Turn Your Contacts into Contracts

www.marketleader.com
Turn Your Contacts into Contracts
Featuring Anita Allen
Host: Jennifer Tervo
Market Leader Trainer

• A glance at the 7-Day Plan of Attack
• Turning strategy into process
• Anita’s lead engagement process & scripts
• Live Q&A with our special guest!
The Plan for Today…

• Been in real estate since 1999
• Joined Coldwell Banker United in 2012
• Learned to reinvent herself and start over
• Loves working with first time home buyers
• Joined Market Leader in March 2014
Welcome Anita Allen
Anita Allen
Coldwell Banker United

Laying the
Foundation…

• Strategy is the basis for your process
• Your strategy should be suited to your business needs
• Make it your own to boost results!
Strategy is Subjective

7-Day Plan of Attack
• Day One: Recommended Listings
• Day Three: Market Insider
• Day Five: Listing Alerts
• Day Seven: Add to “10 Days of Pain” Campaign

Sales
VS.
Service

Feel
Empowered.

ANITA’S APPROACH

Different
strokes for
different
folks.

• Anita modified the 7-Day Plan to fit her business
• Less pushy and more gracious
• Different approaches work in different markets
• “Do unto others as you would have them do unto you”
A Softened Approach

#1- Customized Welcome Email

#2- Lightning-Fast Response

I just wanted to thank you for registering on my website. I see your time
frame is 1-3 months in finding your new home. Whenever there is a property
that you would like more information on or that you have a question about,
don't hesitate to reach out to me. In the meantime, come back and visit my
site as often as you like and stay as long as you like. Browse around and enjoy
looking for your next home. Just reach out to me for additional information
on a property or if you have a question. You can reach me by phone, email or
even text me. I am here to help.
Don't hesitate to let me know when you see a house that interest you and
you would like to see it. I am here to make sure you are able to see the house
that could be your next home.
Please know I do not intend to pester you but I do want you to know that I am
here and ready to help you find your dream home. Please let me know if you
need anything else. I look forward to helping. Have a wonderful day!
Thank You / Come Again

#3- Anita’s Big Secret…
Do
nothing.

• Wait 2-3 weeks, then add listing alerts
#4- Listing Alerts

1. Customized welcome email
2. Responds fast with Thank You/Come Again email
3. Then do NOTHING; watch what they do for 2-3 weeks
4. Then set up on Listing Alerts
Anita’s Approach

ANITA’S WINNING SCRIPTS

Thank you for continuing to visit my website. It is a place that you can find all
the up-to-date listings that are on the market. I have noticed that while you
were on my site you have viewed several properties a few times each. If
there is a house you are really interested in, I will be happy to set up the
appointment for you to see the property. I would hate for you to miss out on
a home that could be your dream home. In our market we are seeing
properties are on the market for a smaller length of time, and we are seeing
multiple offers occur more and more.
I hope you will continue to come back often to search for your dream home.
If you are not ready to see the properties, continue to look. Come back as
often as you would like. I do not intend to pester you. I am here to answer
any questions you might have. When you are ready to view properties I hope
you will allow me to schedule appointments for you. In the meantime please
let me know how I can help. Have a wonderful day!
Viewed Listings Several Times

Thank you for visiting my website. Per your request for a pre-approval I am
sending you a list of lenders that I work closely with. You are welcome to call one
of them or all of them to compare what they offer. Getting pre-approved will let
you know how much you qualify for and the lender can give information on what
your closing costs and payments will be. When you find your dream home and
you want to make an offer you will be prepared by being pre-approved. When a
seller gets an offer on their property they like to see that the buyer is pre-
approved and can get the money to close.
Lender 1
Lender 2
Lender 3
If there is another way that I can help please know I am here and ready to do so.
In the meantime, visit my website as often as you would like and browse around
as much as you want to. I look forward to helping you in the future. Have a
wonderful day.
Pre-Approval Request

I've missed you visiting my website. It's a place where you will find all up-to-
date information on our real estate market. I hope you will come back and
visit my site often and stay as long as you like. Browse around and enjoy
looking for your next home. If you need additional information I am here to
help. I can be reached by phone, email, or even by text messaging.
Whenever there is a property that you would like more information on or that
you have a question about, don't hesitate to reach out to me. In the
meantime, don't hesitate to let me know when you see a house that interests
you and you would like to see it. I am here to make sure you are able to see
the house that could be your next home.
Please know I do not intend to pester you but I do want you to know that I am
here and ready to help you find your dream home. Please let me know if you
need anything else. I look forward to helping. Have a wonderful day!
I’ve Missed You!

Create Your Quick Text Templates

• Strategy is subjective, so feel empowered to make changes
• Leverage your Market Leader system for fast follow-up
• Make sure your tone suits your business needs
• Tweak your strategy as you see results
Strategy is the Foundation

Make your lead engagement strategy your own:
 Evaluate the success rate of your current strategy
 Create at least 3-5 quick text templates
 Make changes as you see results (good or bad)
 Don’t be afraid to do nothing for some leads
Your Next Steps…
Fill out the survey, and don’t forget to
register for next week’s Power Hour!

Want More?
• Class Notes: Fill out post-class survey
• Customer Support: 1-877-450-0088
• Visit Learn.MarketLeader.com:
– Power Hour Recordings & Handouts
– Short Tutorials

THANK YOU FOR JOINING US!

Turn Your Contacts into Contracts

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Turn Your Contacts into Contracts