Lead generation lead qualification for teams

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hey everyone coach Travis Robertson CEO and founder of Robertson coaching international and welcome to today's video where we're going to be talking about seven proven lead generation strategies specifically for teams now you don't have to have a team you could be building a team or you could be thinking about building a team or you may actually have an existing team and so people want to know all the time hey what are the strategies that are working right now that you see with your teams that you coach because we coach a lot of team leaders and so as a result we get to see kind of inside of their business and we get to help them set these up so I kind of went through and I said okay what are the top seven strategies they're used by teams now not all of them do all of these things but I would say the majority of them have some level of most of these things in their business and so we're gonna jump in in just a second but before we do a couple of quick things number one we have a webinar coming up on team building how to build a high performance team you want to check that out it's free don't forget to register for we'll link that up here so it might be popping up here or down below this video so you can take advantage of that do register for that webinar coming up because it's a great webinar filled with great information so also we've got a download for you some some great things that you can use on team compensation and and how do you compensate a team so some great resources that we just want to give to you to help you build a very very successful team so that's what we've got coming up in a few other things I'll mention at the end all right so let's jump in now real quick this is very important do not under any circumstance try and do all of these things at once meaning start them all at once or start a bunch of them all at once focus on a couple of things maybe one maybe even two activities maximum get them up and run and get them successful and then add in if it even makes sense now I'm gonna tell you that most of the teams while they may have a combination of all or most of these strategies their focus is generally only on a few of them at any given point time they're very focused on a few strategies that generate the majority of the results not just trying to throw a whole bunch of things against the wall and hope something sticks so be very very intentional with everything that you're doing please for your own sanity and for your own pocketbook because it can get very expensive if you try and do all of this at once and you're kind of a jack or Jill of all trades and a master of none all right so number one is this database marketing and by that I mean sphere of influence repeat and referral business marketing and all of them the great teams have a great database marketing strategy they know how to leverage that database they know the money is in the database and they have a very specific strategy they know when they're contacting them they know what they're doing they're doing things like throwing client parties for them they're finding ways of engaging their people that have done business with them that refer them business or that they have a relationship with because they know this is one of the cheapest ways to get business long term and so they all have a very successful database marketing strategy now kind of a quick note here is that the top teams don't get more than about 70 to 80 percent of their business max from their database and there's a reason for that because when the market goes down when the market shifts which it will do eventually at all you know we fluctuate like anything else referral sphere of influence repeat business tends to dry up because people aren't referring and repeating at the same rate and so they always have a lot of other strategies in there but database marketing is a very very important strategy that they leverage in a big way and they know how they do it they know when they're contacting them they're bringing value to their database on a monthly basis if not more often than that and they're finding ways to engage with them not just in a drip fashion but also in a relational fashion they know that these are relationships not just people who want to be dripped on all the time so it's about building that relationship right strategy number two listing portals listing portals now I know some of you are like oh but I hate insert name and I don't really freaking care who you hate your opinion on these things doesn't matter it doesn't count nobody cares all you're doing is waging a holy war that nobody really cares about said while you're waging your your holy war against oh I don't know Zillow other agents are out there crushing it with Zillow and making a lot of money using Zillow and realtor.com and some of these other platforms so use them invest in them and do it wisely but you have to have a process for following up if you just follow up once or twice or three times yeah you're gonna suck at it but it's not the leads that suck it's your follow up process that sucks instead you've got to be you've got to have a very specific follow-up strategy for these so that you're working them you're staying on top of them you know what's gonna happen in the first two weeks what's gonna happen in the first two months six months 12 months 24 months and on because remember the average online lead is anywhere from six to twenty six months out from being ready to buy or sell but when do most agents need business like six to twenty six days ago and so there's a big gap between where agents need is and where the clients need it is need is in the potential clients need is and that gap is what our follow-up strategy is intended to bridge so just remember that not everybody who comes in through these is gonna be hot ready to go right now but it's about having the process to make it work for you and so the the teams that do very well with this have a very specific follow-up strategy number three idx website so these are like your personal website but where you're running a search you can do property searches you can capture their information so there's a lot of companies that provide these I will tell you boomtown one of the top ones among our clients boom town Commission's Inc is another one and so I'm not necessarily saying that I endorse them I think that they're great platforms but like anything else do your own research figure out what's gonna work best for your budget your needs everything like that but those are two platforms that a lot of our clients use commissions Inc and boom town are both way way up there with boomtown definitely edging out commissions Inc by you know quite a good margin in terms of how many of our clients are using each of those strategies so idx websites are great and this is where you're gonna drive traffic to it you control the website you control the feel you control your branding messaging everything like that great for generating fire leads but I remember a lot of times buyers also need to sell a home in order to buy so it also generates listing leads for you as well so don't think oh it's just a buyer strategy uh it's big time and if you have a team this is what you want to be feeding them with definitely right here as I knock the TV over practically is all about having leads that you've got coming in that you're pumping into the system this is a great way to do it strategy number four geographic farming geographic farming so this is everything from mailing door-knocking community engagement circle