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Your Website Is No Longer Your Single Biggest Tech Asset
Over the last decade, real estate technology has come a long way. We have seen a surge of products, tools, and platforms claiming to be the "silver bullet" piece of technology that will instantly resolve all of your lead, adoption, and recruiting woes. This pattern of an overwhelmingly large surge of technology offerings becoming available in the space is just as strong as ever. The foundational core of many technology platforms and ancillary tech is a broker's/team's/agent's website. There seems to be an unspoken agreement that the single most important piece of technology a real estate professional can have is their website. Looking further into this belief, many think that the website alone will produce an infinite amount of leads and business as long as it is a unique, one-of-a-kind custom site that has video and parallax elements throughout. While a website is an extremely critical component to your overall technology structure, it is by no means the undisputed single piece that can alleviate the challenges your business has. Having consulted with the top brokerages across the country for over six years, I have seen many trends come and go. From dedicated mobile apps to QR codes, there seems to always be another shiny penny to be chased. One school of thought that is proving itself over and over to be false is the belief that a brokerage should be dedicating most (if not all) of its technology resources into a custom website. Going into 2019, there are many top designed websites that can be obtained in a semi-customized template format or fully customized WordPress format that provides just as great of a UI and UX as customized HTML websites that are five times the cost while, in many cases, delivering more leads than those that cost so much more. So if a single tech asset, namely your website, is not your best tech asset, what is? The best tech asset is actually a strong tech foundation containing multiple components running on a single platform. This allows leads that come in through your website to accurately be captured and nurtured through the same connected platform. It also allows for guaranteed nurturing via native marketing campaigns in the system as well as messages to ensure you stay top of mind to the potential buyer/seller lead you have captured. Components of your foundational technology platform should include the following: A visually pleasing and functional website that provides a great search experience and information A CRM that can capture, qualify and nurture leads and your sphere of influence with relevant and timely data. Preferably via phone, text, and email. Native marketing components and capabilities (landing page builder, squeeze page builder, mass text/email, mobile dialer) Transactional capabilities Ability to connect and deploy other technology platforms from within the system to ensure a true integration To view the original article, visit the Inside Real Estate blog.
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3 Steps to Convert Rental Leads into Buyers
There are a lot of misconceptions about renters, foremost among them is the idea that all renters have bad credit and aren't worth the time to work with. But that's far from true. Most homebuyers started off as renters while they grew their savings and credit scores. Most years, roughly 34 percent of all home buyers are first-time home buyers. Furthermore, a lot of renters are already more prepared to buy a home than they realize. All it takes is a little education and they may be ready to sign a mortgage instead of a rental agreement. Find out more about converting rental leads into buyers below:
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Your Brokerage Needs to Improve Your Consumer Responsiveness
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Real Estate CRM Tools to Personalize, Process and Nurture Leads
Real estate is often a highly personal business. The emotions that come with finding the perfect property forge strong relationships between real estate pros and clients--but maintaining those relationships after closing day can seem daunting. Nurturing prospects is also a crucial part of keeping your business healthy and growing, but in the chaos of closing deals, those valuable contacts can slip between the cracks. Real estate customer relationship management software helps maintain and deepen those connections using the following tools.
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Doubling Sales Volume Six Years in a Row -- By Following Up
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Leads Are Easy, Converting Them Is the Challenge (and 5 Ways to Fix That)
In today's real estate market, finding leads really isn't the problem, it's converting them. There are multiple ways to help you cultivate your list. But it's what you do with those leads that really matters. Even in hot real estate markets, you'll find plenty of potential clients who need nurturing. How are you going to nurture them all the way to the closing table? Advances in real estate platforms and smart CRM tools mean that agents and brokers have ample opportunities to stay on top of their leads. Artificial intelligence, behavioral automation and other smart technologies can help agents really master the capture-to-close part of the sales funnel. With so much going on behind the scenes, what should agents and brokers expect from their CRM platform?
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6 Lead Management Tips for Real Estate Teams
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[VIDEO] Conversion Miracles: 3 Percent to Double Digits
Top team leaders share how they beat the average 2-3 percent conversion rate and push closings up to and through double digits. This video is a recording of a lead conversion panel from this year's REALTORS® Conference and Expo in Chicago.
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Desperate for More Inventory for Your Agents? We have the answer!
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4 Strategies for Assigning Leads to Your Agents
Sales managers face the daunting dilemma every day of how to assign leads to agents. Every real estate brokerage needs to maximize the effectiveness of their sales teams by having the best person respond to fresh leads as fast as possible. There are plenty of ways to assign leads to agents, from manually emailing them to creating an algorithm to assign leads to the most compatible person. Here are four strategies for assigning leads to your agents that can help:
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How to Connect with a Millennial Home Buyer
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3 Clear-as-Day Signs It's Time to Hire an Inside Sales Agent
If you've read Chris Smith's The Conversion Code, you may already know these two statistics: For every home that was sold in 2011, there were .65 leads generated online. For every home that was sold in 2014, nearly eight online leads were generated And if you've been paying attention to the number of new portals, lead gen sites, landing page offerings and the explosion of Facebook ads in the last three years, you know that those numbers have only continued to explode in the years since. Going strictly off the numbers, you have (less than ) a 1-in-8 chance of converting a lead you generate online. Are you really doing enough to win a lead's business from competing agents? The answer, likely, is no. And that's okay — because it's never too late to change a failing strategy and turn it into one that works better for you and your business. Inside Sales Agents: How real estate companies are turning cold calling on its head to build relationships with leads Cold calling is nothing new, but it does conjure up a negative image of someone in a headset, calling from hundreds of miles away to aggressively push a deal on an unsuspecting customer (whose name they invariably pronounce wrong). Within real estate, however, we're seeing an exciting shift in how cold calling can be used to shore up new business. Rather than hiring "dialers" who explicitly sell a product or service the minute a lead picks up, many real estate companies are leveraging "inside sales agents" (ISAs) to build relationships with new leads over time. And when the average lead can have eight (or more!) agents working them due to online lead generation, it pays off in spades to be the business that is eager to make a connection before asking for a sale. Here are three signs it may be time for you to hire an inside sales agent. Sign #1: You hate the follow-up (and it shows) Do you hate following up with new leads? The good news is you're not alone. Forty-four percent of salespeople give up after just one attempt (Scripted). The bad news? Eighty percent of sales are made on the fifth to