2. Meet the Market Leader Team!
Kris Olsen Chad Hyams Ben Kinney
Senior Market Leader Trainer IMSD Voice of Reason IMSD Founder, OP, Mega Agent
3. Our Focus is to help You Sell More Homes
• Leads, Tools and Training
• ML Customers earn 2X the annual income of a typical NAR member
• Market Leader and IMSD teamed up to leverage powerful training with
great tools to convert more leads into transactions!
4. Agenda
• How to convert an internet lead into a contact
– The mindset of a consumer
– Lead conversion tactics
– Introduction to the 10 Days of Pain
• Use the 10 Days of Pain in your Market Leader Pro and Suite system
– New campaigns
– How to get started
– Options you can use
7. Expected Results
First 6 months Second 6 months Period Second Year
100 New Leads 100 New Leads 100 New Leads
2 Closings New Leads 2 Closings New Leads 2 Closings New Leads
0 Old Lead Closings 1-2 Closings Old Leads 1-2 Closings Old Leads
8. Speed Matters!
The are 5 of contacting
You odds times more
a leadto contact a lead
likely if you call within
5 minutes are 100
by responding in 5
times greater than if
minutes versus 10
you wait for 30
minutes
minutes after you
receive the lead.
18. Make Contact Goals
1. Identify motivation levels of
prospects (A B or C lead)
2. Gather additional
information like phone
number, address, or specific
needs.
3. Convert leads into
appointments or referral
sources
23. Email
• Be short and concise
• ALWAYS have a link to properties
• ALWAYS ask for the appointment
• Set up a professional email signature
24. Phone
• ALWAYS leave voicemails
• Stand and smile when speaking
• Match your voice to your audience
25. Day 1
Make Introduction Phone Call
Send Introduction Email
Direct Mail Note Card & 2 Business Cards
26. Phone Script
Hello (name)
This will only take a second – my name is (Agent Name) with (Brokerage
Name) I just wanted to thank you for visiting my real estate website and
wanted to see if you had any questions about buying real estate in
(insert local area or IDX determined areas)?
27. Best Buy Script
Are you by chance interested in a really good deal? (Lead responds
with “Yes” 90% of the time)
The reason I am asking is because I specialize in selling bank owned,
foreclosures, and short sale properties. In fact I have a list of the five
best priced homes in (insert city) that I would love to show you. When
is a good time for us to meet and go over these great deals?
28. Introduction Email
Hello (name)
This will only take a second – my name is (Agent Name) with (Brokerage
Name) I just wanted to thank you for visiting my real estate website
(www.WEBSITE.com) and wanted to see if you had any questions right
off the bat?
Signature
29. Day 2
Send Bank Owned Email
Email List of Properties that match clients criteria
Search for lead on Facebook and send a short message
30. Search Socially and Send a Message
Hi (Name)!
I just searched my email address book on Facebook and your profile
showed up. You visited my real estate website yesterday and I thought I
would put a face to my name.
Really looking forward to meeting you soon!
31. Day 3
Email open to show this weekend offer
Make first follow up call
Send first video email
32. Email to Show Properties
Hi (Name)!
Would you like to view some properties this week? What day or times
work for you?
I am open this weekend and in the evenings this week.
Signature
33. Video Email
Hi (Name)!
Just wanted to put a face to the name and let you know that I am a real
person and not just some automatic email system. I would love to talk
about your potential move and see if I can find you a good deal.
I am open this weekend – are you free?
Signature
34. Day 4
Email free CMA offer or relocation package offer
35. CMA Offer or Relocation Package
Hi (Name)!
I just realized that I am not sure if you are from (insert city)
or if you are relocating another area?
Two important things:
1. If you live locally and have a home to sell I am more then willing to
give you a free estimate of your homes value.
2. If you are relocating to (City Name) I have an amazing relocation
kit.
Which are you needing at the moment?
Signature
37. “How am I doing?” Email
Hi (Name)!
