LEAD TECHNIQUES THAT WORK
Instructor: Patti Sampson
AZ Excellence Team – West USA Realty
602-818-1667
Patti SampsonTeam Leader
AZ Excellence TeamKierland Office
Experience:
• Associate Broker
• 17 year legal background
• Extensive residential sales experience
• Formerly Owned/Operated own Brokerage
• West USA Director of Sales –Large Team Management
• Team Leader – Internet Lead Conversion
• Hundreds of Internet Lead Real Estate Transactions
• Certified Instructor – Real Estate
• Sales Training, Management and Consultant
LEARN ABOUT LEAD/TEAM OPPORTUNITIES AND CONSULTING SERVICES
WWW.AZEXCELLENCETEAM.COM/FOR-AGENTS
602-818-1667
TODAY’S AGENDA
• Get your Website Ready
• Determining your Niche
• Increasing your Online Visibility
• Your Exposure and Leads on Zillow, Trulia and Realtor.com
• Paid Lead Sources
• A MUST – CRM Tool for Lead Management and Auto Marketing
• Create your Own Leads – It’s Easier and CHEAPER than you think
• Lead Conversion Steps
• How We are Doing It! Insight to My Secrets!
NOT ALL WEBSITES ARE THE SAMEYES, YOU NEED ONE!
• Your Site must BRAND YOU! Not your Brokerage *
• Website Must Capture Names and Contact Info!
• Pop-Ups Contact Forms
• Downloadable offers – such as Guides or Giveaways
• Chat Boxes
• Home Search (IDX) to save homes and favorite searches
• NEW - Home Valuation Tool – Capture home addresses of interested sellers
• Can you add/create your Own Content & Blogs and Upload Videos?
• Ability to Focus on your Niche – A MUST!
• Either entire site focuses on Niche and/or a Page for each Niche
* IN AZ: The employing broker’s name must be visible on the front page of the website and each subsequent page of the website, without the necessity of scrolling down, regardless of the screen size of the computer.
WHY A NICHE?DO! Research to Find your Niche
• Pinpoint your passion
• Analyze local demographics
• Zero in on a defined geographic area (keep it small)
• A Focus on Property Types – ie: 3 Bedroom Condos in Scottsdale
• Look right in front of you – Work where you live?
• Tap into your existing networks
• Niche Landing Page on your Website
• Become an online resource AND expert!
Ways to Increase Your Online Visibility
• Include as many photos as you can on MLS – Get Higher up on Trulia & Zillow
• Answer Consumer Questions on Zillow and Trulia
• Free Adds on Craigslist
• Start Blogging! Website – Google - ActiveRain.com
• Have a Website with an IDX (aka – Search Homes Tool)
• Social Media – Facebook, Instagram, Twitter, Google Hangouts, Periscope, LinkedIn, Pinterest
• Pay Per Clicks –Yes it works
GET FOUND ON GOOGLE
• Leverage YELP – Solicit Feedback from clients
• Include your Business on Google Places
IMPORTANCE OF VIDEOVIDEO – Google YouTube
• IT’S FREE!
• Google owns YouTube – post on YouTube and place link to your website
• Video neighborhoods, things to do in the area, steps to buying in AZ
• Be casual – no need to make it professional
• Keep it short – less than 2 minutes
• Plant a Video into Email for Quick Viewing – CRM systems, such as LionDesk will notify you when link is clicked
• Post Live and Recorded videos on Facebook
DEMO: WHITE BOARD VIDEOCreated by Fiverr.com for $40
SHOULD YOU OR SHOULDN’T YOU? BUY LEADS FROM….
IF YOU CAN’T BEAT THEM…JOIN ‘EM
MAKE THE BEST OUT OF IT!
SOLICIT GREAT CLIENT FEEDBACK WHEN YOU CAN
ADJUST THE PHOTOS TOO!
SOLICIT GREAT CLIENT FEEDBACK WHEN YOU CAN
Your Enhanced Realtor.com Listing
OTHER PAID ONLINE LEAD SOURCES(Set Up and Monthly Fees Vary)
Homegain.com
Kunversion
Boomtown
REDFIN
Commisions.com
Zurple.com
AgentJet.com
Real Geeks.com
Market Leader
RealEstatePipeline.com
Corelogic (for listings)
Trigger Leads
Free: Search MLS for rentals that closed 9-10 mos. ago
CONTACT PATTI TO LEARN MORE – patti @westusa.com
ONLINE MARKETING SOFTWAREVideo Emailing via BombBomb.com and Eyejot
Fivrr.com – Marketing, blogging, SEO, Social media, Logos, and so much more!
