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Hi everyone! Travis Robertson real estate coach, CEO and founder of Robertson coaching international, where we help agents just like you create businesses that support your life not run your life. now I'm really excited today to be bringing to you part 2 our five-part series on the five phases of marketing. The five different phases that each of your leads are gonna go through now real quick if you haven't watched phase one there's a link below this video make sure you go back watch phase one and then come back here to phase 2 now phase two is what we call lead nurturing lead nurturing this is where most agents businesses end up breaking down see we get the lead in but then what happens after that not a whole lot most agents end up chasing what we like to call the hot 5 percent but that begs the question: what happens to the other ninety-five percent who aren't hot and all your marketing is doing is focusing on the hot five percent have any idea what happens to the other 95 percent by default you're ignoring them! In fact I was doing a conference one time and a gentleman in the front row goes "yeah I actually do ignore them" and at least he was being honest but the reality is we can't ignore those ninety-five percent of leads that aren't ready to move forward with this right now you see the average internet lead is anywhere from six to 18 months out from being ready to move forward so the question becomes this what are you gonna do how are you going to communicate with them until they're ready to move forward that's the key question at this phase what are you gonna do to communicate with them until they're ready to move forward now there's a couple things you need to keep in mind on average most agents touch their leads anywhere from 1 to three times before giving up. unfortunately for them most sales don't happen until after 8 to 12 different touches so by giving up after 1-3 touch it puts you at a disadvantage over those who are willing to touch their prospects more frequently and I don't mean in a perverted way... alright? so what does this look like? what a good lead nurturing system is is it's got to be keeping you in front of the people that you're intending to serve, bringing them value on a consistent regular basis. what we would encourage you to do is this: when a lead comes in you almost want to over communicate with them until they get back to you. see the biggest problem we have is what they're not calling us back they're not emailing you back. so how do we avoid that? we keep trying, we keep trying and we keep trying, like the little engine that could you don't give up until you talk to them or until they respond. There was a great study by inside sales dot com what they found is that if you only touch your clients five times, your odds of getting a sale only go up by about 50 percent. after 12 touches it goes up by ninety percent. so you've got to be more frequent, more verbal with the people that you're trying to communicate. now the big question I get asked is this "but how much contacting them is too much? what point do I become a spammer?" and nobody wants to be a spammer. right, well here's the thing: if you provide real value you can't market too much but if all you're doing is going "I'm awesome, I'm awesome, I'm the number one realtor in Newport Beach, California under six foot one, weighing 175 pounds or less with brown hair." Nobody cares. Who do they care about? Themselves. Right? see they're all tuned into the same station we've heard this what's in it for me your marketing has to be focused on providing them value, telling them what's in it for them. Meet their needs, their wants, their desires, their hurts, their pains in your marketing and I promise you this: they're never going to ask you to stop and if they do they're not the right client for you. so if only five percent of your leads are hot it's now time to develop a consistent systemized lead nurture follow-up where you're gonna keep in contact, keep value happening until they're ready to raise their hand. I'm Travis Roberts and it's been a pleasure bringing this value to you. If you found this valuable like the video below make sure you comment leave me any questions you have you can also visit us online at Travis Robertson dot com. if you have any questions on our program, our coaching or what you've seen here today I look forward to seeing you in the next video as we tackle the last three phases in our five-part series the problem is that you need to touch them more frequently not in a bad way but just in a good way right you need to touch them more frequently. you can't laugh in the background there you want to caress your leads. frequently. Hi I'm Travis Robertson welcome to the love coach okay so, umm.