top tips to build your pipeline reomac 2015 presentation

• You’ll learn:• Vital information about today’s consumer

• Generate and capture leads from multiple sources

• Most effective source’s to generate leads

• Building a successful sales funnel for your business

• What you need to think about…• How many transactions do you want to average per

month?

• How many new leads do you need each month to obtain that goal?

Generate leads

Engage leads

Convert leads

Continue relationship

Website Visitors

Leads

Contacts

Active Consumers

Motivated Consumers

Transactions

• Picture and details of homes = #1 driver for consumers

• Emphasis on neighborhood and school data

• Market conditions are important for buyers and sellers

• Sellers search for home values

• Short sale/foreclosure benefits and traps have become very popular

• Many more choices for consumers to gather content• Search engines

• 3rd-party websites

• Agent websites

• Company-branded websites

• Craigslist

What information are consumers gathering online? • Pictures and details about homes on the market • Specific school information• Neighborhood info and demographics• Specific market conditions• Short sale/foreclosure benefits and traps• How to successfully purchase a home• What is my current home worth?

Today’s choices …..what are the real differences?• Google, Bing, Yahoo• Agent websites• Auction sites• Trulia, Zillow, Realtor.com• Company branded websites• Craigslist

Who? Millennial

Age Under the age of 35

Motivation Most are first time home buyers

Pain Points Tech savvy; understand technology and search engines

Your Action Increase web presence and diversify lead sources

Who? Generation X

Age Between 35 - 47

Motivation Most have purchased their first home; looking to trade up

Pain Points Bought 1st home during thriving market; equity could be a concern

Your Action Establish value with neighborhood data and amenities

Who? Baby Boomers

Age Between 47 - 65

Motivation Downsizing or upsizing to include their parents

Pain Points Hit hard by the recession

Your Action Make sure content they are looking for is always accessible

Who? Traditionals

Age Over the age of 66

Motivation Typically looking to downsize

Pain Points Don’t use online methods as frequently

Your Action Leverage traditional marketing methods versus technology

VS.

All about location!

• Be committed and consistent• Commit 2-3 hours a day toward lead generation

• Time vs. Money• Which is more valuable?

• Patient and open minded• No bad leads

• Determine where they are in the timeline

The quality of an online lead is determined by the quality of the response…

Facebook

Classifieds

YouTube

LinkedIn Offline Marketing

TwitterActiveRain

Referrals

SEO

Google

Yahoo

Blogs

Bing

Listing Syndication

Pinterest

Craigslist

Consumers will find me

Consumers will type in my name

Consumers want to know about me

Consumers will call me off my website

Consumers need me for information

My website can’t be effective in marketing

Not consumer focused

Lack of traffic to website

Lack of out of town buyers finding me

No lead capture tool or forced registration

Ads are located on my website –too busy

Links or browser windows –driving consumers away

Importing leads into a separate contact management system

Consumer focused, not agent focused

True IDX feed

Updated, accurate community information

Value proposition lead-capture tool

SEO communities served

Mobile technology capable

Integration with CRM

Website must-have’s

• Diversified Sources

• Understanding the variety of online consumers today

• How consumers utilize agents and technology

• The power of utilizing the Top 5 search engines every month

• Consumers that opt in rather then being imported

homes for sale in anchorage ak

Consumer experience

homes for sale in anchorage ak

Attract motivated consumers

• Rule number one: don’t post listings!

Consumer

SystemWebsite

Your Website Listing Alerts

Viewed home

Saved home

Set-up or refined listing alert

Request more info on listing

Zip code/neighborhood change

Short sale/foreclosure home

Condo’s/Townhomes –HOA

Viewed Market Insider report

Pre-approval request

Phone number

0

2

4

6

8

10

<10 leads / month >40 leads / month

Units sold per year

1. Consistently add new leads

2. Follow up quickly

3. Engage with multi-touch alert/campaigns

5X

0

5

10

15

Login <4X/month Login >20X/month

9X

3X

0

5

10

15

<10% of contacts oncampaigns

>50% of contacts oncampaigns

At 211 degrees, water is hot.

At 212 degrees, it boils.

And with boiling water, comes steam.

And steam can power a locomotive.

One extra degree…makes all the difference. And, the one extra degree of effort in business and in life…separates the good from the great!

E-mail: Jack.Markham@Altisource.com

Twitter: @Markham18

Facebook: http://www.facebook.com/markham18

LinkedIn: http://www.linkedin.com/in/jackmarkham