Lead conversion system for shipping

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[Music] dude well look 94 units and 20 million in volume is that what i read uh yeah so and i did 63 the year before and this year was kind of a team building year so like this is where i feel like i'm a little bit more relatable to most people because i'm in the middle of my build not like at the end of my build like most people are like oh i sold 300 units or a thousand or 100 million volume but you rarely get a chance to talk somebody's in the middle of it in the middle of all that build so that's kind of where i'm at right now like in the middle of getting to a 250 500 unit team and i feel like that could be more useful for a lot of the agents watching this is because that's where they're at too not the end destination and then i'll tell you i'm literally in the middle of it so all right well what does that look because going from where you were you've already doubled and you're gonna now double again let's say you have an amazing year what are the things that you're putting in place to do that because this is what i think we miss because we we only interview the people that are already there right so you're right in the middle what are you putting in place that you see is helping you get there i think if i could could i share my screen on this i'll just show you my back end systems and i'll just fire hose feed it all to you and there's probably like five more webinars you could have off off of this but i'll just share the screen and we'll just go where'd this go yeah so we'll just go and then show you as much as i can and then we'll do more later so or like i do a lot of youtube videos and webinar and things like that so go follow my channels my socials all that all that stuff i'm gonna do that i try to record wait what's your what's your social channel what's your youtube channel youtube the title of it is wichita kansas on purpose because it's aimed towards a lot of reloads um i think we're at like 357 subscribers i just started like 10 or 11 months ago my like flagship video that has like 12 000 views is living in wichita kansas we get a lot of people moving from like colorado to kansas florida to kansas california to kansas looking to cash out their homes there sell there so we send the referral listing out there and then they come by cash here um because our price points are so great so um wichita kansas for youtube instagram's bg meyer08 and then facebook's just my name ben meyer so easy those are my three main ones that i focus on and i don't need the tick tocks and all that other stuff i'm just going hard on my channels that i do and go with that all right i got you i found you yep i'm following you now wait i was already following you there we go all right man all right show us what you got we can see your screen so we run an isa model as we're at now so um and we run an appointment model and i'm heavy on the isas being like what i call the machine gunners and then our agents are the snipers that come in here so the isas are making the mass amount of calls running through as many people as possible and the highest days and the agents are coming in and either having phone consults in-person appointments showings or that kind of thing where the agent takes over to that extent because one of the biggest things i've seen with the misunderstanding with isas is that agents think the isas are just going to hand them a buyer that's ready to go and that's not the case isas do the pre-screening kind of like a nurse or a front desk receptionist does for a doctor but the doctors ultimately got to deliver the high level value is what we're seeing so i think people got to take no context of what an isa does for people and not think that isa is just going to hand them a ready to go buyer that's ready to buy a house that's not how this works they just tee up more opportunities for you to get to for the sake of time um but we really heavily on who are they first who are they calling are they just calling a cold list online leads what are they calling um i'll back all the way up and go to our marketing screen so google and bing leads is what we run on primarily so google analytics every day i mean you're looking at our analytics like right now we have five users on the site we're constantly studying search traffic to basically beat zillow at their own game with google and being leads starting to build more into youtube and google my business but if you bring up like i'll just show you the real life example incognito window you type in wichita homes for sale in our area our ad that first one will be the one that comes up so where the very first thing comes up people will click on that first thing and this is a being lead because it's yahoo and i'll show you google example they come in here they start looking at houses we know that like 2 000 people click on these 200 people actually in their information 20 of us are really the only ones we want to work with we're not worried about the other 1980 we just want to take those 20 and give them the most high level awesome service possible and turn those into 20 deals is our strategy and that's just being you know on google we're doing the same thing you go to google we want to be the very first thing that shows up when you type in wichita homes for sale and we do it super generic like that for a reason it's because and there we are again like we have that picture so this is where we're generating most of our leads and our traffic is through this and we're using the forced registration as a filtering process for are you a serious buyer and are you willing to work with us and cooperate with us because if you already want to do those two things you're probably not our ideal person in the first place there was 13 000 homes that sold their market last year that's 26 000 transaction side we only want a thousand of those of the best people we don't want everything in the market we know we're not going to get everything the markets we're using