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oh yeah so if you switch crms if you've changed ad strategies and you're still getting the same consistent underperforming results let's step back and ask why and reshape our thinking alrighty guys welcome to today's webinar uh today we're talking about maximizing your lead conversion we got Robert Lucito here with us uh I'm my name is Brett I'm here to help kind of facilitate this here this webinar is being sponsored by chime so we are going to be putting some stuff out there I know we have a couple of chime uh execs on the call with us today there is going to be stuff in the chat for current customers with chime and those who are thinking about switching over to chime moving on from there today we have Robert Lucito Chief strategy officer of lucido global welcome Robert what do you have for us today morning your time good afternoon for everyone else on the best coast right you want to dive into the deck yeah let's absolutely let's absolutely dive into the deck perfect so thanks everyone for coming um all right so let's dive in so first question if I were to propose this question to you what is lead gen everyone go to the chat box right now and Brett if you can help me out field some of the responses what lead gen I want your guys honest responses on what Legion means to you uh we're waiting on it potential client generating New Leads generating New Leads creating them wow it's starting to flow uh generating next business money I mean that we're seeing finding motivated clients possible transactions what do you define lead gen as Robert so lead gen has become this catch-all term that basically means everything from when you capture a contact to either when it transacts with you or it was a bad lead and for the vast majority of people this is the entire sales funnel of when that when they think about Legion This Is How They think of it so let me paint a picture for you you know assume you went down to Talladega for the Indy 500 and the driver's cruising along and he's crushing it and he blows a big lead and he ends up losing And the reporter goes down there and says driver you know what happened out there why did you lose and he said uh my gas was bad all right maybe you're given the benefit of Doubt the first time but then the second race he has it the third race all sudden you're like hey maybe it's not the gas maybe it's the driver you know there's I'm a I'm a fan of stand-up comedy and Ron White has a great clip but I'll keep it PG but he would he was doing a stand-up bit at Fort Polk and he made a comment that there's 40 000 service members stationed there and a drunk woman stood up in the crowd and yelled and every one of them's a bad date and he said well you think after 39 000 you would be like maybe it's me the same thing applies to lead generation so if you switch crms if you've changed ad strategies and you're still getting the same consistent underperforming results let's step back and ask why and reshape our thinking so this right here what I'm showing is what lead gen means to most people second question again go to the chat box what is the goal of Legion so now if we've started to help Define what lead gen should be let's start with the end in mind what is the goal of lead gen and Brett if you could help me out yeah I'm just I'm waiting for waiting for people to respond set an appointment this coming wow a lot of set an appointment uh build a sphere that kind of stuff good awesome so let's dig into that and I'll promise I'll get you an answer to this exact question as we go through in fact ideally you'll come up with the answer and I won't even have to say it so sales funnels broken down to three phases the first one is lead generation the second one is business generation and the third one is database management so if you think lead generation is everything from lead capture lead generation to closing you're already off base we need to get crystal clear on what a sales funnel actually means and that's what the topic of today's webinar is of course we'll cover a few specific strategies at each step of the process but really for strategies to be effective they need to be set in a holistic sales funnel you know everyone wants the one tip the one thing that like the that's going to make the incredible difference in their conversion rate and in reality it's not really just one thing it's one thing stacked upon the other stacked upon the other which is going to help you perform at a much better rate now at a much better rate we're talking about five percent as opposed to two percent so you're still failing 95 of the time so we really have to be clear at each step of the process and how we optimize this engine so let's dig into the first phase and this will all be available at the end of the webinar so no worries you don't have to write all this down lead generation we break it down to three steps we call it q1 Q2 and Q3 so before we even get to the place of trying to convert these leads we're already tracking three different steps the first step is an unqualified contact so whether you pay for it or not you get contact information you don't know if the email is valid or the phone number is valid and you don't know if it matches the contact's name this is a q1 unqualified contact the second step is we have now validated the contact information the phone number or the email but we still don't know if it corresponds to the profile's name the third step is now we've ver we've validated the contact information and we have verified it corresponds to the person this is called a marketing