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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!
Few things are more frightening than an empty pipeline. But if you neglect or don't quickly respond to incoming leads, an empty pipeline is exactly what you'll get. You may be busy, but that doesn't mean you should ghost on your leads. This Halloween season, bring your pipeline back to life with a free trial of RealContact's lead concierge service. Read on to learn more! Free 14-day trial, courtesy of RealContact If you've ever been slow to respond to new leads, or you just let existing ones go cold, RealContact has a solution. The company offers a "lead concierge" service that responds to all your real estate leads within 90 seconds, any time of day or night. RealContact qualifies your leads, too, so that you save time by only working transaction-ready leads. And what about those leads that are not quite ready to buy or sell just yet? RealContact automatically nurtures them for a full year, so that when they're ready to transact, they come to you. Here's how it works: You receive a new lead! Your RealContact Concierge reaches out within 90 seconds to engage and qualify your new lead. If the lead is ready, your Concierge will set up an appointment. You'll get an instant notification from the mobile app, and can watch the conversation happening in real-time. Take over at any point by texting or calling your lead directly through the app. All RealContact Lead Concierges are trained in lead engagement and appointment setting. But if you'd like to tailor their conversations to better fit your business, you can create custom scripts and campaigns that capture your brand's message. RealContact's trial is free for 14 days or 25 leads, whichever comes first. And there's no reason to be too spooked to give it a try—this free trial requires no credit card to sign up, so there's no risk to you. Want to see how better lead engagement can grow your business? Start your free trial today!
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Success Story: Exploring How Agents Choose Real Estate Technology
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7 Ways to Compete With iBuyers
Change is coming. There is a new way for homeowners to sell a home: iBuyer programs. Homeowners can get an instant cash offer over the internet for their house. While this sounds great, it is not without its downsides for both the seller and potentially your business as a real estate agent. iBuyer programs are currently only offered by a select few companies in limited markets, but they are growing quickly and could be coming to your market soon.
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The Five Fifty-Five Program
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Nurturing Leads with Your IDX Website
So you've launched your IDX website with all kinds of property search options, featured listings, community pages and more. Now the leads should start coming, right? Unfortunately, it's not that easy, but an IDX website that also has a content strategy will help you attract and convert more leads.
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5 Ways to Lose a Lead Real Quick
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Facebook Messenger Bots: How to Automate Conversations to Qualify Leads and Stay Top of Mind
One of the most important lessons you can internalize about growing your business in the digital age is that you have to "meet your customers where they are." That used to be simple: postcards in their mail, emails in their inbox, calls to their phones. But if you've been solely relying on traditional communication methods like these, then you've likely noticed a decline in interactions. It's just harder to get in touch with people that way these days. So if you want to keep your business strong, then you need to find another channel. And boy, do we have just the channel for you!
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The Missing Ingredient that Can Ensure Your Success in Real Estate
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4 Ways You Can Reach New Leads Faster
It's 2019 and buyers and sellers expect instant access to the information and services they're looking for. Your best chance of converting your leads is to reach them in the first five-minute window after they call or fill out a request form. There are a lot of ways you can respond to new leads more quickly. Find some ideas below.
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5 Ways to Convert Open House Leads into Sales
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How to Create the Very Best Generic Autoreply Emails
If you think automatic generic response emails can't increase sales, think again! Considering every sale begins with a lead, it's amazing how many companies let leads slip right through their fingers. Let's face it: Lead generation is hard...and/or expensive. If you're doing lead gen by yourself, it can eat up your whole day--and the next--ad infinitum. If you're buying your leads, they can be both pricey and worthless. If your company is supplying you with leads--even if you don't have to put out the cost upfront--understand those leads are costing you big time on the backend of the transaction in salary or commission reduction. So, if leads are so difficult to come by, wouldn't it make sense to do everything you can to convert those leads once you get them into sales?
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A Guide to Making a Great First Impression with Your Real Estate Prospects
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Got a CRM? If So, You Need a F.O.R.D.
Leads turn into Prospects turn into Clients turn into Closings turn into Commissions Sounds so simple when you look at sales with the above formula, but we all know it's really not that simple! Many things have to happen from the time you get that lead until you finally get the commission. I believe it's not contact relationship management, but rather relationship marketing.
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How You Can Add Flavor to 'LPMAMA' So Leads Stick with You
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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.
