Managing & Converting Your e-Lead Business: Cash Cow or Mad Cow? 06/04/09 2008 The Company CEO, Inc. Jonathan D. Nicholas,...
Cash Cow or Mad Cow? 06/04/09 © 2008 The Company CEO, Inc.
Cash Cow or Mad Cow? 06/04/09 © 2008 The Company CEO, Inc.
Technology Disconnect 06/04/09 2008 The Company CEO, Inc.
Technology Disconnect 06/04/09 2008 The Company CEO, Inc.
Technology Disconnect 06/04/09 2008 The Company CEO, Inc.
Don’t want to take notes? Log-on to www.jonathannicholas.com 06/04/09 2008 The Company CEO, Inc.
Don’t want to take notes? Log-on to www.jonathannicholas.com 06/04/09 2008 The Company CEO, Inc. Resources TAR Password CRB
Technology Disconnect <ul><li>The Internet Empowered Consumer </li></ul><ul><li>Average Internet Buyer is: </li></ul><ul><...
Technology Disconnect <ul><li>On the Flip-Side… </li></ul><ul><li>Average Agent: </li></ul><ul><ul><li>51 Years Old </li><...
Course Objectives <ul><li>Understand e-consumer expectations </li></ul><ul><li>Develop a lead management process </li></ul...
Leads Management <ul><li>A system for tracking the life-cycle of a prospective customer, from source of contact through tr...
Leads Management 06/04/09 2008 The Company CEO, Inc.
Disconnect Continues <ul><li>Comments heard in the office…. </li></ul><ul><ul><li>“ These internet leads are worthless!” <...
Lead Conversion 06/04/09 2008 The Company CEO, Inc.
Lead Conversion 06/04/09 2008 The Company CEO, Inc.
Lead Conversion 06/04/09 2008 The Company CEO, Inc.
Lead Conversion 06/04/09 2008 The Company CEO, Inc.
e-Leads <ul><li>Are all internet leads bad?? </li></ul><ul><ul><li>Not if you take the time to understand a little more ab...
Internet Consumers <ul><li>According to a NAR study on Internet Buyers and Sellers: </li></ul><ul><ul><li>They tend to hav...
Internet Consumers <ul><li>According to a CAR study on Internet Buyers and Sellers: (2006) </li></ul><ul><ul><li>92% found...
Internet Consumers <ul><li>According to a CAR study on Internet Buyers and Sellers: (2006) </li></ul><ul><ul><li>Internet ...
Internet Consumers <ul><li>According to a CAR study on Internet Buyers and Sellers: (2006) </li></ul><ul><ul><li>97% of in...
Internet Consumers <ul><li>Percentage of those who used the first Real Estate Professional they talked to: </li></ul><ul><...
Generational Shift <ul><li>Gen-X and Echo Boomers (Age 14-43) </li></ul><ul><ul><ul><li>86% used internet to find agent </...
Generational Shift <ul><li>Gen-X and Echo Boomers (Age 14-43) </li></ul><ul><ul><ul><li>Teens – early 40’s </li></ul></ul>...
Generational Shift <ul><li>Gen-X and Echo Boomers (Age 14-43) </li></ul><ul><ul><ul><li>45% used the internet to find a RE...
Communication Styles 06/04/09 2008 The Company CEO, Inc. Ages 44 to 62 years
Communication Styles 06/04/09 2008 The Company CEO, Inc. Ages 32 to 44 years
Communication Styles 06/04/09 2008 The Company CEO, Inc. Ages 14 to 31 years
Generational Shift <ul><ul><li>Gen Y & Millennials </li></ul></ul><ul><ul><ul><li>80% of under 24’s more likely to text th...
Expectations? <ul><li>15 to 20 Minute Response Time </li></ul><ul><li>“ Connected” Agent </li></ul><ul><li>All the informa...
Terabitz 06/04/09 2008 The Company CEO, Inc.
Brokerage Realities <ul><li>50% of leads  are not  responded to </li></ul><ul><li>50% of leads  are  responded to </li></u...