prospecting where you're calling around a just listed just sold a Fizbo I mean all of those things are great but Geographic farming is a big strategy among teams they're going into specific neighborhoods they're looking to dominate they're looking to get all over these things and so just because they're pumping leads in through online sources doesn't mean they're not looking at some of these as well a lot of them will organize door-knocking days where the whole team gets together and it goes in they go and they knock a neighborhood together and they're buddied up or they're paired up and they're just building relationships with the people in the neighborhoods that they're trying to serve they also do a lot of community engagement so these are things like you know shred days where you they'll hire a shredding truck and people can come and they can get stuff shredded and they'll partner with a lender they'll partner with you know a title company or whatever it is they'll partner with other groups to bring people there so it's a great way of cross promoting bringing in other relationships you know expanding your sphere of influence expanding your reach so all of those things are things that they're gonna do they're gonna get very involved in the community that they're trying to farm that they're trying to build a relationship with strategy number five open houses teams love open houses and their agents are sitting open houses every single weekend or almost every single weekend because they work now they do things in our program like our ultimate open house which just palms traffic into an open house I mean it's incredible what our ultimate open house can do so we can pump traffic into our open house but if you're doing open houses correctly having agents sitting those every single week can just grow your numbers dramatically it's a greatly generation strategy and it's a great way I'm a I'm a huge fan huge believer that is a team leader your job one of your jobs is to provide leads for your agents it is not their job to go out and lead generate without you because if they could do it without you why do they need you I mean there's other reasons other than the leads but that is a primary reason agents join teams is they don't know how to generate leads but one of the ways they can generate leads that doesn't cost you anything is an open house or an ultimate open house and it's a great way of them kind of helping to bring traffic and bring people into the mix and not just sit back fat and happy waiting for the leads to come in through online sources or offline sources that you may be doing so I love open houses team leaders love open houses it's one of the top strategies we see our clients using over and over and over again that our team leaders open houses it's just kind of a requirement for the agents on their team number six is Bo's and expired listings for sale by owners and expired listings now they have whole strategies for this call strategy scripting everything you need and they're using services like land voice or red X or some of the other companies out there to get these get the information on fizz Bo's and expired and then they're calling down and a lot of times they use this with an ISA so an inside sales associate somebody who's calling on behalf of the agents on the team other times they have the agents do these and some of their some teams break it down and they say you know some agents are really good at calling on these and so let's have that agent or those agents be the ones who are calling on fizz bows and expires while these other agents are working maybe some of these other lead sources like open houses or whatever it is so based off of what they do is they match up strengths and weaknesses for the agents on their team to the strategy something you could absolutely do as well but fizz bows and expireds awesome awesome strategy and there's a lot of great ways to do it I know we've got a great relationship with the team over a land voice and they've got some incredible stuff that can help you with these things I'm out but there's a lot of great companies that can help you do this don't try and do it all on your own outsource it because there are companies that can help you know find out who's on do not call this and all of this stuff don't try and do it all on your own it's just a big time waster all right strategy number seven social media now teams are investing heavily in social media strategies this isn't just by the way ads and it's not just you know getting on social media and building friendships they're doing a combination of both so they're building relationships as team leaders as agents on the team and they're doing a lot of things with the community and they're promoting it on social media but they're also advertising so a lot of Facebook ads driving people to landing pages driving people to websites and that's big-time lead strategy right there for generating listing leads for getting more clients so those are the things that they're doing is they're investing money and they have a paid strategy and a free engagement strategy and they're using both of those very very heavily so those are seven strategies that we're seeing right now across our top level teams what are the ones that they're using again they're not doing all of them some of them are doing all of them some of them aren't doing all of them but they I will promise you this that they've got probably four to five most of them at least of the strategies that I just listed out and some of them are wanting to add more this isn't the only seven that they do there's a lot of other strategies out there but if there are seven strategies that we see among everybody or the highest rate these are them right here so here's what I want you to do next action steps download the team job responsibilities outline and compensation guide remember it's all there for you we've got a job responsibility outline compensation guide to help kick-start you and building your team and structuring it correctly we've also got a team-building webinar coming up register for that it's free it's a great resource we're gonna be walking you through exactly how to build a high performance real estate team you do not want to miss that training at all join us at one of our live events bring the agents on your team bring the agents in your office if you have a desire to grow your business live events are some of the best ways to do it these are chock full of massive content massive value that we don't teach outside really of those events so we use those events as a great way of bringing new fresh strategies to the market we've got a lot of cities coming up and we're adding more and more so check out our list of live events and make sure you join us at one of those and then get your free coaching session we've got some great strategy sessions for you they're free take advantage of them and even if you've tried it before try it again and see what you think of us so it's not like you only get one ever but do register again give it another shot and we'd love to find out how we can help you with your biggest challenges it's not a glorified sales pitch you guys it's a great way that we can bring value to you kind of give back to the community as our way of saying thank you so much for giving me the opportunity to do this and to serve you so let me just leave you with this don't ever settle you guys for anything less than you deserve if you believe in yourself just half as much as I believe in you you've got an amazing career amazing life ahead of you and it is an honor to serve you in this capacity take care of you guys