3 Keys to Convert Internet Sellers in 7 Days

Services for Real Estate Pros with PipelineDeals 12345   
"Who would you rather have; a seller that's been referred to you or an internet seller inquiry?"
Ummm... this is a no-brainer.  I'd choose a referral every day of the week and twice on Sunday.  
Unfortunately, referrals aren't always enough to keep our business humming.  There's the ever present roller coaster of our business that comes with seasonality behavior, market changes, and let's not forget all the stuff that comes up just in our own family life that affects how we're able to work.
So the better question is, "What are you willing to do, and who are you willing to work with to ensure you have consistent business regardless of market conditions?"
For many agents I've worked with... it's this question that has led them to the ever changing and many times frustrating world of working wth internet sellers. 
Let's cut to the chase.  In the past 15 years, we've gleaned best practices on what it really takes to convert an internet lead, in this case sellers, into a listing appointment. 
Here's 3 Keys to converting internet sellers in 7 days:
  1. What is your seller's timeline?  You need to study the selling process that every person goes through-- and know how internet sellers differ from referrals.   Hint: start by watching this quick video clip:
  2. What do sellers want from you?  If you're clueless about what the research says, then how can you possibly get your foot in the door or know what types of information and questions to include in your emails?!  Here's a short clip if you want to learn more. 
  3. Have a plan.  Preferably a plan that is based on research, aligns with a seller's timeline, needs, wants, and utilizes top agents' scripts and email campaigns to enable you to have a fast and efficient follow-up.  It's best if it also combines an effective customizable automated follow-up campaign as well.    Lucky for you, I've created a plan that does all this and more and am sharing it with you here.  It's called the "Seller Lead Conversion Plan (yes, I went for a pretty literal name here :)).   The magic bullet in this plan is you, your level of customization and consistency.
    1. Click here to download the Seller Lead Conversion Plan and Scripts
    2. Also, watch the Seller Lead Conversion Plan class recording. This discusses the strategy behind using this plan, each activity and also the scripts we chose and why.  As well as provides links to download the class slides and links to other helpful information.

One last note:  This class and plan was created originally for our Trulia and Market Leader customers who have access to Market Leader tools.  You can use and adapt this plan to whichever tools you have in your own personal real estate arsennal.  Our sole purpose in creating this is to help our customers fulfill their dreams and take their business to the next level.  I hope you see similar success.



Re-Blogged 4 times:

Re-Blogged By Re-Blogged At
  1. Marla Yost 08/29/2014 04:57 AM
  2. Paul Roesch CDPE 618-233-1000 08/29/2014 08:48 AM
  3. Paul Roesch CDPE 618-233-1000 08/29/2014 08:48 AM
  4. Winston Heverly 04/25/2015 12:41 PM
Real Estate Best Practices
internet seller
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Show All Comments
Steven Nickens
Wailea Realty - Wailea, HI
R(S)GRI ABR, Maui Real Estate Hawaii

Great information, Thanks for sharing it was worth the read.

Aug 29, 2014 11:58 AM #12
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

Thanks for sharing this information with the Active Rain family.  I am looking forward to reviewing this material.  I must say I LOVE referrals.

Aug 29, 2014 12:37 PM #13
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Shannon, some of the basic questions to the sellers - if we can communicate via valid email or phone# - helps us convert them easily. (Some campaigns by Ben, for example.)

Aug 29, 2014 01:25 PM #14
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Would this be better to use a 30day model like the habit-forming people say?

Aug 29, 2014 03:07 PM #15
Tom Arstingstall, General Contractor, Dry Rot, Water Damage Sacramento, El Dorado County - (916) 765-5366
Dry Rot and Water Damage www.tromlerconstruction.com Mobile - 916-765-5366 - Placerville, CA
General Contractor, Dry Rot and Water Damage

Thanks Shannon, converting the internet contact can be tricky. This may help many of us to better understand them.