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Top 3 Tips for Following Up with Real Estate Leads Like a Machine
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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.
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6 Signs It's Time to Rethink Your Referral and Lead Flow
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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.
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How to Follow-Up with Leads 450% More Effectively
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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.
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What Can Real Estate Agents Do to Improve Engagement with Leads?
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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:
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Busted! 7 Myths About Real Estate Leads We Can Finally Put to Rest
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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.
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Did You Make Your Broker's Naughty or Nice List This Year?
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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.
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Nurture and Convert More Leads with Creative Email Autoresponder Messages
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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.
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New Lead? Follow Up Using These Steps
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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:
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Online Real Estate Leads: How to Make Them Convert
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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.
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7 Tips for Converting More Real Estate Leads
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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.
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3 Tried and True Tips to Re-Engage Cold Online Leads
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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.
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How to Leverage Automation for Lead Nurturing
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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.
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What's Better? Quantity of Leads or Quality of Lead Follow-Up?
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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?
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8 Powerful Resources for Building a Lead Capture System
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10 Real Estate Lead Conversion Emails You'll Want to Send in 2018
You've probably noticed this by now (it is almost 2018, after all), but much of real estate has gone digital. It's no secret that 80 percent of home buyers conduct internet research when considering homes to buy, and 89 percent use the internet to find real estate agents. Millennials will be the largest group of homebuyers (at 34 percent and growing) for 2018 and beyond—and they are a generation who value a tech-savvy agent. These days, documents can be signed virtually, homes can be viewed by video (and, in some cases, through virtual reality), and Realtors are expected to be online where their buyers are. So where should you begin with your real estate lead conversion? Online, of course. I believe you need to start with a strong email marketing strategy. In this digital age, the formal, impersonal letters no longer do the trick. The fastest way to modernize your outreach is to implement anticipated, relevant, timely, personalized email campaigns. To help, here are 10 real estate email templates that will bring your communication into the digital age, for digital buyers. (We've also added character to the subject lines for maximum open and click-through rates!)
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Triple Your Leads with Better List Segmentation
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What Are Bad Real Estate Leads?
Just what are BAD real estate leads? Ask a number of real estate professionals this question about their website leads and you'll get a number of answers, often with words like "tire-kickers, procrastinators, unqualified, not ready, or others." Think of real estate leads like they are bananas. Buy a bunch, sit them on the window ledge, and then wait a week or so. The chances are that you're not going to get excited about eating those dark brown mushy things. Most importantly, real estate leads have a shelf life just like some fruits and vegetables. They can and will go bad, but that's not because they are BAD leads. It's because you let them go bad.
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How to Create a Conversion Engine for Your Online Seller Leads
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5 Step System to Convert Online Buyer Leads into Clients
Most real estate agents understand that to create a pipeline for future business, they need to continuously bring in new leads. However, engaging and converting leads is not a "one size fits all" process. In this post, we focus on the simple five-step system we use at Goodlife Realty to effectively follow up with our online buyer leads to build trust and credibility—in hopes of turning them into eventual buyer clients. By the end of this post you will: Know how online and offline leads differ Understand the psychology of an online lead Access templates to create your own follow-up sequence to nurture and convert online leads
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Easy Tips to Convert More Seller Leads
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Real Estate Lead Conversion: 6 Tips for Getting More Appointments
As a real estate agent, there are two paths you can take to grow your business: As a marketing professional, you can increase lead spend or change the source to generate more leads.  A pile of leads is not a goldmine, however, until you convert your leads to appointments. As a sales professional, you can grow your business by improving conversions or by leveraging your existing sphere of influence.
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Boyenga Team Delivers Online Excellence through Chime
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Leave a Message After the 'Beep' and Other Tips to Convert More Sales
Every agent works referrals and most dabble in geographic farming, but after the first few tries, few take advantage of cold calling. Although it can feel like an exercise in futility if you don't do it right, unsolicited calls during dinner are a big tradition in American industry. Why? Because when done right, they work. Here are five tips to help you see why cold calling doesn't work and how to turn it around.
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Desperate for Seller Leads? We have the answer!
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5 Ways to Lose a Lead Real Quick
Forgive us if we sound like a broken record here, but in order to reiterate our point – leads are the lifeblood of any business and should be given the same level of attention as you would any other client. 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. Ask the 2016 Atlanta Falcons about losing a lead – it's not fun. (Too soon?)