our marketing sales process as a filter for the best people and screening people out instead of being like i need to get everything like in all a lot of ways we're filtering them to see if they're worth our time to work with than the other way around because we know how to win in this market we know how to get home sold we know how to get homes bought and like win the offer which is the value here in this market because just because you can run around show houses and write contracts doesn't mean you can get offers except and that's where like we're really winning as those aggressive realtors and it's like if you want to win get with us if you don't you can go try it with your friend from church work or school who doesn't know what the heck they're doing so good luck then that's kind of our attitude but and that's where it's like kind of follow a process you'll win if you don't so what like because we got plenty of people who will and are so there's no need to well how many how many leads are coming in right now just through google and bing a month approximately so i looked at last month in january we had 308 from google and 123 through bing and that's about about 5 000 a month ad spend so the cost per leads about 11 that's pretty decent dude i like that so yeah leads are good but at the end of the day like i honestly don't care how many leads we get because it leads don't do anything you need conversions like if i could get 20 leads and have 20 deals i would do that as long as the cost is there because that's kind of what zillow is but not really like zillow costs so much money up front it can work for a single agent but it's very tough as a team to build it out profitably and scale it yeah which is why basically i saw what zillow's doing i don't hate them i don't knock them i just learn from them and then want to beat them at their own game which is what we're doing with google and bing and most of zillow and realtors traffic is paid ads anyway like what we're doing we just need to take it back as realtors and play the game like they're doing and beat them at it so not mad at them just saw what they did to improve and now do better yeah they use google and bing all day yeah so i just like play the same game that's it um so we'll study the online search traffic and i think google ads just for the insight of what people are signing up for looking at is telling you what the market does before the market even does it before people are buying houses and whatnot you know what people are looking for based on some of these things you can look at on the backside of your ad account in analytics like to be a market expert that's show like you need to study that stuff along with your mls data to understand what people are doing um getting in there but you can see like on our site like a good like 231 today or yesterday came from paid search 232 from direct 39 from social 13 13 points so we got a healthy mix but we're building it out so it's not all these paid ads that's definitely our bread and butter it's about 60 paid ads 40 soi sphere of influence you know personal stuff and i'm from wichita my hometown but i built like what i sold 63 two years ago 80 percent of that was online ads to only 20 was my soi and i'm proud that's just showing where the game is going it's going to online leads whether you want it to or not so we got to get good at that because there's a ton of people i know personally you sign up on my website it's the easiest conversion ever it's like hey bob it's ben meyer how's it going saw you sign up on my website like so even your friends and family are going on the people's websites that's true it doesn't matter if you want to or want to like resist that it's there so just get there and accept it and work with it do you is that is that the model for where you're heading right now primarily lead heavy and what what other pillars are you currently working on uh so google bing are main ones and then youtube and google my business is probably the two ones that we're diving into um and then you know we use facebook and instagram from like a retargeting perspective we don't use it from an acquisition perspective um because i think it's great for retarding as people hang out there but they don't go there for buying a house or if you do like you know they're halfway interested and like i said i don't i don't want to generate a thousand leads 2 000 leads a month and then like only 200 of those are good i'd rather generate 400 quality google leads and just work well with those high quality low low volume than a bunch of junk leads or just say leads to say you have leads and like because leads only matter if they move to closing and there's something legit there to work with so that's kind of our strategy well that's why you have that's why you were showing us the isa team let's talk about that approach and how often they're calling what the scripts are like what you expect of them yep so i'll pull up like this month and last month so they just call out of my um account because obviously i have the master one um select so far we've had 145 leads this month and you can see on here where isas made 1945 calls 2067 emails and about 1831 texts so this is where we're seeing we're real text heavy because that you know techs have a 90 read rate and like anywhere from like a 25 to 50 response rate which just crushes our email which our email is awesome too but text is where everything's going which i got super excited when i saw that chime came out with the video text finally because we've had this from our phone directly and it's been money like i'd rather send you a video or text than call you and they do too and it works so much better that way um but the isas like they made 1945 calls this time and then they work out of um a google spreadsheet so you can see like they set 64 appointments for us in january uh which is most they ever have with that that's when it picks up december is only 34 which that's just part of our season and the holidays it slows down so far they've