These slides accompany our webinar featuring Market Leader strategy experts Kerm Foltz and Jack Markham, where they share the best tips for maximizing every contact. From effectively engaging your active leads and reviving comatose ones, to solving challenging scenarios we'll explore every way to turn “dead” leads into dollars. Watch the recorded webinar at http://learn.marketleader.com/display/learning/Turn+Dead+Ends+into+Dollar+Signs
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• The big picture of lead engagement
• Strategies for leads that have fallen off the radar
• Reading your leads to determine their timeline
• Engagement strategies for various scenarios
• Live Q&A with our special guests!
The Plan for Today…
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• Stop their search
– Get them back to your website
– Eliminate other search engines
– Determine timeline & demographic
Your Goal When Engaging Leads
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Make it Easy to Engage
Lead Status Description
New A lead should only be a new lead once it comes in
Retry Used during the first 7 days while you try to get them back
Active Once they come back to your site they become active
Inactive For leads that don’t return to your site during the 7 days
Hot Consumers that are motivated, engaged and probably in Phase 3
Sold All converted leads
Trash Any lead that can’t be contacted due to inaccurate information
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7-Day Plan of Attack
• Day One: Recommended Listings
• Day Three: Market Insider
• Day Five: Listing Alerts
• Day Seven: Add to “10 Days of Pain” Campaign
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• 10 Days of Pain campaign:
– Last chance to get a response
– Any response is good
– Look for consumer triggers
No Response After Day 7 – What Now?
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• Viewed home
• Saved home
• Set-up or refined listing alert
• Request more info on listing
• Zip code/neighborhood change
• Short sale/foreclosure home
• Condo’s/Townhomes –HOA
• Viewed Market Insider report
• Pre-approval request
• Phone number
Key Behavior Triggers
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If Your Lead Provides a Phone Number
• If you have a phone number, call them first
• Speak to them or leave a voicemail introducing yourself
• Then proceed with your 7-Day Plan
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They come back to my
site, but don’t respond or
communicate with me
My inactive lead
came back to my
site after 4
months
My lead is
consistently active on
my website, but not
opening my alerts
“What do I do When…?”
They visit my
website during the
10 Days of Pain
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Subject: Am I the agent you are looking for?
I respect the fact that you have a real estate agent. But ask yourself,
are they really providing you with all the tools and information you
need to satisfy your real estate needs? Are they sending you
properties consistently, or do you have to find them on your own? Is
this why you are looking on my site? I would like you to know that I
have all the tools to search for the right home for you.
If you are not under contract with an agent at this point and you feel
you are not getting the best service, then we should definitely talk.
Keep me in mind; I represent my clients with the utmost integrity and I
wish you luck in your search!
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Subject: What are your real estate goals?
I am so excited to help you with your real estate needs. I have some
great tools on my website (insert website here) for both buyers and
sellers, including marketing information and access to the Multiple
Listing Service.
I would love to get you started on a listing alert so you can view homes
on the market; I just need to know if you are looking to buy, sell, or
both. I can give you a call tomorrow to discuss your needs, or you can
simply respond to this email. I look forward to hearing from you!
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I have signed you up on my website, and now you have access to
homes for sale, market information, and specific community
information. Now you’ve got all of the tools you need to find the right
home for you!
Using your new login and password on my website you can:
– Save your favorite home listings with my help
– View listing details and multiple photos
– Forward homes to your friends to share your favorites
– Sign up for listing alerts to be the first to see listings
If you need anything, you can contact me directly at 425-867-5309
Customizable Welcome Email
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Turn Dead-Ends into Dollar Signs
Reach out to 5 contacts that have been on your site in the last 48 hours
Engage 10 contacts who have not been on your site in the last 60 days
Identify and thank 5 past clients or referral sources
Fill out the survey to receive the class notes
Register for next week’s Power Hour!
Next Steps…
Hinweis der Redaktion
WWK&JD
Hail Mary
Leave them alone
Katrina Benton uses this – Great success rateBest part – This is already in your system!!
What if they set up a daily listing alert and on 3rd day decided to unsubscribe to emails. Can we still send them emails through market leader?