Aug 29, 2014 04:21 PM #16
Scott Fogleman
New Home Team 804-573-9592 - Richmond, VA
Greater Good Group

Shannon- I watch the recording every now and then as a refresher

Aug 29, 2014 06:24 PM #17
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

Excellent post and invaluable information' Thank you so much.

Aug 29, 2014 07:18 PM #18
Stacy Ann Stephens
Keller Williams Realty CT - 860-704-9070 - Wallingford, CT
Realtor, New Haven & Hartford CT Homes For Sale

Shannon, often internet leads are lost because we are unaware of how to ask the right questions to convert them from a lead to a customer. 

You've provided us with some great information here, thanks for sharing

Aug 29, 2014 09:20 PM #19
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Good information here Shannon.  I'm with you.  I'd much rather have a referral lead than an internet lead.  

Aug 29, 2014 10:11 PM #20
Geoff ONeill
John L. Scott Medford - Medford, OR

The faster you contact them, the better the chances.

Aug 30, 2014 02:05 AM #21
Brian Force
Dallas, TX
Work With the Best!

This is very good advice backed up with solid numbers! Very informational!

Aug 31, 2014 11:47 AM #22
Shannon Shimabukuro
PipelineDeals - Kirkland, WA
Smart Selling Made Simple for Brokers

Thanks everyone for the great feedback!  I look forward to hearing more thoughts as you put the plan into action for yourself!

Sep 02, 2014 12:35 AM #23
Shannon Shimabukuro
PipelineDeals - Kirkland, WA
Smart Selling Made Simple for Brokers

Laura Cerrano - yes, to creating a habit does take about 30 days of an activity. But it's not great if those are activities just for the sake of doing something and don't "need" to do.  The actual plan lasts a total of 12 weeks-- so almost 3 months.  But after the first 7 (very hands-on) days, the subsequent weeks are mostly auto-pilot emails that you've already customized with some prompted phone call follow-up built in.  And hopefully you have a steady stream of seller leads always coming in from your own lead gen efforts and/or paid lead gen efforts-- so you'll be repeating these activities quite a bit-- ideally.  Hope that helps!!

Sep 02, 2014 12:38 AM #24
Tammy Adams ~ Realtor / Podcaster
Maricopa Real Estate Co - Maricopa, AZ
A Maricopa Agent who Works, Lives & Loves Maricopa

You a key point that I find many agents aren't willing to do and that is be in it for the long haul. Many of my leads come from folks I've cultivated a year prior and they pick me as I was willing to answer questions along the way and stay in touch. Many agents want instant clients and aren't willing to wait it out. 

Sep 03, 2014 04:06 PM #25
Robert Vegas Bob Swetz
Las Vegas, NV

Hello Shannon ... Great post and thanks for the read ;o)

Sep 05, 2014 06:39 AM #26
Graziella Bruner
NCS Premier Real Estate - Detroit, MI
Associate Broker - Serving Wayne & Oakland County

Great post Shannon; it's so true - follow up is the key to keeping our referrals and clients! Thanks for the great information!

Sep 07, 2014 11:18 AM #27
Jeff Jensen
The Federal Savings Bank/Lending in 50 states - Greenwich, CT

I am always looking for buyers but sellers might need mortgages too!

Sep 08, 2014 08:32 AM #28
Winston Heverly
Winston Realty, Inc. - Atlantis, FL

I really enjoyed coming across your blog among the many archieves. Thanks for being apart of Active Rain.

Apr 08, 2015 01:50 PM #29
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Shannon Shimabukuro - thanks for the link to webinar - I think I have listened to similar one when I attended MDPP. Though we always need to re-cap.

Apr 25, 2015 02:31 PM #30
Troy Erickson AZ Realtor (602) 295-6807
Good Company Real Estate www.ChandlerRealEstate.weebly.com - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Shannon - Thanks for sharing this information with everyone here in AR. I have bookmarked, and will certainly review everything when I have a moment.

Apr 25, 2015 03:36 PM #31
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Shannon Shimabukuro

Smart Selling Made Simple for Brokers
What are your best ideas for generating free leads?