qualified lead a few other notes Here for q1 for every lead you capture a general rule of thumb there's going to be about 10 people that came to your website and did not register there's also going to be about five to seven in our experience that partially registered if you're with chime our websites are built out to capture partial leads not every website can say this so if someone comes on and they put in their address or if they put in their email but then they stop the process they don't give you the rest of it we're still capturing that information so first of course what are we what are we doing with the leads we capture and secondly what are we doing with the leads we didn't capture so we don't miss out on these potential opportunities as well uh Q2 listen up here because I'm Gonna Save you guys about 200 a lead right here how do you validate a phone number well chime go in and create a simple smart plan after a lead register send it a text message if the text message bounces it's an invalid phone number if it goes through you know it's in service and it's a valid phone number again we don't know if it matches the person but you have validated the contact information there are lead providers out there that'll do just that and then sell you the lead for 200. save yourself some money and just create a one-step smart plan that can solve that gap for you uh last thing Q3 marketing qualified lead General Benchmark we have found is mql should be between 85 and 90 percent of your overall lead flow so if you're doing a great job of managing your campaigns if you capture 100 leads 85 to 90 of them should reach mql status okay so to go back to that first question what is the goal of lead generation now that you've seen how we conceptualize our lead generation phase it comes down to three things the first is we're trying to maximize the prevalence of mqls marketing qualified leads secondly we're trying to minimize the expense of those mqls now key Point here we're not talking about CPL if you capture a lead with invalid contact information a wrong phone an inactive phone number a email and a name what are you going to do with that lead that's wasted spend so we don't want to manage to just CPL I I laugh when everyone's selling posts oh I ran this ad and I captured 100 leads out of one dollar that means nothing ah I'm so happy you said that so what you're really looking at in this lead generation phase is you're looking at how many mqls are you capturing versus overall leads and what's the effective expense to you the effective cost per mql for running that funnel and then thirdly this is the most skilled you know there's Art and Science to each step of lead generation this is the this is you know the real art to it the third step is to maximize the prevalence of certain variables that correlate with a higher likelihood of conversion so what that means is there are certain features when you're running ad spend certain variables that have a higher propensity that correlate more with conversion it's very challenging to do a really good job of managing to that and we'll get into some of those reasons why but if you do it effective effectively that's how your campaigns can significantly outperform the competition so how do we do that if that's our goal how do we do that there's a lot of different features one of the things we'll focus on right now is keyword targeting when you're working with Chimes ads team and by the way we we've Consolidated all of our ad spend runs through Chimes ads team when you're sitting down one of the aspects that you could you do this is around keyword targeting now certain keywords will correlate with a high contact information veracity rate so valid contact information I know I'm throwing a lot of jargon out there but data quality other keywords will correlate with a higher propensity to do business and then of course the third consideration is is the overall cost of of targeting those keywords now let me give you an example you may have a keyword that generates a very high rate of valid contact information but it may have a very low propensity to transact meaning you know you may run an ad for Malibu and you may capture a bunch of leads with valid contact information that have zero expressed interest in actually transacting real estate conversely you may contact you may Target I want to sell my house in Malibu in the next 24 hours a very high propensity to convert but you may get a very high rate of invalid contact information so if you want if you measure something you can improve it so these are the things that you should be working with the ads teams to measure so that you can improve you can help them allow them to do it for you to improve the performance these campaigns and you need to get crystal clear on what keywords are correlating with contact information veracity rates as well as propensity to convert and we'll get into how you can do that in in the next phase um just running through my notes Here you know last thing um as I mentioned we do all of our ad spend through China and and since we made a switch over they're not paying me at all to say this I'm sure it's going to seem like that we we have tripled if you know depending on the month we've 3x 4X or 5x our conversion rate within 30 days now if you whether you have a you're a big team with a big budget it's really important that you're getting the ROI on that especially in a down Market conversely if you're a small team a solo agent with a small budget it's really important that you have experts to help you because just to be totally Frank it's hard for a