In our April webinar, we covered proven ways to use your CRM to convert your real estate leads into clients quickly. Having a CRM that can help you move your leads through your pipeline quickly will drastically increase your conversion rate (and your commission). Take a look at our slides from the webinar and let us know if you have any questions. We look forward to seeing you on one of our monthly webinars held on the last Wednesday of each month. Visit us on our Facebook Page for more information: Facebook.com/TotalExpertInc

1. CONVERT YOUR LEADS FASTER
Proven Ways to Use Your CRM to Turn Leads Into Clients

2. Total Expert, Inc – Quick Overview
 Founded in 2012, currently helping 500+ agents in nine
states earn over $20,000,000 in commissions and rapidly
growing.
 All-in-one, fully-compliant web platform giving real estate
professionals everything needed to grow and manage
their business online, saving them both time and money.
Follow Us – Get Tips, Advice and More:
www.TotalExpertInc.com
Facebook.com/TotalExpertInc
@TotalExpertInc
Who We Are
Convert Your Leads Faster
Joe Welu
CEO , Total Expert Inc
joe@totalexpertinc.com
• Co-Founder of a Top-Producing Real
Estate Team with $40-50M in annual sales
production
• Marketing and International Business &
Sales Experience and Education
• Strategic Thinker, Implementation Expert,
and Technology Entrepreneur
• Real Estate Technology Mentor, Coach
and Instructor

3. Convert Your Leads Faster
If all your leads were being tracked in one place
(including online, open house, sign calls, etc)…
Would your conversion rate improve?

4. Convert Your Leads Faster
If you were sending relevant, personalized and
consistent messages to your leads…
Would your conversion rate improve?

5. Convert Your Leads Faster
What we are covering today:
 Why your CRM is one of your most
valuable tools in converting clients.
 How to use the features of your CRM to
build top-of-mind awareness for the
busy season.
 How to use your CRM to automate your
communication the right way and save
you time and energy.

6. Convert Your Leads Faster
Issues and Challenges:
 The way people make purchasing
decisions has changed over the years.
 Keeping organized is challenging with
leads coming from multiple sources
within a Real Estate team.
 Agent’s time is a valuable commodity
and cannot be wasted.
 The misunderstanding that automation
is impersonal and difficult to pull off.

7. Convert Your Leads Faster
The Solution:
 A CRM that can gather leads from
multiple sources and organize them.
 A CRM that allows Real Estate teams
and lending partners to coordinate and
track the client activity and
communication.
 Simple and personal email campaigns
that engage your clients and move them
through the pipeline.
 Total Expert TE Realtor & Lender Pro

8. Convert Your Leads Faster
The way purchase decisions are made has changed…
Relationships. Trust. Confidence.

9. Convert Your Leads Faster
Knowing your Pipeline.
Decision
Engagement
Awareness

10. Convert Your Leads Faster
Turning your Leads to
Clients.
 Gathering Leads is the beginning.
 This happens through your marketing.
 Website/Blog/Social Media
 3rd Party Sites (Zillow, Trulia, etc)
 Open Houses/Events
 People you meet day-to-day
 Coffee shop
 Kid’s sporting events
 Capture their email address.
 A good CRM will be able to capture
leads on a mobile phone.
Gather Tour Leads.

11. Convert Your Leads Faster
Turning your Leads to
Clients.
 Initial contact is crucial.
 The most important thing you can do is call
them as soon as a new lead comes in.
 When Leads register on your site they are in
the mood to buy or get info. Call them.
 The odds of contacting a lead if called in 5
minutes are 100 times higher versus 30
minutes.
 Gather as much background information
about your lead. Enter it into your CRM.
Contact Your Leads.
Source: 2012 Dr. James Oldroyd and InsideSales.com

12. Convert Your Leads Faster
Turning your Leads to
Clients.
 Gather as much info you can about
your leads.
 Contact info
 Business/Company/Employer
 Special notes: Spouse, kids, pets (helps
add personal touch)
 Track their activity on your website
 Search History
 Avg. Search Price
 Last Visit
Know Your Leads.

13. Convert Your Leads Faster
Turning your Leads to
Clients.
 Focus on the Prospects.
 Turn prospects into clients with regular
communication.
 Personal engagement.
 Add your Leads to drip campaigns and let
your CRM do the work for you.
 People move every 7-8 years.
 Remain top-of-mind with regular
communication.
Move Your Leads.

14. Convert Your Leads Faster
Turning your Leads to
Clients.
 Personal communication will keep you
top of mind when they are ready to
commit to an agent.
 Gain Trust.
 Build Confidence.
 Build Relationships.
 Sales cycles are different for each
person.
 Making initial contact can gauge
readiness to buy.
Close Your Leads.

15. Convert Your Leads Faster
Case Study:
 Day 1: Agent alerted of new lead.
 Within 1 hour Agent calls lead, leaves
message.
 Agent Assigns drip campaign in CRM.
 Day 1: First Drip Email sent.
 Day 2: Second Drip Email sent.
 Day 3: Lead Responds to second
email and sets up a meeting.
 Agent learns via email that Lead is ready to
purchase within 2-4 weeks.
 Lead to Client in 3 days.
Contact them ASAP.

16. Convert Your Leads Faster
Case Study Review:
 Why did it work?
 Agent had a CRM collecting leads from
multiple sources (website, Zillow, etc)
 The CRM sent an alert of a new lead to a
mobile phone.
 The Agent reached out to the lead
immediately and then assigned a drip
campaign.
 The CRM did the hard part, the
agent just had to be ready to
respond.
Let the CRM work.

17. Convert Your Leads Faster
Your CRM Should…
 Collect leads from multiple source.
 Gather all pertinent information about
lead and ability to add notes.
 Track lead activity and score leads
based on activity.
 Easily send communications, add
drip campaigns or property alerts to
lead records.
What Qualifies Your CRM?

18. Convert Your Leads Faster
The Automation Myth.
 Automation doesn’t have to sound
robotic or impersonal.
 Within your CRM you should build emails
and campaigns that sound like you.
Brand them in your voice.
 Automation should not be hard to set
up.
 Automation is meant to save you time
and energy.
Automation is Your Friend

19. Convert Your Leads Faster
What we’ve found works.
 Monitoring your CRM activity closely.
 Assigning leads and tasks.
 Personalizing drip communication.
 Understanding your reporting.
 Consistently communicating.
Tricks of the Trade.

20. Convert Your Leads Faster
Do it with Total Expert CRM.

21. Convert Your Leads Faster
Summary: The Keys To Success
 Gather Leads from multiple sources into one CRM.
 Understand your leads and their needs.
 Contact Leads ASAP.
 Allow your CRM to do the communicating.
 Don’t fear automation.
 Have the right tools.

22. Convert Your Leads Faster
What Questions Can I Answer?
www.TotalExpertInc.com

23. NEXT MONTH’S WEBINAR
Make Your Brand Stand Out Above the Competition Online
Thank You for Joining Us – See You Soon!