Turn Leads into ListingsFeaturing Tony Biele

Jenn TervoCustomer Success Trainer

The Plan for Today…

• A systematic approach to working with seller leads

• A different take on the Seller Lead Conversion campaign

• How you can maximize your time with reminders

• Questions

Meet Our Featured Guest

Tony BieleCENTURY 21 Action Plus RealtyJackson, New Jersey

The Seller Lead Conversion Plan

In a nutshell…Phase 1:

• 7 Day Plan of Attack for Sellers

• Initial high-touch, hands-on follow-up process

Phase 2:

• 12 Week Campaign

• Customized email & phone scripts

Where Can You Find it?

Tony’s Method

• Customize email templates for Phase 2

• Copy conversion plan actions

• Paste into a single reminder

• Set the due-date for 1-2 days out

• Complete required action when due

• Delete line item and reset due date

When they respond…

Campaign VS Reminder

• Add entire Seller Lead Conversion plan as a reminder

• When reminder is due:

• Complete the action

• Delete that line from the reminder

• Reset the date and save

WHY?

More personalization gets better results.

Reminders

• Show up on dashboard when due

• Reminder will be tied to a specific contact

• View, edit, and save reminders on-the-go

• Three types of reminders:

• Phone Call

• Meeting

• Task

Phase 1The First 7 Days

Day 1

• Send pre-CMA (Seller’s Home Valuation Request)

• Email a copy

• Direct mail a hard copy with hand-written note

Day 3

• Call and leave message

• Confirm they received the pre-CMA

• Answer any questions

Day 4

• Add weekly seller listing alerts

Day 5

• Check to see their activity on the website

• Send email with Market Insider link

• Direct them to the Market Analysis tab

• Include links to relevant articles

Day 7

• Send comparable listings in their area

• Add to Market Insider Newsletter

• Call again if no previous contact

All Packaged in One Reminder

Phase 2Custom Email Series

Weeks 1 – 3

• Email Week 1: Feedback on CMA

• Activity Week 2: Courtesy Call / Feedback

• Activity Week 3: Skip a week

Weeks 4 – 6

• Email Week 4: Check listing alert parameters

• Email Week 5: Lost number – Ask for phone number (then call 5 days later and tell them you found it)

• Email Week 6: Establish that you are a real person and a local expert

Weeks 7 – 9

• Activity Week 7: Phone call to discuss Market Conditions

• Activity Week 8: Skip a week or call & repeat week 7 (depending on level of recent contact)

• Email Week 9: Prompt them to think about preparing their house for sale

Weeks 10 – 12 • Activity Week 10: Skip a week

• Email Week 11: The importance of marketing a home VS. listing a home

• Email (1) Week 12: Bait to generate response by faking an article attachment

• Email (2) Week 12: Two days later, provide link to article on the website

Week 13 – 14 (optional)• Activity Week 13: Free Phone offer - $20 gift card to the 1st

50 people (they are the only one getting the offer)

• Email Week 14: Check in and provide your contact info

Phase 3Add to campaign

What Campaign to Choose?

• Long Term Seller

• Short Term Seller

• Thinking About Selling?

• Why Choose Me?

Bringing it All Together

• More customization can lead to better results

• Use the campaign OR reminders to convert your sellers

− Paste all of the actions for the plan into a single reminder

− Complete required action when due

− Delete line item and reset due date

− When they respond, stop the plan and tailor your follow-up

• Find all of the content for the Seller Lead Conversion

Plan:

Learn.MarketLeader.com

• Search for “Seller Lead Conversion”

• See all of the content to put this plan into action!

Next Steps…

1. Customize your seller lead conversion emails

2. Choose your Seller Lead Conversion plan:

− Automated Campaign

− System Reminders

3. Identify sellers in your database to start the plan

4. Track your results and make changes as you see fit!

Fill out the survey, and don’t forget to register for next week’s Power Hour!

The Art of Negotiation• The top strategies used in

negotiations

• How these strategies work with your clients

• How to apply these strategies to specific scenarios

Join us Next Week!

Wednesday at 10:00am Pacific, 1:00pm Eastern

To Register: Learn.MarketLeader.com

Want More?• Fill out post-class survey to receive

class notes!• Visit Learn.MarketLeader.com

• Power Hour Recordings & Handouts

• Short Tutorials• Customer Support: 1-877-450-0088