Converting Leads into Life Long Clients - Wendy Forsythe
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Conver’ng Leads into Life Long Clients Wendy Forsythe EVP/Head of Global Opera9ons, Carrington Real Estate Services [email protected] TwiGer, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe
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Transcript of Converting Leads into Life Long Clients - Wendy Forsythe
Conver'ng Leads into Life Long Clients
WendyForsytheEVP/HeadofGlobalOpera9ons,CarringtonRealEstateServices
TwiGer,Instagram,Snapchat:brandwendy|Facebook:brandwendy1|LinkdedIn:wendyforsythe
Having a digital strategy is one of the most important
elements of success in today’s online world.
The Opportunity
On average home buyers are spending 5 months considering the purchase, inves'ga'ng homes and
neighborhoods before contac'ng an agent.
Source:2014CARHomeBuyerSurvey
91%ofbuyersusedamobiledeviceinthehomebuyingprocess.Source:2014CARHomeBuyerSurvey
Most Used Lead Sources for Agents/Brokers
Facebook 70%Zillow 65%Trulia 48%Realtor 41%Other 28%
Boomtown 8%GooglePPC 8%
Source:TomFerry2016
The Opportunity
is Huge!
Question:
Doyoucurrentlyworkonlineleads?
The Reality
79% of online leads never turn into sales
Conver'ng Leads into Life Long Clients
We have a much bigger problem!
3SimpleStrategiestoAvoidBeingaLeadLoser
Strategy 1: Speed of Response
Question:
Howquicklyshouldyourespondtoanonlinelead?
78% of consumers upon ini'al contact with an agent expect a response within
30 minutes.
94% within an hour.
Source:2014CARHomeBuyerSurvey
Strategy 2: Number of AXempts
Question
Howmany9messhouldyoutrytocontactanonlinelead?
40%ofonlineleadsonlyget
contactedonce
Source:Boomtown
AXempt One: Within 5 Minutes
“Hi,thisisWendyForsythewithCarringtonRealEstate.Thanksforyourinquiryon123MainStreet.
I’mcallingbecauseoftherequestformoreinformaConyoumadeonmywebsite.
Youcancallortextmeat555-555-5555.IfIdon’thearfromyouI’llgiveyouacallbackinacoupleofhours.”
Call or Text?
Q:Whatwasyourpreferredmethodofcommunica9ngwithyouragent?Q.Howdidyouragentactuallycommunicatewithyou?
Source:2014CARHomeBuyerSurvey
AXempt Two: 2-4 Hours Later
“Hi,thisisWendyForsythewithCarringtonRealEstate.Thanksforyourinquiryon123MainStreet.I’mcallingbecauseoftherequestformoreinformaConyoumadeonmywebsite.Asyouarelikelyawareproper=esaresellingquicklyintoday’smarketsoIwanttomakesureyougettheaddi=onalinforma=onyouwerelookingforonthishome.Youcancallortextmeat555-555-5555.”
AXempt Three: 4-8 Hours Later
“Hi,thisisWendyForsythewithCarringtonRealEstate.YourecentlyrequestedmoreinformaCononapropertythroughmywebsite.IhavesomeimportantupdatesthatIthinkyou’llbeinterestedin.Youcancallortextmeat555-555-5555.”
AXempt Four: 8-12 Hours Later
“Hi,thisisWendyForsythewithCarringtonRealEstate.Thanksforyourinquiryon123MainStreet.I’mcallingbecauseoftherequestformoreinformaConyoumadeonmywebsite.I’dbehappytoansweranyques=onsyouhaveandassistyouwithyourrealestateneeds.Youcancallortextmeat555-555-5555.”
AXempt Five: 12-18 Hours Later
“Hi,thisisWendyForsythewithCarringtonRealEstate.I’msorrywehaven’tbeenabletoconnectbutIdidwanttomakesureIrespondedtoyourinquiry.It’simportanttometorespondtoallinquiriesaboutrealestatethataredirectedtome.Ihopeyourrealestatesearchisgoingwellandwouldbehappytohelp.Youcancallortextmeat555-555-5555.”
AXempt Six: 18-24 Hours Later “Hi,thisisWendyForsythewithCarringtonRealEstate.I’vetriedseveralCmestoconnectwithyouinresponsetotheinquiryyoumadeonmywebsite.IfyouaresClllookingforinformaConpleaseletmeknowandI’dbehappytohelp.UnlessIhearfromyouthiswillbethelast=meIfollowupbutpleasecallortextmeat555-555-5555any=meifyourneedassistance.”
1…2…3…4…5…6!
Strategy 3: E-Alerts
A lead is 2.5 'mes more likely to directly contact you when you set them up on an e-Alert!
And on average, prospects with e-Alerts return to your
website 15 'mes more than leads without e-Alerts!
Source:Boomtown
Developing the proper lead nurturing habits is cri'cal to
success.
1. Be Fast- Speed 2. Be Persistent- AXempts 3. Stay in Touch- E-Alerts
WendyForsytheEVP/HeadofGlobalOpera9ons
CarringtonRealEstateServices
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TwiGer,Instagram,Snapchat:brandwendy|Facebook:brandwendy1|LinkdedIn:wendyforsythe
