lead generation: how to attract, cultivate and convert ......how to attract, cultivate and convert...
TRANSCRIPT
|wbnlcoaching JanOBrienRealEstateCoach
www.WBNLCoaching.com
wbnlcoaching
How to Attract,Cultivate and Convert Clients
Online and Offline
LEAD GENERATION:
www.RealEstateTeamBuilder.com
Jan O'Brien [email protected]
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
The Four Pillars of Lead Generation
1. ________________________________________
2. ________________________________________
3. ________________________________________
4. ________________________________________
3 Types of Lead Generation
1. ________________________________________
2. ________________________________________
3. ________________________________________
Your Database IS Your Business (sphere of influence – past clients)
For most real estate agents, the number one source of leads and clients isreferrals. Here are some power tips to implement today.
Reconnect with your Database!
What is your D____________ C____________________ P ______?
____________________________ connects is recommended
Try _____________ connections
Always write a ________________________ ______________ after every connection
POWER TIP: Reconnect Letter
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www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
_______________ for Referrals!
Don’t assume that people will automatically think to refer you–to getmaximum referrals, you need to _________________________. It’s always a good ideato set the stage early in a relationship, by casually mentioning the importanceof referrals to your business, or commenting on a referral you just received.Then when the time is right, come right out and ask for it.
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“Who is the next person you know… “Who do you know…Referral language after your email signature
Reward the _______________________, not the ________________
You want to encourage your friends, family and clients to refer people to you –but whether or not the referral actually ends up buying or selling a home isn’tyour referral’s job, that’s your job. So get into the habit of saying thank you atthe time the referral happens, not at the time they sign a contract. Mail ahand-written note and Starbucks gift card, tickets to the movies, restaurant giftcard.
Create __________________________ _________________
Client lunches. Client appreciation party or event. Cross-promote businessesor services. Create a WOW experience when working with your clients. Go theextra mile. Exceed their expectations.
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
Develop a network of ___________________________________________________.
It is easy to connect and develop relationships with REALTORS outside of yourcity, state or province, and even your country. A great way to connect withother agents is via Facebook and LinkedIn groups, ActiveRain.com, Twitter.
POWER TIP:
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_______________ the ______________ You Already Have.
Going back and re-contacting cold leads can be a great way to revive yourrelationship with them. Admit it…you have some people you’ve been ignoring.
Make _____________________________________________ a Priority!
It’s not just about contacting 5, 10 or 15 people every day. It’s about makingrelationshipbuilding a priority: literally setting aside a few hours to make phonecalls, return e-mails and send hand-written cards – EVERY single day.
POWER TIP: TIME-BLOCKING
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
Stop Thinking of Leads as Leads and Start Thinking of Them as People.
Leads aren’t just names in a spreadsheet, they are real people. Treat themhow you’d be wanted to treated. If you hate getting cold calls, then don’t coldcall. If you hate getting spam e-mail, then stop spamming people. If you hategetting a birthday card from the insurance agent you haven’t spoken to in 5years, don’t send cards to people you don’t have a real relationship with. At theend of the day, you need to be true to yourself and your brand. And beingyou and being authentic will make people want to work with you.
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Must Have Tools
List Building is the Key
Real Estate Website with Home Search
Landing Pages
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
www.WBNLCoaching.com www.WanderingButNotLost.com
5
Client Relationship Manager (CRM)
Leverage Your Listing Marketing
Top Producer 8i
POWER TIP: AUTOMATED ACTION PLANS
Customized signs
Listing Syndication
Featured/Enhanced Listings
Single Property Websites
Professional Photos & Video Tour
Your Website
Mobile Home Search App
Social Media
Colin Burton Partner Channel Manager
Direct: 888-547-5331Mobile: [email protected]
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
www.WBNLCoaching.com www.WanderingButNotLost.com
6
Leverage the Major Real Estate Portals
POWER TIP: STRATEGIC ADVERTISING
Zillow
Trulia
Realtor.com
Homes.com
Tips to Create Powerful Profiles
Traditional Marketing Methods Still Work!
Targeted Mailers
Just Listed/Just Sold
CTA in email signature
Add a CTA to your voice mail
Open Houses
Expireds and FSBOs
Door Knocking or Door Dropping In conjunction with Farming Renters
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
www.WBNLCoaching.com www.WanderingButNotLost.com
7
Farming
POWER TIP: ONLINE CLIENT SURVEY
Surname farm
Hometown Farm
Your Previous Career
Demographic (Who)
Psychographic (Why)
Social Media Marketing Strategies
What are your goals & outcomes?
Which platforms do your clients use?
Networking (Join groups; attorneys; accountants; other business professionals)
30/30 – Do the Daily 5
1.
2.
3.
4.
5.
(is not just geographic)
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
www.WBNLCoaching.com www.WanderingButNotLost.com
8
Paid Advertising
What to post, share, upload?
What do you like, share, retweet ?
Entertaining, funny, inspirational, motivational messages •
Photos and images
Ask questions
Educational/informative
Minimize real estate promotion
Market updates, newsworthy real estate content
Local news
Lifestyle Content
SEO vs SEM
Google Makes Major Advertising Change
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
www.WBNLCoaching.com www.WanderingButNotLost.com
9
Real Estate Lead Generation Platforms
Pay for Leads
Pay-Per-Click Ads
Pay-per-click ads (ads that appear online that you only pay for whensomeone clicks on it) provide an easy traffic source to your website.Google ads. True, only 30% of internet users click on Google ads, butthat’s better than not generating any traffic from Google yourself.Facebook, LinkedIn and Twitter also have advertising options.
Boomtown | http://boomtownroi.com/
Kunversion | http://www.kunversion.com/
Commissions, Inc | http://www.commissionsinc.com/
Real Geeks | http:/www.realgeeks.com/real-leads/
Brivity | http://info.brivity.com/leads/
$1500-$2000/month plus initial setup fees [based on availability per market]
MarketLeader.com
HomeGain.com
TheRedx.com
HouseValues.com
TigerLead.com
Zurple.com
Search Engine Pay Per Click (Adwords)
Social Media Ads (Facebook, Instagram, Twitter, LinkedIn
www.RealEstateTeamBuilder.com
How to Attract, Cultivate andConvert Clients Online and Offline
LEAD GENERATION:
www.WBNLCoaching.com www.WanderingButNotLost.com
10
The SIx C's of Lead Generation Conversion
1. C________________________
2. C________________________
3. C________________________
4. C________________________
5. C________________________
6. C________________________
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At WBNL Coaching, we specialize in providing training and coaching for realestate professionals, agent team leaders, managers, and brokers. Our training
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how can companies attract or retain the right customers and cultivate strong customer relationships?
How can companies attract and retain the right customers and cultivate strong customer relationships