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www.marketleader.com
Turn Dead-Ends into Dollar Signs
Host: Jennifer Tervo
Market Leader Trainer
www.marketleader.com
• The big picture of lead engagement
• Strategies for leads that have fallen off the radar
• Reading ...
www.marketleader.com
Today’s FEATURED GUESTS
www.marketleader.com
Laying the
Foundation…
www.marketleader.com
• Stop their search
– Get them back to your website
– Eliminate other search engines
– Determine time...
www.marketleader.com
Online Consumer Timeline
www.marketleader.com
Make it Easy to Engage
Lead Status Description
New A lead should only be a new lead once it comes in
...
www.marketleader.com
ENGAGING YOUR LEADS
www.marketleader.com
7-Day Plan of Attack
• Day One: Recommended Listings
• Day Three: Market Insider
• Day Five: Listing ...
www.marketleader.com
• 10 Days of Pain campaign:
– Last chance to get a response
– Any response is good
– Look for consume...
www.marketleader.com
• Viewed home
• Saved home
• Set-up or refined listing alert
• Request more info on listing
• Zip cod...
www.marketleader.com
If Your Lead Provides a Phone Number
• If you have a phone number, call them first
• Speak to them or...
www.marketleader.com
WWK&JD
What Would Kerm & Jack Do?
www.marketleader.com
They come back to my
site, but don’t respond or
communicate with me
My inactive lead
came back to my
...
www.marketleader.com
“My lead indicated they are already
working with another agent.”
www.marketleader.com
Subject: Am I the agent you are looking for?
I respect the fact that you have a real estate agent. Bu...
www.marketleader.com
“My new lead
requested
mortgage pre-
approval.”
www.marketleader.com
“My lead unsubscribed
from emails, but keeps
visiting my website.”
www.marketleader.com
“I’ve taken my
client to a few
showings and
they suddenly
disappeared.”
www.marketleader.com
“What if I am
unsure
whether they
are a buyer or
a seller?”
www.marketleader.com
Subject: What are your real estate goals?
I am so excited to help you with your real estate needs. I ...
www.marketleader.com
“My new lead came in at
3:15am – When should I
respond?”
www.marketleader.com
“My lead entered
many zip codes
and no maximum
price.”
www.marketleader.com
“What if there are no
recommended listings
to send?”
www.marketleader.com
“If I already
responded, ho
w do I stop the
ICW email from
going out?”
www.marketleader.com
“How do I
engage a
manually
entered lead
VS. one who
registered on
my site?”
www.marketleader.com
I have signed you up on my website, and now you have access to
homes for sale, market information, an...
www.marketleader.com
“What
should I
do with
my older
leads?
Start the
7-Day
Plan?”
www.marketleader.com
Turn Dead-Ends into Dollar Signs
 Reach out to 5 contacts that have been on your site in the last 48...
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Turn Dead Ends into Dollar Signs

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These slides accompany our webinar featuring Market Leader strategy experts Kerm Foltz and Jack Markham, where they share the best tips for maximizing every contact. From effectively engaging your active leads and reviving comatose ones, to solving challenging scenarios we'll explore every way to turn “dead” leads into dollars. Watch the recorded webinar at http://learn.marketleader.com/display/learning/Turn+Dead+Ends+into+Dollar+Signs

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  • DOWNLOAD THAT BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download Full doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download PDF EBOOK here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download EPUB Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... Download doc Ebook here { http://bit.ly/2m6jJ5M } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book that can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer that is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story That Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths that Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
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Turn Dead Ends into Dollar Signs

