31 strategies for Generating and Converting leads like a mad man!

Transcription

1 31 strategies for Generating and Converting leads like a mad man!

2 Who the heck is Michael Hellickson Anyway?! Broker/agent 20 years Closed over 450 transactions in under 9 months in Regularly generated over 617 leads/week (NOT counting internet leads) Coach a small elite group of agents Nationwide Will NOT be selling anything on this call! Info, visit Programs Testimonials from current clients

3 What is Expected of You Obey the 6 P s of Being Prepared for Each Webinar and/or coaching call: Pen Paper Positive Attitude Punctual Pertinent Materials (the downloadable handout!) Present in the Moment Set and achieve lofty goals Give it everything you ve got, leave it all on the field! Do Your Homework!

4 The Hot Points Of The Day Specific lead sources I used to generate 417 short sale listings in less than 10 months. 5 ways to get a listing this week. The right and the wrong way to qualify your leads before going on your appointments. Tracking and maximizing your lead generation dollars. Creating consistent predictable lead flow every single day whether you are at work or not. Driving over 617 buyer leads each and every week 31 different lead generation strategies (most of which are FREE) Michael and other top agents use to list ridiculous numbers of homes each week! 3 things your website MUST HAVE to capture and convert buyer traffic at RIDICULOUS RATES! The World s Best Closing Technique that works EVERY time! Becoming a Ninja Sales Person with cat-like reflexes and mad skills! Guaranteed referrals yes, it is possible!

5 What are the biggest problems in your business today? Lead Generation Lead Follow up Lead Conversion Profitability Balanced Life

6 This Call/Event is like a buffet Can t possibly eat everything Take what you like, and leave the rest!

7 Specific lead sources I used to generate 417 short sale listings in less than 10 months. Internet Stealth Sites Branded Sites things your website MUST HAVE to convert like crazy: IDX solution Videos Testimonials A KILLER USP!

8 Specific lead sources I used to generate 417 short sale listings in less than 10 months. Tele-Prospecting Expireds FSBO s NOD s Use TheRedX Saves staff time verifying Phone # s Listing status Almost like The RedX is paying you! Direct Marketing Expireds FSBO s Use TheRedX to track mail outs/people you do/don t want to follow up with Just Listed/Sold Postcards

9 Develop an Agent Outreach Program Powerful recruiting tool! Reduce/eliminate complaints from agents Calls Notes Host a seminar for agents in your market You teach it Michael Hellickson will teach it for you (min. attendance required) Get short sale referrals from agents

10 Specific lead sources I used to generate 417 short sale listings in less than 10 months. Referrals Other agents Clients Build, Sort and Qualify your database Calls, Notes, Pop-by s Top-Down Short Sales Fee-for Lead Services (Buyer Lead Source)

11 Specific lead sources I used to generate 417 short sale listings in less than 10 months. Radio Advertising Talk to your ClubWealth Coach if interested so you don t waste $$ on the wrong stations Bankruptcy attorney s Sign Riders 30 Day Sale Guarantee IVR Sign Riders Tell them Michael Hellickson sent you (they will set up just like mine) Flyers 30 Day Sale Guarantee

12 5 ways to get a short sale listing this week Buy Leads Put them on an automated -drip campaign CALL THEM When they answer the phone, use the SCRIPT! If they don t answer FOLLOW THE SCRIPT Keep calling them

13 Hi is this? Hi My name is I m calling about the house on street.is it still for sale? It is, Perfect? Is it listed with a real estate agent yet? It s not, Fantastic! How much are you asking for it? Ok. And how much do you owe on it?...alright.. How far behind are the payments? No problem. Why are you selling? Terrific. Well, let me tell you a little about what we do. Not only do we buy a lot of homes, we are currently the Number One Real Estate Team in the Northwest! In fact, we sold more homes last year than number 2 and 3 If I could show you how we can sell your home in 30 days or buy it at no cost to you would you be willing to have us come by and take a look at the house? You would, Fantastic! Are you the only person on title? Good. We need to make sure everyone who is on title would be there when we arrive. What would work better for you, or at? We will see you on at! Fantastic!

14 Leaving a message: Hi this is calling about the house for sale on street.. Please call me back at. Again that s. Make sure there is always a next call date in TP unless there is no reason to follow up with someone.

15 What if those lead sources are sold out in my area? Buy Leads Drip Call Keep Calling What if I can t afford to buy leads? GET OFF YOUR BUTT AND GET CALLING!!! Call 50 Expireds/day for 5 Days Call 25 FSBO s/day But Michael, I don t like Cold Calling Call 25 past clients/s.o.i./day #1 Best Cost/listing ratio = RADIO!!

16 2 terrific, and yet commonly overlooked lead sources Open Houses! Door Knocking! Geographic Farming!

17 The right and the wrong way to qualify your leads before going on your appointments. Two ways to do it: Heavily Qualify I will go on the appointments I know will list with me. Minimally Qualify I will go on the appointments that I believe will let me in the front door

18 The right and the wrong way to qualify your leads before going on your appointments. The ClubWealth Way: Minimally Qualify I will go on the appointments that I believe will let me in the front door

19 The right and the wrong way to qualify your leads before going on your appointments. The ClubWealth Qualifying Question: Do you have to sell now, or can you wait 6-8 years for the market to recover?

20 Tracking and maximizing your lead generation dollars. What to track: EVERYTHING Total Hours Worked Days worked Days Dressed and Ready for the Work Day by 7am Daily Huddles Attended Prospecting Nights Attended Hours prospected Referrals Received

21 Tracking and maximizing your lead generation dollars. Leads Calls Price paid Follow up Attempts prior to first contact Contacts REFDI Appointments Set Attended

22 Tracking and maximizing your lead generation dollars. Contracts (listings) written Closings Commissions $$ Donated to Charity Hours Donated to Charity

23 Bonuses In just a moment, I will give you: The World s Greatest Closing script and The World s Greatest Follow Up Script Before I do, I m going to offer you an ethical bribe!

24 Ethical Bribe Would you like a copy of the scripts we went over today? Log on to and plug in your name and address on the Get free stuff form. First 17 people to do so get a copy of today s entire presentation! I am the Worlds Most Exclusive real estate coach. First 7 people to sign up get 45 minute with me on the phone...

25 Bonuses The World s Greatest Follow Up Script I just want to make sure I m not dropping the ball on my end The World s Greatest Closing script Are there any other questions before we begin the paperwork?

26 HOMEWORK Log on to and enter your name/ and receive the scripts, and maybe even a full copy of todays presentation! First 7 people will get free 45 minute one on one consultation with me personally!