Transform Lurkers into Listings

www.marketleader.com

Transform Lurkers into Listings

Host: Alyson EngelbrechtMarket Leader Trainer


• The big picture of lead engagement

• Reading your seller leads

• Strategies for leads that have fallen off the radar

• Engagement tips for various scenarios

The Plan for Today…


Laying the Foundation


• Get them back to your website

– Get them to talk to you

– Determine timeline & demographic

– Become their Google

Your Goal When Engaging Old Leads


KEY BEHAVIOR TRIGGERS


View Market Insider Report


• New phone number?

• New email address?

• New listing alerts?

Update Contact Details


View Homes and Listing Alerts


Updated CMA Request


Seller Lead Conversion Campaign


“What Should I do with Leads That Have Been Lying Around for a While?”


When was the Last Time …• …they got a home evaluation from you?• …they received an email from you?• …they received mail/packet from you?• …they got a visit or phone call from you?


Email Strategy #1

Dear XXX,

I hope you have been enjoying comparing the value of your home to others recently and currently on the market. What did you think of your homes market analysis I sent you? Are you ready for a detailed analysis or are you just looking to be kept up to date for now?

Please let me know how I can help you or if you know anyone who is interested in knowing what is happening in the current real estate market. Sincerely,

If Your Answer is “Once Upon a Time”


Email Strategy #2

Dear XXX,

I hope you have been enjoying comparing the value of your home to others recently and currently on the market. I thought I would check in with you since I have been emailing you information on the value of your home and how it is continuing to compare to your neighbors. Has this information been helpful to you? Are there any special considerations you would like to have me take into account when sending this information or perhaps you have questions or concerns around selling your home? If you are like most people, you probably receive more emails than you would like sometimes. If you are not interested in staying up to date on what is happening in your areas real estate market, just let me know and I would be happy to stop sending you information.

Please let me know how I can help you or if you know anyone who is interested in knowing what is happening in the current real estate market. Sincerely,

If Your Answer is “Once Upon a Time”


• Let the Seller Lead Conversion Campaign run

– Responses can come at any time

– Any response is good

– Look for consumer triggers

– Set reminders in the campaign

• Update CMA every 6 months

• Follow up calls / drop bys post CMA

No Response After Day 7 – What Now?


Email Strategy #3

Hey XXX,

Me again, (Your Name) with (Your Company) and (Your Website), and I still haven't heard from you. I'm beginning to feel a little ignored... but that's ok, because many people are a little nervous in replying back to me when they're just not sure what they want to do and how they prefer to move forward. I can help you with that and talk with you about all your concerns, if only you would let me!

Please call or email me when you get a chance so we can discuss your needs.

I'm looking forward to hearing back from you!

When They are Ignoring You

Original Email Created by : Donna Harris


Email Strategy #4

Dear XXXOn the XXth of June, I sent you market analysis of your home and neighborhood and asked for an opportunity to do a detailed evaluation to determine the optimum value of your property. As I haven't heard from you yet, I can only assume one of the following:1) You're now not interested and I'm reduced to the status of an annoying piece of

spam clogging up your email; or

2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.

Your guidance would be greatly appreciated.Kind regards,

P.S. If it is #2, please let me know and I'll send someone round to help you out.


Original Email Created by : Michael Freer


Email Strategy #5

Dear XXX

I hope you have been enjoying comparing the value of your home to others recently and currently on the market. I pride myself in providing customized service to each person I work with. I hope you will be willing to help me accomplish this by sharing a little more about your needs and timing.

It’s easy I promise!

If you were just curious, and we treat you like someone who needs to sell immediately, you will think of us as pests. On the other hand, if you do need to sell immediately, and we think you were just curious, you will find us not attentive to your needs.

Would you reply to this email and let us know, on a scale from 1-5:1 = You were just curious, 5 = You need to sell immediately

This way I can start to customize my communication to the level of service you desire.

I look forward to answering all your real estate questions. Please don't hesitate to email or call


Original Email Created by: Chris Newell


“Should I call 1st to Let Them

Know I’m Dropping By?”


“My lead’s house is currently on the MLS. What do I do?”


“I Don’t Have Market Insider. How Should Use My Site for Sellers?”


My Google What?... Authorship

Join us as we talk to Bob Stewart on the value Google Author Authority is playing in search engine rankings. Learn:- What is Google Author Authority?- Why is it important for my real estate business?- How can I enhance my Author Authority?

Join us Next Week!

Wednesday, 3/12 at 10:00am Pacific, 1:00pm Eastern

To Register: Learn.MarketLeader.com

http://www.learn.marketleader.com/


Lurkers into Listings

Find your sellers

Create your Quick Text Templates

Update the Seller Lead Conversion campaign Include CMA update reminders

Follow up calls and Drop bys

Fill out the survey

Don’t forget to register for next week’s Power Hour!

Next Steps…


Want More?• Class Notes: Fill out post-class survey• Customer Support: 1-877-450-0088• Visit Learn.MarketLeader.com:

– Power Hour Recordings & Handouts– Short Tutorials


THANK YOU FOR JOINING US!

Real Estate

Transform Lurkers into Listings