Lead Conversion Strategies that Really Work. With Bernice Ross, CEO RealEstateCoach.com

Transcription

1 Lead Conversion Strategies that Really Work With Bernice Ross, CEO RealEstateCoach.com

2 Today you will learn: How to identify the best lead conversion strategies for your business. Strategies to put your print marketing campaigns on steroids. How to convert more online and social media marketing leads.

3 Traditional Lead Generation Marketing Strategies for Today s Market

4 Strategy #1: You Attract Who You Are

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7 Best Time to Prospect

8 Strategy #2: Baylor University Study The study showed that calling between 10 a.m. to 2:00 p.m. produced 42 percent more leads than calling from 8:00-10:00 a.m. The study also showed that this time block produced almost 300 percent more (that s triple) the number of leads as compared to calling after 5:00 p.m.

9 Strategy #2: Baylor University Study The study showed that calling between 10 a.m. to 2:00 p.m. produced 42 percent more leads than calling from 8:00-10:00 a.m. The study also showed that this time block produced almost 300 percent more (that s triple) the number of leads as compared to calling after 5:00 p.m. The reason carpool and after school activities.

10 Best Time for Open House? 9:00 to Noon Saturday

11 Helpful Script #1: Simple Prospecting Script Agent: Good morning. I m Sally Agent with United Real Estate. The reason for my call is that Westlake is currently experiencing a great real estate market for both buyers and sellers. Do you know of anyone who is thinking about buying or selling a home?

12 Elements of a Good Script Elements of a good script: A greeting Good morning, Good afternoon, or Good evening. Avoid using hello.

13 Elements of a Good Script Elements of a good script: A greeting Good morning, Good afternoon, or Good evening. Avoid using hello. Identify yourself and your company. I m Sally Agent from United Real Estate.

14 Elements of a Good Script Elements of a good script: A greeting Good morning, Good afternoon, or Good evening. Avoid using hello. Identify yourself and your company. I m Sally Agent from United Real Estate. An offer of service. (Will vary due to the type of prospecting you are doing.)

15 Elements of a Good Script Elements of a good script: A greeting Good morning, Good afternoon, or Good evening. Avoid using hello. Identify yourself and your company. I m Sally Agent from United Real Estate. An offer of service. (Will vary due to the type of prospecting you are doing.) A closing question.

16 Strategy #3: The most expensive mistake you can make with your past clients

17 Average Client Knows 12 Agents Stay Top of Mind by being F2F

18 Helpful Script #2: Get Back in Contact Script Agent: Good evening John, it s Sally Agent. It has been way too long since we have seen each other. I would love to buy you a cup of coffee and get caught up. Does Friday or Saturday morning work for you?

19 Strategy #4: NAR Survey: 76% of listings originated from being face-toface.

20 Where Listing Conversions Originated 39% were referred by a friend.

21 Where Listing Conversions Originated 39% were referred by a friend. 45% of buyers and 56% of sellers found their agents through a referral.

22 Where Listing Conversions Originated 39% were referred by a friend. 45% of buyers and 56% of sellers found their agents through a referral. Newspapers, Newsletters Postcards, Flyers, Brochures, Magnets, Calendars, Yellow Pages, combined accounted for only 4% of all listings.

23 Where Listing Conversions Originated A yard sign plus an open house (including signage) generated 7% percent of all listings.

24 Where Listing Conversions Originated A yard sign plus an open house (including signage) generated 7% percent of all listings. Four percent found their agent by phone or .

25 NAR Shocker Open house generates as many closed listing transactions as Zillow, Trulia, Realtor.com, MLS, broker, and individual websites combined!

26 Strategy #5: Three Ways to Convert More Open House Leads

27 Helpful Script #3: The $2 Million Dollar Open House Prospecting Script Agent: Good morning. I m Sally Agent with United Real Estate. Mr. and Mrs. Jones have just listed their property at 236 Main Street and have asked me to personally invite their neighbors to attend their open house this Sunday from 2:00-5:00 p.m. We ll be serving refreshments. Will you be able to attend?

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29 SPAC.IO

30 Helpful Script #4: Tablet Conversion Script Agent: Welcome, I m Sally Agent with United Real Estate and your name is? Prospect: I m Steve Buyer. Agent: Please come in. Steve, would mind signing in on my ipad? The app we re using automatically s or texts you all the property information, links to the pictures, video, and the property brochure, plus other useful neighborhood information.

31 Strategy #6:

32 Put Your Print Marketing on Steroids Stop advertising just to get your name out there

33 Strategy #7: Where Will You Get the Greatest Return on Your Print Marketing Dollars? a. Just Listed and Just Sold Cards. b. Print marketing cards to past clients. c. Newspaper advertising. d. Brochure boxes in front of your listings.