smaller budget to compete in major markets basically what entails is you have to micro Target specific areas you have to Target specific keywords and you have to be up to date on what current market trends are unless you're a market lead generation expert and you want to make it your sole Focus you need to trust a team that has the experience and the resources to do it for you all right next so let's talk about optimization every campaign you run is going to have a learning phase so right off the bat you have to set that expectation in your mind so I'll give you two two examples here team a is spending a thousand dollars a month and Team B is spending 24 000 a month All Things Considered equal it's going to take team a two years to capture as much data as Team B will in one month if you're trying to optimize campaigns effectively you need a large sample size Brad I know you're a baseball fan so get ready here's the analogy uh and Mets just lost lost the wild card game to the Padres if you had sat down and watched game two Manny Machado went oh for four with three strikeouts including in clutch situations if you had looked at that sample size and been like this guy sucks you take him out of lineup well the next night he went two for five with a key RBI single the same thing applies to lead generation too many people I hear call in they've run an ad for like two to three weeks four weeks even and they're like this isn't working we need to switch it and then they make changes and it starts the learning curve over again and they just keep doing this so their campaigns never reach maturity and so that leads to the three common pitfalls around optimization the first is over management you're making changes too often and too early the second is absentee management which means obviously your your Mia you're not you're not making the proper adjustments at the right time and that often comes from a skilled ads team that can do that for you that's tracking all these kpis and third is mismanagement again going back to the Manny Machado scenario you're making the wrong decision because you're either looking at the wrong data or you're looking at two small sample set if you're spending a thousand bucks a month and you cap your leads at thirty dollars you're capturing 30 leads that month after after expenses those 30 leads may be spread across 15 keywords so you're looking at one maybe two leads per keyword and you're gonna sit down there and say hey this keyword's working really well no you're not you need a large sample size and you need to collect a lot of data over time and with that data you can optimize it down the funnel and up the funnel down the funnel you're going to look at kpis like cost per lead cost per mql and then up the funnel you're going to look at something called UTM urchin tracking module you don't have to know how it works you don't have to know how it's built you just have to know what it does UTM will allow you to track keywords back up the funnel so what leads have you closed and you'll be able to track it back to the keyword that you use to capture that lead several months ago we worked with the Chimes ads team to build out this functionality right into the chime platform and so when you capture a lead this is a lead we captured yesterday you can see that this person registered went on to Google and typed in new homes near Sarasota Florida came to our website and registered that's right in the profile we can sort by these we can track these things our our inside sales team knows how to engage based upon more information and we can also run reports to track uh keywords by conversion in the pipeline now another aspect this is a a more nuanced aspect of it that I thought I'd throw in there as an extra little kicker agents especially if you're a team operator your agents are always asking for for more leads New Leads New Leads I need more leads they may be sitting on 2 000 leads but they're always going to look for the next one it's always the new shiny object and if you're if you're in a position where you're just trying to check a box particularly if you're a team leader and you're just trying to provide leads you're going to be solely focused on cold capture and if you're only focused on cold capture typically you're focusing on a the most expensive leads to acquire and then you're not really doing anything with them so if you think back to that that one of those first slides where you talked about I talked about how for every one lead you capture about 10 don't register let's look at that so you have cold capture running whether it's Bing Google PPC whatever the leads have two options they either register or they don't if they register well you can put them on remarketing campaigns and if you have a marketing department you can do some really cool stuff in terms of driving people very low cost ads to drive them down the funnel if they do not register you can hit them with Dynamic retargeting ads which are very cheap and very effective to drive them back to your website now a key aspect to your online presence is your SEO we all know this a lot of people don't really know what drives it and what understands it and they don't have the time to focus on it SEO plays a factor in your code capture for example on Google if you have better SEO your ads are going to perform better foreign the caveat to that though is your paid ads do not factor into your SEO so Google is going to sit back and say hey they paid for this visitor don't count it to help their SEO or their indexing however if you drive them to your website from a paid ad from