The document discusses strategies for real estate agents to effectively identify and focus on lucrative leads, highlighting the challenges agents face in converting leads into clients over time. It introduces HomeAhead and Contactually as tools to organize leads, facilitate communication, and streamline follow-up processes based on lead readiness. The webinar also emphasizes the importance of lead qualification, collaboration, and systematic follow-ups to enhance client engagement and improve conversion rates.

1. How to Identify & Focus Only on
Leads that will Make You Money!
March 22 2016
+
present

2. Who am I?
Greg Plum
Director, Partner Marketing
Contactually

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And here’s my co-presenter today
Taylor Hou
Head of Product
HomeAhead

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What’s on the agenda?
• What are an agent’s top challenges today?
• How do top producers know where to focus their efforts?
• Who is HomeAhead and how can it help you with your
clients?
• How does HomeAhead work with Contactually?

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Things to keep in mind during this
webinar
• We have a large audience and all attendees will be muted.
• If you have any questions, please use the chat function in
GoToWebinar — we’ll stop and answer questions
throughout the hour.
• We are recording today’s webinar. Check your email in the
next 24 hours for a link to the recording.

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Let’s get started!

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Agents’ Problem
It takes 208 leads and 10 months to close a single transaction.
Agents usually aren’t involved until midway through a customer’s journey and don’t have opportunities
to earn trust along the way.
* Home buyer’s maximum expectation for agent’s response to an inquiry.
≈10 MONTHS PER TRANSACTION
4-5 months 1 hour* 3-4 months 1+ months
Unknown
Home Shoppers
Leads Customers Start
Transaction
Complete
Transaction
leads become
customers
customers start
a transaction
transactions complete
successfully
20% 80%1-4%
Agent is involved in 50% of the home buyer
journey
208 leads
1 home
bought

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Lead generation
Lead conversion
Client happiness
Does this look familiar?

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Identify
the Seriousness of a Lead
• Pre-approval letter or proof of
funds
• Desired timeframe of buying
• Narrowing of search area
• Narrowing of search prices
• Who are the “cooks in the
kitchen”?

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Identify
Key Decision Makers
Chief Executive Officer
Chief Financial Officer
Chief Operations Officer

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Collaborate
with Your Leads
Leverage real-time
collaboration tools
Invite your clients so
they tell you more
without telling you

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Focus
Objectively
*Still need to work on this one*
You’re running a business.
Make objective decisions.
Once client is serious, go all in!

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HomeAhead Wishlist
Add homes from all listing portals.
Invite your clients and their family
& friends to join a Wishlist.

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HomeAhead Wishlist
Add your own notes, photos and
videos to each property.
Centralize communication with
chat + intuitive @mentions.

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Systematize it!
HomeAhead Wishlist

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Wishlist + Contactually
Client’s activity data including:
1. Wishlisted (favorited) listings
2. Notes on property listings
3. Wishlisted property prices
4. Wishlisted property locations
5. Verified client check-ins
6. Client photos & videos of listings

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What’s the hardest part of
turning shoppers into
BUYERS?

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Follow Up!
1.Who should you be following up with to make a
sale?
2.What should you say to them?
3.How do you regularly follow up and build a habit?

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Think in Terms of Hot,
Warm or Cold Leads
Not everybody in your network is the same
Segmentation is key!
Bucket How many? Who are they?
How often should I
follow up?
Hot Leads 4
Ready to buy and expressed
strong interest in the property Every 3 days
Warm Leads 10
On the fence, but expressed
interest in the property -
Maybe just starting their
search, but motivated. Every 7 days
Cold Leads 16
Smiled alot, but didn't
express alot of interest or ask
questions Every 30 days

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We all know following up is important,
but nearly all of us drop the ball
• It takes a lot of work and is generally time-
consuming
• The pay-off isn’t always immediate
• People are probably going to slip through the
cracks

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Prioritize and ”Systematize”

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Programs help you automate follow-
up…

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Use our steps…

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or customize your steps

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Use our email template…

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or customize your email

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Beyond the open house…

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“Go to” relationship manager

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So how do the best Realtors® use
HomeAhead + Contactually?
• Automatically organize &
prioritize your list of buyer
prospects
• Automatically initiate a
customizable follow-up
strategy
Use Contactually to:
• Organize multiple
communication channels with
all interested parties
• Know how motivated your
clients are based on their
activity within their Wishlist
Use HomeAhead to:

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Try us out for free!
To get your HomeAhead free trial account:
http://homeahead.com/s/contactually
To get your Contactually free trial account:
https://www.contactually.com/invite/homeahead

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Thanks!
We’ll follow up in the next
24 hours with the recording

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