[Video] Lead​ ​Follow​-up​ ​Secrets​ ​for​ ​Busy​ ​Agents

September 29 2017

Realtor Ray Fernandez and his team of four agents are set to close $40 million in production this year. How'd they do it? By implementing smart, disciplined lead generation and follow-up strategies.

Ray shared his secrets for success with us in a webinar yesterday, and you can learn them, too, by checking out the recorded video below. Whether you're a single agent or a member of a team, you can find out how to make your name synonymous with real estate in your area—and achieve a record breaking year!

Webinar Guests

  • Ricardo Bueno, National Trainer, W+R Studios
  • Ray Fernandez, Realtor/Broker Associate, TNG Real Estate Consultants
  • Moderator: Marilyn Wilson, Co-founder and President, RE Technology

Video Timeline

0:00 - Introduction to topic and panelists.

3:40 - Ricardo Bueno takes the mic to interview Ray Fernandez about the success he's found in real estate. Ray talks about his first year and how he closed 25 transactions.

6:05 - Ray talks about how he transitioned from working buyside to primarily working with listings. "When you do 25 transactions, obviously you're making a good chunk of money. And that's kind of what you need to start transitioning to listings, because now you have to start mailing, and your whole marketing campaign has to make a major shift to go after sellers," he says.

7:05 - Ricardo asks Ray how his team works. The team helps show properties, do open houses, meet appraisers and home inspectors, etc. As bonus to them, when Ray has a seller who also wants to buy a property, he gives the buyside part to them. He also gives teammates any other buyer leads he generates.

8:57 - Ray talks about how he got 20 active listings with 10 in escrow. His technology and lead generation practices include a Virtual Results website, Facebook ads, pay-per-click ads, direct mail, and Cloud CMA.

15:30 - The three-part lead generation strategy Ray implements. Includes door knocking to invite neighbors to open house, Just Listed/In Escrow/Just Sold postcards that invite recipient to get free home valuation, then following up with targeted Facebook ads.

19:16 - Ray on how he follows up with leads. Ricardo shares research on the relationship between conversion rates and follow-up speed and contact attempts. Ray tells his team, "Be ruthless until the buyer or whoever it is tells us to stop."

24:30 - The importance of providing something of value to leads, and what to give them.

26:25 - Ray shares his must-have pages for CMA reports. This includes 10 comps, an online valuation analysis that deals with the inaccuracy of Zillow's Zestimate, a "Property marketing done right" page, and a page introducing his team.

39:44 - Maximizing your marketing budget. Ray "puked all over his market" trying to get his brand out there. He shares his strategies for ensuring that his name is the first thing people think of when they think of real estate.

46:51 - Ricardo talks about generating leads with Cloud Attract, one of Ray's top lead generating tools.

52:50 - Ricardo provides a live demonstration of how easy it is to create a Cloud Attract landing page.

57:38 - How to claim a 30-day free trial of Cloud Attract, PLUS exclusive discounts off subscription costs.

1:02:02 - Question and answer segment.

A Special Offer for RE Technology Readers

Want to try Cloud Attract and start generating your own seller leads? RE Technology readers can claim a 30-day free trial, PLUS an exclusive discount off of subscription fees! Cloud Attract typically costs $149.95/month, but our readers can get it for $99.95, a savings of 33 percent! Sign up today at this special link!

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