Average lead to opportunity conversion rate for public relations

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[Music] hey there folks if you're not getting at least a three percent conversion rate to closings from your Facebook leads you gotta check out this video we're gonna go in depth on how you can triple effectively triple your conversion rate with Facebook leads for Real Estate let's jump into it now everyone knows that Facebook leads for Real Estate are an amazing opportunity a lot of people have tried them a lot of people have heard about them but there's also a lot of misconceptions a lot of Agents believe very firmly that Facebook leads don't work they're low Quality quality leads they're not great for converting them into closings but folks I'm here to tell you nothing can be further from the truth a lot of my clients are closing 10 20 30 40 up to a hundred deals every single year from Facebook leads Facebook is one of the biggest opportunities even right now and I mean both Facebook and Instagram since they're the same ads platform they're one of the lowest cost leads to generate and still one of the biggest opportunities when it comes to Roi when you compare a lead Source like Facebook to another lead Source like Zillow or realtor.com the return on investment isn't even close the return on Facebook leads is still the highest that I've seen of any lead Source in real estate so you should not only try out Facebook leads you need to learn how to master it and convert it at the highest level most real estate agent and real estate teams only convert Facebook leads at about a one percent conversion rate to closing they need about a hundred leads to get one closing within the next six to 12 months a lot of Agents don't even get that conversion rate however the top teams convert Facebook leads to edit three to five percent conversion rate so more than triple what the average agent does what do they do differently what's the difference what's the secret sauce that the top teams in the country are using to convert these leads well I'm glad you checked out this video because we're gonna go in depth in the top steps that the top teams take to Triple the conversion rate of the average age one of the biggest most important things the top teams do is they meet the client where they are they meet the lead where they are in their Journey one of the biggest mistakes that I see with Facebook leads is a lot of agents that are new to Facebook they want to approach these leads like they release from their database a referral and recommendation lead or they approach them even worse like they're a lead from Zillow or realtor.com they want them to transact immediately in the next 90 days and a lot of the questions that the agents ask in their first interaction with the Facebook lead is how many what kind of home do they want how many bedrooms and bathrooms do they want to go see homes today are they pre-approved for a mortgage when are they going to buy right what's their time frame to purchasing the home all of these questions inadvertently subjectively they tell the lead that you're only interested if they're gonna buy in the next 90 days and the reality is that most Facebook leads are further up in the funnel than that typical Facebook lead is going to be a year out from purchasing six to 12 months out that's normal for Facebook and most agents get discouraged they don't want to talk to them they see no point in talking to them however the top teams take a very different approach they meet the lead where they are if they're a year out that's awesome that's great they try to add value right where the lead is in your first interaction with a lead that's coming from Facebook the goal shouldn't be to set an appointment and go show them a home that day the goal needs to be show them some value show them why it's important to have an agent right that's one of the biggest mindset shift that I see on the teams that are executing on Facebook at the highest level when you approach a lead and you assume that they're at the top of the funnel the conversation can go very differently you ask questions that they can answer even if they're a year out that are relevant to them even if they're just getting started for example you can say hey I know you're just getting started and it's early but I'd love to ask you a question what what would you like to change about your current home that is a question that's very different than how many bedrooms or bathrooms you want a new property they might not know the answer to that question but they absolutely know what they would change about their current home and you can drill into that you can ask them more about that right if they've been looking at homes on your website you can ask them what caught your eye what are the features that you like the most of some of these homes not asking them when they want to move what kind of home do they want to buy but just asking them what do they like what caught their attention right that is a way to tease out someone's motivation without asking them that question directly you're discovering what they want right the liens that are further down to the funnel will immediately give you more information but we're using that different approach a more open-ended approach you're not discouraging and discarding leads that are at the tire end of that funnel when you take take the wrong approach with the top of fun to leave like a Facebook lead what you get is you get ghosted they're no longer going to interact with you even if they had a good conversation with you you told them that you're not ready to work with them right now it's almost like telling these leads hey you know what why don't you call me when you're ready to buy them and the lead's like yeah Greg I don't want to talk to you until later because I see no reason to talk to you that's a big big big mistake When approaching these Facebook leads approach them and assume that they're at the top of the funnel and you will get much better results you're meeting the lead where they are starting that conversation building some Rapport because the next thing you need to do is my next tip which is you need to add some value that's the other big thing that top teams do they add value regardless of where they are in the funnel like I said before the first goal of that interaction that first interaction Facebook me whether it's a text message conversation or a phone conversation is