LEAD TECHNIQUES THAT WORK

Instructor: Patti Sampson

AZ Excellence Team – West USA Realty

602-818-1667

Patti SampsonTeam Leader

AZ Excellence TeamKierland Office

Experience:

• Associate Broker

• 17 year legal background

• Extensive residential sales experience

• Formerly Owned/Operated own Brokerage

• West USA Director of Sales –Large Team Management

• Team Leader – Internet Lead Conversion

• Hundreds of Internet Lead Real Estate Transactions

• Certified Instructor – Real Estate

• Sales Training, Management and Consultant

LEARN ABOUT LEAD/TEAM OPPORTUNITIES AND CONSULTING SERVICES

WWW.AZEXCELLENCETEAM.COM/FOR-AGENTS

602-818-1667

TODAY’S AGENDA

• Get your Website Ready

• Determining your Niche

• Increasing your Online Visibility

• Your Exposure and Leads on Zillow, Trulia and Realtor.com

• Paid Lead Sources

• A MUST – CRM Tool for Lead Management and Auto Marketing

• Create your Own Leads – It’s Easier and CHEAPER than you think

• Lead Conversion Steps

• How We are Doing It! Insight to My Secrets!

NOT ALL WEBSITES ARE THE SAMEYES, YOU NEED ONE!

• Your Site must BRAND YOU! Not your Brokerage *

• Website Must Capture Names and Contact Info!

• Pop-Ups Contact Forms

• Downloadable offers – such as Guides or Giveaways

• Chat Boxes

• Home Search (IDX) to save homes and favorite searches

• NEW - Home Valuation Tool – Capture home addresses of interested sellers

• Can you add/create your Own Content & Blogs and Upload Videos?

• Ability to Focus on your Niche – A MUST!

• Either entire site focuses on Niche and/or a Page for each Niche

* IN AZ: The employing broker’s name must be visible on the front page of the website and each subsequent page of the website, without the necessity of scrolling down, regardless of the screen size of the computer.

WHY A NICHE?DO! Research to Find your Niche

• Pinpoint your passion

• Analyze local demographics

• Zero in on a defined geographic area (keep it small)

• A Focus on Property Types – ie: 3 Bedroom Condos in Scottsdale

• Look right in front of you – Work where you live?

• Tap into your existing networks

• Niche Landing Page on your Website

• Become an online resource AND expert!

Ways to Increase Your Online Visibility

• Include as many photos as you can on MLS – Get Higher up on Trulia & Zillow

• Answer Consumer Questions on Zillow and Trulia

• Free Adds on Craigslist

• Start Blogging! Website – Google - ActiveRain.com

• Have a Website with an IDX (aka – Search Homes Tool)

• Social Media – Facebook, Instagram, Twitter, Google Hangouts, Periscope, LinkedIn, Pinterest

• Pay Per Clicks –Yes it works

GET FOUND ON GOOGLE

• Leverage YELP – Solicit Feedback from clients

• Include your Business on Google Places

IMPORTANCE OF VIDEOVIDEO – Google YouTube

• IT’S FREE!

• Google owns YouTube – post on YouTube and place link to your website

• Video neighborhoods, things to do in the area, steps to buying in AZ

• Be casual – no need to make it professional

• Keep it short – less than 2 minutes

• Plant a Video into Email for Quick Viewing – CRM systems, such as LionDesk will notify you when link is clicked

• Post Live and Recorded videos on Facebook

DEMO: WHITE BOARD VIDEOCreated by Fiverr.com for $40

SHOULD YOU OR SHOULDN’T YOU? BUY LEADS FROM….

IF YOU CAN’T BEAT THEM…JOIN ‘EM

MAKE THE BEST OUT OF IT!

SOLICIT GREAT CLIENT FEEDBACK WHEN YOU CAN

ADJUST THE PHOTOS TOO!

SOLICIT GREAT CLIENT FEEDBACK WHEN YOU CAN

Your Enhanced Realtor.com Listing

OTHER PAID ONLINE LEAD SOURCES(Set Up and Monthly Fees Vary)

Homegain.com

Kunversion

Boomtown

REDFIN

Commisions.com

Zurple.com

AgentJet.com

Real Geeks.com

Market Leader

RealEstatePipeline.com

Corelogic (for listings)

Trigger Leads

Free: Search MLS for rentals that closed 9-10 mos. ago

CONTACT PATTI TO LEARN MORE – patti @westusa.com

ONLINE MARKETING SOFTWAREVideo Emailing via BombBomb.com and Eyejot

Fivrr.com – Marketing, blogging, SEO, Social media, Logos, and so much more!

