Excuse Me, You Said What? Learning Essential Scripts and Dialogues Webinar

Real Estate Technology with ActiveRain

You said what?Excuse Me, You Said What?
November 22, 2011
9:00AM – 10:00AM PST / 12:00PM – 1:00PM EST

Register Now

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.

Register for the 'Excuse me, you said what?' webinar

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.

Posted by


Keep Up In the Rain!
ActiveRain FacebookActiveRain TwitterActiveRain YouTubeActiveRain Google+ActiveRain LinkedIn



Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. ActiveRain University 11/14/2011 07:11 AM
  2. Shannon Coe 11/17/2011 01:37 AM

Spam prevention
Show All Comments
IMSD Designation
Internet Marketing Specialist Designation - Kirkland, WA

Hi, everyone.  Our intent is to record the call, but sometimes the technology doesn't cooperate so we recommend attending the live event if you're available.

Nov 15, 2011 03:18 AM #32
Terkel Sørensen
Real Estate Places - Temecula, CA
Realtor, 951.805.0773 , Bank owned and Short Sales

  sweet. And yes, signed up through imsd. 

Nov 15, 2011 03:22 AM #33
Debora Nichols
Residential Sales, Purchases, Investors, Vacation Homes - Phoenix, AZ
Realtor Anthem,Phoenix,Scottsdale,Glendale,Peoria

Just registered.  This is something I am sure we can all do better at.  Thanks

Nov 15, 2011 05:05 AM #35
Kate Akerly
Kaminsky Group - Manhattan Beach, CA
Manhattan Beach Residential Sales

I was impressed with the last Ben Kinney webinar I watched, so I will be there for this one too!

Nov 15, 2011 05:42 AM #36
Jane & Jeff Daley, PhD
Luxury Valley Homes Scottsdale - Scottsdale, AZ
Scottsdale Real Estate Arizona

We get between 100-200 leads per month but our conversion rate is only 3% of those that give us a good phone number so we can make an initial contact by voice. Our contacts by email are less so we look forward to hearing some better ideas.

Nov 15, 2011 07:24 AM #37
Malcolm Maughan
ReMax Parkside Affiliates - Olympia, WA

Normally I don't like webinars. (What can I tell you I'm old. ) With all this enthusiasm, I'm in.

I hope I can get to like these things. But what has happened to good old face to face contact.

Anyone seen "Surrogates" with Bruce Willis?

Nov 15, 2011 07:55 AM #38
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Regardless of your experience and skills, learning and improving is a life long journey. Looking forward to some new tips and solutions.

Nov 15, 2011 02:20 PM #39
Ruby Lee Sweeting
Darville Wong Associates Realty Bahamas
Your Bahamas Agent for Relocations & Second Homes

Registered. Thanks.

Nov 15, 2011 03:56 PM #40
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Active Rain.  I'm in!  Thanks for continuing to bring us such great webinars!

Nov 16, 2011 12:10 PM #41
Kim & Kristine Halverson
Compass - Santa Monica, CA
Sisters, Realtors

Thanks!  Always good to learn something new or different.  Kristine

Nov 16, 2011 04:10 PM #42
Ron T. Weems Jr.
Weems Property Group | KW North Sound - Bothell, WA
Managing the details one home at a time.

Just registerd. Can't wait to learn more about internet marketing.

Nov 21, 2011 06:00 AM #43
Robert and Lisa Hammerstein -201-315-8618
Christie's International Real Estate - Hillsdale, NJ
Bergen County NJ Real Estate

Already registered. See ya all tomorrow... Looking forward to the webinar

Nov 21, 2011 09:28 AM #44
Terrie Leighton
Ferrari-Lund Real Estate - Reno, NV
Reno Real Estate Agent ~ Selling Homes in Reno

Looking forward to this webinar. Thank you so much!!

Nov 21, 2011 11:03 AM #45
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519

Hey guys! 200 leads a day certainly grabs my attention. I'll definitely have to check this one out! Thanks.

Nov 21, 2011 01:07 PM #46
Steve Warrene
Your Town Realty - Lower Burrell, PA
Pittsburgh Real Estate Investment Specialists

Ben Kinney is a big time producer and he does not waste time when doing seminars/webinars.  He is incredible.  I will be attending

Nov 21, 2011 02:33 PM #47
Gary L. Waters Broker Associate, Bucci Realty
Bucci Realty, Inc. - Melbourne, FL
Fifteen Years Experience in Brevard County

I am going to register if I get back from a listing appointment at 11:00...hope so!

Nov 21, 2011 03:15 PM #48
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

IMSD and Ben have some wonderful information to share, and I look forward to it.

Nov 21, 2011 03:31 PM #49
Lana Robbins Realtor ® Licensed Real Estate Broker
Aloha Kai Real Estate - Clearwater, FL
Licensed in Florida, Washington, and Hawai'i

Hi Bob. I noticed you've made it available for those who were unable to attend. Thanks.

Nov 27, 2011 11:18 AM #50
William James Walton Sr.
WEICHERT, REALTORS® - Briotti Group - Waterbury, CT
Greater Waterbury Real Estate

I missed it, but I'm glad that you recorded it and left it available for those of us who couldn't make it. Thanks!

Dec 03, 2011 03:39 PM #51
Sylvie Stuart
Realty One Group Mountain Desert 928-600-2765 - Flagstaff, AZ
Home Buying, Home Selling and Investment - Flagsta

Ben has such great scripts and systems, and I have found his IMSD designation to make me a better agent

Jan 09, 2012 12:36 AM #52
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


ActiveRain Real Estate Network

How Can We Make Your Day Awesome?