Turn Leads into Listings with Tony Biele

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Turn Leads into Listings Featuring Tony Biele Jenn Tervo Customer Success Trainer

description

These are the slides for the webinar, "Turn Leads into Listings." In this class, we will learn from our featured guest, Tony Biele, a rock star agent from New Jersey, and hear how he is using his Market Leader system to engage and convert his seller leads into clients. From his initial engagement, to winning the appointment, hear how this agent is leveraging the seller lead conversion campaign to save time and win listings. Find the recording at http://learn.marketleader.com/display/learning/Turn+Leads+into+Listings

Transcript of Turn Leads into Listings with Tony Biele

Page 1: Turn Leads into Listings with Tony Biele

Turn Leads into ListingsFeaturing Tony Biele

Jenn TervoCustomer Success Trainer

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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

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Meet Our Featured Guest

Tony BieleCENTURY 21 Action Plus RealtyJackson, New Jersey

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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

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Where Can You Find it?

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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

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When they respond…

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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?

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More personalization gets better results.

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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

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Phase 1The First 7 Days

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Day 1

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

• Email a copy

• Direct mail a hard copy with hand-written note

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Day 3

• Call and leave message

• Confirm they received the pre-CMA

• Answer any questions

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Day 4

• Add weekly seller listing alerts

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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

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Day 7

• Send comparable listings in their area

• Add to Market Insider Newsletter

• Call again if no previous contact

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All Packaged in One Reminder

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Phase 2Custom Email Series

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Weeks 1 – 3

• Email Week 1: Feedback on CMA

• Activity Week 2: Courtesy Call / Feedback

• Activity Week 3: Skip a week

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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

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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

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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

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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

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Phase 3Add to campaign

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What Campaign to Choose?

• Long Term Seller

• Short Term Seller

• Thinking About Selling?

• Why Choose Me?

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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:

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Learn.MarketLeader.com

• Search for “Seller Lead Conversion”

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

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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!

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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

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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