Featured Guest Tony Biele CENTURY 21 Action Plus Realty Jackson, - - PDF document

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Turn Leads into Listings

Featuring Tony Biele

Jenn Tervo Customer Success Trainer

The Plan for Today…

• A systematic approach to working with seller leads
• A different take on the Seller Lead Conversion campaign
• How you can maximize your time with reminders
• Questions

Meet Our Featured Guest

Tony Biele

CENTURY 21 Action Plus Realty Jackson, New Jersey

2 The Seller Lead Conversion Plan

In a nutshell…

Phase 1:

• 7 Day Plan of Attack for Sellers
• Initial high-touch, hands-on follow-up process

Phase 2:

• 12 Week Campaign
• Customized email & phone scripts

Where Can You Find it? Tony’s Method

• Customize email templates for Phase 2
• Copy conversion plan actions
• Paste into a single reminder
• Set the due-date for 1-2 days out
• Complete required action when due
• Delete line item and reset due date

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When they respond…

Campaign VS Reminder

• Add entire Seller Lead Conversion plan as a reminder
• When reminder is due:
• Complete the action
• Delete that line from the reminder
• Reset the date and save

WHY?

More personalization gets better results.

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Reminders

• Show up on dashboard when due
• Reminder will be tied to a specific contact
• View, edit, and save reminders on-the-go
• Three types of reminders:
• Phone Call
• Meeting
• Task

Phase 1

The First 7 Days

Day 1

• Send pre-CMA (Seller’s Home Valuation Request)
• Email a copy
• Direct mail a hard copy with hand-written note

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Day 3

• Call and leave message
• Confirm they received the pre-CMA
• Answer any questions

Day 4

• Add weekly seller listing alerts

Day 5

• Check to see their activity on the website
• Send email with Market Insider link
• Direct them to the Market Analysis tab
• Include links to relevant articles

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Day 7

• Send comparable listings in their area
• Add to Market Insider Newsletter
• Call again if no previous contact

All Packaged in One Reminder

Phase 2

Custom Email Series

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Weeks 1 – 3

• Email Week 1: Feedback on CMA
• Activity Week 2: Courtesy Call / Feedback
• Activity Week 3: Skip a week

Weeks 4 – 6

• Email Week 4: Check listing alert parameters
• Email Week 5: Lost number – Ask for phone number (then

call 5 days later and tell them you found it)

• Email Week 6: Establish that you are a real person and a

local expert

Weeks 7 – 9

• Activity Week 7: Phone call to discuss Market Conditions
• Activity Week 8: Skip a week or call & repeat week 7

(depending on level of recent contact)

• Email Week 9: Prompt them to think about preparing their

house for sale

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Weeks 10 – 12

• Activity Week 10: Skip a week
• Email Week 11: The importance of marketing a home VS.

listing a home

• Email (1) Week 12: Bait to generate response by faking an

article attachment

• Email (2) Week 12: Two days later, provide link to article on

the website

Week 13 – 14 (optional)

• Activity Week 13: Free Phone offer - $20 gift card to the 1st

50 people (they are the only one getting the offer)

• Email Week 14: Check in and provide your contact info

Phase 3

Add to campaign

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What Campaign to Choose?

• Long Term Seller
• Short Term Seller
• Thinking About Selling?
• Why Choose Me?

Bringing it All Together

• More customization can lead to better results
• Use the campaign OR reminders to convert your sellers

− Paste all of the actions for the plan into a single reminder − Complete required action when due − Delete line item and reset due date − When they respond, stop the plan and tailor your follow-up

• Find all of the content for the Seller Lead Conversion

Plan:

Learn.MarketLeader.com

• Search for “Seller Lead Conversion”
• See all of the content to put this plan into action!