Flex MLS – Automate your listing notifications and set up pre-saved email templates and portals
CONTACT MANAGEMENT Software: ProspectConverterCRM or LionDesk – Database management with built-in drip mail to convert your leads to sales
Tagkeys.com – Save/retype your favorite prewritten text
Lead Producing with Blog Content Websites – iFoundAgent
Your Mobile App - http://app.westusa.com/WUSAWK/
Live Human Chat Boxes for your Website – Chatty Agent, Bold Chat
LeadPages – Opt-in Landing Pages to Capture Leads
Circle Pix account –Free as a WUSA Agent – Listing and Video Pages
Promoting your Website (and Mobile App)• Pay Per Clicks – paid ads to show up on search engines ads
• Free Craigslist Ads – “Homes for sale in Scottsdale”
• Blogging on Third Party Sites
• Sending a link to your site in your signature line of your emails
• On your business card
• At Open Houses – text it your Mobile App (now you have their Phone #)
• NOTE: Upgrade your Mobile App with Nick W. at Corporate
• All Marketing/Farming Material
• SOCIAL MEDIA – Get on board now before it’s too late!!!
• In header of your MLS listings you send! Create active links using Business card.
• http://distil.flexmls.com/cgi-bin/mainmenu.cgi?cmd=url+other/createlink/link_receiver.html&no_html_header=true&i=rlnfz83tt36,12
OPT-IN LINKS ON YOUR WEBSITESAND IN EMAILS
BUSINESS CARD WITHIN FLEX MLS
OPT-IN LANDING PAGESCreated at LeadPages.com
GET A CRM TOOL! A MUST!!!!CONTACT RELATIONSHIP MANAGEMENT
Tracks Leads, Manages your Business and Auto Markets
• ProspectConverter – Free with your ARMLS dues
• LionDesk – Email and Texting Drip Campaigns – $25/month
Enjoyed this class? Please use http://www.liondesk.com/#_a_890
• InfusionSoft
• iContact
• Top Producer, and many, many more
IS ONLINE BUSINESS FOR YOU?
A FEW INTERESTING FACTS:
Over 93% of people start their home search on the
internet
According to NAR, 48% of agents do not respond to
real estate internet inquiries. The remaining
agents take up to two days to respond!
Studies show that consumers overwhelmingly use the agent who responds
first
Average agents closes .5-1% of their Internet Leads –
Better than average 3-5%
SPEED OF CALL TO CONTACTPer National Law Review- March 2016
SIMPLE FIVE STEP PROCESS
to INTERNET LEAD SUCCESS
1. PHONE
2. EMAIL
3. HOME LISTINGS -AUTOMATIC
4. ENGAGING DRIP CAMPAIGN
5. RESPOND QUICK & FOLLOW-UP
TRIED AND TRUE - BE CONSISTENT!!!
GET PROPER TRAINING – GET SUCCESS!!!
PATTI’S SECRET WEAPON
HIGH LEVEL LEAD PRODUCING IDX WEBSITE
I OWN IT!! I get the “Google Juice”
My site goes where I go -
My Prospects return to site automatically every day
BUILT IN PROPERTY SEARCH (IDX)WITH COOL MAPPING FEATURES
DEMO: Blog and Auto Post to Social Media
ON SIGHT – BLOGGING & CONTENT
Content Increases SEO (Search Engine Optimization)
aka Our Site Can Be Found!
RAN SEARCH “SCOTTSDALE HOMES”
GOOGLE BLOGGER AUTO POSTED FROM MY SITE WHEN I POSTED IT ONCE
THIS IS PAGE ONE OF GOOGLE FOR THIS SEARCH ON MY COMPUTER
DEMO: AUTOMATICALLY EMAIL MY BLOGS ANDPROPERTY LISTINGS DAILY
(Brings Prospects back to Your Website = SEO BOOST)
AUTO DRIP EMAIL AND TEXT CAMPAIGNSWith LionDesk
DEMO: Home Value Tool for Instant Valuation
Quick and Easy Listing Leads
CHECK OUT OUR EMAIL INBOX!
WELCOME DALE STOUFFEROWNER AND DEVELOPER
Local Arizona Company
OwnersFormer SEO Marketing for Mortgage, Title and Real
Estate Agent
BECAUSE YOU CAME TO CLASS TODAY!
Pay This
Get This!
EXTRA BONUS!
ORDER TODAY AND GET TWOFREE MONTHS OF HOSTING
Regularly $89/month
LEARN MORE ABOUT TEAM AND LEAD OPPORTUNITIES WITH
AZ EXCELLENCE TEAM AT WEST USA REALTY
AND
“YOUR ONLINE BUSINESS” CONSULTING
Contact Patti Sampson – 602-818-1667
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