twelfth attempt to contact a lead (Curaytor). If your first call is an aggressive attempt to win the deal, and you aren't willing to call back again, you are unlikely to get anywhere with unqualified, dime-a-dozen online leads.ISAs have the right tone and delivery, and because they're paid to build up relationships with leads, they are able to focus on naturally qualifying leads over time. Imagine the difference between talking to an eager professional who wants to get to know you better, and a Realtor who is clearly hoping for a quick buck on the first call. Who would you prefer to talk to? Sign #2: You're busy (really, really busy) with active clients Calling, texting and emailing new leads isn't easy. It's time-consuming and it creates a strange paradox: Knowledgeable, successful agents often have a harder time converting new leads than rookie agents with plenty of time on their hands. By hiring an ISA, you can spend time on your active clients and most-qualified leads while allowing a professional to build a relationship with brand-new prospects and leads who aren't quite ready to sign a contract yet. Sign #3: Lead conversion just isn't your thing Real estate is a unique profession that requires dozens of skillsets. A typical agent has to master everything from marketing and brand-building, to contract-writing and hard-line negotiations, to market statistics, to staging and interior design. Oh yeah, and then add in that small task of maintaining great relationships with everyone in your sphere and converting leads with the ease of a Fortune 500 company. Not every aspect of real estate can be "your thing." It's important to recognize your weak spots and outsource related tasks as soon as possible. If you simply can't or won't prioritize lead conversion, even though you're paying for new leads, then it's time to release yourself of that expectation before you burn through any more money. Inside sales agents can be extremely affordable and if you hire the right resource, your ISA might be pre-trained on best practices and pre-loaded with scripts so you don't have to spend weeks creating the right documents and onboarding processes. Starting on day one, a great ISA can do what they do best — qualifying and nurturing prospects and leads — and so can you. Ready for an ISA who converts predicted, nearby sellers? What if you narrowed your sights to predicted, qualified sellers in your area? With SmartZip Outreach, you can do just that. Our algorithms predict the homeowners most likely to sell in your area and our highly trained ISAs call to build a relationship and qualify their moving timeline. Meanwhile, you can focus on a short list of ready-to-sell homeowners waiting to hear from you. Reach out today to get a killer deal on SmartZip Outreach. To view the original article, visit the SmartZip blog.
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Three Hard Truths About Building Your Brokerage
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3 must-ask questions when hiring an inside sales agent
Telemarketers. Virtual assistants. Lead scrubbers. There are many terms used to describe "inside sales agents," an industry role that has taken off over the last few years. But few of these descriptors fully encapsulate the role of an inside sales agent (ISA), which is to: Respond to inbound calls or online leads promptly — before they move on to another agent or real estate source Talk with prospects and leads to determine their likelihood of buying and selling Nurture these contacts until they are ready to talk directly with an agent Track engagement and develop a deep relationship so the transition from ISA to agent is smooth, personal and conflict-free As you may expect, not all ISAs are created equal. Some have strict rules and limitations, while others work to become a part of your team's culture. Some simply track their engagement while others make sure to alert you immediately if they talk to someone who they've determined is a "hot" lead. Below are three questions to ask yourself when hiring an inside sales agent to work for your business or team.
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Harry Potter walked into a real estate office...
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How One Brokerage Cured their Weak Conversion Rate (and Brought Their ROI Back to Life)
When Pat McCandless and Chris Earl bought Stephens Real Estate in 2013, they became the instant owners of one of the top firms in their area. They knew, however, that the company could perform better. "Our reputation is excellent," says Pat McCandless. "But we did realize our support systems were out of date. In order for our agents to maintain our standards of service, we had to update those support and tech systems." One major underperformer was their online lead generation effort. Their ROI was weak, with leads converting at just half the industry rate. Obviously, something was wrong—but what? McCandless and Earl had to dig in deep to find out.
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Building a Seller Lead Funnel
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Pull the plug or double down? Why one brokerage invested in new tech to get more value from their low-conversion paid leads
Stephens Real Estate describes themselves as a "traditional, full-service brokerage." And everything from their location — in the heartland of Lawrence, Kansas — to their business model does seem pretty conventional. But when new broker/owners Pat McCandless and Chris Earl stepped in to run the firm in 2013, they knew that continued success would require that they innovate and invest in technology for their agents and clients. Here's how they created an office technology culture that didn't interfere with the company's longstanding traditions. Q. You recently had to choose whether to invest more or pass on your primary online portal contract. What provoked this? Pat McCandless: We purchased the company in January 2013, and for the first year we really just focused on not interfering in any way that would derail their longstanding success.  We are one of the top companies in the area and our reputation is excellent. But we did realize our support systems were out of date; in order for our agents to maintain our standards of service, we had to update those support and tech systems. Q. What systems are you talking about, and how did you first learn that your systems were no longer efficient? Chris Earl: Two weeks before renewal of our contract with realtor.com®, our sales representative, Richard McDonald, came to explain changes to our existing offering. The program we had been using was being transitioned and we weren't able to renew the contract for our web leads in its current form. Surprisingly, Richard did not recommend we go forward with a different product. He had conducted an analysis of the response rate we were providing for leads, and it was less than ideal. Some leads were responded to quickly, others were not and some did not receive any response at all. Our conversion rate was at 3-4 percent, when it should have been 8, 9 or 10 percent.
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Changing Buyer Behavior to Convert More Web Leads: A Q&A with San Diego broker Jesse Zagorsky
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The Results of Digital Engagement Part I: The Business Challenges Addressed through Better Engagement
Welcome to the first part in our series: The Results of Digital Engagement. Through this series, we will feature real estate and relocation companies using digital engagement to better their business. But first, let's explore this idea of engagement. Engagement helps your agents convert more leads at every phase of the sales process. To keep visitors, leads, and real estate prospects engaged, consider infusing data into how you generate new business. Connecting each person to content they care about creates a more personalized experience at every phase. View our exclusive white paper on the power of digital engagement here. Business Challenge: Visitors don't stay on my website Adding helpful information to your site like property reports, an AVM tool or a mortgage calculator is a great way to keep people engaged so they stay on your site longer. The longer they stay, the more likely they are to return and provide their contact information. Business Challenge: Visitors leave my website before leaving their contact information Offer easy ways to capture more online visitors wherever they are in the real estate process. Put lead forms in front of your online tools to capture the information of more visitors and give you insight to where they are in the buying and selling process.
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Capture Forms that Capture Leads
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Digital Conversion Rates in Real Estate: What’s Considered 'Good'?
