Featured Guest Tony Biele CENTURY 21 Action Plus Realty Jackson, - PDF document

Turn Leads into Listings Featuring Tony Biele Jenn Tervo Customer Success Trainer 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 Meet Our Featured Guest Tony Biele CENTURY 21 Action Plus Realty Jackson, New Jersey 1

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 Where Can You Find it? 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 2

When they respond… 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? More personalization gets better results. 3

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 Phase 1 The First 7 Days Day 1 • Send pre- CMA (Seller’s Home Valuation Request) • Email a copy • Direct mail a hard copy with hand-written note 4

Day 3 • Call and leave message • Confirm they received the pre-CMA • Answer any questions Day 4 • Add weekly seller listing alerts 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 5

Day 7 • Send comparable listings in their area • Add to Market Insider Newsletter • Call again if no previous contact All Packaged in One Reminder Phase 2 Custom Email Series 6

Weeks 1 – 3 • Email Week 1: Feedback on CMA • Activity Week 2: Courtesy Call / Feedback • Activity Week 3: Skip a week 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 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 7

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 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 Phase 3 Add to campaign 8

What Campaign to Choose? • Long Term Seller • Short Term Seller • Thinking About Selling? • Why Choose Me? 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: Learn.MarketLeader.com • Search for “Seller Lead Conversion” • See all of the content to put this plan into action! 9