Hey Team! Cliff and I were talking and we wanted to share some reminders with you about how to grow your business. Now is the time to put the pedal to the metal and get selling as we head into another competitive buying season!
Most agents say, "I need more leads. I need more leads. I need more leads" or "I need better leads" but the problem isn't with the leads, it's with the agent's commitment to convert.
ARE YOU TREATING YOUR BUSINESS LIKE A BUSINESS? In a magical world, you get a lead and somehow they get the desire to buy a house and they say, "Oh, let me find that super helpful agent who's been sending me emails for the last 3 months and call them. Is there a number I can call?" However, in the real world, they're going to go elsewhere to find an agent like Zillow, facebook groups, or asking a friend. How do YOU get the deal? You gotta convert the lead!
Let's face it, most buyers are starting their home search online, but the challenge is that they are not going to ONLY one site. They are going to all the sites thinking that they all have different selections, but they don't. Now they are not going to get connected to just one agent as a lead, but lots of agents. You can see this in the annual NAR Profile of Buyers & Sellers report. They don't understand that when they fill out a form to look at a property or save it, that now they are all of a sudden someone's "hot lead" and they're being sold to a bunch of agents.
What can YOU do to ensure that you are the agent that gets the connection and the loyalty to get the deal.
Let's talk about Lead Generation
What are you doing to generate leads? YOU MUST WORK THE BASICS!
OPEN HOUSES are an amazing way to generate leads and meet people face to face!
We have a whole training guide for how to run a rockstar open house! https://www.clifffreeman.info/agent-how-to/how-to-open-houses
OH!!!! Did you see the post this afternoon in our Slack channel for one of our team member's listing that needs an open house this weekend? Who's going to get the opportunity?
.......It's a great channel where agents on the team are helping other agents!
DOOR KNOCKING works! Yes, knocking on doors works. Just ask some of our agents who are doing it and getting listings and buyers from it. It works! Here is our training and scripts for door-knocking!
FACEBOOK LEADS work!We have a dedicated staff member named Sugar and he will get your ad campaigns set up for you. You don't even need to know how to do anything except convert your leads! Book your appointment with Sugar today. If you haven't already done so, generate your own Facebook leads with our FB Ad specialist, Sugar
Call with a system like RedX or Mojo or Vulcan7. Once you get comfortable, you can even use a "triple dialer" that calls 3 people at one time to make the calling periods go faster and skip the no-answer calls. https://www.redx.com/affiliate/diamond-discount/
Here are some things to focus on to convert leads.
Use the CRM to make all calls so they are recorded and trackable
"Speed to lead" matters - call the lead as soon as it comes in to have the highest chance of catching them before they go on to the next website like Zillow (see 3 below)
Don't give up on leads after 2 calls. Most agents quit calling after 2 attempts. Don't be one of those agents (see 4 below)
Make sure you are calling at the right time of day on follow up attempts (see 1 and 2 below)
Use the Task list in the CRM to create an action list of who you need to call every day. Put notes to your future self to remind you to ask about rapport building questions like "How was your vacation?"
Go for the appointment!!!!!!!! About 85-90% of buyers go with the first agent they meet with. If they're not ready to look at homes, then get a buyer consultation at Starbucks. Just get an appointment with them!
Get a buyer representation signed. Don't just give away your custom home search. Build some rapport and trust then get their loyalty and insert yourself deep into their process.