Lead RouterLead Router

The LeadRouter ProjectThe LeadRouter Project• Major Goal: Capture and convert online leads faster

than ever before

• How:

– Captures leads from online sources

• cbgundaker.com

• Coldwell Banker.com

• Realtor.com

• Open House.com

– Routes them to the sales associate by cell phone

– Provides you with monitoring tools to update and incubate

leads using an “online” system

– Improves customer satisfaction, lead conversions and closed

transactions

Why LeadRouter?Why LeadRouter?

• E-Consumer Research:

– 15-minute patience level– For every email you

received, consumer has emailed 5 other brokerages (NAR)

– 88% Consumers stay with the FIRST agent who responds (NAR)

– 50% of e-buyers take 12-24 months actual incubation (NAR)

• Some industry numbers:

– Less then 50% of all internet leads are responded to at all

– Average time for an agent to respond to an internet lead is 54 hours!

– Agents too quickly mark leads as “dead” when they might simply require more “incubation time”.

How will LeadRouter help you?How will LeadRouter help you?

• Captures and routes your listing leads to you in seconds

• No extra wireless tools are needed – just your cell phone.

• Includes an easy-to-use online leads management tool

• It’s a Powerful Listing Tool: Sellers will be impressed

with the technology.

• Buyers will be impressed that you can respond so

quickly---often while they are still online!

The LeadRouter ProcessThe LeadRouter Process

Phase 1: Lead Distribution• Lead arrives online

• LeadRouter analyzes and routes to the sales associate

• Your phone rings

• You hear the lead, call the consumer from anywhere, capture the prospect

• LeadRouter logs the lead into your online account

What does the call sound like?What does the call sound like?• LeadRouter “speaks” over the phone• It reads the information to you, and repeats itself• You will hear:

– “If this is not voice mail, please press 1”

– Provides a PREVIEW of the Lead• Source, Area, Price, Referral Fee (if applicable)

– To ACCEPT lead, press 1 (decline press 2 or hang up!)

Once Accepted additional lead information provided:– Contact information of Consumer:

• Name, telephone number, email address• Any “contents” like price, property type, comments to

provide useful information you can use on your return call to the consumer

Lead Router NumberLead Router Number

877 – 735 - 3237

The LeadRouter ProcessThe LeadRouter Process

Phase 1: Lead Distribution

• Lead arrives online

• LeadRouter analyzes and routes

to sales associate

• Your phone rings

• You hear the lead, call the

consumer from anywhere,

capture the prospect

• LeadRouter logs the lead into

your online account

Phase 2: Accountability and Conversion

• LeadRouter requires periodic “updates” to your leads

– Updates take 30 secondsor less.

• Updating enables you to incubate leads over time

• Online system keeps everything organized. You can watch your client base grow

Three Kinds of Leads, Three Routing Three Kinds of Leads, Three Routing PathsPaths

Listing Leads• Sent to listing agent first.• Offered with a “claim time”

grace period of 15 minutes.• If unanswered, will be routed

to the e-Lead Center (ELC).• No Fee attached.

E-Team Leads(Experienced Associates meeting office e-team criteria)

• Scrubbed leads from general inquiries, buyers, sellers, not tied to a specific listing.

• Leads are routed and auto-matched to E-Team Members according to their skill profiles.

• E-Team leads are rapid fire: get call, answer, get lead; if not answered, moves on.

• Fee attached.

Direct to Agent Leads

• From your personal web efforts.

• Send directly to you.

• Offered by cell phone.

• If unanswered by phone, will be auto assigned to your account (not routed on)

• No Fee Attached.

Leads RecapLeads Recap• Where will leads “come from”?

– cbgundaker.com, coldwellbanker.com, realtor.com, Open House.com, email inquiries, agent pages, or your personal website(optional)

• What criteria will be used to assign leads?– Listing leads: always go to the listing agent first, then to

the e-Lead Center (ELC)

– General inquiries are captured by the ELC, then auto-routed to E-Team agents according to their skill profiles and eligibility (updating compliance)

• Will there be fees for the leads?– Leads to the E-Team from the e-Lead Center will have a fee attached– Listing Leads and Direct-to-Agent Leads will have no fee attached

Reporting Requirements/System Reporting Requirements/System ProtocolProtocol

LeadRouter’s Accountability tool: organize & manage your leads

For every lead you receive, you must update it “regularly”• Within 4 hours of accepting the lead• Within 7 days of the first update• Every 30 days thereafter, until it’s a transaction or it dies.

If you miss any updating requirements, you become “ineligible” for new E-Team leads until all existing leads are brought back into compliance with the company’s business rules (e-Team leads only.) Listing Agents always get first chance at your listing leads! Reminder email will be sent for every lead out of compliance!

Accountability: Agent Lead Follow-up Reporting Times

Let’s recap our company’s three different time periods:

The amount of time between acceptance of the lead and the first required update of the lead results.

The amount of time between acceptance of the lead and the second required update of lead status.

The amount of time between each subsequent update on the lead status.

First reporting interval:

4 hours

Second reporting interval:

7 days

Recurring interval:

30 days

Coldwell Banker Gundaker’s LeadRouter SystemReduced to Two Easy Steps

Step 1:

Answer Your Cell Phone,

Press “1” and “1”

Step 2.

Action

Comment

Update

LEADROUTER HELP DESK

1-800-753-1735

Coldwell Banker Gundaker

LeadRouter System

Keep “Sales Associate Guide” as

your “Operating Manual.”

Lead RouterLead Router