Lead Conversion Strategies
© 2023 Independence Title Education
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1 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Agenda o Understanding the Sales Funnel o Understanding the Client Phases o Super Charge Your Engagement o Improve Your Consistency & Tracking 2
Lead Conversion Strategies
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Continuing Education
Understanding the Sales Funnel 3
Presented by the Education Team at Independence Title. TREC Approved
Provider License# 403.
Continuing Education
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Presented by the Education Team at Independence Title. TREC Approved
Provider License# 403.
Awareness – when people first become aware of your service. How and why these people move down the funnel depends on your ability to make contact and convert them to the next stage.
Interest – you’ve made contact and the prospect has learned about your brand; you can now determine their interest in moving forward. Are they Willing, Able & Ready?
Decision – this is the courting phase, when you are sending them properties, providing items of value, talking about the market and nudging them into action.
Action – your work comes down to this. Whether they make a purchase or not.
Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
What makes the difference?
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It’s all about the follow-up!
• Leads are 9x more likely to convert when follow-up is within 5 minutes. – Ziff Davis
• 73% of all leads aren’t sales-ready. – Marketing Sherpa
• Nurtured leads produce 20% more sales opportunities. – Demanded
• Companies that nurture leads generate 50% more sales at 33% lower costs. – Marketo
• Emails sent for lead nurturing purposes have a 90% higher click-through rate. – Hubspot
• Personalized emails increase conversions by 10% on average. – Aberdeen
Understanding the Client Phases Nurture,
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Nudge & Now
12 Months Plus is the Nurturing Phase.
Nurture: to encourage the growth or development of someone or something.
6-12 Months is considered the Nudging Phase.
Nudge: to push gently or urge into action.
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Once a client completes a transaction, they move to the Nurturing Phase.
Continue engaging with your past clients and sphere to generate repeat business and referrals.
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0 - 6 Months is the Servicing Phase. Service: to help, work for, or provide a service for someone. 11
Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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7 Engage with everyone in your database. Everyone is a client! 13 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. • Update and organize your database • Pull contacts from all sources. • Cell phone • Email account • Social media • Email or direct message your sphere for updated contact information. • Cell number • Email address • Mailing address • Categorize and prioritize • Buyer/Seller/Homeowner/Renter • A – know you, like you, and when given the opportunity will bring you business. • B – know you, like you, may refer business, building brand awareness & trust. • C – know you, building relationship • D – just met
Excel 14
Start With
8 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. What information do you need for a CRM? • Cell phone number • Email address • Mailing address • Physical address • Birthday • Where they work • Names & ages of children • Names & ages of pets • Home purchase anniversary date • Mortgage details • Current home vs dream home • Hobbies & interests • Favorite holiday • Last discussion • Name of referrals given • As much information as possible! 15 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Super Charge Your Engagement 16
9 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Evaluate your current systems and processes... 17 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. • Contact management • Interaction tracking • Email, text and video campaigns • Voicemail drop • Lead tracking • Task scheduling and alerts • Calendar syncing The Commission Pipeline What a CRM Should Do for You Evaluate the primary functions you need in a CRM. 18
Choosing a CRM
There are dozens of CRM options available. Here’s what you should consider when determining which CRM is right for YOU…
1. Does my brokerage provide a CRM already?
2. What is the monthly cost?
3. Do I want a website provided?
4. Is this CRM best for a team or for an individual agent?
5. What type of support and training comes with it?
6. What features are most important to me and my business?
• LionDesk by LoneWolf
• Top Producer
• IXACT Contact
• Follow Up Boss
• Referral Maker
• Wise Agent
• Realvolve
• Contactually
• Propertybase
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
A few CRM Options for Real Estate Professionals
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The Commission Pipeline
11 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Email Campaigns 21 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Voicemail Drop Campaigns 22
Text Campaigns
Video Campaigns
12 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
23 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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7 Day Follow-up Strategy by
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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ShoutBoss
Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
“Calling a new lead within 5 minutes rather than 10 minutes will give you a 900% better chance of converting them."
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–ShoutBoss
“Building rapport is the process of developing a connection with someone else. People work with those who they know, like and trust.” –ShoutBoss
“Everyone wants to know about the good deals first. Anyone can search the Internet and find homes listed for sale, so offer your prospects listings that they can’t get easy access to.” –ShoutBoss
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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“Studies have shown that most leads will convert after the 8th contact attempt. Stay on top of your new leads with 15 contact attempts over the first 7 days. Leverage a combination of voice, text, email and social to reach them.” –ShoutBoss
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
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Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
Know Your Dialogue
16 Introduce a Lender 31 Setup Clients in your MLS Client Portal 32
17 Presented by the Education
at Independence Title. TREC Approved Continuing Education Provider License# 403. Be Involved • Call or text when you see prime opportunities arise • Follow-up client portal activity with a call or text • Inform your client as you see fluctuations in the market 33 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Increase Your Social Media Engagement 34
Team
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S O C I A L M E D I A H O L I D A Y C A L E N D A R 35
Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
Provide Items of Value 36
Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
19 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Provide Engaging Content 37 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Visit IndependenceTitle.com Over 600 pieces of Information for you to share with your clients on our website! Send content via social media, email, or ask you Independence Title Business Development Rep for hardcopies. 38
20 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Use Independence Title Pop Bys to Build Relationships 39
by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Make Your Interactions Personalized! 40
Presented
21 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Improve Your Consistency & Tracking 41 42
22 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.
“Successful people are simply those with successful habits.”
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– Brian Tracy
MORNING SCHEDULE
23 REALTOR® AFTERNOON SCHEDULE 45 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Lead Generation & Nurturing Activities Just Listed/Pending/Sold Marketing Face to Face with Sphere Handwritten Notes Phone Calls to Sphere Sphere Pop-Bys Business Pop-Bys Social Media Posts/Videos/Ads/Blogs Personal Messages Lifestyle Magazine Door Knocking Monthly Newsletters Farming Post Cards Unsolicited CMAs Sphere Tax Protest Letters Welcome New Neighbors Social Events Client Appreciation Party Market to Expired Listings Market to FSBOs Website Leads Cold Calls Classes and Conferences Professional Networking Events Other______________ 46
24 ”You can’t improve what you don’t measure.” - Michael Hyatt 47 Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Things to Include in Your Weekly Tracking • Lead Generation Activities • Lead Conversion Activities • Sphere Nurturing Activities • Referrals Received • Appointments Set & Held • Current Transactions 48
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