If you're in real estate and you have a website, landing page, or Facebook page – it's nice to know how many people visit, but it's even more important to understand how many people convert. What is a good conversion rate in real estate and what are some easy steps you can take today to improve? First – what are we talking about? What are we talking about when we talk about digital conversion rates? We are looking at the total number of visitors who complete a lead generation form divided by the total number of visitors to a page or website. Essentially, these visitors are going beyond just viewing your page. By releasing their contact information, they become a lead for your agents. The average conversion rate across industries is 2.35 percent according to WordStream. Inside Real Estate claims that number is closer to 1 percent for real estate. That means if 100 people visit your landing page, one person will leave their contact information. If you're not sure what your conversion rate is, check out our conversion rate calculator to help figure it out.
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Kunversion and Inside Real Estate Combine to Become Leader in Broker and Team Software Solutions
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Online Leads Don't Suck. Your Conversion Rates Do. (11/9)
Wednesday, November 9, 2016 at 10:00 AM PDT Are you generating enough online leads to make a significant impact on revenue? Are your online leads ready to transact? Do they yield fruit for your agents? If not, let's talk. Let's talk about an easy solution that converts at a higher rate with no additional effort required from your agents or support staff. A solution that delivers the personalized experiences consumers now expect. In this exclusive RE Technology Webinar, we'll walk you through easy ways to identify key types of consumers and deliver personalized communication that gets twice the engagement rates of the industry average. We'll answer your questions on data-driven consumer engagement and demonstrate how other real estate professionals use data to increase online conversions and drive revenue as illustrated in our exclusive white paper. Onboard Informatics is a leader in data-driven engagement with 14 years of experience in real estate data. We have information on all 150 million properties in the country and their surrounding areas. We combine our data and experience to create impactful data-driven solutions. As more consumers gravitate online to find their next home, having these types of turnkey solutions will put you ahead of the competition as you advance with the latest data-driven technology. Join us November 9 as we demonstrate this technology, teach you easy ways you can incorporate these improvements, and answer your questions on improving online lead conversions. Register now!
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3 Tips for Creating a Top Producing Team
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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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3 Tips for Managing Your Realtor.com and Zillow Leads
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Recruiting and Retaining Younger Agents: 6 Tips for Success
Agents are on the hunt for greener pastures, according to the NAR. A full third of Realtors started at a new brokerage in 2015--up a whopping 67 percent from the previous year. So why are agents moving? It may have something to do with changing Realtor demographics. Just a few years ago, much talk revolved around the dangers of agents "aging out" of the industry with few younger agents available to replace them. In fact, recruiting younger agents was brokers' top concern in 2013, according to that year's Thought Leader Survey from Imprev. However, the average age of Realtors has decreased every year since 2013 as younger agents enter the industry. The amount of Millennials getting their real estate licenses has likewise increased. But this is a generation notoriously known for "job hopping." So what can brokers do to recruit and retain this group of agents? Here are a few tips that can help: 1. Use effective lead management systems - 'Closing more deals' or 'getting better leads' often tops the list of reasons that agents switch brokerages. When recruiting agents, talk about the lead generation systems you use and how you help agents nurture and convert those leads. What methods do you use--social media advertising, retargeting, search portal marketing, etc.--and how easy are they for agents to leverage? Be ready to offer hard numbers on how many leads can agents expect per month from your systems. 2. Talk lead quality - Quality of leads is arguably more important than quantity. No agent wants to waste time on leads that are unlikely to convert. So in addition to talking about what systems you use, talk about why. If you, say, advertise on realtor.com® instead zillow.com, tell potential recruits it's because realtor.com® leads are significantly more likely to convert than leads from other portals, according to PAA Research.
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Are you tired of losing clients to the competition? (9/13 and 9/15)
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What DocuSign's New 'Lead to Close Strategy' Means for Brokers
DocuSign revealed a new 'lead to close' strategy for real estate at last month's Inman Connect conference in San Francisco. But what does that actually mean? Here's a breakdown. What is a 'lead to close' strategy? "Lead to close" is a succinct summation of DocuSign's new mission: to make real estate transactions 100 percent digital, from lead generation through recording of the deed. The heart of this strategy is integration with other major tools that brokers use. For example, one of DocuSign's newest partnerships is with Realtors Property Resource (RPR). Thanks to the integration, DocuSign users no longer need to enter property data into the program. That information is automatically pre-populated into DocuSign Transaction Rooms from RPR's database. Another new integration is with Lantrax's back office and accounting solution, Profit Power. All data about a property sale is pushed from DocuSign into Profit Power. By connecting transaction data to financial performance, this integration gives brokers greater insight into their business performance. DocuSign launched a similar integration with brokerWOLF, Lone Wolf's back office solution, last November.
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From Cold to Sold: How to Get Leads to Respond (9/7)
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A Better Way to Capture Seller Leads (8/23)
Tuesday, August 23, 2016 at 11:00 AM PDT Wouldn't it be nice if you could wave a magic wand and know who was considering selling their home? Get ready. We're about to spread a little magic. Join real estate technology leaders CINC and Onboard Informatics as they clearly explain how you can build or buy a tool that effectively identifies and captures home sellers. We're talking professional display of compelling, dynamic property content for your websites, applications or emails. Content home-buyers care about, without the hassle and cost usually associated with this level of detail. Topics Covered: Key components of home-seller tools Best practices How to build your own custom solution (the DIY approach) How to utilize a template to get up and running What you can expect from this type of tool Register now!
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Brokers Find Gem of Seller Lead Generation and Conversion
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Are you tired of losing clients to the competition? (8/2 and 8/4)
August 2 and 4, 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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4 Old School Lead Conversion Tactics That Didn't Kick the Digital Bucket
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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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3 Ways to Use Data You Have Today to Better Understand Your Customers
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Accelerate Your Income with Simple Conversion Strategies (7/14)
Thursday, July 14, 2016 at 10:00 AM PDT Conversion is the biggest battleground in real estate, and agents are spending big money for coaches who promise to take them to the next level. In this webinar, Virtual Results president Jim Marks will give you those tips for FREE. The key to better conversion? Don't overthink it. Systemize your follow-up so you don't second guess yourself or waste time on unproven tactics. In just one hour, you'll: Get tips on small changes you can (and should) make to your website Learn how to convert from traffic to lead, and lead to client See how to identify the value of a lead now and over the long-term, and follow up accordingly Learn about automated tools you can use to nurture leads naturally Register now!
