First to call, first to close

FIRST TO ALLFIRST TO LOSE

The Science of Responding Faster

FIRST TO CALL, FIRST TO CLOSE

Thanks for joining us!We’ll be starting in a few minutes

Jordan MuelaCEO, LeadSimple

Jason HullCEO, DoorGrow

WEBINAR SPONSOR:

www.DoorGrow.com

Q & A

OUTLINE FOR TODAY

Ways to dramatically improve response times4

1 Lead response study you have to see to believe+

HOW QUICKLY DO YOU CALL NEW LEADS?

POLL QUESTION

44%

33%

7%7%

7%

IN JULY OF 2012 WE SURVEYED A RANDOM SAMPLING OF MANAGEMYPROPERTY.COM CLIENTS.

INITIAL SURVEY

39hrsAverage Call Response Time Average # of Call Attempts

1.6BASELINE DATA

Our firstreaction...

Our second reaction...

1.639

1.048

1.246

PM RESULTS

Average Call Response Time

Average # of Touches Per Lead

(Source: "The Fast and The Furious") (Source: ResponseAudit.com)

CROSS INDUSTRY COMPARISON

Lead Response Audit Oct. 2013

3K6 hrs

Time Window Analyzed # of companies surveyed

Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy

25%

Responded in 1 hour

Did NOT respond in 1 hour

75%8%

17%

RESPONSES WITHIN FIRST HOUR

Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy

50%

Did NOT respond in 6 hours

50%

Responded in 6 hours

RESPONSE WITHIN 6 HOURS

Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy

All Contact

AttemptsAll Companies

Responded in 6 Hours

100%

50%

25%

Responded in 1 Hour

5 Minutes

3%

15 Minutes

9%

Responded in 6 Hours100%

36%

18%

Responded in 1 Hour

All Companies

5 Minutes

1%

15 Minutes

5%

Phone Contact

Only

THE MAJORITY VS THE MINORITY

Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy

15m 1h 2h 3h 4h 5h 6hTime:

CONTACT TREND OVER 6 HOURS

Download the full report on lead response times in the PM industry - http://bit.ly/leadtimestudy

Why This Matters

Calling within 5 minutes is

than calling after 30 minutes

MOREEFFECTIVE

(Source: 2007 Kellogg/MIT Study)

5

# o

f C

alls

Minutes

10 15 20 25 30 35 40 45 50 55 60 65 70 75 80 85

First 5 Minutes

90

(Source: 2007 Kellogg/MIT Study)

0-90 Minutes: Initial Calls That Become Qualified

Reasons WhyStatistics aside, there are some common sense reasons that explain why speed to

call makes such a big difference.

4

2

1 Presence - The prospect is likely at their computer and with a phone nearby when they hit submit.

4

3Rapport - Fast responses build confidence and rapport starting things off on the right foot.

First Movers Advantage - First to contact, first to frame the conversation and get a shot to close the deal.

Engagement - The prospect is thinking about their need and ready to mentally engage with you when they hit submit.

66%64%BUYERS SELLERS

64% of buyers and 66% of sellers work with the

National Association of Realtorsreports that…

It Pays To Be First...

agent they talk to first.

4 TACTICS TORADICALLY IMPROVERESPONSE TIMES

START TRACKING SPEED TO CALL

1

Response Time By Agent3 Minutes

30 Minutes

30 Hours

People respect what you inspect.

Chet HolmesAuthor of “The ultimate Sales Machine”

ORIGINAL Contact Info

TRACKEDContact Info

(123) 123-1234 (919) 939-3535 ext. 203

meg@mail.com meg97C4@tracked.com

AUTOMATE YOUR FOLLOW UP CALLS

2

How to Call New Leads in 3O Seconds Flat

Phone Call:

TEXT MESSAGE:

New Lead via LeadSimple: ‘John Smith’ (360) 123-1234 ext. 683 Call: http://j.mp/1qnAnsl

AUTOMATE LEAD DISTRIBUTION

3

Distributed Manually

Distributed Automatically

91%

Leads called in less than five minutes(Source: Best Lead Distribution Methods, Velocify 2013)

Assign LeadStop Call order

Notify Manager Lead is Unassigned

Call Agent 1

Is agent Available?

Notify Agents Lead is Unassigned

Leave Lead Unassigned

Lead Distribution

NO

MODIFIED

YES

NO

YES

Is agent Available?

Contact Agent 2

Assign LeadStop Call order

ROUND ROBINLead Arrives

CALL ON WEEKENDS AND “OFF HOURS”

4

Response Time PerformanceConversion rates

M T W T F S S

Weekend Lead Performance

71%

20%

(Source: The Value of Weekend Leads Unveiled, Quinstreet / Velocify 2013)

MONTHLY

webinar.leadsimple.com

WEBINAR(Second Thursday of Each Month)

leadsimple.com/sales-course

Q & A