How To Convert Leads At 3% With Systems & Accountability
In our latest Team Building Hangout you'll learn how to generate and convert real estate leads at 3% consistently with great systems and accountability.
Here are your 3 key takeaways:
1. How to put every lead into a 3-category system with automated and agent follow-up so you get 3% conversion across every type of lead 2. Why you should allow your agents no more than 30 new leads per month and a total of 100 in their CRM 3. How to train agents and hold them accountable to follow your best practices for lead follow-up
Resources & Links:
Expansion- Learn how you can partner with Elite Real Estate Systems - build your career, start your own satellite team and remove yourself from actively working with clients - all without leaving your current broker.
Team Building Workshop – Spend the day observing these systems in person, including board meetings, Monday Team Meeting, agent one-on-one meetings. Also includes hours of private consulting to create your own custom roadmap to build and exit your real estate team.
Tools & Services – See all the tools, professional services and companies Jeff uses and recommends to help build your real estate team.
Here are the show notes with timestamps so you can jump to the sections that interest you most:
[3:10] Why tracking our leads from start to close has been so critical for our team, even to the point of tracking how many homes we have to show before an offer is made for every lead source [5:09] Why you should invest in 10 different lead “vehicles” then eliminate the lowest-performing 3 and introduce 3 new sources, plus why you should give each lead source a 12-month timeframe before expecting enough data to make a decision [6:15] Why I’ve eliminated some lead sources even though we’re getting a positive ROI [9:00] Our lead sources and monthly lead generation spend [9:52] Our lead conversion process - why it starts with communication from the agent exclusively during the first 24-hours - how leads are assigned to agents by rotation [10:45] Why we allow agents no more than about 30 new leads a month in order to maximize conversion ratios - protocol for rapid response to internet leads - voicemails or no voicemails [12:15] How leads are assigned to the following categories: Hot, Nurture and Watch, each with its own e-alert and automatic email/text drip campaign [14:00] Phone follow-up systems for each category and how we use one-on-one meetings to hold agents accountable to follow these follow-up systems [16:00] The role of lead-scrubber on our team and why we don’t use calling assistants for initial contact with leads as other teams have tried [19:00] How accountability and continual training is part of the recruiting process for new agents so they come in with the right expectations - resulting in our average agent selling about 30 homes/yr, 3x the national average [20:45] Why the biggest struggle for a team leader probably isn’t with internet leads - where you control the process - it’s getting agents to generate their own business from sphere and prospecting [21:15] Why we put every lead, no matter the source, through the same follow-up categories and systems, including leads from agent sphere and personal prospecting efforts [24:00] Commission splits on our team for internet leads, sphere deals, buyer and seller leads provided by the team - why we allow any closed clients to become part of our agent’s personal sphere no matter the original lead source [26:00] The 3 pillars of any great real estate business - why we set up the incentives for our agents to build their own business around those 3 pillars rather than relying on internet leads [29:30] A drop dead simple way to start tracking leads and holding agents accountable to improve your lead conversion