This document outlines an agenda and instructions for a seller lead conversion plan in two parts. It discusses following up with seller leads within 7 days using phone calls, emails, and property reports. It also recommends setting up an ongoing 12-week email and call campaign to convert leads into appointments or referrals. The plan advises customizing quick text templates, phone scripts, and email messages. Agents are instructed to label and sort leads by priority and stop campaigns when prospects become responsive in order to focus on securing an appointment.

1. Workshop: Seller Lead Conversion Plan
Part 2
Host: Courtney Parham
Trainer

2. Agenda for Part 2: Seller Lead Conversion Plan
 One Time Account Set-up
− Quick Text Templates
− Customize and Start Seller Lead Conversion
Campaign
 New Lead Follow-up Tips
− Using Quick Text
− Property Market Evaluations vs. Seller’s
Market Reports
− Adding contacts to campaigns
− Setting up Listing Alerts for Sellers
− Label and sort your leads by priority

3. Why do the Seller Lead Conversion Plan?

4. What Do We Know About Sellers?
Sellers spend 2.7 months “actively researching” before listing their home
66% of sellers only interview 1 agent
before selecting who they work with
What’s the Most Important Factor in
Selecting an Agent?
35% Reputation
18% Honesty & Trustworthiness
15% Friend or Family

5. Seller Lead Conversion Plan
Agent
Responds and
Stops Their
Search
Agent Starts
lead
conversion
Process
Lead
converted to
appointment,
referral, or drip
Website
Captures
Lead

6. The Plan to Get a Response
In a nutshell…
Phase 1: 7 Day Plan of Attack for Sellers
High-touch, hands-on follow-up immediately after you get a new lead
Phase 2: 12 Week Campaign
Customize the email and phone scripts. They are set and forget thereafter!

7. Did you do your
homework?
(customize your Seller Lead Conversion scripts)

8. What do you need to get started?
 Download the Seller Lead Conversion Plan
− Phone Scripts
− Email Scripts
 Market Leader Pro or Suite
Visit learn.marketleader.com
to download the plan

9. Account Set-up
Quick Text Templates
Customize and Start Seller Lead Conversion Campaign

10. 7 Day Plan of Attack for Seller Leads
 Day 1
− Pre-CMA email
− Send/deliver a property report
− Add to the Seller Lead Conversion campaign to prompt the following
activities and emails
 Day 3
− Call, mail a note, and email neighborhood listings in their
neighborhood
 Day 5
− Check and see if they came back to your website
− Email them a link to Market Insider based on their zip code
 Day 7
− Call and leave a message if there is no answer
− Add lead to receive a listing alert (weekly)
− Add lead to Market Insider newsletter for their zip code

11. New Lead Follow-up
Using Quick Text
Property Market Evaluations vs. Seller’s Market Reports
Adding contacts to campaigns
Setting up Listing Alerts for Sellers
Label and sort your leads by priority

12. What is the Best?
Property Market Evaluation
• Pros
– One page printing
– Easily saved to email/print later
– Customization
Seller’s Market Report
• Pros
– Auto-generated active/sold
properties

13. When Prospects Reply…
 Customize your approach to the prospect
 Stop the Seller Lead Conversion Campaign
 Leverage your best practices to win an appointment!

14. Homework
 Put the Seller Lead Conversion Plan into
action!
 Create quick text templates
 Customize and start your Seller Lead
Conversion Campaign
 Try out the Property Market Evaluation
flyers
 Register for next week’s Power Hour

15. Thank you for attending:
Seller Lead Conversion Part 2
Want More?
 Class Notes: Fill out post-class survey
 Customer Support: 1-877-450-0088
 Visit Learn.MarketLeader.com:
− Live Daily Agent Fundamentals
− Power Hour Recordings & Handouts
− Short Tutorials and more!