Converting Leads into Life Long Clients - Wendy Forsythe, session from Connect on the Road Miami - November 30, 2016

1. Conver'ng Leads into Life
Long Clients
Wendy Forsythe
EVP/Head of Global Opera9ons, Carrington Real Estate Services
Wendy.Forsythe@CarringtonRES.com
TwiGer, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe

2. Having a digital strategy is
one of the most important
elements of success in
today’s online world.

3. The Opportunity

4. On average home buyers are
spending 5 months considering the
purchase, inves'ga'ng homes and
neighborhoods before contac'ng an
agent.
Source: 2014 CAR Home Buyer Survey

5. 91% of buyers used
a mobile device in
the home buying
process.
Source: 2014 CAR Home
Buyer Survey

6. Most Used Lead Sources for Agents/Brokers
Facebook 70%
Zillow 65%
Trulia 48%
Realtor 41%
Other 28%
Boomtown 8%
Google PPC 8%
Source: Tom Ferry 2016

7. The
Opportunity
is Huge!

8. Question:
Do you currently work online leads?

9. The Reality

10. 79% of online leads
never turn into sales

11. Conver'ng Leads into Life
Long Clients

12. We have a much
bigger problem!

14. 3 Simple Strategies to
Avoid Being a Lead Loser

15. Strategy 1:
Speed of Response

16. Question:
How quickly should you respond
to an online lead?

17. 78% of consumers upon ini'al contact
with an agent expect a response within
30 minutes.
94% within an hour.
Source: 2014 CAR Home Buyer Survey

18. Strategy 2:
Number of AXempts

19. Question
How many 9mes should you try
to contact an online lead?

20. 40% of online leads only get
contacted once

21. Source: Boomtown

22. AXempt One: Within 5 Minutes
“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your
inquiry on 123 Main Street.
I’m calling because of the request for more informaCon you made on my
website.
You can call or text me at 555-555-5555. If I don’t hear from you I’ll give
you a call back in a couple of hours.”

23. Call or Text?
Q: What was your preferred method of communica9ng with your agent?
Q. How did your agent actually communicate with you?
Source: 2014 CAR Home Buyer Survey

24. AXempt Two: 2-4 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your
inquiry on 123 Main Street.
I’m calling because of the request for more informaCon you made on
my website. As you are likely aware proper=es are selling quickly in
today’s market so I want to make sure you get the addi=onal
informa=on you were looking for on this home.
You can call or text me at 555-555-5555.”

25. AXempt Three: 4-8 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. You recently
requested more informaCon on a property through my website.
I have some important updates that I think you’ll be interested in.
You can call or text me at 555-555-5555.”

26. AXempt Four: 8-12 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your
inquiry on 123 Main Street. I’m calling because of the request for more
informaCon you made on my website.
I’d be happy to answer any ques=ons you have and assist you with your
real estate needs.
You can call or text me at 555-555-5555.”

27. AXempt Five: 12-18 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. I’m sorry we
haven’t been able to connect but I did want to make sure I responded
to your inquiry.
It’s important to me to respond to all inquiries about real estate that
are directed to me. I hope your real estate search is going well and
would be happy to help.
You can call or text me at 555-555-5555.”

28. AXempt Six: 18-24 Hours Later
“Hi, this is Wendy Forsythe with Carrington Real Estate. I’ve tried
several Cmes to connect with you in response to the inquiry you made
on my website.
If you are sCll looking for informaCon please let me know and I’d be
happy to help.
Unless I hear from you this will be the last =me I follow up but please
call or text me at 555-555-5555 any=me if your need assistance.”

29. 1…2…3…4…5…6!

30. Strategy 3:
E-Alerts

31. A lead is 2.5 'mes more likely to directly contact
you when you set them up on an e-Alert!
And on average, prospects with e-Alerts return to your
website 15 'mes more than leads without e-
Alerts!
Source: Boomtown

32. Developing the proper
lead nurturing habits is cri'cal to
success.

34. 1. Be Fast- Speed
2. Be Persistent- AXempts
3. Stay in Touch- E-Alerts

35. Wendy Forsythe
EVP/Head of Global Opera9ons
Carrington Real Estate Services
Wendy.Forsythe@CarringtonRES.com
Want the scripts?
TwiGer, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe