How to Identify & Focus Only on Leads that will Make You Money!

March 22 2016

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Who am I?

Greg PlumDirector, Partner MarketingContactually

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And here’s my co-presenter today

Taylor HouHead of ProductHomeAhead

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What’s on the agenda?

• What are an agent’s top challenges today?• How do top producers know where to focus their

efforts?• Who is HomeAhead and how can it help you with

your clients?• How does HomeAhead work with Contactually?

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Things to keep in mind during this webinar

• We have a large audience and all attendees will be muted.

• If you have any questions, please use the chat function in GoToWebinar — we’ll stop and answer questions throughout the hour.

• We are recording today’s webinar. Check your email in the next 24 hours for a link to the recording.

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Let’s get started!

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Agents’ ProblemIt takes 208 leads and 10 months to close a single transaction.

Agents usually aren’t involved until midway through a customer’s journey and don’t have opportunities to earn trust along the way.

* Home buyer’s maximum expectation for agent’s response to an inquiry.

≈10 MONTHS PER TRANSACTION

4-5 months 1 hour*

3-4 months 1+ months

Unknown Home Shoppers Leads Customers Start

TransactionComplete

Transaction

leads become customers

customers start a transaction

transactions complete successfully

20% 80%1-4%

Agent is involved in 50% of the home buyer journey

208 leads1 homebought

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Lead generation

Lead conversion

Client happiness

Does this look familiar?

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Identify the Seriousness of a Lead

• Pre-approval letter or proof of funds

• Desired timeframe of buying• Narrowing of search area• Narrowing of search prices• Who are the “cooks in the

kitchen”?

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Identify Key Decision Makers

Chief Executive Officer

Chief Financial Officer

Chief Operations Officer

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Collaborate with Your Leads

Leverage real-timecollaboration tools

Invite your clients sothey tell you morewithout telling you

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Focus Objectively

*Still need to work on this one*

You’re running a business. Make objective decisions.

Once client is serious, go all in!

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HomeAhead Wishlist

Add homes from all listing portals.

Invite your clients and their family & friends to join a Wishlist.

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HomeAhead Wishlist

Add your own notes, photos and videos to each property.

Centralize communication with chat + intuitive @mentions.

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Systematize it!

HomeAhead Wishlist

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Wishlist + Contactually

Client’s activity data including:1. Wishlisted (favorited) listings2. Notes on property listings3. Wishlisted property prices4. Wishlisted property locations5. Verified client check-ins6. Client photos & videos of

listings

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What’s the hardest part of turning shoppers into

BUYERS?

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Follow Up!

1.Who should you be following up with to make a sale?

2.What should you say to them?3.How do you regularly follow up and build a

habit?

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Think in Terms of Hot, Warm or Cold Leads

Not everybody in your network is the same

Segmentation is key!

Bucket How many? Who are they?How often should I

follow up?

Hot Leads 4Ready to buy and expressed strong interest in the property Every 3 days

Warm Leads 10

On the fence, but expressed interest in the property - Maybe just starting their search, but motivated. Every 7 days

Cold Leads 16

Smiled alot, but didn't express alot of interest or ask

questions Every 30 days

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We all know following up is important, but nearly all of us

drop the ball• It takes a lot of work and is generally time-

consuming• The pay-off isn’t always immediate• People are probably going to slip through

the cracks

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Prioritize and ”Systematize”

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Programs help you automate follow-up…

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Use our steps…

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or customize your steps

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Use our email template…

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or customize your email

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Beyond the open house…

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“Go to” relationship manager

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So how do the best Realtors® use HomeAhead + Contactually?

• Automatically organize & prioritize your list of buyer prospects

• Automatically initiate a customizable follow-up strategy

Use Contactually to:

• Organize multiple communication channels with all interested parties

• Know how motivated your clients are based on their activity within their Wishlist

Use HomeAhead to:

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Try us out for free!

To get your HomeAhead free trial account:

http://homeahead.com/s/contactually

To get your Contactually free trial account:

https://www.contactually.com/invite/homeahead

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Thanks!

We’ll follow up in the next24 hours with the recording

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