Flex MLS – Automate your listing notifications and set up pre-saved email templates and portals

CONTACT MANAGEMENT Software: ProspectConverterCRM or LionDesk – Database management with built-in drip mail to convert your leads to sales

Tagkeys.com – Save/retype your favorite prewritten text

Lead Producing with Blog Content Websites – iFoundAgent

Your Mobile App - http://app.westusa.com/WUSAWK/

Live Human Chat Boxes for your Website – Chatty Agent, Bold Chat

LeadPages – Opt-in Landing Pages to Capture Leads

Circle Pix account –Free as a WUSA Agent – Listing and Video Pages

Promoting your Website (and Mobile App)• Pay Per Clicks – paid ads to show up on search engines ads

• Free Craigslist Ads – “Homes for sale in Scottsdale”

• Blogging on Third Party Sites

• Sending a link to your site in your signature line of your emails

• On your business card

• At Open Houses – text it your Mobile App (now you have their Phone #)

• NOTE: Upgrade your Mobile App with Nick W. at Corporate

• All Marketing/Farming Material

• SOCIAL MEDIA – Get on board now before it’s too late!!!

• In header of your MLS listings you send! Create active links using Business card.

• http://distil.flexmls.com/cgi-bin/mainmenu.cgi?cmd=url+other/createlink/link_receiver.html&no_html_header=true&i=rlnfz83tt36,12

OPT-IN LINKS ON YOUR WEBSITESAND IN EMAILS

BUSINESS CARD WITHIN FLEX MLS

OPT-IN LANDING PAGESCreated at LeadPages.com

GET A CRM TOOL! A MUST!!!!CONTACT RELATIONSHIP MANAGEMENT

Tracks Leads, Manages your Business and Auto Markets

• ProspectConverter – Free with your ARMLS dues

• LionDesk – Email and Texting Drip Campaigns – $25/month

Enjoyed this class? Please use http://www.liondesk.com/#_a_890

• InfusionSoft

• iContact

• Top Producer, and many, many more

IS ONLINE BUSINESS FOR YOU?

A FEW INTERESTING FACTS:

Over 93% of people start their home search on the

internet

According to NAR, 48% of agents do not respond to

real estate internet inquiries. The remaining

agents take up to two days to respond!

Studies show that consumers overwhelmingly use the agent who responds

first

Average agents closes .5-1% of their Internet Leads –

Better than average 3-5%

SPEED OF CALL TO CONTACTPer National Law Review- March 2016

SIMPLE FIVE STEP PROCESS

to INTERNET LEAD SUCCESS

1. PHONE

2. EMAIL

3. HOME LISTINGS -AUTOMATIC

4. ENGAGING DRIP CAMPAIGN

5. RESPOND QUICK & FOLLOW-UP

TRIED AND TRUE - BE CONSISTENT!!!

GET PROPER TRAINING – GET SUCCESS!!!

PATTI’S SECRET WEAPON

HIGH LEVEL LEAD PRODUCING IDX WEBSITE

I OWN IT!! I get the “Google Juice”

My site goes where I go -

My Prospects return to site automatically every day

BUILT IN PROPERTY SEARCH (IDX)WITH COOL MAPPING FEATURES

DEMO: Blog and Auto Post to Social Media

ON SIGHT – BLOGGING & CONTENT

Content Increases SEO (Search Engine Optimization)

aka Our Site Can Be Found!

RAN SEARCH “SCOTTSDALE HOMES”

GOOGLE BLOGGER AUTO POSTED FROM MY SITE WHEN I POSTED IT ONCE

THIS IS PAGE ONE OF GOOGLE FOR THIS SEARCH ON MY COMPUTER

DEMO: AUTOMATICALLY EMAIL MY BLOGS ANDPROPERTY LISTINGS DAILY

(Brings Prospects back to Your Website = SEO BOOST)

AUTO DRIP EMAIL AND TEXT CAMPAIGNSWith LionDesk

DEMO: Home Value Tool for Instant Valuation

Quick and Easy Listing Leads

CHECK OUT OUR EMAIL INBOX!

WELCOME DALE STOUFFEROWNER AND DEVELOPER

Local Arizona Company

OwnersFormer SEO Marketing for Mortgage, Title and Real

Estate Agent

BECAUSE YOU CAME TO CLASS TODAY!

Pay This

Get This!

EXTRA BONUS!

ORDER TODAY AND GET TWOFREE MONTHS OF HOSTING

Regularly $89/month

LEARN MORE ABOUT TEAM AND LEAD OPPORTUNITIES WITH

AZ EXCELLENCE TEAM AT WEST USA REALTY

AND

“YOUR ONLINE BUSINESS” CONSULTING

Contact Patti Sampson – 602-818-1667