Brokerage Realities <ul><li>Alarming Reality </li></ul><ul><ul><li>$2 Billion was spent to drive online leads </li></ul></...
Brokerage Realities <ul><li>The Internet Pie </li></ul><ul><li>189 Million Daily Unique Visitors  </li></ul><ul><li>115 Mi...
Brokerage Realities <ul><li>The Internet Pie VS. REAL ESTATE </li></ul><ul><li>189M  Vs. 44M Unique Daily Visitors </li></...
Brokerage Realities 06/04/09 2008 The Company CEO, Inc. Media  Metrix July 2008
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Brochures are OUT! 06/04/09 2008 The Company CEO, Inc.
Standards? 06/04/09 2008 The Company CEO, Inc.
Website Standards <ul><li>Advanced Search Ability </li></ul>06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc.
Website Standards 06/04/09 2008 The Company CEO, Inc. <ul><li>Minimum Standards: </li></ul><ul><li>Quick Search and Advanc...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>What are you doing to generate traffic? </li></ul><ul><li>Google Adwords </li></ul><ul><li>Media dr...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>What are you collecting from the traffic? </li></ul><ul><li>Data </li></ul><ul><ul><li>Who, when, h...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Scrubbing the Leads: </li></ul><ul><li>Were lead generation forms submitted? </li></ul><ul><li>Segm...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Who is worthy? </li></ul><ul><li>Office Policy or Company Culture </li></ul><ul><li>Certification o...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Incubate the leads that are not ready </li></ul><ul><li>Drip Campaign </li></ul><ul><li>CRM Activit...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Track </li></ul><ul><li>Who has the lead? </li></ul><ul><li>Did they respond, and how long did it t...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Assign the leads </li></ul><ul><li>When they raise their hands </li></ul><ul><li>Are qualified </li...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Sold/Abandon </li></ul><ul><li>Only know if you track the status </li></ul><ul><li>Did you sale the...
e-Lead Process 06/04/09 2008 The Company CEO, Inc.
e-Lead Process <ul><li>Follow-Up </li></ul><ul><li>Debrief </li></ul><ul><li>Study the data and look for the story </li></...
Evolution of Lead Generation <ul><li>The Opportunity Desk </li></ul><ul><li>Footprints in the Store </li></ul><ul><li>The ...
Remember the notes! Log-on to www.jonathannicholas.com 06/04/09 2008 The Company CEO, Inc. Resources TAR Password CRB
Questions & Answers 06/04/09 2008 The Company CEO, Inc.
Managing & Converting Your e-Lead Business: Cash Cow or Mad Cow? 06/04/09 2008 The Company CEO, Inc. Jonathan D. Nicholas,...
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E Lead Management TAR

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Presentation given at the September 2008 Texas Association of REALTORS by Jonathan D. Nicholas
http://www.jonathannicholas.com

Published in: Real Estate, Technology, Business
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  • 06/04/09
  • E Lead Management TAR

    1. 1. Managing & Converting Your e-Lead Business: Cash Cow or Mad Cow? 06/04/09 2008 The Company CEO, Inc. Jonathan D. Nicholas, ABR, CRB, CRS, GRI 2008 President, CRB Council [email_address]
    2. 2. Cash Cow or Mad Cow? 06/04/09 © 2008 The Company CEO, Inc.
    3. 3. Cash Cow or Mad Cow? 06/04/09 © 2008 The Company CEO, Inc.
    4. 4. Technology Disconnect 06/04/09 2008 The Company CEO, Inc.
    5. 5. Technology Disconnect 06/04/09 2008 The Company CEO, Inc.
    6. 6. Technology Disconnect 06/04/09 2008 The Company CEO, Inc.
    7. 7. Don’t want to take notes? Log-on to www.jonathannicholas.com 06/04/09 2008 The Company CEO, Inc.
