you have to get them on the line. How do you go from that initial "lead alert" to a serious conversation about buying or selling a home? Chris Smith lays it all out in his new bestselling book, The Conversion Code. This infographic outlines the perfect first minute. Want to catch the whole story? Chris Smith and Homes.com are coming to a city near you. For a list of upcoming cities and dates, visit www.SecretsLive.Events.
MORE >
Internet Conversion Made Easy with 4 Simple Tricks
MORE >
Conversion is Key for this Open House Expert
When one-third of your annual sales in a single year stem from open houses, you pay attention. Something is working. For strategic-minded REALTORS®, open houses are an opportunity to convert market watchers, tire kickers, and fence sitters into clients. What sets apart a “showing” from a “client conversion and closing opportunity” can be attributed to a REALTOR’s style and RPR. That's according to this San Francisco based agent who was recently named Rookie of the Year by the Bayeast Association of REALTORS®. “I have a clearly defined strategy for planning and carrying out an open house,” said Nicole Nicolay, a REALTOR® with the Engel Group at J. Rockcliff Realtors, Pleasanton, California. “It’s a game plan that has consistently resulted in above-average performance.” Nicole, who has more than a decade’s worth of real estate marketing and technology expertise under her belt, said the data and reports found within RPR fulfill three vital components of her open house strategy: Using insightful, engaging icebreakers Providing credible, relevant information Ensuring a timely and consistent follow-up method
MORE >