Top 5 Successful Strategies To Convert Internet Leads

How do you overcome SILENCE from your leads?

From our Mastermind training series we offer effective scripts to get your calls and text messages answered. Learn how to automate your communication while giving your contacts individual attention.

1. Getting them on the phone.

Is speed to lead important?

It is absolutely the most important thing. I almost think it's even more important to pick up

the phone.

I mean, I want to get speed to lead to zero, and that means when they call you why don't they pick up -- You know, sales people sometimes tend to not to pick up their phone.

Of course, picking up the phone when your phone rings, it's harder these days with the robocallers. We're all conditioned to not answer because it's not real, but as real estate agents, as sales people, that are trying to generate inquiries from the web, we've got to pick up the phone. But speed to lead, so what's our rule of thumb in the office? How fast do we get back to the leads?

The goal is 60 seconds, and without question, within five minutes.

Yes. Here's our follow-up system when a lead comes through. You call them. If they don't answer the phone don't leave them a voicemail. Call them a second time in a row. If they don't answer the phone, don't leave them a voicemail. Shoot them a text message with first name question mark.

So,I get the lead-

Jeff? Jeff question mark is the text message.u - Okay, just Jeff.

Jeff.

And the question mark.

Question mark. Send that text message. Then the fourth contact point right then is this is Phil from EXP Realty. I got your email from our website saying you were looking at homes in Scottsdale, Arizona. Send. Then the next text message, third in a row, is now a good time to chat --

With like 15 seconds in between.

Is now a good time to chat question mark. And then you call.u - And they pick up the phone.

The pick up on that last call is gold, right?

We're like bang! That's our best strategy, right? You're talking speed to lead. Give it a shot. That's the best way to get them on the phone. 'Cause what it is is that it's up to like 70% of people now do not want to pick up their phone when it's ringing with a number that they do not know who it is because they're afraid of robocalls. Just like you don't want the robocalls. Nobody likes that, so that's why people are picking up the phone less. So when you call them the first time and then you double-double them by calling them a second time, they still may not know that it's you calling because they still may think it's a robocall. When you send that text message with their name, you got their attention, you identify that you're a realtor, and then you call back is why it works.

Yes, and if that still doesn't work, I leave a message on that last number. You just explain who you are again and how you got their information. But if that doesn't work, you develop a relationship with their voicemail box. And so you have a series of voicemails that are based around the concept of promise and deliver. What's the hardest objection for a salesperson to overcome in our industry?

Silence.

Silence is the hardest one for our agents to overcome.

I have to tell them what silence is. Silence is most people believe when they get an internet lead in and they call it and the person doesn't call them back that often that's a bad lead, but actually it's a good lead, you just haven't left them something valuable enough. And that doesn't mean necessarily, we'll get into what our things of value, but the reality is is sometimes you can call and call and call, and they just won't call you back, but that does not mean that the lead is bad if they've given you valid information meaning -- 'Cause a lot of times you get a valid phone number or a valid email and often not both. But that means that they don't want to be contacted, not that they're a bad lead.

2. Automation and Communication

So let's jump to number two which is automation and communication. What's the biggest thing that Sync helps us automate?

Listing emails.

Absolutely.

Yeah.

Build a search, send properties out. No question. It's kind of like insurance, right? It's not going to keep you from getting in accidents.

Yeah, it's not something that you can count in your follow-up, but it is something that you need to do every single time. It is like fire insurance. Every single lead that --

Or car insurance.

Comes through your system, you should set up on an email that sends them listings meaning homes for sale in the general area and the general price range. If they've sent you a home that they're interested in then base it on that information or just whatever the -- You gotta send them something. Don't send them nothing.

You got to send them something automatically. You gotta set it up so that those listing emails go out automatically because then some of the more manual pieces which we have mass manual communication pieces and that's the weekly updates that we send out on what's going on in the market or what's going on in this neighborhood or what's going on in our business.

To our entire database.

To your entire database of subscribed people whether they've opted in from text messages or they've opted in from emails. You've gotta leverage those mass communications that goes to everybody.

Right, so we send our new listings weekly out to them on a regular basis in addition to the listing emails that are going out, and then any weekly updates which would be like we do market videos that kind of thing. This is just additional communication from you that happens regularly because we always feel that we're contacting people too much. And the reality is that there's a lot of noise out there and that you have to be very, very persistent but you have to be hitting them with different things, right? It's a jab jab jab right hook I think.

3. Individual Love and Attention

So number three is individual love and attention. And this comes in two different groups, right? One, I mean using the technology that Sync provides we're going to do things that appear that we're giving individual love and attention even though we're using the system to talk to multiple people at once.

And then we're going to give them actual love and attention and be very specific. So why don't you start?