    8. 8. Don’t want to take notes? Log-on to www.jonathannicholas.com 06/04/09 2008 The Company CEO, Inc. Resources TAR Password CRB
    9. 9. Technology Disconnect <ul><li>The Internet Empowered Consumer </li></ul><ul><li>Average Internet Buyer is: </li></ul><ul><ul><li>29 Years Old </li></ul></ul><ul><ul><li>Getting Younger Every Year </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    10. 10. Technology Disconnect <ul><li>On the Flip-Side… </li></ul><ul><li>Average Agent: </li></ul><ul><ul><li>51 Years Old </li></ul></ul><ul><ul><li>Not Getting Younger Every Year </li></ul></ul><ul><ul><li>Average Broker is 54 </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    11. 11. Course Objectives <ul><li>Understand e-consumer expectations </li></ul><ul><li>Develop a lead management process </li></ul><ul><li>Create conversion standards </li></ul><ul><li>Understand the evolution of lead mgmt </li></ul><ul><li>Consider additional e-lead generation options for greater return-on-investment </li></ul>06/04/09 2008 The Company CEO, Inc.
    12. 12. Leads Management <ul><li>A system for tracking the life-cycle of a prospective customer, from source of contact through transaction completion (or abandonment) </li></ul>06/04/09 2008 The Company CEO, Inc.
    13. 13. Leads Management 06/04/09 2008 The Company CEO, Inc.
    14. 14. Disconnect Continues <ul><li>Comments heard in the office…. </li></ul><ul><ul><li>“ These internet leads are worthless!” </li></ul></ul><ul><ul><li>“ They won’t return my phone call!” </li></ul></ul><ul><ul><li>“ None of them are ready to buy!” </li></ul></ul><ul><ul><li>“ They told me to leave them alone!” </li></ul></ul><ul><ul><li>“ I’m not taking any more internet leads!” </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    15. 15. Lead Conversion 06/04/09 2008 The Company CEO, Inc.
    16. 16. Lead Conversion 06/04/09 2008 The Company CEO, Inc.
    17. 17. Lead Conversion 06/04/09 2008 The Company CEO, Inc.
    18. 18. Lead Conversion 06/04/09 2008 The Company CEO, Inc.
    19. 19. e-Leads <ul><li>Are all internet leads bad?? </li></ul><ul><ul><li>Not if you take the time to understand a little more about them. </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    20. 20. Internet Consumers <ul><li>According to a NAR study on Internet Buyers and Sellers: </li></ul><ul><ul><li>They tend to have higher Incomes </li></ul></ul><ul><ul><li>They tend to be better educated </li></ul></ul><ul><ul><li>They have a shorter search time </li></ul></ul><ul><ul><li>They view fewer homes </li></ul></ul><ul><ul><li>They are more likely to use a REALTOR </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    21. 21. Internet Consumers <ul><li>According to a CAR study on Internet Buyers and Sellers: (2006) </li></ul><ul><ul><li>92% found their agent on a web site </li></ul></ul><ul><ul><li>63% found through a search engine </li></ul></ul><ul><ul><li>0% found agent through brochures, flyers, yard signs or mailers. </li></ul></ul><ul><ul><li>100% started looking at homes first, for their agent second. </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    22. 22. Internet Consumers <ul><li>According to a CAR study on Internet Buyers and Sellers: (2006) </li></ul><ul><ul><li>Internet buyers took 2/3 less time </li></ul></ul><ul><ul><li>Internet buyers interviewed only one agent; others interviewed three </li></ul></ul><ul><ul><li>Internet buyers were far more satisfied in every research category of satisfaction than traditional buyers were </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    23. 23. Internet Consumers <ul><li>According to a CAR study on Internet Buyers and Sellers: (2006) </li></ul><ul><ul><li>97% of internet buyers said that they would use the same agent AGAIN! </li></ul></ul><ul><ul><li>Wow! They really are lower maintenance! </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    24. 24. Internet Consumers <ul><li>Percentage of those who used the first Real Estate Professional they talked to: </li></ul><ul><ul><li>80% of all Buyers </li></ul></ul><ul><ul><li>74% of all Sellers </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    25. 25. Generational Shift <ul><li>Gen-X and Echo Boomers (Age 14-43) </li></ul><ul><ul><ul><li>86% used internet to find agent </li></ul></ul></ul><ul><ul><ul><li>75% used it to find their actual home </li></ul></ul></ul><ul><ul><ul><li>66% used it to get financing </li></ul></ul></ul><ul><ul><ul><li>62% to get neighborhood information </li></ul></ul></ul>06/04/09 2008 The Company CEO, Inc.