I want to be sending you only the most relevant properties. Shall I
adjust my search criteria to better match what your looking for?
I am open tomorrow night if you would like to view some homes?
Signature
39. Day 7
Special services email
Make second follow up call
Send text message
40. Special Services Email
Hi (Name)!
Many of my buyers feel that real estate websites
only tell half of the story about that home. If you are not ready to start
touring homes – I have a VIP buyer service you might really appreciate.
I can send you plat maps, tax information, videos, or additional
photographs, and sales history on any property that is for sale or has
sold in the past.
Can you think of anything you need right now?
Signature
41. Day 8
Send property specific email
Search social media
42. Property Specific Email
Subject: Ugly Bank Owned Condo
I know of a bank owned condo that will be coming available soon - I
think it will be under $200,000. Would you like to be the first one to
view it?
Signature
43. Day 9
Email long shot CMA
Make third follow up call
44. Long Shot CMA Email
Hi (Name)!
This is a long shot but often people use our website
to try and gain an understanding of their own home is worth. Is this
the case with you?
If so I would love to give you a free online no hassle estimate or an in-
depth broker price opinion.
Interested?
Signature
46. Contest Email
Hi (Name)!
My office manager just gave me 2 free home inspection certificates
that I can give out "THIS WEEK" to buyers who would like to view
homes on Saturday or Sunday. This is a great $300-400 cost savings
Are you available this weekend?
Signature
47. Trivia Email
It’s time for this months trivia contest - remember
the first 3 people to answer these questions right
get a free appraisal certificate from Bank of XYZ.
Where in (your service area) can you buy chocolate covered smoked
salmon?
All answers can be found by visiting www.yourname.com! Make sure to
include your mailing address so the prizes can be delivered.
Signature
50. Just Do It!
• Increase your sales 67%: Put contacts on a drip campaign!
• Be responsive: 94% of buyers said it’s “very important”
• Earn more: Market Leader customers earn 2X more than typical NAR members
• Win more transactions: Market Leader Pro users report 4X the transactions
51. New Campaigns for Pro and Business Suite!
• Already in your system!
• Includes:
– 1 activity campaign with daily “to-do’s” and phone scripts
– 1 email campaign that requires no customization
– 3 additional email templates to customize and send 1-off
Activity Campaign Email Campaign Extra Single Email Templates
53. Where can I find the new 10 Days of Pain campaigns?
• Under Create Marketing Select Campaigns
• Click Build a New Campaign
• Expand Lead Conversion Select the Activity or Email campaign!
54. Where can I find the new 10 Days of Pain single email
templates?
• Under Create Marketing Select Marketing Materials
• Expand Single Email Template Select Lead Conversion (Buyer)!
55. The Strategy: You get to decide!
Option #1 Option #2
Personalized activity and email: Personalized activity & automated email:
Activity campaign Activity campaign
Single email templates Email campaign
• Personalize emails for each contact
• Send one at a time
56. How do I start a campaign?
1. 3.
2.
Select the Click Save
Click Next Step
Campaign Campaign
57. How do I add a new buyer lead the 10 Days of Pain?
1. 2. 3.
Select the More Actions: Add Add
Contact to Campaigns Campaigns
58. Daily 10 Days of Pain Follow-up
Log into your Market Leader Pro account
Check your reminders and do your daily activities and scripts
59. Daily 10 Days of Pain Follow-up
Log into your Market Leader Pro account
Check your reminders and do your daily activities and scripts
Contact not on the Email campaign? Send single emails
60. What do I do when the contact replies?
• Remove them from all of the 10 Days of Pain campaigns
• Follow-up individually based on their needs and motivation
61. What do I do when the campaign is over?
• Do day 11 activity!
– Place contact on your 33 Touch drip campaign
– Change lead status based on their level of engagement
– Use your sub-groups to sort them in custom status if you prefer
62. Best practices: Getting started
• Start both campaigns with no contacts on them
• Always use the activity campaign
• If you are adding contacts to both campaigns, start them on the same day
63. Best practices: Ongoing
• The more you follow the entire strategy– the better your results!