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Create a Conversion Funnel to Turn More Facebook Leads into Clients
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How to Engage Millennial Homebuyers
It's a sad but true fact that there's a generational wealth gap in this country. Because of this, we see fewer millennials in the home buying market than we'd hoped for. "The absence of millennial homebuyers is a big story for the economy, because housing sales and construction are big drivers of jobs," claims Jeff Reeves in USA TODAY. "But it's also an equally big story for the personal finances of millennials, who are missing out on the real estate wealth that bolstered the balance sheets of previous generations," he concludes. Homebuying statistics bear this out, finding that millennials make up only 35 percent of buyers, which is down from 40 percent in the mid-2000s. So, how do you reach this reluctant and somewhat broke generation? And why should you want to?
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What to Do When Your Sales Leads Say 'Not Now'
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4 Unique Scripts that Close the Deal with a Promising Real Estate Lead
You've sent the follow-up texts and the nurture emails, you've beat around the bush as much as possible. At some point, you have to know if a lead is worth pursuing any further... so, what's your go-to script for sealing the deal? If you don't have a strong closing line, don't fret! Review four possible options below to see which one best matches your style. Practice saying the lines a few times until they come out naturally. Then, let 'er rip!
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A Tale of Two Follow-up Plans: Rachel Adams Lee's six-day, 14% lead conversion system (Part 2)
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A Tale of Two Follow-up Plans: Travis Robertson's aggressive, two-week system (Part 1)
When it comes to lead follow-up, there's no such thing as diminishing returns. Eighty percent of sales are made on the fifth to twelfth contact... yet only 52 percent of salespeople follow up even ONE time with their prospects, and only 10 percent make more than three total contacts. (Source: Chris Smith, Curaytor) 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? This week and next, we'll outline follow-up plans from two lead conversion experts with vastly different approaches: Travis Robertson, an international real estate coach out of Newport Beach, California, recommends an aggressive two-week program. Read Travis' plan below. Rachel Adams Lee, the CEO and Founder of Rachel Adams Real Estate Group in Roseville, California, has a six-day, six-step system she and her team swear by. She's closing 14 percent of her Realtor.com leads. Wowzers. Come back next week for Rachel's plan! Travis Robertson's two-week conversion program
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How to Prevent Your Leads from Ghosting on You
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Decoding The Conversion Code for Real Estate Agents
The sales funnel, the sales pipeline, or whatever else the kids may be calling it these days—we all know there's a process to getting a lead to actually become a client. But have you mastered it that process? Turns out there's a bit more to it than placing an ad and letting your phone ring off the hook with all those prospective leads. Chris Smith has mastered this process and turned it into a bestselling book, to boot. Chris Smith is one of the founders of Curaytor – a marketing and sales coaching company – and he has also worked with several very successful startups and business people. He knows what he's talking about here, and The Conversion Code is proof of that. That's why we're breaking down his processes for real estate professionals looking to perfect their sales process and improve the experience of each and every lead that comes into their system. From their first glimpse at your website, to their final decision as they choose YOU as their real estate agent, we'll walk you through using The Conversion Code for yourself.
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How to Get into Your Leads' Phone Contacts (and Stay There)
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Is Voicemail Dead? When to Leave a Message, When to Cut and Run
Spam callers are ubiquitous and we've all had the unfortunate experience of answering a call that we wished we'd have ignored. So can you blame your leads for screening your calls before they've gotten to know you? If you're struggling to make contact after you receive an inbound lead with a phone number, consider the below tactics to help you break through the screening process. Tactic #1: The double and triple dial
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Heat Up Cold Leads this Summer
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Can you send engaging, automatic lead responses without sounding like a robot?
When you think of automated text response, do you think of a thoughtful start to a relationship? Or do you think of a stark, robotic message? Or, even worse, do you associate automated text alerts with spam and phishing scams? Many companies and tech systems are integrating automated text response into their features — but they're not doing a great job of hiding the fact that the system is automatically generated. The result? A choppy, impersonal customer experience that leaves a lot to be desired. Because while the Robot is a great move for wedding dance floors, it's a terrible follow-up and customer engagement tactic.