    26. 26. Generational Shift <ul><li>Gen-X and Echo Boomers (Age 14-43) </li></ul><ul><ul><ul><li>Teens – early 40’s </li></ul></ul></ul><ul><ul><ul><li>Digital Lifestyle </li></ul></ul></ul><ul><ul><ul><li>MySpace, FaceBook, LinkedIn, Twitter, etc. </li></ul></ul></ul>06/04/09 2008 The Company CEO, Inc.
    27. 27. Generational Shift <ul><li>Gen-X and Echo Boomers (Age 14-43) </li></ul><ul><ul><ul><li>45% used the internet to find a RE firm </li></ul></ul></ul><ul><ul><ul><li>Use email 2 X’s more often than the phone </li></ul></ul></ul><ul><ul><ul><ul><li>Phone Calls are SO Last Century! </li></ul></ul></ul></ul><ul><ul><ul><li>Want their agent to have a website with listings posted to several other sites </li></ul></ul></ul><ul><ul><ul><li>Want to be updated on the closing process by email </li></ul></ul></ul>06/04/09 2008 The Company CEO, Inc.
    28. 28. Communication Styles 06/04/09 2008 The Company CEO, Inc. Ages 44 to 62 years
    29. 29. Communication Styles 06/04/09 2008 The Company CEO, Inc. Ages 32 to 44 years
    30. 30. Communication Styles 06/04/09 2008 The Company CEO, Inc. Ages 14 to 31 years
    31. 31. Generational Shift <ul><ul><li>Gen Y & Millennials </li></ul></ul><ul><ul><ul><li>80% of under 24’s more likely to text than email </li></ul></ul></ul><ul><ul><ul><ul><li>Emails are SO Last Century! </li></ul></ul></ul></ul><ul><ul><ul><li>Average first time homebuyer is 22 years old </li></ul></ul></ul><ul><ul><ul><li>Tribal – Community – Social Networkers </li></ul></ul></ul>06/04/09 2008 The Company CEO, Inc.
    32. 32. Expectations? <ul><li>15 to 20 Minute Response Time </li></ul><ul><li>“ Connected” Agent </li></ul><ul><li>All the information </li></ul><ul><li>All the images </li></ul><ul><li>The good, the bad and the ugly </li></ul>06/04/09 2008 The Company CEO, Inc.
    33. 33. Terabitz 06/04/09 2008 The Company CEO, Inc.
    34. 34. Brokerage Realities <ul><li>50% of leads are not responded to </li></ul><ul><li>50% of leads are responded to </li></ul><ul><ul><li>Took an average of 48 hours to receive response from an agent or brokerage </li></ul></ul><ul><ul><li>80% are abandoned after 6 days </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    35. 35. Brokerage Realities <ul><li>Alarming Reality </li></ul><ul><ul><li>$2 Billion was spent to drive online leads </li></ul></ul><ul><ul><li>We are only nurturing 10% of the pie </li></ul></ul><ul><ul><li>We lost out on the other 90% due to our own bad habits </li></ul></ul>06/04/09 2008 The Company CEO, Inc.
    36. 36. Brokerage Realities <ul><li>The Internet Pie </li></ul><ul><li>189 Million Daily Unique Visitors </li></ul><ul><li>115 Million Average Daily Visits </li></ul><ul><li>455 Million Daily Page Views </li></ul><ul><li>10 Billion Daily Hits </li></ul><ul><li>28.1 Minutes per Visit </li></ul>06/04/09 2008 The Company CEO, Inc.