  1. 1. www.marketleader.com Turn Dead-Ends into Dollar Signs Host: Jennifer Tervo Market Leader Trainer
  2. 2. www.marketleader.com • The big picture of lead engagement • Strategies for leads that have fallen off the radar • Reading your leads to determine their timeline • Engagement strategies for various scenarios • Live Q&A with our special guests! The Plan for Today…
  3. 3. www.marketleader.com Today’s FEATURED GUESTS
  4. 4. www.marketleader.com Laying the Foundation…
  5. 5. www.marketleader.com • Stop their search – Get them back to your website – Eliminate other search engines – Determine timeline & demographic Your Goal When Engaging Leads
  6. 6. www.marketleader.com Online Consumer Timeline
  7. 7. www.marketleader.com Make it Easy to Engage Lead Status Description New A lead should only be a new lead once it comes in Retry Used during the first 7 days while you try to get them back Active Once they come back to your site they become active Inactive For leads that don’t return to your site during the 7 days Hot Consumers that are motivated, engaged and probably in Phase 3 Sold All converted leads Trash Any lead that can’t be contacted due to inaccurate information
  8. 8. www.marketleader.com ENGAGING YOUR LEADS
  9. 9. www.marketleader.com 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
  10. 10. www.marketleader.com • 10 Days of Pain campaign: – Last chance to get a response – Any response is good – Look for consumer triggers No Response After Day 7 – What Now?
  11. 11. www.marketleader.com • Viewed home • Saved home • Set-up or refined listing alert • Request more info on listing • Zip code/neighborhood change • Short sale/foreclosure home • Condo’s/Townhomes –HOA • Viewed Market Insider report • Pre-approval request • Phone number Key Behavior Triggers
  12. 12. www.marketleader.com If Your Lead Provides a Phone Number • If you have a phone number, call them first • Speak to them or leave a voicemail introducing yourself • Then proceed with your 7-Day Plan
  13. 13. www.marketleader.com WWK&JD What Would Kerm & Jack Do?
  14. 14. www.marketleader.com They come back to my site, but don’t respond or communicate with me My inactive lead came back to my site after 4 months My lead is consistently active on my website, but not opening my alerts “What do I do When…?” They visit my website during the 10 Days of Pain
  15. 15. www.marketleader.com “My lead indicated they are already working with another agent.”
  16. 16. www.marketleader.com Subject: Am I the agent you are looking for? I respect the fact that you have a real estate agent. But ask yourself, are they really providing you with all the tools and information you need to satisfy your real estate needs? Are they sending you properties consistently, or do you have to find them on your own? Is this why you are looking on my site? I would like you to know that I have all the tools to search for the right home for you. If you are not under contract with an agent at this point and you feel you are not getting the best service, then we should definitely talk. Keep me in mind; I represent my clients with the utmost integrity and I wish you luck in your search!
  17. 17. www.marketleader.com “My new lead requested mortgage pre- approval.”
  18. 18. www.marketleader.com “My lead unsubscribed from emails, but keeps visiting my website.”
  19. 19. www.marketleader.com “I’ve taken my client to a few showings and they suddenly disappeared.”
  20. 20. www.marketleader.com “What if I am unsure whether they are a buyer or a seller?”
  21. 21. www.marketleader.com Subject: What are your real estate goals? I am so excited to help you with your real estate needs. I have some great tools on my website (insert website here) for both buyers and sellers, including marketing information and access to the Multiple Listing Service. I would love to get you started on a listing alert so you can view homes on the market; I just need to know if you are looking to buy, sell, or both. I can give you a call tomorrow to discuss your needs, or you can simply respond to this email. I look forward to hearing from you!
  22. 22. www.marketleader.com “My new lead came in at 3:15am – When should I respond?”
  23. 23. www.marketleader.com “My lead entered many zip codes and no maximum price.”
  24. 24. www.marketleader.com “What if there are no recommended listings to send?”
  25. 25. www.marketleader.com “If I already responded, ho w do I stop the ICW email from going out?”
  26. 26. www.marketleader.com “How do I engage a manually entered lead VS. one who registered on my site?”
  27. 27. www.marketleader.com I have signed you up on my website, and now you have access to homes for sale, market information, and specific community information. Now you’ve got all of the tools you need to find the right home for you! Using your new login and password on my website you can: – Save your favorite home listings with my help – View listing details and multiple photos – Forward homes to your friends to share your favorites – Sign up for listing alerts to be the first to see listings If you need anything, you can contact me directly at 425-867-5309 Customizable Welcome Email
  28. 28. www.marketleader.com “What should I do with my older leads? Start the 7-Day Plan?”
  29. 29. www.marketleader.com Turn Dead-Ends into Dollar Signs  Reach out to 5 contacts that have been on your site in the last 48 hours  Engage 10 contacts who have not been on your site in the last 60 days  Identify and thank 5 past clients or referral sources  Fill out the survey to receive the class notes  Register for next week’s Power Hour! Next Steps…

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