Rescue Lost Leads Look Back Move Forward
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See how Susan Jacobsen, a rock-star agent out of South Carolina, leverages her database to re-engage contacts who have fallen off the radar. Watch the recorded webinar at http://bit.ly/1piH6V9
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Rescue Lost Leads Look Back Move Forward
- 1. Rescue your “Lost” leads How One Agent Looks Back to Move Forward Host: Courtney Parham Trainer, Market Leader
- 2. The Plan for Today… • Meet Susan Jacobsen • Search for “Lost” Leads • Get out of your comfort zone • Seize the opportunity
- 3. Susan Jacobsen Carolina Realty Group Realtor/Broker Accredited Buyer Representative. (ABR) Certified Residential Specialist (CRS) Short Sale and Foreclosure Resource (SFR) Resort and Second Home Property Specialist (RSPS) Social connections: ActiveRain:http://activerain.trulia.com/profile/susierealtor Meet Our Featured Expert
- 4. Search for “Lost” Leads
- 5. Looking Back…Are They Engaged?
- 6. When was the Last Time … • …they got a home evaluation from you? • …they received an email from you? • …they received mail/packet from you? • …they got a visit or phone call from you?
- 7. Tips On Looking Back… • 90 days • Evaluate activity on the website • What properties did they look at? • What did they originally request? • What were the last touches they received?
- 8. Get Out Of Your Comfort Zone
- 11. Get Some Life Back in Your Email Scripts… • Don’t be afraid to let them know you might give up on them • Tell them what you need from them to help them find… • Home of their dreams • Best deal • Information, etc * Script is in post class notes
- 12. If Not Now, When?! • Have an event… How much real estate to push? How much should I spend to get a return on my investment? How much time is involved?
- 13. Bet on yourself! • Record a video… What would I talk about? Who would record it? Would anyone watch it?
- 15. Because you ARE your own Business…
- 17. You never know what you are going to find… “Susan is friendly, and helpful. I felt like I knew her and that she cared about others. It was easy to work with someone who shared my interests and wanted me to be comfortable.” Ginny C. “Bill and I totally trusted her. Susan didn’t push what she was about; in fact it was over a month before we even knew what she did. When we asked questions about real estate, she answered and when we unexpectedly were expecting another child, we called HER and she was surprised!” “We love recommending her and know that it won’t mean we’ll LOSE customers but that they’ll like her just as we do.” Bill and Autumn P.
- 18. Let’s Review: 1. Sometimes you have to look back to go forward • Find your “Lost” leads 2. Get out of your comfort zone • Push yourself to try something new with your marketing 3. Seize the opportunity • Get to know the other members in your community
- 19. Use It Now • Search your system for “Lost” leads • Look through your email templates and edit the messages • (Don’t let them get stale) • Add something to your marketing plan you were afraid to do before • Video, host an event, door knocking etc. Want more leads?! Want to receive class notes?! Fill out the survey, and don’t forget to register for next week’s Power Hour!
- 20. Want More? • Fill out post-class survey to receive class notes! • Visit Learn.MarketLeader.com: • Power Hour Recordings & Handouts • Short Tutorials • Customer Support: 1-877-450-0088
Editor's Notes
- Welcome everyone to today’s call on how to rescue your “Lost” leads. We have a very special guest, Susan Jacobsen, who is joining us to share how she looks back in her system to move forward with her contacts.
- First, we will meet Susan, and then she’ll will take us through how she searches through her system for her “lost” leads and what she is looking for.
- So first please join me in welcoming Susan! Susan is a rock star agent out of Hilton Head Island South Carolina and I can’t help but brag about her! I have learned so much from her over the past couple weeks and I am so excited for her to share her strategies with us today! So Susan tell about yourself. Thanks so much for being here Susan! How long have you been with Trulia using Market Leader tools? How are you filling your pipeline?
- You have to have leads in your pipeline in order to search for them right?! How do you define “lost” leads? Susan can you tell us what your strategy is when looking for your “Lost” leads?
- What are you looking for while searching for your lost leads? What are we looking at on this screen? What level of engagement are you looking for? Campaigns, website activity?
- What do you use to get their attention? How often are you sending items like market reports and home evaluations to contacts?
- To recap Susan, your tips and advice on looking back in the system are looking about 90+ days back and to then evaluate **Shorten** - short verbiage
- What are your biggest hang ups? How do you overcome it?
- In our pre-interview you mentioned the amount of time it took to make at stamp in your community, how did you overcome that?
- In our pre-interview you mentioned the amount of time it took to make at stamp in your community, how did you overcome that?
- Recording a video or doing something else to jazz up your marketing really driving home getting out of your comfort zone and stop operating out of fear
- Where to find them
- How to create them
- End result, new client now access to their sphere as well as adding them to yours Okay Susan, how did you get these testimonials? Where did you meet these friends and clients?