    37. 37. Brokerage Realities <ul><li>The Internet Pie VS. REAL ESTATE </li></ul><ul><li>189M Vs. 44M Unique Daily Visitors </li></ul><ul><li>115M Vs. 5.4M Average Daily Visits </li></ul><ul><li>455M Vs. 2.8M Average Daily Page Views </li></ul><ul><li>10 Billion Vs. 171M Daily Hits </li></ul><ul><li>28.1 Minutes Vs. 9.1 Minutes </li></ul>06/04/09 2008 The Company CEO, Inc.
    38. 38. Brokerage Realities 06/04/09 2008 The Company CEO, Inc. Media Metrix July 2008
    39. 39. Website Standards 06/04/09 2008 The Company CEO, Inc.
    40. 40. Website Standards 06/04/09 2008 The Company CEO, Inc.
    41. 41. Website Standards 06/04/09 2008 The Company CEO, Inc.
    42. 42. Website Standards 06/04/09 2008 The Company CEO, Inc.
    43. 43. Website Standards 06/04/09 2008 The Company CEO, Inc.
    44. 44. Website Standards 06/04/09 2008 The Company CEO, Inc.
    45. 45. Website Standards 06/04/09 2008 The Company CEO, Inc.
    46. 46. Website Standards 06/04/09 2008 The Company CEO, Inc.
    47. 47. Website Standards 06/04/09 2008 The Company CEO, Inc.
    48. 48. Website Standards 06/04/09 2008 The Company CEO, Inc.
    49. 49. Brochures are OUT! 06/04/09 2008 The Company CEO, Inc.
    50. 50. Standards? 06/04/09 2008 The Company CEO, Inc.
    51. 51. Website Standards <ul><li>Advanced Search Ability </li></ul>06/04/09 2008 The Company CEO, Inc.
    52. 52. Website Standards 06/04/09 2008 The Company CEO, Inc.
    53. 53. Website Standards 06/04/09 2008 The Company CEO, Inc.
    54. 54. Website Standards 06/04/09 2008 The Company CEO, Inc.
    55. 55. Website Standards 06/04/09 2008 The Company CEO, Inc.
    56. 56. Website Standards 06/04/09 2008 The Company CEO, Inc.
    57. 57. Website Standards 06/04/09 2008 The Company CEO, Inc.
    58. 58. Website Standards 06/04/09 2008 The Company CEO, Inc.
    59. 59. Website Standards 06/04/09 2008 The Company CEO, Inc.
    60. 60. Website Standards 06/04/09 2008 The Company CEO, Inc.
    61. 61. Website Standards 06/04/09 2008 The Company CEO, Inc.
    62. 62. Website Standards 06/04/09 2008 The Company CEO, Inc. <ul><li>Minimum Standards: </li></ul><ul><li>Quick Search and Advanced Search </li></ul><ul><li>Interactive Mapping & Community Content </li></ul><ul><li>Emphasis on Visual Content including Video, Pix, Tour </li></ul><ul><li>Consumer Dashboard </li></ul><ul><li>Content Rich </li></ul><ul><li>Lead Generation Forms </li></ul><ul><li>Syndication </li></ul><ul><li>Lead Management Module </li></ul><ul><li>Follow an e-lead Management Process </li></ul>
    63. 63. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    64. 64. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    65. 65. e-Lead Process <ul><li>What are you doing to generate traffic? </li></ul><ul><li>Google Adwords </li></ul><ul><li>Media driving to URL </li></ul><ul><li>Syndication </li></ul><ul><li>Listing Updates </li></ul><ul><li>Drip Campaigns </li></ul><ul><li>Social Media </li></ul>06/04/09 2008 The Company CEO, Inc.
    66. 66. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    67. 67. e-Lead Process <ul><li>What are you collecting from the traffic? </li></ul><ul><li>Data </li></ul><ul><ul><li>Who, when, how long, what, where, how much </li></ul></ul><ul><ul><li>Referring URL </li></ul></ul><ul><ul><li>ROI </li></ul></ul><ul><ul><li>Source </li></ul></ul><ul><li>Leads </li></ul>06/04/09 2008 The Company CEO, Inc.
