REVISED EDITION
SHIFT Tactic 5: Lead Capture and Conversion Getting to the Table— The One That Matters
V3.2 ©2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
2
Main Ideas 1. 2. 3. 4. 5. 6.
Perspective Step 1: Capture Step 2: Connect Step 3: Close to Appointment Track, Review, Improve The Bottom Line
V3.2 Š2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
3
Perspective Capture and conversion system works in partnership with lead generation. Market factor—fewer leads put a premium on improved capture and conversion rates. It’s all about getting to the table.
V3.2 ©2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
4
Perspective (continued) In a sellers’ market a low conversion rate can produce a large number of sales. In a buyers’ market a low conversion rate will produce a small number of sales.
V3.2 ©2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
5
Perspective (continued)
Shifting Markets Test Your Skills in » Capturing Leads » Connecting with Leads » Closing an Appointment » Cultivating Leads » Holding Your Team Accountable
V3.2 ©2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
6
Perspective (continued)
Be Prepared » Scripts » Role-plays » Behavioral styles
V3.2 ©2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
Perspective
7
(continued)
THE LEAD CONVERSION PROCESS
Step 1
Step 2
Step 3
CAPTURE
CONNECT
CLOSE TO APPOINTMENT
V3.2 ©2008 Keller Williams Realty, Inc.
SHIFT Tactic 5: Lead Capture and Conversion
8
Look forward to seeing you November 10th at 1:30pm
V3.2 Š2008 Keller Williams Realty, Inc.