turn dead ends into dollar signs

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Turn Dead-Ends into Dollar Signs

Host: Jennifer TervoMarket Leader Trainer

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• The big picture of lead engagement

• Strategies for leads that have fallen off the radar

• Reading your leads to determine their timeline

• Engagement strategies for various scenarios

• Live Q&A with our special guests!

The Plan for Today…

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Today’s FEATURED GUESTS

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Laying the Foundation…

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• Stop their search

– Get them back to your website

– Eliminate other search engines

– Determine timeline & demographic

Your Goal When Engaging Leads

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Online Consumer Timeline

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Make it Easy to Engage

Lead Status Description

New A lead should only be a new lead once it comes in

Retry Used during the first 7 days while you try to get them back

Active Once they come back to your site they become active

Inactive For leads that don’t return to your site during the 7 days

Hot Consumers that are motivated, engaged and probably in Phase 3

Sold All converted leads

Trash Any lead that can’t be contacted due to inaccurate information

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ENGAGING YOUR LEADS

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7-Day Plan of Attack• Day One: Recommended Listings

• Day Three: Market Insider

• Day Five: Listing Alerts

• Day Seven: Add to “10 Days of Pain” Campaign

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• 10 Days of Pain campaign:

– Last chance to get a response

– Any response is good

– Look for consumer triggers

No Response After Day 7 – What Now?

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• 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

Key Behavior Triggers

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If Your Lead Provides a Phone Number

• If you have a phone number, call them first

• Speak to them or leave a voicemail introducing yourself

• Then proceed with your 7-Day Plan

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WWK&JDWhat Would Kerm & Jack Do?

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They come back to my site, but don’t respond or

communicate with me

My inactive lead came back to my

site after 4 months

My lead is consistently active on my website, but not opening my alerts

“What do I do When…?”

They visit my website during the

10 Days of Pain

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“My lead indicated they are already working with another agent.”

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Subject: Am I the agent you are looking for?

I respect the fact that you have a real estate agent. But ask yourself,are they really providing you with all the tools and information youneed to satisfy your real estate needs? Are they sending you properties consistently, or do you have to find them on your own? Is this why you are looking on my site? I would like you to know that I have all the tools to search for the right home for you.

If you are not under contract with an agent at this point and you feel you are not getting the best service, then we should definitely talk. Keep me in mind; I represent my clients with the utmost integrity and I wish you luck in your search!

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“My new lead requested mortgage pre-approval.”

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“My lead unsubscribed from emails, but keeps visiting my website.”

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“I’ve taken my client to a few showings and they suddenly disappeared.”

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“What if I am unsure

whether they are a buyer or

a seller?”

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Subject: What are your real estate goals?

I am so excited to help you with your real estate needs. I have some great tools on my website (insert website here) for both buyers and sellers, including marketing information and access to the Multiple Listing Service.

I would love to get you started on a listing alert so you can view homes on the market; I just need to know if you are looking to buy, sell, or both. I can give you a call tomorrow to discuss your needs, or you can simply respond to this email. I look forward to hearing from you!

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“My new lead came in at 3:15am – When should I

respond?”

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“My lead entered many zip codes and no maximum price.”

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“What if there are no recommended listings to send?”

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“If I already responded, how do I stop the ICW email from going out?”

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“How do I engage a manually

entered lead VS. one who registered on

my site?”

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I have signed you up on my website, and now you have access to homes for sale, market information, and specific community information. Now you’ve got all of the tools you need to find the right home for you!

Using your new login and password on my website you can:– Save your favorite home listings with my help– View listing details and multiple photos– Forward homes to your friends to share your favorites– Sign up for listing alerts to be the first to see listings

If you need anything, you can contact me directly at 425-867-5309

Customizable Welcome Email

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“What should I do with my older leads? Start the 7-Day Plan?”

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Turn Dead-Ends into Dollar Signs

Reach out to 5 contacts that have been on your site in the last 48 hours

Engage 10 contacts who have not been on your site in the last 60 days

Identify and thank 5 past clients or referral sources

Fill out the survey to receive the class notes

Register for next week’s Power Hour!

Next Steps…