    68. 68. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    69. 69. e-Lead Process <ul><li>Scrubbing the Leads: </li></ul><ul><li>Were lead generation forms submitted? </li></ul><ul><li>Segment & Qualify </li></ul><ul><li>Touch Base </li></ul><ul><li>Assess urgency </li></ul>06/04/09 2008 The Company CEO, Inc.
    70. 70. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    71. 71. e-Lead Process <ul><li>Who is worthy? </li></ul><ul><li>Office Policy or Company Culture </li></ul><ul><li>Certification on Internet Consumers </li></ul><ul><li>Internet Division </li></ul><ul><li>Standards & Accountability </li></ul><ul><li>What’s best for the consumer </li></ul><ul><li>What’s best for your reputation </li></ul>06/04/09 2008 The Company CEO, Inc.
    72. 72. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    73. 73. e-Lead Process <ul><li>Incubate the leads that are not ready </li></ul><ul><li>Drip Campaign </li></ul><ul><li>CRM Activity Plan </li></ul><ul><li>Communicate as the lead requests </li></ul><ul><li>Cultivate relationship </li></ul><ul><li>Provide resources and information </li></ul>06/04/09 2008 The Company CEO, Inc.
    74. 74. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    75. 75. e-Lead Process <ul><li>Track </li></ul><ul><li>Who has the lead? </li></ul><ul><li>Did they respond, and how long did it take? </li></ul><ul><li>What is the status – weekly report? </li></ul><ul><li>Quartile – Immediate, Incubate, Dead, Test </li></ul><ul><li>Where are my best leads coming from? </li></ul><ul><li>What is paying off? </li></ul>06/04/09 2008 The Company CEO, Inc.
    76. 76. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    77. 77. e-Lead Process <ul><li>Assign the leads </li></ul><ul><li>When they raise their hands </li></ul><ul><li>Are qualified </li></ul><ul><li>Show urgency </li></ul><ul><ul><li>Come List Me </li></ul></ul><ul><ul><li>Evaluation </li></ul></ul><ul><ul><li>Relo </li></ul></ul><ul><li>Lead-assignment criteria </li></ul>06/04/09 2008 The Company CEO, Inc.
    78. 78. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    79. 79. e-Lead Process <ul><li>Sold/Abandon </li></ul><ul><li>Only know if you track the status </li></ul><ul><li>Did you sale them or did they buy? </li></ul><ul><li>Did agent abandon them? </li></ul><ul><li>Where they not qualified? </li></ul><ul><li>What is the result? </li></ul>06/04/09 2008 The Company CEO, Inc.
    80. 80. e-Lead Process 06/04/09 2008 The Company CEO, Inc.
    81. 81. e-Lead Process <ul><li>Follow-Up </li></ul><ul><li>Debrief </li></ul><ul><li>Study the data and look for the story </li></ul><ul><li>Discover trends </li></ul><ul><li>Improve the process </li></ul><ul><li>Increase your ROI </li></ul><ul><li>Know the numbers </li></ul>06/04/09 2008 The Company CEO, Inc.
    82. 82. Evolution of Lead Generation <ul><li>The Opportunity Desk </li></ul><ul><li>Footprints in the Store </li></ul><ul><li>The Concierge </li></ul><ul><li>Online Information Repository </li></ul><ul><li>Social Media </li></ul><ul><li>Intuitive Search & Sell </li></ul><ul><li>Virtual Realty Reality </li></ul>06/04/09 2008 The Company CEO, Inc.
    83. 83. Remember the notes! Log-on to www.jonathannicholas.com 06/04/09 2008 The Company CEO, Inc. Resources TAR Password CRB
    84. 84. Questions & Answers 06/04/09 2008 The Company CEO, Inc.
    85. 85. Managing & Converting Your e-Lead Business: Cash Cow or Mad Cow? 06/04/09 2008 The Company CEO, Inc. Jonathan D. Nicholas, ABR, CRB, CRS, GRI 2008 President, CRB Council [email_address] Thank You for Attending!
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