another medium Facebook whatever it may be Instagram you drive them back to your website that does count so over the last two years we tripled our website traffic last year we've already tripled it again this year so when you're running this and when you break your your your conceptualization of we always need to capture New Leads New Leads new leads and you start looking at a holistic funnel you open this up and you say hey for the long-term success I'm capturing leads here for the 10 that don't register let's retarget them and capture maybe one or two for a fraction of the cost and if they do register well then you're doing really cool things around remarketing we're doing a ton of stuff around B2B marketing again because we have the scale we have the people in place we have the expertise we're doing some really cool stuff to drive people down the funnel and all of that is playing into our SEO which means two things better cold capture and better organic traffic our organic leads were our number one team lead converting Source last year not paid not lead aggregators not ancillary leads top one leads that came to our website organically switch gears second phase business generation business generation we break down to Five Steps From C1 to C5 so I'll take you through these things but when you're looking at this the question that should come to your mind is how do we drive engagement one common Pitfall is people ask for time before they get engagement these are cold leads you need to warm them up so how are you warming these leads up well there's four easy ways with chime really really three easy ways and one key key differentiator the first one is property alerts property alerts you know everyone has them but Chimes are intuitive they're either they're even intelligent so you know you said in as people let me back up our open rate on property alerts is about 50 if not higher depending on the month and one of the reasons that is is because the property alerts are intuitive we're always sending them the most up-to-date information not just based upon the mls's but based upon their demonstrated interest again we're showing value and we're getting engagement in return market reports and Market snapshots are two other great easy ways for you to do that as well and then lastly smart plans smart plans is the number one way you can differentiate yourself not just from other CRM users but from chime users as well there's a lot of science there's a lot of art to Smart plans and if you get really good at running your smart plans you can do some really cool things you can save yourself a lot of time and dramatically improve your conversion rate so let me give you a few best practices around C1 if you want to set appointments someone said what the goal of lead gen was was to set appointment now we know the goal of lead gen is to maximize mqls and minimize expense of the mqls if we were to say what's our first goal of business generation that's when you say set an appointment if you want to set an appointment two best practices 30 of your conversions are going to come within the first 120 seconds 50 are going to come within the first two calls so let's put our thinking cap on let's kill two birds with one stone and let's double tap within the first 120 seconds so what that means when you capture a lead call if it rings three or four times with no answer hang up and call back again this is a very common practice for inside sales divisions but it's really important right now because now that the phone carriers are getting more intelligent with you know spam calls or telemarketer um that can help you get over any potential hurdles in that respect there's also a little side Note Pro tip there's different registration Registries that you can register your number on to help you get not on the do not call or telemarketer list so that's a little Pro tip there you can go Google that all right two more tips if speed delete is important as we all know you gotta download the mobile app we're always on the Move we cannot allow our business to wait for when we're at our desktop if you get a lead notification again you're back your mind 120 second shot clock goes off on average a digital lead gets sold 12 times so the longer you wait to contact you're giving all those other people a head start and if you think about it that way as a race if you're competitive like I am you don't want to lose speedily another really quick another really easy way effective way is you should invest in at very least a standard dialer you may not need unlimited you may not need a three call dialer very few agents need that but you need a standard dialer This Is 50 cents a day to get started and what that's going to do is it's going to allow you to send and receive phone calls through your chime app it's automatically going to capture those Communications and go to go back if you're using smart plans effectively those Communications will either help trigger smart plans or Paul smart plans both critical things for maximizing conversion all right C2 so now we set an appointment now we set it and leave it right go hang our Laurels have a cigar or go have a celebratory drink we we've we've made it now when you set an appointment my question is what steps are you now taking to ensure maximum show rate you know too often people are like oh well I got an appointment but they didn't show up well my question is what you know did you take ownership of that did you take ownership of insuring at to your best of your ability that they that your your prospect showed up for that appointment two simple ways you