lead generation: how to attract, cultivate and convert ......how to attract, cultivate and convert...

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|wbnlcoaching JanOBrienRealEstateCoach www.WBNLCoaching.com wbnlcoaching How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: www.RealEstateTeamBuilder.com Jan O'Brien 702.858.9191 [email protected]

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Page 1: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

|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]

Page 2: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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

www.WBNLCoaching.com www.WanderingButNotLost.com

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Page 3: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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.

www.WBNLCoaching.com www.WanderingButNotLost.com

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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.

Page 4: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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:

www.WBNLCoaching.com www.WanderingButNotLost.com

3

_______________ 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

Page 5: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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.

www.WBNLCoaching.com www.WanderingButNotLost.com

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Must Have Tools

List Building is the Key

Real Estate Website with Home Search

Landing Pages

Page 6: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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]

Page 7: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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

Page 8: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

www.RealEstateTeamBuilder.com

How to Attract, Cultivate andConvert Clients Online and Offline

LEAD GENERATION:

www.WBNLCoaching.com www.WanderingButNotLost.com

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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)

Page 9: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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

Page 10: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

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

Page 11: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

www.RealEstateTeamBuilder.com

How to Attract, Cultivate andConvert Clients Online and Offline

LEAD GENERATION:

www.WBNLCoaching.com www.WanderingButNotLost.com

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The SIx C's of Lead Generation Conversion

1. C________________________

2. C________________________

3. C________________________

4. C________________________

5. C________________________

6. C________________________

Page 12: LEAD GENERATION: How to Attract, Cultivate and Convert ......How to Attract, Cultivate and Convert Clients Online and Offline LEAD GENERATION: _____ for Referrals! Don’t assume that

www.RealEstateTeamBuilder.com www.WBNLCoaching.com www.WanderingButNotLost.com

At WBNL Coaching, we specialize in providing training and coaching for realestate professionals, agent team leaders, managers, and brokers. Our training

focuses on the principle of “running your real estate business as a true business.”

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Connecting Your Real Estate Business(Online training course)2 Live training webinars monthlyMonthly Group Coaching callMonthly Marketing KitWeekly Business Coaching Tip

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Live, Online Training Workshops Lifetime Access to the RecordedVideos and Documents Complete Package of Downloads,Documents, Admin FormsReal Estate Team BuilderProcedures Manual 90 Day Onboarding & Agent TrainingTeam project management,accountability,communication system