The key to a successful real estate business is more than just lead generation. It's having a system in place to handle the leads you get -- to incubate and convert them -- and to follow up thoughtfully.

4. Generate
Incubate
CONVERT!

6. A person in
need of a
solution or
information.
What is a lead?

7. A person.
What is a lead?

8. Lead Generation

9. Lead Generation is Key
• Prospecting
• Farming
• Networking

10. Don’t Be the Seagull.

11. Lead Gen Musts
• Make it a priority
• Identify your client
• Establish relationships
• Give it time

13. Create Your Ideal Day

14. Create Your Ideal Day

15. Reality 

17. Lead Gen cannot be passive.

18. Lead Incubation

20. Lead Incubation Musts
1. Be responsive.
2. Add value.
3. Make a connection.
4. Ask open-ended questions
-- Go 3 deep
5. Capture as much info as
possible

21. Lead Incubation Strategies
• Website content
• Rethink drip marketing
• Consistent communication
• Respect communication preferences
• Anticipate questions and needs
• Always have a Call To Action

22. Lead Conversion

23. Now What?
1. Create affinity
2. Start the conversation
3. Set the appointment
4. Formalize the relationship
5. Consistent review of your Action Plans

24. Service vs. Hospitality
“Service is the technical delivery of a product. Hospitality
is how the delivery of that product makes its recipient feel.
Service is a monologue – we decide how we want to do
things and set our own standards for service. Hospitality,
on the other hand, is a dialogue. [It] requires thoughtful
listening to the other person, and follow-up with a
thoughtful, gracious, appropriate response. It takes both
great service and great hospitality to rise to the top.”
~ Danny Meyer, restaurantuer

25. Raising the Next Gen of Clients

26. NAR’s 2016 Profile Said…
907% of clients were satisfied with their
REALTOR® and would refer them again
BUT
Only 10% did. Why?

27. Small gestures

29. GOT SLIDES?
www.MauraNeill.com/lead-gen

30. Connect: about.me/MauraNeill