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Earn More Income by Creating a Virtual Team
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Have Lots of Real Estate Leads? Don't Piss Them Off
So you've set up your real estate farm area and have been sending out farming postcards on a very consistent basis. You've set up your Facebook campaigns and your ad retargeting campaigns to target homeowners in your farm area and those that have visited your ads and pages. You've also been working your past client and sphere database, working to get more referral business. Congratulations! You are on your way. With all those pieces in place, you're accumulating lots of leads that need follow up. How you follow up is critical, however. You need to be very careful. Cultivating leads is kind of like online dating. You have to make sure you are speaking to your leads' needs. If you do not do this and you end up sending them tons of unrelated content they deem unnecessary, they are going to get angry and they are simply going to "swipe left" and move onto the next agent.
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I’ve Got This List of Homeowners that Responded to My Marketing. Now What?
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Leads Are People, Too: 4 Ways to Persist without Turning People Off
Industry visionary Brian Boero of 1000 Watt Consulting recently wrote about how many top real estate companies are working their leads in highly aggressive ways — in short, he says, real estate agents are starting to “digitally waterboard” their leads with between 21 and 43 touches designed to convert at any cost. What agents aren’t considering, Boero says, is how these potential clients want to be treated after they come in as a lead. And while you can certainly work to repair a relationship that commenced with light stalking, wouldn’t it be better to start off on the right foot? Below are four tips for keeping it real and finding the human connection when you are working to engage and convert new leads. 1. Do some research before you reach out Yes, the five-minute response is important. You may consider automating an initial response to a lead saying that you’re busy at the moment but will be in touch soon. But in the time between that automated text (or email) and your initial call, be sure to spend a few minutes thinking about how to engage the lead on a personal level. If they’re a clear buyer lead, Google their name or look them up on Facebook. If they seem to be recently married or have an expanding family, work that into the call by asking if they had any major life changes recently or if they’re just looking for a new home. By giving them an opportunity to talk about their personal circumstances — and not just the deal you’re after — you’re stoking a real human connection that sets the right tone for them to work with you. If they’ve requested a CMA or price analysis on their current home, do some digging on the home’s exact location. In your call, discuss its proximity to a local park, pool, restaurant or emerging commercial district. Show them that you know about more than just their home’s value and local housing trends; you also know about all their community and what makes it special.
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Identify and Engage Warm Seller Prospects Using Intel and Tools You Already Own
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Seller Lead Strategy #3: Check in with cold seller prospects in seconds — and get a response!
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 Today, we'll focus on how you can think less, and convert more, by sending short, to the point emails to past leads and prospects that didn't go anywhere. The famous nine-word email Back in December, our friends at Top Producer® hosted a webinar with lead conversion guru Chris Smith. In the session, Chris let agents in on a tactic he calls the 9-word email. While you may want to write longer, personal emails to active prospects and leads, you likely have a lot of past prospects and leads who are getting colder by the day. You may not know if they're still on the fence about buying or selling, or if they completed a transaction with another agent. And if you're really that out of touch with them, why not just send them a quick email to gauge their interest? There's nothing to lose. If anything, you'll be able to properly identify them in your CRM as a lost prospect or an active one.
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How to Convert More Leads the Right Way
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5 Tips to Convert and Close More Real Estate Leads
The trick to a healthy return on your marketing investment is making sure that any leads you get as a result of your efforts convert and close. Yesterday, broker and veteran Realtor Jesse Zagorsky shared his advice for handling clients that use property portals throughout their home search. To be sure, portals are a popular way for consumers to not only find a home, but to find an agent. But with so many agents competing for leads on portals, how can you ensure that the leads you do get convert into clients? Today, we'll share a few of Zagorsky's most important things you can do to ensure your leads close: 1. Call fast—lightning fast. If you don't get ahold of them when you call, text them. "You have to respond immediately, as the consumer will keep clicking on listings until they get someone," Zagorsky says. He attributes this to the "instant gratification expectation" that started with Millennials, but is now universally expected. "I don't think it can be five minutes anymore. I think you need to respond in 30 seconds," he says. "When you call them that quickly, you set the expectation that you are amazing at what you do. It sets you up in a really good light — they assume you'll be as good at everything else as you are at that initial response."
