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Excuse Me, You Said What? Learning Essential Scripts and Dialogues Webinar
Excuse Me, You Said What?November 22, 20119:00AM – 10:00AM PST / 12:00PM – 1:00PM EST
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Before we launched ActiveRain in 2006, we had a real estate company based in the Pacific Northwest. We generated almost 200 leads a day, at our peak, all throughout Western Washington. There was a marked difference in how some of our agents were able to convert these 'internet leads' into transactions. We had agents that closed less than 1% of the leads they touched. We had agents that closed over 8%.
I truly believe that one of the primary reasons for the vast difference in conversion rates was that first connection the agent made with the prospect on the phone. What do you actually say to someone when you get them on the phone after they have been on your site looking for real estate?
(as a side note, following up with the lead over a long period of time is the other primary reason for the difference but that's a whole different class......one that I hope to convince Ben to host in the near future)
But this isn't just about connecting with internet leads. What do we say to people on the phone ... more

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