only been at four but you got to look at it the whole month for all this yeah we communicate with them through base camp whereas we have it access to them where they'll set an appointment notify the agent like i'll get example of it like this is one this morning they got sent for robert burke had all this information on it and it's a lot of just pre-screening information they don't get super deep into it but that got set for rico and then got set for our lender phone call today at 1 pm with rico and that's where like rico will dig in as the agent in more detail and do the high level you know doctor work as we call it the isa just screens it tease it up and then sends it to us and say hey here's this guy go go take it from there so that's where like a big focus i have is is yeah we got a great system we got leads marketing all that but what are you doing as the agent to make sure you convert this like where are your skills coming in to actually deliver value have good conversations and do something with this because that's the biggest thing i've seen about agents wanting to join the team or get in here it's usually the agent dropping the ball the agent not doing enough to convert these leads deliver value right away and actually move this to a closing and so i'm huge on um focusing on developing our agents um to where like we do a a morning huddle every morning at from um from about eight to eight thirty and we go over like what's your plans for the day what sales and marketing book are you reading and how you're going to apply it and then we do some role play then we get right into power hour prospecting so i guess i can bring up my schedule and show you yeah we all get on a video call prospect together while the isas are together and then we do a huddle afternoon every day at four two where we go over uh what you wins for the day what's your struggles how'd you overcome them where's your mindset at and what's your next opportunity for growth so i'm very heavy on agent accountability and like what you're playing and how to go um from a group learning standpoint so i have seven agents right now and four support staff and we all get together mastermind to learn from each other and what you got going on in like real time feedback of everything um and where are your are you are your isas located locally where they at there are the philippines um and i paid them about 3 200 a month and that's what i've seen is the best profitable situation for we're at right now eventually i will bring in what an in-house isa uh locally but one they take a lot more training they cost a lot more and for right now with where we're at in our business um you know this is the most profitable way i've seen for like the amount of calls they make amount activity yes they're not perfect but it's like if you're willing to talk that isa go through all that process get to that point like you're a hot person that an agent needs to get in there and get with right away because if you're very true doctor and i say like you're ready to go and we can't really expect more than that out of that type of service what we're paying for i think people want to be cheap in this situation um and not pay enough or they pay they don't they pay like what i'm paying and they expect the world like if somebody just be like oh well where's this person like handed to me ready to go you're not paying enough for it for like the cost of it so you have to just take some of that into account as a as a business owner i just i found that a lot of times realtors just aren't that great business owners they're great sales people and they know how to run around and hustle their friends and family but when it comes actually running a business like this this is where it's a lot higher level system than just let's go open doors and show houses how many isas do you have uh so there's a team of three of them and they take like two hour shifts doing it um so i think they dial for about six hours a day and they just bust out calls like crazy on it all and they do it in a targeted way so i mean and i'll kind of tell them what to focus on what to look at you know through chime so that they're either looking at like these opportunities um that come through which is usually people revisiting the site um or specific um pieces that are in like the outreach pipeline and we really want to filter people like as fast as possible like in a real-time system that's coming through here so that when they come through i have a va that also processes things on the back end sets up property alerts filters them moves them to what pipeline they need to be they respond to anything automated they go into this response pipeline that we got to check on but then the isas are typically calling through these outreach ones first just to get an answer from them to be like what's your situation are you now are you warm are you later what is it and then the agents are just working out of the hots which that's on a personal level not a lot of automation there that's a lot of personal one-on-one touch and then the warms is also where the isas will be calling through at a time so they're basically just trying to like kick more out of this database system up to the agents to work on with everything and so when it comes down to the database as a whole are your isas only reaching out to all the brand new leads or are they also reaching out to the people that are coming in and taking a look at property again that day so that's where the um like opportunity to come in so like these 23 this is people that typically have come back to the website not it um you know they'll go off of this like high interest back to site back site back to site so that's one area they look they also look on the notification bar or the opportunities bar over here people have come back so there's a few different targeted ways we do it um but yeah it's a lot more strategic action not just blind fire through it all just to see who they can get a hold of do you typically do you typically organize the