Excuse Me, You Said What?
November 22, 2011
9:00AM – 10:00AM PST / 12:00PM – 1:00PM EST
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 when they call us based on one of our signs or when WE CALL THEM in the course of prospecting expired listings, cancelled listings or FSBOs?
You can generate thousands of leads per year, but if you can’t connect with your prospects and ask the right questions once you get them on the phone, you are literally giving your business away to other agents! Is it possible that such a short conversation can be the difference between us getting the business and someone else getting the business? You bet it's possible! It's not only possible, it's probable. That first conversation you have with a potential client will often make or break that relationship.
Join Ben Kinney as he walks through the phone scripts that have put his team on track to close 500 transactions this year. He’ll provide you with the specific phone scripts you need to be using when:
- Responding to web leads and sign calls
- Cold calling cancelled listings, expired listings, and FSBOs
- Working your sphere of prospects
This class will provide you with practical ideas that you can easily implement to boost your real estate lead conversion rate.
We all know that these are things we should be doing in our business. Who amongst us would dispute that we should be working our sphere of influence for business? Not many. But I guarantee there are people out there that think, "I never know what to say. I don't want my friends and people I know to feel like I'm just calling them up to ask for business". You need to get over it and Ben is going to show you how.
The webinar is being offered for free by ActiveRain and the Internet Marketing Specialist Designation. Seating is limited to the first 1,000 real estate agents. However, because only about 50% of the people that actually sign up for webinars ever attend, the registration is open to anyone. So to ensure you get a spot on the day of the webinar, you may want to connect 15 minutes early.