34 Strategy #7: Where Will You Get the Greatest Return on Your Print Marketing Dollars? a. Just Listed and Just Sold Cards. b. Print marketing cards to past clients. c. Newspaper advertising. d. Brochure boxes in front of your listings.

35 Strategy #8: Target Market Best results are highly targeted and niched. Mailing to 100 people you know five times vs. once to 500 strangers yields better results. Provide lifestyle tips such as Safe boating guidelines for lakefront properties and send them to your website/blog to receive the report via .

36 Strategy #9: Benefits, Not Features, Sell Houses What Makes The Next Two Ads Different?

37 A Typical Real Estate Ad Updated mid-century modern with 4 bedrooms, 3.5 baths, nicely situated on ½ acre lot adjacent to hike and bike trail. Updated kitchen has granite countertops and new KitchenAid appliances. Light and bright great room with fireplace. Spacious master bedroom suite with walk-in closet, double sinks, and spa tub.

38 A Different Approach If you enjoy hiking or biking, this completely updated 4 bedroom, 3.5 bath mid-century modern is just steps from some of the best trails in Austin. Even when you re preparing a meal in the totally updated kitchen or watching your big screen, the abundant windows and skylights bring the outdoor beauty inside. At the end of the day, feel the stress leave your body as you walk out on deck to enjoy a glass of wine in the home you ve always dreamed of owning.

39 What Makes These Two Ads Different?

40 Strategy #9: Replace Adjectives with Verbs

41 Strategy #10: How to Write Great Ads and Headlines Begin by asking, what would my client base be interested in reading?

42 Test Your Headline Savvy

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45 How to Evaluate Headline Scores Aim for at least a score of 25 on any headline.

46 How to Evaluate Headline Scores Aim for at least a score of 25 on any headline. Scores between are comparable to what you would pay a professional copywriter for this service.

47 How to Evaluate Headline Scores Aim for at least a score of 25 on any headline. Scores between are comparable to what you would pay a professional copywriter for this service. Any score above 50 is excellent.

48 Which Headline is Strongest? a. Crown Moulding, Ceiling Medallions, Stained Glass, and More! b. A Lot of House for Little Money c. Design Your Dream Home in This Unique Space!

49 Which Headline is Strongest? a. Crown Moulding, Ceiling Medallions, Stained Glass, and More! (12.5) b. A Lot of House for Little Money (28.57) c. Design Your Dream Home in This Unique Space! (37.5)

50 Which Headline is Strongest? a. Remarkable Price Well Below Market Value! b. Updated Lovely Home Must See! c. Wow! Amazing Home Totally Unique!

51 Which Headline is Strongest? a. Remarkable Price Well Below Market Value! (83.3) b. Updated Lovely Home Must See! (40.0) c. Wow! Amazing Home Totally Unique! (50.0)

52 Make Your Headlines Even More Powerful

53 Use You and Your Language to Make It About Your Reader

54 Use Bullet Points and Numbers

55 Examples Buy Now and Save Thousands of Dollars in Interest. (11.11) Five Reasons Buying Now Can Save You Thousands of Dollars. (30.0)

56 Other Words Include Unique, Secrets, Special, and These Net More Money from Your Real Estate Sale (25.0). "Three Secrets to Help You Net More Money from Your Real Estate Sale (46.15).

57 Another Example: This home has lots of upgrades (16.67). Unique home with plenty of upgrades (50.0).

58 What Two Word Headline Sold this House in 24 Hours? Relative Repellent

59 What Two Word Headline Sold this House in 24 Hours? Relative Relative Repellant Repellent

60 Highlight the Flaw and Have Fun

61 Highlight the Flaw and Have Fun This property is priced at $20,000 less than competing condos the reason? The small bedroom is perfect for an office. Besides, how often does someone stay the night anyway?

62 Strategy #11: Four Sizzling Hot LinkedIn Strategies Rise to the top on LinkedIn with ALL CAPS.

63 Strategy #11: Four Sizzling Hot LinkedIn Strategies Rise to the top on LinkedIn with ALL CAPS. Get great leads for the price of a cup of coffee.

64 Strategy #11: Four Sizzling Hot LinkedIn Strategies Rise to the top on LinkedIn with ALL CAPS. Get great leads for the price of a cup of coffee. Put your next networking event on steroids.

65 Strategy #11: Four Sizzling Hot LinkedIn Strategies Rise to the top on LinkedIn with ALL CAPS. Get great leads for the price of a cup of coffee. Put your next networking event on steroids. Use LinkedIn to increase your search engine optimization. Make your real estate data about you is complete and is at the top of the page.

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67 Three Key Points Cold call or door knock between 10:00 a.m. and 2:00 p.m. on weekdays and prospect for open house leads on Saturday morning. Use the Headline analyzer coupled with concise bullet points to write better headlines. (Remember to avoid using I and me language.) Use LinkedIn to improve your web rankings to convert more leads.