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The NEW, Groundbreaking SEE Strategy (7/6)
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5 Tips to Convert Internet Sales Leads Into Clients
Helping potential clients make the journey from the virtual world to reality can be tricky. Missing out on essential real estate tips could cost you business. Take control of your online marketing efforts. Unlock the secrets to converting online leads: 1. Be speedy. Providing an immediate response is the single most important factor in converting internet leads. 35-50% of online leads deal with the first agent they speak with. How fast do you need to be? 56% expect a call back within 30 minutes. 2. Connect. The next most important factor, after being first to respond, is making a personal connection. In fact, hyper-personalize. Get an email address and gain insight from the client's Google, FaceBook, Twitter, or LinkedIn accounts. Tight on time? Try the Charlie app, which provides a one-page synopsis on individuals based on these sources. This will help you hone in on the lead's needs prior to contacting, then talk it up. It'll make you by far, more memorable. What if you must choose between delaying a return call or missing out on the investigatory process? Hands down: Return the call.
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Are you tired of losing clients to the competition? (6/21 and 6/23)
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6 Steps to Driving Real Estate Success with Tools and Systems
Paul Argueta, Broker/Owner of Real Estate Haven in Pasadena, California started out as a single agent working in his family business. He went on to become a broker and built a team of more than 150 agents, which gained him recognition as one of the fastest growing, privately held companies in America according to Inc. Magazine. How did he achieve this success? Like many agents and brokers, it was born from the adoption of tools and systems that streamlined his business, made his agents more effective and allowed for higher conversion. Let's explore the steps you can take to achieve real estate success with the backing of tools and systems: Step #1: Acknowledge the Need At the company's five-year mark, Argueta's team was closing between 400 and 500 units per year, yet referral and repeat business was lacking. He acknowledged the need for technologies that would help them capitalize on this missed opportunity. He also knew implementing these new technologies would help drive his recruitment and retention efforts. Step #2: Set Your Goals Argueta set out to find technologies that he could implement to help his team reach their goal of recapturing past clients and their sphere of influence, with the overarching goal of building a suite of products that could be marketed to his agents as a one-stop-shop for their lead generation, nurture and follow-up.
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The NEW, Groundbreaking SEE Strategy (6/6)
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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!
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Convert More Seller Leads Into Clients (5/25)
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3 Ways to Capture More Seller Leads
This week, we hosted a webinar detailing three ways to generate seller leads. If you missed it or want to watch it again, it can be viewed here. Here are the three methods we discussed in the webinar: 1. Nurture Use a drip marketing email campaign to provide valuable dynamic information about the reader's property. The example here shows the estimated value of their house, the month-over-month change, and the recent home sales price trends with recent sales easily displayed. Super easy to read and digest, points to agent If you are thinking of implementing this tool, keep in mind: Keep it simple. Limit the data you display to keep it clean and easy to read. Keep it consistent. Send it at the same time every month so it becomes something the reader expects. Highlight the changes. We put the percent change in the subject line and represented it graphically in the e-mail. This makes it seem timely and relevent, which will help increase open rates. Drive to the agent. In this example, we literally have an arrow pointing to the agent. When the reader is ready to reach out to an agent, they will know exactly where to go.
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3 Metrics for Identifying Quality Website Leads
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3 Steps to a Faster Moving Sales Pipeline
Creating an efficient sales pipeline allows you to analyze who's moving through your pipeline and what it looks like, as well as to find the best way for you to get those prospects moving through it in a way that makes sense to you and your process. A sales pipeline is systematic approach to understanding your sales process and where the 'money' currently is. Think of it as the journey your clients or customers take from becoming a prospect to following through on the sale with you. Some representations may show the pipeline as a funnel, others depict it as a forward moving, linear chart, but there's no right or wrong here; it's whatever makes the most sense to you and your business. So how can you activate your sales pipeline and start converting more prospects? We'll walk you through that, and go over the best metrics for you to track to become more efficient. The bottom line here is that the sales pipeline that works for you may not always work for someone else in your field, let alone one of your co-workers. It's a fairly personalized experience and, at the end of the day, the pipeline is there for you to get a grasp on what's coming up, or who you may need to spend some time with in order to activate them or get them moving. While some larger companies and corporations have a uniform sales pipeline across the whole team, as a solo practitioner or member of a small team, you may find yourself working to create your own pipeline in a more personal manner. But before you do so, understand these three steps as a way of establishing your pipeline and maintaining its effectiveness to start activating all of the sales.
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Broker Best Practices for Converting More Leads
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Who Spoke to Your New Customer?
New customers contact your brokerage every day to get property information. More than half of the time, they are never responded to. It is a tragic condition of every brokerage driven by business rules that are totally understandable. Brokers send leads on company listings to the listing agent as a general rule. And that is a good rule. But there are new trends emerging. A lot of leads are garbage, and top listing agents get worn down by the time suck of following up on dead end inquiries. After a while, they stop responding. The good news is that there is a path to success with automation. Here are two proven lead triggered responses that are providing amazing results for many brokers: 1. "Thank you for inquiring about {insert address here}. Would you like me to provide you with a virtual tour of the property or set up a private showing?"
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Top Producer Nails Lead Conversion
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Do you know the cost of 1%? Industry secrets on conversion.
As an industry, we've become hyper-focused on lead generation. Brokers, teams and agents invest valuable time and resources on website development, marketing strategies, SEO and systems to capture opportunities generated from online leads. Yet there are so many conditions that need to be met for these leads to result in a sale that, as a whole, industry conversion rates hover around 1 to 2%. Consider this common dilemma: There are roughly 6 million home sales in the U.S. annually, yet there are approximately 15 million online leads generated. It's mathematically impossible for all of these leads to convert. As such, many agents are reluctant to put a transaction-ready customer on hold to jump every time an online lead comes in. This only adds to the problem, as frustrated consumers send more inquiries hoping an agent will respond. Despite these difficulties, 44% of homebuyers manage to find a property they purchase online - and many of them find the agent they transact with on realtor.com®. A big contributor to this is starting with accurate data. You can't sell a property that's not really for sale. But, the ability to respond first and have a meaningful exchange in the critical first five minutes when the consumer is asking for help makes all the difference.
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Real Estate Brokerage CRM and Leads: Working in the Old vs. NEW
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Your Real Estate Lead Conversion Rate: Are You the Bottom of the Barrel?