crm or they typically organize a crm to start with latest activity first or where do they gravitate to first so they'll kind of switch it up like on their reports let's see if they got one in here i'm not here on the reports they'll tell you like what they're calling through so like whenever they do a call session like this consolidated report it'll be like this is what they call through new leads response outreach tasks somebody that's been on the website last 24 hours today's opportunities nurturing because then after a certain amount of time these people don't answer like we put them into a different pipeline like they're not they're not answering um and then from there like you can see like we had zero appointments we had 12 contacts 12 valid conversations um 226 dials in six hours like so this was the whole whole day on everything all right and like and they'll tee up kind of some of these nurtures too where sometimes we go get involved as the realtor just to establish the the connection with people and just we want to get to that personal one-on-one connection as fast as possible but with legit you know people to do that with that aren't time waste and and whatnot um it's like here an idea like last month we set 85 appointments held 59 we put 21 under contract because that's my bigger thing i want to look at is leads are great appointments are great but what's your closing ratio because that's about 35 percent on everything and like i was actually just showing my team this i'll show you guys this month of january was a pretty like great example of when i talked to people about like we're going to set 15 appointments for the month we're going to hold 10 of them i have three of those under contract right now but then there's about two to three more of these that will eventually be a list or longer term play that's going to get this closer to a 50 to 70 percent close ratio because it's not that you need more leads and you need more appointments if that you need to close these 10 opportunities that you did have you know when they happen down the road to turn it into a 50 to 70 close ratio because you don't you only have so much time and effort that you can apply so it's not like i need to hold 15 more appointments to get more done we need to turn those 10 appointments into more um closings and that way you're more efficient with your time it's more productive instead of thinking like oh there'll be more opportunities or i'll i'll just get another chance or i'll just work harder do more like work harder and do more runs out you can't it does it gets old fast like answer is like well just work harder and do more it's like you can't do that time's going to restrict you it's not possible so you got to do better that's funny man that's funny and true all right so are you finding that because i'm looking at the source right now i see soi asterix ppc google and uh local service ads being past client zillow what are you finding is giving you the higher price point from all of these um definitely soi and past client um because the way i look at online leads is it's purely for acquisition to turn them into past clients and that's kind of the way i look at at them is you're going to get more of the like in our market 100 to 250 000 buyers that eventually become sellers you know three to five years down the road and we've actually been seeing it a lot sooner because of how much the prices are increasing um and so i look at our online leads from a long-term career standpoint of 10 to 15 years of i'm willing to pay that high up front cost to acquire that client as a lifetime client that's actually worth 30 000 when you consider all the referrals they do all the repeat business they do so past clients is definitely our best one but obviously you've got to have a way to get past clients and so that's through online leads google ads you know that type of thing to acquire the client and usually the reason they use you as a past client is the experience they had in that acquisition in that first process if it went really well and you stay marketing to them after the fact that's when you really start to cash in down the road from the bigger picture now to give you i guess some reference too like i've only had my license for six years been really taking this seriously for five and running a team for about four years and running leads for about four years so we're still very new and young in all this compared to like some of these people have been doing this for 15 20 years we don't have a big you know past client database we're still in build mode acquisition mode of everything so got it i like that and any any indication on your end if you're going to go into facebook lead ads or instagram ads or you're just sticking to google being for now sticking to google being youtube google my businesses like i'm seeing google start to step into the real estate space and i want to take advantage of whatever opportunities they have there just because see i see the intent of the user going to those platforms so much better because they're going there to find houses they're not going to facebook and instagram to find houses it's a secondary thing and it's good for retargeting and remarketing because that's where people are hanging out and it's good to get them back on the website with that but i don't think it's a great place to like start the lead or generate delete if that makes sense that does make sense uh somebody wants your somebody wants to know if they can purchase your excel sheet this right here like i mean sure i mean i'll share it with you but you don't have to buy it i'll just give it to you simple spreadsheet you're impressing people ben i we've got a few minutes left but before i forget i'm going to tell my team ah barry and munch let's bring in ben to our next virtual event for chime because i think a lot of people can really benefit from what he's done here ben can you help me understand who keeps that excel sheet updated um all of us do so it's a combined effort of my va me