Converting Leads into Life Long Clients - Wendy Forsythe
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Converting Leads into Life Long Clients - Wendy Forsythe, session from Connect on the Road Miami - November 30, 2016
Converting Leads into Life Long Clients - Wendy Forsythe
- 1. Conver'ng Leads into Life Long Clients Wendy Forsythe EVP/Head of Global Opera9ons, Carrington Real Estate Services Wendy.Forsythe@CarringtonRES.com TwiGer, Instagram, Snapchat: brandwendy | Facebook: brandwendy1 | LinkdedIn: wendyforsythe
- 2. Having a digital strategy is one of the most important elements of success in today’s online world.
- 4. On average home buyers are spending 5 months considering the purchase, inves'ga'ng homes and neighborhoods before contac'ng an agent. Source: 2014 CAR Home Buyer Survey
- 5. 91% of buyers used a mobile device in the home buying process. Source: 2014 CAR Home Buyer Survey
- 6. Most Used Lead Sources for Agents/Brokers Facebook 70% Zillow 65% Trulia 48% Realtor 41% Other 28% Boomtown 8% Google PPC 8% Source: Tom Ferry 2016
- 9. The Reality
- 10. 79% of online leads never turn into sales
- 11. Conver'ng Leads into Life Long Clients
- 12. We have a much bigger problem!
- 15. Strategy 1: Speed of Response
- 17. 78% of consumers upon ini'al contact with an agent expect a response within 30 minutes. 94% within an hour. Source: 2014 CAR Home Buyer Survey
- 18. Strategy 2: Number of AXempts
- 21. Source: Boomtown
- 22. AXempt One: Within 5 Minutes “Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street. I’m calling because of the request for more informaCon you made on my website. You can call or text me at 555-555-5555. If I don’t hear from you I’ll give you a call back in a couple of hours.”
- 23. Call or Text? Q: What was your preferred method of communica9ng with your agent? Q. How did your agent actually communicate with you? Source: 2014 CAR Home Buyer Survey
- 24. AXempt Two: 2-4 Hours Later “Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street. I’m calling because of the request for more informaCon you made on my website. As you are likely aware proper=es are selling quickly in today’s market so I want to make sure you get the addi=onal informa=on you were looking for on this home. You can call or text me at 555-555-5555.”
- 25. AXempt Three: 4-8 Hours Later “Hi, this is Wendy Forsythe with Carrington Real Estate. You recently requested more informaCon on a property through my website. I have some important updates that I think you’ll be interested in. You can call or text me at 555-555-5555.”
- 26. AXempt Four: 8-12 Hours Later “Hi, this is Wendy Forsythe with Carrington Real Estate. Thanks for your inquiry on 123 Main Street. I’m calling because of the request for more informaCon you made on my website. I’d be happy to answer any ques=ons you have and assist you with your real estate needs. You can call or text me at 555-555-5555.”
- 27. AXempt Five: 12-18 Hours Later “Hi, this is Wendy Forsythe with Carrington Real Estate. I’m sorry we haven’t been able to connect but I did want to make sure I responded to your inquiry. It’s important to me to respond to all inquiries about real estate that are directed to me. I hope your real estate search is going well and would be happy to help. You can call or text me at 555-555-5555.”
- 28. AXempt Six: 18-24 Hours Later “Hi, this is Wendy Forsythe with Carrington Real Estate. I’ve tried several Cmes to connect with you in response to the inquiry you made on my website. If you are sCll looking for informaCon please let me know and I’d be happy to help. Unless I hear from you this will be the last =me I follow up but please call or text me at 555-555-5555 any=me if your need assistance.”
- 29. 1…2…3…4…5…6!
- 31. A lead is 2.5 'mes more likely to directly contact you when you set them up on an e-Alert! And on average, prospects with e-Alerts return to your website 15 'mes more than leads without e- Alerts! Source: Boomtown
- 32. Developing the proper lead nurturing habits is cri'cal to success.
- 34. 1. Be Fast- Speed 2. Be Persistent- AXempts 3. Stay in Touch- E-Alerts