With real estate lead generation, there are lots of different ways and methods to receive and generate those leads. One undeniable truth is that the source and method of collecting these leads is going to have an impact on the quality of the lead. The other truth is that all leads, and especially online leads, need a solid and refined follow-up plan to get top conversion. With online leads, you can get a huge return and great closing rate—if you understand the pieces of the real estate lead puzzle. Most agents or brokers that contact us struggle to put together the right pieces of the real estate lead puzzle. Take this statistic, for example. Over a period of time, we polled new clients coming to our Lead Promoter solutions. We asked what they are seeing for a closing rate on leads currently. The normal answer would be something along the lines of 3-5%. When we dug in deeper with a little analysis, it turned out to be about .5%-1%. This is happening at the same time that 70% of online real estate leads report they are not followed up with effectively. The key is: You need to separate yourself from the pack of real estate professionals that don't know how to consistently build a strong brand, generate good leads, and refine their closing rate. So, what are the right components for great lead return?
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Is Your Brokerage Wasting Your Real Estate Leads and Face Time?
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20% Lead Closure: Part Real Estate Lead Generation, Part Lead Management System
With a variety of real estate lead generation programs out there, we will frequently run into a client coming to us who has tried three or four different lead generation methods before. One of the first questions many of them ask is how we claim higher close rates than other companies – sometimes it seems like we are making claim to something that can't be done. But really, there is nothing magic about it – it is all in combining the right marketing ingredients and steps to get the right result. Obviously, we are all dealing with the same people that are out searching on many portals or other locations out there, so we don't claim to get in you in front of different end-consumers. The key to the right kind of lead generation is really in the how. It is the "how" in the process of the lead finding you and the "how" in the process of you following up with the lead. If you are looking for good quality leads to build your own business or your team's business, here are the major things to keep in mind: Make sure your real estate leads are building trust in you from the first step. If one of the first steps of your marketing or lead generation strategy includes buying a lead or set of leads from a big brand, one thing you already know is that your leads don't know anything more about you than your competition. Make sure that you put in the time and resources to establish a real estate lead and marketing strategy that includes your brand being the core lead driver, and your websites and online presence being the location or "net."
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[INFOGRAPHIC] Nurture This Way: The Best Tactics for Nurture Campaigns
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The 5 Best Ways to Nurture Leads
Last week, I discussed some easy ways to capture more leads on your site. The inevitable question then becomes, So now what? According to the B2B Marketing Benchmark Report, 74% of all B2B leads are not "sales-ready." So how do you stay relevant and keep your brand top of mind until those consumers are ready to buy? You need to drive those leads to the sales finish line. Let's talk today about the car that will get you there. Here are five best practices to effectively nurture leads so most become new sales for your business. 1. Qualify Before you bring them into your car, you should make sure this person is right for you. You know your target consumer – does this person fit that criterion? Determine if someone is a good lead with a brief quiz. It doesn't have to be invasive or extensive, just a few pointed questions that lets your organization know if this is a person worth further investment. Qualify your leads with a brief quiz. Make it fun. Optimize it for mobile. And keep it short.
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5 Best Practices on How to Follow-Up with Clients
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What’s the Score? 4 Ways to Track Real Estate Lead Generation Activities
To succeed and grow your brokerage, you need to do several things at the same time: generate leads, recruit and train effective agents and track agent activity with full accountability, all while utilizing the right tools to convert leads into sales. Lead generation activities like prospecting can often mean day after day of rejection and can take a toll on an agent's confidence. Tracking and reporting real estate lead generation activities helps agents stay motivated and holds them accountable to their goals, and keeps them focused on the activity instead of the end result. We don't always have control of the outcome, but we always have control over our effort. Here are four ways you can keep your agents accountable by tracking their lead generation activities from first contact to closed deal. Track Your Numbers Have you ever said, "I am doing everything I am supposed to be doing yet my business isn't growing?" If so, you probably aren't tracking your numbers effectively. Top performing agents understand that prospecting is a numbers game and are aware of the real estate lead generation activities they need to perform each day to accomplish their goals. If certain activities aren't completed, it will be reflected in their scoreboard. Numbers tracking holds agents accountable to revenue generating activities and ensures that they are hitting their goals.
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4 Tips on What to Do After You Send a Follow-Up
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6 Strategies on the Best Time to Nurture Leads
Summer is a great time to develop your garden. Delicate seeds require a lot of attention to grow into strong flowers. Just like your garden, the best way to ensure successful sales is to nurture your leads. Surprisingly, 80% of leads need 5 follow-up calls after the initial meeting to become a sale, but 44% of salespeople give up after only 1 follow-up, leaving a lot of room for improvement. Nurturing leads by making them feel important with a follow up improves the potential for present and future sales. Often a lead requires more than just a sales pitch to be convinced to buy or continue using a product. Knowing the best time to follow up with leads can be a difficult skill to master. Through trial and error you can determine the best times to contact your leads. To help you get started, here are some techniques we found: 1. Respond NOW The best time to follow up with a potential client is immediately. The longer you wait the less likely you are to qualify the lead. The odds of qualifying a lead decreases 6 times over the first hour. Waiting more than five minutes before contacting your lead causes the chances of closing a sale to decrease 4 times, and 21 times if you wait 30 minutes.
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5 Reasons You Should Your Track Leads (And How To Do It)
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Make It Personal
When it comes to lead conversion, the Internet could be viewed as a mixed blessing. Ninety-two percent of home buyers go online to look at houses for sale, according to the National Association of REALTORS®' 2014 Profile of Home Buyers and Sellers. That translates to a potential boatload of Internet leads—but also to the time-consuming task of separating the casual browsers from the serious inquiries. Large brokerages such as 8z Real Estate in Boulder, Colo., with 104 agents, assign a customer service team to qualify prospects by all available means—phone, text, or live chat—and match them with an agent. Lane Hornung, CEO of 8z, says the customer service reps help ease prospective clients into the homebuying process. "The consumer feels less pressure because many Internet consumers want to stand back a bit," he says. As co-owner of a four-person team at Keller Williams Performance Realty in Colorado Springs, Colo., Mariana Wagner assigns the qualification process to administrative staff or does it herself. "Most people get into real estate because they're really good at negotiating or they're really good with people," Wagner says, "not because they are really good at converting leads." The Human Touch Wagner, who works primarily with listings, has a strong referral base, but she also gets leads from tools such as zBuyer and AgentMachine and from Facebook ads. She's a firm believer in contacting a lead, usually by phone, within five minutes. After that, qualification can take anywhere from 10 minutes to two hours. But it's vital to make contact when the lead is still thinking about real estate, she says. "If you wait too long, they are on to other things, like Facebook," she says. If leads don't respond to a phone call, Wagner reaches out to them with text messages. "We have a remarkably high response rate when we text people," she says.