the agents like all of us and we go over this daily too in our afternoon huddle um as we look we we have accountability checks for everybody like in front of everyone there's no hiding anything and so if you don't want to be embarrassed or look bad like don't like get your stuff done you go through the list and you're like oh joe sucked today yeah he's like this is february we're 25 set 11 held and like i know that that ratio is terrible but it's not over yet you know we're not over yet we're actually we're a little bit behind here we're a little bit behind our goal but we currently have uh 25 pending um between the team of us also like we got things moving and it's moving the right direction but you got to stay focused on on making sure it continues to go like it's supposed to one of the problems really really fast is the emails so our biggest thing is our emails of why we're getting such a high open rate is this strategy that we use that we set everybody up on property alerts yeah that'll do it um so we have like a 43 open rate and then 1.4 percent and the reason for that is because we keep the main thing the main thing which is houses people want houses like 45 open rate about 35 smart plan rate is what the open rate is but you can see how many more houses that people want people want houses a day today like that's what they want that's it and so we keep the main thing the main thing which center houses but the other side of this too is we shut a lot of people's prep alerts off because it doesn't do any good for somebody that's not opening emails not responding stuff to keep that on that tanks your open rate it tanks the whole chime users rate and you don't want to be having that happen because it's not effective it's people just telling you like i don't want your stuff so turn it off it doesn't do anything are you the one who's making sure all of that is functioning in the right way on chime or do you have somebody doing that um so it's a little bit me my va and then also like i'm expecting the agents to be managing their accounts so i'm like if you're not managing your accounts turning property alerts on or off you know managing smart plans like do your job essentially get in there and work your people like i'm holding that on you to make sure that that's that's being done there's a guy at the bottom go to the bottom there his name's ben meyer he's got a really low open ratio in comparison to yeah so this is what i keep telling my team i was like the game is beat ben i should not be the best agent on this team you guys should be like i'm i'm trying to run the team and get myself out of production but that's right i wanted it but you guys should be beating me all right alicia you're listening to this what's going on 34 percent so that's one thing about my team our only detriment we have is we're all so new alicia has been with me for a little over a month and she's sold three houses already so i mean she's doing well for being brand new to the business like she's had her license for like two months so like oh dude yeah that's impressive uh barbara says yes please to have ben into the virtual event we're gonna do that adam says told you ben is awesome yes thank you i i knew that before okay i just i just needed a second round of ben that's it yeah but i i like going people because you know people can talk all day but it's like to show visuals people believe what they see you know what they hear and like you get it when you see it on everything yep julian wants to know where do you get your isa what's him last month dude uh lita reynolds is the name of her she's gonna love me for mentioning that um isa university is the name of it um don't quote me on that rate that she gave to me you're going to have to get with her on that rate as part of it she's with exp so you have to work a raid out with her and what services you have with her same that's where i got my va too from her um makes it easy man you guys or send me messages on facebook or whatever if you got questions on anything and walter wants to know do you do any kind of geofarming uh not really no so this is my thing that i've seen is agents want to do you know 20 different marketing strategies and we just picked one of online leads with google and bing and just hammered it and got really good at that and so it's like google and being sy open houses is really like our my three pillars that we we hammer on that works well and then we're getting into some youtube and google my business but it's like i see too many agents try to do everything and get good everything's like get good at one mine was online lead conversion i got really good at that and mastered it and just drove that down really far and just stayed really good at that and not like i see a lot of ages be like okay well i'm good at online leads now i need to go do uh cold calling and circle prospecting and all these other things like you killed like what was working just go with what's working and expand that out even further instead of trying to think we need to be everything to everyone like just do what you do well and go hard on that thing dude i love it well thank you for showing this to us this is recorded everyone it's going to the youtube channel for chime if you want to get a hold of ben ben what's the easiest way to get a hold of you facebook social message all right and then if you want for him to share that excel sheet you have to join exp on his downline no i will give everyone everything i do because i know it's still hard as hell to do it and you're still going to need help like to pull it off even i'm just messing that's where i come in ben thank you so much man uh we'll we'll make sure to bring you on for that virtual event because this was awesome yep i'd love to get so much more so we appreciate you buddy next time though i want you to be like at seven and a half percent no i gotta both back up now okay i'll still stay lean but i gotta throw some size on all right buddy thanks man have an awesome day thank you everybody [Music]