you should show them how valuable it is to talk to a real estate agent regardless of where they are in the process I like to say to name this process you should teach them something they don't know teach them something they don't know because if they learn something from the interaction with you something they did not know about the home buying process the financing process the current state of the market there's a lot of anxiety here in the market right now is a market going up is the market going down the more you can teach them something educate them show them what the process is like and show a little bit of your expertise and domain knowledge the more likely that lead is to see you identify you as the expert and the more likely they are to take your next call and respond to your next text message one of the biggest challenges agents have with these Facebook leads is that they're discouraged by the fact that they're the top of the funnel but the agents that understand and figure out how to convert those leads regardless of where they are in the funnel are gonna win big in the coming years because those bottom-up funnel leads from the zillows from the realtor.coms they're only getting more expensive the ROI is dramatically shifting down if you change your mindset to adding value regardless of where they are in their Journey you're going to convert more and more of these leads you can double and triple the average conversion rate if you just behave like a resource with these leads and add value no matter where they are a couple examples of this is if the buyer is just getting started you can tell that's a great I love helping out people they're just getting started in the journey why don't you check out my free PDF on the top tips when buying a home or you can even invite them to a first-time homebuyer class people love learning these things because they can use them now or even a year from now take the pressure off of it give them something valuable if the lead is nervous about the market they're concerned about Rising interest rates tell them some anecdotes how have you been able to close deals did you get concessions from the sellers did you get rate buy down for them what did you get because a lot of buyers are not sure they're not sure if they can get great deals in the market of today tell them the advantages of buying a home right now more access to inventory you can get more of these loan programs upset accepted first-time buyer programs down payment assistant programs a lot of public option Home Mortgage programs that were not even in option six months ago can be a great option now so be a resource to these buyers always always always in these first interactions make sure you teach them something they don't know because that could be the key to building a great relationship and even accelerating their time frame if you can show that buyer potential buyer that it is a great time to be a buyer right now because the market is Shifting in their favor tell them why that's important another way that you can add value in the process is When Buyers have anxiety and they're nervous about the market and they're trying to time the market they're trying to find an impending market crash show them with numbers show them what's happened in the past show them that an economic recession did not does not necessarily mean a market crash show them with the data educate them show the reality and what's locally happening because they might be he carried away with national headlines they might be really nervous the way what they're seeing but if you show them what's happening locally and that's a different story then you're going to help them and educate them for the market of right now not the market of a year ago or the market of a year from now my last tip and this is a big one that the top teams do to get such a high conversion rate is that they have excellent follow-up systems in place they have a process 15 16 touches in the first 30 days to get that first conversation with Facebook leads one of the biggest frustrations that I find with Facebook leads is that agents complain that they're not responsive they can't get in touch with a lot of them the reality is that most real estate agents don't call text or email nearly enough times to get the lead to pay attention for that remember it's a top of funnel lead they don't have a lot of urgency you don't need to call more than five times in a single day but you should at least be touching them 15 to 16 times within the first 30 days and make sure that you've got calls text messages and emails working together throughout that month to diversify those touches and maximize the opportunity to actually talk to them the top teams have this down to a science they have dedicated staff making those calls responding to those text messages and getting more conversations going with these leads the two top ways that the teams make this happen is with automation through their CRM through all different tools that send out these text messages that are trying to reach out to these leads and they have someone dedicated making those phone calls that can be an agent that can also be an Isa a lot of folks don't even know that you can get a qualified native English speaking experienced Isa making calls on your behalf for as little as five to six dollars an hour every single top team that we've worked with that is converting Facebook leads at the highest level is using an Isa and making sure that no lead is left behind those phone calls are being made no matter what and once you've contacted the lead that you can continue to follow up with them consistently because it's not just about first Contact remember they're top of the funnel you've got to make that second contact Third Contact fourth contact and if you're adding value and each one of those interactions you're much more likely to get a conversion and also this is surprising to most folks those leads don't end up being 12 months out in reality you can actually accelerate their timeline because you're showing them the steps they need to take the opportunities that are in this market so they can accelerate their time frame and purchase a home much sooner that's it folks those are the top ways that the best teams in the country are converting their Facebook leads if you found this video useful please give us a like and Crush that subscribe button we upload a new video with tips and tricks every single week thank you