can do this is use the appointment box and chime it's going to send them a calendar invite if it's on their calendar it's real they're less likely to forget about it plus there's reminders secondly when you set an appointment are you sending a confirmation email with the details of the meeting a bio on yourself a headshot those are two really simple things but again take ownership of that don't hope hope is not a strategy you need to take active steps to ensure that all the effort you put in to convert that lead to appointment set you're then putting in that incremental additional effort to get them to show up for the appointment whether it's virtual or in person all right step three now this is when the dollars start to be made you're now converting you're getting paper signed C3 to C5 is all about your skill set as a negotiator at lucido Global we run high level Advanced negotiation trainings every week our partners need to break the conception that their real estate agents that they're Realtors no you are skilled negotiators helping people handle their for 96 percent of the country their most expensive asset a bad move around their primary residence can either you know can break them conversely it can make them it can help them get to the next stage in their life and get to a better house a better neighborhood better School District so you need to conceptualize yourself as being a truly skilled negotiator and that's where you'll really cut your chops from C3 to C5 a couple uh one big Pro tip here two two pro tips here the first is ideally you want to set an appointment in person belly to belly but if you're setting a virtual important a virtual appointment your camera has to be on a study I read a couple months ago found that there was a hundred and twenty seven percent increase in close rate if your camera was on this should be no surprise to anyone because only seven percent of human communication is verbal the rest is how you communicate it and how you use your body when communicating if you want to instill trust in your counterpart in this Prospect in this client let them see your face and establish that level of Rapport or you might as well not even show up for that appointment next once you do get paper signed if they're a listing chime pushed out seller reports a few uh like a couple updates ago and so this will allow you to another easy touch for your clients it'll send them a weekly report showing them listing activity viewer activity showing activity on your website it's another additional touch at no additional work from you uh C4 now we've got them under contract um I don't know to what extent you guys are using it but the social studio in chime is very effective if you're like me you don't particularly like going onto social media and creating all these posts every time especially if you have a a great business and you're very busy so if you use the social Studio you can set it up you can control the templates the verbiage it connects directly with your MLS so you can set it up that whenever you get a new listing go under contract or or close it can automatically post to your respective social media channel maybe you wanted Facebook and Instagram maybe you just want to Instagram you can do that so it's another thing you can automate for yourself it can also send out your postcards for you too there you go all right so now we've covered the business generation funnel from C1 to C5 and again you should be tracking each step of these things because with certainty and Clarity you can actually improve this engine you can figure out where the pitfalls are where the waste is and how you can improve after you close are you done no because then it goes into your database management and that's a topic for a whole other different webinar how you effectively bridge the gap of the 7 to 11 year sales cycle you know ninety percent of clients say they work with their agent again but only 12 percent do that's because agents do a very ineffective job of database management by and large so that's the overall um first two phases of how you run a lead funnel and the things that you should track and the different Pro tips if you go ahead and scan this QR code you can go as promised and download that blueprint it's going to outline those first two step those first two phases for you and the each step in those phases as well as descriptions so I'll leave this up here for another 15 seconds maybe that's too long 10 seconds and then there's one other slide I think from chime that I'll throw up there and then we can take some questions all right and then this was the one from chime so um you can take this one Brad or if you want me to I can go for it you're sounding good for our current customer go ahead and shoot an email with anything that we covered today if you have any questions or if you want to add in go ahead and shoot an email to customervalue team at chime dot Inc and then similarly there's another QR code here for any non-customers that want to learn more information about anything we covered today nice nice cool all right we we've been Fielding questions over here for you um first things first let's talk about can we go back to the UTM and kind of explain how you use the UTM codes yeah sure let me go back um I see someone ask for this QR code I'll leave it up here for a few more seconds the blueprint didn't work um you can also go to lucido careers dot com backslash blueprint and uh that will take you to the same thing I apologize if the QR code broke so it's lucido careers.com so go back to UTM got it all right so utms again that helps