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Lead Generation Lead Capture and Conversion
Monday, April 14, 2008
10:17 PM

Lead Generating? If you are not lead generating you do not have a business.
Even more critical is when you have leads and you are not capturing their information or converting them to appointments and or a follow up plan.
Ask yourself:
Am I capturing minimal contact information of potential buyers and sellers who come to me as a result of my lead generation activities?
If so, Who am I capturing? Am I just working with anybody or am I working with people who are motivated and fit my buyer or seller profile?

Let's identify the types of leads. The leads that get you to a closed transaction the quickest are READY, WILLING AND ABLE BUYERS AND SELLERS. Ready= They have a reason or motivation to move NOW
Willing= They are agreeable to do what it takes to move NOW.
Able=They have the means to go through with the transaction-they are pre-approved to buy, or they can afford to SELL NOW
Attract these types of buyers by making offers they can not refuse. Every piece of marketing, including signs, fliers, business cards, newsletters and postcards should include ENTICING OFFERS that address today's needs of buyers and sellers causing them to take action toward your offer.
The next type and still VERY important to the longevity of your business are leads that are in the FUTURE
Future= People who will buy or sell sometime in the future when conditions are right for them.
(this will be the bulk of the leads you capture) add these people to your database and put them on an action plan as a follow-up (the 8X8 and the 33 touch) The goal is to stay in touch so you are at the top of their mind when they are someone they know become ready, willing and able to buy or sell.
This is where most agents fail. They chase the today business... drop the ball on the future business and end up out of the business or overworked, overwhelmed and a much smaller income.
It is a four step process to capture leads and convert them.
1. Capture=acquire leads from your prospecting and marketing activities, and record them in your database
2. Connect=have a two-way conversation (voice to voice) (face to face) to assess their needs and motivation. You want to begin to develop rapport and engender a relationship of respect by asking smart questions, and offering solutions to their questions and concerns. This conversation is to determine motivation and urgency. Make sure listen to them! One example of a question you might ask is: "How Soon Do You Need To Be In A New Home?"
3. Cultivate=stay in relationship with them. incorporate the 8X8 and 33 touch program. These systems cement the relationships, leverage your time and help you to maintain top of mind status.
4. Convert=get them to the table (appointment) (contract) etc...Conversion TAKES SKILL. It is the culmination of your lead generation, capture, connect, cultivation and conversion skill that gets the appointment.
You must know the market, be data oriented and numbers driven, Have great communication skills-know what to say, and how to counter objections
Have great sales and persuasive skills-be articulate and confident, preview properties-know what's for sale, what sold, and at what price.
OVERWHELMED? This is the facts of what it takes to succeed in this business. HERE ARE THE RESOURCES TO GET YOU GOING IN THE RIGHT DIRECTION: COME TO CLASSES LIKE CAMP 443, 36:12:3, ACCESS POWERFUL SCRIPTS AT WWW.SOCALREDSUPPORT.COM, PURCHASE SCRIPTS AND AUDIO SCRIPTS FROM MAPS WWW.MILLIONAIREAGENT.COM
MREA SCRIPTS MANUALS LOCATED IN SOME MARKET CENTERS. Gather a few good scripts and practice daily.
HAVE CONTACT MANAGEMENT SYSTEM (TOP PRODUCER) TO PUT FOLLOW UP PLANS IN PLACE. GO TO: WWW.KELLERWILLIAMSUNIVERISTY.COM CLICK ON KWCONNECT/COURSES "YOUR BUSINESS IS YOUR DATABASE"
Call me I will sit down with you one on one to help you get started.
Tina King
Regional Education Director
Keller Williams

Mortgage Update From KW Metrocities

March 17th 2008

http://www.youtube.com/watch?v=rOws0sP0j9A

Technology

I'm happy to see that you have established this blog. A blog is a great tool for our group to easily communicate with each other and share ideas and issues. I hope everyone had a productive week.

One More Thought

Don't forget to utilize the support website www.socalredsupport.com (still adding good stuff to it) soon to come video trainings from other market centers, webinars for you, powerful scripts, information about short sales and more.

Why this blog?

First of all I would like to congratulate all of you. I see great things happening in your businesses. I have seen some huge breakthroughs for some of you which gives me chills of joy! Some of you I kicked in the rear this week to up your lead generation time... just know you too are making progress everyday in the right direction. This blog is set up for us... for me to provide you with additional information, pep talks and even some joking around. Utilize this blog to communicate with each other (your all in the program) get and give feedback, discuss the training, brainstorm and have fun. Feel free to post articles and other information that you think will help in furthering our knowledge in the field of real estate.
Please keep dirty language and rude comments out of this blog. I am excited to hear from all of you! Tina King aka (Coach King)

Keller Williams Realty | Emphasis on Education

Keller Williams Realty Emphasis on Education