The Truth About Real Estate Lead Generation

Transcription

1 Real Estate Lead Generation The Truth About Real Estate Lead Generation An inside look into the Kunversion platform.

2 Realistic Goals for Generating Revenue from Internet Leads This document s goal is to point you in the direction of where your time will be best utilized. Honestly, we do most of the hard lifting for you, but there are a few things that, if you keep doing regularly, will make you much more successful then agents that just sit back and wait for money to fall into their laps Visitors = 120 Leads = 3 Sales Now is the time to set realistic goals. Anyone who says they re converting 30% of their leads is lying. The best conversion rates from register to view property leads are around 5% and the best from property inquiries are around 20%. It takes an average of 6 to 8 months for the average lead to come to fruition. So don t expect to see tons of leads write you checks in the first few weeks. This process takes at least 6 months. So now that we set some ground rules, here is how you can make sure you re closing the most leads possible. Are you Using Multiple Systems? There is absolutly no reason to be using two, three or more lead gen systems. You should be taking all that money and putting it toward advertising one solution. For every $1,000 you spend in software you could be generating another 100+ leads a month. Think about that. Take some time to do the math on what you are currently spending on all inbound lead generation efforts. If you just consolidated all your websites into one you will, in the long term, push that one website higher in the organic rank and reduce your overhead. If you currently have more then 2 websites you will find that Google tends to only rank the first two that you launched. Google DOES NOT like it when you have multiple websites doing the same thing with the same branding. Furthermore, it takes most agents a while to learn a system. Most agents use 50% of Kunversion. If you have to learn three other systems, imagine how little you will truly understand about them if you have to juggle three different platforms. 2

3 How to Generate More Leads Most of you see pay per click leads in your system. Those are leads that Kunversion pays to visit your site. We convert on average 12% of those visitors into leads, with around 45% of them having phone numbers. Outside of paying for more leads you can generate leads yourself using the four methods in the boxes on the right. Full details off all of these methods can be found on the Kunversion FAQ portal. To search this database just goto kunversion.com and enter your question right on the homepage. Craigslist. Post to Craigslist twice a day. If you post 2 listings a day you will generate around 15 to 20 leads a month. Many people go wrong with Craigslist by pushing it too hard. Recently they have cracked down on multiple posts, html ads, posting services, etc. So the only good method for having Craigslist work is to go at it slow and steady. If you run into problems try posting a non-html ad. Importing Leads. Any and all leads you generate can get automatically entered into Kunversion. Yes this means Zillow, Trulia, Realtor.com, and anything and everything that can generate a you have a new lead . To accomplish this process just forward all of your leads to your special agent import found at the bottom of your agent dashboard. Most clients that use this feature see a dramatic increase in close rates from these lead sources. Your Smart Number. Kunversion provides you with your own special number that can generate leads by text messaging. Use this number on all of your print ads and anything offline to send leads to your mobile application. You can text your subdomain, address, mls # or the word app to the number. All leads to your listings and your subdomain will go to you directly, the rest will go round robin. Online Chat Support We host online chat support for all your websites from 7am to 1 am EST 7 days a week. Yes you heard that right you can use the Kunversion chat team on websites other then your actual Kunversion site. We highly recommend taking advantage of this feature. We do a great job at generating leads by just being there to lend a hand with questions from your website s visitors. 3

4 Blogging is the new mass mailing. The biggest request we get from our clients is how to all of your leads. The answer to that is: you don t. Unless you have a naked picture of President Obama getting freaky with a space alien, there probably isn t anything that everyone universally cares about. This is where blogging comes in. Every blog post you make gets syndicated to pingomatic, which then sends your blog to dozens of search engines. If you write good, original content, it will show up in Google, thus generating free organic traffic. Lastly, the most recent blog written within your company gets attached to all outbound s sent to EVERY lead. So if you want people to know about something (maybe that same something you would mass mail about) just put it in a blog. It s a better way for people to pull content they want then for you to push irrelavent content to them and risk an unsubscribe. What do I write about? This is pretty simple. Write about what you know, but make sure it is local oriented such as things to do with your local schools, events, politics, & news. To have a truely great blog you need to be the one breaking the story. If you are the first person to write about a topic and it s actually something people are interested in you can get thousands of views in just a a few days. Check out the blog post of the two companies below for more great ideas. Two Bloggin Success Stories Wright Bros. Real Estate Total Blog Visits: 1,113,026 (2/19/2013) Average Blog Visits: 1,100 Our blog has been a great source of local traffic. If we were to pay for this amount of clicks from Google it would have cost us a million dollars, literally. Three Chicks Realty Total Blog Visits: 103,033 (2/19/2013) Average Blog Visits: ,056...the number of hits on our 3Chixrealty. com website from our blog! That s in exactly 9 months! Amazing stats. Thanks to our faithful bloggers for getting to such a big number. Conversion is key...thanks to our friends at Kunversion for making this happen! ORIGINAL LOCAL FUN TO READ If you re not going to write the blogs yourself don t even try. No copy and pasting, no overseas VA can generate the necessary content. Don t write about general topics or your blog will never rank. Keep your blog local to attract people in your market. If you haven t written anything since high school it may be worth shooting the blog to your significant other or co-worker before publishing. 4