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Does It Make Sense to Buy Leads?
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Using Your IDX To Close Business
Why nurture leads? Marketing to acquired leads is smart! Forrester Consulting found the following consistencies in companies that nurture leads: They generate 50% more leads at a lower cost per lead They reduce the percentage of ignored leads They raise close rates on leads by 7% They increase agent take home pay – and with a shorter ramp for new agents How to nurture your leads Let's start by looking at a typical lead funnel. The top of funnel activity includes activity such as paid search campaigns (i.e. AdWords, Bing), publisher ads, reciprocal links, SEO/organic traffic, and manually entered leads acquired from events such as open houses.
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And the Lead Goes Round and Round
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How to Identify Warm Leads Using Tools You Already Have
How can you tell "good" leads from the not-so-great? The answer may be to analyze the data available in your real estate apps and software. Brokers can use this information to detect patterns in consumer behavior and identify which leads may be more ready to buy. By targeting these "warm" leads, brokers and their agents save time that may have been wasted on those not ready to buy or sell a home. The good news is that real estate apps are increasingly giving users access to this data via built-in analytics tools. We've rounded up three common types of real estate solutions and ways you can identify warm leads in each. 1. Call Capture/Text Message Services Do your sign riders feature automated phone numbers that prospects can call or text for more information? If so, most of these services feature call capture capabilities that record a prospect's phone number at the moment of peak interest--curbside. More advanced solutions, like VoicePad, go one step further by funneling prospect information into a lead management program and giving those prospects the ability to search for other properties from their mobile device. The program can then track all properties that prospect has viewed, how many times they've viewed it, what homes have been favorited and more. Agents and brokers can use this information to target the most active prospects and craft a tailored follow-up strategy. You can see all your options for call capture and text messaging services here.
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The Real Estate Guide to Following Up and Prospecting
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Leads Are All About Connecting
Once you have generated a lead, the game has really only just begun. Until your in-house staff or your agent makes a personal connection with the lead, it represents only potential. Converting potential into dollars is where lead management and best practices come into play. Below are four actions that will dramatically improve your lead conversion performance and profitability. In this discussion, I am talking about contactable leads. This is someone who has expressed an interest in being contacted in order to receive more information on a listing, to schedule a showing, or receive a CMA. This is in contrast to IDX site registrations (either voluntary or forced) and other website forms that do not convey a true or actionable interest. Make Contact in Less Than 30 Minutes You are probably sick and tired of hearing those of us in the lead management business screaming that you need to make contact in minutes, not hours, and certainly not in days. We do this for one simple reason: it works. There is no one action you can do that will convert leads into prospects better than making contact FAST. Period. You've heard about the MIT study that shows that the chances of making contact are tens of times better the sooner you call. LeadQual's research showed that of the leads that convert, 65% do so on the first call attempt. Then there is the research from NAR which shows that 75% of serious leads will work with the first agent to make contact. Do you know that over 50% of leads are never contacted and 75% of those that are contacted are contacted after more than a day? This leaves the court wide open for your agents to be the first to call.
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Options for Lead Distribution
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4 Lessons in Lead Management
It's likely that you have heard of the MIT study which revealed how making contact with an Internet lead very, very quickly – in two to five minutes – has a remarkable impact on winning that lead's business. The most startling and often quoted revelation from the study was that you are 100 times more likely to successfully make contact with a lead if you call within five minutes compared to 30 minutes (and 13 times more likely to connect than if you called in 15 minutes). Wow. It is obvious to any fool that Realtors should always call the prospect back within five minutes, right? Maybe not. Looking deeper into the MIT study, we see that it focused on B2B leads. In our industry, almost all leads are from consumers. While some of these may be performing a search while at work (naughty, naughty), there is a substantial difference between contacting a consumer and contacting a business prospect at his or her desk. To understand how this study applies to the online real estate consumer, we need to look at their expectations and how this applies to lead conversion.
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The Real Estate Guide to Understanding Visitors
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Your Prospects Are Rounded Up – Now What?
Now that you have those names and email addresses, the money is flowing right? Hardly. You've merely converted some suspects into prospects. And a prospect isn't going to hand you money. You don't get paid unless these names and email addresses end up next to you at the closing table. The one thing the Internet has done with amazing efficiency is to allow the real estate buyer or seller to spend as much time as they want in research and shopping without ever once talking to a real estate professional. The buyer process in finding a home has moved from a few weeks, most in the presence of a real estate agent, to many months online. Sellers also have a number of comprehensive resources online to gather information about the selling process and find out what homes in their neighborhood are selling for. Even if they like and continue to use your website and IDX search function, you're still just a website that works for them. You're no more valuable than any other real estate website, and you're still competing with the Zillows and Trulias of the world. The most important function in your lead generation plan is now in play. You must follow up and build a relationship to get them to your closing table. Drip email, or scheduled emails is the most effective way to start a discussion, but you need to do it right so that you don't alienate the prospect. First, develop an email campaign that's tightly woven around information of value to the niche. Don't send "make your kitchen smell good" emails to first time home buyers. Don't send residentially oriented emails to investors or commercial prospects. If you captured your prospects with focused reports, the forms would have grouped your prospects for you.
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The Top 8 Factors For Increasing Real Estate Leads and Conversions
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Stop Throwing Leads in the Garbage
The way you manage leads is one of your most important business rules as a brokerage. In the most common model, the listing agent receives a lead that comes in on one of their listings. When a lead is generated on another firm's listing, that lead goes into a rotation for all agents. However, rule-setting shouldn't stop there. Many brokers use solutions to add complexity to their lead management so that the leads that come in are responded-to in a timely fashion and don't go to waste. We talked to the team at Quantum Leads as our lead management experts. They offered several recommendations for improving lead routing. 1. Set a "time to live" for incoming leads. With this rule, if an agent doesn't respond to a lead within a set period of time, the lead is automatically redirected to another agent. 2. Take unresponsive agents out of rotation. For example, you could set it so that if an agent fails to respond to 10 different leads within 15 minutes or less, they will be taken out of rotation for a set amount of time or until they have completed training in lead follow-up. This will help you get rid of "deadbeat" agents.
