"Follow up until they buy or die?"
This is going to make uncomfortable..
leave now or run the risk of being exposed.. . .
A lot of agents have fallen into believing that this could be a good path to take their business into.. .
May I interject that the dying part. .. might just be talking about you!
The reason?
We are chasing the wrong leads. .
Wrong Leads = No Money
No Money > Your Business Dies
Your business dies while following the wrong leads.
Unfortunately,
Most real estate agents are committing this mistake every single day
They chase non-productive leads ,
wasting their valuable time and money...
while diluting their services
because they are not really sure if
their leads are real or not
We really have to stop chasing less and start attracting more. .
i.e
Joe Blow goes to the Internet curiously to see pictures of his boss house,
he just found out it is for sale from his co-workers..
and the interior pictures are everywhere on the Internet
Suddenly
Joe Blow is now considered a lead?. . . attracting dozens of agents attention
"Are you ready to buy? "
"Are you pre-qualified?"
"Come to my office.."
"There are more houses to see...sign up here"
"Do you have to sell?"
"When?"
Let me break it gently for you!
Joe Blow does not want to buy a house....
he was just curious about his boss house
This pattern is repeated millions of times with thousands of Realtors calling and calling...
A person looking for decorating ideas..suddenly becomes a lead?
A 17-year-old high school dropout who is dreamingly looking @ million dollar homes ....suddenly becomes a lead?
A curious neighbor looking for dirt on a neighbor's house that just came out for sale ...suddenly becomes a lead
and on and on...
Hello Mcfly! - Anybody home?
"Follow up until they buy or die?"
In this case, your business is dying first!
No wonder our conversion rates are the worst of all other industries..
Worse yet..
Now agents are getting even weirder and desperate...
They are not even waiting for the Joe Blows to be curious about house interiors anymore..
They are aggressively pursuing them by cold calling them...
DIALING 10 AT A TIME!
These (PERCEIVED LEADS) are not even sure they want any part of real estate...
Somehow, someone stamped a "LEAD" tag on their foreheads
and now. .
magically they are part of a game..
A hamster wheel game of chasing that never stops...
Wasting time, wasting money and most importantly wasting real estate careers pursuing the wrong things instead of building their business with the right things
"Oh man..., I just dialed 200 people, got 150 no answers, 35 wrong numbers, 14 children and one appointment with a potential seller that may sell in 2020"
~James the Realtor 1950-2005 RIP
"I can't wait to do this tomorrow again!"
~Jane The Crazy Realtor - Bankrupt and owes $$$ to the IRS
"Follow up until they buy or die?"
The best advice I ever heard is...
~You don't have a business if you don't have a system
~You don't have a business if you don't have a system that produces leads
~You don't have a business if you don't have a system that produces leads and you know exactly how much each lead costs
Instead of chasing a bottomless pit of dead-end leads in the zombie world of "lead generation"
You should be perfecting your system to find the right formula
Analysing how much you spend to advertise and the results you get...
and finding how much you earn on each dollar invested
Your business is a machine that is built over time -
Do you want instant success? then buy a lottery ticket!
This is the reason why I bring this to your attention...
We are stepping to another level attracting leads as 2018 comes..
Our systems are designed to assist buyers by qualifying themselves while giving them the power to choose how and when they want to buy..
This will help us..
not to make the same mistakes that most real estate agents are committing every single day
To chase non-buying leads while wasting valuable time and money that they donlt have.
A quick way to dilute your services is to seek new leads while...
ignoring the "REAL" leads on your database begging for attention.
just because you only live for instant gratification
Are you willing to gamble your time over and over again to find out....
which is Joe Blow?
and which is Joe "The Buyer"
While your business suffers from digestive lead failure?
May I suggest a different method?
a method that attracts new leads automatically while you pay attention to your database, your book of business...your golden ticket to "real" success
A method that chooses POSITIONING vs PROSPECTING
We've created systems with funnels
and in the simplest form --- we are asking the lead..
Are you a real buyer or not?
The ones that don't respond, we just leave them alone. We do not go out of our way to find their address, their emails, their phone numbers their work numbers, and their sister's numbers...you know, the real truth is that ...we just simply leave them alone...
But,
The ones that respond to be real..
then
We give them the world and much more..
We will nurture them
We will be devoted to them
We will give them attention
We will listen
We will care
We will invest money and time on them with brochures, guides, gifts, personal notes and lunch invitations
Why not?
If they have indicated they want to buy..
Our focus should be just on that person....
and not wasting time and money on 99 other Joe Blows out there.
Let your competition do that...after all, they need something to do with their time...(while they are not selling)
So, our game has been elevated for 2018
We will nurture our existing database.. better yet, we will appreciate them and then nurture them
We will ask buyers to qualify themselves as real buyers. .
and my agents and I will give them the attention they truly deserve
How to do this?
We are using funnels, to be more specific, we are using one funnel for each need to make our leads feel special.
This is a sample of some of our funnels
So instead of calling to find buyers,
we put ads using postcards, Facebook, Google, Instagram or Youtube
and our traffic directs themselves to the right areas....
from there, they are captured by different forms or in some cases ...they may just call us directly ...
The Joe Blows do not sign up..and they don't call
The Joe Buyers most likely will,
because they perceive a higher quality of service from us ...
when we are addressing their specific needs and wants.
3 Things we will do in 2018:
#1 We'll invest money in ads
To measure the response
and
we will rinse...
and repeat ... what works!
#2 We'll invest our time creating funnels
We find a need and we create a funnel
The ones that work, become our future ads.
#3 We'll invest time blogging
To create traffic organically
to showcase our services
If you would like to know the best and most affordable place to obtain real estate template funnels that you can edit and change to fit your style of services..
Let me know in a comment below and I will send you that information..
Or you can email me at Fernando@ReallyNiceHomes.com
Same Funnel Samples:
How Much It Costs To Sell My Home?
Repairs I Need To Do Before Selling My House
Now you get the idea...
Good luck
Come join our Facebook group: Lead Attraction Ideas for Real Estate Agents for more funnel ideas HERE
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