• Be consistent
• Personalize when possible
• Systematize your follow-up
64. Text “KWFR” to 59559
or visit www.marketleader.com/kw/kwfr
Receive this presentation and 10 Days of Pain notes!
Register for the free follow-up webinar!
Visit booth 931
Unlock an iPad mini
and enter for
your chance to
win free leads for life!
Editor's Notes
Kris welcomesWho I amThank people for comingAsk Qs
Kris intro’s– Ben and Chad
Kris presents:“Help you sell more homes” theme. For the last 13 years, Market Leader has made it their goal to help agents sell more homes with it’s leads, tools and training. At Internet Marketing Specialist Designation, they also have that same vision with their best-of-class training curriculum. Today, we are bringing to you as a team a really exciting combined effort where we are sharing IMSD’s new and improved 10 Days of Pain strategy, developed by Ben Kinney, and offered as an educational cornerstone to IMSD’s curriculum… but to answer the pleas of many IMSD graduates that have asked for tools to help them make this program easier to follow and utilize in their everyday business– Market Leader has worked closely with IMSD to provide the tools you need to make your life easier with 2 newly created campaigns to perfectly complement the IMSD 10 Days of Pain follow-up strategy!We’ve invited Ben and Chad -0 their goal matches our goalOur goals are to help you sell more homesLeads, tools, strategies2x – most of you are ML customersIf you take advantage of the system, use it, leverage it, you’ll earn at least 2x income…We’ve teamed up…
Chad intro’s first partKris does second part of agenda (unless you 2 work it out differently )Announce – we’ve integrated 2 campaigns into your Pro and Suite systemsMake it much easier for youFirst you need to know the why of using the 10 DOP system
Intro slide
What is a lead?
How do the next 180 days look
You are 5 times more likely to contact a lead by responding in 5 minutes versus 10 minutes. The odds of contacting a lead if you call within 5 minutes are 100 times greater than if you wait for 30 minutes after you receive the lead. Source:MIT LEAD RESPONSE MANAGEMENT STUDY October 16th, 2007.
Visually check contact infoSearch name, email, and phonePlug into Xobni.com or similarResearch IDX activity
Bad lead samplesMickey MouseJust LookingCup CakeJoe PlumberJohn DoeBetty Boopnobody@nowhere.comasdf@jkl.comJustlooking@aol.com360-123-4567abcdef@hotmail.com555-121-2222
Rapportive or XOBNI: Use this tool to research contact information, social network profiles, pictures, and common connections
BINS set up
PhoneText MessageEmailVideo emailSocial Media MessageChat ( MSN or Facebook )Direct MailPop By – Door Knock
Our internet lead conversion process is a high touch aggressive tool used to:Identify motivation levels of prospects (A B or C lead)Gather additional information like phone number, address, or specific needs.Convert leads into appointments or referral sources
If you identify the motivation level of a lead you can better determine how much time and energy to direct to that contact:A, B, & C LeadsA: Buying in the next 30 daysB: Buying in the next 30-90 daysC: Buying 90 days or longer
Challenge is that they only give one form of communication how do you get the others?
Until you meet with your contact – they will remain just a lead. Once you set an appointment for a buyers consultation, showing, or listing presentation then and only then do you have a client.ABC: Always Be Closing
Email Rules: 1. Be short and concise 2. Always include a link to a list of properties 3. Always ask for appointmentsPhone Rules: 1. Always leave voicemails 2. Stand and smile when you speak into the phone 3. Match your voice to your audience
Email Rules: 1. Be short and concise 2. Always include a link to a list of properties 3. Always ask for appointmentsPhone Rules: 1. Always leave voicemails 2. Stand and smile when you speak into the phone 3. Match your voice to your audience
Make Introduction Phone Call 1. If no answer leave voicemail 2. Always ask by first name only 3. Note times & actions on lead sheetsSend Introduction Email Direct Mail Note Card & 2 Business CardsIf you made contact send follow up email (Thanking them for speaking and confirming any promises made)
(Ask this question because if they say no they are stupid and you should just hang up on them)
Send Bank Owned Email:Email List of Properties that match clients criteria (if no information is available send properties that are at or below market average)Search for lead on Facebook and send a short message.Tip: Don’t email all of the best deals. Keep a few for additional contacts.