5 If we do all this work to get a live lead on the phone and then you don t say the right thing, what happens? The answer is easy, nothing. You will never be hearing from that lead again. It is imperative that during the first experience with your lead on the phone you come across confident, knowledgable, and assertive. Whether you call or a lead, or even text message them this script can be used. Generally, it incorporates the following three components: a. Valuable information. This is information that s quality, yet simple, that they would not normally see or notice as significant. b. Instilling a sense of obligation to you, because you re telling them that you re GOING to do something for them. (Very important to say going. ) c. Obtaining a confirmation of your services, by prompting them to tell you exactly when they want to receive your information. Kunversion Phone Features Call to Connect on New Leads Repeat Calls Until Contact Text Leads for Print & Signs In/Out Bound Call Monitoring The most common implementation of this is reaching out to a new lead. First, review their listing history. We re going to follow that first rule, only contact your leads about a specific property. This would be a property that they looked at more than once, so go through their listing history to find one. "I'm going to do some research for you and find two other properties in the same area that might be better options." The second part, contains that statement that you're GOING to do something for them, creating a sense of obligation. "Would you like me to send that information to you by Friday?" And, we cap it off by seeking a confirmation to proceed with what you're going (out of your way) to do for them. Whatever information, or what you're going to do can be modified situationally to suit any situation. Following this idea format is going to generate more conversations and appointments than ever before! For example, for leads leads that say they're "just browsing," use this three step method! "You know, I find a lot of people tell me they're just browsing, and their dream home comes along and they're not prepared to take advantage of an opportunity that otherwise would not have existed if they were. I'm going to send you my top ten preparation checklist and help you get started on it, but I'll need some time to get it ready. Would you like me to have it to you by this evening?" Maybe, you've acquired a high-dollar lead that's looking at $1M+ homes? "I saw that you were looking at the property on {street address}, and I just wanted to let you know that that the total HOA fees for that neighborhood are upwards of $5,000/year." The first part covers component one, which is giving them simple, but quality information that we obtained from the MLS. "I noticed you reviewing the property on {street}. I am going to be taking some better photos/video for my private buyers, would you like to receive them by Wednesday as well?" Even if they decline, they'll remember your offer if they do see one they're particularly interested in, and will be more likely to contact you proactively! 5

6 18 hours a day, 7 days a week That is how often the Kunversion-staffed chat operators are available on your websites. We are the ONLY lead generation company to offer this option. We do it because it works. We generate 1000 s of lead every month just by being available to your visitors. These leads are your HIGHEST priority! When you get a chat lead, you re ed, and a copy of the transcript is included! Make sure you respond to them! The majority of these leads are typically going to make a buying decision within the next days. If we obtain the leads address in the chat, and they are not already working with another agent in the Kunversion system, they will be made as a new lead for you to access via your Agent Dashboard. Embed On All Chats Growing Strong! Another thing most Kunversion users don t realize is that you can embed our chat service on ALL of our websites. With just a small code snippit found on the embed page of your agent dashboard, you can use our chat operators on all of your websites. Now that is service. FEB OCT 1840 NOV 1950 DEC 2000 JAN Trained to Collect All of our chat operators are trained and incentized to collect your visitors information. We actually pay them for every and phone number they collect to try to get the most leads possible. The Kunversion chat team is located in the US and goes through montly audits to ensure professionalism and efficiency. Number of Chats Completed & Sent to Agents. Total Chats are 10x Greater. 6

7 Did you know ZIllow does almost 40% of their property views on their mobile app? So, we built our own. Our app is called Millions Mapped. If you visit your website on a mobile device you will be prompted to download this app on either the itunes store or on Google Play. We figured out a way to ensure that you keep your lead logged in so, as long as your lead downloads the app via the link on your website, the lead will automatically be registered to you. We recommend downloading Millions Mapped yourself. Give it a good rating so we show up higher and higher in the app stores. 7

8 Real Estate Lead Generation Created July Printed in Canada on recyclable paper. T: E: support@kunversion.com W: Why choose us Kunversion was dreamt up to take advantage of all the new technological features the Internet has offered in the last few years. From cloud computing to HTML5, we took advantage of all the newest technology when building Kunversion. We are constantly building new features within Kunversion. It s all done in house, never farmed out overseas. That goes for our customer support as well. All our agents including our chat operators are located in the good ol US of A. We pride ourselves on taking your feedback seriously. Most support tickets are remedied the day they come in, and most new feature requests are done within a week. Real Estate Lead Generation 2013 Kunversion The content, organization, graphics, design, and other matters related to the Site are protected under applicable copyrights and other proprietary laws, including but not limited to intellectual property laws. The copying, reproduction, use, modification or publication by you of any such matters or any part of the Site is strictly prohibited, without our express prior written permission.