So, let's say that you're out looking at houses and the best one that you see, the 10 out 10 that you saw it was either a new listing or maybe it's your coming soon listing has specific parameters that you do a reverse search in Sync. So you look at the average price that your leads are looking in that area, and Sync comes back with a number of leads that are looking whether it's three or it's 30. You can now send a text message or an email to those people with the template where you put, "Hey, first name. I was out looking at homes today, and I saw that this one on Main Street, I thought of you. Are you available this weekend?" Or are you still looking? Or whatever's relevant because it gets repetitive, so you're not going to use the same closer every single time that you do this.

And that's how you can take advantage of one house hitting many people, right?

Yes, it appears to be individual love and attention but it's you communicating with a group all at once.

But the one that I'm talking about is the actual individual attention is when you are out previewing homes for a prospective buyer or even a prospective seller that you would take a seven to 15 second video clip and send it from your personal cell phone so they know that it's coming just from you. And hopefully because you've been texting them all along that they know that you're only talking to them. And that you can send texts good and bad, just updates that are love and attention that don't need a response. Meaning like, "Hey, check this out." And don't sweat it if they don't contact you back. Or, "Hey, I was looking at this one. This was the most awful house I saw today. What do you think?”

And when you're shooting those videos, make sure you include yourself in them because I've seen too many agents that just want to shoot the house and they don't take the opportunity to say hi to their clients in the film.

They want to look you in the eye. So look them in the eye.u - And don't worry, you're not going to like what you look like.

4. What To be Knowledgeable About

Number four is be knowledgeable. So I've been a realtor for about 17 years and I'm not talking about the sales contract 'cause in today's world that is now an expectation that is out there and being knowledgeable is not about that. What now the consumer wants you to be knowledgeable about is in regards to the value to them. As buyers are doing more searching online, they want you to bring to the table things that they couldn't find online, and that usually means that you're going to have to get out of your chair and drive around the neighborhood because you need to come up with addresses of potential sellers that are not on MLS. I'm going to give you four quick ways, right? So if you talk to agents that sit at open houses in the area, they're going to meet neighbors that have houses that want to sell but are not listed. Two, expires and cancels. Three, actually sit at a house open in the area and meet sellers to come up with people in the area that are thinking about starting to kick the tires and think about selling that can be an off-market property. Or even just simply drive the neighborhood looking for people painting their house, looking for , looking for posts, looking for dumpsters, all great signs of upcoming listings.

The coming soon listings.

The not on the market listings.

Well, I mean I always think of Zillow that's it but I'm looking for the ones that they can't see online and the only way that you can get them is by getting in your car, looking at the neighborhood streets, driving those streets and identifying and actually doing the work ahead of them that is the valuable information that you can then text the love and information that we just said number three that's how you can come up with the stuff so you can be one step ahead of them instead of one step behind 'cause that's how you win in today's internet world.

I think one other point to the knowledge is when you're in the discovery phase talking to the lead and they say that they're interested in a neighborhood. Let's call it Greyhawk, that's your opportunity to insert what you know about Greyhawk. Don't just say, "Oh yeah, that's a nice neighborhood." Talk about "Okay, cool, that's the one with 3,600 homes. You got 1,800 single family homes, 1,800 townhomes. Hayden splits it down the middle. We've got gated on one side. We've got non- gated on the other. Two different golf courses. Awesome, are you guys trying to be closer to the elementary school or are you looking more for golf course properties?" That's your opportunity to insert your area expertise when you're talking to these leads because that sets you apart when you know about the communities at that level.

So you dangle your neighborhood expertise while you're talking throughout the conversation to ingratiate yourself to the lead.

5. Sales Skills

Yeah, you know the crazy thing about this is the worse of a salesperson you are, the more knowledgeable you will have to be because the thing about great salespeople, it just seems like they can swim with the sharks and still come out with the leads. But the reality is is that you may need to work on your sales skills like one thing is that you're probably going to need to show up on time. It's kind of like online dating, right?

Okay.

It's like that first date. You've got to show up, you've got to be enthusiastic, you need to be optimistic, you need to have hope 'cause we're selling sunshine here, folks. If you can't get excited about it stand up when you're talking to them on the phone, but there really is. You got to be and show energy if you want to convert internet leads.

Enthusiasm goes a long way. Enthusiasm on the phone when you're talking to these people helps you get that appointment. And always, always, always when you get them on the phone you got to go for the appointment. If they're out of town, ask them the question, "Do you have plans to come to town?" If they're in town, ask them the question, "Are you typically available on nights or weekends? Are you typically available days or evenings to look at properties?" Go for the appointment.

Go for the appointment, right? Because we now need to work harder to get in front of the client when they are there so.

You put these five tips into practice, you guys are going to see your conversions go up.

That's the top five strategies to close more internet leads.

If you like it, if you want more, Jeff Sibbach, are you on Instagram?

I am on Instagram.

Follow us. Happy to engage, thank you for your time.

Follow us on Instagram @jeffsibbach @philsexton

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