Email open to show this weekend offer Make first follow up call make sure to leave a message if no one answersSend first video email (Explain you are real agent & offer to take photos for any properties the client is interested in)Use www.eyejot.com or goldmail.com for video email messages.
Email free CMA offer or relocation package offerAttach Just Listed Properties to CMA/RELOCATION Email
Send “How am I doing” email Attach a list of recently Priced Reduced Properties
No contact for one day during the 10 day period - can be any day after day 2DAY OFF
Special Services EmailMake second follow up call & make sure to leave a message if no one answersTry sending a text message if you think you have a valid cell phone number
Send Specific Property EmailLook for customer on linkedin and twitter and then send direct message. If unable to locate send another Facebook message.Research IDX activity
Offer information about a specific listing and pick a good email title. Use IDX tracking to figure out what type of property and price point the consumer is looking to purchase.
Email Long Shot CMA EmailMake third follow up call & make sure to leave message if no one answers
Send Contest or Trivia Email or Video EmailAttempt to contact on Facebook, Linkedin, and TwitterResearch IDX ActivityCall final time and leave message if there is no answer
How many of you feel overwhelmed– or felt overwhelmed when you tried to do the 10 days of pain on your own…. Leads piling up, and you just couldn’t get into a consistent rhythm?
Well– that’s why we teamed up– to help those of you that felt chained to their computer– to help you do the important job of following up fast, but also in a way that’s easier and all ready in your system.Responsiveness – NAR statOthers are ML statsassociates using Market Leader Professional close 4X more transactions than those who don’t have Pro
Reminder– these templates and campaigns are only for Pro and Business Suite users… Activity campaign – for those of you who want reminders on key steps to do each dayEmail campaign – worked with Ben and Chad and IMSD To find email templates we could build into a campaign so you wouldn’t have to customize themAlso copied each of those email campaignsNow can find each email from the campaignsPlus three separate emailsHowever you want to implement thisThe options are yours!
New designLooks like a regular emailDesigned to have customized greeting to your clientShort and sweet message that aligns w/your 10 DOP scriptsIncludes your social media calls to actionYour signatureStreamline
Now where is it?CREATE MARKETING!!
With the resources in your Pro accountStrategy Chad and Ben teachDo them 1-1 Won’t use campaignsCustomize each oneOption 2We know many of you feel chained to your deskWon’t use the 10 DIOP Now have the email campaign in addition to the activity campaign
ReminderSame for all campaigns
Note– if you want to automate your email follow-up– select BOTH campaigns at once so they are properly timed!This is a big note – so they’re timed togetherCreate the campaigns now so can add people whenever you wantAction item when get back to the officeDoesn’t go out that day; start the next daySo campaigns start w/action items for day 2Day 1 – KO fyiSome of you have systems w/automated reminders etc. Day 1 you’ll learn in webinar or IMSD
Note– click “edit” to view your reminder
Note– click “edit” to view your reminder
Active, Inactive, Hot or Trash
Start both campaigns with no contacts on them:NOTE to add: This makes them available to choose from in your contact details page menuAlways use the activity campaignNote to add:The email campaign is optional based on how customized you want your follow-up to beIf you use both campaigns, start them on the same day
Start both campaigns with no contacts on them:NOTE to add: This makes them available to choose from in your contact details page menuAlways use the activity campaignNote to add:The email campaign is optional based on how customized you want your follow-up to beIf you use both campaigns, start them on the same day
Tell people re: upcoming webinar – 2/27Chad will Repeat strategy – for colleagues who missed today’s presoImplementation is the following week – 3/6Can register for webinar on the link