Conversion Monster ISA training

1. Presented by
Tim Courtney
Conversion Monster ISA Training

2. Company overview
The internet has changed the way people buy property. Today the first step for home buyers is not to contact a real
estate agent. They are more likely to use real estate sites to search for properties directly. Thousands of potential
home buyers are accessing these sites every day. This creates a problem for brokers in that they have to sift
through thousands of potential leads before finding an interested buyer.
This increase in potential leads has created an opportunity for a company that can reach out to and nurture these
potential leads until they are ready to work directly with a real estate agent in their market. Conversion Monster is
that company.
Our inside sales agents work closely with potential clients to deliver solid leads to real estate agents in our
markets.
Currently Conversion Monster operates in 5 markets, Chicago, Atlanta, Houston, Los Angeles, and Naples.
Conversion Monster

3. Conversion Monster is the perfect combination of real estate expertise
and call center experience. At Conversion Monster we take leads from
real estate web sites, contact them using a sales workflow designed to
put motivated buyers in front of qualified real estate agents. At
Conversion Monster we take potential home buyers and work with them
until they are ready to buy, at that time we put them in touch with an
agent. By using conversion Monster to build client relationships in the
early stages a real estate agent is free to do what they do best which is
sell real estate. The increase in conversions is our product.
What is Conversion Monster?

4. • 1: Inside Sales Agent
▫ Defining your roll in the real estate industry
• 2: Lead registration
▫ Where do our leads come from
• 3: Scrubbing or qualifying the lead
▫ Learning the 5 types of leads
• 4: Phone / E-Mail Campaign
Agenda

5. • As an Inside sales agent (ISA) your roll is to generate quality sales leads
for the real estate agents in the markets we represent.
• To do so you will be reaching out to and scrubbing or qualifying
potential property buyers to determine their ability, interest, and time
line for purchasing real estate.
• The next step will be to CONVERT those potential clients into motivated
clients which will then be turned over to a local real estate agent to
complete the sale.
Inside Sales Agent

6. • As an ISA your clients are the real estate agents.
• Your product is the lead you create for those agents.
• You are not selling the real estate. That is for the licensed Real Estate
agents.
Inside Sales Agent

7. • Any questions regarding the role of an ISA in the real estate market?
Lesson 1: Wrap-up

8. • The leads we will be scrubbing and converting come from our affiliated
web sites.
▫ For starters we will be working with www.highrises.com
• There are three registration options that a visitor to www.highrises.com
could chose.
▫ Registration only – Lead went to site, registered, but did not go any further.
▫ More information – Lead went to site, registered, and requested more
information.
▫ Property Showing – Lead went to site, registered, and inquired about a
specific property.
2: Lead Registration

9. • Any questions as to where our leads come from or the three types of
leads we will be dealing with?
2: Wrap-up

10. • When a lead is received we will reach out to them as soon as possible.
Our goal is to respond within 15 minutes after the registration is
received.
• Once contacted the ISA will ask a series of qualifying questions to
determine if they are a real buyer or seller as well as the actual time
they wish to purchase or sell. The ISA will then slot the lead into one of
five main cattagories.
3: Scrubbing or Qualifying the leads

11. • HOT LEAD – Someone looking to purchase or sell within the next 90
days.
▫ Immediately transfer to a real estate agent.
▫ If the agent is unavailable set appointment.
▫ Tag HOT
• Warm Lead – Someone looking to purchase or sell within 91-180 days.
▫ Based on discussion with lead, the ISA will either transfer directly to a real
estate agent or schedule an appointment.
▫ Tag WARM
3: The five lead types

12. • Luke Warm Lead – Someone who is not looking to purchase or sell for at least 181
days or longer.
▫ Incubate/Nurture the lead until they are ready to buy or sell.
▫ Number of calls and e-mails to be sent monthly can be found in our workflow.
▫ Tag Luke Warm
• Cold Lead – The lead is not currently interested in buying or selling.
▫ Move lead to long term e-mail “drip” campaign.
▫ Tag : COLD, Move to Nurture
▫ Do Not Contact – Tag COLD, Do Not Contact, move to Nurture, and put reason why in
notes.
▫ Lead is a real estate agent or any other solicitation – Tag COLD , Do Not Contact, move to
Nurture.
• Fake Lead – Lead has entered false contact information.
▫ Tag FAKE move to trash.
3: Five lead types (contd.)

13. • Questions regarding the types leads?
3: Understanding the five types of leads

14. • In the event that a lead can not be reached within the first 15 minutes
an ISA will follow workflow consisting of phone and e-mail
correspondence.
4: Follow up workflow

15. • 7 calls in 10 days.
▫ Call lead 7 times in 10 days leaving voicemails if no contact.
▫ Document calls with any relevant information in Follow up Boss.
▫ If phone number is incorrect start “Bad phone #” action plan.
▫ On day 11 task will be automatically generated for ISA to move to Nurture and tag
COLD.
• If lead is not reached after 10 days they will be moved to a drip campaign and
no further calls will be made.
▫ Tag COLD, move to Nurture.
▫ Drip campaign – An automated e-mail campaign that will send an e-mail to the
prospect every month for 12 months.
4: Phone Campaign

16. • 7 e-mails in 10 days
▫ 7 pre built e-mails will be sent out automatically.
▫ If lead responds to e-mail the goal is to get them on the phone to conduct
qualifying interview. If lead does not want to speak on the phone conduct
interview via e-mail. Document everything in Follow up Boss.
▫ If lead is not reached in 10 days move to drip campaign, tag: Cold and move
to Nuture.
4: E-Mail Campaign

18. • What is your roll as an ISA?
• If a lead calls regarding a specific property and want to buy you will :
▫ A: Take bid information and contact selling agent.
▫ B: Schedule a follow up call and generate a confirmation e-mail.
▫ C: Immediately transfer call to real estate agent in the market.
▫ D: Schedule future appointment for real estate agent using google calendar.
• Any final questions regarding your roll as an ISA?
Assessment and Evaluation