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Product Review: Lead Manager
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Doorsteps: The Tool You Never Knew You Needed Until Now
Lead Generation is great, but lead conversion is better. Do you have a tool in place for meeting a potential homebuyer early in his or her journey, before the home search begins, or before they think they need you? If yes, does this tool simply help you keep in touch with them or does it help them move closer to actually engaging in the buying process with you? Doorsteps is one of those tools that does something different than what's currently out there — it allows agents and brokerages to engage, educate and incubate buyers who might be a little further out from an actual purchase. Which type of agent or brokerage is this for? Those who wish to engage customers in pre-buying collaboration (identifying neighborhoods, mortgages and listings) that inspires action (before the competition even has the chance to attract them online or offline). Doorsteps is a clean, simple and inviting place where you can can invite any buyer to research all of the important pieces of information about homebuying BEFORE they are even ready to start looking at houses with you.
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Agents Only Get 12 Leads a Year
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What’s Your Web Lead-to-Closing Ratio and Why?
What are the most successful lead cultivation practices? Real estate professionals cultivate leads in a variety of ways. Before the Internet, it was all about networking, print marketing, T.V., radio, homes magazines, business cards and other traditional media that still work for us. Then along came the Web and we added websites, blogs and social sites. Let's examine how we handle leads that are generated on our websites and why one agent takes a higher percentage to the closing table than another. There's only one way to define "success" when it comes to working with website leads; it's a closing and commission. Nothing less is acceptable if you place maximum emphasis on lead conversion. We should also define a lead as a prospect, someone we have enticed into giving us their contact information. Until we have that, we have no lead to cultivate. 1. EVERY lead is a good lead. Start with this in mind and don't pre-judge leads by their questions or search habits. If you're watching their activity in your IDX, you still may not know their true motivation or financial capability. 2. DO NOT judge, but definitely use their questions and search habits. If you're going to try to help your prospect, you'll want to send them information that relates to their needs. Don't send canned email about McMansions to a searcher who is marking 2 BR ranch homes as favorites.
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Agent Responsiveness Study Reveals Critical Flaws in Real Estate Lead Response
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Some Brokers Really Suck
WAV Group is blessed to work with some excellent brokers. We have never worked for an agent unless it was through their broker. Regardless, we try to keep the agent in clear perspective because agent retention and recruiting are the mantra of the best brokerages in America. Yesterday, I ran across the path of a brokerage that really sucks. Here is the story. A young family with three children struggled with a stay at home mom who nurtured each babe through adolescence and into first grade. The mother was raised a dancer and supplemented her sanity and the family income by teaching dance classes at night. This is how we met. When her youngest child entered school, she added more part time jobs to help the family. Eventually she found her way to becoming a real estate agent. Still in her first year, she worked as a buyer's agent in six transactions, procured two listings and sold one. Clearly this gal has skills. We were sitting together last night when a tweet popped up on both of our phones from Point2, something about a sale on leads. We both chuckled at the irony of following the same company on Twitter, but she asked me about leads and Point2. I retorted with questions about how she generates leads today, how many leads her current listing is pulling in per month, and how she follows up on leads. To my surprise, she said that she did not get any leads. Since I am a "fixer," she and I set out to see what was broken. We checked online and saw her listings syndicated everywhere. I suggested some improvements to her profile and told her how to modify the description text on portals to generate more calls and clicks. Then we tested the lead routing solution from her broker. I inquired about her listing and we watched her phone for the lead to come in.
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First Out of the Gate: Manage Online Leads and Respond Faster
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LeadRouter Gets Much Better
LeadRouter is the solution that is used by the REALOGY firms to manage the hundreds of thousands of leads generated by the franchises and the franchisees across the world. It is arguably the most commonly used lead management solution on the planet. Today, it just got better for the agent and for the consumer. In Thursday's version release, LeadRouter has taken steps to allow agents to immediately contact the consumer by phone when the lead comes in, and the record of that contact record is automatically published in LeadRouter. It is simple, elegant, better. If you are not a LeadRouter user, you may not appreciate this subtle sounding improvement. But it is big. Before the update, an agent would get a get a lead from LeadRouter. Hang up the phone, make another call to the consumer. Complete the call to the consumer, then log into LeadRouter, accept the lead, then update the lead status. All of these steps have been reduced to "Pressing 5" on your phone keypad. When an agent gets a lead and "presses 5," LeadRouter will dial the consumer's phone. If the call to the consumer spans 30 seconds, then the contact will be automatically applied to the status of the lead in LeadRouter. One step. Press 5!
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Lead Consolidation: Two Forgotten Words in Online Real Estate Marketing
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Mobile App or Mobile Website? The Pros and Cons of Each
The 'Mobile website versus mobile app' debate might as well be Coke versus Pepsi. Smart online marketers have long been divided between the two, as many find themselves taking sides (though more prefer 'Team Mobile'). If online real estate stats follow those of eCommerce purchases, roughly 65 percent of customers would prefer to purchase from mobile websites, while the remaining 35 percent purchase from apps. So which would you choose? If you're leaning toward the direction with the highest percentage of customers, you're on the right track. But you might be forgetting that you could be losing 35 percent of customers by gaining access to 65 percent of them. The ideal solution is to have both options since you have customers who strongly prefer one platform over the other, and vice versa. By utilizing both, you can leverage each to its individual strengths, giving your real estate business maximum exposure and opportunities to drive business from all mobile customers on all mobile devices. If you're limited as to which platform you should start with due to resources, there's no wrong answer. Both offer customers the opportunity to find your business from mobile devices—the fastest growing segment in real estate marketing. Let's take a look at the advantages and disadvantages of each. You can view a more thorough breakdown by downloading our Free Mobile Whitepaper.
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Real Estate Lead Generation for Brokers: Data-Driven Lead Conversion
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Brokers: Total Transparency of Agent Performance and Activity is Here
Market Leader made significant additions to its market-leading brokerage CRM system last month, including an innovative lead management dashboard that gives brokers and office managers visibility into agent performance, activity and lead follow-up. Lead management services have been around in some format for years, of course, but Market Leader is the first to provide comprehensive tools specifically targeting the broker, office manager and team leader.  Agents historically (and still today) are inconsistent, at best, with responding to online leads (and are usually worse at follow-up). With Market Leader's Office Pro package and new lead management dashboards, leading brokers can increase ROI and profitability of their marketing investments, plus increase the success and retention of their best agents. Market Leader is responding to two trends we see emerging that are changing the landscape of lead management for brokers. The first one is confounding. Agents want syndication and online advertising, but only respond to about one in four leads. When they do, it is normally a "one and done" call or email. The second trend is the need for brokerages to increase their visibility, management and ROI of leads – online and offline. Market Leader is now delivering a comprehensive Office Professional solution that includes not just the new dashboard, but CRM, Lead Management, and Lead Funnel management.