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3 Tips You Need to Convert Every Seller Lead (No Matter Their Objection)
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4 Ways Your CRM Can Take Lead Conversion to the Next Level
Leads. We all rely on them to bring new business into the pipeline, but their quality can vary dramatically, and a lousy lead is sort of worse than no lead at all. (Who wants to chase their tail?) Still, we work with what we have. Even if you don't have a full inbox of guaranteed conversions, it's important to manage your leads efficiently to optimize conversion. Taking into account leads of differing quality, most real estate professionals would be thrilled with a conversion rate of 5 percent. The industry average is closer to 1 percent. So finding new leads while making the most of the leads you have should be a priority. Many agents rely on lead sources such as Realtor.com, Zillow, and others to identify prospects—but making customers out of them can take some help. One of the things that a top-quality CRM can do is optimize those leads. A CRM can make the difference between just having lots of mediocre leads and having lots of approaches to use that will help you convert them. Here's how: #1: Response Time Automating your leads mean instant responses can be automatic. This is huge for conversion, since many inquiries go unanswered even though studies show that a quick (one hour or less) response will boost the likelihood of further contact by seven times.
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How to Convert Online Leads Into Sales
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Consumers Want It Now: Leverage Voicemail and Email Autoresponders to Convert More Leads
We've all heard that patience is a virtue, but these days it's all about instant gratification and that's not necessarily a bad thing. If you run out of milk, you don't have to wait for the milkman; you just drive to the store. If you want to know what's happening in the world, you don't have to wait for the morning paper. You simply visit an online news site. Everything is online now, from banking to viewing animals at the zoo, giving you instant access to any service. Is it any wonder that research from the California Association of REALTORS® (CAR) shows that most homebuyers view "responsiveness" as the most important quality when they select an agent? Being responsive is not a new strategy or marketing technique. It is, however, a challenge most real estate pros struggle with. Leads can arrive at any time, day or night, and you have work to do and a life to live, making it hard to answer the phone every single time it rings or reply to emails instantly. Response time is critical to convert consumer leads, as those contacted within the first five minutes are 100 times more likely to close than those called after just 30 minutes. To increase the number of leads you convert into prospects and clients, start by setting expectations as soon as a consumer contacts you. Let them know why you're worth waiting for and how long they may have to wait, then offer something of value to make their wait worthwhile.
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Homes Portal Jumps Into Responding to Consumers
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Growing and Maintaining Your Pipeline: 6 Do’s and Don’ts
Real estate is a dynamic market and while working in the industry takes unwavering determination, it also offers great earning potential, flexibility and freedom. To be successful, you must utilize your time wisely to equally focus on the important aspects of your business like prospecting, converting leads, delighting clients, and processing referrals. While there is no one-size-fits-all approach to succeeding in maintaining and growing your pipeline in real estate, we've put together six do's and don'ts to guide you. DO respond to leads quickly In today's digital world, real estate professionals can expect to receive leads from a multitude of sources. With the increase of online leads, potential clients can fall through the cracks and you could be leaving money on the table! In order to effectively convert incoming leads, you must respond to them quickly. Within five minutes or less to be exact, because if you aren't someone else is! Fortunately we have a few simple tips to assist you in improving your response time and lead conversion. DON'T reach out to leads with nothing to offer While you may already be a pro at responding to leads in a timely manner, you need to make sure you actually have something unique to offer to set you apart from the competition. Not having something of value to offer could lead them to seek assistance from another real estate professional. Mike Barbanica, of RE/MAX Blue Line, says aside from persistence you want to prove your value up front. This could be as simple as opening the conversation with: "Hello, my name is (your name) with (your company name). I received a message to give you a call through our website and wanted to make sure I got back to you. You had asked about 123 Main Street. I pulled that property up in the system and found some information. Did you have any specific questions about it?"
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5 Things an Agent Should Never Say to Leads
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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.
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Transform Your Internet Leads into Clients, Part 2: Make a Transformation
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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!
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Transform Your Internet Leads Into Clients, Part 1: Create a Connection
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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.
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Are you tired of losing clients to the competition? (9/13 and 9/15)
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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!
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A Better Way to Capture Seller Leads (8/23)
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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.
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Are you tired of losing clients to the competition? (8/2 and 8/4)
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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.
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How to Follow-up with Buyer and Seller Leads the RIGHT Way
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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.
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Easy Ways to Find More Leads Today and Build Your Database
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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!
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Accelerate Your Income with Simple Conversion Strategies (7/14)
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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.
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The NEW, Groundbreaking SEE Strategy (7/6)
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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.
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