attribute helps you track the keyword that's being used to capture that lead and where this has value is helping you to establish a correlation between that keyword and and their their likelihood of converting so you know if you're prototypically people are always working up the funnel down so they're looking at cpls is the most common and there's not much detail around that very few people are working back up the funnel and saying hey I've closed a dozen leads let's look at the keywords that are driving those and maybe three of them came from one keyword and four of them came from another and then you're sitting there thinking that hey these are our top two keywords let's go back up the funnel and see what the cpls are because then you can compare conversion rates and say hey these these leads are five dollars additional at the front end but they're they're closing at you know ten percent greater rate let's make that five dollar additional investment at the front end so we generate thousands more on the back end so that's how we use UTM specifically within the profile again whenever you capture a lead through Chimes ads team so this is one of the advantages um when we were going through our exploratory of whether we wanted to do our ad spend with Chimes team or a third party there's a lot of advantages that you get by doing it with Chimes ads team that you wouldn't have with a third party and one of them is this UTM right here so the UTM is going to show up as a keyword in your profiles so when this lead Pops in you can know exactly what drove them what they searched for in Google and what led them to register so that's how we use UTM perfect um another question that I brought up is what is the most effective way to land that that meeting um email phone call text AI what what's what have you found is the most effective way to land that meeting for setting an appointment yeah setting appointment needs to be done on phone by and large first of all you're never really going to get it over email and if you if you get something over email you're going to have a very high no-show rate it's very low intent very low commitment uh by and large general rule thumb you should be using texts and emails to drive engagement and once you get engagement pop on the phone and close for interest close for time whenever you're closing you've already generated enough report and enough engagement so you can actually transition to the close if you're trying to close out the gate you're going to be pretty ineffective yeah so in your chime CRM are you using the q1 Q2 Q3 are you are you using those as your pipelines essentially no what are you using as your Pipelines our pipelines here let me pull it up I'm starting to put you on the spot like that good question um the answer is no because that terminology is good for management but not for the agent interface yeah so for our pipelines we have new lead attempting contact nurturing hot appointment set met signed pending closed okay yeah you do yours that's I like that way that's cool I use hot warm cold not responded and dead and in New Leads so what's the same principle yeah so I mean again it it depends on your process and how you want to run things uh but in terms of those q1 Q2 the Q3 and C1 through five is how we manage things from the back end awesome awesome uh what is your average lead to closed conversion rate for your internet leads and I know this is I see and the thing is that question Rod question um it's a loading down average it's a loaded question too because it depends on time frame so that's exactly it let me anchor it back to so let's say you carve out a strategy and say hey I'm building a team for the long run yeah I'm gonna Target a lot of leads a lot of keywords that will generate a high rate of valid contact information maybe they're not ready to convert right now but I'll merge them over the next few years if I asked if you said what's your conversion rate on that it would be much lower than if I were targeting the high propensity keywords right so that's one aspect of How It's very um of somewhat of a loaded question because it's a time frame if you say 12 months okay within a calendar year I could give you a number but what if we capture a lead on Christmas if it doesn't convert right away it hurts our performance no what we track is our conversion rate inside of 30 days so we set the bar pretty high and and right now we're between eight and ten percent okay yeah and that's I was gonna say that's that's it is a pretty loaded question but that was honestly probably the best possible way uh you could have you could have handled that um how are you handling your long-term follow-up through China like long-term nurture database or cold leads oh that's a solid question let's go database all right so with your database management so this also applies with SOI leads so if it's in your former client database you've already established a relationship with them so your database follow-up especially over long term we're talking 7 to 11 years it has to be personalized it has to have that Personal Touch you're not looking for Branded content you're not looking for very Jazzy marketing material with nice headers and beautiful logos you're looking for that Personal Touch and there's different Technologies you can use to make this even more scalable you can use bom bom so let's say um you know there was just a bunch of Jewish holidays let's say you know you're very active in a Jewish community and you want to send out a bonbon video to your former clients who are Jewish on Rosh Hashanah or Yom Kippur you blast