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Product Review: WOLFconnect
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Moving Is an Emotional Experience, Part 2
This is part two of a three-part series by Jose Perez of PCMS Consulting. Read part one here. I am very lucky to have spent so many years in the real estate business. I have made lifelong friends, bought and sold many homes, and lived in some pretty cool places. Due to the intersection of my professional career and personal experiences as a real estate consumer, I feel that I can speak pretty credibly on what it takes to create a positive experience as a real estate agent and brokerage. As you read in my previous post, the experience I just had moving from Atlanta to Miami was uneven, at best, in spite of my contacts and visibility in the industry. If I, Jose Perez, industry veteran is saying this, what is Everyday Joe Real Estate Consumer saying? Instead of writing what I hope is a constructive narrative to highlight this issue, Everyday Joe Real Estate Consumer might very well be posting a negative review about his experience — with agent and broker names included. How many times have you heard the saying about negative impressions impacting your business more than positive ones? I had my share of both on both sides of my move. Lesson #3 Find ways to create a consistent and positive consumer experience online and offline every time they interact with anyone in your company, regardless of whether they are a "hot" buyer or seller.
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Moving Is An Emotional Experience
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The 4 Foundational Steps to Selling Homes Online
Guest contributor Delta Media Group says: There used to be a question of how to sell homes on the Web. It's one worth asking because, unlike with eCommerce websites, people can't directly purchase homes online. But there are plenty of ways to start the sales process online, and there are critical, foundational tactics that are important to review or begin doing for those REALTORS® who are just getting started with their online marketing. We've broken those into four steps that should be followed by all forward-thinking agents and brokerages, and anyone looking to remain in business as your clientele moves to more digital methods of real estate research, and away from the traditional platforms you might be used to. 1. Property Search Your real estate website's primary purpose is to provide customers an easy way to search homes for sale. The easier the search, the better service you're providing to your customers, and the more they'll feel compelled to rely on your website for their real estate needs. As Seth Godin recently noted, great design means getting people to do what you want. That doesn't mean getting a user to want what you want, but understanding what the user wants and providing them the easiest way of accessing it. "The goal is to create design that takes the user's long-term needs and desires into account, and helps him focus his attention and goals on accomplishing something worthwhile," Godin wrote. A real estate customer's long-term needs are finding their next home, or selling their current home. Your property search can help the customer focus his attention on accomplishing that with you as his agent.
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Real Estate Internet Marketing Strategies that Increase Your Competitive Advantage
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Choosing a Back Office Solution
This is the latest in a series of 'Buyer's Guides' that feature questions to ask and options to consider before making a new purchase. See our previous guides to purchasing a CMA, CRM, Document and Transaction Management, Electronic Signature, Ad Network, IDX/VOW, and iPad App. What are Back Office Solutions? So much of the business of a real estate broker goes on behind-the-scenes, in your back office. Functions such as accounting, lead routing, reporting, and agent management often fall into this category and are managed with back office software. Each back office solution is different, so it's important to understand what you expect from your technology. Questions to Ask There are some important questions to ask when buying any real estate technology product and some that are unique to choosing a Back Office solution. First, let's look at general questions you'll want to ask. What are my objectives for this piece of technology and will this product help me achieve those objectives? What is my budget? Does my MLS or Association have any agreements with any vendors that might help me obtain this product at a discount or for free? What kind of customer service and training programs are available? Are there webinars and, if so, are they recorded so you can view them at any time? Is the vendor's online help sufficient?
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A new tenor to integrated solutions for brokerage
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The Top 5 Changes in Real Estate Marketing
Guest contributor Delta Media Group says: May is over, which means a few things: We're approaching the halfway point of 2013 Spring is nearly at its end You'll soon begin thinking about your 2014 projections and budget There are a number of quickly changing marketing details we're seeing specific, pointed data behind. And if you're not already thinking about them, we beg you to put them on the radar for the very near future. The top five real estate marketing changes to keep your eyes on for the remainder of the year are: Website redesign Analysis of user interaction How conversion rates are changing Where mobile plays a role How consumers and consumer expectations are changing We'll briefly detail each of these on the next page, and continue to touch on them in upcoming articles.
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4 Super Fast Ways to Build Your Real Estate CRM Database
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Not Everybody is Created Equal: Rating Your Network to Get the Most From It
This post comes to us from the Contactually blog. Going to Midyear? Visit Contactually at Booth 635! The Problem with Large Networks Let's face it: many of us have large networks that violate the principle behind Dunbar's number, which says we can only actively manage 144 relationships. If you, like me, have over 3,000 contacts, you're probably in a bit of a bind because there's no way you can properly manage your group without tools or strategy. One of the most effective concepts is to focus your time on the people that matter most to you. What matters most to you depends on the objectives you're currently pursing. To define your relationship objectives, read this blog post to help you evaluate the things for which your network can help you. You Know your Relationship Objective: Now What? Even after defining your objective, there might be more people than you can actually handle, so it is worthwhile to segment your database and focus on a specific group, which you can accomplish by rating your network. At Mindmavin, we developed a rating method that we have deployed numerous times and seems to work for a lot of folks. Take a look! This rating methodology is not to evaluate how much you like a person, how great that person is or how much you aspire to be like that person, but rather an assessment on how effective this person can be in helping you achieve the growth objectives of your business in the form of referrals.
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Hold Your Email Recipients Accountable – Yesware Update
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Friday Freebie: Online Lead Conversion Guide from realtor.com
In this week's Friday Freebie, the good people from realtor.com® are sharing their expertise and helping agents and brokers solve the problems of lost leads. The company administers thousands of buyer and seller lead generation programs and, as a result, spends hours each day on the phone listening to the stories – both good and bad – of agents and brokers. They've discovered some techniques that crack the code on lead conversion, and are sharing them in a free online guide. Free Online Lead Conversion Guide from realtor.com It seems obvious that picking up the phone, answering the email or text, and being timely in replying to consumers should be the easiest step in lead conversion. But there are circumstances like being occupied with another customer, or having to reserve at least some time for the family that make it impossible to be 100% responsive. Realtor.com®'s newly updated guide to internet lead conversion deals with this problem and shares ideas real agents have put in place to get around this issue and several more. The guide provides answers on how to re-open a conversation with a non-responsive customer, how to add personality to autoresponders, and many more ideas that actually helped agents close more of their leads. The guide runs the gamut of technology solutions, good dialogue and simple common sense and is available for free from realtor.com® Learn how to get a copy of realtor.com®'s FREE Lead Conversion Plan!
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