31 Low/No-Cost Lead Sources and Strategies That Produce

MASSIVE Results!

Who the heck is Michael Hellickson Anyway?!

Broker/agent over 20 years

Regularly Listed/Sold over 100 homes per month

Had over 750 Listings at one point in time

Consistently generated over 617 leads/week (NOT counting internet leads)

Appeared on CNBC, Fox News, Dave Ramsey, Glenn Beck and more!

Coaches a small elite group of agents Nationwide

Will NOT be selling anything on this webinar!

Info, visit www.ClubWealth.com/Bjorkman

What are the biggest challenges in your business today?

•Lead Generation

•Lead Follow up

•Lead Conversion

•Profitability

•Balanced Life

This information is like a buffet

•You can’t possibly eat everything•Take what you like, and leave the rest!•Different lead sources produce different results, for different agents, in different markets… TEST TEST TEST•All sources/methods are Tested/Approved by me, and/or my clients.•Pricing

•Low/No-Cost = $0-199/month•Mid = $200-499/month•High = $500-1,499/month•VERY HIGH = $1,500+/month

Internet Lead Sources•Stealth Sites

•Home Value Sites – Low to Mid•3rd party fee-for-lead sites (more later) Low to Mid

•Branded Sites•30DaySale.com•HomeSmart.com

•All Inclusive Solutions•PrimeSellerLeads.com Low•ListingsToLeads.com Low•CommissionsInc.com - VERY HIGH•Kunversion.com - VERY HIGH•Curaytorsystems.com VERY HIGH

•Craigslist.com Low/No-Cost•5-15 buyer leads PER DAY (40 ads with IVR only)

•Zillow.com - Low/No-Cost-Mid-High-VERY HIGH•Trulia.com - Low/No-Cost-Mid-High-VERY HIGH

Your Buyer/Corporate Site

•5 things your website MUST HAVE to convert like crazy:

•IDX solution

•Videos

•Testimonials

•A KILLER USP!

•Call to ACTION!

•IDX Solutions•www.Zurple.com High

•BoomTownROI.com- VERY HIGH

•TigerLeadSolutions.com High

Tried and True

•Tele-Prospecting Low/No-Cost HIGH Success!!!•Expireds•FSBO’s•NOD’s •Probate•Use

•Vulcan7 - Mid•TheRedX - Low•Saves staff time verifying

•Phone #’s•Listing status

•Almost like The RedX is paying you!•Go to www.BestExpireds.com for RedX discount!

•Direct Marketing Low/No-Cost (Best when combined with Tele-marketing)•Expireds•FSBO’s•NOD’s•Probate•Use TheRedX to track mail outs/people you do/don’t want to follow up with…•Just Listed/Sold Postcards

Referrals - Low/No-Cost HIGH VALUE!!!

•Other agents•Attorneys

•Bankruptcy•Probate

•CPA’s/Accountants•SOI•Current/Past Clients

•Build, Sort and Qualify your database•Calls, Notes, Pop-by’s•Value Add Items•Newsletter•Client Events•Social Media (See Mike “SM MASTER” Bjorkman!)•Social Proof•Charity Events•Wrapped Vehicles

•Moving Truck•Your Car•Team Cars

Develop an Agent Outreach ProgramLow/No-Cost

•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•Get REO referrals from agents

Fee-For-Lead-Services

•Top-Down Short Sales•Fee-for Lead Services

•LeadsLikeCandy.com Mid (AWESOME SOURCE!)•TriggerListings.com Mid-High•RealEstatePipeline.com Mid-High

•Paid Prospecting Alternatives•ISA’s•VA’s•ListingAppointments.com•www.PhoneAnimal.com – VERY HIGH (Tell them I sent you)•Several Others (Not Fully Vetted Yet)

•Referral Fee-Based Sources•AgentMachine.com – Low/No-Cost (upfront)•www.DaveRamsey.com – Low/No-Cost (upfront)•www.RealEstateAgentsITrust.com - Low/No-Cost (upfront)

More Great Sources and Strategies!

•Radio/TV Advertising VERY HIGH•Talk to your ClubWealth® Coach if interested so you don’t waste $$ on the wrong stations

•Sign Riders Low/No-Cost•30 Day Sale Guarantee

•IVR Sign Riders•www.IVRDeal.com Low/No-Cost•Tell them Michael Hellickson sent you (they will set up just like mine – 4 digit extensions!!)

•Flyers (front AND back) Low/No-Cost•30 Day Sale Guarantee•Additional Listings•Grab-from-curb•NO PRICE!!

5 ways to get 3 listings THIS WEEK•Implement an Expired/FSBO Program using BestExpireds.com (RedX)•Buy/Do the following and follow the steps below:

•LeadsLikeCandy.com•www.TriggerListings.com•Implement the Home Value Site that best fits your budget

•CALL THEM (within 1st 5 minutes!)•When they answer the phone, use the SCRIPT!•If they don’t answer… FOLLOW THE SCRIPT

•Keep calling them 3 times/day until you reach them•Mail them•Put them on an automated email-drip campaign•TEXT them•Visit Them!!

•Run Guaranteed Sale Radio Spots•Sign up for the Referral-Fee-Based Lead Providers we discussed•Call EVERYONE in your SOI and:

•Thank them for something meaningful•Tell them how much they mean to you•Tell them about your Client Appreciation Program•Invite them to a client event•Colombo Close them•Email and Text them “It was good chatting with you”•Add them to CAP•Connect with them on Social Media•Brag about THEM on Social Media

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!

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.

Attracting 60-150 people to your next open house!•Normal attendance 25-60, but up to 150 has happened!•Hold an Auction•Advertise EVERYWHERE

•Postlets•Craigslist•Social Media•Your other marketing outlets

•Signs (Branded is Better) 2’ x 4’ Minimum•40 “Open House” Signs with Address and Arrows•40 Arrow Signs•Balloons matter (Don’t let people tease you!)•Put them EVERYWHERE!!•Live Sign “Spinners” •Have buyers agents door knock neighborhood the weekend/weeknight evenings prior to the open house (INCLUDING listed homes as long as not violation)•With the listed homes, say:

•We're holding an open house on one of our listings in the neighborhood next weekend. •We almost always have buyers for whom the home we hold open is not the right fit. •Would it be ok to show them yours that day? •WATCH THE REACTION OF THE LISTED SELLERS!!!

A Word On CRM’s

• You’ll change CRM’s at different points in your career

• Recommended for agents:• WiseAgent.com (Use “Club Wealth” as

Promo Code) Low/No-Cost

• TopProducerDeal.com Low-Mid

• All-in-one solutions already discussed

• Not recommended• Infusionsoft

• AWeber

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…

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 get started on the paperwork?”

Like what you’ve heard?

ClubWealth.com/31LeadSources