that out takes you two minutes but you have a care touch right there with your SOI uh you can do Sly broadcast you can do text messages and a best rule of thumb you should have a care call about once a quarter for them okay one other thing last point is in the chime profile you can actually link their social media accounts so this is really valuable for uh leads over the long term because a lot can change over 7 to 11 years they can have more kids they can move so if you're doing your long-term nurture and you already when you have that client you put their Facebook profile their Instagram or the LinkedIn linkedin's a really good one because you can see career changes um when you re-engage with them you can do a quick little Intel search on them and say okay what's changed maybe they got a new dog or they change the job so that's one really good Pro tip for database management foreign I like it I'm trying to I'm trying to field a bunch of questions over here for you um let me see what else we have here is anybody else have any questions um oh okay you mentioned 120 seconds is that referring to a new lead sign up or are you using other method methods like your first smart plan text yeah so good question 120 seconds is post registration so as soon as the lead Pops in 120 seconds starts after that the answer is we want our first touch to be that double tap but we absolutely have fail-safes in so that a lead will never go past 120 seconds before we have some form of Engagement with them okay so what let's say something came in at like oh I don't know 10 at night how are you guys are you just responding first thing in the morning what what's the plan there great question so first we have Isa teams on the East Coast and West Coast nice our West Coast team will provide after-hour coverage until about 9 00 PM our time on the East Coast uh but beyond that we have the AI engage to start getting engagement there now awesome the AI is not a bot it's it's actually very effective of course it's not perfect but it provides that engagement and you I absolutely guarantee we last time I ran this report was back in uh April and in Maryland our AI had captured 32 leads eight of them were engaged and four of them closed yep so again if you're if you're if your standard is perfection again you got to recalibrate that but it absolutely is extremely valuable for all especially for after hour leads yeah I use I I like to say the AI assistant buys me my time back you know if I'm at a kid's soccer game or if I'm wanting to have a night alone with my wife um that my phone isn't constantly and if you know if a person doesn't have an Isa Department if they're a single agent it acts as your Isa which is and I like hearing that you're having success with it like that that we have the same thing it's awesome um let's see I think that's all the questions that I have for you on here um yeah that's pretty much what we got for you there's a question here from Luana oh what does chime do to nurture leads over a few years so again it goes back to whether they're cold leads or database um again there's overlap so if it's a former client the home report is really good and that's going to help you stay top of Mind on a monthly basis and provide that really valuable insight for your for your um your former clients and it gives them constant opportunities to re-engage that's going to give them information around their current home value Trends over the last few years it's going to give them information about their current Equity position other financing options and so forth like that so the home report is really good for that in terms of market reports market reports is a top Tool uh it's really simple you just go in there you just put in the area that you want to use it for uh or you wanted to send for and you set it and leave it and that's going to end on that information we get tons of responses off that in our open rate I mean last month our open rate was 43 across all email communication nice um okay so here you go how many touches are too many Touches for a new lead when they tell you to piss off okay I'm glad that's why I asked you instead of just answering that one because I was at the mine would have been maybe not as PG um you know yeah what what do you find what do you find the best I mean you do the double tap um do you send anything really after that first double tap all right so here's another tip everyone on this call has their own unique value prop and you need to be very clear about what that is in the eyes of the consumer so for us for example in Maryland our Top Value prop is Bob he's the number one luxury agent top Keller Williams agent everyone knows his face in our area so we're going to leverage that in Maryland so if I were to give you an example if we're going to double tap and we don't get a hold of them do you think our isas are leaving a message or Bob is through slide broadcast I'm going to assume Bob is through slide broadcast so each of you have to figure out what is your best value in each situation and how you can leverage that to improve conversion right okay um cool and then uh let's see do you have any scripts for a new lead that you could share hmm well that's a long webinar um right I was gonna say that that's like a whole different call here minerals General thumb speed to lead and start with open-end questions you're in the discovery phase um here's the here's a tip on that in that initial phase it's all about providing value which I know we've all heard but what does that actually mean and how you can deliver value if you send a communication and