Turn Leads into Clients in 10 Days! Brought to you by: Market Leader and IMSD

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Wesley Cooper
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1 Turn Leads into Clients in 10 Days! Brought to you by: Market Leader and IMSD

2 Turn Leads into Clients in 10 Days! Brought to you by: Market Leader and IMSD Featured Guest: Chad Hyams IMSD Voice of Reason Host: Shannon Shimabukuro Senior Market Leader Trainer

NAR member Market Leader and IMSD teamed up to leverage

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 Today s 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 Sneak Peak: Where to find the new 10 Days of Pain campaigns in your Market Leader Pro and Suite systems

to the 10 Days of Pain Sneak Peak: Where to find the new 10

5 LEAD CONVERSION TACTICS

6 What is a Lead? What is a lead?

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

Closings New Leads 2 Closings New Leads 2 Closings New

8 Speed Matters! 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.

9 Lead Validation Process Visual Search Tools IDX

10 Lead Validation Goals 1. Verify Contact Information 2. Gather Additional Contact Info 3. Find Personal Talking Points 4. Real Estate Needs

11 Bad Leads

12 Search Address

13 Research Results

14 Research Results

15 Research Results

16 B.I.N.S. Buyer Instant Notification System

17 Communication Platforms

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

19 Motivation Level of a Lead A = <30 Days B = Days C = >90Days

20 Contact Information

21 Always be Closing

22 TEN DAYS OF PAIN LEAD CONVERSION PROGRAM

23 Be short and concise ALWAYS have a link to properties ALWAYS ask for the appointment Set up a professional signature

24 Phone ALWAYS leave voic s Stand and smile when speaking Match your voice to your audience

25 Day 1 Make Introduction Phone Call Send Introduction 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 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 right off the bat? Signature

29 Day 2 Send Bank Owned 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 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!

Day 3 Email open to show this weekend offer

31 Day 3 open to show this weekend offer Make first follow up call Send first video

32 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 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 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 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

36 Day 5 Send How am I doing

37 How am I doing? 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

38 Day 6

39 Day 7 Special services Make second follow up call Send text message

40 Special Services 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 Search social media

42 Property Specific 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 long shot CMA Make third follow up call

44 Long Shot CMA 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 indepth broker price opinion. Interested? Signature

45 Day 10 Contest/Trivia Social media contact Make final phone call

46 Contest 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 $ cost savings Are you available this weekend? Signature

47 Trivia 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 Make sure to include your mailing address so the prizes can be delivered. Signature

48 What do I do when the campaign is over? Do day 11 activity! Place contact on a drip campaign Change lead status based on their level of engagement Use your sub-groups to sort them in custom status if you prefer

49 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

50 NEW CAMPAIGNS FOR PRO AND BUSINESS SUITE! 2 New 10 Days of Pain Campaigns ( and Activity) New Single Templates

51 Homework Review the 10 Days of Pain s activities Make notes for any s and steps you want to adjust we ll show you how next week! Register for next week s Power Hour: Workshop on implementing your new campaigns: Turn Leads into Clients in 10 Days Part 2 Visit:

52 Want today s phone and scripts? Please complete the post class survey and we ll send them to you! Have questions? Ask Shannon and Chad! Want to learn more about IMSD? Learn more at:

53 Thank you for joining today s Power Hour!

Ten Days of Pain Lead Conversion Guide

Ten Days of Pain Lead Conversion Guide The Ten Days of Pain internet lead conversion plan a high touch aggressive tool that is used to identify motivation levels and gather additional contact information