Lead Manager Overview & How To's - Must Watch: Complete Overview of Lead Manager. You Really need to watch this to learn how to use the Lead Manager

 

Lead Conversion - Prospecting & Follow Up Best Practices - Must Watch: Jeff goes over best practices for working new leads and follow up using the Lead Manager

 

Tom Nickley out of Orlando - on track to do 60 transactions from Real Geeks leads in his first year in real estate

 

Dirk Zeller Shares How to Double Online Conversion Rates

   (Before watching, ask Dino for his notes from this session.)

  • (starts at 6:10) The truth about internet leads: "Whoever gets them face-to-face first wins the game"
  • (10:09) How to correctly communicate your value from the very first conversation
  • (11:46) The "Core 4": The systems, the skills, the scripts, and the sales strategy
  • (17:08) The ONE thing all the highest-converting salespeople are able to do
  • (20:20) The average agent responds to an internet lead after 15.3 hours. How quickly should you respond?
  • (25:12) The Pyramid of Persuasion and how it can help you TRULY connect with prospects
  • (29:53) The right way and the wrong way to leave a voicemail
  • (31:03) The worst question a real estate salesperson can ask (and almost everyone does it)
  • (40:19) How the book The Art of War by Sun Tzu is a microcosm of securing internet leads
  • (45:11) Why you need to stop being ashamed to be a salesperson
  • (48:32) What most real estate scripts and dialogues are lacking
  • (51:56) Guidelines to an Elongated Call. Stick this on your wall if you want more appointments
  • (54:31) Prequalification: Does it actually raise sales resistance?
  • (57:50) 15 minutes of Q&A

 

 

From successful agents with websites like ours:

  • Jeff Manson (Hawaii)

    Very important! If you can get them when they are still on the site you can educate them how it works. Let them know the site saved their first search and will update them on new listing and price changes. They can add additional saved searches. You need to get them ASAP! Come from wanting to help them and you will be able to focus on the ones that actually need your help.

  • Tom Nickley (Orlando)

    I believe it is imperative that you call within the first 5 minutes of the leads registering on your site. When they register on the website they are in the mindset of shopping for homes and they obviously can't say they are busy doing something out. I have lost count of how many deals we have closed of people that we contacted within the first 5 minutes, but I can assure you we can account $100k plus in commissions to these leads. If we didn't call them within 5 minutes, someone else would have called them and got that business. If you want to be truly successful at Internet leads it is a MUST that you call leads within 5 minutes.

  • Joseph Keresztury

    Agree most valuable if can contact right away upon registration.... also a good 2nd opportunity to catch them again by going through your most recent users in back end during your prospecting time to see if can catch them using the site...but if get an inquiry on a specific property for info or showing excuse yourself from what ever you are doing and call them on the spot! Or they will go else where no doubt, Those users are the ones who are the low hanging fruit of Internet leads imo

 

If you're texting leads from your cell phone, here's how some agents are having success texting new leads:

  • I text 3-5 minutes after sign up. The initial text has a typo, then I follow up with a correction. It seems to work well people know its not a canned thing. I am not using the text feature I have saved phrases in my iPhone. I get a text I have a new lead, wait a few minutes type 3 letters in my phone and there it is. I will likely sign up for the text feature in the future if I start getting more leads, right now I get 1-3 a day so this works for me.
  • "Hi ______, thanks for using my site. Are you looking for a home to buy or trying to find the value of an existing home?" Decent repsonse rate, but usually something of value when they do reply. And I absolutely agree with the 3 or 4 minute delay.

    (The above is for texting from your phone, not using the RealGeeks texting function, which we haven't activated yet. We probably will sooner rather than later, but there's a lot more involved than simply turning it on.)

 

 

 

Objection handling techniques:

  • Objection: "I'm just looking."

    Response: "Great, what are you looking for?"

 

 

Showing Strategy

Play the "What If" Game (3½ Minutes)