Joshua Smith last year 320 closings $51 million WHY 4 It 4 Items - - PowerPoint PPT Presentation

3 Free Lead Generation Methods and… How To Convert Leads Into Appointments

Joshua Smith

last year

320 closings $51 million

WHY

4 It 4 Items ems We e Will ill Di Disc scuss uss To Today day

• #1 How to get “Now” business from visiting “New

Builds” that will cost you $0.

• How to get appointments with Expired Listings

without spending a penny.

• How to get “Now” business from FSBO’s and

eventually get the listing as well.

• Proper Lead Follow Up (Leads are irrelevant

without the proper plan).

IMPORTANT QUICK STATS

• 66% of Home Buyers Go With The First Realtor They Meet With In

Person.

• 72% of Home Sellers Today Are Going With The First Realtor They

Meet With.

• The average Realtor follows up 3 times with a lead. The average

communication happens on the 15th contact. *It is a face to face, relationship business! You must get face to face!

Obtaining Now Free Business From New Builds

• Step 1: Identify New Build Communities to visit and visit

during high traffic times.

• Step 2: Put on your “Name Badge” and grab a stack of

business cards.

• Step 3: Personally visit the New Home Sites.
• Step 4: Meet & Find Clients.

Getting Appointments With Expired Listings

• Step 1: Pull Your Lists (yesterday, 90 days, 6 months)
• Step 2: Call. Your script: “Hi my name is ___________ with

ABC Realty, first I want you to know I am not hear to beat you up over getting your listing, I know you are being bombarded right now by other Realtors begging for your business and that is not my reason for the call today. What I have personally found, is the best way to build my business and better my services is to survey Home Owners like yourself that had their home listed and did not sell

ExpirEd cont……

And get your personal input on why you feel your home did not sell along with get some feedback on the things you felt your Realtor did a good job at and areas you felt they did not do a good job at? Let Them Talk & Vent….. Most will be unhappy…. Your Response… “I am truly to sorry about your experience, it is truly unfortunate that you had to go through all of that. When selling and buying a home, it should be an exciting time

ExpirEd cont……

and again I apologize to hear about that! I want you to know that I take my Clients and my Career extremely seriously, I treat it as an honor to represent my Clients in selling and purchasing the largest Assets they will own in their life. I have sold thousands of homes in my career (you can just say you have sold a lot), and with selling more than 1 home every single day, I have 100% learned what is effective and what is not. I have an extremely detailed game plan from the second you decide I am the Realtor for you to the second your home sells…..

ExpirEd cont….

The areas your previous Realtor fell short on (I will list those off), I have specific plans and guarantees in my marketing plan of action to ensure that does not happen. I would love the opportunity to come by your Home for a tour as well as to show you my exact marketing plan of action to expose your home to the most amount of buyers and get you a top dollar offer. We have a very strict “Absolutely no pressure policy” within our company, the sole purpose of the meeting is to provide you with all the information you need to make the best decision for yourself and for your family. Again there is no hassle, obligation or pressure. If you decide now is not the time to sell or decide I am not the Realtor for you that is 100% OK, the sole purpose of the meeting is to provide you with all of the information needed

ExpirEd cont…..

Needed to make the best decision for your self and for your family. I have tomorrow at 5pm available, does that work for you?”

• ALWAYS ask for the appointment!

For Sale By Owners

• GIVE, GIVE, GIVE, GIVE, GIVE!!!!!!!!!
• Identify the FSBO via Craigslist, Zillow, Newspapers, D-By, etc…
• Make the phone call!
• Offer a FREE Mega Open House Event
• Give them a FREE CMA
• Give them a FREE Blank Purchase Contract
• Give them a FREE How To Prep Your House For Sale To Get Top Dollar
• Give them a Free Sign In Guest Registry
• Perform FREE Mega Open House Events (2 weekends minimum in a row).

Proper Lead Follow Up

• If I gave you 50 leads right now…….

Where would you put them? How often would you follow up? What would you say?

WHERE TO PUT THEM

• Get a CRM, make sure it has a good tasking system and a

good note system.

• I currently use Real Pro Systems however there are a lot of

good inexpensive ones out there (WiseAgent, Top Producer, etc…)

• Every lead, every time goes into your CRM the second you

get it, make detailed notes and task yourself for the next follow up.

• Your mind will fail you do not trust it! Trust in your systems!

How Often To Follow Up

• “Fortune Is In The Follow Up”
• If a phone call, answer your phone… if an

internet lead, respond within 5 minutes, then every day for 5 days straight (5 contacts in the first 5 days), then twice per week every week for the life of the lead…..

• What do I send?
• What do I say?
• How long do I keep

someone in my system as a lead?

• “WhErE your focus is, is WhErE you

Will Wind up”!

• Keep your focus on the

appointment In Order To Do that you must make a connection!

Q&A with… Joshua Smith

Host: Mike Cerrone

Agent Lead Generation Summit RECORDINGS

• 17 top agents answer: “What is your #1 BEST lead generation method…in today’s market?”
• 17 videos (lifetime access), 17 audios (downloadable MP3s), 17 slides (downloadable PDFs)
• 4 fast action bonus videos:
• Business planning & knowing your numbers. It’s not what you make -it’s what you keep. How to get & stay profitable.
• Multi transactional clients. How to do more transactions with less clients.
• How to value and sell your real estate practice. It might be worth more than you think.
• How to increase your lead conversion by up to 400%.
• Lifetime access to the video replay of THIS webinar for review…

Only $197 today …

…click the link below to buy and gain immediate access…

Joshua@JoshuaSmithKeepingItReal.com