that person never responds if they never transact with you did they still get value out of that communication and if the answer is no you're probably underperforming in that initial phase so if you can get really good at delivering value your conversion rate your engagement rate is going to increase significantly so you can apply that same concept when you're making those first calls in your script to come from Curiosity start with open-ended questions how questions what questions figure out what's important to them and then you can convert but if you're just going to try to convert without knowing what's important to them you know you're kind of up a creek at that point yeah yeah um someone else asked any uh any tips to increase your value be more valuable as a consumer like if you want to make more you got to be more valuable so constantly refine your skill set um constantly read you know a simple thing I do each morning when I finish up at the gym I'm on the treadmill for 30 minutes I read each morning it's something I started a few months ago and I've finished like five books in the last few months yeah so that's one aspect of it as well and another aspect is you can join a team that has a lot of value I know a team like that tell um and one at last point about this funnel management um you know it takes a team to really do this at a super high level you know I may understand each aspect of this but I don't have enough time to do everything from the lead management the lead the campaign building to the tracking to the reporting to managing the isas to the follow-up we have quality assurance at each step so we have a quality assurance coordinator whose job is to ensure proper protocols followed and to maximize conversion so it takes a team to do all these things that doesn't mean you shouldn't apply them to the best your ability if you're a solo agent but it also means if you want to maximize the performance it does take a team it does take significant investment to run a really good sales funnel right um I have one final question for you okay what is your favorite feature of chime smart plans is it the smart plans okay I I have to ask everybody that question that's like that thing that I always ask and it's it's interesting to hear the different responsibility smart plans and why why is it the smart plans what's the most common you hear what's that uh oh um the lead or the listing Discovery tool that's number one all right smart plans is because you know if if you were gonna go on like a Squarespace or a Wix and you can create a website it's a it's a CMS you can design a website without having to know how to code smart plans is the same thing for automations so we came from Boomtown and Boomtown allows you to do trick plans for outbound Communications but it's pretty Limited smart plans is not just for outbound communication but it's for TAS automation we automate our database management we automate different alerts and triggers and reminders um you know different tagging grouping with trigger smart plans so we have tons of automations that are only made possible because the smart plans and what gets really cool is when you start marrying those smart plans with different Integrations whether it's just through zapier or whether you actually build something cool but you can start expanding the capabilities when you start marrying different things like that so for me I geek out on it so it'd be smart plans yeah um have you ever used KW command me personally uh I figured you hadn't um someone asked what the difference was and I I didn't want to be the person to say it's not even it's like apples and oranges we use command for compliance we have not used command as our primary CRM at any point sure sure yeah I'm I was Boom Town in real diets prior and I switched because ease of use it was so much easier had everything in one place I didn't have to have what I called my my zapier workflow one day zapier went down and it took every one of my steps with it and I switched the next day so um but yeah that's um that's interesting thank you for your time do you have anything else you'd like to talk about I just like listening to you talk um I learned stuff when I'm on calls with you I appreciate that go to ocdocareers.com blueprint and get that blueprint and keep it here keep it on your desk at the very least it's a reminder uh and if you you focus on one step of the process and get that better then you move on to the next one you'll dramatically improve your funnel but having Clarity around what the steps are and managing to those steps I promise you you'll have better higher conversion rates and you'll interface much more effectively with Chimes as team because now you're going to start speaking the same language and understand a lot of the the fundamentals of how these campaigns operate awesome Robert thank you for your time today I really really appreciate it it's always great catching up with you and uh thanks for educating all of us today and if you guys have any further questions uh reach out to uh to Robert through the blueprint um you can reach out to there or if you want to talk more about chime you can reach out to the great chime people that are on this call or if you put a link in there for me Kendra that'd be even better you guys have a great rest of your day just I just saw some a couple people are having challenges with downloading it so you can email me at robertlucido at lucidoglobal.com and if there's any challenges I can shoot that over to you sure you're awesome Robert thanks again have a great one take care see ya foreign [Music]