Lead Conversion Strategies

LEAD

CONVERSION STRATEGIES

Lead Conversion Strategies

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Agenda o Understanding the Sales Funnel o Understanding the Client Phases o Super Charge Your Engagement o Improve Your Consistency & Tracking

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Understanding the Sales Funnel

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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.

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What makes the difference?

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It’s all about the follow-up!

• 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. – Aberdeen

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Understanding the Client Phases Nurture, Nudge & Now

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12 Months Plus is the Nurturing Phase.

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

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6-12 Months is considered the Nudging Phase.

Nudge: to push gently or urge into action.

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0-6 Months is the Now or Servicing Phase.

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

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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.

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Engage with everyone in your database.

Everyone is a client!

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Start With Excel •

Update and organize your database

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Pull contacts from all sources.

• Cell phone • Email account • Social media

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Email or direct message your sphere for updated contact information.

• Cell number • Email address • Mailing address

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

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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!

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Super Charge Your Engagement

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Evaluate your current systems and processes...

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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

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The Commission Pipeline

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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?

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A few CRM Options for Real Estate Professionals • LionDesk by LoneWolf • Top Producer • IXACT Contact • Follow Up Boss • Referral Maker • Wise Agent • Realvolve • Contactually • Propertybase

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The Commission Pipeline

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Email Campaigns

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Video Campaigns

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7 Day Follow-up Strategy

by ShoutBoss

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

–ShoutBoss

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

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“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

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“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

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Know Your Dialogue

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Introduce a Lender

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Setup Clients in your MLS Client Portal

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Be Involved • Call or text when you see prime opportunities arise • Follow-up client portal activity with a call or text • Inform your client as you see fluctuations in the market

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Increase Your Social Media Engagement

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SOCIAL MEDIA HOLIDAY CALENDAR JANUARY

APRIL

1. New Year’s Day 7. I’m Not Going To Take It Anymore Day 8. Elvis Presley & David Bowie’s birth anniversary 10. Peculiar People Day 21. Thursday, Get to Know Your Customers Day 24. National Compliment Day 28. Data Privacy Day

1. April Fools' Day 7. National Beer Day 10. National Siblings Day 11. National Pet Day 15.Get to Know Your Customers Day 16. National Wear Your Pajamas to Work Day 22. Earth Day

FEBRUARY 2. Groundhog Day 6. Frozen Yogurt Day 9. National Pizza Day 14. Valentine’s Day 20. Love Your Pet Day 22. Margarita

MARCH 5. National Employee Appreciation Day 7. National Be Heard Day 8. International Women’s Day 15. World Consumer Rights Day 17. St. Patrick’s Day 20. First Day of Spring 24. Cocktail Day 27. Celebrate Exchange Day (a day for businesses to share ideas)

MAY 1. May Day 4. Star Wars Day 5. Cinco de Mayo 6. National Nurses Day 15. International Day of Families 20. National Be a Millionaire Day 25. National Wine Day 28. National Hamburger Day 31. Monday, Memorial Day

JUNE 1. National Say Something Nice Day 4. National Donut Day 8. Best Friends Day 20. First Day of Summer 21. National Selfie Day 27. Micro-, Small-, And MediumSized Enterprises Day 30.Social Media Day

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Provide Items of Value

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Provide Engaging Content

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Over 600 pieces of Information for you to share with your clients on our website!

Send content via social media, email, or ask you Independence Title Business Development Rep for hardcopies.

Visit IndependenceTitle.com

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Use Independence Title Pop Bys to Build Relationships

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Make Your Interactions Personalized!

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Improve Your Consistency & Tracking

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“Successful people are simply those with successful habits.”

– Brian Tracy

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REALTOR® MORNING SCHEDULE

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REALTOR® AFTERNOON SCHEDULE

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Lead Generation & Nurturing Activities Just Listed/Pending/Sold Marketing

Face to Face with Sphere

Handwritten Notes

Phone Calls to Sphere

Sphere Pop-Bys

Business Pop-Bys

Social Media Posts/Videos/Ads/Blogs

Personal Messages

Lifestyle Magazine

Door Knocking

Monthly Newsletters

Farming Post Cards

Unsolicited CMAs Sphere

Tax Protest Letters

Welcome New Neighbors

Social Events

Client Appreciation Party

Market to Expired Listings

Market to FSBOs

Website Leads

Cold Calls

Classes and Conferences

Professional Networking Events

Other______________

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”You can’t improve what you don’t measure.”

- Michael Hyatt

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Things to Include in Your Weekly Tracking • Lead Generation Activities • Lead Conversion Activities • Sphere Nurturing Activities • Referrals Received • Appointments Set & Held • Current Transactions

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© 2025 Independence Title – Education Team. All rights reserved. No part of this ebook may be reproduced or distributed without written permission, except for brief quotations permitted by law. This material is for educational purposes only, and Independence Title is not liable for any errors or outcomes resulting from its use.