Lead Conversion Strategies

Awareness – when people first become aware of your service. How and why these people move down the funnel depends on your ability to make contact and convert them to the next stage.

Interest – you’ve made contact and the prospect has learned about your brand; you can now determine their interest in moving forward. Are they Willing, Able & Ready?

Decision – this is the courting phase, when you are sending them properties, providing items of value, talking about the market and nudging them into action.

Action – your work comes down to this. Whether they make a purchase or not.

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.

• Leads are 9x more likely to convert when follow-up is within 5 minutes. – Ziff Davis

• 73% of all leads aren’t sales-ready. – Marketing Sherpa

• Nurtured leads produce 20% more sales opportunities. – Demanded

• Companies that nurture leads generate 50% more sales at 33% lower costs. – Marketo

• Emails sent for lead nurturing purposes have a 90% higher click-through rate. – Hubspot

• Personalized emails increase conversions by 10% on average. –

12 Months Plus is the Nurturing Phase.

Nurture: to encourage the growth or development of someone or something.

6-12 Months is considered the Nudging Phase.

Nudge: to push gently or urge into action.

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.

0 - 6 Months is the Servicing Phase.

Service: to help, work for, or provide a service for someone.

Once a client completes a transaction, they move to the Nurturing Phase.

Continue engaging with your past clients and sphere to generate repeat business and referrals.

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.

• Update and organize your database

• Pull contacts from all sources.

• Cell phone

• Email account

• Social media

• Email or direct message your sphere for updated contact information.

• Cell number

• Email address

• Mailing address

• Categorize and prioritize

• Buyer/Seller/Homeowner/Renter

• A – know you, like you, and when given the opportunity will bring you business.

• B – know you, like you, may refer business, building brand awareness & trust.

• C – know you, building relationship

• D – just met

What information do you need for a CRM?

• Cell phone number

• Email address

• Mailing address

• Physical address

• Birthday

• Where they work

• Names & ages of children

• Names & ages of pets

• Home purchase anniversary date

• Mortgage details

• Current home vs dream home

• Hobbies & interests

• Favorite holiday

• Last discussion

• Name of referrals given

• As much information as possible!

What a CRM Should Do for You

Evaluate the primary functions you need in a CRM.

• Contact management

• Interaction tracking

• Email, text and video campaigns

• Voicemail drop

• Lead tracking

• Task scheduling and alerts

• Calendar syncing

Choosing a CRM

There are dozens of CRM options available. Here’s what you should consider when determining which CRM is right for YOU…

1. Does my brokerage provide a CRM already?

2. What is the monthly cost?

3. Do I want a website provided?

4. Is this CRM best for a team or for an individual agent?

5. What type of support and training comes with it?

6. What features are most important to me and my business?

A few CRM Options for Real Estate Professionals

• Follow Up Boss

• Referral Maker

• Wise Agent

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403. Video Campaigns

7 Day Follow-up Strategy

“Calling a new lead within 5 minutes rather than 10 minutes will give you a 900% better chance of converting them."

–ShoutBoss

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.

ShoutBoss

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.

“Building rapport is the process of developing a connection with someone else. People work with those who they know, like and trust.” –ShoutBoss

“Everyone

wants to know about the good deals first. Anyone can search the Internet and find homes listed for sale, so offer your prospects listings that they can’t get easy access to.”

–ShoutBoss

Presented by the Education Team at Independence Title. TREC Approved Continuing Education Provider License# 403.

“Studies have shown that most leads will convert after the 8th contact attempt. Stay on top of your new leads with 15 contact attempts over the first 7 days. Leverage a combination of voice, text, email and social to reach them.” –ShoutBoss